A Project Report On Apollo Tyres Brand Image

Dedicated
with regards to my
Parents
L.N.Mishra College of Business Management, Muzaffarpur

ACKNOWLEDGEMENT
The project of such magnitude cannot be accomplished without the assistance and co-
operation of several people. Exchange of ideas generates a new object to work in a
better way. So, whenever a person is helped and co-operation by others, his heart is
bound to pay gratitude and is not merely formalities but an expression of deep sense of
gratitude and cumulative appreciation.
Now first and foremost, I feel highly obliged to Mr. R. K. Sharma, District
Manager: Apollo Tyres Ltd. Muzaffarpur who got me placed for project training,
which had sent materials, according to my topic for execution in order to perform the
work for preparing this dissertation.
I would like to mention something special about my supervisor Mr. Vipin Kumar,
(Asst. Professor) L.N.Mishra College of Business Management, Muzaffarpur, and
making acknowledgement that without his kind co-operation, attention, wise guidance
and a regular feedback from me, my mission would not have been fulfilled its
milestone. I have not the desired word power to express my heartiest gratitude regards
reverence and indebtness to him.
I also acknowledge with a deep sense of reverence, my gratitude towards of my parents

and member of my family, who has always supported me morally as well as
economically.
[Md. Nishat Alam]

PREFACE
As it is said ............"The theory without practice is lame and practice without theory is
blind." obviously the theory and practice are two facts of same coin, or in other way
theory and practices complementary and supplementary to each other. And of course
these two embody the real knowledge based on the principle of coming by doing or in
pursuit of knowledge these two have become part and parcel. Here, the practical during
summer vacation is of prime to the Faculty of Management for the purpose of
evolution of final (4rth Semester) examination assist the paper in order to complete in
M.B.A. course of the academic curriculum.
This dissertation imparts a deductive and prescriptive discussion on the duly on Sales
Promotion (with reference to Apollo Tyres Ltd. Marketing division, Muzaffarpur) in
comprehensible and concise way............ on the basis of the training, which was done
by me in marketing division of Apollo Tyres Ltd., Muzaffarpur. The report has been
written for main of marketing as well as the consumer, Marketing is the lifeblood of
any organization to run fast. So marketing starts right from the time of production.
Marketing is nothing but first to assess the market and then to access the market. The
present study is entitled to the study on Sales Promotion of Apollo Tyres have been
determined.
The whole study has been done to a particular area i.e. Muzaffarpur. Simplicity is the
main feature of this report from beginning to end so that even a non-marketing man
can take advantage of it.
My observation in Apollo Tyres Ltd. was to treat main, who are the main Factor of
Production among man, machine, materials, money manufacturing technology with
respect and dignity.

It has been endeavor of Apollo to strive for open channel communication to keep the
bellow member a breast with organization values cultural system, philosophy and
procedures.
Reviews are being done time to time to make the organization good at all fronts and
where building an established carrier is felt with pretty pride.
[Md. Nishat Alam]

CONTENTS
 Guide Certificate
 Acknowledgement
 Preface
TOPIC Page No.
Chapter 01. Introduction to the study
a) Objectives of the Study
b) Scope of the Study
c) Methodology of the Study
d) Limitation of the Study
Chapter 02. Introduction to the Organization

a) History of the Organization
b) Financial Status of the Organization
c) Product Profile
e) Competitors of the Organization
Chapter 03. Organizational Structure of Apollo Tyres Ltd. at
Muzaffarpur.
Chapter 04. A Theoretical Aspect of Brand Image with respect to Price

Leadership.
Chapter 05. Data Analysis and Interpretation
Chapter 06. Conclusions & Suggestions

Questionnaire
Bibliography

Chapter 1
Introduction to the study
a) Objectives of the Study

d) Limitation of the Study

Introduction to the Study
As a part of academic curriculums in partial fulfillment of "Master of Business
Administration" the trainee has done this summer project in the marketing division of
APOLLO TYRES LTD. Muzaffarpur. The introduction as well as completion of
the study is STUDY OF BRAND IMAGE with respect to Price Leadership for
APOLLO L.C.V. & S.C.V Tyres, at Muzaffarpur.
The study centered to take strategic decisions in support of APOLLO TYRES in the
field of marketing. The main scope of this study is to ascertain various methods to
increase the sales volume of the concern. The method includes regular product
information to the buyers, creating a brand position in the market and taking measures
to make the brand remain in its position. One of the important aspects of this study is
also to increase the market segment for the products.

(a) Objective of the Study:-
Such a study is part of my curriculum to complete management Studies, I have to

complete this part also. So while taking part in the practical exposure by joining Apollo
Tyres Limited for six weeks training. I am fulfilling the objectives of my curriculum.
During this practical exposure of Six Weeks. I have collected some important
information for (about) Apollo Tyers ltd. at Muzaffarpur. This is important of
management. This increase penetrability in the market. In any marketing job this forms
one of the important tools and therefore to know the utility of such a tool is definitely
one of the important aims of this study.
 The main objective of study is to present conclusion and necessary suggestions
regarding consumer awareness relating to Apollo Tyres.
 The purpose of the study is to explore the market of Apollo Tyres Ltd. and
betterment of its Sale.
 The objective of study is to describe the unique characteristics of Apollo Tyres
in Comparison to others.
 To collect the information and their attitude from Tyres customers.
 To know the awareness level of customers of Apollo Tyres specially.
 To collect their ideas about future purchasing of Apollo Tyres.
 The objective of the study is to develop sound inter personal relation to get
maximum output both customer and producer of Apollo Tyres.
 To know the latest grievance of Customers.

The scope of marketing research can be pointed out by a single word, "Consumer
Preference". It can be termed as the balance wheel as the marketing system which
harmonies the study and demand factors.
 Marketing survey has wide scope and covers all aspects of marketing. Broadly
its scope can be classified in the following categories :-
 It is concerned with product of Apollo Tyres.
 It is concerned with Sales and Distribution of Apollo Tyres.
 Research on Promotional Policies of Apollo Tyres
 Research on pricing of Apollo Tyres.
 Business Economics Research of Apollo Tyres
 It is concerned with Buying behaviour of Apollo Tyres.
 Last but not the least Brand Image of Apollo in market

During the entire study, methods were followed which were found to be most
important :-
i) Personal Discussion :-
A lot of information on the subject, which were well known to the different
departments and branches of the company, were prevalent. Academic went to
these depts. And branches together, these information from their respective
heads.
ii) Documentary Observations :-

Secondary sources like books, journals published and unpublished materials
from different departments of the company were consulted.
iii) Field Observation :-

During the training period I visited Muzaffarpur market being sent by Apollo
Tyres Ltd. Muzaffarpur to observe how the marketing operations were being
performed there.
The marketing strategies and operations are closely observed for all these information I
visited retailers dealers and as well as consumers to assess the present market situation
of the product of APOLLO TYRES LTD.

(d) LIMITATION OF THE STUDY
In Summer Project this study has some limitations when I joined the company that
time DM was too much busy with his own assignments as it was the period where
market was witnessing a lot dynamic changes like :- (i)Unusual price increase like 8-
10% in last 3 months.
(ii) All of a sudden underload restriction was imposed by the Govt. of Bihar e.g.
Golden Card (which was a govt. authorised taken for overload) was withdrawn
for transporters.
Under these circumstances or critical situations I face difficulties which may affect my
report directly or indirectly.

Chapter 2
INTRODUCTION TO THE ORGANIZATION

b) Financial Status of the Organization
c) Product Profile
d) Competitors of the Organization

INTRODUCTION TO THE ORGANIZATION
Apollo Tyres straddles the Indian tyre industry much like the Greek Sun God Apollo's
four horse-drawn chariot races across the vast expanse of the sky, symbolising the
creation of light, hence knowledge and truth. And like the Greek charioteer, Apollo
Tyres has stood the test of time on the four pillars of vision, integrity, quality and sheer
determination.
The history of Apollo Tyres dates back to 1974 when it was incorporated as a company
in Cochin, Kerala through the purchase of a licence from the Ruby Rubber Works.
Cochin by Mr. Mathew T. Marattukalam, Jacob Thomas and his associates. In 1976,
the company was taken over by Dr. Raunaq Singh. Apollo's first manufacturing facility
(often referred to as the 'mother plant') is in Perambra, Cochin where production
commenced in 1977 with an installed capacity of 420,000 each of tyres and tubes.
The first 20 years of the company's existence were not easy. Those were times when
licences and quotas ruled the world of manufacturing in a market dominated by
multinational companies with access to technology and machinery and deep pockets.
Therefore, soon after its inception, due to the huge investments required, Apollo wiped
out its net worth and became a BIFR company during the Emergency years. However,
Apollo Tyres was returned to its owners during the Janata Government.
Apollo then used to make the entire gamut of tyres required for scooters, bicycles,
trucks and cars. However, the then core team, led by Onkar Singh Kanwar, realized
that to make an impact in the market and become financially viable it had to become a
dominant player in the commercial vehicles segment. At the time, Modi Tyres had an
overwhelming market share and reputation. Extensive on-ground research by the team
allowed it to understand the areas in which Apollo could make an impact.

The philosophy then was 'one product fits all', where regardless of the kind of usage,
the tyres truckers fitted on their vehicles were the same. Team Apollo decided to
known as the 'overload' segment and produce tyres which could withstand the extra
load the vehicles were made to carry, while providing drivers with the crucial safety
net. It was a tyre called the Hercules which was the first of its kind. Later, products like
Amar, Loadstar and XT-7, XT-9 and XT-9 Gold were introduced, products still enjoy
consumer validation. In fact, XT-9 is the only tyre in India to have sold more than one
crore units, providing the superiority of the product.
In later years, there have been many such first in Apollo's cap. Apart from enjoying the
distinction of being the first tyre company to segment the market on the basis of load
and mileage requirements, it has been the first to introduce packaging for car tyres and
tubes and also the very first Indian company to introduce farm radial tyres. n other
innovative moves, Apollo is the first tyre company to run customer loyalty and
awareness programmes to enable them to derive optimal benefits from their Apollo
farm tyres, and also the first to launch exclusive rural retail stores 'Apollo Tyre World'
for truck tyres. Apollo tyres Ltd. has another first to its credit being the first Tyre
Manufacturing Company Worldwide to be certified for B7799 given for information
security of IT systems. Another landmark has been the successful implementation of
SAP across the organisation for better results and productivity.
"People deliver innovation

Innovations deliver success
A few of the differences our people made"
First Indian tyre company to launch exclusive branded outlets -- Apollo Tyre World --
for truck tyres
First Indian tyre company to segment the market on the basis of load and mileage
requirements
First Indian tyre company to introduce packaging for car and two-wheeler tyres and
tubes
First Indian tyre company to run a customer loyalty programme
First Indian tyre company to introduce radial tyres for the farm category
First tyre company in India to obtain ISO Certification for all its operations
First Indian tyre company to produce H, V and W-speed rated tubeless tyres
First Indian tyre company to run HIV-AIDS awareness and prevention clinics for the
trucking community
First Indian tyre company to support the creation of an Emergency Medical Service
in an Indian city
First Indian tyre company to execute an overseas acquisition
First Indian tyre company to reach a revenue of over US$ 1 billion
1975 Inception
1975 Registered as a company
1977 First plant commissioned in Perambra (Cochin, Kerala)
1991 Second plant commissioned in Limda (Baroda, Gujarat )
1995 Acquired Premier Tyres in Kalamassery (Cochin, Kerala)
1996 Exclusive tubes plant commissioned in Ranjangaon (Pune, Maharashtra)
2000 Exclusive radial capacity established in Limda
2000 Established Apollo Tyres Health Care Clinic for HIV-AIDS awareness and
prevention in Sanjay Gandhi Transport Nagar, Delhi
2003 Expansion of passenger car radial capacity to 6,600 tyres/day
2004 Production of India 's first H-speed rated tubeless passenger car radial tyres
2004 Support in setting up India 's first Emergency Medical Service in Baroda ,
Gujarat
2005 Apollo Tyres Health Care Clinics in Udaipur in Rajasthan and Kanpur in Uttar
Pradesh
2006 Expansion of passenger car radial capacity to 10,000 tyres/day
2006 Expansion of passenger car range to include 4x4 and all-terrain tyres
2006 Acquired Dunlop Tyres International in South Africa and Zimbabwe
2006 Opening of Apollo Tyres Health Care Clinic in Ukkadam, Tamil Nadu
2006 Launch of DuraTread, treading material and solutions
2006 Launch of India's first range of ultra-high performance V and W-speed rated
tyres
2007 Launch of Regal truck and bus radial tyres
2007 Launch of DuraTyre, retreaded tyres from Apollo
2007 Launch of the Apollo Tennis Initiative and Mission 2018
The Future
At Apollo Tyres, they believe in being in control of their destiny. They set ambitious
targets and believe in stretching themselves to outperform them. Therefore, the
leadership position in the Indian market notwithstanding, Apollo is now set to look
overseas for new challenges. Nearly all initiatives being taken at this point in time are
geared to fuel this ambition.
At home and abroad, Apollo is looking to not only consolidate its leadership position
in various segments through newer, high technology products but also through
consistent organic and inorganic growth opportunities, in tyres and allied products.
Becoming a leader in the passenger car tyre segment is a priority as is the export of
passenger car radials. If the company continues to grow at the current pace, Apollo
expected to reach the US$1 billion mark in less than five years. Continuous focus on
cost control and operating efficiency remains the hallmark of the company.
Adding to all this is the fact that radialisation in India is throwing up fresh
opportunities, as is the boom in road infrastructure and the completion of the Golden
Quadrilateral and the North-South-East-West corridor. Therefore the future is
optimistic with promises of a virtuous cycle of growth.
Apollo has three tyre manufacturing facilities and one unit for the production of tubes
and flaps in four locations based in West and South India. Apollo endeavour has been
to have the widest spread of sales and regional offices, along with stock points at
locations which allow for maximum customer reach and efficient supply chain
management. Apollo dealer or business partners are also chosen with great care.
Apollo's products are sold through a combination of outlets ranging from exclusive
dealerships to multi-brand and branded retail outlets.

The continuous upgradation of dealer knowledge is in Apollo's interest and therefore
their training is undertaken by the company. With a dedicated field sales, technical and
commercial force of 600, we feel that we are best positioned to meet the customer
specific needs.

Research and Development for Apollo Tyres
The state-of-the-art Research & Development Centre had its birth at Perambra, Cochin
and later on, it has grown to a substantial height and stature at its present location at
Limda, Baroda. From the hour of inception, its goal has been to foster development

and promote the evolution of new technologies in the field of Tyre Science &
Technology. Recently company has tie ups with IIT's & IIM's for Rubber
Technologies.
All the activities of the centre are extensively supported by a series of highly
sophisticated equipment, which help the research scientists develop products as per
customers' specific requirements.
We have the facilities and expertise for:
Development of compounds for improved performance

Raw material development
Analytical research
Reverse engineering
Advanced design using CAD
FEA modeling of tyres
Simulation testing of the designed product
Product validity & reliability studies
The different activities of the centre are being executed by a pool of specialists from
the arena of Polymer Science, Rubber Technology, Inorganic & Organic Chemistry,
Textile Technology, Physics and Mathematics. Through a synergistic blend of
knowledge, experience and hard work, this multidisciplinary team of scientists are
devoted to lead the organisation towards an outstanding level of success. Currently, the
centre is aiming for further growth and is exploring unchartered areas of research in
the field of Tyre Technology that will provide Apollo Tyres the edge in today's ultra-
competitive global market scenario.
(b) Financial Status of the Organization

OPERATING FINANCIAL HIGHLIGHTS

(c) Product Profile
Delivers premium mileage with enhanced comfort

Excellent traction in both wet and dry conditions
Strong steel belts stabilise tread for high mileage
Technical Details

Ideal for moderate load applications
Excellent traction for both on/off-road applications
Strong steel belt with flexible sidewall for longer tyre life
Technical Details

Reinforced radial construction for long life
Light truck construction for moderate loads
Good traction on highway terrain
Technical Details
More tread rubber mass delivers high mileage

Dual-bead construction for heavy load applications
Very strong casing allows higher load-carrying and multiple retreads
Technical Details

special casing design with dual beads for heavy-load applications
Optimised shoulder mass ensures cooler running and improved
performance
Technical Details
Reinforced bead for better load-carrying capacity

Cap and base construction for higher mileage
Cooler-running tyre for improved life and multiple retreads
Technical Details
High mileage in normal load applications

Cooler-running tyre ensures long life and more retreads
Technical Details

Extra deep tread with cooler running for high mileage
Superior cut-resistant tread compound ensures smooth wear and
high casing value
Technical Details
Superior cut-resistant tread compound ensures longer life and

maximum casing value
Stronger casing for high loads and multiple retreads
Technical Details
Designed for highway applications with excellent traction in wet

and dry conditions
Provides good cornering and braking
Design material provides longer life and wear-resistance
Technical Details

Excellent road grip and traction
Designed for strength
Reinforced casing and material ensures longer life and multiple
retreadability
Technical Details
Unique design provides extra power and resistance to cuts and cracks
Reinforced casing for high retredability and high mileage
Provides excellent road grip and traction
Technical Details
Performs well on both-carrying capacity

Higher load-carrying capacity
Excellent casing for multiple retreads
Technical Details

Strong casing with stronger beads allows higher load-carrying capacity
Cooler running ensures minimal failures
Strong carcass for multiple retreads
Technical Details
LUG
Over Load Technology
Loadstar Super
Key Features :
Load capability
Cut Resistance
Low failures
Casing Value

Cargo :
Sand/Stone chips
Marble/Granite
Ores/coal
Steel & iron
Wood
Range...
Loadstar Super Gold
Key Features :
Load capability
Cut Resistance
Low failures
Casing Value

Cargo :
Sand/Stone chips
Marble/Granite
Ores/coal
Steel & iron
Wood
Load & Mileage Technology
XT-7

Key Features :
Durable/Mileage
Load carrying capacity.
Less down time
Cut resistance
Casing value

Cargo :
Cement
Frozen food
Agri products
Aluminium/ Copper
Auto spares
Potatoes
Textiles
Range...
XT-7 Haulug

Key Features :
Durable/Mileage
Less down time
Cut resistance
Casing value

Cargo :
Cement
Frozen food
Agri products
Aluminium/ Copper
Auto spares
Potatoes
Textiles
XT-7 Gold

Key Features :
Durable/Mileage
Less down time
Cut resistance
Casing value

Cargo :
Cement
Frozen food
Agri products
Aluminium/ Copper
Auto spares
Potatoes
Textiles
Premium Mileage Technology
XT-9

Key Features :
High Mileage
Very Low failures
Casing Value
Retreadibility
Price

Cargo :
Veg & fruits
FMCG Goods
White goods
Paper goods
Sundry Cargo
Sea Food
Chemicals/Fertilizers
XT-9 Gold

Key Features :
High Mileage
Very Low failures
Casing Value
Retreadibility
Price

Cargo :
Veg & fruits
FMCG Goods
White goods
Paper goods
Sundry Cargo
Sea Food
Regular Mileage Technology
Champion

Key Features :
Optimum Mileage
Retreadability
Price
Cargo :
Vehicle carrier
Parcel Services
Petroleum products
LPG Cylinders
Live stock
Range...
Champion DXL

Key Features :
Optimum Mileage
Economic in Price
Better Casing Value
Cargo :
Bus Passengers
Live & Stocks/Chicken feeds/Chicken
Champion Gold

Key Features :
Optimum Mileage
Retreadability
Price
Cargo :
Vehicle carrier
Parcel Services
Petroleum products
LPG Cylinders
Live stock

RIB
Load & Mileage Technology
Amar
 Low failures
 Durable/Mileage
 Cut resistance
 Casing value
Cargo
Veg & fruits
FMCG Goods
White goods
Paper goods
Sundry Cargo
Sea Food
Amar Deluxe
 Low failures
 Durable/Mileage
 Cut resistance
 Casing value

Cargo
Veg & fruits
FMCG Goods
White goods
Paper goods
Sundry Cargo
Sea Food
Premium Mileage Technology
Amar Gold
 Low failures
 Durable/Mileage
 Cut resistance
 Casing value

Cargo
Veg & fruits
FMCG Goods
White goods
Paper goods
Sundry Cargo
Sea Food
Regular Mileage Technology
Amar AT Rib
 Low failures
 Durable/Mileage
 Cut resistance
 Casing value
Cargo

Veg & fruits
FMCG Goods
White goods
Paper goods
Sundry Cargo
Sea Food
CEAT
MRF
BRIDGESTONE
DUNLOP
(d) Competitors of the Organization
List of competitors
J.K.Tyre
OTHERS

GOODYEAR
BIRLA
Chapter 2
ORGANIZATIONAL STRUCTURE OF APOLLO Tyres

Ltd.

C h ie f E x e c u tiv e O ffic e r
C h ie f O p e ra tin g O ffic e r
C h ie f In d ia n O p e ra tio n s
C h ie f C h ie f C h ie f C h ie f C h ie f S tra te g y C h ie f C h ie f
F in a n c ia l R esearch & G ro u p A d v is o ry P ro je c ts & M a rk e tin g H R
Ltd.
O ffic e r T e c h n o lo g y S e rv ic e s B u s in e s s O p e ra tio n s
H ead H ead C h ie f H ead IT

In te rn a l P u rch ase U n it H e a d C o rp o ra te
A u d it M anager L im d a P la n t D iv . H e a d A ffa irs
C o rp o ra te Q u a lity
R e la tio n s
U n it H e a d

K e ra la F a c to rie s
(Head, Zonal Heads and Divisional Heads)
U n it H e a d
P u n e P la n t
NATIONAL SALES ORGANIZATION CHART

ORGANIZATIONAL STRUCTURE OF APOLLO Tyres
NSH NCH NTH
DIV.M DCM RTSM
ZM ZCM STSM→RM/SM
RM RCI TE/PSE→DM
SM SCI
DM DCI
IT JCO
Chapter 3
A THEORETICAL ASPECT OF BRAND IMAGE WITH
RESPECT TO PRICE LEADERSHIP
A THEORETICAL ASPECT OF BRAND IMAGE WITH

RESPECT TO PRICE LEADERSHIP

A brand is a collection of images and ideas representing an economic producer; more
specifically, it refers to the descriptive verbal attributes and concrete symbols such as a
name, logo, slogan, and design scheme that convey the essence of a company, product
or service. Brand recognition and other reactions are created by the accumulation of
experiences with the specific product or service, both directly relating to its use, and
through the influence of advertising, design, and media commentary. A brand is a
symbolic embodiment of all the information connected to a company, product or
service. A brand serves to create associations and expectations among products made
by a producer. A brand often includes an explicit logo, fonts, color schemes, symbols
and sound which may be developed to represent implicit values, ideas, and even
personality. The key objective is to create a relationship of trust.
The brand, and "branding" and brand equity have become increasingly important
components of culture and the economy, now being described as "cultural accessories
and personal philosophies".
In non-commercial contexts, the marketing of entities which supply ideas or promises

rather than product and services (e.g. political parties or religious organizations) may
also be known as "branding".
Concepts
Some marketers distinguish the psychological aspect of a brand from the experiential
aspect. The experiential aspect consists of the sum of all points of contact with the
brand and is known as the brand experience. The psychological aspect, sometimes
referred to as the brand image, is a symbolic construct created within the minds of
people and consists of all the information and expectations associated with a product or
service.
Marketers engaged in branding seek to develop or align the expectations behind the
brand experience (see also brand promise), creating the impression that a brand
associated with a product or service has certain qualities or characteristics that make it
special or unique. A brand is therefore one of the most valuable elements in an
advertising theme, as it demonstrates what the brand owner is able to offer in the
marketplace. The art of creating and maintaining a brand is called brand management.
This approach works not only for consumer goods B2C (Business-to-Consumer), but
also for B2B (Business-to-Business), see Philip Kotler & Waldemar Pfoertsch.
A brand which is widely known in the marketplace acquires brand recognition. When
brand recognition builds up to a point where a brand enjoys a critical mass of positive
sentiment in the marketplace, it is said to have achieved brand franchise. One goal in
brand recognition is the identification of a brand without the name of the company
present. For example, Disney has been successful at branding with their particular
script font (originally created for Walt Disney's "signature" logo), which it used in the
logo.
Consumers may look on branding as an important value added aspect of products or

services, as it often serves to denote a certain attractive quality or characteristic (see
also brand promise). From the perspective of brand owners, branded products or
services also command higher prices. Where two products resemble each other, but
one of the products has no associated branding (such as a generic, store-branded
product), people may often select the more expensive branded product on the basis of
the quality of the brand or the reputation of the brand owner.
Brand name
The brand name is often used interchangeably with "brand", although it is more
correctly used to specifically denote written or spoken linguistic elements of a brand.
In this context a "brand name" constitutes a type of trademark, if the brand name
exclusively identifies the brand owner as the commercial source of products or
services. A brand owner may seek to protect proprietary rights in relation to a brand
name through trademark registration. Advertising spokespersons have also become
part of some brands, for example: Mr. Whipple of Charmin toilet tissue and Tony the
Tiger of Kellogg's.

The act of associating a product or service with a brand has become part of pop
culture. Most products have some kind of brand identity, from common table salt to
designer clothes.
Brand identity
How the brand owner wants the consumer to perceive the brand - and by extension the
branded company, organisation, product or service. The brand owner will seek to
bridge the gap between the brand image and the brand identity.[2] Brand identity is
fundamental to consumer recognition and symbolizes the brand's differentiation from
competitors.
Brand identity may be defined as simply the outward expression of the brand, such as
name and visual appearance.[3] Some practitioners however define brand identity as not
only outward expression (or physical facet), but also in terms of the values a brand
carries in the eye of the consumer. In 1992 Jean-Noel Kapferer developed the Brand
Identity Prism, which charts the brand identity along a constructed source and
constructed receiver axis, with externalization on the one side and internalization on
the other. On the externalization side brand identity consists of "physical facet",
"relationship" and "reflected consumer". On the internalization side brand identity
consists of "personality", "culture (values)" and "consumer mentalisation". In this
respect Kapferer positions brand personality as one factor within brand identity.
Brand personality
Brand personality is the attribution of human personality traits to a brand as a way to
achieve differentiation. Such brand personality traits may include seriousness, warmth,
or imagination. Brand personality is usually built through long-term marketing, as well
as packaging and graphics.
Brand promise
Brand promise is a statement from the brand owner to customers, which identifies
what consumers should expect from all interactions with the brand. Interactions may
include employees, representatives, actual service or product quality or performance,
communication etc. The brand promise is often strongly associated with the brand
owner's name and/or logo.
Brand value
Brand equity or brand value measures the total value of the brand to the brand owner,
and reflects the extent of brand franchise.
A brand can be an intangible asset, used by analysts to rationalize the difference

between a company's "book value" and market value. For example, the market value of
a company can far exceed its tangible assets (physical assets owned by the company,
such as stock or machinery), and its brand value can account for some of the
difference. Up to 85 percent of a company’s market value might be intangible (for
example know-how, existing client relationships), and Interbrand, a brand consultancy,
states that tangible assets may account for less than five percent of a company’s market
value.
Brand value, especially in the case of consumer product brands, may arise out of
customer loyalty. Brand value may also arise in terms of staff retention benefits (e.g.
the ability of the company to attract and retain skilled and/or talented employees
offering competitive salaries).
Campaigning groups may deliberately target a company’s brand value to force a

company into adopting a certain position or practices. Some campaign groups have
thought to do this by deliberately subverting a brand’s image, logo or message,
creating a negative association among consumers. This attack may be visual, as
pioneered by groups such as Adbusters, or focusing on the message.
Brand monopoly
In economic terms the "brand" is, in effect, a device to create a "monopoly" — or at
least some form of "imperfect competition" — so that the brand owner can obtain
some of the benefits which accrue to a monopoly or unique point of sale, particularly
those related to decreased price competition. In this context, most "branding" is
established by promotional means. However, there is also a legal dimension, for it is
essential that the brand names and trademarks are protected by all means available.
In all these contexts, retailers' "own label" brands can be just as powerful. The "brand",
whatever its derivation, is a very important investment for any organization
Branding policies
There are a number of possible policies:
Company name
Often, especially in the industrial sector, it is just the company's name which is
promoted (leading to one of the most powerful statements of "branding"; the saying,
before the company's downgrading,).
In this case a very strong brand name (or company name) is made the vehicle for a
range of products or even a range of subsidiary brands.
Individual branding
Individual branding, also called multibranding, is the marketing strategy of giving
each product in a product portfolio its own unique brand name. This is contrasted with
family branding in which the products in a product line are given the same brand
name. The advantage of individual branding is that each product has a self image and
identity that's unique. This facilitates the positioning process. That means that there
are less Halo-effects and one can position all products differently without making
trade-offs.
Attitude branding
Attitude branding is the choice to represent a larger feeling, which is not necessarily
connected with the product or consumption of the product at all. Marketing labeled as
attitude branding include that of Nike, Starbucks, The Body Shop, Safeway, and Apple

Computer. In the 2000 book, No Logo, attitude branding is described by Naomi Klein
as a "fetish strategy".
"No-brand" branding
Recently a number of companies have successfully pursued "No-Brand" strategies,
examples include the Japanese company Muji, which means "No label, quality goods"
in English. Although there is a distinct Muji brand, Muji products are not branded. This
no-brand strategy means that little is spent on advertisement or classical marketing and
Muji's success is attributed to the word-of-mouth, a simple shopping experience and
the anti-brand movement. Other brands which are thought to follow a no-brand
strategy like Muji, does not brand its products.
Derived brands
In this case the supplier of a key component, used by a number of suppliers of the end-
product, may wish to guarantee its own position by promoting that component as a
brand in its own right.
Brand development
In terms of existing products, brands may be developed in a number of ways:
Brand extension
The existing strong brand name can be used as a vehicle for new or modified products;
for example, many fashion and designer companies extended brands into fragrances,
shoes and accessories, home textile, home decor, luggage, (sun-) glasses, furniture,
hotels, etc.
Multi-brands
Alternatively, in a market that is fragmented amongst a number of brands a supplier
can choose deliberately to launch totally new brands in apparent competition with its
own existing strong brand (and often with identical product characteristics); simply to
soak up some of the share of the market which will in any case go to minor brands.

The rationale is that having 3 out of 12 brands in such a market will give a greater
overall share than having 1 out of 10 (even if much of the share of these new brands is
taken from the existing one). In its most extreme manifestation, a supplier pioneering a
new market which it believes will be particularly attractive may choose immediately to
launch a second brand in competition with its first, in order to pre-empt others entering
the market.
Individual brand names naturally allow greater flexibility by permitting a variety of

different products, of differing quality, to be sold without confusing the consumer's
perception of what business the company is in or diluting higher quality products.
Once again, Procter & Gamble is a leading exponent of this philosophy, running as
many as ten detergent brands in the US market. This also increases the total number of
"facings" it receives on supermarket shelves. Sara Lee, on the other hand, uses it to
keep the very different parts of the business separate — from Sara Lee cakes through
Kiwi polishes to L'Eggs pantyhose.
Small business brands

Branding a small or medium sized business (SME) follows essentially the same
principle a branding larger corporation. The main differences being that small
businesses usually have a smaller market and have less reach than larger brands. Some
people argue that it is not possible to brand a small business, however there are many
examples of small businesses that became very successful due to branding.
Own brands and generics

With the emergence of strong retailers the "own brand", a retailer's own branded
product (or service), also emerged as a major factor in the marketplace. Where the
retailer has a particularly strong this "own brand" may be able to compete against even
the strongest brand leaders, and may outperform those products that are not otherwise
strongly branded.

Concerns were raised that such "own brands" might displace all other brands, but the
evidence is that — at least in supermarkets and department stores — consumers
generally expect to see on display something over 50 per cent (and preferably over 60
per cent) of brands other than those of the retailer.
The strength of the retailers has, perhaps, been seen more in the pressure they have
been able to exert on the owners of even the strongest brands (and in particular on the
owners of the weaker third and fourth brands). Relationship marketing has been
applied most often to meet the wishes of such large customers (and indeed has been
demanded by them as recognition of their buying power). Some of the more active
marketers have now also switched to 'category marketing' - in which they take into
account all the needs of a retailer in a product category rather than more narrowly
focusing on their own brand.
At the same time, probably as an outgrowth of consumerism, "generic" (that is,

effectively unbranded goods) have also emerged. These made a positive virtue of
saving the cost of almost all marketing activities; emphasizing the lack of advertising
and, especially, the plain packaging (which was, however, often simply a vehicle for a
different kind of image)..
**********

Chapter 4
DATA ANALYSIS AND INTERPRETATION

DATA ANALYSIS AND INTERPRETATION
Due to rapid changes in Technology, Competitor and Consumer preferences a company

can not to stick solely with its existing products and services. Customers want the new
and improved product that comes about competitor. A company may obtain new
product development in company's own research and development. To serve this
purpose "Apollo Tyres" has Research and development department which develops
new products as per the demand of the market. To improvise this products or services
they collects information from the research person about their competitors products.
Apollo Tyres is the largest tyre manufacturing company in India. It provides good tyres
to their customers.
My extensive survey is based on questionnaire having closed ended questions given by

the organization "Apollo Tyres". During conducting survey views of the customers
who have heavy motor vehicle presently. The sample size was 65 from the Vehicle
owner, and large number of fitment survey. Main view was given to know the
satisfaction/dissatisfaction of the customer who are presently using Tyres from their
existing company as well as what is their main expectation from Apollo Tyres.
QUESTIONNAIR BASED FEEDBACK

1. Which Brand of Tyres you use in Lug Pattern ?
Company Name No. of Respondents

Apollo 60
MRF 50
J.K. 35
Ceat 25
Birla 20
Others 10
Brand of Tyres you use in Lug Pattern
5%
10%
29%
13%
18%
25%
Apollo MRF J.K. Ceat Birla Others

2. Which Brand you use in RIB Pattern ?
Company Name No. of Respondents

Apollo 60
MRF 50
J.K. 35
Ceat 25
Birla 20
Others 10
Brand of Tyres you use in Rib Pattern
5%
10%
29%
13%
18%
25%
Apollo MRF J.K. Ceat Birla Others

3. In case of Apollo, rank the following ?
Company Name Ranking Percentage

Quality 1 52%
Mileage 2 25%
Retred ability 3 10%
Claim Settlement 4 8%
Price 5 5%

4. In case of other Brand what is the reason for choosing other brand ?
Reason No. of Respondents
Price Sensitivity 65
Mileage 55
Service (after sale) 45
Credit 35
In case of other Brand what is the reason for

choosing other brand
18%
32% Price Sensitivity
Mileage
Service (after sale)
23%
Credit
27%
5. Have you heard 2 days "Claim Samadhan" by Apollo

?
No. of Respondents
yes 150
No 50
heard 2 days "Claim Samadhan" by Apollo
25%
Yes
No
75%
6. Your Purchase on :

No. of Respondents
Cash 50
Credit 50
Both 100
Your Purchase on
25%
Cash
Credit
50% Both
25%
7. Does Company's Dealer help in choosing the Brand as per your requirement ?
No. of Respondents
Yes 50
No 100
Both 50
Company's Dealer help in choosing the Brand
25% 25%
Yes
No
Both
50%

8. Following table shows Market share of different company in Muzaffarpur.
Company Name Sales Tyres %

Apollo 104 52%
MRF 50 25%
J.K. 20 10%
Ceat 16 8%
Birla 10 5%
Total 200 100%
Market share of different company in Muzaffarpur
8%
5%
25% 52%
10%
Apollo J.K. MRF Birla Ceat
MARKET SHARE OF AS PER FITTMENT SURVEY

Company Name Fitted Tyres % Share
Apollo 200 50%

MRF 98 24.50%
J.K. 35 8.75%
Ceat 19 5%
Birla 18 4.50%
Other 30 7.50%
Total 400 100%
MARKET SHARE AS PER FITTMENT SURVEYINLOCAL MARKET FOR

LUG

Company Name LUG % Share in lug tyres
Apollo 100 50%
MRF 50 25%
J.K. 20 10%
Ceat 10 5%
Birla 10 5%
Other 10 5%
Total 200 100%
MARKET SHARE AS PER FITTMENT SURVEYINLOCAL

MARKET FOR RIB TYRE
Company Name RIB % Share in lug tyres

Apollo 100 50%
MRF 48 24%
J.K. 15 7.5%
Ceat 9 4.5%
Birla 8 4%
Other 20 10%
Total 200 100%
Chapter 6

Conclusion & Suggestions
References
Appendices
Conclusion & Suggestions

Conclusion
After conducting six weeks survey at Muzaffarpur I have reached these conclusion.
 Apollo tyre is the market leader in the LCV&SCV segment followed by MRF,
J.K., Birls, Ceat.
 Apollo Tyres brand XT-7 and Amar are market leader at Muzaffarpur Urban and
Rural Area.
 XT-7 is Lug tyres and Amar RIB tyres, Most of the customers are satisfied with
the performance of both tyres.
 Appox 70% customers have positive and 30% customers have negative attitude
in support of preference of Apollo tyre at Muzaffarpur.
 Customer's awareness level is better at Muzaffarpur area.
 Apollo tyres is the first tyre company which has launched new scheme to solve
the claim within 2 days.

 Most of the customers are unsatisfied with this scheme. Because dealers do not
provide them this type of facility at their disposal.

Suggestions :-
The suggestions from the consumers to the tyre company are following.
 Some consumer are unsatisfied with the price because competitors product
price are less than Apollo, So company should pay attention in their mind on
price.
 Company should provide more mileage of tyres because overloading has been
imposed by the government.
 Company should provide credit facility because customer demands this type of
facility.
 The problem of Apollo consumers are lack of adequate promotional schemes.
Dealers don't provide adequate information in the support of the Apollo brands.
They see their margin of profit alone.
 Some schemes should be provided by company. It is good technique for sales
promotions.
 Company should give special attention after sales service of their customers.
REFERENCES

Marketing Management - Kotler Philip
Statistical Investigation - Gupta B.N.
Monitoring the competition - Leonard. M. Fuld
Consumer behavior and action - Assel Henry
Magazines and Reports

Business World
Business India
Advertising Marketing
www.apollotyres.com
Questionnaire
(1) Name of respondent: ......................................................................

(2) Address : ..............................................................................................
..............................................................................................................
(3) Contact No. : .......................................................................................
(4) How many vehicle you have (LCV/SCV) ?
(a) 1 (b) 2 (c) 3
(d) 4 (e) above 4
(5) Which Brand of tyres you use in Lug Pattern ?
(a) Apollo (b) MRF (c) J.K.
(d) Ceat (e) Birla (f) Others
(6) Which Brand you use in Rib Pattern ?
(a) Apollo (b) MRF (c) J.K.
(d) Ceat (e) Birla
(7) In case of Apollo, rank the following according to priority :-
a) Mileage ............................
b) Price ............................
c) Quality ............................
d) Retread ability .........................
e) Claim Settlement .....................
(8) In case other brand what is the co region for choosing other brand
a) ................................... b) ......................................
c) ....................................... d) .......................................
(9) Have you heard 2 days "Claim Settlement" by Apollo.
(a) Yes (b) No
(10) Your Purchase on :
a) Cash b) Credit c) Both
(11) Does Company's Dealer help in choosing the Brand as per your requirement?
(a) Yes (b) No
(12) In case of not using Apollo Brand reason for it.
a)
b)
c)
d)


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Dedicated

L.N.Mishra College of Business Management, Muzaffarpur

I also acknowledge with a deep sense of reverence, my gratitude towards of my parents

[Md. Nishat Alam]

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

[Md. Nishat Alam]

L.N.Mishra College of Business Management, Muzaffarpur

Chapter 02. Introduction to the Organization

Chapter 04. A Theoretical Aspect of Brand Image with respect to Price

Chapter 05. Data Analysis and Interpretation

Chapter 06. Conclusions & Suggestions

L.N.Mishra College of Business Management, Muzaffarpur

Introduction to the study

a) Objectives of the Study

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

Such a study is part of my curriculum to complete management Studies, I have to

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

ii) Documentary Observations :-

iii) Field Observation :-

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

INTRODUCTION TO THE ORGANIZATION

L.N.Mishra College of Business Management, Muzaffarpur

a) History of the Organization

L.N.Mishra College of Business Management, Muzaffarpur

"People deliver innovation

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

We have the facilities and expertise for:

Development of compounds for improved performance

(b) Financial Status of the Organization

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

Delivers premium mileage with enhanced comfort

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

More tread rubber mass delivers high mileage

L.N.Mishra College of Business Management, Muzaffarpur

Reinforced bead for better load-carrying capacity

High mileage in normal load applications

L.N.Mishra College of Business Management, Muzaffarpur

Superior cut-resistant tread compound ensures longer life and

Designed for highway applications with excellent traction in wet

L.N.Mishra College of Business Management, Muzaffarpur

Performs well on both-carrying capacity

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

Steel & iron

Loadstar Super Gold

L.N.Mishra College of Business Management, Muzaffarpur

Steel & iron

Load & Mileage Technology

L.N.Mishra College of Business Management, Muzaffarpur

Load carrying capacity.

Less down time

L.N.Mishra College of Business Management, Muzaffarpur

L.N.Mishra College of Business Management, Muzaffarpur

Load carrying capacity.