ON
“MARKETING STRATIGIES OF THE COMPANY”
Session (2007-2009)
1. SYNOPSIS 1
2. INTRODUCTION 3
ESCORT PROFILE 4
ESCORT GROUP 7
COMPANY MISSION 11
EACL PROFILE 17
3. METHODOLOGY 29
4. FINDINGS 31
MARKETING 31
STRATEGY 53
SURVEY 68
DEMAND ESTIMATION 70
5. LIMITATIONS 146
6. CONCLUSIONS 148
7. RECOMMENDATIONS 152
8. APPENDICES 156
9. BIBLIOGRAPHY 173
SYNOPSIS
The project covers the in-depth history of Escort Ltd. and its
1. Marketing
promotion.
- Replacement marketing
In OE marketing company is selling carburettor to the original
Bajaj & LML in this field. These are directly sold through
OBJECTIVE
knowledge of
PROBLEM
Company is facing losses for the reason that it has lost its
company has just ventured into this market and is facing tough
Escorts come into being with a vision that was nurtured by Mr.
H.P. Nanda and late Mr. Yudi Nanda. The foundation of Escorts
plants.
million.
growing steadily.
communication equipment.
In the last five decades, Escorts growth has been fuelled by the
faun from Germany, Yamaha Motor Co. and Kayaba from Japan,
AUTOMOBILE
Tractors Piston, Piston Pin &
Aluminium Cylinder
Blocks.
Forks
And stouts,
Carburetors,
magnetos, clutches
BI-WHEELERS RAILWAYS
MOTORCYLCE
Yamaha – RX 100 Air brakes
Platforms, excavators
Vibratory Rollers
Backhoe loader
FINANCIAL SERVICES
Car finance
Securities Trading
Personal Investment
Advertising
Consumer Finance
Equipment Leasing
COMPANY’S MISSION
must recognize their dignity and recognize their merit. Each one
of the company.
attractive.
GERMANY
HYDRAULIC PRODUCTS,
SWITCHES AND
AUTOMOBILE VALVES
JAPAN
UK
FRANCE/SWEDEN
USA
SOUTH KOREA
COMPANY PROFILE
AT A GLANCE
Customer Product
Bajaj Auto Ltd. K-4S 110 cc Motorcycle –4S
Ltd.
TVS Suzuki Ltd. TVS Champ 60 cc Moped 2S
Kinetic Engg. Ltd. 4S-100 cc Motorcycle-4S
PLANTS HIGHLIGHTS
MANUFACTURING FACILITIES
environment.
• Tool Room
• Pressure Die-Castings
KVA
available.
QUALITY ASSURANCE
components
concept.
OTHERS SUPPORTS
the company has its own design and Research for the product.
BENEFITES
reworking.
6. Global recognition.
training.
project report is
1. Secondary sources
2. Primary sources
3. market research
MARKETING CHIEF
CARBURETTOR
68000
67689
67500
67000
66500
66000 65883
65500 65623
65186
65000
64500
64000
63500
2001 2002 2003 2004
67689
68000
67000 65883
65623
66000
65000 63890
64000
63000
62000
61000
2001 2002 2003 2004
MANUFACTURING
1538 lacs
2.50%
2.50%
95%
23%
36%
41%
2.5
2.28
2
1.71 1.69
1.49
1.5 1.36 1.32
1.29
1.25 1.18 1.19
1.1 1.09
0.99 1.04
1 0.88
0.49
0.45 0.41 0.41 0.41
0.5
0
95-96 96-97 97-98 98-99 99-00
20000
15000
10000
5000
0
RAJDOOT YAMAHA BAJAJ KB BULLET EXPLO. BAJAJ Z- HERO
100 80 PUCH
HERO-8 Model
35%
Bajaj-5 model
14%
Endfield-4 model
6%
Kinetic-2 models
2%
EYML Surajpur-
EYML FBD 1Models
25% 4%
16.8 16.3
18 16.11
15.5
16
14
11.1 11
12
10
8
6
4
2
0
95-96 96-97 97-98 98-99 99-00 00-01
1800
1567 1634
1600 1531
1457
1400
1211 1172
1200
1000 867
800
600
400
200
0
93-94 94-95 95-96 96-97 97-98 98-99 99-00
APRIL MAY JUNE JULY AUG. SEPT. OCT. NOV. DEC. JAN. FEB. MARCH
PRODUCTION 36660 37112 28475 24600 30395 26700 29350 38000 50000 50500 47000 48150
DESPATCH (NOS) 33348 32005 24950 24925 30395 30408 31419 41293 46082 51098 50525 50067
COLL. EEAL 86.62 157.63 154.01 112.37 107.58 161.99 144.25 108.25 156.70 189.63 158.80 185.14
(LACS) MIL 64.12 218.58 134.34 106.24 92.20 131.90 144.47 134.59 183.63 161.18
WFS 65.61 57.88 60.08 57.11 60.60 46.28 59.91 63.60 66.53 84.11 78.84 101.41
SALES M/CY. 50 24 26 18 13 37 31 74 63 79 112 262
(NOS) CARB (R) 3099 5099 5899 5699 5399 5099 4399 5199 5599 6999 7099 7299
90-91 91-92 92-93 93-94 94-95 95-96 96-97 97-98 98-99 99-00 TILL MARCH 00)
TURNOVER
(EEAL +WFS) 12.48 11.49 12.14 15.92 21.42 27.45 27.11 25.16 20.26 27.76 2.31
(CRORES)
WFS 4.12 3.71 3.99 3.49 4.94 8.03 8.35 7.89 6.7 8.79 0.73
MIL 3.42 5.29 5.06 6.20 8.48 10.61 14.41 15.33 12.78
CARBS (P) 275940 210772 212254 2865530 364432 445705 479300 491150 380500 444000 37000
(NOS) 37031
CARBS (D) 263647 219204 215076 288446 357877 443421 486935 483970 386032 444369
(NOS)
CARBS (D) REPL 12890 17540 15911 12982 29736 31436 36904 47674 56716 65969 5498
(NOS) 12890 17540 15911 12982 29736 31436 36904 47674 56716 65969 5498
M/CY SALES 959 625 587 514 497 1108 840 639 443 789 66
MASTER RECORDS
2000-01 APRIL MAY JUNE JULY AUG. SEPT. OCT. NOV. DEC. JAN. FEB. MARCH
PRODUCTION 47606 52125 54570
DESPATCH 46400 52058 44040
(NOS)
BILLING EEAL 225.73 202.63 179.07
WFS 100.76 100.00 86.33
SALES M/CY. 231.88 153.80 190.08
(NOS) CARB (R) 110.24 110.06 77.03
PAST 90-91 91-92 92-93 93-94 94-95 95-96 96-97 97-98 98-99 99-00 00-Z01 (TILL
PERFORMANCE JUNE)
TURNOVER
(EEAL + WFS) 12.48 11.49 12.14 15.92 21.42 27.45 27.11 25.16 20.26 27.76 8.94
(CRORES)
WFS 4.12 3.71 3.99 3.49 4.94 8.03 8.35 7.89 6.7 8.79 2.67
MIL 3.42 5.29 5.06 6.20 8.48 10.61 14.41 15.33 12.78
CARBS (P) 275940 21077 21225 2865530 36443 44570 47930 49115 38050 44400 154301
(NOS) 2 4 2 5 0 0 0 0
CARBS (D) 263647 21920 21507 288446 35787 44342 48693 48397 38603 44436 142498
(NOS) 4 6 7 1 5 0 2 9
CARBS (D) REPL 12890 17540 15911 12982 29736 31436 36904 47674 56716 65969 14297
(NOS)
M/CY SALES 959 625 587 514 497 1108 840 639 443 789 459
Monthly Sales & Purchase of Carburettor & Spare Parts
1999 As
-00 On
Sale
S.No. MODEL Apr. May. Jun. Jul. Aug. Sep. Oct. No Dec Jan. Feb. Mar.
v. .
1 Model 897 1224 1596
2 Rajdoot 826 887 1359
3 Yezdi 41 83 31
4 Vijay super 23 35 130
5 Silver plus 25 143 218
6 Explorer 61 61 124
7 Bajaj Z-60 1325 2296 1562
8 Hero Puch 200 218 344
9 TVS Super Champ (VMX) 25 9 19
10 Scooter (XLS) 57 3 108
11 RX - 100 52 29 12
12 KB - 100/125 7 0 0
13 Bullet -500 3 0 7
14 Sunny Zip 32 42 24
15 Hero Winner 0 6 0
16 Kinetic Pride 5 13 41
17 H.Gizmo 15 7 7
18 Bajaj Chetak 0 0 0
19 K4S 5 43 17
Total 3599 5099 5599 0 0 0 0 0 0 0 0 0
Ave. Value 457.63 440.2 463.84
8
Sales Value of Carburettor & Spare Parts
Apr. May. Jun. Jul. Aug. Sep. Oct. No Dec Jan. Feb. Mar.
v. .
A Carburettor 16.47 22.45 25.97
B Spares 2.10 2.94 3.11
C Float &n Gasket (SPD) 0.53 0.91 0.71
SAMPLE
TOTAL 47606 42504 1000 2396 46400
MKTG/RNS
PRODUCTION & DESPATCH STATUS MAY 2000
SAMPLE
TOTAL 52125 45803 1490 4765 52058
MKTG/RNS
REVISED BUSINESS PLAN
Explorer/S.Plus
MB & S (G) Hero Puch 63cc 66000 54000 50000
Hero Scooter 18000 12000 12000
Explorer/S. Plus 0 0 0
Yamaha RX-100
Total 570000 659000 700000
PRICES OF THE VAROIUS MODEL CARBURETTORS
SIL PLS WEF 4.3.1986 1.9.87 22.10.87 22.12.87 1.8.88 19.10.88 20.1.89 1.07.90 01.10.90 23.3.93 19.8.93 1.10.94
EXPLR RS 120.00 124.00 135.00 130.00 140.00 157.60 167.60 172.00 179.60 211.30 205.00 216.00
RS 225.90 250.00
PRIDE WEF 1.7.1990 1.10.90 112.91 1.9.94 1.6.95 1.1.96 28.5.96 8.12.97 1.2.98
RS 442.00 305.00
RS. 305.00
CYGNET WEF 30.7.1997 01.8.97 1.17.99 1.10.99 1.1.2000
/SPIRIT
RS 234.00 246.00 241.00 244.57 244.57
HERO WEF 01.6.1988 01.1.89 01.8.89 01.7.90 01.10.90 1.10.91 1.10.92 1.9.93 1.6.94 1.9.94 1.12.94 1.4.96
PUCH
RS 124.95 156.00 165.00 170.00 177.00 190.00 198.50 190.50 192.45 205.00 208.00 222.00
HERO WEF 1.7.1990 28.4.91 09.6.93 23.7.94 10.9.94 1.12.94 1.1.96 09.1.95 21.11.96 27.8.97 1.1.98
GIZMO
RS 105.00 177.00 198.50 196.00 205.00 208.00 226.00 231.00 232.00 247.00 250.00
BULLET WEF 20.3.1985 09.09.87 31.10.87 02.4.88 26.10.88 1.6.89 17.9.92 1.10.92 17.4.94 1.10.94 1.1.95 1.9.95
350CC
RS 231.00 250.00 240.00 244.00 258.00 273.00 310.00 330.00 317.00 334.00 348.00 383.00
BULLET WEF 28.8.1987 01.08.88 01.10.92 17.4.94 1.10.94 1.1.95 1.9.95 01.4.96 01.6.96 1.10.97
500CC
RS 301.50 313.30 350.00 339.00 357.00 369.00 410.00 413.00 421.40 456.40
MARKETING
Industrial product.
Industrial Marketing.
marketing concepts: -
2. Replacement Marketing
Concept of Original Equipment (OE) marketing (and how it
is done)
This high level team firstly does its home work and sets
etc. The team negotiates with the other company high level
Etc.
After all the above points are finalised, outline of that project is
Now the planning is final and a deal between the two is fianlised
by the company.
manufacturer.
MARKETING STRATEGY
PRODUCT
high sales and also has a high population in the market. Higher
of the product.
Under OE Marketing
Clutch Assemblies:
EACL.
The Rajdoot 175 cc, Yamaha 350 cc, and the Yamaha RX-100cc
Carburettors:
pick up. The present range includes carburetors for the Rajdoot
175 cc, Bullet 350 cc, Yezdi 250-cc Vijay Super Bajaj Z-80,
100 cc.
Product Profile:
and fuel into the cylinders, infect, Air and fuel flaw into an
the air/fuel mixture into the engine like a giant Hand pushing on
the corroborator. Our study is concerned here with pressure
Function Of Carburettor:
ideal mixture burns without leaving any excess air or fuel and
The ideal air-fuel ratio is 15:1 i.e. 15 grams of air for 1 grams of
fuel. The ratio however, varies from as 1:1 during cold starting
which all the costing part of the product is done. Price is also
the profit margin with which they can compansate with . Price
Under OE Marketing
no pre define format for asserting the price. The cost /accounts
(OEM's)
DISTRIBUTION CHANNEL :
Under OE Marketing
problem arises.
National and International exhibitions: company promote
automobile company.
By the company
them. A trial test was also given on Bajaj Scooter to show them
All the years company introduces one are the other promotional
'MIKCARB' is supplied.
ESTIMATION
considered.
ASSUMPTIONS:
year it is replaced.
for 2001, 2002, 2003,2004, we will consider the sales data for
1. 50% vehicle of the Hero Puch and Bajaj Z-80 are fitted with
carburettor.
a) Rajdoot 175 CC
b) Yamaha RX 100 CC
c) Bajaj KB 100 CC
e) Explorer 50 CC
f) Bajaj M 80
replacement market
- I could not get the exact Sales figure, projections and the data
may change with the effect of various market forces, which are
not consistent.
-The report does not suffer with personnel biases. But despite of
mentioned.
the other points may not be covered because there are 101
(EACL).
3decades. Earlier EACL was raised by Escort Ltd. (EL) for the
To reduce the cost of the bikes and to cater larger market, this
Today EACL had lost its customer, and with the due fact the
EACL has also recorded a highest sales figure since its stepping
sales figure for 2000-01 478234 carburettors were sold and for
Magazines
• Business world
• Fortune
Newspapers
• Economic Times
Libraries
• CII
Websites
• Www.Indiainfoline.com
• Www.escortsgroup.com.