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INDEX

CHAPTER
1.

TOPIC
INDUSTRY PROFILE

PAGE NO.

2.

COMPANY PROFILE

3.

PRODUCT PROFILE

4.

ORGANIZATION PROFILE

5.

6.

RESEARCH METHODOLOGY 1 INTRODUCTION TO THE TOPIC 2 STATEMENT OF PROBLEM 3 OBJECTIVES OF THE STUDY 4 RESEARCH DESIGN . FORMULATION OF HYPOTHESIS . DATA SOURCES . DATA COLLECTION METHODS . SAMPLE DESIGN 5 SCOPE OF THE STUDY 6 LIMITATIONS OF THE STUDY THEORETICAL BACKGROUND OF THE STUDY

7.

ANALYSIS & INTERPRETATION OF DATA

8.

FINDINGS, SUGGESTIONS & CONCLUSION 1 APPENDICES 2 ANNEXURE 3 BIBLIOGRAPHY

1. INDUSTRY PROFILE: The first motorcar on streets of India was seen in 1898. Mumbai had its first taxicabs in the early 1900. Then for the next fifty years cars were improve to satisfy domestic demand. Between 1910 and 20s the automobile industry made humble beginning by setting up assembly plants in Mumbai, Calcutta and Chennai. The import/assembly of vehicles grew consistently after the 1920scrossing the 30,000 mark in 1930. In 1946, premier Automobile Ltd. (PAL) earned the distention of manufacturing the first car in the country by assembling Dodge DeSoto and Plymouth cars at its Kurla plant. Hindustan Motors (HM), which started as a manufacturer of components to graduate to manufacture cars in 1949. In 1952, the GOI set up a tariff commission to devise regulation to develop an indigenous automobile industry in the country. After the commission submitted its recommendation, the GOI asked assembly plants, which did not have plans to set up manufacturing faculties, to shut operations. As a result General Motors, Ford and other assemblers closed operations in the country. The year was 1954 and this decision of the government marked a turning point in the history of the Indian car industry. The GOI also had a say in what type of vehicle each manufacturer should make. Therefore, each product was safely cocooned in its own segment with no fears of any impending competition. Also, no new entrant was allowed even though they had plans of a full-fledged manufacturing program. The restrictive set of policies was chiefly aimed at building and indigenous auto industry. However the restriction on foreign collaborations led to limitation on fears of technological through technical agreements. The other control imposed on carmakers related to production capacity and distribution. The Goal control even extended to fixation of cars and dealer commission. this triggered the start a protracted legal battle in 1969 between some carmakers and Goal simply put, the three decades following the establishment of the passenger car industry in India and leading up to the early 1980s proved to be the

Dark ages for the consumer, as his choice throughout this period was limited to the model viz. Ambassador and Padmini. It was only in 1985, after the entry of Maruti Udyog that the carmakers were given a free hand to fix the prices of cars, thus, effectively abolishing all controls relating to the pricing of the end product. In the early 80s,a series of liberal policy changes were announced marking another turning point for the automobile industry. The GOI entered the car business, with a 74% stake in Maruti Udyog Ltd (MUL), the joint venture with Suzuki Motors Ltd of Japan.

2: COMPANY PROFILE : Maruti Udyog Limited, a joint venture of Government of India and Suzuki Motor Corporation of Japan, has been leader of the Indian car market for 15 years. Its manufacturing plant, located some 25kilometres south of New Delhi in Gudgoan, has an installed capacity of 350000 units per annum. The company has a portfolio of eight products, including the 800 cc Omni, premium small car Zen, international brand Alto and Wagon R, off roader Gypsy, the mid sized Esteem and luxury Baleno. Mini car Maruti 800, Indias number one car since1968, has the lowest manufacturing cost in the world its sales are currently double of the number two model in the domestic market. Maruti has about 60 per cent share of the Indian car market where 12 manufacture including global players, are competing .the company sold about 3.30000 passenger cars and 5900 Gypsy vehicles in the domestic market in 2000-01 it also exported Vehicles to 235000. Marui contribution as the engine of the growth of the Indian auto industry indeed its impact on the life style and psyche of an entire generation of Indian middle class, is widely acknowledged. Its emotional connect with the customer continues. Last Years, J D Powers Survey on Customer Service rated Maruti as number one, the first time ever a market leader anywhere in the world topped in customer service as well . Customers also rated Maruti Esteem as the number one entry mid size J D Powers Survey on initial Quality. In keeping with its leadership position Maruti supports safe driving and traffic management through mass media messages and a stateof-the art driving training and research institute that is manages for the Delhi government. Marutis channel partners own and manage 229 sales outlets across 141 Indian cities. The service network covers nearly 725 towns and cities, bolstered by over 1400 authorized service stations. The companys turnover of over $ 2bn in 2000-01 included about a $ 100 mn contribution from after market sales of spare and a marginal contribution from Maruti branded car accessories.

2.ACHIEVMENTS OF COMPANY : i) ISO 9001:2000: In 2001, Maruti Udyog Ltd. becomes one of the first automobile companies anywhere in the world to get an ISO 9000:2000 certifications. In May 1995, Maruti got ISO 9002 certification:- The auditor for this covered quality assurance in production, installation, marketing and sales as well as service. Maruti were also one of the first companies in the world to pioneer ISO 9000 certification for his dealers. In October 1993, MUL passed the Conformity of Production (COP) Audit, which is based on a European Union Directive. This authenticated our quality system and testing facilities for export to Europe.

ii)

Employee Quality Measures: TS 16949:2002: The TS 16949 standard, brought out by ISO in the year 1999. Is an extension of the ISO 9001:2000 standard that prescribes Quality management system requirement that are specifically applicable to the automotive industry.

AFTER QUALITY POLICY (MUL): ETHOS:


Our employees are our greatest strength and asset it is this underline philosophy that has molded our workforce into a team with common goal and objective. Our employees management retail ship is therefore characteristic by, Participative management Teamwork and Kaizen Communication and Information Sharing Open Office Culture for Easy Accessibility.

To employment this philosophy, we have taken several measures like a flat organization structure. There are only three levels of responsibility ranging from the board of director, divisions heads two department heads. Other visible futures of this philosophy are an open office common uniforms (at all levels) and a common canteen for all. This structure insurance better communication and speedy decision making processes it also crates an environment that builds trust, transparency and a sans of belonging amongst employees.

EMPLOYEE QUALITY MEASURES: Kaizen is based on the concept of making incremental improvement in Maruti products. It incorporates.

2. COMPANY PROFILE
2.1: INTRODUCTION OF THE COMPANY:
The company Automotive Manufacturers Pvt. Ltd. family owned concern owned by Mr. Misharilal Bafna in 1982, and registered in 1984. Its Head Office is situated in Nashik (Ambad). Initially Automotive Manufacturers Pvt. Ltd has 2 branches at the following places: 1) Nashik 2) Daman Later Automotive Manufacturers Pvt. Ltd spread her business in Nagpur, Nanded and Dhule. Annual turnover of Automotive Manufacturers Pvt. Ltd group is Rs.120 crore for the year 2006-2007. Automotive Manufacturers Pvt. Ltd Ambad has annual turnover for the year 2006-2007 is Rs. 7 crore. In. Automotive Manufacturers Pvt. Ltd Group their are two Directors 1) Mr. Sanjiv M. Bafna. 2) Mrs. Anjali S. Bafna. Automotive Manufacturers Pvt. Ltd also have 3 additional workshops in Nasik District at 1) Satpur 2) Dwraka and 3) Ambad Total employee of. Automotive Manufacturers Pvt. Ltd is 1500 in Nasik district. They had been achieving their target of sales of average 150 cars per month.

Automotive Manufacturers Pvt. Ltd has the following departments doing the separate work like: 1) Marketing 5) Accident 2) Finance 3) Account 4) Administration 7) True Value. 6) Accessory and

Separate Department Manager heads each department. All the staff is totally trained by Maruti Udyog. The policy of Automotive Manufacturers Pvt. Ltd. is to provide customer satisfaction through quality service based on consistency, consciousness and systematic approach. Automotive Manufacturers Pvt. Ltd. has totally an annual turnover is Rs. 7 Crore. It sells around 1500 to 1700 vehicles annually. It also boasts the fact that 50% of all Maruti vehicles running on the road in Nasik district are from Automotive Manufacturers Pvt. Ltd. Automotive Manufacturers Pvt. Ltd has achieved phenomenal growth in a short period of time since its inception in the local market. It is Leader Company for the selling of Maruti vehicles in Nasik district. Automotive Manufacturers Pvt. Ltd. has got ISO 9002 Certificate for well services. Automotive Manufacturers Pvt. Ltd also maintain the quality policy as below,

QUALITY POLICY CUSTOMER SATISFACTION

2.2: ADDRESS OF THE COMPANY:

2.3: MANPOWER OF AUTOMOTIVE MANUFACTURERS PVT. LTD: -

NANDED
AUTOMOTIVE MANUFACTURERS PVT. LTD. NANDED HYDRABAD ROAD, NANDED 431 604. TEL.: (02462) 245261 241599. FAX: (02462)231199 DAMAN DILIP JYOTI GUEST HOUSE NEAR JAMAT KHANA, MAIN ROAD, NANI DAMAN 369210 TEL.: (02638) 55500

NAGPUR
AUTOMOTIVE MANUFACTURERS PVT. LTD. 34 / 3. KACHI MET. AMRAVATI ROAD, NAGPUR 440 023. TEL.: 2500021 /22 / 23.
FAX: 25022123

DHULE
AUTOMOTIVE MANUFACTURERS PVT. LTD. OPP. GURUDWARA. MUMBAI AGRA ROAD, DHULE 424 003. TEL.: 239201 N5 FAX: 239202

STOCK YARD OFFICE


AUTOMOTIVE MANUFACTURERS PVT. LTD GAT NO. 82 / 2AMBE BAHULA ROAD,VILHOLI, TAL & DIST NASIK. TEL.: 2336171.

FOLLOWING DEPARTMENTS AND MANPOWER SHOWS IN CHART FORM (In Numbers): SALES FINANCE TRUE VALUE ADMINISTRATION ACCIDENT ACCESSORY SPARE PARTS WORKSHOP HELPERS PDI EDP

DEPARTMENTS SALES FINANCE TRUE VALUE ADMINISTRATION ACCIDENT ACCESSORY SPARE PARTS WORKSHOP HELPERS PDI EDP

MANPOWER 45 12 25 19 10 06 10 50 42 06 03

2.4: INDUSYRY STRUCTURE

The Indian car industry can be classified, based on the prices of the car, into the small car or the economy segment (up to Rs0.25mn), mid size segment (Rs 0.25 - 0.45mn) luxury car segment (Rs 0-45-1mn) and super Luxury car segment (above Rs1mn). The models in the car market can be fitted to different segments as given below CATEGORY Economy segment (up to Rs 0-25mn) Mid-size segment (Rs0.25-0.45mn) MODELS Maruti, Omni, Maruti 800, Padmini Primer 118NE,Ambassador Nova, Fiat Uno, Zen, Hyundai Santro, Daewoo Luxury car segment (Rs0.45mn) Matiz, Tata Indica, Maruti 1000,Contessa Peugeot 309,Tata Estate, Tata sierra, Maruti Esteem, Ceilo Executive, Honda city, Mitsubishi Lancer, Ford Ikon, Opel Astra, Fiat Siena, Opel Corsa, Daewoo Super luxury segment(Above Rs1mn) Nexia, Hyundai Accent. Mercedes Benz and other imported models

For passenger cars can be segmented on the basis of the user segment as those bought by taxi operators, government/non government institution, individual buyers etc. A major portion of the demand I India accrues mainly from personal vehicle owners.

3. PRODUCT PROFILE
1) MARUTI 800:

Maruti 800 is one most small family related comfortable car, which come under Economy segment. It is mostly sellable by the Maruti Udyog. It has been most good performance by the buyers. And also good result of it. Since 1982 has been started production of this car.

Maruti 800 is give following comfort features:


FAVOURITE DRIVE: The Maruti 800 has revolutionized the driving landscape of India. Theres not a road, a corner or a highway where you will not find the Maruti 800.

Maruti 800 is give following comfort features: . ECONOMICAL DRIVE: The Maruti 800 helps you beat the rush as the inflation. It is the single choice when it comes to a value for money car. Its unbeatable purchase price and its lowest cost per kilometer amongst petrol vehicles have earned it the title of the Best Economy Car: in the NFO Automotive Autocar 2002 India Total Customer Satisfaction Study.

SMOOTHER DRIVE: The McPherson strut suspension (front only) Maruti 800 gives a smooth ride even over the roughest roa

SAFER DRIVE: Ride with your loved ones in complete peace of mind, thanks to the Maruti 800s standard safety features like high mount stop lamp, collapsible steering, rear seat safety belts and side impact beams.

COOL DRIVE: Experience the amazing cooling power of Maruti 800s air conditioning, even the hottest of days.

MARUTI 800 COMES IN FOLLOWING IMPORTANT FEATURE:


Maruti 800 Standard E1 Maruti 800 Standard E1 (Metallic) Maruti 800 Standard E2 Maruti 800 Standard E2(Metallic) Maruti 800 Air Conditioner E1 Maruti 800 Air Conditioner E1 (Metallic) Maruti 800 Air Conditioner E2 Maruti 800 Air Conditioner E2Metallic) : E1:- (Euro 1) Euro 1 is the type of engine. E1 engine mean Carbonate engine : E2:- (Euro 2) Euro 2 engine mean MPFI (Multi Point Fuel Injection) engine. It is Computerize engine. Its helps to reduction in petrol consumption. And increase in average.

SPECIFICATION OF MARUTI 800:


Dimensions: Overall Length Overall width Overall height Wheelbase Ground Clearance Seating Capacity Engine: Type 4 stroke cycle, Water cooled SOHC (1c2v) No. of cylinders Piston displacement 3 796 cc 3335 mm 1440 mm 1405 mm 2175 mm 170 mm 4 Person BRAKES: Front Rear TYRES: Tyre Size 12 CAPACITY: Fuel 30 liters (E1) 28 liters (E2). (Redial) 145/70 RDisc Drum

Minimum Turning Radius 4.4 m

COLOURS PRESENT IN MARUTI 800: Aqua Blue Bright Red Bronze Mist Mountain Mist Superior White Silky Silver.

2) MARUTI OMNI:
Maruti Omni is also one Economy Segment car. It comes with following feature: BIG: Big size does matter. Nothing exemplifies this better than the Maruti Omni. Backed by the expertise of Indias largest and most trusted car manufacture, heres car thats designed to fit everything, and fit easily into your lifestyle. Giving you all the benefits of a big car, packed into a compact van. TECHNOLOGY: The Omni comes with an MPFI engine. Conforming to stringent Euro II emission norms. Promising a cleaner, greener environment. And healthier air for our future generation to breathe. SEFETY: Trust the Omni to keep you and dear ones cocooned in safety. Standard feature like side impact door, drum brakes, high-mount rear stop lamp, ELR type seat belts and laminated wind-shield all give you absolute peace of mind. VERSATILLITY: The Omni is as versatile at work as it is at play. Its ample space allows the Omni to comfortable double up as a school bus, a staff car, a getaway car the possibility are endless. ECONOMY: Omni is the most problem-free and economical vehicle to own and maintain. Which means you can enjoy your Omni for a longer time, for much less money.

MARUTI OMNI COMES IN FOLLOWING SPECIALISATION:


Maruti Omni comes in marker in various special use and special uses like as bellow: A} Omni Ambulance. B} Omni Cargo. C} Omni LPG. (Permitted for 5 Sitter). D} Omni Petrol. (Permitted for 8 Sitter). E} Omni CNG.

SPECIFICATION OF MARUTI OMNI:


Dimensions: Overall Length Overall width Overall height Wheelbase Ground Clearance Engine: Type 4 stroke cycle, Water cooled No. of cylinders Piston displacement 3 796 cc 3370 mm 1410 mm 1640 mm 1840 mm 165 mm TYRES: Tyre Size CAPACITY: Fuel 36 litres 4.50-12-6PR ult BRAKES: Front Rear McPherson strut Leaf spring with shock absorber

Minimum Turning Radius 4.1 m

: COLOUR PRESENT IN MARUTI OMNI:

A} Maruti Omni (Petrol): a) Metallic Mountain Mist. b) Superior White. c) Metallic Starlet Silver. d) Metallic Coral Beige. e) Metallic Moonbeam Silver. B} Maruti Omni (LPG): a) Superior White.

3) MARUTI ZEN:
Maruti Zen is also one Mid-size Segment car. It comes with following feature: Maruti Zen is fresh European styling. Feline and aggressive posture. Redesigned ergonomic seating. Thoughtful little improvements. Keen attention to detail. Along with its unbeatable performance, renowned reliability, matchless safety and frugal behavior, it offers you an automobile none else can match. It is time to surrender to the new Zen. PREDATORY POWER: The 16-valve all-aluminum MPFI engine and the 16-bit microprocessor ensure that you are first off the block at the traffic light. With a class leading power to weight ratio of 7804 bhp / tonne, it leaps from 0 to 60 Kmph at the bat of an eyeld. Add to all this, the speed sensitive electronic power steering in the Lxi and Vxi version and you have a predator on the prowl

SUPREME COMFORT:

Enjoy the new ergonomic seating thoughtfully crafted in plush two tone upholstery. The metal and leather clad gearshift increases your sensory connect with the car while the center console houses CDs cassettes drink cans, coins and even your hand phone. While you enjo6y the speedometer needle rising along the new sporty meter cluster, those seated at the back can rest their necks on the head rest and catch a cat nap before the next chase. IMPREGNABLE SAFETY: There is no pleasure in life without safety. The new Zen cocoons you in a virtual fortress with enough active and passive safety systems like special crumple zones, collapsible steering, dual side impact beams, engine sub frame, laminated windscreen, front and rear seat belts, child-proof rear door locks and both front and rear fog lamps. FELING GRANCE: The raised bonnet and a pronounced double grill give the Zen the appearance of a crouching jungle cat. This theme is carried to the rear with a new dynamic treatment accentuated by the Tiger iris tail lamps. The body colored bumper (available across all variants) carry fog lamps (there are ones in the rear too!) that help in piercing the haze of the concrete jungles. With a lowslung, stance of a snow leopard, every square inch of metal is prepare to stalk!

MARUTI ZEN COMES WITH VARIOUS FEATURE IN DIFFERENT MODELS:


I) II) III) ZEN LX: - Air conditioner ZEN LXI: - Air conditioner & Power Steering Front power Window ZEN VXI: - Air conditioner , Power Steering, Central locking, Rear windscreen wiper and washer, rear fog lamp, Front power Window, Prismatic day-night internal rear view mirror, internally adjustable outside rear view mirror. IV) V) ZEN DESEL: ZEN AX: - Automatic transmission.

SPECIFICATION OF MARUTI ZEN: Dimensions: Overall Length Overall width Overall height Wheelbase Ground Clearance Engine: Type No. of cylinders Aluminium, 4 Multi point fuel Injection Piston displacement 993 cc (1527 D) (Lx, Lxi Vxi) 3535 mm 1495mm 1405 mm 2335 mm 165 mm CAPACITY: Fuel SEATING 35 liters 5 Rear Leaf spring with Shock absorber BRAKES: Front McPherson strut

: COLOUR PRESENT IN MARUTI ZEN:


i) ii) iii) iv) v) vi) Metallic Silky Silver Solid Bright Red Solid Brilliant Yellow Metallic Beam Blue Metallic Pearl Silver Solid Superior White.

4) MARUTI ALTO:
Maruti Alto is also one Mid-size Segment car. It comes with following features: FEATURE PACKED CAR: Outstanding fuel efficiency. Impressive road handling. Refined MPFI engine. Stunning looks. Excellent pick-up and acceleration. These wonderful feature combine to make the Alto an exciting car to drive and a pleasure to own. FOR BRILLIANT PERFORMANCE: Powered by a 4-valves-per-cylinder MPFI engine, the Alto delivers 64 bhp of breathtaking power. 5-speed transmission ensure faster pick-up and speed while the 16-bit computer technology enable better control while driving. FOR INTERNATIONAL STYLING: The Alto is stunning looks. Each line, each curve is a tribute to its artistic design. Take a look inside. And you want have a reason to complain. Plush seats and ergonomically designed interiors combine to make it a true attention grabber. FOR SAFETY AND RELIABILITY: The Alto adheres to stringent international safety norms. Sturdy body. Highly rigid monologues frame. 8-inch booster-assisted brakes. Large halogen lamps for better visibility. Dual side impact beams and rear door child safety lock. These entire features combine to make the Alto one of the safest car on Indian roads.

MARUTI ALTO COMES WITH VARIOUS FEATURE IN DIFFERENT MODELS:-

I} ALTO STD: II} ALTO LX: - Air conditioner III} ALTO LXI: - Air conditioner & Power Steering Front power Window VI} ALTO VXI: - Air conditioner, Power Steering, Central locking, Rear windscreen wiper and washer, rear fog lamp, Front power Window, Prismatic day-night internal rear view mirror, internally adjustable outside rear view mirror.

: COLOUR PRESENT IN MARUTI ALTO:


I) Midnight Black ii) Bright Red iii) Brilliant Yellow iv) Pearl Silver v) Silky Silver vi) Superior White.

SPECIFICATION OF MARUTI ALTO: Dimensions:


Overall Length 3495 mm Overall width 1495mm Overall height 1460 mm Wheelbase 2360 mm Ground Clearance 160 mm Engine: Type FC engine, 4 valves per Cylinder MPFI No. of cylinders 3 (Alto / lx/lxi) 4 (vxi) Multi point fuel Injection Piston displacement 796 cc (Lx, Lxi) (1061 vxi) BRAKES: Front Rear CAPACITY: Fuel Seating Booster assisted Disks Booster assisted Drums. 35 litres 4

5) MARUTI VERSA:

Maruti Versa is also one Luxury Car Segment car. It comes with following feature: MARUTI SUZUKI VERSA EXPERIENCE THE JOY OF TRAVELLING TOGETHER:
Loaded with feature, which ensure that your family enjoys the smoothest drive, in luxurious space and cool atmosphere. Every time you drive out. Versaa car specially designed keeping you and your familys comfort in mind. TWIN Acs. EIGHT VENTS. IDEL FOR 8 PEOPLE: Every member of your family can travel in cool atmosphere, with one AC vent and individual control to themselves. The Twin ACs ensures there is uniform cooling, even at the back. VERSA SDX TRAVEL IN COMFORT: Versa SDX has a bucket seat in the middle; with you can easily slide back and forth for extra space. Whats more, its rear spoiler, alloy wheels, overhead storage box and tilt steering allow your entire family to travel in complete comfort and reach the destination in style. EASY DRIVING: All the Versa model are equipped with electronic power steering (EPS), which makes driving even in perk-hour-traffic, busy market and narrow lanes, completely hassle-free. And to make your ride even more comfortable, all the models are also loaded with Central Locking and Power Windows. 82 bhp. POWERFUL ENGINE: Versa is loaded with 1300 cc 4 cylinders, 16 valves 82 bhp MPFI MetaTech tm engine which give you extra pick-up and ensure effective airconditioning. SEFETY FOR THE ENTORE FAMILY:

The Versa has collapsible steering column, side-impact beams, frontimpact beams, anti-roll bars, and diagnostic breakdown system and halogen lamps for extra safety. And for the kids in the family, the Versa has childproof locks on sliding doors and windows.

MARUTI VERSA COMES DIFFERENT MODELS:-

WITH

VARIOUS

FEATURE

IN

I} VERSA-DX 5 SITTER: II} VERSA DX 8 SITTER: III} VERSA DX2 5 SITTER VI} VERSA DX2 8 SITTER: IV} VERSA SDX: V} VERSA STD: -.

SPECIFICATION OF MARUTI VERSA:


Dimensions: Overall Length Overall width Overall height Wheelbase mm Engine: Type cycle, 4 stroke All Aluminum Water cooled SOHC, MPFI. No. of cylinders Piston displacement In-Line 4 1298 cc BRAKES: 3675 mm Front 1475mm 1905 mm 2350 Rear CAPACITY: Fuel SEATING 40itres DX & DX2 (8) SDX (7)

Booster assisted Ventilated disk Booster assisted Drum.

COLOURS PRESENT IN MARUTI VERSA:


i) Metallic Midnight Black

ii) Metallic Aqua blue iii) Metallic Beam blue iv) Metallic Pearl Silver v) Metallic Silky Silver vi) Superior White.

6) MARUTI GYPSY: Maruti Gypsy is Adventure Segment car. It comes with following feature:
Within each of us lies the sprit of freedom and adventure. A sprit that seeks to unshackle oneself from the grind and monotony of everyday living. To go of the beaten track of daily life to explore and discover the unknown. : To just get away from it all , to enjoy the spirit of freedom, and exhilaration that our heart desire. This is the sprit of the Gypsy. Get a gang of friend and drive off towards the horizon. To a wildlife park, a secret valley, a distant monastery, a quite resort by the river Motoring to new place can prove a delightful change. Pack your bags; take your cameras, music and food, and follow the road of your instinct. Even the kids will enjoy the drive to adventurous picnics hitherto undiscovered. Get away for the fun family weekend. And, theres enough room for the dog! Enjoy the world of outdoor sport. With the mind in your hair. Golf, photography maintaining, or just great hill climbing. Superb maneuverability, smooth handling and raw energy, packed into a sleek yet rugged frame. The gypsy King is real adventure gear. Whether plugging through dirt tracks, climbing formidable terrain or making your way through the urban jungle. With an incredible power of 80 bhp @ 6000 rpm. And a whopping torque of 103 Nm @ 4500 rpm.

SPECIFICATION OF MARUTI GYPSY:

Dimensions: Overall Length Overall width Overall height Wheelbase Engine: Type

4010 mm 1540 mm 1875 mm 2375 mm

BRAKES: Front assisted disk Rear assisted

Booster Ventilated Booster Drum. 40itres DX & DX2 (8) DX (7)

4 stroke cycle, All Aluminium CAPACITY: water cooled Fuel SOHC MPFI. SEATING No. Of cylinders In-Line 4 Piston displacement 1298 cc ,

: COLOUR PRESENT IN MARUTI GYPSY:


i) Superior White ii) Ruby Red iii) Metallic Moonbeam Silver iv) Metallic Coral Beige

7) MARUTI BALENO:
Maruti Baleno is also one Luxury Car Segment car. It comes with following feature: : AERODYNAMIC STYLING:

The Baleno combines a sophisticated appearance with an aerodynamic style. The car has a very distinct wedge shaped profile, with a low-slung bonnet, a high hip line and solid bumper. Its make a car aerodynamic with a low mind resistance profile and contribute to a rock like stability at very high speed. Also the high overhang angle contributes to a smooth ride even on the bumpiest of terrains. : 16 VALVE SMART-I ENGINE: Geared to make an impression, the Baleno is powered with an awesome 1600 cc, 16 valves, multi point fuel injection, all aluminium SOHC engine. At 94bhp, its also a car thats powered to stand apart. Designed to strive a perfect balance between elegant styles an spectacular performance, the engine delivers more power and torque with greater fuel efficiency. : TABULAR SIDE IMPACT BEAMS: : BEST AIR-CONDITIONER: : ALL INDIPENDENT McPHRESONSTRUT SUSPENSION SYSTEM:

MARUTI

BALENO

COMES

WITH

VARIOUS

FEATURE

IN

DIFFERENT MODELS: I} BALENO LXI II} BALENO VXI

SPECIFICATION OF MARUTI BALENO:


Dimensions: Overall Length 4225 mm BRAKES: Front Ventilated disk

Overall width Overall height Wheelbase Engine: Type

1690 mm 1390 mm 2375 mm

Rear CAPACITY: Fuel

Drum leading

51 litres 5 person.

All Aluminium Contemporary 16 Valve SOHC

SEATING

No. Of cylinders Piston displacement

In-Line 4 1590 cc

: COLOUR PRESENT IN MARUTI BALENO:


i) Superior White ii) Beam Blue iii) Pearl Silver iv) Silky Silver

8) MARUTI ESTEEM:
Maruti Esteem is also one Luxury Car Segment car. It comes with following feature:

: The ability to thrill your sense with the highest power-to-weight-ratio in its class. : The ability to please your eyes with a stunning interior, the ability to impress you with engineering thats world class. And the ability to help you appreciate the most important quality in an automobile great value. : That pretty much sums up the all-new Esteem Vxi. With an 85 bhp, 4 cylinders 16 valves engine, power steering, a tight turning radius and headturning looks. Its by far the most sensible choice in its category. And above all else. Its what the bold, the beautiful and the smart will be driving from now on. : Cutting-edge engine technology: 85 bhp, 106 Nm torque, all aluminium engine gives it the highest power to weight ratio in its class. On the road it translates into a blazing 0 100kmph in a mere 11 49 seconds. 4 valves per cylinder. 16 bit on board engine management computer (EMC) to precisely calibrate the air fuel mixture and ignition timing. Increasing fuel efficiency. Reducing exhaust emission. Fashioned right and ample ground clearance with wider tyres. All wheel independent suspension system with Mc Pherson struts and coil springs in combination with a high ground clearance let the new esteem vxi glide over bumps and popholes with ease. The new wider tyre while improving handling, for road grip and traction. Enhance comfort and sheer looks.Superior comfort ergonomically designed rear seats with head restraints, excellent thigh and lumber support and improved air conditioned performance with R134A gas ensure fatigue free travel. MARUTI ESTEEM COMES WITH VARIOUS FEATURES IN DIFFERENT MODELS: I} ESTEEM LX II} ESTEEM LXI III} ESTEEM VXI IV} ESTEEM AX

V} ESTEEM D VI} ESTEEM DI

SPECIFICATION OF MARUTI ESTEEM (Petrol):


Dimensions: Overall Length Overall width Overall height Wheelbase Engine: Type 4 stroke All Aluminium Water cooled SOHC No. of cylinders Piston displacement In-Line 4 1298 cc SEATING 5 person. 4090 mm 1575 mm 1395 mm 2365 mm CAPACITY: Fuel 40 litres Rear BRAKES: Front Booster assisted Ventilated disk Booster assisted Drum

COLOUR PRESENT IN MARUTI ESTEEM:


I) Superior White ii) Metallic Aqua Blue iii) Metallic Pearl Silver iv) Metallic Silky Silver vi) Metallic Bronze Mist vii) Metallic Midnight Black.

9) MARUTI WAGON R:
Maruti Wagon-R is also one Luxury Car Segment car. It comes with following feature:
:INSPIRED ENGINEERING:

The Wagon R defined conventions, broke rules and turned the world of cars upside down. It is designed around your life, your needs, and your dreams and gives you unmatched performance and comfort. INSPIRED PERFORMANCE: The WagonRs 1.1 litre, 16-valve, 64 bhp MPFI engine is by far most superior in the category and give you more power and faster pick-up. The low friction engine also result the need to change gears often in the city. :INSPIRED INNOVATIONS: The WagonR id full of innovations that add to your convenience. :INSPIRED SAFETY: The WagonR is one of the safest cars around. It comes with 8-inch booster-assisted brakes for controlled braking, a collapsible steering column, side-impact beams on front and rear doors, central locking on all five doors and child-proof rear doors.

MARUTI WAGON-R COMES WITH VARIOUS FEATURES IN DIFFERENT MODELS: I} WAGON-R LX II} WAGON-R LXI III} WAGON-R VXI IV} WAGON-R AX

SPECIFICATION OF MARUTI WAGON-R:

Dimensions: Overall Length Overall width Overall height Wheelbase Engine: Type FC Engine MPFI. No. Of cylinders Piston displacement In-Line 4 1061 cc 3495 mm 1495 mm 1660 mm 2360 mm

CAPACITY: Fuel SEATING 35 litres 4 person.

: COLOUR PRESENT IN MARUTI WAGON-R:


I) Superior White ii) Pearl Silver iii) Silky Silver iv) Metallic Bronze Mist v) Metallic Midnight Black.

1.7: VALUE ADDED SERVICES OFFERED BY MAROTI


UDYOG LTD. ( AUTOMOTIVE MANUFACTURERS PVT. LTD.) TO ITS CUSTOMER.
1 Maruti extended warranty policy 2 Maruti Insurance 3 True Value 4 Maruti on road services 5 Call centers

COMPANY STRENGTHS

1 Participative management 2 Team work and Kaizen 3 Communication and Information sharing 4 Open office culture for easy accessibility.

COMPANYES CARE VALUE


1 Customer Observation 2 Fast flexibility and first mover 3 Innovation and creativity 4 Openness and Learning.

4. ORGANISATION PROFILE:Managing Director

General Manager

HR Manager

Manager Manager Manager Manager Manager Sales Account Finance Spares Works

Team Account Asst. Finance Leader Officer Manager

Asst. Spare Manager

Supervisor Works Manager Manager Accident Insurance

Sr. Executive Accountant Executive Finance Spare Care Manager

Executive Customer Office

Front

PDI Manager

Executive Office Boy Executive Executive

Speaker

Supervisor

Office Boy

Office Boy Office Boy

5. RESEARCH METHODOLOGY
Introduction:
Research in common parlance refers to search for knowledge. One can also define research as a scientific and systematic search for pertinent information on a specific topic. In fact research is an art of scientific investigation. a. The Advanced Learners Dictionary of current English lays down the meaning of the research as: A careful investigation or inquiry specially through search for new fact in any branch of knowledge. b. Redman and mory define research as: A systematized effort to gain new knowledge. Some people consider research as a movement, a movement from the known to the unknown. It is actually a voyage of discovery. We all poses the vital instinct inquisitive makes us probe and attain full and fuller understanding of the unknown. This inquisitiveness is the mother of all knowledge and the method , which man employs for obtaining the knowledge of whatever the unknown , can be termed as research. Research is an academic activity and as such the term should be used in a technical sense. According to Clifford woody research comprise define and redefine Problems, formulating hypothesis or suggested solutions; Collecting, organizing and evaluating data; making deduction and reaching conclusion; and at last carefully testing the conclusion to determine whether they fit the formulation hypothesis. D. Slesinger and M. Stephension in the Encyclopedia of social science define research as the manipulation of thing, concept or symbols for the purpose of

generalizing to extend, correct or verify knowledge, whether that knowledge aids in construction of theory or in the practice of an art. Research is thus an original contribution to the existing stock of knowledge making for its advancement. It is the pursuit of truth with the help of study, observation, comparison and experiment. In short, the search for knowledge through objective and systematic method of finding solution to a problem is research. The systematic approach concerning generalization and the formulation of the theory is also research. As such the term research refer to the systematic method consisting of enunciating the problem, formulation a hypothesis, collecting the fact or data, analyzing the fact and reaching certain conclusion either in the form of solution (s) toward the concerned problem or in certain generalization for some theoretical formulation.

Objectives of Study
Marketing research process starts with defining the objective of research. The objectives of this project are as follows: 1) To study the customer behavior regarding sales promotion activity. 2) To create the awareness of the product &its schemes 3) To study motivation factors for purchase decision. 4) To study of the competitor sales

Scope of the study:


1. The project was undertaken to understand various aspect

regarding brands promoted by customers and reason for that at Nashik District. 2. The geographical scope of this research work was limited to

Baglan, Chandwad, Dindori, Igtpuri, Nashik, Niphad, Nandgaon, Malegaon, Sinner, Surgana, Peth, Yeola, Kalwan, Trambkeshwar, Dewala, etc. 3. Researcher endeavored to position Maruti Vehicle in the

market and fined out market share of Maruti Vehicle vis--vis its

competitors, and also finds out market preference for various vehicles preferred by customer and awareness level of customers.

Importance of the study:


Todays world is revolutionary world and dynamic world and in this world Maruti Suzuki have tough competition by other car manufacturer in automobile sector. As the Maruti Suzuki is the market leader in the small car segment as the sales of Maruti is higher than that of other car manufacturer. So that topic is given study on sales promotion activities for Seva automobiles. Therefore my topic was A study of sales promotion activity for Seva Maruti. The above topic helped me to understand the in and out of selling a product like car to the customer taking into consideration, likes and dislikes for the particular car and which sales promotion activities are useful to Seva for promotion of Maruti car and its brand loyalty.

5.METHODOLOGY
A. Problem formulation: Market situation of automobile industry is very strong and competitive in nature. Different famous and highly expectable brands are active in market percent by percent share of market gaining is very important for the companies. Market share defines the acceptance of society for the brand. To increase and develop market share for new brand is challenging task.

B. Data details: 1. Primary data: The data was gathered from the customers in the form of a structured questionnaire, which becomes the part of primary data. This provides the information regarding the penetration of various brands, monthly sales of various brands, perception, importance and exceptions from customers point of view regarding various brands of the Vehicles surveyed in different areas of Nashik. 2. Secondary data: The data was gathered from company journals, product guides, and company brochures and various websites available on internet, and is used in study. .

C. Sampling: An integral component of research design is the sampling plan. Specifically it addresses three questions: When to survey (the sample unit) How many to survey (the sample size) How to select them (the sampling procedure) Marketing a conscious study of the entire universe will be impossible on the account of limitations of time and money. Hence sampling becomes inevitable. A sample is only portion of the universe of the population. The object of the sampling is to get minimum efforts. Properly done sampling procedure representation data of the entire population. In this survey different sample size where selected on the objective and type of research.

D. Sample size: For the purpose of study the researcher had taken 100 peoples as a sample size in Nashik Dist.

E. Statistical tools used: The role of Statistics in research is to function as tool in designing research, analysis its data and drawing conclusion therefrom. Most research studies result in along volume of raw data, which must be suitably reduced. So that the same can be read easily and can be used for further analysis clearly any researcher can not ignore the tool of statistics. In this study the researcher used graphs and percentage tools used for the analysis and interpretation of the data.

F. Analysis scheme for research: The researcher himself interacted with customers through questionnaire and collect primary data. The data was collected interpreted and presented with the help of tabulation and graphical presentation. The interpreted information was analysis as for the valuation of particular entity for whole information. Analytical method of analysis was used for the study.

Limitations of research study


Specificity of project results As the project was carried out in limited sample size and there results arrived from project are applicable for that territory during the period of field work and during that particular time interval. So result obtained from this study can be general. Basis for findings The project results are obtained from the data given by sample population, which was considered as true, and fair and the results were derived from the same. Time constraint As project duration was limited to two months the research was carried with limited sample size so the circle of study was restricted upto the selected sample size

6. THEOROTICAL BACKGROUND OF THE STUDY (SALES PROMOTION )


1 Introduction:
Sales promotion aims directly at inducing purchaser to buy a product. It in voles demonstration, contests, price off, coupons, free simples, special packaging and money refund offers. Sales promotion activities are designed to encourage resale and sales people to sell the product. It is different from personnel selling and advertising in the sense that sales promotion is nonrecurrent in nature and is for a short period. This type of promotion mix is complimentary to the other kinds of promotion mix. Definition of sales promotion Sales promotion, in a specific sense refers to those sales activities that supplement both personal selling and advertising and co-ordinate them and help to make them effective, such as displays, shows and expositions, demonstrations, and other non recurrent selling efforts not in the ordinary routine. American Marketing Association

2 Objective of sales promotion:


Sales promotion tools vary in their specific objectives. A sales campaigns stimulates consumer trail, where as free management advisory service aims at commenting a long -term relationship with retailer. Sales promotions of objectives are consistent with marketing objectives. However, they may very with the type of target market and point of channel. The objectives for the sales force may be to encourage a new product or model, stimulate off-season sales. Persuade more prospective buyers, and so on. The objective for consumers may be to encourage more usage and purchase of larger number of units and attract competitors brand users. In spite of the several objectives of sales promotion, there are three which are fundamental, viz., informing, persuading and reminding. These objectives are attained through effective communication. In short following the objectives of sales promotion , 1. Disseminating information : The sales promotion may also be under taken to disseminate information through salesmen, dealers etc. 2. Help to salesmen: To help salesmen in selling more to the retailers and customers. 3.Incresing sales: The main objective of the sales promotion is to increases sales directly and with publicity through media.

3 Advantages of sales promotion :


Farris and Quelch site a number of sales promotion benefits flowing to manufacturers and consumers. Sales promotion enable manufacturers to adjust to short turn variations in supply and demand. They enable manufacturers to test how high alist price thy can charge, because they can always discount it. They induce consumers to try new products instead of straying from current ones. They lead to more valid retail formats, such as the every day low price store and the promotional pricing store. They promote grater consumer awareness of prices the permit manufacturer adapt programmes the difference consumer segments. Consumers them selves enjoy some satisfaction from being smart shoppers when they take advantage of price specials.

4 . SELECTING CONSUMER PROMOTION TOOLS: Consumer promotion includes free samples, coupons, money refund offers, price off, premiums, contest, demonstrations and trading stamps. These tools are will utilize by marketing management. Samples are free distributions of a product for the purpose of obtaining consumer acceptance. This may be done on a door to door basis. If it is useful for promoting new products. Coupons offer a discount a new purchase of a product. They are certificates entitling the bearers to a discount on the purchase of specific products. Major Tools Consumer:

Coupon: Certificates entitling bearer to a stated saving on the purchase of a specific product: mailed enclosed in other products in or attached to them, or inserted in magazine and newspapers advertising. Point of Purchase (POP) Display & Demonstrations:Pop displays and demonstrations take place at the point of purchase or sale. Prizes (Contests, Sweepstakes, Games): Prize are offers of the chance to win cash ,trips as a result of purchasing something. A contest calls for customers to submit an entry to be examined by a panel of judge who will select the best entries.

Patronage Awards: Value in cash or in other forms that are proportional to patronage of a certain vendor or group of vendors.

Trade Tools: Price off (Off invoice or off list): A straight discount of the list price an each case purchased during the stated time period. Free Goods: Offers of extra cases of merchandise to intermediaries who buy a certain quantity or who feature a certain flavor or size. Gifts (Premiums): Merchandise offered at a relatively low cost or free as an incentive to purchased a particular product. A with pack a companies the product insight or on the package.

7. ANALYSIS AND INTERPRATION OF DATA


TABLE 1 This table provides that the reason of the customers for visiting the shop. Remark Purchasing the new car Information about car To purchase accesary Complains Servicing No of customer 40 50 5 5 0 Percentage (%) 40% 50% 5% 5% 0%

Purchasing the new car 5% 5%0% 40% 50% Information about car T purchase o accesary C omplains Serv icing

Interpretation:
From the above graph it is clear that 40% of customers are interested purchasing a new car & 50% customers are interstested in information about car or 5% are purchase the accesary or 5% are getting its complaints.

TABLE 2 This table provides that the mode of payment mostly prefer while purchasing a car. Remark Cash Bank Loan Total No of customer 35 65 100 Percentage (%) 35% 65% 100%

No of customer

35% Cash Bank Loan 65%

Interpretation
From the above graph it is clear that 65% customer are prefer the bank lone mode to purchase four wheeler vehicle & respectively 35% customer are prefer the cash modes.

Table 3
This table provides that are mainly considering while purchasing fore wheeler vehicle. Remark No. of Customer Percentage

Cash Discount Free accesary or gift Two or four discount Two year warranty Lowdown payment Financial schemes True value Total .

33 10 12 10 23 7 5 100

33% 10% 12% 10% 23% 7% 5% 100%

No. of Customer 5% 7% 33% 23%

Cash Discount Free accesary or gift Two or four discount Two year warranty Lowdown payment

10% 12%

10%

Financial schemes True value

Interpretation:

From the above graph it is clear that 33% respondents are prefer

the cash discount.10% are low down payment .12 are two or four discount .10 are free accesary or gift . 10% are two year warranty. 7 % are financial schemes.5% are true value.

TABLE NO. 4
Following are the important service to which automotive manufacturers pvt. Ltd are provides while customers are purchasing the car. Auto card

Maintance camp Mobile repair van Free servicing Demo car Above the services we can show that what is the filling of customers about these schemes & service. Which is automotive manufacturers pvt. Ltd provided.

1) Auto CardRemark Very Important Important No of customer 21 40 Percentage (%) 21% 40%

Un-Important Very Un-Important Total

30 9 100

30% 9% 100%

No of customer

9% 30%

21% Very Important Important Un-Important Very Un-Important 40%

Interpretation
From the above graph it is clear that the most important motivation factors for customer while purchasing four wheeler vehicle is lower interest rate, low down payment, cash discount and easy finance and having 21%, 19%, 13%, and11% preference by respondents respectively.

TABLE NO 5 Maintance camp


The following table provides which type of information got from the sales campaigning Remark Very Important Important No of customer 30 65 Percentage (%) 30% 65%

Un-Important Very Un-Important Total

5 0 100

5% 0% 100%

No of customer

5%

0%

30%

Very Important Important Un-Important Very Un-Important

65%

Interpretation
From this graph it is clear that the maintaince camp facility is also important and there is 65 % respondents & the remark of very important is 30 % respondents.

TABLE NO 6:
Mobile repair van

Remark Very Important Important Un-Important Very Un-Important Total

No of customer 20 71 10 0 100

Percentage (%) 20% 71% 10% 0% 100%

10%

0%

20% Very Important Important Un-Important Very Un-Important

70%

Interpretation
From this graph it is clear that mobile repair van facility is also important and there is 70% respondents.

TABLE NO 8 : Free servicing :

Remark Very Important Important Un-Important Very Un-Important Total

No of customer 82 12 6 0 100

Percentage (%) 82% 12% 6% 0% 100%

No of customer

6% 12%

0% Very Important Important Un-Important Very Un-Important 82%

Interpretation
From this graph we can interpretate that the free servicing facility is also very important and there are 82% respondents.

TABLE NO 9:
Demo Car

Remark

Very Important Important Un-Important Very Un-Important Total

No of cust om er 57 35 8 0 100

Percentage (%)

57% 35% 8% 0% 100%

No of customer 8% 0% Very Important Important 35% Un-Important 57% Very Un-Important

Interpretation
The graph shows that 57% respondents are not interested to take the quotation from the sales campaign and 43% respondents asks for the quotations.

TABLE NO 10:
The following table provides the information about interested customers who will be buy the vehicle from the automotive manufacturers pvt. Ltd.

Remark Definitely Buy Probably Buy Not Sure Not at all Buy Total

No of customer 65 25 10 0 100
No of customer

Percentage (%) 65% 25% 10% 0% 100%

10% 25%

0% Definitely Buy Probably Buy Not Sure 65% Not at all Buy

Interpretation
From above graph 65% of respondents are interested to definitely buy the vehicle or 25% are probably buy the vehicle or 10% not sure to purchase the vehicle from the automotive manufacturers pvt. Ltd.

FINDINGS
Most of the respondents who are visiting to sales campaign for the reason of getting information about car.

The respondents are willing to purchase the vehicle with the help of bank loan mostly. Maruti automotive manufacturers pvt. Ltd. also provide cash discount for the customers which motivating the visitors to purchase the car. The auto card facility which provides maruti is important in the point of view of customers. Facility of maintence is also important in the point view of customers. The mobile repair van facility which provided from maruti automotive manufacturers pvt. Ltd is also important in the point of view of customers. The facility of free servicing which is provided from maruti automotive manufacturers pvt. Ltd. is important in the point view of customers. Demo car facility is very important in the point of view of customer. Maximum number of customers want to definitely buy the vehicle from automotive manufacturers pvt. Ltd only.

CONCLUSION

The customers who are visiting the sales campaign are not having the car (four wheeler vehicle) it means the automotive manufacturers pvt. Ltd can generate maximum customers from the sales campaign than other activity. The automotive manufacturers pvt. Ltd helping the customers to choose the schemes which suits to their economic condition; it helps the increase of sales and revenues. automotive manufacturers pvt. Ltd is building its brand image through sales campaign very effectively. The rejecting rate of eligible customers who are in the position to purchase a car but not getting satisfactory result from automotive manufacturers pvt. Ltd is more. The prospective customers are asking for quotation, the aim is to be converting those quotations in to the bills after purchasing the vehicle.

SUGGESTIONS

Make the availability of financial support who is really willing to purchase the vehicle. The initial amount of payment should be match with EMI. The interest rate should be slightly reduced to get the psychological advantage as interest rate should be 6.98% instead of 7%. Conduct more and more sales campaign in the various high class living areas of the district. The customers are getting the information regarding the financial availability more and less about the utilities and services (after sales service). Provide the related information properly and sufficiently.

APPENDICES
QUESTIONNAIR
Name:.. Address: Phone no.:. Gender: Occupation: Male Service Farmer Other Income Growth: Bellow 50,000 50000Rs. To 2 lacs 2 Lacs To 10 lacs Above 10 lacs Lower class Lower middle class Upper middle class Upper class Female Business Retire

Q.No.1

Specify the reason for visiting the shop. Purchasing the car Information about the car To purchase accessory If purchase new car then which car you preferred ? Specify : Servicing Complaints

Q.No.2 Which mode of payment you prefer while purchasing?

Cash

Bank Loan

Q.No.3 What will be motivation factor for purchasing the car? ( Give ranking 1to7 as per your choice ) 1] Cash discount 2] Free accesary or gift. 3] Two or four discount. 4] Two year warranty. 5] Low down payment. 6] Financial schemes. 7] True value. Q.No.4 Rate the importance of following parameters of service while purchasing the car. 1] Auto card Very important Un-important 2] Maintance camp Very important Un-important 3] Mobile repair van Very important Un-important 4] Free servicing Very important Un-important 5] Demo car Very important Un-important Important VeryUn-important Important VeryUn-important Important Very Un-important Important VeryUn-important important Very Un-important

Q.No.5 After getting all the information about the product and schemes will you buy the vehicle from Automotive Manufacturers Pvt Ltd. Definitely buy Not sure Q.No.6 Any suggestion probably buy Not at all buy

.. ..

BIBLIOGRAPHY