Maruti Suzuki(Popular Brands)

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    PROJECT

    ONMARUTI SUZUKI SEGMENTATION

    AND

    SALES TREND

    Submitted to:

    S I B A RBy:

    Abhishek Gautam

    Abinash Rath

    Ajay Sinha

    Amit kumar

    Amit Kumar Pathak

    Anirvan Sarkar

    PGDM (MARKETING)

    SINHGAD INSTITUTE OF BUSINESS ADMINISTRATION & RESEARCH

    S.NO 40/4A 1, Near PMC Octri Post, Kondwha Saswad road,

    Kondwha(Bk), Pune-411048

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    SINHGAD INSTITUTE OF BUSINESS ADMINISTRATION

    AND RESEARCH, KONDHWA (BK)

    DECLARATION

    We hereby declare that the project titled Maruti Suzuki Segmentation and Sales

    Trend is an original piece of research work carried out by us under the guidance and

    supervision of Mr. Pankaj Nandurkar. The information has been collected from

    genuine & authentic sources. The work has been submitted in partial fulfillment of the

    requirement ofPGDM (MRKT).

    Place: Signature:

    Date: Name of the student

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    ACKNOWLEDGEMENT

    It gives us pleasure to express our most profound regard and sense of great indebtednessand sincere gratitude to Mr. Pankaj Nandurkar for his superb and painstaking guidance, untiring

    help, keen interest and constant encouragement thought the period of project .

    We would also like to express our thanks to the faculty Members who helped us. Especially

    library members, Computer lab staffs, without whose help the project could not be completed.

    We would like to express my sincere thanks to Vishal Bhole sir and my colleagues who

    helped us thought the period of project.

    We also like to thanks VIRAT computers whose help make us to convert our project into

    paper mode.

    And at last but not the least, we would express our hearty gratitude to the ALMIGHTY

    who gave us tremendous energy and power to complete this whole project.

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    EXECUTIVE SUMMARY

    In this project we are trying to find the segmentation of cars done by Maruti Suzuki andits effect on customer we are also trying to study the sales trend followed by Maruti Suzuki. In

    our study we had followed different method to find and analyze the data we are using primary

    data as well as secondary data. Before our study lots of study is being done but no one had

    tried to research on Maruti Suzuki segmentation and its effect on sales trend. We had used the

    questionnaire method to study the Maruti sales trend we had asked question to dealers. In pune

    Maruti has six showroom we visited them and tried to know that what are the cars which they

    are selling more what is the sales trend of Maruti which kind of cars customer is demanding

    and why. What modification should Maruti make in its cars to take an edge over competitors?

    We are also using secondary data to analyze the sales trend of Maruti Suzuki. In which we had

    studied the Maruti shares condition in the market. Its profit and lose its market share and many

    more. We had analyzed where Maruti having an edge over competitor and where it is lacking

    behind. How it would improve its sales trend. What are analyzing the future prospects of

    Maruti in Indian cars market.

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    TABLE OF CONTENT

    Introduction . 6Objectives .. 7

    Methodology 9

    Company Profile .. 12

    Literature survey ... 17

    Data Presentation .. 29

    Data Collection

    Data analysis

    Conclusion .48

    Recommendation .. 50

    Bibliography .. 53

    Annexure 55

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    INTRODUCTION

    The Indian Automobile Market is expected to grow at a CAGR of 9.5 percent

    amounting to Rs. 13,008 million by 2010. The Commercial Vehicle Segment has been

    contributing to the automobile market to a great extent.

    Many foreign companies have been investing in the Indian Automobile Market in

    various ways such as technology transfers, joint ventures, strategic alliances, exports, and

    financial collaborations. The auto market in India can boast of attractive finance schemes,

    increasing purchasing power, and launch of the latest products.

    Total sales of major car manufacturers in India registered a figure of 0.674 million units

    at the end of March, 2007. The number of car exports in India was 39,295 units. General

    Motors, Maruti, and Honda accounted for 60 percent of the market sales at the end of April,

    2007. There has been an increase in the purchase of motorcycles and cars both, in the rural as

    well as urban areas.

    Maruti Suzuki is Indias No. 1 customer satisfaction car company. Its sale is more than

    50% of care of Indian car market. But now it is getting a good competition with other new car

    company and foreign companies and its sales is going down because other car companies are

    trying to present different types of new car in different segment. So in our study in we had tried

    to study Maruti Suzuki segmentation of cars and its sales trend and its effect on customer. This

    project is all about segmentation and sales trend study of Maruti Suzuki. Through our study we

    are trying to analyze the customer demand in different segments and advancement required in

    Marutis segmentation. We are also analyzing Maruti Suzuki sales trend. We had visited

    different dealers of Maruti Suzuki in pune and asked some question and based on that we are

    tying to analyze the data and sales trend of Maruti Suzuki. We had also collected somesecondary data of different study done on Maruti Suzuki and based on that we are trying to

    present the sales trend analysis of Maruti Suzuki.

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    OBJECTIVES

    The main objective of the study is to recognize the sales trend and segmentation of Maruti

    Suzuki .

    Special challenges that must be identified and addressed:

    To know the segmentation and sales trend of Maruti Suzuki.

    Along with this we are trying to assess companys performance compared with that of the

    competition..

    To know the way Maruti has segmented its cars

    To know the areas in which the dealers satisfy their customer and the areas that they do not satisfy.

    To come out with the conclusion and recommendations based on the analysis and interpretation.

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    METHODOLOGY

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    METHODOLOGY

    In our market research process we had followed different steps of marketing research, such

    as :-

    There are six steps involve in effective marketing research process:

    Step 1:-

    Define the problem and research objectives It is extremely important to define the

    problem very clearly. The Objectives of the research have to be very clearly defined. No amount of

    Vagueness is acceptable here. More specifically defined the objectives would be to find out the

    kind of accounts being closed down and the objective would be stated as To study the reasons for

    closure of savings accounts in urban and metro areas.

    Step 2:-

    Develop the research plan The second stage of marketing research calls for developing the

    most efficient plan For gathering the needed information. The marketing manager needs to know

    the Cost of the research plan before approving it. Designing a research plan calls for Decisions on

    the data sources, research approaches, research instruments, Sampling plan, and contact methods.

    Data sources: - The researcher can gather secondary data, primary data, or both.

    Secondary data are data that were collected for another purpose and already exist

    somewhere. Primary data are data freshly gathered for a specific research Project.

    Research approaches: - Primary data can be collected in five main ways: through

    Observation, focus groups, surveys, behavioral data, and experiments.

    Research instruments:- Marketing researchers have a choice of three main

    research Instruments in collecting primary data:

    a) Questionnaires: - A questionnaire consists of questions presented to

    respondents for their answers. Because of its flexibility, the questionnaire

    is by far the most common Instrument used to collect primary data.

    Questions can be open-ended or closed-Ended.

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    b) Qualitative measures: - Some marketers prefer more qualitative methods

    for gauging consumer opinion because consumer actions do not always

    match their answers to survey questions. Qualitative research techniques

    are relatively unstructured measurement approaches that permit a range of

    possible responses, and they are a creative means of ascertaining consumer

    perceptions that may other-Wise be difficult to uncover.

    c) Mechanical devices: -Mechanical devices are occasionally used in

    marketing research .Mechanical devices like galvanometers measure the

    respondents interest or emotions aroused by exposure to a specific ad or

    picture.

    Sampling plan: - After deciding on the research approach and instruments,

    the marketing researcher must design a sampling plan. This calls for three

    decisions:

    a) Sampling unit: - Who is to be surveyed? The marketing researcher must

    define the target population that will be sampled.

    b) Sample size: - How many people should be surveyed? Large samples give

    more reliable results than small samples. However, it is not necessary to

    sample the entire target population or even a substantial portion to achieve

    reliable results

    c) Sampling procedure: - How should the respondents be chosen? To obtain

    a representative sample of the population should be drawn. Probability

    sampling allows the calculation of confidence limits for sampling error.

    Some marketing researchers feel that no probability samples are very

    useful in many circumstances, even though they do not allow sampling

    error to be measured.

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    Contact methods:- Once the sampling plan has been determined, the

    marketing researcher must decide how the subject should be contact:

    a) Mail questionnaire: - The mail questionnaire is the best way to reach

    people who would not give personal interviews or whose responses mightbe biased or distorted by the interviewers. Mail questionnaires require

    simple and clearly worded questions.

    b) Telephone interview: - Telephone interviewing is the best method for

    gathering information quickly; the interviewer is also able to clarify

    questions if respondents do not understand them. The response rate is

    typically higher than in the case of mailed questionnaires.

    c) Personal interview: - Personal interviewing is the most versatile method.

    The interviewer can ask more questions and record additional observations

    about the respondent, such as dress and body language. Personal

    interviewing takes two forms. In arranged interviews, respondents are

    contacted for an appointment, and often a small payment or incentive is

    offered. Intercept interviews involve stopping people at a shopping mall or

    busy street corner and requesting an interview.

    d) Online interviews: - There is increased use of online methods. There are

    so many ways to use the Net to do research. In this method, researcher can

    include a questionnaire on its Web site and offer a people to answer the

    questionnaire.

    Step 3:-Collect the information

    The data collection phase of marketing research is generally the most expensive and the most

    prone to error. In this case of surveys, four major problems arise. Some respondents will not be at

    home and must be contacted again or replaced. Other respondents will refuse to cooperate. Still

    others will give biased or dishonest answers. Finally, some interviewers will be biased or

    dishonest. Getting the right respondents is critical. It is important to recognize that not everyone in

    the sample population will be online.

    Step 4:-Analyze the information

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    The next-to-last step in the process is to extract findings from the collected data. The researcher

    tabulates the data and develops frequency distributions. Averages and measures of dispersion are

    computed for the major variables. The researcher will also apply some advanced statistical

    techniques and decision models in the hope of discovering additional findings.

    Step 5:-Present the findings

    As the last step in marketing research, the researcher presents his or her findings to the relevant

    parties. The researcher should not overwhelm management with lots of numbers and fancy

    statistical techniques, but rather should present major findings that are pertinent to the major

    marketing decisions facing management.

    Step 6:-make the decision

    The managers who commissioned the research need to weigh the evidence. If their confidence in

    the findings is low, they may decide against introducing the in-flight internet service. If they are

    predisposed to launching the service, the findings support their inclination. They may even decide

    to study the issues further and do more research. The decision is theirs, but hopefully the research

    provided them with insight into the problem.

    Along with this there may be 3 type of research methodology these are :-

    They are

    Exploratory ResearchDescriptive ResearchCasual Research

    Our research is based on the exploratory research.

    Exploratory Research

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    the objective of this research is to gather preliminary information that will help us todefine the problem and to suggest any hypothesis.

    Which means first we have to define the problem and research objective . then we have todevelop the research plan for collecting information. Now after collection data we have to

    interpret those data for any suggestion,

    COMAPANY

    PROFILE

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    Maruti Suzuki - at a glance

    Maruti Suzuki India Limited is a

    publicly listedautomakerin India. It is a

    leading four-wheeler automobile

    manufacturer in South Asia. Suzuki

    Motor Corporation of Japan holds a

    majority stake in the company. It was the

    first company in India to mass-produce

    and sell more than a million cars. It is

    largely credited for having brought in an

    automobile revolution to India. It is the

    market leader in India. On 17 September

    2007, Maruti Udyog was renamed to

    Maruti Suzuki India Limited. The

    company's headquarters remain in Gurgaon, nearDelhi.

    Profile

    Maruti Suzuki India Ltd

    Type Public (BSE MARUTI, NSE MARUTI)

    Founded 1981[1]

    Headquarters Gurgaon, Haryana, India

    Key people R C Bhargav , Chairman

    Shinzo Nakanishi, Managing Director

    Industry Automotive

    Products Cars

    Revenue US$2.5 billion (2005)

    Employees 6,903[2]

    Parent Suzuki

    Website www.marutisuzuki.com

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    Maruti Suzuki is one of India's leading automobile manufacturers and the market leader in

    the car segment, both in terms of volume of vehicles sold and revenue earned. Until recently,

    18.28% of the company was owned by the Indian government, and 54.2% by Suzuki ofJapan. The

    Indian government held an initial public offering of 25% of the company in June 2003. As ofMay

    10, 2007, Govt. of India sold its complete share to Indian financial institutions. With this, Govt. of

    India no longer has stake in Maruti Udyog.

    Maruti Udyog Limited (MUL) was established in February 1981, though the actual

    production commenced in 1983. Through 2004, Maruti has produced over 5 Million vehicles.

    Marutis are sold in India and various several other countries, depending upon export orders. Cars

    similar to Marutis (but not manufactured by Maruti Udyog) are sold by Suzuki in Pakistan and

    otherSouth Asian countries.

    The company annually exports more than 30,000 cars and has an extremely large domestic

    market in India selling over 500,000 cars annually. Maruti 800, till 2004, was the India's largest

    selling compact car ever since it was launched in 1983. More than a million units of this car have

    been sold worldwide so far. Currently, Maruti Alto tops the sales charts.

    Due to the large number of Maruti 800s sold in the Indian market, the term "Maruti" is

    commonly used to refer to this compact car model. Till recently the term "Maruti", in popular

    Indian culture, was associated to the Maruti 800 model.

    Maruti Suzuki India Limited, a subsidiary of Suzuki Motor Corporation of Japan, has been

    the leader of the Indian car market for over two decades.

    Its manufacturing facilities are located at two facilities Gurgaon and Manesar south of

    New Delhi. Marutis Gurgaon facility has an installed capacity of 350,000 units per annum. The

    Manesar facilities, launched in February 2007 comprise a vehicle assembly plant with a capacity

    of 100,000 units per year and a Diesel Engine plant with an annual capacity of 100,000 engines

    and transmissions.

    Manesar and Gurgaon facilities have a combined capability to produce over 700,000 units

    annually. More than half the cars sold in India are Maruti cars. The company is a subsidiary of

    Suzuki Motor Corporation, Japan, which owns 54.2 per cent of Maruti. The rest is owned by the

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    public and financial institutions. It is listed on the Bombay Stock Exchange and National Stock

    Exchange in India.

    During 2007-08, Maruti Suzuki sold 764,842 cars, of which 53,024 were exported. In all,

    over six million Maruti cars are on Indian roads since the first car was rolled out on December 14,

    1983.

    Maruti Suzuki offers 10 models, ranging from the peoples car, Maruti 800, for less than

    Rs 200,000 ($ 5000) ex-showroom to the premium sedan SX 4 and luxury SUV, Grand Vitara.

    Suzuki Motor Corporation, the parent company, is a global leader in mini and compact cars

    for three decades. Suzukis technical superiority lies in its ability to pack power and performance

    into a compact, lightweight engine that is clean and fuel efficient.

    Maruti is clearly an employer of choice for automotive engineers and young managers

    from across the country. Nearly 75,000 people are employed directly by Maruti and its partners.

    The company vouches for customer satisfaction. For its sincere efforts it has been rated (by

    customers)first in customer satisfaction among all car makers in India for seven years in a row in

    annual survey by J D Power Asia Pacific.

    Maruti Suzuki was born as a government company, with Suzuki as a minor partner, to

    make a peoples car for middle class India. Over the years, the product range has widened,

    ownership has changed hands and the customer has evolved. What remains unchanged, then and

    now, is Marutis mission to motorize India.

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    SERVICES OFFERED

    The following products are offered by Maruti Suzuki:-

    1. Maruti 800: Launched 1983. Largest selling car in India, until 2004. Cheapest car in India.

    3 Face-Lifts.(P)

    2. Maruti Omni: Launched 1984. 2 Face-Lifts.(P)

    3. Maruti Gypsy: Launched 1985.(P)

    4. Maruti Wagon-R:Launched 1999, 2 Face-Lifts.(P)

    5. Maruti Alto: Launched 2000. Currently the largest selling car in India. 1 Face-Lift.

    ({{Tooltip|P|Petrol

    6. Maruti Versa(2003-) (P)

    7. Maruti Zen Estilo(2005-) (P)

    8. Maruti Suzuki Swift 1 very small face-lift(2006- ) (P & D)

    9. Maruti Suzuki SX4 (May 2007- ) (P & D)

    10. Maruti Grand Vitara Sports Utility Vehicle Launched in (July 2007- ). Imported(P)

    11. Maruti DZiRE Sedan Version of swift launched in (March 2008- ) (P)

    Upcoming models in 2008

    1. Suzuki Splash

    2. Suzuki A-Star

    Future Maruti Suzuki Plans

    1. Maruti Omni Face-Lift in 2009

    2. New Mini-SUV in 2010 Likely to be a four-door Jimny.

    3. New Luxury Sedan in 2010 Likely to be a production version of the Kizashi.

    4. New Swift in 2011

    5. New Alto

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    (Price wise product segmentation by Maruti Suzuki)

    GENERAL DISCRIPTION OF MODELS

    MARUTI 800:-

    Maruti 800 is a city carmanufactured byMaruti Udyog in

    India .It used to be the largest selling car in India until the

    Maruti Alto recently took that title. It is also exported to a

    number of countries in southeastern Asia including Bangladesh

    and Sri Lanka, and to some South American markets (as Chile,

    sold as Suzuki Maruti), and was available in selected European markets between 1988 and 1992,

    sold as the Suzuki Maruti. In Morocco it is currently sold as Suzuki Maruti (as of March 2008).

    The car comes in different versions including one with air conditioning and one without. It was

    launched in December 1984 with almost 100% imported components.

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    http://en.wikipedia.org/wiki/City_carhttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Maruti_Altohttp://en.wikipedia.org/wiki/Southeast_Asiahttp://en.wikipedia.org/wiki/Bangladeshhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/South_Americahttp://en.wikipedia.org/wiki/Chilehttp://en.wikipedia.org/wiki/Europehttp://en.wikipedia.org/wiki/City_carhttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Maruti_Altohttp://en.wikipedia.org/wiki/Southeast_Asiahttp://en.wikipedia.org/wiki/Bangladeshhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/South_Americahttp://en.wikipedia.org/wiki/Chilehttp://en.wikipedia.org/wiki/Europe
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    MARUTI OMNI :

    The Maruti Omni is a microvan manufactured by Indian automakerMaruti

    Udyog Limited. The first version of Maruti Omni had the same 796 cc engine

    as the Maruti 800 city car. This was the second vehicle to be launched by

    Maruti, one year after the 800, in 1984. Later version of the Omni includes

    the

    Omni (E), released in 1996, 796 cc engine, 8 seater capacity vehicle

    Omni XL - 1999, same engine, modified with a higher roof.

    Omni Cargo LPG - 2004, created to answer the growing popularity of this car being

    used as an inter-city cargo vehicle.

    Omni LPG - 2003, same 796 cc engine, added with a factory fitted LPG Kit, authorised by the

    Indian RTOs (Regional Transport Offices). This makes it the most economic 4 wheeler in India, as

    far as the driving costs are concerned

    MARUTI GYPSY

    The Maruti Gypsy is a four wheel drive SUV based on the Suzuki SJlong wheel base.Produced in India, it is also a common sight in Chile

    and Kenya. Within Europe, it is most often found in Malta and

    Hungary. In contrast to the Suzuki, the Maruti is available with 4 seats

    and a sizeable trunk. The Maruti Gypsy is available as a "soft top", "hard top " and as an

    "ambulance car". In India, it is widely used by the police and defense forces. In civilian use, the

    Gypsy is a popular choice as a low-cost SUV and is a common sight at rally events.

    MARUTI WAGON-R

    The Maruti Wagon-Ris a made for India version ofSuzuki

    Wagon R. The Wagon-R was born out of Japanese kei-jido-sha

    restrictions which dictated a limited length and engine size. This

    boxy, tall-boy design has now completed five years of presence on Indian roads. Now the car has

    found a market for itself, especially among young Indian urban professionals who don't mind its

    20

    http://en.wikipedia.org/wiki/Microvanhttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Maruti_800http://en.wikipedia.org/wiki/City_carhttp://en.wikipedia.org/wiki/LPGhttp://en.wikipedia.org/wiki/Marutihttp://en.wikipedia.org/wiki/Four_wheel_drivehttp://en.wikipedia.org/wiki/SUVhttp://en.wikipedia.org/wiki/Suzuki_SJhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Chilehttp://en.wikipedia.org/wiki/Kenyahttp://en.wikipedia.org/wiki/Maltahttp://en.wikipedia.org/wiki/Hungaryhttp://en.wikipedia.org/wiki/Suzukihttp://en.wikipedia.org/wiki/Marutihttp://en.wikipedia.org/wiki/Ambulancehttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Suzuki_Wagon_Rhttp://en.wikipedia.org/wiki/Suzuki_Wagon_Rhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Microvanhttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Maruti_800http://en.wikipedia.org/wiki/City_carhttp://en.wikipedia.org/wiki/LPGhttp://en.wikipedia.org/wiki/Marutihttp://en.wikipedia.org/wiki/Four_wheel_drivehttp://en.wikipedia.org/wiki/SUVhttp://en.wikipedia.org/wiki/Suzuki_SJhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Chilehttp://en.wikipedia.org/wiki/Kenyahttp://en.wikipedia.org/wiki/Maltahttp://en.wikipedia.org/wiki/Hungaryhttp://en.wikipedia.org/wiki/Suzukihttp://en.wikipedia.org/wiki/Marutihttp://en.wikipedia.org/wiki/Ambulancehttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Suzuki_Wagon_Rhttp://en.wikipedia.org/wiki/Suzuki_Wagon_Rhttp://en.wikipedia.org/wiki/India
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    boxy slab-sided looks, but value its Maruti lineage. The car is currently among India's top five

    best-selling cars.

    MARUTI ALTO

    The Maruti Alto is a city carmanufactured by Maruti

    Udyog in India. It is the best-selling car in India.It is India's

    largest selling car and has recently crossed the 1 million

    production figure.It is exported to a number of countries

    including Bangladesh and Sri Lanka, and to Chile. Alto has

    crossed the 150,000 export target. The popularity of the Alto has increased over the past few years,

    mainly due to the reduction in prices. This reduction in prices has mainly come in due to the

    reduction in excise duty over time. It has now become the first choice of young car buyers

    intending to upgrade from a 2 wheeler. Some of its appeal is from stylish looks, attractive features,

    and impressive fuel economy at very affordable prices compared to the other cars in the Indian

    market.

    MARUTI VERSA

    The Maruti Versa is a micro vanproduced by Maruti

    Udyog Limited and sold in India since October 2001. The

    Versa is a clone of the now discontinued Suzuki Carry. It is

    the second van released by Maruti Udyog since the Maruti

    Omni was released in 1984. There are two basic versions of

    this car in production; the two 8-seaterDX/DX2 versions,

    and the 5-seaterSTD version. The DX2 version of the Versa is equipped with twin air conditioners

    for front and rear.

    MARUTI SUZUKI SW IFT

    21

    http://en.wikipedia.org/wiki/City_carhttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Bangladeshhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/Chilehttp://en.wikipedia.org/wiki/Microvanhttp://en.wikipedia.org/wiki/Maruti_Udyog_Limitedhttp://en.wikipedia.org/wiki/Maruti_Udyog_Limitedhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Suzuki_Carryhttp://en.wikipedia.org/wiki/Maruti_Omnihttp://en.wikipedia.org/wiki/Maruti_Omnihttp://en.wikipedia.org/wiki/City_carhttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Bangladeshhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/Chilehttp://en.wikipedia.org/wiki/Microvanhttp://en.wikipedia.org/wiki/Maruti_Udyog_Limitedhttp://en.wikipedia.org/wiki/Maruti_Udyog_Limitedhttp://en.wikipedia.org/wiki/Maruti_Udyog_Limitedhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Suzuki_Carryhttp://en.wikipedia.org/wiki/Maruti_Omnihttp://en.wikipedia.org/wiki/Maruti_Omnihttp://en.wikipedia.org/wiki/Maruti_Omni
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    The MARUTI Suzuki Swift is name plate marketed by Suzuki carried by vehicles of three distinct

    derivations:

    Generations I, II, III: a super mini that

    began as an export nameplate of the

    Japanese domestic market of suzuki .

    Generation IV: the current JDM, Europe

    and Oceana generation, a significant departure from the previous models, marketed solely

    under the nameplate "Swift". (this article)

    Canadian Swift+: the current Canada-only generation marketed under the Suzuki swift.

    Currently this varient is hot seller in India in the mini car segment.

    MARUTI SUZUKI SX4

    In an attempt to strengthen its position in the of Sedan cars

    market, Maruti Udyog Ltd. has launched its premium

    model bearing name SX4. After Maruti Suzuki Swift, SX4

    is the second international model being launched in India.

    Suzuki SX4, is an A3 segment sedan car, with a perfect

    combination of style, performance, safety and comfort.

    There are two versions of Suzuki SX4: Vxi and Zxi that

    gets power from latest and efficient 1.6-litre M-Series engine delivering impressive 102 BHP of

    power. Having the price tag of between Rs. 6-6.5 Lacs, Maruti Suzuki SX4 will provide tough

    competition to its rivalry models like Ford Fiesta, Hyundai Verna, Honda City, and Indigo XL.

    MARUTI SUZUKI DZIRE

    22

    http://en.wikipedia.org/wiki/Superminihttp://en.wikipedia.org/wiki/Japanese_domestic_markethttp://www.surfindia.com/automobile/maruti-udyog-ltd.htmlhttp://en.wikipedia.org/wiki/Superminihttp://en.wikipedia.org/wiki/Japanese_domestic_markethttp://www.surfindia.com/automobile/maruti-udyog-ltd.html
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    Maruti Swift Dzire is the new entry level sedan

    from Indian automaker Maruti Suzuki. Launched

    on March 26 2008, Maruti DZiRE is based on

    the popular Maruti Swift platform. The DZire

    replaces Maruti Suzukis popular entry level

    sedan, Maruti Suzuki Esteem, production of

    which was discontinued in late 2007. Maruti

    Suzuki has introduced DZire only in the Indian market. The car is pitted against the other entry

    level sedans in the Indian market, such as the Mahindra Renault Logan and the Tata Indigo.

    MARUTI SUZUKI ESTEEM

    Sophisticated big structured Maruti Suzuki

    esteem is one of the old car of the Maruti Udyog

    group. To run this huge car its engine is made of

    lightweight all-aluminum. This contemporary

    engine has capacity of 65 bhp at 6000 rpm .

    According to *Mileage (Auto India , Nov 2005),

    Esteem holds the topmost position on mileage among the other category of cars including the

    small cars. The Esteem was introduced in the global market in 1995 as Suzuki's first attempt in the

    compact segment, at the time dominated by European cars such as the Volkswagen Bora/Jetta and

    Opel Astra, and Japanese models such as theNissan Sunny/Sentra and Toyota Corolla. As aNorth

    American replacement for the Suzuki Swift sedan (the 3-door hatchback remained after it was

    redesigned in 1995), it was built on a slightly stretched Suzuki Cultus platform for improved cabin

    room, but otherwise sharing most of internal components with the smaller model and marketed

    as a distinct model

    MARUTI SUZUKI BALENO

    The Baleno has the looks and feel of a winner. This was Maruti Udyog's first D-segment car

    launched in India to compete with the Mitsubishi Lancer and the Honda City. This is also Suzuki's

    biggest passenger car and in Japan and other markets. The Baleno is called the Cultus in Japan.

    Suzuki restyled the Baleno in 1999. The car was given a new front end, with a rounder grille and

    new headlights, and the engine lineup was expanded.

    23

    http://en.wikipedia.org/wiki/March_26http://en.wikipedia.org/wiki/Suzuki_Esteemhttp://en.wikipedia.org/wiki/Volkswagen_Jettahttp://en.wikipedia.org/wiki/Opel_Astrahttp://en.wikipedia.org/wiki/Nissan_Sunnyhttp://en.wikipedia.org/wiki/Toyota_Corollahttp://en.wikipedia.org/wiki/North_Americahttp://en.wikipedia.org/wiki/North_Americahttp://en.wikipedia.org/wiki/Suzuki_Cultushttp://en.wikipedia.org/wiki/Suzuki_Cultushttp://en.wikipedia.org/wiki/March_26http://en.wikipedia.org/wiki/Suzuki_Esteemhttp://en.wikipedia.org/wiki/Volkswagen_Jettahttp://en.wikipedia.org/wiki/Opel_Astrahttp://en.wikipedia.org/wiki/Nissan_Sunnyhttp://en.wikipedia.org/wiki/Toyota_Corollahttp://en.wikipedia.org/wiki/North_Americahttp://en.wikipedia.org/wiki/North_Americahttp://en.wikipedia.org/wiki/Suzuki_Cultushttp://en.wikipedia.org/wiki/Suzuki_Cultus
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    MARUTI SUZUKI GRAND VITARA

    The Suzuki Grand Vitara is a compact SUV, namely a long-wheelbase version of the Vitara,

    produced by the Japanese automakerSuzuki since 1999. It was face lifted in 2002 and 2004, and

    redesigned in 2006. A rebadged version was sold in North America by General Motors as the

    Chevrolet Tracker. The Tracker is sold in Latin America, but Mexico, as Chevrolet Grand Vitara.

    In Mexico, Grand Vitara and Tracker are different vehicles, sold by Suzuki and Chevrolet

    respectively The 2006 model has had a structural redesign with a new ladder-boxed chassis

    integrated into a unibody construction. In India, it is sold as a Maruti.

    MARUTI SUZUKI ZEN-ESTILO

    Estilo has got Wagon R's engine and chassis and Suzuki

    MR Wagon's shape. Whatever remains is taken from Zen,

    well does anything remain actually? This is the mixture of

    zen and wagon -R . 'Zen Estilo'. In essence its stylish

    Wagon R, Japan's MR Wagon, combination of the two or

    anything but Zen. It seems Maruti wants to exploit Zen

    brand-image hence named this car after Zen. With this model MSL has given its B segment a new

    variant by which it may compete with the models of other company.

    24

    http://en.wikipedia.org/wiki/Compact_SUVhttp://en.wikipedia.org/wiki/Wheelbasehttp://en.wikipedia.org/wiki/Suzuki_Vitarahttp://en.wikipedia.org/wiki/Japanhttp://en.wikipedia.org/wiki/Suzukihttp://en.wikipedia.org/wiki/Unibodyhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Maruti_Udyoghttp://en.wikipedia.org/wiki/Compact_SUVhttp://en.wikipedia.org/wiki/Wheelbasehttp://en.wikipedia.org/wiki/Suzuki_Vitarahttp://en.wikipedia.org/wiki/Japanhttp://en.wikipedia.org/wiki/Suzukihttp://en.wikipedia.org/wiki/Unibodyhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Maruti_Udyog
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    SEGMENTATION

    25

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    CAR MARKET CLASSIFICATION

    It is necessary to understand the Indian car market classification and the

    segments in which MUL operates.

    There are two principal systems of classification in the Indian passenger carindustry:

    A. Price Based Classification

    Price based classification is the widely accepted classification basis in the

    Indian passenger car industry.

    The different price segments used by Maruti were as follows:

    1. Segment A cars priced lower than Rs. 300,000

    2. Segment B cars priced between Rs. 300,000 and Rs. 500,000

    3. Segment C cars priced between Rs. 500,000 and Rs. 1,000,000

    4. Segment D cars priced between Rs. 1,000,000 and Rs. 2,500,000

    5. Segment E cars priced above Rs. 2,500,000

    B. Length & weight Based Classification:

    In April 2002, SIAM introduced a new segmentation of cars on the basis of the

    length of the cars, in order to establish a uniform industry standard. The new

    segmentation of passenger vehicles is as follows:

    1. Passenger cars

    Segment A1 (Mini) cars having a length up to 3,400mm

    Segment A2 (Compact) cars having a length of 3,401- 4,000mm

    Segment A3 (Mid-size) cars having a length of 4,001- 4,500mm

    Segment A4 (Executive) cars having a length of 4,501- 4,700mm

    Segment A5 (Premium) cars having a length of 4,701- 5,000mm

    Segment A6 (Luxury) cars having a length of more than 5,000mm

    3. Utility vehicles

    Weight up to 3.5 tonnesa) Seating capacity not exceeding 7 (including driver)b) Seating capacity between 7 and 9 (including driver) Weight up to 5 tonnesa) Seating capacity not exceeding 13 (including driver) Multi-purpose vehicles (Weight up to 3.5 tonnes).

    26

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    Marutis Offering and Competitors in Different Segments:

    Manufacturer Name of the

    Model

    Segment as per

    length-basedclassification

    Segment as per

    price-basedclassification

    1. DaimlerChryslerIndia Pvt.Ltd.

    C ClassA6: Luxury

    A4:Executive

    E `

    E 250 A5: Premium E

    S Class S Class E

    2. Fiat IndiaAutomobilesPvt. Ltd.

    Fiat Palio A2: Compact B

    Fiat Siena A3: Mid-size C

    Fiat Uno A2: Compact BPalioAdventure

    A3: Mid-size C

    3. Ford IndiaLtd.

    Escort A3: Mid-size CIkon A3: Mid-size CMondeo A5: Premium D

    4. General

    Motors IndiaLtd.

    Opel Astra A3: Mid-size C

    Opel Corsa A3: Mid-size COpel Swing A3: Mid-size C

    5. HindustanMotors

    Ambassador A3: Mid-size BContessa A4:

    ExecutiveC

    Lancer A3: Mid-size C6. Honda SIEL

    Cars IndiaLtd.

    Accord A5: Premium DCity A3: Mid-size C

    7. HyundaiMotor

    CompanyLtd.

    Accent A3: Mid-size C

    Santro A2: Compact B

    Sonata A5: Premium D

    8.

    MarutiUdyog Ltd.

    Maruti 1000 A3: Mid-size CMaruti 800 A1: Mini AMaruti Swift A2 : Mid sizeAlto A2: Compact BBaleno A3: Mid-size C

    27

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    Esteem A3: Mid-size CWagonR A2: Compact B

    Zen A2: Compact B

    Versa Utilityvehicles

    C

    Omni Utilityvehicles

    A

    9. PAL-PeugeotLtd.

    118NE A3: Mid-size B

    10. TataEngineering&

    LocomotiveCompanyLtd

    Indica A2: Compact B

    SECTOR OUTLOOK

    Between fiscal 2002 and fiscal 2007, the entire Indian passenger car

    market had a growth of approximately 9.5%, largely as a result of increasing

    demand for segment B cars .

    Segment A

    This is the entry-level and the most price sensitive segment. Maruti is

    the sole manufacturer in this segment since fiscal 2000. Models like Maruti

    800 are the ruler in this segment anybody who is economic wants to buy this

    model so during the period of 2000-05 this was the hot selling product from

    Maruti.

    Segment B

    This segment is shining with a growth of approximately 57.6% of the

    Indian passenger car market. Due to the present low per capita income in

    India, the price and cost of ownership of cars are significant factors that affect

    28

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    demand for cars in this segment. Alto, Zen , Swift, Wagon-R , Gypsy etc are

    the models that anyone can find them in any corner of this country. This

    segment comprise of 69% from the whole sale of Maruti Suzuki. This segment

    is always focused by Maruti and it is still improving this segment.

    Segment C, D, and E

    There are 11 manufacturers with approximately 20 models in these

    segments. These segments typically have low sales volumes; therefore, high

    growth rates of 11%, 19% and 35%, respectively . But in this segment Maruti

    has lesser number of product . SX4 , Dzire and Grand Vitara is the few models

    in this segment. New model launches, growth in per capita income levels, high

    aspirations and status associated with larger cars, are the key factors

    affecting demand for cars in these segments. Maruti has to improve this

    segment to fight with others.

    THE PRE-OWNED CAR MARKET

    The size of the pre-owned car market in India has been estimated to be more

    then the size of the new car market. The A and B segments account for

    between 70 and 80% of the total sales volumes in the pre-owned passenger

    car market in India. The proportion of pre-owned cars from segment B is

    increasing and is expected to form the largest portion of the pre owned

    passenger car market. Mid-size and large cars are less popular in the pre-

    owned passenger car market. Here also Maruti Suzuki started its own market

    known as TRUE VALUE. Here the company sell all kind of cars without altering

    their specification,

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    COMPARATIVE STUDY OF MODELS OF MARUTI AND ITS COMPITATORS IN

    DIFFERENT SEGMENTS

    MARUTI TATA HYUNDAI HONDA GM TOYOTA FORD SKODA

    A M-800

    OMNI

    INDIC

    A ------------- -----------

    SPARK

    ------------ ----------------- -----------

    B GYPSI

    ZENWAGON

    ALTO

    SWIFT

    INDIG

    O

    SANTRO

    GETZ ------------

    AVEO-UAV

    -------------

    IKON

    ------------

    C SX4

    DZIRE

    SAFA

    RI

    SOMO

    ACCENT

    VERNA

    CITY AVEO

    OPTRA

    TRAVERA

    INNOVA

    COROLLA

    FIESTA

    FUSION

    FABIA

    D VITRA -------- CIVIC

    CRV

    CAPTIVE CAMRY

    ALTIS

    ENDEAVOUR OCTAVIA

    E

    ---------- ---------

    SONATA

    TUCSON

    ACCORD PRADO LAURA

    SUPERB

    This table shows that the Maruti Suzuki has larger number of variety in the segment A&B

    so the sales must be good in this segments. But it is lacking behind its competitors in segment

    C,D & E

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    DATA ANALYSIS

    31

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    DATA COLLECTION

    For the data collection regarding our project we are using questionnaire method. We had pre

    pared a set of question which are being asked from different dealers present in pune. And

    according to there answer we are tiring to analyze the segmentation and sales trend of Maruti

    Suzuki.

    For the data we visited the following dealers of Maruti Suzuki in pune city and based on

    their view and talk we try to interpret on our own. So the primary data is collected in the form

    of questionnaire and their data analysis and interpretation is given afterward.

    DELEARS OF MARUTI SUZUKI

    NAME OF THE DEALER ADDRESS

    SAI SERVICE STATION LTD FUGEWADI,BOMBAY-PUNE ROAD

    SAI SERVICE STATION LTD DECCAN GYMKHANA

    WONDER CARS (P) LTD. MIDC AREA,CHINCHWAD

    THE KOTHARI WHEELS MIRA-BHAYNADER ROAD,

    NEAR ZENSAR ,

    MY CAR (PUNE) PVT LTD NEAR WAKAD POLICE CHOWKY,

    MILLENNIUM MOBILITY PVT. LTD. SHIVAJINAGAR,

    JAY-VIJAY MOTORS PVT. LTD. 110/7-8, SHIVAJINAGAR,CHOWGULE INDUSTRIES PVT LTD OFF PUNE SATARA ROAD,PUNE ,

    32

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    From how many years you are selling Maruti Suzuki cars.

    DATA TABLE33

    65%

    30%

    5%

    0%

    10%

    20%

    30%

    40%

    50%

    60%

    70%

    NSE

    More than 2 years More then 5 years

    More than 10 years

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    NO OF YEARS % of Response.

    More than 2 years 65

    More than 5 years 30More than 10 years 5

    DATA ANALYSIS

    From the above table it is clear that the most of dealers i.e 65% of them are having more than 2

    years experience , 30 % of them are having more than 5 years experience and only 5 % have

    more than 10 years of experience with them.

    DATA INTERPRETATION:

    So the above query clears that all the dealers are experienced enough to understand the trend of

    sales and segmentation of Maruti Suzuki . And they can also add valuable suggestion to us for

    the recommendation part.

    Which segments of cars you are selling more?

    34

    12

    69

    13

    51

    0

    10

    2030

    40

    50

    60

    70

    % OF SALES

    SEGMENTS

    SALES IN DIFFERENT SEGMENTS

    A B C D E

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    DATA TABLE

    DIFFERENT SEGMENTS % OF SALES

    A 1235

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    B 69

    C 13

    D 5

    E 1

    DATA ANALYSIS

    From the table we can conclude that % of sale of Segment is 12, segment B is 69, segment C

    is 13 , Segment D is 5 and segment E is only 1 %.

    DATA INTERPRETATION

    Here we see that Maruti Suzuki is market leader in B-segment car , So the models Like

    Wagon R, Alto, Zen Estilo, Swift are the hot selling product of It. However, it is lacking

    in the segments like D and E. Cars like Dzire , SX4 and Grand Vitara should be

    improved in accordance with the customers need.

    Is customer is price sensitive?

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    DATA TABLE

    PRICE SENSITIVITY % OF RESPONSE

    YES 62

    NO 38

    37

    PRICE SENSITIVENESS

    62%

    38%

    YES NO

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    DATA ANALYSIS

    The above data table shows that 62% of customers are price sensitive and rest 38%are not price sensitive.

    DATA INTERPRITATION:-

    We can conclude that most of Marutis customer is price sensitive. They buy its cars

    care fully in accordance of their budget. And they also like some discount or festive offers.

    But the rest people are not price sensitive. They buy the models like SX4, Dzire and grand

    Vitara , they buy according their choice and specification.

    What is competitive advantage of Maruti Suzuki over other cars

    companies.

    38

    38

    22

    35

    5

    0

    10

    20

    30

    40

    % OF

    LOYALITY

    FEATURES

    COMPITATIVE ADVENTAGE

    price quality service others

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    DATA TABLE

    FEATURES % OF LOYALITY

    PRICE 38

    QUALITY 22

    SERVICE 35

    OTHERS 05

    39

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    DATA ANALYSIS

    The above table shows that according to the dealers the 38 % of customers are buying the Maruti

    Suzuki product for its price, 22 % buy them due to their quality. 35% think that after sale

    service is beautifully provided by Maruti . And 5% people buy them due to other reasons like

    style , look etc.

    DATA INTERPRETATION:

    We can conclude that most of the people think that Maruti Suzuki pricing are economical so they

    are loyal to his brand. While other people give emphasis to the after sale service . Quality and

    other features are also a trait for the buyers.

    Which version of the models are mostly demanded by the customer

    40

    36

    45

    19

    0 10 20 30 40 50

    % of demand

    version

    Version which customer want

    petrol disel LPG

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    DATA TABLES

    VERSION % OF DEMAND

    PETROL 36

    DISEL 45

    LPG 19

    DATA ANALYSIS

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    From the above table we can conclude that according to the dealers 45 % of the customer ask for

    the diesel variants while 36 support the petrol variants and 19 % wants the LPG variants of

    different models.

    DATA INTERPRETATION

    The demand for the diesel variant is more for most of the models but the firm has limited number

    of the models having diesel variants. The customers are also looking for the gas models which

    will suitable for LPG and CNG. So the firm should think for the diesel and gas variants.

    What is its sales position of Maruti Suzuki?

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    Sales Positions

    65%

    32%

    3%

    going up going down remnins constant

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    DATA TABLE

    SALES POSITIONS % OF RESPONSE

    GOING UP65

    GOING DOWN32

    REMAINS CONSTANT3

    DATA ANALYSIS

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    The above table shows that 65% of the dealers told that Maruti Suzukis sales position is going up

    while 32% of the dealers said that it is going down and 3% of dealers said that the sales position is

    remaining the same.

    DATA INTERPRITATIONS

    Here we can conclude that the sales position of Maruti Suzuki is going up and up . So Maruti

    Suzuki should always maintain this. But the reason why it is lacking behind than its competitors

    should be corrected. In this way MSL can maintain its growth rate.

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    SALES TREND

    SALES TREND STUDY OF MARUTI SUZUKI

    Since inception, Maruti Suzuki has produced and sold over 7 million vehicles including

    500,000 units in exports markets. The company sold a record 764,842 vehicles in 2007-08

    including 53,024 units of exports.

    Maruti's revenue has grown consistently over the years. In 2006-07, it recorded turnover of

    INR 145,922 million which rose to INR 178,603 million in 2007-08, displaying a growth of over

    20% vis--vis the previous year. At the end of fiscal 2007-08, it had a market share of over 50% of

    the Indian passenger car market.

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    (CHART SHOWING SALES AND PROFIT OF MARUTI SUZUKI)

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    (GRAPH SHOWING THE OVER ALL MARKET SHARE OF MARUTI SUZUKI )

    Marut i Suzuki i s mar inat ing i t s reputat ion among the cus tomer s ince i t

    come to India. I f we analyze the total market share of Marut i Suzuki then we

    will come to know that i t captures 51.4% of passenger segment while the total

    share of this segment is 78% , i t captures 89% of mult i purpose vehicle while

    the total share for this segment in Indian market is 6% , I t also capture 1.6% of

    utility vehicles from the tota l of 16% for this segment.

    Hence Maruti Suzuki is capturing a over all share of 46% of car market in

    India.

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    OVERALL PERFORMANCE OF MARUTI SUZUKI IN 2007-08

    (Fig. showing overall performance of Maruti Suzuki)

    The f igure shows that in the year 2007 -08 Maruti has sold around 711,818 cars

    and exported 53 ,024 numbers of cars . I t a lso gains a total income of INR

    188,238 Mn maintains a profit of INR 17,308 Mn.

    Marut i Suzuki s l arge sales outl et s (600 in 393 towns) with a l arger

    number of employees (7090) are responsible for Maruti Suzukis success.

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    SALES STRATEGY OF MARUTI SUZUKI

    Marutis marketing objective is to continually offer the customer new products and services that:

    reduce the customers cost of ownership of cars; and

    Anticipate and address the customers needs and preferences in all aspects and stages of

    car ownership, to provide what Maruti Suzuki refer to as the 360 degree customer

    experience.

    Maruti Suzuki has been aggressively cutting prices of its models since the beginning of the year. It

    began the year by slashing the price of Esteem's diesel version followed by a by the reduction on

    the premium segment Baleno. Then the mid sized Versa's price was slashed, Alto's price tag was

    then pruned putting its base variant at par with the AC version of M800.

    The rationale behind the price cuts is the focus on offering new upgraded vehicles at a low price.

    Warranty and Extended Warranty Program

    Maruti Suzuki offers a two-year warranty on all the vehicles at the time of sale. The dealers

    are required to address any claim made by a customer, in accordance with practices and procedures

    prescribed by Maruti Suzuki, under the provisions of the warranty in force at that time. The dealerssubsequently claim the warranty cost from Maruti Suzuki. Maruti Suzuki analyze warranty claims

    from dealers and either claim the cost from the vendors, in the case of defective components, or

    bear the cost ourselves, in the case of manufacturing defects.

    Maruti Suzuki also offers an extended paid-warranty program marketed under the brand,

    Forever Yours for the third and fourth year after purchase. The extended warranty program is

    intended to maintain the dealers contact with the customer and increase the revenue generated

    from sale of spares, accessories and automobile-related services. An effort is made during the

    period of the extended warranty to encourage the customer to exchange his existing Maruti car for

    a new Maruti car, or upgrade to a new Maruti car.

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    CONCLUSION

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    CONCLUSION FROM THE STUDY

    The research work was successfully identifying the different segmentation of Maruti

    Suzuki and also the sales trend. The conclusion can be drawn from this study may be:-

    Maruti Suzuki is Indias one of the leading auto mobile manufactures and also

    the leader of the market both in terms of volume and revenue generated.

    MSL (Maruti Suzuki Limited) has segmented the market in to A, B, C, D and

    Eon the basis of price and length and weight. Between fiscal year 2002 and

    2007 the market of automobile grew at rate of 9.5%.

    In segment A price always plays a vital role MSL was the sole manufacture till

    2000, Maruti 800 was the hot seller till 2005.

    In segment B growth of automobile was 57.6% where Maruti captures a share

    of 69%. Its products like alto and Zen are two role models with these segments.

    In C,D and E segment Maruti has number of competitors and has a less growth .

    In this segment also MSL lack of more models than other company.

    Taking the sale trend in to account MSL sold a record number of vehicle 7,

    14,842 in 2007-08 including 53,024 units of export. In 2007-08 it record a

    turnover of INR 145,922 million which rose to 178,603 million in 2007-08

    showing a growth of 20%.

    MSL has also captured 51.4% of passenger car segment while the total share of

    this segment is 78%. It also captures 89% of multi purpose vehicles. And 1.6

    % in sports utility vehicle segments. So in every segment Maruti Suzuki has

    shown its presence.

    Hence Maruti Suzuki Limited has captured over all share of 46% in the Indian

    car market.

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    RECOMONDATIONS

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    RECOMONDATIONS

    Initially Maruti was operating in the market which was a part of closed economy

    but with opening of market, the scenario has changed dramatically and at an

    international juncture where both challenges and opportunity are immense.

    With such immense growth Indian auto mobile sector attracts the global players,

    who want to make their name a house hold name in Indian auto mobile sectors.

    Hence Maruti has a tough competition from the companies like Hyundai, GM,

    Honda, Telco, ford etc.

    So Maruti should improve its segments like :-

    1. Segment B whose maximum market share is captured by Maruti Suzuki is

    facing a tough competition from players like Hyundai; it lunched its

    SANTRO Xing and I10 to give more excitement in this segment. So Maruti

    should improve this segment by lunching newer models with better

    facilities.

    2. Almost 18 years the 800 is on its last stage. So Maruti should think a

    replacement of this model or should improve this model, otherwise it will

    face a tough competition from the TATA NANO.

    3. Over the years MSL brand value had begun to erode as it is known as the

    market leader of small car segments but as the market is open now and the

    purchase power of people is increased MSL should look in the segments

    such as D and E. In this segment players like Honda, Toyota and Ford has

    more models than Maruti. So Maruti should lunch more vehicles in this

    segment.

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    4. A industry where the models are given numbers of features every year

    Maruti is still lacking of the features in its models such as Maruti Zen did

    not changed o from its date of lunch . So Maruti should renew its models.

    5. Maruti is still has problems in its mid size variants as the products like

    Esteem, Versa and Baleno is no more a favorite by the customers. So MSL

    should think to re lunch these products with higher features.

    6. Maruti is offering the diesel variant in a less numbers of models. As this

    variant is more demanded by the customer MSL should look into this

    matter. It should also offer the CNG enable models to take newer market

    share.

    7. By taking these recommendations MSL should improve its image and

    market share.

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    BIBLIOGRAPHY

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    BIBILIOGRAPHY

    TITLE

    Market Research

    Market Management

    AUTHORS

    Philip Kotler

    Leon G. Schiffman & Lesilazar Kanar

    Aditya Saxsena

    MAGAZINES

    Auto World

    Over Drive

    Business Today

    Auto India

    WEB SEARCH:

    www.marutisuzuki.co.in

    www.google.com

    www.wikipedia.com

    www.yahoosearch.com

    56

    http://www.marutisuzuki.co.in/http://www.google.com/http://www.wikipedia.com/http://www.yahoosearch.com/http://www.marutisuzuki.co.in/http://www.google.com/http://www.wikipedia.com/http://www.yahoosearch.com/
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    ANNEXURE

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    SAMPLE QUESTIONNAIRE

    (As a part of our management program project we have taken the initiative of

    conducting a survey to know the Market segmentation and sales trend of Maruti

    Suzuki. Your unbiased and sincere feed back would add value to this survey.)

    {Please take your time to fill this form}

    NAME OF THE DEALER:

    ADDRESS:

    1. From how many years you are selling Maruti Suzuki cars ?

    a)More then 2 years b) More then 5 Years c) More than 10 Years

    2. Which segments of cars you are selling more?

    a)A b) B c) C d) D e) E

    3. What is reason behind it.

    4. Is customer is price sensitive.

    a) Yes b) No

    5. What is competitive advantage of Maruti Suzuki over other cars companies.

    A) Price b) Quality c) After sales service d) Other

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    6. Which version is the customer prefer more.

    a) Petrol b) diesel c) LPG or GAS

    7. Why customer does not prefer other segments?

    8. What is its sales position of Maruti Suzuki?a) going up b) going down c) remains constant

    9. What is the reason Maruti has less models in the segment D and E.?

    10. Any suggestion or recommendations for MSL

    Thank you