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By: Vivek Singh
Consumer buying Behavior School Bus
• History• Former Chairman : K.C Mahindra• Present Scenario• Present Chairman & MD Anand Mahindra : @anandmahindra• Truck & Bus Division
Introduction
• Enhancing Awareness• Creating Interest• Providing Information• Stimulate Demand• Differentiate Product• Reinforce the Brand
Objective of study
How we Work
Management Trainee Meeting customers
Secondary Data Primary Data
Analysis
Creating Awareness & Generating leads
Data Collection
• No of schools covered – 50+• No of Leads generated – 5• Total No of visits done – 140+• Area Covered
Value Added
Findings
25%
8%
36%
20%6% 5%
Number of Buses
0-2 2to4 4to66to8 8 to 10 More than 10
15%
25%
25%
20%
8% 7%
Brand
Ashok Leyland Tata SmlMahindra Eicher Others
40%60%
Satisfaction
Yes No
Findings
35%
25%
20%
10%10%
Priority
Price Quality Service Ranking Sales
60%40%
Trained Drivers
yes no
65%45%
Advice of Driver
Yes No
Service Related
25%
30%25%
12% 8%
Servicing
2 months 4months 6months8months 10months
30%
70%
Satisfaction on Service
yes no
20%
80%
Satisfaction on Spare Parts
yes no
Consumer opinion towards Mahindra Cosmo
12%
34%
18%
16%
20%
No. of Respondent
Features Low Maintenance Comfort Style After Sales Service
14%
25%
9%4%
50%
Fuel Consumption Extremely Satisfied Satisfied Neutral Dissatisfied Total
10%
20%
14%
7%
50%
Safety
Extremely Sat -isfied Satisfied Neutral Dissatisfied Total
Consumer opinion towards Mahindra Service
10%
90%
24/7 Service
Yes No
20%
80%
After Sales Service Provided by Mahindra
Yes No
Competitors Analysis
Ashok Leyland Mahindra & Mahindra Tata Motors Eicher SML0
5000
10000
15000
20000
25000
30000
Commercial Vehicles
Uni
ts S
old
Competitors Analysis
Overall Performance
Profit Analysis
Mar '16 Mar '15 Mar '14 Mar '13 Mar '120%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Income VS Profit
Perc
enta
ge
• Product Vs Price• Planning• Maintaining Relationship• Mimic your coworkers• The people make the company• Do proper Visits & calls
Learnings
• Service Improvement• Reduce the negative opinion • Customer satisfaction • Coordinated Effort• Promotion• Building Customer Base
Suggestions
Moments
Appreciation Moment
Thank You