PROJECT ON JK TYRE

Description
PROJECT ON JK TYRE

MARKET SHARE OF DIFFERENT TYRE COMPANIES IN TRUCK SEGMENT CUSTOMER’S PREFERENCE ON DIFFERENT BRANDS AND TYRE COMPANIES IN TRUCK SEGMENT
Unit-2:

Unit-1:

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Contents
Unit-1:
MARKET SHARE OF DIFFERENT TYRE COMPANIES IN TRUCK SEGMENT.

? Executive Summary:
a. Introduction b. About T r! indu"tri!" in India #$ac%&round' %! R!(i!) o* +!r*or,anc!c. Gro)t. o* T r! Indu"tri!" d. /ariou" T +!" o* T r! "!&,!nt i""u!"'

? JK’s Brief profile (Company)
About 0K Mi""ion 1 /i"ion Mar%!tin& "trat!& S2OT ana3 "i" !. Or&ani4ationa3 "tructur! ? Objectives of t e stu!y ? "ee! for t e stu!y ? #imitation of t e stu!y ? $esearc a. b. c. d.

?D t

n !"sis # Inte$%$et tion

%et o!olo&y of t e stu!y

? 'in!in&s ? Su&&estions

Unit-2: CUSTOMER5S PREFERENCE ON DIFFERENT $RANDS AND TYRE COMPANIES IN TRUCK SEGMENT.
? Consumer Buyin& be aviour ? (n!ian consumer profile ? Objective of t e stu!y ? #imitation Of t e stu!y ? %et o!olo&y

?D t

n !"sis # inte$%$et tion

? 'in!in&s ? Su&&estions ? Conclusion

Bibliography Annexure

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? Executive Summary:
a. About Tyre industries in India b. Growth of Tyre Industries c. Various Types of Tyre segment

? JK’s Brief profile (Company)
a. About JK b. Mission & Vision c. Marketing strategy d. !"T ana#ysis e. Marketing "rgani$ation

Executive Summary
a) (ntro!uction

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In toda 5" )or3d o* int!n"! co,+!tition and ra+id d na,i",' a33 t.! co,+ani!" )or3d)id! ar! tunin& t.!ir *ocu"!" on t.! cu"to,!r. Sudd!n3 ' t.! cu"to,!r .ad "ucc!!d!d in ca+turin& a33 t.! att!ntion o* t.! co,+ani!" to)ard" .i,' "o ,uc. "o' t.at t.! onc! *a,ou" ,a8i,' 9cu"to,!r i" t.! &od: .a" b!co,! "o tru! and r!3!(ant toda . T.!r! .a" b!!n a 9+aradi&, ".i*t: in t.! t.in%in& o* t.!"! co,+ani!" and non! ot.!r t.!n t.! cu"to,!r .a" brou&.t t.i" about. Ear3i!r t.!r! )a" a "!33!r" ,ar%!t' "inc! &ood" and "!r(ic!" )!r! in ".ort "u++3 and t.! "!33!r" u"! to ca33 t.! ".ot". $ut' !(!r "inc! t.! ad(!nt o* t.! !ra o* &3oba3i4ation' t.!r! .a" b!!n tota3 tran"*or,ation in t.! )a t.! cu"to,!r" b!in& +!rc!i(!d. Toda ' ,ar%!t!r" ar! dir!ctin& t.!ir !**ort" in r!tainin& t.! cu"to,!r" and cu"to,!r"5 ba"!. T.!ir *ocu" .a" ".i*t!d to)ard" int!&ratin& t.! t.r!! !3!,!nt" +!o+3!' "!r(ic! and ,ar%!tin&. T.! cu"to,!r5" i,+ortanc! .a" a""u,!d i,+ond!rab3! +ro+ortion" in toda 5" )or3d' b!cau"! o* t.! in.!r!nt (a3u! t.at t.! cu"to,!r" co,,and. A cu"to,!r" can 9,a%! or br!a%: a co,+an . It i" t.! r!"+on"ibi3it o* !(!r co,+an to "!! t.at a33 it" cu"to,!r" ar! !;ua33 "ati"*i!d )it. t.!,' *or on! "in&3! di""ati"*i!d cu"to,!r )i33 t!33 at 3!a"t nin! ot.!r" about t.! di""ati"*action and )i33 "+ar% o** a c.ain r!action and "+!33 doo, *or t.at co,+an . In "uc. "c!nario' r!t!ntion o* t.! !8i"tin& cu"to,!r" a""u,!" diabo3ica3 +ro+ortion. R!"!arc. .a" t.ro)n 3i&.t on "o,! i,+ortant a"+!ct" o* cu"to,!r"5 r!t!ntion it .a" b!!n +ro(!d !,+irica33 t.at ac;uirin& n!) cu"to,!r" can co"t *i(! ti,!" ,or! t.an t.! co"t in(o3(!d in "ati"* in& and r!tainin& curr!nt cu"to,!r". In t.! +a"t' t.! cu"to,!r" )a" ta%!n *or a rid!' a" t.!r! )!r! not ,an +3a !r" in t.! *i!3d"' not ,uc. i,+ortanc! )a" attac.!d to +roduct "a*!t ' ;ua3it ' "!r(ic! and +roduct a++!a3. T.! attitud! o* t.! ,anu*actur! )a" t.at o* 9ca(!at < !,+tor:. T.an%" to t.! &o(!rn,!nt +o3ici!" on 3ib!ra3i4ation' &3oba3i4ation and +ri(ati4ation #=PG-' t.! ,ar%!t "c!nario .a" c.an&!d toda . Toda ' t.! cu"to,!r .a" a .o"t o* d!*!n"! ,!c.ani", 3i%! t.! cu"to,!r" +rot!ction 3a)"' r!&u3ation o* t.! &o(!rn,!nt' t.! +o)!r*u3 .and" o* t.! or&ani4ation' cu"to,!r"5 court"' ")itc.in& to "ub"titut! or co,+!titor" t.at o**!r at co,+!titi(! +ric!"' !tc. T.! ,a8i,': ca(!at < !,+tor: .a" b!!n r!+3ac!d b 9ca(!at (!nditor:. Ambedkar Institute of Management Studies >

In t.! +a"t' a*t!r "a3!" "!r(ic! )a" con"id!r a" a co"t c!nt!r' Co,+ani!" )!r! 3!t.ar&ic in att!ndin& to cu"to,!r" co,+3aint". A(ai3abi3it o* train!! "!r(ic! +!r"ona3 and ;ua3it &!nuin! "+ar! +art" +o"!d "!riou" +rob3!,". Ho)!(!r' )it. t.! ri"in& co,+!tition' t.!r! cou3d not b! ,uc. +roduct di**!r!ntiation' a" +ric! and ;ua3it )!r! co,+arab3! and 3at!"t t!c.no3o& )a" to !ac. and !(!r co,+an in t.! *i!3d. Sinc!' t.!r! cou3d not b! ,uc. di**!r!ntia3 a tan&ib3! a""!t"' t.! co,+ani!" conc!ntrat!d on t.! 9intan&ib3! a""!t":' na,!3 t.! 9"!r(ic! *actor:' ).ic. "!r(!d a" a ,a?or di**!r!ntiator. Toda a*t!r "a3!" "!r(ic! i" an i,+ortant a"+!ct o* !(!r co,+an ' and it i" no ,or! con"id!r!d a" a co"t c!nt!r' but con"id!r!d a" a +ro*it c!nt!r. E(!r or&ani4ation "tri(!" .ard to r!tain it" !8i"tin& cu"to,!r" at an co"t "inc! it i" *i(! ti,!" co"t3 to &!t a n!) cu"to,!r"' t.!n to r!tain an !8i"tin& cu"to,!r". Mo"t o* t.! indu"tri!" toda u"! o* in*or,ation t!c.no3o& to b!"t "!r(ic!" to t.!ir cu"to,!r". b) *bout +yre in!ustries in (n!ia

%ackground
T.! ori&in o* t.! Indian T r! Indu"tr dat!" bac% to 1@6A ).!n Dun3o+ Rubb!r =i,it!d "!t u+ t.! *ir"t t r! co,+an in 2!"t $!n&a3. MRF *o33o)!d "uit in 1@>A. Sinc! t.!n' t.! Indian t r! indu"tr .a" &ro)n ra+id3 . Tran"+ortation indu"tr and t r! indu"tr &o .and in .and a" t.! t)o ar! int!rd!+!nd!nt. Tran"+ortation indu"tr .a" !8+!ri!nc!d 1BC &ro)t. rat! !ar a*t!r !ar )it. an ab"o3ut! 3!(!3 o* DEB bi33ion ton *r!i&.t. 2it. an !8t!n"i(! road n!t)or% o* 7.6 ,i33ion %,' road account" *or o(!r DFC o* a33 *r!i&.t ,o(!,!nt in India.

Key Issues of tyre industries
&igh ta' usage T.! .i&. ta8 cont!nt on t r!" can b! &au&!d *ro, t.! *act t.at t.! +!rc!nta&! o* tota3 ta8 to t.! ta8 !8c3ud!d +ric! *or (ariou" cat!&ori!" o* t r!" i" G >>C *or Truc% T r!H >1C *or Pa""!n&!r Car Radia3 T r!' 7FC *or Tractor R!ar T r! and EAC *or Truc% T r! Tub!.

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Increase in raw materia# costs
A+art *ro, b!in& ca+ita3 int!n"i(!' t.! t r! indu"tr i" .i&.3 ra) ,at!ria3 int!n"i(!. An c.an&! in t.! +ric!" o* ra) ,at!ria3" a**!ct" t.! +ro*itabi3it o* t r! co,+ani!". T.! ra) ,at!ria3" u"!d in t.! ,anu*actur! o* t r!" ar! rubb!r and +!tro3!u, d!ri(ati(!" 3i%! n 3on t r! cord' carbon b3ac%' "t r!n! butadi!n! rubb!r and +o3 butadi!n! rubb!r. T.! ,o"t i,+ortant ra) ,at!ria3 i" rubb!rGnatura3 and " nt.!tic. Natura3 rubb!r #NR-' )it. 6@C )!i&.ta&! in t.! co"t o* ra) ,at!ria3" u"!d b t r! indu"tr ' i" t.! .i&.!"t co"t it!,. Annua3 con"u,+tion o* NR b t r! indu"tr i" 7.FB 3a%. tonn!"' (a3u!d at R". 1> bi33ion. O(!r DFC o* NR con"u,!dI b t.! indu"tr i" +rocur!d do,!"tica33 . 1FC i" i,+ort!d. In t.! 6BB7GB> *i"ca3' a" a&ain"t t.! Mini,u, Statutor Pric! o* R". 76.B +!r %&' t.! ru3in& do,!"tic +ric! o* NR .ad b!!n o(!r R". FB +!r %&. T.i" i" .i&.!r t.an t.! )or3d rubb!r +ric!". Ho)!(!r' t.i" do!" not !ntai3 t.! t r! indu"tr +3a !r" to i,+ort a" a nu,b!r o* r!"triction" ar! i,+o"!d on t.! i,+ort o* NR. NR can b! i,+ort!d on3 t.rou&. t)o +ort"GKo3%ata 1 /i"a%.a+atna,. T.! cu"to," dut on i,+ort o* natura3 rubb!r i" 6BC' )it. 1BC und!r $an&%o% A&r!!,!nt. Ho)!(!r' t.i" i" not r!3!(ant' a" NR i" not cu3ti(at!d in Sout. Kor!a' $an&3ad!". 1 C.ina #"i&natori!" und!r t.! $an&%o% A&r!!,!nt-. H!nc!' NR can b! "ourc!d on3 *ro, Sri =an%a #und!r t.! IndoGSri =an%a A&r!!,!nt-' ).ic. i" o* bad ;ua3it . T.u"' t.! o+tion" o* rubb!r i,+ort ar! r!"trict!d and t.! ,anu*actur!r" .a(! to r!3 Import of tyres Durin& t.! FY6BB6' o(!r 1'1B'BBB +a""!n&!r car t r!" )!r! i,+ort!d. A3t.ou&. t.i" con"titut!" a ",a33 +!rc!nta&! #1.FC- o* tota3 +a""!n&!r car t r! +roduction in t.! countr ' "inc! tota3 i,+ort" ar! o* radia3 +a""!n&!r car t r!"' t.! +!rc!nta&! i" .i&.!r ).!n co,+ar!d a&ain"t do,!"tic +roduction o* radia3 +a""!n&!r car t r!". A 3ar&! +!rc!nta&! o* i,+ort" ar! *ro, Sout. Kor!a at a conc!""iona3 rat! o* cu"to," dut #i.!. 1FC- und!r t.! $an&%o% A&r!!,!nt G a" a&ain"t 6BC nor,a3 rat! o* cu"to," dut . E(!n t.ou&. t.! Go(!rn,!nt .a" i,+o"!d a r!"traint on t.! i,+ort o* u"!d t r!" into India' occa"iona33 t.!r! ar! r!+ort" o* i,+ort o* "uc. t r!" in a c3and!"tin! ,ann!r' Ambedkar Institute of Management Studies A on t.! do,!"tic ,ar%!t *or +rocurin& rubb!r.

"o,!ti,!" a" n!) t r! at 3o) (a3u!' "inc! t.!r! i" no r!"triction on i,+ort o* n!) t r!" or a" t r!" und!r t.! Jot.!r"J cat!&or . Man countri!" "uc. a" 0a+an' $an&3ad!".' Pa%i"tan' P.i3i++in!"' T.ai3and' K!n a' Sout. Kor!a' !tc. .a(! !it.!r +ut a co,+3!t! ban on i,+ort o* u"!d t r!" or .a(! +3ac!d "trin&!nt condition" on "uc. i,+ort".

Tyre ('ports T.! +roduct *ocu" o* t r! !8+ort" *ro, India .a" b!!n Traditiona3 Truc% T r!". G3oba33 t.i" "!&,!nt o* t r! !8+ort i" ".rin%in& du! to &r!at!r acc!+tanc! o* radia3 t r!". O(!r t.! !ar"' C.ina .a" !,!r&!d a" a ,a?or !8+ort!r in bia" t r! cat!&or . Additiona33 ' !8+ort o* Indian t r!" to "!3!ct countri!" i" "ub?!ct!d to nonGtari** barri!r" #NT$"- b )a o* "tandard"' t!"t"' !tc. E8+ort o* c.!a+!r t r!" *ro, C.ina to ,a?or t r! i,+ortin& ,ar%!t"' 3i%! US' i" ad(!r"!3 a**!ctin& Indian t r! !8+ort" to t.!"! ,ar%!t". IndiaI" ".ar! in !8+ort" to t.!"! countri!" #!"+!cia33 USA- i" +ro&r!""i(!3 d!c3inin&. I* t.! tr!nd i" not r!(!r"!d' Indian t r! indu"tr )i33 *ind it !8tr!,!3 di**icu3t to r!&ain it" !r"t).i3! +o"ition in t.!"! ,ar%!t". =o) rat! o* int!r!"t' c.!a+!r !3!ctricit tari**' .idd!n "ub"idi!" b t.! C.in!"! Go(!rn,!nt' b!tt!r in*ra"tructur! *aci3iti!" and 3o)!r tran"action co"t" ar! *actor" Trends in *a(ourab3! )roduction* to +onsumption* C.in!"! )rice & t r! +apacity indu"tr . ,ti#i$ation

T.! tota3 t r! +roduc!d in t.! countr )a" F1.FD ,i33ion unit" in FY6BB7 G a 1@C &ro)t. rat! o(!r FY6BB6.

+AG- of tyre production .in /0
12 344567885 4/ 12 344563449 :/ 12 344467885 4/ 12 788767885 34/ Compiled by INGRES Curr!nt3 ' t.! "i4! o* t.! Indian t r! indu"tr i" !"ti,at!d at R". 16D bi33ion #B.FC o* Indian GDP-' a" o* FY6BB7. T.! tota3 in"ta33!d ca+acit o* t.! Indian t r! indu"tr i" around AB.F ,n unit"' and t.! ca+acit uti3i4ation i" around DFC. T.! ca+acit uti3i4ation i,+ro(!d in FY6BB7 *o33o)in& i,+ro(!d d!,and *ro, t.! auto,oti(! "!&,!nt #EFC in FY6BB1-. Additiona33 ' in FY6BB7' t.! +ric! r!a3i4ation o* t r! ,anu*actur!r" a3"o r!&i"t!r!d an incr!a"! b DC' a" a&ain"t a B.AC incr!a"! in FY6BB6. Ambedkar Institute of Management Studies E

;emand upp#y Gap T.! d!,and *or t r!" i" !it.!r in t.! do,!"tic ,ar%!t or in t.! !8+ort ,ar%!t. A" *ar a" do,!"tic d!,and i" conc!rn!d' t.! OEM and t.! r!+3ac!,!nt "!&,!nt" ar! 3i%!3 to )itn!"" "tron& &ro)t. &i(!n t.! curr!nt +!r*or,anc! o* t.! auto,oti(! "!ctor. Gi(!n t.! "tron& 3in%a&!" o* t r! indu"tr )it. auto,oti(!"' it" d!,and i" 3i%!3 to b! "tron& o(!r t.! ".ort to ,!diu, t!r,. A" *or t.! !8+ort d!,and *or t r!"' t.! out3oo% i" +o"iti(!' !(!n t.ou&. "o,! do)n"id!" r!,ain. A" r!&ard" "u++3 o* t r!"' curr!nt3 ' t.! ,a?or +3a !r" ar! in t.! +roc!"" o* !8+andin& t.!ir ca+aciti!"' in antici+ation o* u+tr!nd in "a3!". For in"tanc!' A+o33o T r!" .a" "!t u+ a ?oint (!ntur! )it. Mic.!3in *or ,anu*actur! and "a3! o* bu" and truc% radia3". 0K i" !8+andin& it" M "or! truc% and bu" radia3 *aci3it a3on& )it. ! !in& ac;ui"ition" o* ",a33!r unit". C!at .a" incr!a"!d it" o**ta%! b 7 ti,!" *ro, Pir!33i. Ho)!(!r' a c.aract!ri"tic o* t.! Indian t r! indu"tr i" t.at ,o"t o* t.! t r! ,anu*actur!r" in t.! +a"t .ad incr!a"!d ca+aciti!" in antici+ation o* a "ur&! in d!,and' but ).!n it did not ,at!ria3i"!' t.! r!duc!d t.!ir addition to ca+aciti!". T.u"' t.! d!,andG"u++3 &a+ i" 3i%!3 to b! an i,+ortant i""u! *or t.! Indian t r! indu"tr o(!r t.! ".ort to ,!diu, t!r,.

-e<iew of )erformance
"<era## )erformance T.! o+!ratin& ,ar&in o* t.! r!+r!"!ntati(! "a,+3! o* t r! co,+ani!" i,+ro(!d durin& FY6BB7. Ho)!(!r' t.! n!t +ro*it ,ar&in o* t.! t r! co,+ani!" !(!n t.ou&. i,+ro(!d' )a" "ti33 at 7C. )erformance in 12788= T.! t r! indu"tr continu!" to b! dri(!n b &ood d!,and &ro)t.' +ro+!33!d b "u"tain!d u+tr!nd in d!,and and "a3!" o* auto,obi3!" in &!n!ra3' and co,,!rcia3 (!.ic3!" and +a""!n&!r car" in +articu3ar. Ho)!(!r' t.i" do!" not &!t tran"3at!d into i,+ro(!d ,ar&in" *or t.! indu"tr ' a" it i" )itn!""in& "u"tain!d ri"! in +ric!" o* ra) ,at!ria3" 3i%! natura3 rubb!r. Additiona33 ' t.! cu"to," dut on i,+ort" .a" b!!n brou&.t do)n *ro, 6FC to 6BC and S+!cia3 Additiona3 Dut o* >C .a" b!!n di"+!n"!d )it..

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"ut#ook T.! 3!(!3 o* !cono,ic acti(it ' +!r*or,anc! o* do,!"tic auto,oti(! indu"tr ' and t.! *arin& o* t.! tran"+ort "!ctor dir!ct3 in*3u!nc! t.! +!r*or,anc! o* t.! t r! indu"tr in India. 2it. t.! r!+3ac!,!nt "!&,!nt do,inatin& t.! o(!ra33 t r! d!,and in India' t.! indu"tr r!,ain" in.!r!nt3 (u3n!rab3! to !cono,ic c c3!". 2.i3! radica3i4ation .a" b!co,! t.! nor, in t.! +a""!n&!r car "!&,!nt' in t.! bu" and truc% t r! "!&,!nt' it" acc!+tanc! i" "ti33 3i,it!d. $u" and truc% radica3i4ation cou3d !,!r&! in t.! 3on& t!r, a" t.! ;ua3it o* road" i,+ro(!" and t.! r!"triction" on o(!r3oadin& ar! b!tt!r !n*orc!d. T.! +ractic! o* r!Gtr!adin&' ).ic. i" &ainin& incr!a"in& acc!+tanc!' cou3d +o"! a c.a33!n&! to r!+3ac!,!nt d!,and in t.! ,!diu, t!r,. T.! abi3it o* t.! r!Gtr!adin& "!ctor to ca+tur! +ot!ntia3 r!+3ac!,!nt d!,and )ou3d d!+!nd on t.! a)ar!n!"" a,on& cu"to,!r" #o* t.! b!n!*it" o* r!tr!adin&- and a3"o t.! ;ua3it o* r!tr!adin& don!. Gi(!n t.! 3o) 3!(!3" o* +!n!tration o* t)oG).!!3!r" and +a""!n&!r car" in t.! countr ' OEM d!,and i" 3i%!3 to incr!a"!' ).ic. in turn )ou3d +u". u+ r!+3ac!,!nt d!,and )it. a 3a&. T.! +ro"+!ct" o* t r! !8+ort" *ro, India a++!ar .!a3t. ' *o33o)in& !**ort" b Indian co,+ani!" to incr!a"in&3 !nt!r into out"ourcin& a&r!!,!nt" )it. t r! +roduc!r" in Sout.!a"t A"ia' Ea"t!rn Euro+! and =atin A,!rica. O(!ra33' t r! ,anu*actur!r" ar! 3i%!3 to ta+ t.! !8+ort ,ar%!t in an !**ort to boo"t "a3!". T.! incr!a"in& !8+ort" o* bu" and truc% t r!" #cro""+3 (ari!t - *ro, India to d!(!3o+in& countri!" i" b!cau"! o* t.! *act t.at d!(!3o+in& countri!" ar! unab3! to "ourc! t.!, *ro, d!(!3o+!d countri!" a" t.!"! ar! no ,or! +roduc!d t.!r!. T r! i,+ort" ar! un3i%!3 to +o"! a t.r!at to t.! do,!"tic indu"tr ' &i(!n t.at do,!"tic +ric!" ar! 3o)!r t.an int!rnationa3 t r! +ric!". In t.! do,!"tic ,ar%!t' t r! ,anu*actur!r" ar! !8+!ct!d to incr!a"in&3 to +!n!trat! t.! &ro)in& cu"to,!r ba"!. T.! ar! a3"o 3i%!3 *ocu" on

!8+andin& t.!ir d!a3!r".i+ n!t)or%" 1 !8+3or! +o""ibi3iti!" o* ti!Gu+" a,on& t.!,"!3(!" to +ur"u! inno(ati(! ,!a"ur!" #"uc. a" Jdia3GaGt r! "!r(ic! and road ".o)"- to i,+ro(! cu"to,!r a)ar!n!"". T.! con"o3idation o* t.! Indian t r! indu"tr i" 3i%!3 to continu! in t.! co,in& !ar" t.rou&. ,!r&!r" a,on& !8i"tin& +3a !r". T.! indu"tr i" 3i%!3 to !8+and t.rou&. a co,bination o* or&anic and inor&anic &ro)t.. 2.i3! or&anic &ro)t. )ou3d co,! *ro,

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rai"in& !**ici!nc M1A". c) ,ro-t

3!(!3"' inor&anic &ro)t. )ou3d b! ac.i!(!d t.rou&. a33ianc!" and

of +yre in!ustries in (n!ia

T.! Indian t r! indu"tr i" !8+!ct!d to c3oc% a tonna&! &ro)t. o* @G1B +!r c!nt o(!r t.! n!8t *i(! !ar"' accordin& to a "tud b Cr!dit Ana3 "i" and R!"!arc. =i,it!d #CARE-' a not!d ratin& *ir, t.at o**!r" a )id! ran&! o* ratin& and &radin& "!r(ic!" acro"" "!ctor". 2.i3! t.! truc% and bu"!" t r!" ar! "!t to r!&i"t!r a CAGR #co,+ound!d annua3 &ro)t. rat!- o* D +!r c!nt' t.! =C/ #3i&.t Co,,!rcia3 (!.ic3!"- t r!" ar! +oi"!d *or a CAGR o* 1> +!r c!nt. Accordin& to t.! CARE "tud ' t.! &ro)t. in t.! Indian t r! indu"tr )i33 b! *u!33!d b t.! !8+an"ion +3an" o* t.! auto,obi3! co,+ani!"' &o(!rn,!ntI" *ocu" on d!(!3o+,!nt o* road in*ra"tructur! and "ourcin& o* auto +art" b Manu*actur!r" #OEM"-. Ho)!(!r' t.! t r! indu"tr .a" to &ra++3! )it. ra) ,at!ria3 +ric! (o3ati3it ' ru+!! t.! &3oba3 Ori&ina3 E;ui+,!nt

a++r!ciation and c.!a+ C.in!"! i,+ort". T.! t r! indu"tr in India r!cord!d a CAGR o* @.A@ +!r c!nt durin& 6BB6GBE. T.! "i4! o* t.! indu"tr )a" !"ti,at!d at R" 1@'BBB cror! in 6BBAGBE )it. a tota3 +roduction o* E7A 3a%. unit" o* t r!". In 6BBAGBE' t.! r!+3ac!,!nt t r!" account!d *or F7 +!r c!nt o* t.! tota3 t r! tonna&! o**ta%!' *o33o)!d b 71 +!r c!nt ".ar! o* OEM and 1F +!r c!nt b !8+ort". Out o* t.! E7A 3a%. ton o* t r!"' F>' >@'FAB unit" )ort. R" 6'ABB cror! )!r! !8+ort!d. T.! !8+ort" *ro, India +o"t!d a CAGR o* 17 +!r c!nt in unit t!r," and 1D +!r c!nt in (a3u! t!r," b!t)!!n 6BB6GBE.

Ambedkar Institute of Management Studies

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T.! "tud +oint" out t.at on t.! !8+ort *ront' t.! Indian t r! co,+ani!" n!!d to !8+3or! n!)!r ,ar%!t" a" t.! !8i"tin& ,ar%!t *or bia" truc% t r! ).ic. account" *or about >F +!r c!nt o* t.! tota3 !8+ort (o3u,! i" n!arin& "aturation. T.i" a+art' )it. rationa3i4ation catc.in& u+ in t.! *or!i&n ,ar%!t"' t.! Indian t r! co,+ani!" n!!d to &raduat! to radia3 t r!" "o a" to +rot!ct t.!ir ".ar! in t.! !8+ort ,ar%!t. At +r!"!nt' radica3i4ation o* t r!" i" 3o) in India !8c!+t *or t.! car t r! ,ar%!t ).!r! @F +!r c!nt o* t.! t r!" i" radica3i4!d ).i3! cro"" +3 t r!" i" +r!*!rr!d in a33 ot.!r cat!&ori!". Cro"" +3 t r!" ar! +r!*!rr!d o)in& to +oor road condition"' o(!r3oadin& in truc%"' .i&.!r co"t o* radia3 t r!" and +oor a)ar!n!"" a,on& t.! t r! u"!r" in t.! countr . T.! CARE r!+ort ob"!r(!" t.at t.ou&. t.! t r! t!c.no3o& in India .a" )itn!""!d "!(!ra3 d!(!3o+,!nt" )it. continuou" inno(ation' t.! do,!"tic t r! ,anu*actur!r" "ti33 3a& b!.ind t.!ir &3oba3 count!r+art" in t!r," o* +roduct di**!r!ntiation. G3oba3 t r! ,a%!r" o**!r a )id! c.an&! o* +roduct" 3i%! t r!" )it. +r!""ur! )arnin& " "t!,"' run *3at t r!"' !coG*ri!nd3 t r!" and !n!r& !**ici!nt t r!". !) .arious types of +yre se&ment Tyres by Type T.! Indian t r! indu"tr +roduc!" t.! co,+3!t! ran&! o* t r!" r!;uir!d b t.! Indian auto,oti(! indu"tr ' !8c!+t *or a!ro t r!" and "o,! "+!cia3i"!d t r!". Do,!"tic ,anu*actur!r" +roduc! t r!" *or truc%"' bu"!"' +a""!n&!r car"' ?!!+"' 3i&.t truc%"' tractor" #*ront' r!ar and trai3!r-' ani,a3 dra)n (!.ic3!"' "coot!r"' ,otorc c3!"' ,o+!d"' bic c3!" and o**Gt.!Groad (!.ic3!" and "+!cia3 d!*!nc! (!.ic3!". T.! "c!nario in India "tand" in ".ar+ contra"t to t.at in t.! )or3d t r! ,ar%!t' ).!r! car t r!" #inc3udin& 3i&.t truc%"- .a(! t.! ,a?or ".ar! #DDC- b (o3u,! *o33o)!d b truc%

Ambedkar Institute of Management Studies

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T r!" #16C-. In India' .o)!(!r' +a""!n&!r car t r!" .a(! a ,!r! 1EC ".ar! o* t.! o(!ra33 t r! ,ar%!t. Truck and %us Tyres T.! truc% and bu" t r! "!&,!nt account!d *or 1@C o* t r!" +roduc!d in India in FY6BB7. E(!r truc%Kbu" ,anu*actur!d &!n!rat!" a d!,and *or "!(!n t r!" #"i8 r!&u3ar and on! "+ar!- a" a&ain"t t.r!! in t.! ca"! o* t)oG).!!3!r" and *i(! *or +a""!n&!r car". In addition' t.! +ric! o* a truc% t r! i" "i&ni*icant3 .i&.!r t.an t.at o* a +a""!n&!r car t r! #rou&.3 1B ti,!"- or a ,otorc c3! t r!. T.u" t.! d!,and ,u3ti+3! !,anatin& *ro, t.! co,,!rcia3 (!.ic3! "!&,!nt i" .i&.!"t in (a3u! t!r,". Gi(!n t.! r!&u3ar u"! and .!a( )!ar and t!ar o* truc% and bu" t r!"' t.! d!,and *ro, t.! r!+3ac!,!nt ,ar%!t in t.i" "!&,!nt )or%!d out to ADC o* t.! tota3 d!,and *or truc% and bu" t r!" in FY6BB7H t.! OEM d!,and account!d *or around @C t.! "a,! !ar. 2it. t.! Indian ,anu*actur!r" o* cro""G+3 t r!" *ocu"in& on t.! !8+ort ,ar%!t' t.i" "!&,!nt account" *or around 66C o* t.! d!,and *or truc% and bu" t r!".

)assenger +ar Tyres T.! +a""!n&!r car t r! "!&,!nt account!d *or 1EC o* a33 t r!" +roduc!d in India in FY6BB7. 2it. +a""!n&!r car +roduction )itn!""in& a &ro)t. o* 16C in FY6BB7 o(!r t.! +r!(iou" !ar' OEM d!,and account!d *or about 77C o* t.! tota3 "a3!" t.at !ar. T.! r!+3ac!,!nt ,ar%!t account!d *or around A7C o* t.! tota3 "a3!" o* +a""!n&!r car t r!" in FY6BB7. E8+ort" account!d *or >C o* t.! tota3 +a""!n&!r car t r! d!,and in FY6BB7. 2it. t.! "toc% o* car" incr!a"in&' r!+3ac!,!nt d!,and i" 3i%!3 Motorcyc#e Tyres Motorc c3!" account!d *or EAC o* t)oG).!!3!r" "o3d in t.! do,!"tic ,ar%!t in FY6BB7. Motorc c3! t r!" con"titut! t.! 3ar&!"t "!&,!nt o* t.! do,!"tic t r! indu"tr #6@C o* tota3 t r! d!,and in FY6BB7-. T.! r!+3ac!,!nt ,ar%!t account!d *or around >@.DC o* t.! tota3 ,otorc c3! t r!" "o3d in FY 6BB7' ).i3! OEM d!,and account!d *or around FBC. to continu!.

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cooter Tyres Scoot!r" )!r! t.! do,inant "!&,!nt in t.! Indian t)oG).!!3!r indu"tr ti33 FY1@@D' accountin& *or around >6C o* do,!"tic t)oG).!!3!r "a3!". Ho)!(!r' t.! introduction o* n!) ,otorc c3! ,od!3" .a" "!!n t.! ".ar! o* "coot!r" d!c3inin& to 1@C o* do,!"tic t)oG ).!!3!r "a3!" in FY6BB7. T.! OEM "!&,!nt account!d *or around 7>C o* t.! tota3 "a3!" in t.! "coot!r t r! "!&,!nt in FY6BB7' )it. t.! r!"t b!in& account!d *or b r!+3ac!,!nt ,ar%!t. Tyre ;emand by Markets t.!

Vehic#e Manufacturers or "(Ms T.! d!,and *ro, t.! OEM "!&,!nt i" a d!ri(!d on! and dir!ct3 corr!3at!d to t.! 3!(!3 o* auto,oti(! +roduction. T.! OEM" d!,and (ari!" "i&ni*icant3 acro"" cat!&ori!" *ro, b!t)!!n DC *or truc% and bu" t r!" to o(!r FBC *or "o,! ot.!r "!&,!nt" 3i%!' ?!!+" and ,o+!d". -ep#acement Market

Ambedkar Institute of Management Studies

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T.! r!+3ac!,!nt ,ar%!t' inc3udin& Stat! tran"+ort und!rta%in&" and Go(!rn,!nt bu in&' account!d *or around F@C o* t.! tota3 t r! d!,and in FY6BB7. T.! d!,and in t.! r!+3ac!,!nt ,ar%!t d!+!nd" on t.! (!.ic3! +o+u3ation' t.! 3!(!3 o* !cono,ic acti(it ' 3i*! o* t.! +roduct" tran"+ort!d' %i3o,!tr!a&! +!r (!.ic3!' t.! +ric! o* t.! t r!" and t.! ;ua3it o* t.! !8i"tin& road in*ra"tructur!. Additiona33 ' t.! r!+3ac!,!nt ,ar%!t' ).ic. o**!r" b!tt!r ,ar&in"' i" !8tr!,!3 co,+!titi(!. T.! r!+3ac!,!nt ,ar%!t i" do,inat!d b t.! truc% and bu"!" "!&,!nt' ).ic. account!d *or 66C o* a33 t r! "a3!" in t.! r!+3ac!,!nt ,ar%!t in FY6BB7.T.! 3ar&! "i4! o* t.! r!+3ac!,!nt in turn i" d!t!r,in!d b t.! int!r+3a o* (ariou" *actor" a" di"cu""!d b!3o)L T.! r!+3ac!,!nt d!,and ,a b! 3o)!r b!cau"! o* 3on&!r r!+3ac!,!nt int!r(a3" and 3o)!r bu"in!"" ,i3!a&! i* t.! !cono,ic acti(it "3o)" do)n. • • • R!+3ac!,!nt d!,and in India i" .i&.!r b!cau"! o* a 3o) (!.ic3! "cra+ +a&! rat!. Poor road condition" b 3o)!rin& t.! 3i*! o* t r!"' .a(! a +o"iti(! i,+act on r!+3ac!,!nt d!,and. Strict!r !n*orc!,!nt o* t.! M/ Act' ).ic. "!!%" to +r!(!nt o(!r3oadin& o* (!.ic3!"' )i33 r!"u3t in an incr!a"! in t.! 3i*! o* t r!" and t.u" i,+act r!+3ac!,!nt d!,and n!&ati(!3 . • A++3 in& a n!) tr!ad or Jr!Gtr!adin&J can !8t!nd t.! 3i*! o* t.! t r! at a "i&ni*icant3 • 3o)!r co"t' t.!r!b 3o)!rin& r!+3ac!,!nt d!,and. In India' r!G tr!adin& *ind" &r!at!r acc!+tanc! in t.! co,,!rcia3 "!&,!nt. Radica3i4ation o* t r!" i" 3i%!3 to r!"u3t in 3o)!r r!+3ac!,!nt d!,and. 2.i3! car radica3i4ation in t.! countr .a" r!ac.!d a 3!(!3 o* AFC' truc% and bu" radica3i4ation "tand" at ?u"t 6G1BC. Poor road and "u++ort in*ra"tructur! a" )!33 a" traditiona3 (!.ic3! d!"i&n" act a" a barri!r to radica3i4ation in t.! co,,!rcia3 (!.ic3! "!&,!nt. Radia3 t!c.no3o& *or truc%" and bu"!" )ou3d .!3+ incr!a"! o+!ratin& !**ici!nci!" b d!3i(!rin& b!tt!r ,i3!a&! and ,ini,i4in& )!ar and t!ar. Accordin& to ATMA' !(!n i* on3 6FC o* t.! truc% and bu" "!&,!nt i" radica3i4!d' t.! "a(in&" in *u!3 co"t" )ou3d b! around R". E'FBB ,i33ion.

Ambedkar Institute of Management Studies

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• •

Introduction o* tub!3!"" t r!" in t.! +a""!n&!r car "!&,!nt i" a3"o 3i%!3 to a**!ct r!+3ac!,!nt d!,and ad(!r"!3 Introduction o* !coG*ri!nd3 radia3 t r!" "uc. a" . +!rGbondin& "i3ica t!c.no3o& in t.! +a""!n&!r car "!&,!nt ,a a**!ct r!+3ac!,!nt d!,and ad(!r"!3 .

('ports In t.! 3i&.t o* t.! +r!(ai3in& do,!"tic ,ar%!t "ituation' ,o"t o* t.! t r! ,anu*actur!r" .a(! ta%!n to !8+ort" to r!duc! in(!ntor bui3dGu+". In FY6BB7' Indian t r! !8+ort" "tood at R". 1B.D bi33ion #1BC o* t.! tota3 indu"tr - in (a3u! t!r," and 7.1 ,i33ion in unit t!r," #A.FC o* tota3 +roduction-. Indian co,+ani!" .a(! curr!nt3 !nt!r!d into "ourcin& a&r!!,!nt" #*or t r!"- )it. n!i&.borin& countri!". For in"tanc!' C!at and 0 K T r!" .a(! "ourcin& a&r!!,!nt" )it. t r! +roduc!r" in Sri =an%a and C.ina. T.i" i" 3i%!3 to .a(! a +o"iti(! i,+act on t r! !8+ort" *ro, India. Market )#ayers So,! o* t.! ,a?or +3a !r" in t.! Indian t r! indu"tr ar! MRF' C!at' 0K Indu"tri!"' A+o33o T r!"' $rid&!"ton! India' Good !ar India' Fa3con T r!" and T/S Sric.a%ra. T.! t r! indu"tr in India i" *air3 conc!ntrat!d' )it. t.! "a,+3! o* !i&.t co,+ani!"

JK’s Brief /rofile
a) *bout JK 0% T r! and Indu"tri!" i" a ,!&a cor+orat! !ntit t.at i" !,b3!,atic o* !8c!33!nc!' di(!r"i*ication and +ion!!rin& n!) t!c.no3o&i!". A +art o* 0K Or&ani4ation ).ic. ran%" a,on& t.! to+ +ri(at! &rou+" +ri(at! &rou+" in India' 0% T r! and Indu"tri!" i" co,,itt!d to "!3* r!3ianc! and *o33o)" an !t.ic t.at (i!)" cu"to,!r "ati"*action a" an ind!8 o* ac.i!(!,!nt. O(!r t.! !ar"' t.! co,+an .a" !8+and!d and di(!r"i*i!d it" bu"in!"" +ort*o3io. It .a" d!(!3o+!d into a ,u3ti +roduct' ,u3tiG3ocation cor+orat! !ntit co,+ri"in& o* *o33o)in& bu"in!"" di(i"ion"L T.! ad(!nt o* 0K Or&ani4ation on t.! indu"tria3 3and"ca+! o* India a3,o"t " nc.roni4!" )it. t.! b!&innin& o* an !ra o* indu"tria3 a)ar!n!"" G an !nd!a(or *or "!3* r!3ianc! and Ambedkar Institute of Management Studies 1F

t.! "!ttin& u+ o* a d na,ic Indian indu"tr . T.i" )a" )a bac% in t.! ,idd3! o* t.! 1@t. c!ntur . And t.! r!"t t.at *o33o)!d i" .i"tor . CORE VALUES: 0K Or&ani4ation .a" b!!n a *or!runn!r in t.! !cono,ic and "ocia3 ad(anc!,!nt o* India. It a3)a " ai,!d at cr!atin& ?ob o++ortuniti!" *or a ,u3titud! o* countr ,!n and to +ro(id! .i&. ;ua3it +roduct". It .a" "tri(!n to ,a%! India "!3* r!3iant b +ion!!rin& t.! +roduction o* a nu,b!r o* indu"tria3 and con"u,!r +roduct"' b ado+tin& t.! 3at!"t t!c.no3o& a" )!33 a" d!(!3o+in& it" o)n %no)G.o). It .a" a3"o und!rta%!n indu"tria3 (!ntur!" in "!(!ra3 ot.!r countri!". 0K Or&ani4ation i" an a""ociation o* indu"tria3 and co,,!rcia3 co,+ani!" and c.aritab3! tru"t". It" ,!,b!r co,+ani!"' !,+3o in& n!ar3 ,anu*actur! o* a (ari!t FB'BBB +!r"on" ar! !n&a&!d in t.! o* +roduct" and in di(!r"! *i!3d" o* co,,!rc!.

Tru"t" ar! d!(ot!d to +ro,otin& indu"tria3' t!c.nica3 and ,!dica3 r!"!arc.' !ducation' r!3i&iou" (a3u!" and +ro(idin& b!tt!r 3i(in& and r!cr!ationa3 *aci3iti!". 2it. t.! "+irit o* "ocia3 con"ciou"n!"" u++!r,o"t in ,ind' 0.K. Or&ani4ation i" co,,itt!d to t.! cau"! o* .u,an ad(anc!,!nt.

1933

First in India to manufacture Calico Prints- Juggilal Kamlapat Cotton Spinning and Weaving ills Co. !td." Kanpur. First in India to manufacture steel %ailing &oops for 'ute and cotton and to ma(e t)e countr* self sufficient +* meeting t)e entire demandJ.K. Iron , Steel Co. !td." Kanpur. First in India to produce -luminium virgin etal from Indian %au.ite-luminium Corporation of India !td." Ja*(a*nagar.

19#$

19##

19#9

First in India to manufacture /ngineering files- J.K. /ngineers 0Files" %om+a*.

Ambedkar Institute of Management Studies

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1919

First in India to set up a continuous process 2a*on Plant.

193$

First to manufacture a &*draulicall* 4perated Cane Crus)ing ill for K)andsari Sugar Plant and completed 1$$ ton plant-J.K. Iron , Steel Co. !td." Kanpur.

1931

First in 5orld to set up a plant for production of &*drosulp)ite of soda +* Sodium -malgam Process- J.K. C)emicals !td." %om+a*.

1931

First to produce Sodium Sulp)o.*late Formalde)*de 62angolite C of Formosul7 in India - J.K. C)emicals !td." %om+a*

1938

First to manufacture 9: Sets in India- J.K. /lectronics" Kanpur. First to manufacture etallic Cops for S*nt)etic Filament *arn industries in India- S*nte. tu+e 5or(s" Kanpur.

1939

First to manufacture -cr*lic Fi+res- J.K. S*nt)etics !td. Kota First to develop differentiall* ;*ea+le <*lon- J.K. S*nt)etics !td." Kota

19=3

First in India to license S*nt)etic Fi+re 9ec)nolog* to t)ird part* as 5ell as t)e first to manufacture S*nt)etic Fi+re ac)iner* Fi+retec) /ngineers , anufacturers" ;adri.

19=3

First in India to produce steel +elted 2adial 9*res for passenger cars" truc(s and +uses- J.K. 9*re Plant" Kan(roli.

198$

First in 5orld to ma(e Steel %elted 2adial 9*res for t)ree 5)eelersJ.K. 9*re Plant" Kan(roli.

198#

First in India to produce 5)ite cement t)roug) dr* process- J.K. W)ite cement. >otan.

Ambedkar Institute of Management Studies

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1981

First in India to produce Cat)onic ;*ea+le Pol*ester Fi+re- J.K. S*nt)etics !td." Kota. First in India to produce <*lon 9*re Cord +ased on Spin ;ra5 9ec)nolog*- J.K. S*nt)etics !td." Kota.

1989

First in India to produce magnetic tapes 5it) co+alt tec)nolog* J.K. magnetics" Sura'pur.

1991

%anmore 9*re Plant 6%9P7 set-up 5it) a capacit* of 1.= lacs t*res p.a.

199?

2 , ; center set-up at &-S9/2I.

199#

India@s first 9-2ated t*re launc)ed %anmore 9*re Plant 6%9P7 crossed 1$$ 9P;.

1991

ercedes %enA !aunc)ed on JK steel radials First t*re manufacturer in t)e 5orld to get IS4 9$$1

1993

India@s first dual contact )ig) traction steel radial- aBuasonic launc)ed. Introduced steel 5)eels.

199=

-5arded t)e <ational /.port -5ard for 93-9=. :i(rant 9*res 6:9!7 acBuired. India@s first & rated t*re launc)ed. 4nl* 9*re manufacturer to get @/@ ar( certification.

&-S/92I +ecame t)e first researc) institute in -sia to get IS4 9$$?.

1998

First t*re manufacturer in t)e 5orld to get CS 9$$$. -5arded C-P/DI!@s )ig)est e.port a5ard for 199=-98.

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1999

S*nerg* 5it) :9! in procurement" mar(eting and production fle.i+ilit*. Completion of state of t)e art modernisation of truc( radials. JK 9*res ran(ed 13t) largest 9*re Compan* in t)e 5orld. IS- - 1#$$$ accredition for environment , safet*.

?$$$

JK introduced <ational >o-Karting C)ampions)ips.

?$$1

2ecieved C-P/DI! a5ard. J.K. Industries recieved F4CES !-C e.port a5ard for t)e *ear 1999?$$$. Commendation Certificate of CII /.im. IInd <ational >o-Karting C)ampions)ips )eld.

JK Tyre>s ?o 3 market position In ).at i" b!in& con"id!r!d a" a 3and,ar% d!ci"ion in t.! .i&.3 co,+!titi(! Indian t r! indu"tr ' t.! Ad(!rti"in& Standard" Counci3 o* India #ASCI- .a" u+.!3d 0K Indu"tri!" =tdI" c3ai, o* b!in& IndiaI" No 1 t r! ,anu*actur!r in t.! *ourG).!!3!r t r! "!&,!nt' r!a**ir,in& 0KI" 3!ad!r".i+ +o"ition in t.! ,ar%!t. E8+r!""in& .i" .a++in!"" o(!r ASCII" ?ud&!,!nt' 0K T r! ,ar%!tin& dir!ctor T K $an!r?!! "a "L IIT.i" i" a *abu3ou" !8a,+3! o* ). a33 o* u" n!!d to .a(! *ait. in bodi!" 3i%! ASCI. 2! b!3i!(! t.at t.! +roc!"" o* "!3*Gr!&u3ation in Indian ad(!rti"in& i" )or%in& *or bot. co,+ani!" and a&!nci!". 2! a3"o .o+! t.at t.i" )ou3d !ncoura&! (ariou" +3a !r" to brin& "u+!rior t!c.no3o& and con"u,!r "!r(ic! "tandard" and c3ai, 3!ad!r".i+ in a ,or! .!a3t.i!r and co,+!titi(! ,ann!r.II T.! ca"! )a" "tart!d ).!n *!) co,+!titor" *i3!d a co,+3aint )it. ASCI a&ain"t 0K T r!I" +rint ad(!rti"!,!nt' in ).ic. 0K T r! announc!d it" numero uno +o"ition in t.! *ourG ).!!3!r t r! "!&,!nt' ;uotin& +roduction *i&ur!" co,+i3!d b Manu*actur!r A""ociation and ot.!r aut.!ntic indu"tr "ourc!". Auto,oti(! T r!

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$ut t.! co,+!titor" contradict!d t.! c3ai,' "tatin& t.! *act t.at ,ar%!t *i&ur!" *ro, a co,+an I" annua3 r!+ort ".ou3d b! u"!d a" aut.!ntic data to c3ai, on!I" 3!ad!r".i+' not t.! +roduction *i&ur!". $ut ASCI con"id!r!d t.! ca"! at t.! Con"u,!r Co,+3aint" Counci3 on 67 Ma 6BB6 and u+.!3d 0K T r!I" cont!ntion t.at +roduction *i&ur!"' a" co,+i3!d b aut.!ntic indu"tr "ourc!" and u"!d b 0K T r! to c3ai, it" 3!ad!r".i+' i" a (a3id and a++3icab3! co,+ari"on +3at*or,. H!nc!' 0K T r!I" c3ai, a" No 1 t r! ,anu*actur!r in India i" a +!r*!ct3 (a3id and corr!ct "tat!,!nt. T.i" a3"o r!*3!ct" ASCII" a&r!!,!nt to 0K T r!I" (i!)+oint t.at *i&ur!"' a" "tat!d in t.! on!I" annua3 r!+ort' cou3d actua33 b! ,i"3!adin& and cou3d inc3ud! r!(!nu!" *ro, nonGt r!Gr!3at!d bu"in!""!" a3"o. 0K T r!' +ion!!r" o* radia3 t!c.no3o& in India' i" toda IndiaI" 3ar&!"t ,anu*actur!r o* t r!" in t.! *ourG).!!3 "!&,!nt' inc3udin& t r!" *or truc%" and bu"!"' =C/"' +a""!n&!r car"' ?!!+"' tractor"' AD/" and OTR". A*t!r 6F co3our!d t r!" a" )!33 a" "t!!3Gb!3t!d tractor r!ar radia3". !ar" o* +ion!!rin& )or3dGc3a"" t!c.no3o&i!" in India' 0K T r! .a" r!c!nt3 3aunc.!d t.! countr I" *ir"t !coG*ri!nd3

b) %ission 0 .ision
Vision:

To b! a,on&"t t.! ,o"t ad,ir! co,+ani!" in India co,,itt!d to b! !8c!33!nc!)
Mission:

a. $! a cu"to,!r ob"!""!d co,+an b. No.1 T r! brand in India c. D!3i(!r !n.anc!d (a3u! at a33 "ta%!.o3d!r" d. Mo"t +ro*itab3! T r! Co,+an in India !. En.anc! &3oba3 +r!"!nc! t.rou&. ac;ui"ition Ambedkar Institute of Management Studies 6B

*. Moti(at!d and co,,itt!d t!a, d!(!3o+,!nt *or .i&. +!r*or,anc! or&ani4ation c) %ar1etin& Strate&y Strat!&ic t.in%in& i" %! to t.! !(o3ution o* "ucc!""*u3 ,ar%!tin& "trat!&i!" o* 0K t r!. T.i" in(o3(!" t.! *o33o)in& ana3 "!"L i. ,nderstanding markets@ Strat!&ic +!r"+!cti(! o* t.! ,ar%!t r!;uir!" "%i3*u3 ana3 "i" o* t.! tr!nd and .o) t.! a**!ct t.! ,ar%!t "i4! and d!,and *or t.! *ir,5" +roduct. ii. 1inding market niches@ Pric!' "!r(ic!' con(!ni!nc! and t!c.no3o& ar! "o,! o* t.! nic.!" in Indian ,ar%!t. iii. )roduct and ser<ice p#anning@ Ana3 "i" o* t.! cu"to,!r5" +ro,otion o* t.! brand' bot. o* t.! *ir, and co,+!titor"' b!"id!" an ana3 "i" o* t.! "ituation in ).ic. t.! cu"to,!r u"!" t.! +roduct. i(. ;istribution@ Structura3 c.an&!" in in(!ntor ,ana&!,!nt' ,obi3! di"tribution ar! "o,! o* t.! %! *actor" t.at ar! &oin& to a**!ct t.! di"tribution +roc!"" in t.! Indian ,ar%!t. (. Managing for resu#t@ 2it. +r!""ur! on co"t"' +ric!"' and ,ar&in"' ,ar%!t!r" )i33 .a(! to ,a%! !**!cti(! uti3i4ation o* !(!r ru+!! "+!nt in ,ar%!tin&.

%ar1et opportunity of JK: Id!nti*ication o* ,ar%!t o++ortunit i" critica3 b!*or! t.! ,ana&!,!nt o* a**ir, ta%!" a d!ci"ion to 3aunc. or di(!r"i* *o33o)in&L ? Si4! o* t.! ,ar%!t ? Mar%!tin& "trat!&i!" and t.! !8t!nt and ;ua3it o* "!r(ic!" r!nd!r!d b ot.!r *ir, in t.! indu"tr . ? Mar%!t +ro&ra,,!d r!;uir!d to "ati"* ,ar%!t )ant" ? Id!nti*ication o* %! "ucc!"" *actor" in an indu"tr and 3in%in& t.!, to a *ir,5" "tr!n&t." and )!a%n!"" Market opportunity Ambedkar Institute of Management Studies 61 in an +roduct ar!a. T.i" in(o3(!" ana3 "i" o* t.!

a. Si4! o* t.! ,ar%!t b. Ho) )!33 t.! ,ar%!t i" "!r(!d c. Pro"+!cti(! inc.!" d. Mar%!tin& ,i8 r!;uir!d to "ucc!!d !. Cor! co,+!t!nci!" r!;uir!d

Mar%!t "!&,!nt ana3 "i"

Indu"tr ana3 "i"

Co,+!tition ana3 "i"

D!,and Condition "

Trad! ana3 "i"

Market opportunity Si4! o* t.! ,ar%!t Ho) )!33 t.! ,ar%!t i" "!r(!d Pro"+!cti(! inc.!" Mar%!tin& ,i8 r!;uir!d to "ucc!!d Cor! co,+!t!nci!" r!;uir!d
Framework of market opportunity analysis

Size of the market: Si4!" o* t.! ,ar%!t ar!.... I. ;emand ana#ysis@ i" t.! cor! a"+!ct o* ,ar%!t o++ortunit . II. egmentation ana#ysis@ i" t.! +roc!"" o* di(idin& t.! ,ar%!t into .o,o&!n!ou" "ub unit". III. Industry ana#ysis@

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Entr $arri!r"L Hi&.
T.! !ntr barri!r" ar! .i&. *or t.! t r! indu"tr . It i" a .i&.3 ca+ita3 int!n"i(! indu"tr . A +3ant )it. an annua3 ca+acit o* 1.F ,i33ion cro""G+3 t r!" co"t" b!t)!!n R". >'BBB and R". F'BBB ,i33ion. A "i,i3iar +3ant +roducin& radia3 t r!" co"t" R". D'BBB ,i33ion.

$ar&ainin& Po)!r o* t.! $u !r"L Hi&.
T.! OEM" .a(! tota3 contro3 o(!r +ric!". In *act' t.! OEM" *ac!d )it. d!c3inin& +ro*itabi3it .a(! a3"o r!duc!d t.! nu,b!r o* co,+on!nt "u++3i!r" to ,a%! t.! "u++3 c.ain ,or! !**ici!nt.

$ar&ainin& Po)!r o* t.! Su++3i!r"L Hi&. Int!r Fir, Ri(a3r L =o) T.! t r! indu"tr in India i" *air3 conc!ntrat!d' )it. t.! to+ !i&.t co,+ani!" accountin& *or ,or! t.an DBC o* t.! tota3 +roduction o* t r!"
T.! t r! indu"tr con"u,!" n!ar3 FBC o* t.! natura3 rubb!r +roduc!d in t.! countr . T.! +ric! o* natura3 rubb!r i" contro33!d b Rubb!r Contro3 $oard and t.! do,!"tic +ric!" o* natura3 rubb!r .a(! r!&i"t!r!d a "i&ni*icant incr!a"! in r!c!nt ti,!".

T.r!at o* Sub"titut!"L =o) but Incr!a"in&
Durin& t.! FY6BB6' o(!r 1'1B'BBB +a""!n&!r car t r!" )!r! i,+ort!d. T.i" con"titut!" o(!r 6C o* tota3 radia3 +a""!n&!r car t r! +roduction in t.! countr . Ho)!(!r' )it. t.! r!duction o* +!a% cu"to, dut ' t.! i,+ort o* t r!" i" 3i%!3 to incr!a"!.

Industry Ana#ysis 6 )orter>s Mode# i(. +ompetitor ana#ysis@ ana3 "i" o* co,+!tition .o) )!33 t.! ,ar%!t i" "!r(!d.

%ar1etin& mix: A Mar%!tin& ,i8 i" t.! di(i"ion o* &rou+" to ,a%! a +articu3ar +roduct' b +ricin&' +roduct' brandin&' +3ac!' and ;ua3it . A3t.ou&. "o,! ,ar%!t!r"Mwho?N .a(! add!d ot.!r PI"' "uc. a" +!r"onn!3 and +ac%a&in&' t.! *unda,!nta3" o* ,ar%!tin& t +ica33 id!nti*i!" t.! *our PI" o* t.! ,ar%!tin& ,i8 a" r!*!rrin& toL Ambedkar Institute of Management Studies 67

1. Product 6. Pric! 7. Pro,otion >. P3ac!

Product A tan&ib3! ob?!ct or an intan&ib3! "!r(ic! t.at i" ,a"" +roduc!d or ,anu*actur!d on a 3ar&! "ca3! )it. a "+!ci*ic (o3u,! o* unit". Intan&ib3! +roduct" ar! o*t!n "!r(ic! ba"!d 3i%! t.! touri", indu"tr 1 t.! .ot!3 indu"tr . T +ica3 !8a,+3!" o* a ,a"" +roduc!d tan&ib3! ob?!ct ar! t.! t r!. A 3!"" ob(iou" but ubi;uitou" ,a"" +roduc!d "!r(ic! i" a co,+ut!r o+!ratin& " "t!,. Ambedkar Institute of Management Studies 6>

/ro!uct ran&e: B(*S
S(2E +3/E

$(B

9.00-2014PR JET RIB 9.00-2016PR 10.00-2016PR 9.$$-?$1#P2 92-CK 9EF JET RIB JET RIB JET I!E"

SE%( #4,

9.$$-?$13P2 92-CK 9EF 1$.$$-?$13P2 92-CK 9EF

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NORMAL LOAD

D.6FG6B1>PR

J/9 92-CK J/9 92-CK J/9 92-CK J/9 KI<> J/9 KI<> J/9 KI<> J/9 92-CK J/9 92-CK J/9 92-CK J/9 C!-SSIC 92-CK 39 , ;D 92-CK 39 ;D
+3/E

9 !!"#!$%&R 9 !!"#!$'&R $! !!"#!$'&R $$ !!"#!$'&R $# !!"#!$'&R

LUG

MOD(RA)(

D.6FG6B1>PR

9 !!"#!$%&R 9 !!"#!$'&R $! !!"#!$'&R *(A+, S-&(R *(A+,

1B.BBG6B1APR
$! !!"#!$'&R

$*5(*#
S(2E

9.$$-?$13P2 LUG 1$.$$-?$13P2 11.$$-?$13P2 $9.$$-?$13P2 SEMI LUG 1$.$$2?$13P2 11.$$2?$13P2 9.$$2?$1#G13P2 RIB 1$.$$2?$13P2 11.$$2?$13P2 1?.$$2?$18P2

J/9 S9//!-J;& J/9 S9//!-J;C J/9 S9//!-J;C J/9 W-F JEC J/9 W-F JEC J/9 W-F JEC J/9 W-F JEC J/9 W-F J%2 J/9 W-F JE& J/9 W-F JE&

Ambedkar Institute of Management Studies

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Price T.! +ric! i" t.! a,ount a cu"to,!r +a " *or t.! +roduct. It i" d!t!r,in!d b a nu,b!r o* *actor" inc3udin& ,ar%!t ".ar!' co,+!tition' ,at!ria3 co"t"' +roduct id!ntit +ric! o* +roduct i* ot.!r "tor!" .a(! t.! "a,! +roduct. Place P3ac! r!+r!"!nt" t.! 3ocation ).!r! a +roduct can b! +urc.a"!d. It i" o*t!n r!*!rr!d to a" t.! di"tribution c.ann!3. It can inc3ud! an +. "ica3 "tor! a" )!33 a" (irtua3 "tor!" on t.! Int!rn!t. Promotio Pro,otion r!+r!"!nt" a33 o* t.! co,,unication" t.at a ,ar%!t!r ,a u"! in t.! and t.! cu"to,!rI" +!rc!i(!d (a3u! o* t.! +roduct. T.! bu"in!"" ,a incr!a"! or d!cr!a"! t.!

,ar%!t+3ac!. Pro,otion .a" *our di"tinct !3!,!nt" G ad(!rti"in&' +ub3ic r!3ation"' )ord o* ,out. and +oint o* "a3!. A c!rtain a,ount o* cro""o(!r occur" ).!n +ro,otion u"!" t.! *our +rinci+a3 !3!,!nt" to&!t.!r' ).ic. i" co,,on in *i3, +ro,otion. Ad(!rti"in& co(!r" an co,,unication t.at i" +aid *or' *ro, t!3!(i"ion and cin!,a co,,!rcia3"' radio and Int!rn!t ad(!rt" t.rou&. +rint ,!dia and bi33board". On! o* t.! ,o"t notab3! ,!an" o* +ro,otion toda i" t.! Pro,otiona3 Product' a" in u"!*u3 it!," di"tribut!d to tar&!t!d audi!nc!" )it. no ob3i&ation attac.!d. T.i" cat!&or .a" &ro)n !ac. !ar *or t.! +a"t d!cad! ).i3! ,o"t ot.!r *or," .a(! "u**!r!d. It i" t.! on3 *or, o* ad(!rti"in& t.at tar&!t" a33 *i(! "!n"!" and .a" t.! r!ci+i!nt t.an%in& t.! &i(!r. Pub3ic r!3ation" ar! ).!r! t.! co,,unication i" not dir!ct3 +aid *or and inc3ud!" +r!"" r!3!a"!"' "+on"or".i+ d!a3"' !8.ibition"' con*!r!nc!"' "!,inar" or trad! *air" and !(!nt". 2ord o* ,out. i" an a++ar!nt3 in*or,a3 co,,unication about t.! +roduct b ordinar indi(idua3"' "ati"*i!d cu"to,!r" or +!o+3! "+!ci*ica33 !n&a&!d to cr!at! )ord o* ,out. ,o,!ntu,. Sa3!" "ta** o*t!n +3a " an i,+ortant ro3! in )ord o* ,out. and Pub3ic R!3ation". $road3 d!*in!d' o+ti,i4in& t.! ,ar%!tin& ,i8 i" t.! +ri,ar r!"+on"ibi3it o*

,ar%!tin&. $ o**!rin& t.! +roduct )it. t.! ri&.t co,bination o* t.! *our P" ,ar%!t!r" can i,+ro(! t.!ir r!"u3t" and ,ar%!tin& !**!cti(!n!"". Ma%in& ",a33 c.an&!" in t.! ,ar%!tin& ,i8 i" t +ica33 con"id!r!d to b! a tactica3 c.an&!. Ma%in& 3ar&! c.an&!" in Ambedkar Institute of Management Studies 6E

an o* t.! *our P" can b! con"id!r!d "trat!&ic. For !8a,+3!' a 3ar&! c.an&! in t.! +ric!' "a *ro, [email protected] to [email protected] )ou3d b! con"id!r!d a "trat!&ic c.an&! in t.! +o"ition o* t.! +roduct. Ho)!(!r a c.an&! o* O171 to O17B.@@ )ou3d b! con"id!r!d a tactica3 c.an&!' +ot!ntia33 r!3at!d to a +ro,otiona3 o**!r. T.! t!r, JMar%!tin& Mi8J .o)!(!r' do!" not i,+3 t.at t.! >P !3!,!nt" r!+r!"!nt o+tion". T.! ar! not trad!Go**" but ar! *unda,!nta3 ,ar%!tin& i""u!" t.at a3)a " n!!d to b! addr!""!d. T.! ar! t.! *unda,!nta3 action" t.at ,ar%!tin& r!;uir!" ).!t.!r d!t!r,in!d !8+3icit3 or b d!*au3t. !) S6O+ *nalysis T-(?GT& • • • Stron& brand i,a&! $!in& ;ua3it ori!nt!d =ar&! +roduct )idt. 1 3in! #+roduct ,i8ori!nt!d rat.!r t.an ;uantit • • • /!r 3ar&! di"tribution

c.ann!3 R!a"onab3! +ric! E**!cti(! !,+3o !! in 0K

• Econo,i!" o* "ca3! du! to o+ti,u, ca+acit uti3i4ation • Co33aboration )it. /i%rant' %no) *or t.!ir t!c.no3o&ica3 "u+!riorit brin&in& to&!t.!r +!r*or,anc!' !cono, ' durabi3it and co,*ort. • Stron& *inancia3 +o"ition"
!(AK?( • (

=!"" $rand A)ar!n!""

• =!"" conc!rn about ",a33 car "!&,!nt
"))"-T,?ITI( • •

A bur&!onin& )or% *orc! and &ro)in& ,idd3! c3a"" +o+u3ation Hi&. &ro)t. +ot!ntia3 *or it" !8+ort" a" d!,and *or 0K t r! in Euro+! incr!a"in&.
Ambedkar Institute of Management Studies 6D

•

Indian cu"to,!r" ar! ,ain3 (a3u! bu !r" d!,andin& a b!tt!r o(!ra33 +ac%a&!. 0K i" +oi"!d in a b!tt!r +o"ition t.an ot.!r +3a !r" in t.! ,ar%!t to ca+ita3i"! on t.i" o++ortunit

T&-(AT •

Entr o* n!) +3a !r" )it. n!)!r and b!tt!r t!c.no3o&i!" in t.! ",a33 car t r! "!&,!nt

•

So ,an c3o"! co,+!titor" 3i%! A++o3o' $ir3a' C!at' Modi' Kai4!n !tc.

!. Or&ani7ational structure of JK +yre

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? Objectives of t e stu!y
?

"ee! stu!y

for

t e

? #imitation of t e stu!y ? $esearc %et o!olo&y of t e stu!y

Objectives of t e stu!y
? ? To *ind out ,ar%!t ".ar! o* 0K T r!". To und!r"tand t.! ,ar%!tin& "trat!& o* 0K T r!".

? To *ocu" on t.! Mar%!tin& ,i8 o* 0K t r!
Ambedkar Institute of Management Studies 7B

? ?

To !(a3uat! t.! 3i,itation" o* 0K t r!. To ana3 4! t.! cu"to,!r5" n!!d" r!&ardin& t.! +roduct and +o3ici!" *or,u3at!d b t.! co,+an . To *ind out t.! brand i,a&! o* 0K t r!

?

"ee! for t e stu!y
Mana&!,!nt i" 3i%! a coin .a(in& t)o "id!". On! i" t.! t.!or!tica3 +art and "!cond i" t.! +ractica3 +art. In t.! t.!or!tica3 +art o* ,ana&!,!nt )! 3!arn in our c3a""roo, *ro, t.! 3!ctur!"' "!,inar"' &rou+ di"cu""ion" t.at ar! arran&!d *ro, ti,! to ti,!. To %no) t.! +ractica3 a"+!ct o* ,ana&!,!nt a +ractica3 trainin& i" +ro(id!d to t.! "tud!nt". T.! ,ain id!a b!.ind +ractica3 trainin& i" to brin& t.! ,ana&!,!nt "tud!nt" *ac! to *ac! )it. t.! actua3 !n(iron,!nt o* +ractica3 ,ana&!,!nt "o t.at .!K ".! )i33 b! ab3! to a++3 t.!or to +ractica3 "ituation b!*or! *ina33 ,o(in& into t.! +ro*!""iona3 )or3d to ".o) t.! !**ici!nc and ca+abi3it . T.! +ro?!ct "tud *ocu"!d on 90K t r!: a" a +roduct and t.! "ub?!ct i" to und!r"tand t.! ,ind "!t o* di**!r!nt cu"to,!r" about t.! +roduct. $!in& a "tud!nt o* ,ar%!tin& ,ana&!,!nt' t.! in;ui"iti(!n!"" to +!!+ on +ractica3 "id! o* con"u,!r +!rc!+tion +ro,ot!d in "tud . In t.i" "tud !**ort" .a(! b!!n ,ad! to +r!+ar! t.! r!+ort a" r!a3i"tic a" +o""ib3!.

#imitation of t e stu!y
The +ro?!ct "ur*!r" *ro, t.! *o33o)in& 3i,itation" du! to t.! in.!r!nt and r!"tricti(! natur! o* t.! "tud und!rta%!nL

Ambedkar Institute of Management Studies

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• •

Du! to con"traint" o* ti,!' ,on! and ot.!r r!"ourc!" a++3icab3! to t.i" "tud . T.i" "tud i" con*in!d to on3 a *!) "+!ci*i!d ar!a" o* and i" not co,+r!.!n"i(! "tud o* t.! cu"to,!r" o* 0K t r! a33 o(!r Ko3%ata and Nort. 6> P&".

• •

T.i" "tud i" r!"trict!d on3 to "a,+3! "+ac! c.o"!n *or t.! "tud . T.! ar!a" co(!r!d und!r t.! "ur(! " ar!L Dun3o+' A&ar+ara' C.iria,or!' Pani.ati' Tita&ar.' K.arda.'

$esearc

%et o!olo&y of t e stu!y

AM)A( IB(@ FBB truc%" M(T&"; "1 +"AA(+TI"?@ MARKET SUR/EY ;ATA T2)(@ For t.! abo(! "tud bot. t +! o* data )!r! u"!d "uc. a" +ri,ar data and "!condar data. For +ri,ar data di**!r!nt ar!a" o* Ko3%ata )!r! b!in& (i"it!d and *or t.! "!condar data int!rn!t 1 r!*!r!nc! boo%" .a(! b!!n u"!d. • • • • Co33!ctin& data *ro, ,ar%!t t.rou&. Fit,!nt "ur(! o* Truc%" on road. 2or%in& on t.! data. Gra+.ica3 r!+r!"!ntation o* r!"u3t". Ana3 4in& t.! &ra+. and dri(in& *urt.!r !n;uiri!".

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?D t

n !"sis # Inte$%$et tion

E&'i(it-)*1 Tab#e showing market share in -I% & (MI A,G tyre
Table-3.1
!AME !O" O# RIB $ SEMI LUG %&RES ' I! %O%AL RIB $ SEMI LUG %&RES ' I! %O%AL %&RES

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APOLLO BIRLA CEA% 1"2" MR# GOO4 &EAR O%5ERS %O%AL

()* -++ -./ (-/ +3) +3 -/ -(+)

*+"(,' ."/)' -+"0,' +0"-3' -("(/' -"(3' -"3/' -33"33'

-*"+(' *"(0' /"+0' --".,' /".0' 3"/,' 3"(*' (3",0'

Fi&G7.1#aM2% S5ARE I! RIB $ SEMI LUG %&RES6'7 31.$$H 3$.$$H ' O# %O%AL M2% S5ARE ?1.$$H ?$.$$H 11.$$H 1$.$$H 1.$$H $.$$H 1 COMPA!IES -P4!!4 %I2!C/-9 J.K. 2F >44; F/-2 49&/2S

Fi&G7.1#bK9. S&-2/ 4F 2I% , S/ I !E> 9F2/S

-P4!!4 %I2!C/-9 J.K. 2F >44; F/-2 49&/2S

Interpretation@ From the above table it is shown that

in Rib and Semi lug tyre

segment Appolo is the market leader with 3 .!"#$ %ollowed by &' with (.1)# market share$ *RF with 1!.!+#$ ,-AT with 1 .("#$ .irla with /.+0#$ 1ood 2ear with 1.!)# and others with1.)+# o% market shar.

E&'i(it-)*2

+able s o-in& %ar1et s are in #4, tyre Table-3.
!AME APOLLO BIRLA !O" O# LUG %&RES (0* -)( ' I! %O%AL LUG %&RES +*".+' ,"0+' ' I! %O%AL %&RES -("-3' (")0'

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CEA% 1"2" MR# GOO4 &EAR O%5ERS %O%AL

(*/ /.. +-/ --3 )/ +3,3

+-"3-' +."(-' -3"*0' /"*-' *"-(' -33"33'

-+"((' -)".+' )"-/' *"-/' -".)' /0"+-'

Fi&G7.6#aM2% S5ARE I! LUG %&RES6'7 3$.$$H ' O# %O%AL M2% S5ARE %&RES ?1.$$H -P4!!4 ?$.$$H 11.$$H 1$.$$H 1.$$H $.$$H 1 COMPA!IES %I2!C/-9 J.K. 2F >44; F/-2 49&/2S

Fi&G7.6#bK9.S&-2/ 4F !E> 9F2/S I< H

-P4!!4 %I2!C/-9 J.K. 2F >44; F/-2 49&/2S

Interpretation@ From the above table it is shown that in lug tyre segment &' is the market leader with /.!1# %ollowed by Appolo with 3./ #$,-AT 1.)1#$ *RF with 1).3(#$.irla with ".( #$ 1ood 2ear with +.31#$and others with1./0#

E&'i(it-)*2

+able s o-in& +otal mar1et s are Table-3.3
!AME APOLLO BIRLA %O%AL !O O# %&RES 0/) +.) ' I! %O%AL +,"*/' ."-.'

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CEA% 1"2" MR# GOO4 &EAR O%5ERS %O%AL

)+3 -33* (+-*3 .3 *(0)

-,",*' +.")0' -+"3(' *",+' +"+0' -33"33'

Fi&G7.7#a%O%AL M2% S5ARE6'7 31.$$H 3$.$$H ?1.$$H ?$.$$H 11.$$H 1$.$$H 1.$$H $.$$H 1 COMPA!IES -P4!!4 %I2!C/-9 J.K. 2F >44; F/-2 49&/2S

Fi&G7.7#b949-! K9. S&-2/ 4F 9F2/S I< H

' O# %O%AL M2% S5ARE

-P4!!4 %I2!C/-9 J.K. 2F >44; F/-2 49&/2S

From the above table it is shown that in lug tyre segment &' is the market leader with /.0(# %ollowed by Appolo ".3+# $,eat with 1"."3# *RF with 1 .)!#$ .irla with /.1/#$ 1ood 2ear with 3. "# and others are . (#.

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? 'in!in&s ? Su&&estions

'in!in&s A*t!r ta%in& t.! *!!dbac% o* ,or! t.an 1BB cu"to,!r" t.! "tud r!(!a3" t.at cu"to,!r" ar! *ond o* di**!r!nt brand" in di**!r!nt ar!a". =i%!' in Gouri+ur ar!a a3,o"t EBC o* cu"to,!r" +r!*!r $IR=A t r!" #!"+!cia33 SAMSON-' in Pani.ati ar!a" cu"to,!r" +r!*!r 0K t r!"' ).!r! in Dun3o+ +!o+3! +r!*!r 0K 1 APO==O. Not on3 di**!r!nt c.oic!" but a3"o .a(in& di**!r!nt !8+!ri!nc! on di**!r!nt brand". It i" *ound t.at ,an cu"to,!r" Ambedkar Institute of Management Studies 7E

+r!*!r 0K5" &uarant!!d t r!" "uc. a" 90ET TRAK 7@: and !cono,

c3a"" rib t r!

9/IKRANT TRACK KING: *or it" ,i3a&! 1 r!3iabi3it but it i" a3"o tru! t.at ,an ot.!r brand" "uc. a" 90ET MI=ES:' 90ET PACE:' 90ET SUPER =UG: do not .a(! a "tron& +3ac! in cu"to,!r" ,ind. T.! "tud ".o)" t.at 0K5" "tron& cont!nd!r i" APO==O ).o5" ;ua3it )a" a++r!ciat!d b ,an . APO==O5" 9PTGE: 1 9=OAD STAR SUPER: ar! (!r ,uc. +r!*!rr!d. In &uarant!!d t r!" $IR=A5" 9SAMSON: i" t.! ,ain cont!nd!r o* 0K. Inca"! o* nor,a3 3oad!d truc%" cu"to,!r" ,o"t3 r!3 on CEAT but in o(!r 3oad APO==O 1 0K ar! r!3iab3!. C!rtain3 MRF .a" not a &ood r!+utation at a33. 1. 0K i" t.! ,ar%!t 3!ad!r *o33o)!d b APO==O. 6. /IKRANT TRACK KING o* 0K i" ,o"t u"!dK+r!*!rr!d t r! o(!ra33. 7. In !cono, "!&,!nt 0K .a" Stron& .o3d but +r!,iu, "!&,!nt i" do,inat!d b APO==O. >. 0K T r! i" .a(in& !d&! br!a%in& +rob3!, Su&&estion 1. 0K T r! i" doin& )!33 in rib "!&,!nt but t.! ar! ba"!d in on3 on on! brand 9/i%rant:. So 0K ".ou3d tr to a)ar! to incr!a"! t.! a)ar!n!"" o* ot.!r brand". 6. 9Pric!GQua3it "!&,!nt. 7. K!!+ ! ! to r!duc! t.! co"t o* ,anu*acturin&. So +ric! )i33 *urt.!r r!duc!d and co,+!tition )i33 incr!a"!d. >. T.! co,+an ".ou3d 3oo% a*t!r it" tr!ad !ro"ionKbr!a%in& +rob3!,. r!3ation".i+: n!!d" to i,+ro(! in +r!,iu, rib and 3u& t r!

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Unit-2: CUSTOMER5S PREFERENCE ON DIFFERENT $RANDS AND TYRE COMPANIES IN TRUCK SEGMENT.

? Consumer Buyin& be aviour ? (n!ian consumer profile ? Objective of t e stu!y ? #imitation Of t e stu!y ? %et o!olo&y

Consumer Buyin& Be aviour
Con"u,!r bu in& b!.a(ior i" in*3u!nc!d b t.! cu3tur! and "ubcu3tur!. Habit"' 3i%!" and di"3i%!" o* t.! +!o+3! b!3on&in& to a +articu3ar cu3tur! or "ubcu3tur! can a**!ct t.! ,ar%!tin& !**ort" o* a *ir, to a &r!at !8t!nt. T.! "ocia3 c3a"" to ).ic. t.! indi(idua3 b!3on&" t!33" about t.! t +! o* +roduct" t.! indi(idua3 +r!*!r". Ot.!r *actor" t.at in*3u!nc! t.! bu in& b!.a(ior ar! "ocia3 *actor" 3i%! r!*!r!nc! &rou+ and *a,i3 ' +!r"ona3 *actor" 3i%! t.! a&!' 3i*! c c3! and occu+ation' and +" c.o3o&ica3 *actor" 3i%! ,oti(ation' +!rc!+tion and attitud!" o* t.! cu"to,!r". Ambedkar Institute of Management Studies 7@

$u in& ro3!" and bu in& d!ci"ion con"titut! con"u,!r5" d!ci"ionG,a%in& b!.a(ior. A cu"to,!r can ada+t (ariou" bu in& ro3!" 3i%! initiator' in*3u!nc!r' d!cid!r' bu !r' +r!+ar!r' ,aintain!r and di"+o"!r in +urc.a"in& and u"in& t.! +roduct". $u in& b!.a(ior .!3+" ,ar%!t!r" 3!arn t.! int!n"it and d!&r!! o* in(o3(!,!nt o* cu"to,!r" in +urc.a"in& t.! +roduct". Cu"to,!r bu in& b!.a(ior i" broad3 c3a""i*i!d into t.r!! t +!". E8t!n"i(! +rob3!, "o3(in& bu in& b!.a(ior i" !8.ibit!d ).!n a cu"to,!r bu " .i&. in(o3(!,!nt' !8+!n"i(! and 3!"" *r!;u!nt3 +urc.a"!d +roduct". Con"u,!r" ar! in(o3(!d in routin! +rob3!, "o3(in& d!ci"ionG,a%in& +roc!""' ).!n t.! +urc.a"! routin!3 +urc.a"!d' 3o) co"t +roduct". /ari!t in(o3(!,!nt "!!%in& b!.a(ior i" "!!n ).!n cu"to,!r" +urc.a"! 3o)G +roduct".

Cu"to,!r" u"ua33 &o t.rou&. *i(! "ta&!" in arri(in& at a +urc.a"! d!ci"ion' t.ou&. it ,i&.t not b! "o in a33 t.! ca"!". In t.! *ir"t "ta&!' t.! cu"to,!r id!nti*i!" an un"ati"*i!d n!!d in .i,. In t.! "!cond "ta&!' cu"to,!r" co33!ct t.! in*or,ation about t.! +roduct and a(ai3ab3! brand" t.rou&. +!r"ona3 "ourc!"' co,,!rcia3 "ourc!"' +ub3ic "ourc!" or !8+!ri!ntia3 "ourc!". In t.! t.ird "ta&!' t.! cu"to,!r" !(a3uat! a33 t.! a3t!rnati(!" )it. t.! .!3+ o* a(ai3ab3! in*or,ation. In t.! *ourt. "ta&!' t.! cu"to,!r ,a%!" a +urc.a"! d!ci"ion. And *ina33 in t.! *i*t. "ta&!' .! !8+!ri!nc!" +o"t +urc.a"! "ati"*action or di""ati"*action. Po"t +urc.a"! u"a&! and di"+o"a3 o* t.! +roduct i" a3"o o* !;ua3 i,+ortanc! to t.! ,ar%!t!r' a" it can "a(! co"t and ti,! o* +roducin& a" )!33 a" .!3+ in +rot!ctin& t.! !n(iron,!nta3 !;ui3ibriu,. 'actors influencin& t e be aviour of buyers. Con"u,!r b!.a(iour i" a**!ct!d b ,an uncontro33ab3! *actor". 0u"t t.in%' ).at

in*3u!nc!" ou b!*or! ou bu a +roduct or "!r(ic!R Your *ri!nd"' our u+brin&in&' our cu3tur!' t.! ,!dia' a ro3! ,od!3 or in*3u!nc!" *ro, c!rtain &rou+"R Cu3tur! i" on! *actor t.at in*3u!nc!" b!.a(iour. Si,+3 cu3tur! i" d!*in!d a" our attitud!" and b!3i!*". $ut .o) ar! t.!"! attitud!" and b!3i!*" d!(!3o+!dR A" an indi(idua3 &ro)in& u+' a c.i3d i" in*3u!nc!d b t.!ir +ar!nt"' brot.!r"' "i"t!r and ot.!r *a,i3 ,!,b!r ).o

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,a t!ac. t.!, ).at i" )ron& or ri&.t. T.! 3!arn about t.!ir r!3i&ion and cu3tur!' ).ic. .!3+" t.!, d!(!3o+ t.!"! o+inion"' attitud!" and b!3i!*" #AIO-. T.!"! *actor" )i33 in*3u!nc! t.!ir +urc.a"! b!.a(iour .o)!(!r ot.!r *actor" 3i%! &rou+" o* *ri!nd"' or +!o+3! t.! 3oo% u+ to ,a in*3u!nc! t.!ir c.oic!" o* +urc.a"in& a +articu3ar +roduct or "!r(ic!. R!*!r!nc! &rou+" ar! +articu3ar &rou+" o* +!o+3! "o,! +!o+3! ,a 3oo% u+ to)ard" to t.at .a(! an i,+act on con"u,!r b!.a(iour. So t.! can b! "i,+3 a band 3i%! t.! S+ic! Gir3" or our i,,!diat! *a,i3 ,!,b!r". O+inion 3!ad!r" ar! t.o"! +!o+3! t.at ou 3oo% u+ to b!cau"! our r!"+!ct t.!ir (i!)" and ?ud&,!nt" and t.!"! (i!)" ,a in*3u!nc! con"u,!r d!ci"ion". So it ,a b! a *ri!nd ).o )or%" )it. t.! IT trad! ).o ,a in*3u!nc! our d!ci"ion on ).at co,+ut!r to bu . T.! !cono,ica3 !n(iron,!nt a3"o .a" an i,+act on con"u,!r b!.a(iourH do con"u,!r" .a(! a "!cur! ?ob and a r!&u3ar inco,! to "+!nd on &ood"R Mar%!tin& and ad(!rti"in& ob(iou"3 in*3u!nc! con"u,!r" in tr in& to !(o%! t.!, to +urc.a"! a +articu3ar +roduct or "!r(ic!. P!o+3!5" "ocia3 "tatu" )i33 a3"o i,+act t.!ir b!.a(iour. 2.at i" t.!ir ro3! )it.in "oci!t R Ar! t.! Actor"R Doctor"R O**ic! )or%!rR And ,ot.!r" and *at.!r" a3"oR C3!ar3 b!in& +ar!nt" a**!ct" our bu in& .abit" d!+!ndin& on t.! a&! o* t.! c.i3dr!n' t.! t +! o* ?ob ,a ,!an ou n!!d to +urc.a"! *or,a3 c3ot.!"H t.! inco,! ).ic. i" !arn!d .a" an i,+act. T.! 3i*!"t 3! o* "o,!on! ).o !arn" S6FBBBB )ou3d c3!ar3 b! di**!r!nt *ro, "o,!on! ).o !arn" S6FBBB. A3"o c.aract!r" .a(! an in*3u!nc! on bu in& d!ci"ion. 2.!t.!r t.! +!r"on i" !8tro(!rt #out &oin& and "+!nd" on !nt!rtain,!nt- or intro(!rt #%!!+" to t.!,"!3(!" and +urc.a"!" (ia on3in! or ,ai3 ord!r- a&ain .a" an i,+act on t.! t +!" o* +urc.a"!" ,ad!.

+ypes of buyin& be aviour) T.!r! ar! *our t +ica3 t +!" o* bu in& b!.a(iour ba"!d on t.! t +! o* +roduct" t.at int!nd" to b! +urc.a"!d. Co,+3!8 bu in& b!.a(iour i" ).!r! t.! indi(idua3 +urc.a"!" a .i&. (a3u! brand and "!!%" a 3ot o* in*or,ation b!*or! t.! +urc.a"! i" ,ad!. Habitua3 bu in& b!.a(iour i" ).!r! t.! indi(idua3 bu " a +roduct out o* .abit !.&. a dai3 n!)"+a+!r' "u&ar or "a3t. /ari!t "!!%in& bu in& b!.a(iour i" ).!r! t.! indi(idua3 3i%!" to ".o+ around and !8+!ri,!nt )it. di**!r!nt +roduct". So an indi(idua3 ,a ".o+ around Ambedkar Institute of Management Studies >1

*or di**!r!nt br!a%*a"t c!r!a3" b!cau"! .!K".! )ant" (ari!t in t.! ,ornin&"T Di""onanc! r!ducin& bu in& b!.a(iour i" ).!n bu !r ar! .i&.3 in(o3(!d )it. t.! +urc.a"! o* t.! +roduct' b!cau"! t.! +urc.a"! i" !8+!n"i(! or in*r!;u!nt. T.!r! i" 3itt3! di**!r!nc! b!t)!!n !8i"tin& brand" an !8a,+3! )ou3d b! bu in& a dia,ond rin&' t.!r! i" +!rc!i(!d 3itt3! di**!r!nc! b!t)!!n !8i"tin& dia,ond brand ,anu*actur!r". 8o- !o customers buy9 R!"!arc. "u&&!"t" t.at cu"to,!r" &o t.rou&. a *i(!G"ta&! d!ci"ionG,a%in& +roc!"" in an +urc.a"!. T.i" i" "u,,ari4!d in t.! dia&ra, b!3o)L

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T.i" ,od!3 i" i,+ortant *or an on! ,a%in& ,ar%!tin& d!ci"ion". It *orc!" t.! ,ar%!t!r to con"id!r t.! ).o3! bu in& +roc!"" rat.!r t.an ?u"t t.! +urc.a"! d!ci"ion #).!n it ,a b! too 3at! *or a bu"in!"" to in*3u!nc! t.! c.oic!TT.! ,od!3 i,+3i!" t.at cu"to,!r" +a"" t.rou&. a33 "ta&!" in !(!r +urc.a"!. Ho)!(!r' in ,or! routin! +urc.a"!"' cu"to,!r" o*t!n "%i+ or r!(!r"! "o,! o* t.! "ta&!". For !8a,+3!' a "tud!nt bu in& a *a(ourit! .a,bur&!r )ou3d r!co&ni4! t.! n!!d #.un&!rand &o ri&.t to t.! +urc.a"! d!ci"ion' "%i++in& in*or,ation "!arc. and !(a3uation. Ho)!(!r' t.! ,od!3 i" (!r u"!*u3 ).!n it co,!" to und!r"tandin& an +urc.a"! t.at r!;uir!" "o,! t.ou&.t and d!3ib!ration. T.! bu in& +roc!"" "tart" )it. n!!d r!co&nition. At t.i" "ta&!' t.! bu !r r!co&ni4!" a +rob3!, or n!!d #!.&. I a, .un&r ' )! n!!d a n!) "o*a' I .a(! a .!adac.!- or r!"+ond" to a ,ar%!tin& "ti,u3u" #!.&. ou +a"" Starbuc%" and ar! attract!d b t.! aro,a o* co**!! and c.oco3at! ,u**in"-. An 9arou"!d: cu"to,!r t.!n n!!d" to d!cid! .o) ,uc. in*or,ation #i* an - i" r!;uir!d. I* t.! n!!d i" "tron& and t.!r! i" a +roduct or "!r(ic! t.at ,!!t" t.! n!!d c3o"! to .and' t.!n a +urc.a"! d!ci"ion i" 3i%!3 to b! ,ad! t.!r! and t.!n. I* not' t.!n t.! +roc!"" o* in*or,ation "!arc. b!&in". A cu"to,!r can obtain in*or,ation *ro, "!(!ra3 "ourc!"L • • • • P!r"ona3 "ourc!"L *a,i3 ' *ri!nd"' n!i&.bor" !tc Co,,!rcia3 "ourc!"L ad(!rti"in&H "a3!"+!o+3!H r!tai3!r"H d!a3!r"H +ac%a&in&H +ointG o*G"a3! di"+3a " Pub3ic "ourc!"L n!)"+a+!r"' radio' t!3!(i"ion' con"u,!r or&ani4ation"H "+!cia3i"t ,a&a4in!" E8+!ri!ntia3 "ourc!"L .and3in&' !8a,inin&' u"in& t.! +roduct

T.! u"!*u3n!"" and in*3u!nc! o* t.!"! "ourc!" o* in*or,ation )i33 (ar b +roduct and b cu"to,!r. R!"!arc. "u&&!"t" t.at cu"to,!r5" (a3u! and r!"+!ct +!r"ona3 "ourc!" ,or! t.an co,,!rcia3 "ourc!" #t.! in*3u!nc! o* 9)ord o* ,out.:-. T.! c.a33!n&! *or t.! Ambedkar Institute of Management Studies >7

,ar%!tin& t!a, i" to id!nti* ).ic. in*or,ation "ourc!" ar! ,o"t in*3u!ntia3 in t.!ir tar&!t ,ar%!t". In t.! !(a3uation "ta&!' t.! cu"to,!r ,u"t c.oo"! b!t)!!n t.! a3t!rnati(! brand"' +roduct" /osturc ase evaluation : Co&nitive 5issonance T.! *ina3 "ta&! i" t.! +o"tG+urc.a"! !(a3uation o* t.! d!ci"ion. It i" co,,on *or cu"to,!r" to !8+!ri!nc! conc!rn" a*t!r ,a%in& a +urc.a"! d!ci"ion. T.i" ari"!" *ro, a conc!+t t.at i" %no)n a" 9co&niti(! di""onanc!:. T.! cu"to,!r' .a(in& bou&.t a +roduct' ,a *!!3 t.at an a3t!rnati(! )ou3d .a(! b!!n +r!*!rab3!. In t.!"! circu,"tanc!" t.at cu"to,!r )i33 not r!+urc.a"! i,,!diat!3 ' but i" 3i%!3 to ")itc. brand" n!8t ti,!. To ,ana&! t.! +o"tG+urc.a"! "ta&!' it i" t.! ?ob o* t.! ,ar%!tin& t!a, to +!r"uad! t.! +ot!ntia3 cu"to,!r t.at t.! +roduct )i33 "ati"* .i" or .!r n!!d". T.!n a*t!r .a(in& ,ad! a +urc.a"!' t.! cu"to,!r ".ou3d b! !ncoura&!d t.at .! or ".! .a" ,ad! t.! ri&.t d!ci"ion.

(n!ian consumer profile
? Indian con"u,!r" ar! %no)3!d&!ab3!. ? T.! ar! t!c. "a(( . ? Indian con"u,!r" ar! 3it!rat!. ? Mo"t o* t.! Indian ar! ,idd3! c3a"". ? Standard o* 3i(in& i,+ro(!d. ? Rationa3 and t.in% in a 3in!ar ,ann!r. ? T.! can !8+3ain t.!ir t.ou&.t and b!.a(iour. ? T.in% in )ord".

OBJEC+(.E
• T.! ob?!cti(! o* t.! +ro?!ct )a" "o3!3 to !(a3uat! +r!*!r!nc! 3!(!3 o* 0K t r! a,on& t.! ,ind" o* cu"to,!r" in r!"+!ct o* c!rtain i,+ortant *actor" 3i%! &ood)i33' acc!+tanc!' "ati"*action !tc. • • To a""!"" t.! con"u,!r +!rc!+tion To und!r"tand t.! *actor" t.i" ,oti(at!" t.! cu"to,!r" *or bu in&. Ambedkar Institute of Management Studies >>

•

To und!r"tand t.! "ati"*action 3!(!3 o* t.! cu"to,!r".

#imitation of t e stu!y
? T.! "a,+3! "i4! o* 1BB r!"+ond!nt" )a" too ",a33 *or &!n!ra3i4ation. ? T.! "ur(! )a" r!"trict!d on3 to Ko3%ata. ? T.! duration o* t.! "tud i" on3 >F da "' du! to t.! r!a"on t.! "tud ,a not &i(! *u33 *3!d&!d in*or,ation to t.! M!dia P3annin& Grou+. ? So,! o* t.! r!"+ond!nt" )!r! r!3uctant to &i(! t.! ri&.t in*or,ation.

%et o!olo&y of t e stu!y
T2)( "1 T,;2@ Stud i" +art3 d!"cri+ti(! and +art3 !8+3orator . It i" d!c!+ti(! a" it i" conc!rn!d )it. t.! d!"cri+tion" o* t.! (ariab3!" in t.! +rob3!, ,od!3' i.!. ).at (ariab3!" or *actor" con"titut! cu"to,!r "ati"*action' and ).at additiona3 (ariab3!" or *actor" cou3d b! inc3ud!d' to con"titut! an acc!+tab3! t.! +r!"!nt cu"to,!r "ati"*action +ac%a&! or to incr!a"! t.! d!&r!! o* "ati"*action o* t.! cu"to,!r" *ro, d!3i&.t to 9!c"ta" :. It i" !8+3orator a" it i" conc!rn!d )it. !8+3orin& and di"co(!rin& t.! "ati"*action 3!(!3" and t.! r!a"on" *or di""ati"*action' i* an in &!n!ra3. ;ATA +"AA(+TI"? M(T&";L
PRIMARY DATA:

T.! +ri,ar data i" co33!ct!d t.rou&. "ur(! r!"!arc. b conductin& +!r"ona3 int!r(i!)" )it. t.! cu"to,!r".
RESEARCH TOOLS:

T.! cu"to,!r" ar! ad,ini"t!r!d a car!*u33 +r!+ar!d' )!33 t.ou&.t out and "tructur!d ;u!"tionnair!' ).ic. con"i"t" o* o+!nG !nd!d but ,o"t3 inc3ud!" ,u3ti+3! c.oic! ;u!"tion"' Dic.oto,ou" ;u!"tion".
SAMPLING DESIGN:

b! c3o"! ;u!"tion"' ).ic.

T.! "a,+3! "i4! i" 1BB. Sa,+3in& ar!a"L Ko3%ata
SECONDARY DATA:

T.! data .a" b!!n co33!ct!d *ro, (ariou" Ma&a4in!"' $oo%" and co,+an 2!b"it!". Ambedkar Institute of Management Studies >F

?D t

n !"sis # inte$%$et tion

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EXHIBIT-2 !"#$

+able s o-in& Bran! preference for front - eel as per respon!ents Table- .13a4
Bra d JK -PP4!4 2F %I2!49&/2S %O%AL !o" Of Re89o de t8 31 ?8 8 ?3 1$ -33 Per Ce t 31H ?8H 8H ?3H 1$H -33'

Sour.e" &rimary data
Fig- .13a4
Bra d 9refere ce for fro t : heel

1$H 31H JK ?3H -PP4!4 2F %I2!49&/2S 8H ?8H

Interpretation@ From the above table it is shown that ma5ority o% the respondents 6317 pre%er &' tyer %or %ront wheel be8ause o% smooth driving. /# o% respondents pre%er Appolo tyre %or better mileage. /# o% respondents pre%er *RF tyre %or 9ui8k servi8e. 3# o% the respondents pre%er .irla tyre %or better 8laim poli8y. 1)# o% the respondents pre%er other brands.

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EXHIBIT-2 !"b$

+able s o-in& Bran! preference for rear - eel as per respon!ents Table- .13b4
Bra d JK -PP4!4 2F %I2!49&/2S %O%AL !o" Of Re89o de t8 ?8 18 1$ ?= 1= -33 Per Ce t ?8H 18H 1$H ?=H 1=H -33'

Sour.e" &rimary data

Fig- .13b4
Bra d 9refere ce for rear : heel

1=H

?8H

JK -PP4!4 2F %I2!-

?=H 1$H 18H

49&/2S

Interpretation@ From the above table it is shown that ma5ority o% the respondents 6 /#7 pre%er &' tyer %or rear wheel be8ause o% smooth driving. 1/# o% respondents pre%er Appolo tyre %or better mileage.1)# o% respondents pre%er *RF tyre %or 9ui8k servi8e. "# o% the respondents pre%er .irla tyre %or better 8laim poli8y. 1"# o% the respondents pre%er other brands.

Ambedkar Institute of Management Studies

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EXHIBIT-2 2

+able s o-in& Best bran! as per respon!ents Table- .
Bra d JK -PP4!4 2F %I2!49&/2S %O%AL !o" Of Re89o de t8 ?9 ?= 1 ?= 1? -33 Per Ce t ?9H ?=H 1H ?=H 1?H -33'

Sour.e" &rimary data
Fig- .
Be8t ;ra d a8 9er re89o de t8

1?H

?9H

JK APPOLO M RF BIRLA OTHERS

?=H 1H ?=H

Interpretation@ From the above table it is shown that ma5ority o% the respondents 6 (#7 pre%er &' tyer be8ause o% smooth driving$ better 9uality and reasonable pri8e$ et8. "# o% respondents pre%er Appolo tyre %or better mileage$ good appearan8e.+# o% respondents pre%er *RF tyre %or 9ui8k servi8e$ %le:ibility. "# o% the respondents pre%er .irla tyre %or better 8laim poli8y$ load 8apa8ity. 1 # o% the respondents pre%er other brands.

Ambedkar Institute of Management Studies

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EXHIBIT-2 %

+able s o-in& $eason be in! t e selecte! bran! as per respon!ents Table- .3
Particular CE-!I9F P2IC/ C-22FI<> C-P-CI9F ;E2-%!I9F %O%AL !o" Of Re89o de t8 ?9 ?3 ?= ?1 -33 Per Ce t ?9H ?3H ?=H ?1H -33'

Sour.e" &rimary data
Fig- .3
Rea8o ;ehi d 8elected ;ra d a8 9er re89o de t8

?1H

?9H

CE-!I9F P2IC/ C-22I<> C-PICI9F

?=H

?3H

;E2-%!I9F

Interpretation@ From the above table it is shown that (# o% the respondents pre%er the brand %or better 9uality$ "# o% the respondents pre%er the brands %or better 8arrying 8apa8ity$ 3# o% the respondents pre%er the brand %or pri8e and 1# o% the respondents pre%er %or durability.

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FB

EXHIBIT-2 &

+able s o-in& ;ualities of selecte! bran! as per respon!ents Table- .!
Particular S/2:IC/ !/SS /24SI4< C!-I I!/->/ 49&/2S %O%AL !o" Of Re89o de t8 ?# 13 31 19 1$ -33 Per Ce t ?#H 13H 31H 19H 1$H -33'

Sour.e" &rimary data

Fig- .!
<ualit= of 8elected ;ra d a8 9er re89o de t8

1$H ?#H 19H S/2:IC/ !/SS/24SI4< C!II!!->/ 13H 49&/2S

31H

Interpretation@ 31# o% the respondents pre%er the brand %or better 8laim$ !# o% the respondents pre%er the brand %or better servi8e$ 1(# o% the respondents pre%er the brand %or better mileage$ 10# o% the respondents pre%er the brand %or less erosion and 1)# o% the respondents pre%er the brand %or other reason.

Ambedkar Institute of Management Studies

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EXHIBIT-2 '

+able s o-in& Best claim policy of selecte! bran! as per respon!ents Table- .+
Bra d JK -PP4!4 2F %I2!49&/2S %O%AL !o" Of Re89o de t8 19 3$ 1= ?3 11 -33 Per Ce t 19H 3$H 1=H ?3H 11H -33'

Sour.e" &rimary data
Fig- .+
Be8t claim 9olic= of 8elected ;ra d a8 9er re89o de t8

11H ?3H

19H

JK -PP4!4 2F %I2!3$H 49&/2S

1=H

Interpretation@ From the above table it is shown that 3)# o% the respondents pre%er Appolo %or better 8laim poli8y$ 3# o% the respondents pre%er .irla$ 1(# o% the respondents pre%er &' tyre$ 1"# o% the respondents pre%er *RF and 11# o% the respondents pre%er other brands %or better 8laim poli8y.

Ambedkar Institute of Management Studies

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EXHIBIT-2 (

+able s o-in& Best claim policies of JK as per respon!ents Table- .0
Particular CEICK 42/ F-CI!I9F 2/!I-%!/ <4 P/<;I<> >E2-<9// %O%AL !o" Of Re89o de t8 19 ?$ 1= ?1 ?3 -33 Per Ce t 19H ?$H 1=H ?1H ?3H -33'

Sour.e" &rimary data
Fig- .0
Be8t claim 9olic= a8 9er re89o de t8

?3H

19H

CEICK 42/ F-CI!I9F 2/!I-%!/ ?$H <4 P/<;I<> >E2-<9//

?1H 1=H

Interpretation@ From the above table it is shown that 3# o% the respondents pre%er &';s guarantee poli8y$ 1# o% the respondents pre%er no pending poli8y$ )# o% the respondents pre%er more %a8ility$ 1(# o% the respondents pre%er 9ui8k poli8y$ 1"# o% the respondents pre%er more reliable poli8y.

Ambedkar Institute of Management Studies

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EXHIBIT-2 )"#$

+able s o-in& Bran! preferre! for Table- ."3a4
Bra d JK -PP4!4 2F %I2!49&/2S %O%AL

eavy loa! capacity

!o" Of Re89o de t8 ?3 18 = ?9 ?$ -33

Per Ce t ?3H 18H =H ?9H ?$H -33'

Sour.e" &rimary data
Fig- ."3a4
Bra d 9refered for hea>= load ca9acit=

?$H

?3H

JK -PP4!4 2F %I2!-

?9H =H

18H

49&/2S

Interpretation@ From the above table it is shown that (# o% the respondents pre%er .irla %or heavy load 8apa8ity$ 0#o% the respondents pre%er &'$ )# o% the respondents pre%er other brand$ 1/# o% the respondents pre%er Appolo tyre and "# o% the respondents pre%er *RF tyre %or heavy load 8apa8ity.

Ambedkar Institute of Management Studies

F>

EXHIBIT-2 )"b$

+able s o-in& Bran! preference for me!ium loa! capacity Table- ."3b4
Bra d JK -PP4!4 2F %I2!49&/2S %O%AL !o" Of Re89o de t8 ?= ?3 8 1# ?1 -33 Per Ce t ?=H ?3H 8H 1#H ?1H -33'

Sour.e" &rimary data
Fig- ."3b4
Bra d 9refered for m edium load ca9acit=

?1H

?=H

JK -PP4!4 2F %I2!-

1#H 8H ?3H

49&/2S

Interpretation@ From the above table it is shown that "# o% the respondents pre%er &' tyre %or medium load 8apa8ity$ 0# o% the respondents pre%er Appolo tyre$ +# o% the respondents pre%er other brand$ 1!# o% the respondents pre%er .irla and /# o% the respondents pre%er *RF %or medium load 8apa8ity.

Ambedkar Institute of Management Studies

FF

EXHIBIT-2 )"*$

+able s o-in& Bran! preference for normal loa! capacity Table- ."384
Bra d JK -PP4!4 2F %I2!49&/2S %O%AL !o" Of Re89o de t8 ?# ?3 1$ ?3 ?$ -33 Per Ce t ?#H ?3H 1$H ?3H ?$H -33'

Sour.e" &rimary data

Fig- ."384
Bra d 9refered for orm al load ca9acit=

?$H

?#H

JK -PP4!4 2F %I2!-

?3H 1$H

?3H

49&/2S

Interpretation@ Fro, t.! abo(! tab3! it i" ".o)n t.at 6>C o* t.! r!"+ond!nt" +r!*!r 0K t r! *or nor,a3 3oad ca+acit ' bot. 67C o* t.! r!"+ond!nt" +r!*!r A++o3o and $ir3a' 6BC o* t.! r!"+ond!nt" +r!*!r ot.!r brand and 1BC o* t.! r!"+ond!nt" +r!*!r MRF *or nor,a3 3oad ca+acit .

Ambedkar Institute of Management Studies

FA

EXHIBIT-2 +

+able s o-in& %otivatin& factors be in! t e level of satisfaction Table- ./
Particular &-<;!I<> -PP/-2-<C/ 92-C9I4< 2I;/ ;E2-%I!I9F %O%AL !o" Of Re89o de t8 13 ?8 13 13 ?= -33 Per Ce t 13H ?8H 13H 13H ?=H -33'

Sour.e" &rimary data

Fig- ./
#actor8 affecti ? ;ehi d the le>el of 8ati8factio a8 9er re89o de t8

?=H

13H

&-<;!I<> -PP/-2-<C/ 92-C9I4< ?8H 2I;/ ;E2-%I!I9F

13H 13H

Interpretation@ From the above table it is shown that /# o% the respondents are satis%ied with the appearan8e o% the tyre$ "# o% the respondents are satis%ied with the durability o% the tyre$ both 10# o% the respondents are satis%ied with the tra8tion and ride o% the tyre and 13# o% the respondents are satis%ied with the handling 8apa8ity o% the tyre.

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?'in!in&s ?Su&&estions ?Conclusion

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'in!in&s
1. Cu"to,!r" ar! 3o a3 to di**!r!nt brand" in di**!r!nt ar!a". 6. In c3ai, +o3ic 0K T r! b!at ot.!r" b ,i3!. 7. Durabi3it o* 0K T r! i" "ati"*actor

Su&&estions
1. So,! cu"to,!r" ar! not "ati"*i!d )it. t.! c3ai, +o3ici!" a" it i" not +ro+!r3 c3!ar to t.! cu"to,!r" ). t.! c3ai, .a" b!!n r!?!ct!d. 6. Toda ,or! +!o+3! +r!*!r &uarant!!d t r!" 3i%! 90ET TRAK 7@:' 9$IR=A SAMSON: "o 0K can ,odi* it" &uarant +o3ic to attract ,or! cu"to,!r". 7. N!!d to incr!a"! r!3ation".i+ )it. cu"to,!r"

Conclusion 0K i" on! o* t.! b!"t T r! ,anu*acturin& co,+ani!" in India. 2.!r! t.! i,+ro(!,!nt i" r!;uir!d i" t.! r!3ation".i+ )it. it" +ot!ntia3 cu"to,!r. A3"o in "o,! "!&,!nt 0K .a" not an "tron& .o3d co,+ar! to APO==O' CEAT' $IR=A and ot.!r". So it can *urt.!r incr!a"! it" ,ar%!t ".ar! t.rou&. cu"to,!r r!3ation".i+ +ro&ra, and brand a)ar!n!"" "trat!& .

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BIB+IOGRAPHY
Marketing management, Rajan Saxsena Marketing management, Philip Kittler www.indiacar.net www.jktyre.com www.businessstandard.com

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