35035136 project on herohonda

7/31/2019 35035136 Project on Herohonda

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HERO HONDA

EXECUTIVE SUMMARY

During the 80s, Hero Honda became the first company in India to prove that it was possible

to drive a vehicle without polluting the roads. The company introduced new generationmotorcycles that set industry benchmarks for fuel thrift and low emission. A legendary 'Fill

it - Shut it - Forget it' campaign captured the imagination of commuters across India, and

Hero Honda sold millions of bikes purely on the commitment of increased mileage.

In today world customer is the king irrespective of whatever the business may be ,wherever

the operations may be .A good business organization is known by its strong customer

loyalty, which turns to become a unified family.

The project assigned to me by the company was a market study on 100cc bikes among the

dealers and customers with special reference to hero Honda dealer and loyalty of customers

towards the bike. The objective of the study was to find out the dealers and customers

opinion about the 100cc bikes with special reference to hero Honda dealer to understand

how market fluctuations affect their strategic decision. The research methodology wasdescriptive in nature encompassing a sample of 200customers for in-depth analysis

It was observed that 80%of the respondents are interested to purchase Hero Honda motor

vehicle .are in the age group of 18-35. A large part of respondents with majority of 60% are

satisfied with the availability of spare part and remaining 40% says no. It was observed that

the 92% resplendence are either highly satisfied are just satisfied and remaining 8% are

dissatisfied.

Different models Hero Honda vehicles can be introduced for ladies, with better comfort,

speed and power, so that it can cater to the changing tastes of women.

Dept of MBA, M.V.J.C.E, Bangalore 1


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HERO HONDA

More service station should be established in every part of the city, so those customers

have an easy accessibility.

With a strong sales and service network of 650 Authorized dealership, 1500 authorized

service centers and over 1000 certified service points, Hero Honda is growing from

strength to strength. Hero Honda motor should also start producing other models and

should add a different style and variety to their product line. This will surely attract more

customers. This will help to increase the existing goodwill and position in the market.

The experience gained during the analysis and drawing inferences was an exiting and

informative exercise under the guidance of unit head.



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HERO HONDA

COMPANY PROFILE

The joint venture between India's Hero Group and Honda Motor Company, Japan has not

only created the world's single largest two wheeler company but also one of the most

successful joint ventures worldwide.

During the 80s, Hero Honda became the first company in India to prove that it was possible

to drive a vehicle without polluting the roads. The company introduced new generation

motorcycles that set industry benchmarks for fuel thrift and low emission. A legendary 'Fill

it - Shut it - Forget it' campaign captured the imagination of commuters across India, and

Hero Honda sold millions of bikes purely on the commitment of increased mileage.

Over 20 million Hero Honda two wheelers tread Indian roads today. These are almost as

many as the number of people in Finland, Ireland and Sweden put together!

Hero Honda has consistently grown at double digits since inception; and today, every

second motorcycle sold in the country is a Hero Honda. Every 30 seconds, someone in

India buys Hero Honda's top -selling motorcycle Splendor. This festive season, the

company sold half a million two wheelers in a single montha feat unparalleled in global

automotive history.

Hero Honda bikes currently roll out from its three globally benchmarked manufacturingfacilities. Two of these are based at Dharuhera and Gurgaon in Haryana and the third state

of the art manufacturing facility was inaugurated at Haridwar, Uttrakhand in April this

year. These plants together are capable of producing out 4.4 million units per year.

Hero Honda's extensive sales and service network now spans over 3000 customer touch

points. These comprise a mix of dealerships, service and spare points, spare parts stockiest

and authorized representatives of dealers located across different geographies.

Hero Honda values its relationship with customers. Its unique CRM initiative - Hero Honda

Passport Program, one of the largest programs of this kind in the world, has over 3 million

members on its roster. The program has not only helped Hero Honda understand its

customers and deliver value at different price points, but has also created a loyal



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HERO HONDA

community of brand ambassadors.

Having reached an unassailable pole position in the Indian two wheeler market, Hero

Honda is constantly working towards consolidating its position in the market place. The

company believes that changing demographic profile of India, increasing urbanization and

the empowerment of rural India will add millions of new families to the economic

mainstream. This would provide the growth ballast that would sustain Hero Honda in the

years to come. As Brijmohan Lall Munjal, the Chairman, Hero Honda Motors succinctly

points out, "We pioneered India's motorcycle industry, and it's our responsibility now

to take the industry to the next level. We'll do all it takes to reach there.''

HeroHonda Mission

Hero Hondas mission is to strive for synergy between technology, systems and human

resources, to produce products and services that meet the quality, performance and price

aspirations of its customers. At the same time maintain the highest standards of ethics and

social responsibilities.

This mission is what drives Hero Honda to new heights in excellence and helps the

organization forge a unique and mutually beneficial relationship with all its stakeholders.



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HERO HONDA

PRODUCT PROFILE

General information

Model: Hero Honda CBZ X-TREME

Year: 2007

Category: Sport

Rating: 79.7 out of 100. Show full rating and compare with other bikes

Dept of MBA, M.V.J.C.E, Bangalore

General information

Model: Hero Honda Passion Plus

Year: 2008

Category: Sport

Rating: 49.9 out of 100. Show full rating and compare with other bikes

Engine and transmission

Displacement: 97.50 ccm (5.95 cubic inches)

Engine type: Single cylinder

Stroke: 4

Power: 7.37 HP (5.4 kW)) @ 8000 RPM

Torque: 7.95 Nm (0.8 kgf-m or 5.9 ft.lbs)

Compression: 9.0:1

Fuel control: OHC

Ignition: CDI

Starter: Kick

Cooling system: Air

Gearbox: 4-speed

Transmission typefinal drive:

Chain

Clutch: Multiplate, wet

Physical measures

Weight incl. oil, gas, etc: 116.0 kg (255.7 pounds)

Overall height: 1,060 mm (41.7 inches)

Overall length: 1,980 mm (78.0 inches)

Overall width: 720 mm (28.3 inches)

Ground clearance: 159 mm (6.3 inches)

Wheelbase: 1,235 mm (48.6 inches)

Chassis and dimensions

Frame type: Tubular double cradle

Front tyre dimensions: 2.75-18

Rear tyre dimensions: 3.00-18

Front brakes: Expanding brake (drum brake)

Front brakes diameter: 130 mm (5.1 inches)

Rear brakes: Expanding brake (drum brake)

Rear brakes diameter: 130 mm (5.1 inches)

Speed and acceleration

Other specifications

Fuel capacity: 12.80 litres (3.38 gallons)

Reserve fuel capacity: 1.10 litres (0.29 gallons

5
http://www.bikez.com/bike/rating.php?idbike=25434http://www.bikez.com/bike/rating.php?idbike=27960http://www.bikez.com/jargon/index.php#Displacementhttp://www.bikez.com/jargon/index.php#horsepowerhttp://www.bikez.com/jargon/index.php#kilowatthttp://www.bikez.com/jargon/index.php#Revolutionshttp://www.bikez.com/jargon/index.php#Torquehttp://www.bikez.com/jargon/index.php#Nmhttp://www.bikez.com/jargon/index.php#kgf-mhttp://www.bikez.com/jargon/index.php#ft.lbshttp://www.bikez.com/jargon/index.php#Compressionhttp://www.bikez.com/jargon/index.php#Wheelbasehttp://www.bikez.com/jargon/index.php#Displacementhttp://www.bikez.com/jargon/index.php#horsepowerhttp://www.bikez.com/jargon/index.php#kilowatthttp://www.bikez.com/jargon/index.php#Revolutionshttp://www.bikez.com/jargon/index.php#Torquehttp://www.bikez.com/jargon/index.php#Nmhttp://www.bikez.com/jargon/index.php#kgf-mhttp://www.bikez.com/jargon/index.php#ft.lbshttp://www.bikez.com/jargon/index.php#Compressionhttp://www.bikez.com/jargon/index.php#Wheelbasehttp://www.bikez.com/bike/rating.php?idbike=25434http://www.bikez.com/bike/rating.php?idbike=27960


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HERO HONDA

Engine and transmission

Displacement: 149.20 ccm (9.10 cubic inches)

Engine type: Single cylinder

Stroke: 4

Power: 14.21 HP (10.4 kW)) @ 8500 RPM

Torque: 12.80 Nm (1.3 kgf-m or 9.4 ft.lbs) @ 6500 RPM

Compression: 9.1:1

Bore x stroke: 53.3 x 57.8 mm (2.1 x 2.3 inches)

Fuel system: Carburettor

Fuel control: OHC

Ignition: AMI- Advanced Microprocessor Ignition System

Starter: Electric & kick

Cooling system: Air

Gearbox: 5-speed

Clutch: Multiplate wet

Physical measures

Dry weight: 141.0 kg (310.9 pounds)

Overall height: 1,145 mm (45.1 inches)

Overall length: 2,080 mm (81.9 inches)

Overall width: 765 mm (30.1 inches)

Ground clearance: 145 mm (5.7 inches)

Wheelbase: 1,325 mm (52.2 inches)

Chassis and dimensions

Frame type: Tubular Diamond Type

Front suspension: Telescopic hydraulic Shock Absorbers

Rearsuspension: Swing Arm with adjustable hydraulic Shock Absorbers

Front tyre dimensions: 2.75-18

Rear tyre dimensions: 100/90-18

Front brakes: Single disc. Non Asbestoes type

Front brakes diameter: 240 mm (9.4 inches)

Rear brakes: Expanding brake (drum brake). Non Asbestoes type

Rear brakes diameter: 130 mm (5.1 inches)

Speed and acceleration

Power/weight ratio: 0.1008 HP/kg

STATEMENT OF THE PROBLEM

To analyze the market for 100 cc bikes with special reference to HERO HONDA and to

find out the dealers and customers opinion about the 100 cc bikes with special reference

to HERO HONDA- to understand how market fluctuations affect their strategic

decision..

http://www.bikez.com/jargon/index.php#Displacementhttp://www.bikez.com/jargon/index.php#horsepowerhttp://www.bikez.com/jargon/index.php#kilowatthttp://www.bikez.com/jargon/index.php#Revolutionshttp://www.bikez.com/jargon/index.php#Torquehttp://www.bikez.com/jargon/index.php#Nmhttp://www.bikez.com/jargon/index.php#kgf-mhttp://www.bikez.com/jargon/index.php#ft.lbshttp://www.bikez.com/jargon/index.php#Revolutionshttp://www.bikez.com/jargon/index.php#Compressionhttp://www.bikez.com/jargon/index.php#StrokeBorehttp://www.bikez.com/jargon/index.php#StrokeBorehttp://www.bikez.com/jargon/index.php#Wheelbasehttp://www.bikez.com/jargon/index.php#Suspensionhttp://www.bikez.com/jargon/index.php#Suspensionhttp://www.bikez.com/jargon/index.php#Displacementhttp://www.bikez.com/jargon/index.php#horsepowerhttp://www.bikez.com/jargon/index.php#kilowatthttp://www.bikez.com/jargon/index.php#Revolutionshttp://www.bikez.com/jargon/index.php#Torquehttp://www.bikez.com/jargon/index.php#Nmhttp://www.bikez.com/jargon/index.php#kgf-mhttp://www.bikez.com/jargon/index.php#ft.lbshttp://www.bikez.com/jargon/index.php#Revolutionshttp://www.bikez.com/jargon/index.php#Compressionhttp://www.bikez.com/jargon/index.php#StrokeBorehttp://www.bikez.com/jargon/index.php#StrokeBorehttp://www.bikez.com/jargon/index.php#Wheelbasehttp://www.bikez.com/jargon/index.php#Suspensionhttp://www.bikez.com/jargon/index.php#Suspension


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HERO HONDA

OBJECTIVES OF THE STUDY

CUSTOMER SECTOR

To analyze the demographic factors of the customers who own a 100 cc bikes.

To analyse the fuel efficiency of a 100 cc bikes they own.

To analyse the promotional factors influencing and various features preferred by the

custome at the time of purchase of the bike.

To analyse the level of satisfaction on the various features of there 100 cc bikes.

To findout the mode of purchase opted by the customer and opinion about various

schemes of bike purchase.

To analyse the various general complaints about the 100 cc bike and also to findout

their opinion about the after sales service.

To findout the awareness level of HERO HONDA 100 cc bike

To findout the reasons for not purchasing the HERO HONDA bike.

DEALERS SECTOR

To analyse the general factors about 100 cc bike dealership.

To findout the mode of sales of the dealers.

To analyse the stock details of dealers and credit period offered by the company.

To analyse the dealers opinion about media effectiveness.



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HERO HONDA

To analyse the dealers opinion about customers preference on service.

To findout the level of satisfaction on various services offered by the company.

To findout the major areas on which the dealers receive complaints from customer.

SCOPE OF THE STUDY

The research work was conducted in Andhra State randomly selecting 100 customers and 4

dealers. This study is based on the 100 CC bikes in Andhra State. This study mainly

concentrates on the comparative study of 200 among the dealers and customers sector in

Andhra state.



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HERO HONDA

In the comparative field each company wants to know about their strengths and

weaknesses. In each business customer is the king. The key to the customer retention is

customer satisfaction. This project goes through a complete study on customers of various

users of 100 CC bikes. The study will benefit HERO HONDA to form new strategies forincreasing the sales of their existing products.

RESEARCH METHODOLOGY

A research design is purely and simply the framework or plan for a study that guides the

collection and analysis of the data. It provides a scientific framework for conducting some

research investigation.

In this research study descriptive research design has been followed where in it is typically

concerned with determining frequency with which something occurs (or) how two

variables vary together. This study is typically girded by an initial hypothesis.

Research Design

In the research study about the bikes a detailed descriptive research design was followed in

order to evaluate the performance of HERO HONDA bikes among the customers sector.

Descriptive design is used for the following purpose in this research study.

1. To describe the characteristics of certain groups example users of a product with



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HERO HONDA

different age, occupation, income etc.

2. To estimate the proportion of people in a specified population who behave in

ascertain way. Example, to point out purchasing HERO HONDA bikes by user.

3. To determine whether certain variables are associated example, age level of bikesthey own.

For analyzing the collected data an in-depth statistical research design was framed and

various tools and techniques were also used for the same purpose.

Data source

i.Primary data required for conducting a survey, where in existing customers weregiven questionnaire and the required data was thus collected. The different types of

questions used for this research study are as follows.

ii.Open-ended questions

iii.Close-ended questions

iv.Dichotomous questions

v.Multiple-choice questions etc.

vi.Secondary data required for conducting this research study has been collected from

various marketing research books, company brouchers, statistical books, journals,

magazines, journals published by company and thorough literature review was

conducted for the same.

Sampling plan

Before undertaking the survey, the sampling unit, sample size and sampling procedure areto be determined.

a. Population



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HERO HONDA

All bike users in Andhra State was excluding for pilot survey.

b. Sampling method

In this study systematic random sampling method is used wherein every 5 th customer

is selected and conducted survey in the RTA (Road Transport Authority) for customer

sector.

Further for the dealers sector too the sample size is determined by taking four major

competitors of HERO HONDA.

c. Sample media

Sample media for the present research is conducted through personal interview guided

by questionnaire design.

d. Sample unit

200 samples were collect from various users of 100 cc bike.

e. Sample size

The researcher decided a sample size of 10 for the customers sector and 4 for the

dealers sector.

Statistical toolsTools of analysis used for this study.

1. Simple bar method: a simple bar diagram represents the magnitude of only one



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HERO HONDA

variable.

2. Pie diagram: in this the circle is partition in to various sections representing the

proportions of various components.

3. Chi-square analysis

When certain observed value of a variable are to be compared with the expected value, the

test statistic that is commonly used in x2 , which follows the chi-square distribution.

The null hypothesis state there does not exist significant different between the observed and

the expected value.

For a given variable, if there are K categories having a number of observations as 01, 02.

0k or (0i such that I = 1,2k) and the corresponding expected variable of the viable are

given by E1, E2. Ek or (Ei such that I = 1,2k) the X2 statistical is given by

kX2= ( Oi-Ei) 2/Ei

I=1

This is the calculated value of X2. It is a compared with the tabulated value of X2 tab at a

desired level of significance and (k-1) degree of freedom.

If X2

cal < X2

tab the null hypothesis is accepted otherwise rejected at the desired level ofsignificance. The X2 test for unvaried analysis can be used in the following situations.

i.For the same set of data, difference between the observed and the expected value in

various categories can be checked. The expected values could be based on the date



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HERO HONDA

of theoretical distribution.

ii.For 2 different sets of data on the same number of respondents the differences in the

consumption pattern, expenditure pattered of preferences can be compared overboth sets of the observed data.

Degree of association test

It X2 test is strong over for determining the existence of association between 2 variables.

The degree of association can be estimated by using following formula.

C = X2 Cal. Value

X2 Cal. Value + N

Analysis of variance

It is statistical techniques specially designed to test whether the means of more than 2

quantitative populations are equal. It consists of classifying and cross classifyingstatistically results and testing whether the means of a specified classification differ

significantly.

One-way Classification

In one-way classification the data are classified according to only one criteria i.e., different

levels of a single factor is controlled in the experiment.



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HERO HONDA

The null hypothesis is

Ho = 1 = 2 = .. k

H1 = 1 = 2 = .. k

i.e., the arithmetic means of population from which the K sample were randomly drain are

equal to one another.

The variance ratio that be

F = between column since

With in column since

KOLMOGOROV SMIRNOV Test (KS Test)

This test is gives for the distribution on an ordinal scale. The test is concern with the

degree of agreement between that distribution some specified theoretical distribution. It

determines whether the scores in the sample can be reasonable though have come from a

popularize having the theoretical distribution.

In the test tabulated value calculates by following formula.

Tabulated value = 1.36

N

Calculated value = Max value of the (O-E) column

Limitations of the study

The project definitely had its own limitations before going through the results of this

research study. The limitations harping this research are given below:



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HERO HONDA

The area of study was comparatively small, that is restricted only in Andhra State.

Hence the results may not be implemented for other areas.

Some of the respondent where reluctant to fill the demographic characteristics inthe questionnaire.

Data was collected on the basis of primary data and hence there is a chance for a

biased or misleading response from the respondents.

Traveling from place to place was more.

Project duration is shorter and hence large sample size could not be taken.

The following table shows the respondents according to age

Age level classification of customers

Table 1.1



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AGE WISE CLASSIFICATION OF RESPONDENTS

41%

42%

17%

Below 30 years

31 40 years

Above 40 years

HERO HONDA

Age Number Of Respondents Percentage

Below 30 years 83 41.5

31 40 years 84 42

Above 40 years 33 16.5

Total 200 100

Inference:

Out of 200 respondents 42% of respondents are between 31 - 40 years, 41.5% ofrespondents are below 30 years and 16.5% of respondents are above 40 years.

From the above table we infer that most of the respondents (41.5%) are between 31 - 40

years.

The following table shows the respondents according to occupation wise

Occupation wise classification of customers

Table 1.2

Occupation Number Of Respondents Percentage

Business 49 24.5



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OCCUPATION WISE CLASSIFICATION OF

RESPONDENTS

49 44

19

88

0

20

40

60

80

100

Bus iness Profession Student Employed

Number Of Respondents

HERO HONDA

Profession 44 22

Student 19 9.5

Employed 88 44

Total 200 100

Inference:Out of 200 respondents 44% of respondents are employed, 24.5% of respondents are

businessmen, 22% are professionals and 9.5% of respondents are students.

From the above table we infer that most of the respondents (44%) are employed.

The following table shows the respondents according to income wise

Income wise classification of customersTable 1.3

Income Number Of Respondents Percentage

Below 5000 32 16



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INCOME WISE CLASSIFICATION OF RESPONDENTS

0

1020

3040

50

6070

8090

100

Below 5000 5000

8000

8000

10000

Above

10000


HERO HONDA

5000 8000 56 28

8000 10000 88 44

Above 10000 24 12

Total 200 100

Inference:

Out of 200 respondents 44% of respondents are having income level between 8000 -

10000, 28% of them were in the income level between 5000- 8000 and 16% of them were

in income level below 5000 and 12% of them are in income level above 10000.

From the above table we infer that most of the respondents (44.5%) are the income level

between 8000 - 10000.

The following table shows the market share of various 100 cc bikes

Market share of various bikes

Table 1.4

Bikes Number Of Respondents Percentage

Yamaha Entizer 30 15

Bajaj Pulsar 50 25

TVS Apache 40 20



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0

5

10

15

20

25

Yamaha Ent izer Bajaj Pulsar TVS Apache

MARKET SHARE OF VARIOUS BIKES

Percentage

HERO HONDA

Hero Honda CBZ 80 40

Total 200 100

Inference:

From the above table it is found that market share of Hero Honda CBZ was 40%, TVS

Apache was 20%, Bajaj Pulsar was 25%, Yamaha Entizer was 15%.

From the study the researcher infer that Hero Honda CBZ is having the first place in the

market.

The following table shows the information about the average distance traveled in 100cc bikes per day.

Average distance traveled per day

Table 1.5Daily average KMs the

bike runsNumber Of Respondents Percentage

Below 50 km 73 36.5

50 60 km;s 93 46.5



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0

20

40

60

80

100

Below 50 km50 60 km;s Above 60

kms

AVERAGE DISTANCE TRAVELLED PER DAY


HERO HONDA

Above 60 kms 34 17

Total 200 100

Inference:

Out of 200 respondents 46.5% of respondents travel 50 60 km;s every day, 36.5% of

travel below 50 kms and 17% of respondents travel above 60 kms.From the above table we infer that most of the respondents (46.5%) travel 50 60 kms

per day.

The following table shows the fuel efficiency expected for 100 cc bike.

Fuel efficiency expected for 100 cc bike

Table 1.6

Fuel efficiency expected Number Of Respondents Percentage

Below 60 23 11.5

60 70 92 46



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0

20

40

60

80

100

Below 60 60 70 Above 70

FUEL EXPECTED BY THE RESPONDENTS


HERO HONDA

Above 70 85 42.5

Total 200 100

Inference:

From the above table it is clear that 46% of respondents expect 60 70 km fuel efficiency,

42.5% expect above 70 and 11.5% respondents expect below 60 kms.

From the above table we infer that most of the respondents expected (46%) the fuel

efficiency between 6070 kms per liter.

The following table shows the mileage getting at present for 100 cc bikes

Mileage given by 100 cc bikes

Table 1.7

Mileage you are gettingat present

Number OfRespondents

Percentage

Below 50 51 25.5



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MILEAGE GIVEN BY 100 CC BIKES

26%

47%

27%

Below 50

50 60

Above 60

HERO HONDA

50 60 95 47.5

Above 60 54 27

Total 200 100

Inference:

Out of 200 respondents 47.5% are getting 50 60 km;s per liter, 27% are getting above 60km;s, 25.5% of respondents are getting below 50 km;s from their bikes.

From the above table we infer that most of the respondents (47.5%) are getting 50 -60 km;s

per liter..

The following table shows the respondents considered other bike at the time ofpurchase

Considered other bike at the time of purchase

Table 1.8

Considered other bike Number Of Respondents Percentage



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CONSIDERED OTHER BIKE AT THE TIME OF

PURCHASE

53%47% Yes

No

HERO HONDA

Yes 106 53

No 94 47

Total 200 100

Inference:

Out of 200 respondents 53% of respondents considered more other bikes at the time ofpurchase and 475 did not consider other bikes at time of purchase.

From the above table we infer that most of the respondents (53%) considered more than

one bike at the time of purchase.

The following table shows the respondents done test drive in other bikesTest drive done in other bikes

Table 1.9

Test drive in other bikes Number Of Respondents Percentage



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RESPONDENTS TEST DRIVE IN OHTER BIKES

47%

53%

Yes

No

HERO HONDA

Yes 93 46.5

No 107 53.5

Total 200 100

Inference:

Out of 200 respondents 53.5% of respondents did not done test drive and 46.5% of

respondents done test drive in other bikes.

From the above table we infer that most of the respondents (53.5%) did not done test drive

in other bikes.

The following table shows the scheme influence to the respondents at the time of

purchase of bikeScheme influence while purchasing the bike.

Table 1.10



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114

86

0

20

40

60

80

100

120

Yes No

SCHEMES INFLUENCED BY RESPONDENTS


HERO HONDA

Test drive in other bikes Number Of Respondents Percentage

Yes 114 57

No 86 43

Total 200 100

Inference:

From the above table it is clear that 57% of respondents get influence schemes at the time

of purchasing the bike and 43% of respondents did not influence any schemes at the time

of purchasing the bike.

From the above table we infer that most of the respondents (57%) influence schemes at the

time of purchase of bikes.

The following table shows the type of schemes influence to the respondents at the timeof purchase

Type of schemes influence at the time of purchase

Table 1.11



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54

86

40

20

0

10

20

30

40

50

60

70

80

90

No down

payment

Free gift

TYPE OF SCHEMES INFLUENCED FOR PURCHASE


HERO HONDA

Type of schemes Number Of Respondents Percentage

No down payment 54 27

0% interest 86 43

Free gift 40 20

Exchange 20 10

Total 200 100

Inference:

From the above table it is clear that 43% influence 0% interest scheme, 27% no down

payment, 20 free gift, 10 exchange scheme at the time of purchasing of bike.

From the above table we infer that most of the respondents (43%) influence 0% interest

scheme at the time of purchase of bike.

The following table shows the information about mode of payment

Mode of purchase of vehicle

Table 1.12



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97 89

14

0

20

40

60

80

100

Full

payment

Hire

purchase

Exchange

schemes

MODE OF PURCHASE OF BIKE


HERO HONDA

Mode of payment Number Of Respondents Percentage

Full payment 97 48.5

Hire purchase 89 44.5

Exchange schemes 14 7

Total 200 100

Inference:

From the above table it is clear that 48% of customers purchased their veichle in full

payment, 44.5% on hire purchase and 7% on exchange schemes.

From the above table we infer that most of the respondents (48.5%) mode of purchase was

full payment.The following table shows the promotional factor influence for purchasing the bikes

Promotional factors influence for purchasing the bike

Table 1.13



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PROMOTIONAL FACTORS INFLUENCED FOR PURCHASE

31%

29%10%

9%

12%4% 3%2%

Advertisement

Reference: by friends

Family decision

Self approach

Loan

Exchange offer

Mechanic

Others

HERO HONDA

Promotional factor Number Of Respondents

Percentage

Advertisement 66 33Reference: by friends 60 30Family decision 20 10Self approach 18 9Loan 25 12.5Exchange offer 9 4.5Mechanic 6 3Others 4 2Total 200 100

Inference:From the above table it is clear that 33% of respondents is influenced by advertisement at

the time of purchase, 30% of respondents influenced by friends, 10% of respondents

influenced by family decision at the time of purchase.

From the above table we infer that most of the respondents (33%) said that advertisementis the promotional factor influence for purchasing the bike.

The following table shows the level of satisfaction of customers regarding features ofbike



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HERO HONDA

Table 1.14

RatingHS % S % NN % D % HD % TOTAL

AttributesEngine 0 0 9 4.5 30 15 147 73.5 14 7 200Design 30 1.5 18 9 107 53.5 66 33 6 3 200Handling 0 0 20 10 62 31 105 52.5 13 6.5 200Braking 0 0 48 24 94 47 46 3 12 6 200Mileage 12 6 55 27.5 101 50.5 27 13.5 5 2.5 200Rider and

Pillion

Comfort

1 0.5 5 2.5 80 40 104 52 10 5 200

Inference:

From the above table it is reveal that most of respondents (73.5%) are dissatisfied on

engine, 53.5% of respondents are neither satisfied nor dissatisfied on design, 52.5% are

dissatisfied on handling of bike, 52% of respondents are dissatisfied about rider and pillion

comfort on their bikes.

From the above table we infer that most of the respondents (73.5%) are dissatisfied on

engine of the bikes.

Main considerations while purchasing the bike

Table 1.15



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HERO HONDA

Rating1 % 2 % 3 % 4 % 5r % 6 %

Attributes

Price 11

3

56.

5

53 26.

5

17 8.5 9 4.5 3 1.5 5 2.5

Performance 12 6 28 14 80 40 49 24.5

14 17 7 8.5

Maintenance 14 7 13 6.5 48 24 68 34 39 19.5 18 9Fuel

Efficiency

46 23 92 46 12 6 24 12 19 9.5 7 3.5

Financial

Schemes

9 4.5 13 6.5 21 10.5

15 7.5 79 39.5 63 31.5

Resale

Value

2 1 0 0 15 7.5 32 16 43 21.5 108 54

Inference

From the above table it is revealed that the customer look the various features at the time of

purchase of the bike on price 56.5% then fuel efficiency 46%, performance 40%,

maintenance 34%, financial schemes 39.5% and resale value 54%.

From the above we infer that most of respondents look price 56.5% at the time of purchase

of bike.

Kolmogorov Smirnov Test

The following table shows the tabulation of ranking the features preferred by the

customers at the time of purchase.



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HERO HONDA

Ranking assigned to the features preferred by the

Customers at the time of purchase.

Table-1.22

Rank 1 2 3 4 5 6 TotalAttributesPrice 113 53 17 9 3 5 200Performance 12 28 80 49 14 17 200Maintenance 14 13 48 68 39 18 200Fuel

Efficiency

46 92 12 24 19 7 200

Financial

Schemes

9 13 21 15 79 63 200

Resale value 2 0 15 32 43 108 200

Hypothesis

Ho - There is no significant difference between ranking the features preferred by

the customers at the time of purchase.

HA - There is significant difference between ranking the features preferred by thecustomers at the time of purchase.

K.S Application

Ranking 1 2 3 4 5 6 Weightage x

RespondentsWeightage 6 5 4 3 2 1 Total no. of

respondents



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HERO HONDA

Price 678 265 68 27 6 5 1049/200=5.25Performance 72 140 320 147 28 17 724/200=3.62Maintenance 84 65 192 204 78 18 641/200=3.21Fuel

Efficiency

276 460 48 72 38 7 901/200=4.51

Financial

Schemes

54 65 84 45 158 63 469/200=2.34

Resale value 12 0 45 96 86 108 347/200=1.73Total 20.7

Mean

O=

Mean Total

Total Rank

E= Total Mean O-E

0.25 0.29 0.040.17 0.29 0.120.16 0.29 0.130.22 0.29 0.070.11 0.29 0.180.08 0.29 0.21

Total 0.75

Calculated value = Maximum of O-E

= 0.21

Tabulated value = 1.36/n

= 1.36/200

Where N = Number Of Samples= 1.36/ 14.14

= 0.1



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HERO HONDA

Calculated value is > tabulated value Hence we reject null hypothesis.

Inference

There is significant difference between ranking of attributes by the respondents and the

features proffered by the customers at the time of purchase.

Kolomogorov Smirnov Test

The following table shows the tabulation for level of satisfaction on the features of

customers bike.

Level of satisfaction on the features of bike

Table 1.23

Rank HS S NN D D TotalAttributes 1 2 3 4 5Engine 0 9 30 147 14 200Design 3 18 107 66 6 200Handling 0 20 62 105 13 200



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HERO HONDA

Braking 0 48 94 46 12 200Mileage 12 55 101 27 5 200Rider and

Pillion

Comfort

1 5 80 104 10 200

Hypothesis

Ho - There is no significant difference between the various features of the bike and

the level of satisfaction on the features of bike.

HA - There is significant difference between the various features of the bike andthe level of satisfaction on the features of bike

K.S Application

Rating 1 2 3 4 5 Weightage x

RespondentsWeightage

5

4 3 2 1 Total no. of

respondents0 36 90 294 14 434/200=2.1715 72 321 132 6 546/200=2.73

0 80 186 210 13 489/200=2.450 192 282 92 12 578/200=2.960 220 303 54 5 642/200=3.215 20 240 208 10 483/200=2.415

Total 15.9



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HERO HONDA

Mean

O=

Mean Total

Total Rank

E=

Total Mean

O-E

0.14 0.31 0.170.17 0.31 0.140.15 0.31 0.160.18 0.31 0.130.2 0.31 0.110.15 0.31 0.16

Total 0.17

Calculated value = Maximum of O-E=0.17


= 1.36/200


= 0.1

Hence calculated value is greater than tabulated value we reject null hypothesis.

Inference

There is significant difference between various features of the bike and satisfaction on the



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HERO HONDA

features of the bike.

Kolmogorov Smirnov Test

The following table shows the tabulation on rating of the after sale service of the customer

bike.

After sales service on the bike

Table 1.24

Rate 1 2 3 4 5 Total

AttributesWarranty 1 23 131 35 10 200Cost of

spares

0 100 84 11 5 200

Quality

of service

5 72 100 17 6 200

Prompt

delivery

3 81 92 17 7 200

ServiceTime

5 78 88 19 10 200



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HERO HONDA

Hypothesis

Ho - There is no significant difference between the various attributes of after

sales service and rating given by the customers.

HA - There is significant difference between the various attributes of after sales

service and rating given by the customers.

K.S.Application

Rating 1 2 3 4 5 Weightage x

RespondentsWeightage

5

4 3 2 1 Total no. of

respondents5 92 393 70 10 570/200=2.850 400 252 22 5 679/200=3.425 288 300 34 6 653/200=3.2715 324 276 34 7 656/200=3.325 312 264 38 10 649/200=3.24

Total 16.1

Mean

O=

Total Rank

E=

O-E



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HERO HONDA

Mean Total Total Mean0.18 0.31 0.130.21 0.31 0.10.203 0.31 0.1070.21 0.31 0.10.2 0.31 0.11

Total 0.547

Calculated value = Maximum of O-E

= 0.13


= 1.36/200


= 0.1

Since calculated value> tabulated value we reject the null hypothesis

Inference

There is significant difference between the various attributes of after sale service and rating

given by the customers.



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HERO HONDA

Chi-Square Test:

The following table shows the cross tabulation between the type of bike and the

average distance traveled by the bike per day.

Customers bike and the average distance traveled per day.Table 1.26

Bike Runs

< 50 Km 50-60 Km > 60 Km Total

Bikes Yamaha Entizer 18 27 5 50Pulsar 9 30 11 50Apache 18 22 10 50

CBZ 28 14 8 50Total 73 93 34 200

Hypothesis

Ho - There is no significant relationship between the type of bike and the

average distance traveled the bike per day.



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HERO HONDA

HA There is significant relationship between the type of bike and the average

distance traveled the bike per day.

The following table is obtained by using (O-E-0.5)2/E

O E O-E-0.5 (O-E-0.5)2 (O-E-0.5)2/E

18 18.3 0.3 0.09 0.004

27 23.3 3.7 13.69 0.595 8.5 3.5 12.25 1.449 18.3 9.3 86.49 4.7330 23.3 6.7 44.89 1.9311 8.5 2.5 6.25 0.7418 18.3 0.3 0.09 0.00422 23.3 1.3 1.69 0.07210 8.5 1.5 2.25 0.26428 18.3 9.7 94.09 5.1414 23.3 9.3 86.49 3.718 8.5 0.5 0.25 0.029

Total 18.686

2 = (O E) 2/E

D.F. = (r-1) (c-1)

= (4-1) (3-1)

= 6

Tabulated value for difference at 5% level of significance is = 12.6



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HERO HONDA

Calculated value = 18.686


Calculated value is greater than the tabulated value at 5% level of significance.

Inference

Based on the above analysis the calculation value is higher than tabulated value,

hence null hypothesis is rejected.

Hence, there is significant relationship between type of bike and the average

distance traveled per day.

Chi-Square Test



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HERO HONDA

The following table shows the cross tabulation between the cross tabulation between the

cross tabulation between various bikes and the average fuel consumption getting.

Average fuel consumption getting from various bikes.Table 1.27

Fuel consumption

getting

< 50 Km 50-60 Km > 60 Km Total

Bikes Yamaha Entizer 30 19 1 50

Pulsar 4 22 24 50

Apache 14 29 7 50CBZ 3 25 22 50

Total 51 95 54 200

Hypothesis

Ho - There is no significant relationship between the various type of bikes and

the average fuel consumption of the bike.

HA - There is significant relationship between the various type of bikes and the

average fuel consumption of the bike.

The following table is obtaining by using ( | 0-E |-0.5)2/E



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HERO HONDA

O E O-E-0.5 (O-E-0.5)2 (O-E-0.5)2/E

30 12.8 16.7 278.9 21.819 23.8 4.3 18.5 0.81 13.5 12.0 144.0 10.74 12.8 8.3 68.9 5.3822 23.8 1.3 1.69 0.07124 13.5 10.0 100.0 7.4014 12.8 0.7 0.49 0.0329 23.8 4.7 22.09 0.937 13.5 6.0 36.0 2.73 12.8 9.3 86.5 6.825 23.8 9.7 0.49 0.0222 13.5 8.0 64.0 4.74

Total 58.7

2 = (O E) 2/E

D.F. = ( r-1) (c-1)

= ( 4-1) (3-1)

= 6

Tabulated value for 6 difference at 5% level of significance is = 12.6






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HERO HONDA

Inference

Based on the above analysis the calculated value is higher than tabulated value,hence null hypothesis is rejected.

Hence, there is significant relationship between the various type of bikes and the

average fuel consumption of the bike.

Chi-Square Test

The following table shows the cross tabulation between the customers traveled in bike and

the fuel efficiency they expect.

Customers traveled in bike and fuel efficiency they expect

Table.1.28



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HERO HONDA

Fuel efficiency

expected

< 60 Km 60-70 Km > 70 Km Total

Bikes Runs 60 4 15 15 34

Total 23 92 85 200

Hypothesis

Ho - There is no significant relationship between distance traveled in bike andthe fuel efficiency they expect.

HA - There is significant relationship between distance traveled in bike and the

fuel efficiency they expect.

The following table is obtained by using(O-E-0.5)2/E

O E O-E-0.5 (O-E-0.5)2 (O-E-0.5)2/E

12 8.4 3.1 9.61 1.14

42 33.6 7.9 62.41 1.919 31.0 12.5 156.25 5.047 10.7 4.2 17.64 1.64

35 42.8 8.3 68.9 1.6151 39.5 11.0 121.0 3.0634 3.9 0.4 0.16 0.041

15 15.6 1.1 1.21 0.1



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HERO HONDA

15 14.5 0 0 0Total 14.53

2 = (O E) 2/E

D.F. = (r-1) (c-1)

= (3-1) (3-1)

= 4





Inference

Based on the above analysis the calculated value is higher than tabulated value,


Hence there is significant relationship between distance traveled in bike and the fuel

efficiency they expect.



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HERO HONDA

Chi-Square Test

The following table shows the cross tabulation between the various bikes own customers

and the fuel efficiency expect by them.

Customers bikes and the fuel efficiency they expect

Table 1.29

Fuel consumption

getting

< 60 Km 60-70 Km > 70 Km Total

Bikes

Yamaha Entizer 5 34 11 50Pulsar 3 16 31 50Apache 12 22 16 50CBZ 3 20 27 50Total 23 92 85 200



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HERO HONDA

Hypothesis

Ho - There is no significant relationship between the various bikes owned bycustomers and fuel efficiency expected by them.

HA - There is significant relationship between the various bikes owned by

customers and fuel efficiency expected by them.

The following table is obtained by using(O-E-0.5)2/E

O E O-E-0.5 (O-E-0.5)2 (O-E-0.5)2/E

5 8.4 1.3 1.7 0.2934 33.6 10.5 110.25 4.811 31.0 10.3 116.64 5.483 10.7 3.3 10.9 1.916 42.8 7.5 56.25 2.531 39.5 9.2 84.64 3.9712 3.9 5.7 32.49 5.6022 15.6 1.5 2.25 0.116 14.5 5.8 33.64 1.63 5.8 3.3 10.9 1.9

20 23.0 3.5 12.25 0.53

27 21.3 5.2 27.04 1.27

Total 29.94

2 = (O E) 2/E



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HERO HONDA

DF = (r-1) (c-1)

= (4-1) (3-1)

= (3) (2)

= 6




Calculated value is greater than the tabulated value at 5% level of significance

Inference


hence null hypothesis is rejected

Hence there is significant relationship between the various bikes own by the

customers and the fuel efficiency expected by them.



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HERO HONDA

CHISquare Test

The following able shows the cross tabulation between the monthly income and the mode

of payment by the customers.

Respondents monthly income and the mode of payment

Table 1.30

Mode of Payment Full

Payment

Hire Purchase Exchange

scheme

Total

Monthly Income

10000 17 7 0 24

Total 97 89 14 200

Hypothesis



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HERO HONDA

Ho - There is no significant relationship between the monthly income and the

mode of payment

HA - There is significant relationship between the monthly income and themode of payment

The following table is obtained by using (O-E-0.5)2/E

O E O-E-0.5 (O-E-0.5)2

(O-E-0.5)2

/E

11 15.5 5 25 1.6118 14.2 3.3 10.9 0.83 2.2 0.3 0.1 0.0426 27.2 1.7 2.9 0.10628 24.9 2.6 6.8 0.2712 3.9 2.4 5.8 1.543 42.7 0.2 0.04 0.00136 39.2 3.7 13.7 0.349 6.2 2.3 5.29 0.9

17 11.6 4.9 24.01 2.17 10.7 4.2 17.64 1.640 1.7 2.2 4.84 0.034

Total 9.342

2 = (O E) 2/E

F = (r-1) (c-1)

= (4-1) (3-1)= (3) (2)

= 6



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HERO HONDA

Tabulated value for 6 difference at 5 % level of significance is = 12.6




Inference



Hence there is significant relationship between monthly income and the mode of

payment.



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TYPES OF BIKE DEALING WITH

2

2

0 0.5 1 1.5 2 2.5

Four stroke

Two st roke

and four

stroke


HERO HONDA

The following table shows the type of bikes dealing with dealersTypes of bike dealing with

Table 2.1

Type of bike Number Of Respondents Percentage

Four stroke 2 50

Two stroke and four stroke 2 50Total 4 100

Inference

From the above table it was found that 50% of dealers are dealing with two stroke

and four stroke bike and 50% of dealers are dealing with only four stroke bikes.

From the above table we infer that most of the dealers are dealing with four stroke



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ESTABLISHMENT OF DEALERSHIP BUSINESS

0

2

1 1

0

0.5

1

1.5

2

2.5

Below 1

year

2 3 years 3 - 4 years Above 4

years


HERO HONDA

and two stroke.

Establishment of dealership business

The following table shows how long the dealers are in this dealership business

Table 2.2

Dealership business Number Of Respondents Percentage

Below 1 year 0 0

2 3 years 2 50

3 - 4 years 1 25

Above 4 years 1 25

Total 4 100

Inference

From the above table it was found that 50% of dealers are established their business



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HERO HONDA

between 2 3 years and 25% are established between 3 4 years and 25% of the

dealers are established their business above 4 years.

From the above table we infer that most of the dealers (50%) established their

business between 2 3 years.

SUMMARY OF RESULTS AND FINDINGS

Part-I

CUSTOMERS SECTOR

Table NO.

1.1 The researcher found that most of the respondents (41.5%) are between 31-40

years.

1.2 The researcher found that most of the respondents (44.0%) are of employed.

1.3 The researcher found that most of the respondents are the income level between

8000-10000.

1.4 As per the study HERO HONDAS market share was in the Ist place.

1.5 The researcher infers that most of the respondents (46.5%) travel 50-60 km per day.

1.6 The researcher found that most of the respondents expected (46.0%) the fuel

efficiency between 60-70 km/liter.

1.7 The researcher found that most of the respondents are getting 50-60 km/liter fuel

efficiency from their bikes.

1.8 The researcher found that most of the respondents (53.0%) considered more than

one bike at the time of purchase.

1.9 The researcher found that most of the respondents (53.5%) did not done test drive in

other bikes before purchase of bike3.

1.10 The researcher found that most of the respondents (57.0%) influence purchase

schemes at the time of purchase of the bike.

1.11 The researcher found that most of the respondents (40.36%) influence 0% interest

scheme at the time of purchase of bike.



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HERO HONDA

1.12 The researcher found that most of the respondents (48.5%) mode of purchase of their

bike was full payment.

1.13 The researcher found that most of the respondents (71%) are aware of HERO

HONDA.

1.14 The researcher found that most of the respondents (75.0%) did not own a HERO

HONDA.

1.15 The researcher found that most of the respondents (64.7%) said that low mileage is

the main reason for not purchasing of HERO HONDA.

1.16 The researcher found that most of the respondents (81.5%) have mileage problem

from their bikes.

1.17 The researcher found that most of the respondents (33.0%) influenced advertisement

is the promotional factor for purchase of their bike.

1.18 The researcher found that most of the respondents (73.5%) are dissatisfied on engine

of the bikes.

1.19 The researcher found that most of respondents (56.5%) look price at the time of

purchase the bike.

1.20 The researcher found that most of respondents said that CD DAWN is the betterbike than other bikes.

1.21 The researcher found that most of respondents (65.5%) are satisfied with warranty

of their bikes regarding after sale service.

1.22 With the help of kolmogorov smirnov test the researcher found that, there is

significant difference between ranking of attributes by respondents and the features

looked by the customers at the time of purchase.

1.23 With the help of kolmogorov smirnov test the researcher found that there issignificant difference between the various features of the bikes and the level of

satisfaction on the features of the bike.

1.24 With the help of kolmogorov smirnov test the researcher found that there is

significant difference between the various attributes of after sales service and rating



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HERO HONDA

given by the customers.

1.25 With the help of chi-square test the researcher found that there is significant

relationship between the type of bike and the average distance traveled the bike per

day.


relationship between. the various type of bike and the average fuel consumption of

the bike.

1.27 With the help of chi-square test there is significant relationship between distance

traveled in bike and the fuel efficiency they expect.


relationship between the various bikes own by the customers and the fuel efficiency

expected by them.


relationship between monthly income and the mode of payment by the customers



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HERO HONDA

PART II

DEALERS SECTOR

SUMMARY OF RESULTS AND FINDINGS

Table. No.

1. From the table no.2.1, the researcher that most of the dealers (50%) are dealing with4 stroke and 2 stroke bikes.

2. From the table no.2.2, the researcher that most of the dealers (50%) established

their business between 2-3 years.



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HERO HONDA

SUGGESTIONS AND RECOMMENDATIONS

1. From the research it was found that most of the respondent who are using the 100

cc bikes is between 31-40 years and most of the people are working having an

income level between 8000-10000. So the company should develop strategies in

such a way to attract the above set segments to increase their sales.

2. From the study we found that HERO HONDA was placed IInd in the market. The

company should try to maintain the same and adopt suitable strategies to reach the

No.1 position.

3. From the study it was found that the customers expect a fuel efficiency of between

60-70 kms/litre in a 100 cc bikes and also it was found that the average travel per

day is 50-60 km/litre. So the company should produce bikes giving a fuel

efficiency of 60-70 km/litre.

4. Most of the respondents prefer 0% interest scheme and also prefer to purchase the

bike on full payment. So the company should float 0% schemes on being up with

leading finance. Companys and give sufficient advertisement to attract the

customers and also offer cash and additional service discount in schemes for these

purchase the bike on full payment.

5. Most of the customers are dissatisfied with the comfort ness of pillion rider and also

about the engine quality. So the company should design their bike in such a way

that it should satisfy the above said needs of the customer.



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HERO HONDA

6. Most of the customers purchase their bikes are influenced the advertisements given

by the company. So the company should plan attractive advertisement which will

increase the companys image as well as the sales for the company and also the

theme of the advertisement should be clearly mentioning the fuel efficiency of thebike. Since most of the customers preferred fuel efficient bikes.

7. Most of the customers complaint about the engine noise problem, mileage problem

and chain problem and also when customers enquired about after sale service most

of them are neither satisfied nor dissatisfied. So the company should take the above

said problems into consideration and try to reduce the above said problems and also

try to improve the quality of service, which will increase the companies image and

also increase the sales for the company.

8. Most of the people are aware of HERO HONDA but not purchased it due to low

mileage problem. So the company should change the mind set of the customers by

introducing high mileage bikes and also increase the awareness of mileage by

developing suitable advertisements.

9. Most of the dealers prefer brand image as the main factor for availing the

dealership. In fact way the HERO HONDA had a good brand image and this factorshould be taken in a positive side and company should increase the dealer base in

semi Urban and rural areas.

10. Most of the dealers said their vehicle only through financiers. So the company

should develop strategies to the up with all the financiers and also can develop a

preferred financial mark, which will increase the sales for the dealers.

11. From the survey it was found the dealers were given only 15 days credit and also

they stock only 26-50 bikes at any point of time. In the metro cities where they said

more than 250 bikes per month the dealer faces their stock out situation and the

customers are asked to wait for more than one week to two weeks for delivery. And



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HERO HONDA

the main reason for this the low credit period offered by the Company. So the

company should develop better credit policies to increase the credit period which

will increase the stockage level and also the customers will be satisfied on

immediate delivery.

12. From the dealers view point advertising on Newspapers and magazines were found

to be effective. So the company should plan the areas, which will increase the sales

for the dealers.

13. The dealers are satisfied with the various services offered by the company but they

stayed neutral only on the delivery period of the vehicles. So the company should

develop appropriate strategies to deliver the vehicles in time.

14. Most of dealers received complaints on registration and delivery of the vehicle. So

the dealer has to deliver the vehicle with registration on the promised time. For

which the company has to create appropriate information system about the delivery

promised and delivered date there by it can reduce the customers complaints.



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HERO HONDA

CONCLUSION

The results and findings of this research study clearly exemplifies the fact that an in-depth

market research study has been conducted and all the objectives set for the research work

has been fully accomplished and the analysis is also performed to the maximum extent

possible.

The study says that HERO HONDA is laying behind in occupying the marked in regard

with four stroke bike models. An in-depth study has been made on the aspects that

influence the lagging of the company in capturing the market.

HERO HONDA bikes customers are satisfied with the various features provided by the

company.

It was clear from the study that HERO HONDA MOTOR INDIA LIMITED has a good

image in the minds of the public. In addition to positive attribute, proper sales promotional

strategies, frequent and attractive advertisements, frequent visits by knowledgeable sales

officers and improved product attributes would attract more consumers, there by,

increasing the intention level of consumers to opt for HERO HONDA Bikes.



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HERO HONDA

BIBLIOGRAPHY

1. Goel B.S., Marketing Research, Meerut, Pragathi Prakashan, 1996.

2. Gross, Banting, Meeredith & Ford, Business Marketing, U.S.A., Houghton Mifflin

Company, 1998.

3. Gupta S.P.,Statistical Methods, New Delhi, Sultan Chand and Sons Publishers,

1998.

4. Harper W. Boyd, Jr. Ralph Westfall, Stanley F.Starch, Marketing Research, New

Delhi, A.I.T.B.S., Publishers & Distributors (Regd), 1996.

5. Kothari C.R., Research Methodology, New Delhi, Vikas Publishing House Pvt.

Ltd., 1978.

6. Philip Kotler, Marketing Management The Millennium Edition, New Delhi,

Prentice Hall of India Private Limited, 2001.



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APPENDIX 1

CUSTOMER QUESTIONNAIRE

1. Name of the customers: ____________________________

Address : ___________________________

_____________________________

2 Age: a) Below 20 yrs b) 21-30 yrs

c) 31-40yrs d) 41-50 yrs

e) 51-& above

3 Occupation:

a) Business b) Professionc) Student d) Employed

e) Others ________________



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HERO HONDA

4. Monthly Income

a) Below 5000 b) 5000-8000

c) 8000-10000 d) 10000-& above

5. Which bike do you own?

a) Yamaha entizer b) Baja Pulsar

c) TVS Apache d) Hero Honda CBZ

6 When did you purchase the bike

a) Month_____________ b) Year____________

7. Mention the daily average KM, Your bike runs

a) Below 50 b) 50-60 c) Above 60

8. What is the fuel efficiency you expect?


9. Mention the average fuel consumption you are getting at present?


10. Did you considered any other bike as an alternative at the time at purchase

a) Yes b) No

If yes which bike______________

11. Did you test drive any other bike?

a) Yes b) No

If yes, which bike________________



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HERO HONDA

12. Please mention your level of satisfaction with respect to the following features of your

bike

Features Highly

Satisfied

Satisfied Neither

satisfied nor

dissatisfied

Dissatisfied Highly

dissatisfied

EngineDesignHandlingBrakingMileageRider $

PillionComfort

13. What Promotional factors influenced you to purchase your bike

a) Advertisement b) Reference by friends and relative

c) Family Decision d) Self Approach

e) Attractive Loan f) Exchange offer

g) Mechanic h) other

14. Rank the features you look for at the time of purchase (Rank from [1-6])

Price

Performance



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Maintenance

Fuel efficiency

Finance scheme

Resale value

15. Did any schemes influence you while purchasing a bike

a) Yes b) No

If yes what types of schemes influence you ?

a) No down payment b) 0% interest

c) Free gifts d) Exchangee) Other specify

16. Mention the mode of purchase you opted for purchasing your bike

a) Full payment b) Hire purchase

c) exchange scheme d) others(specify)

17. Rank the following bikes according to its features ( rank from 1-4)

Features/Bikes Entizer Apache Pulsar CBZStyle and BuildEngine and GearBoxHandlingFuel EfficiencyComfortOverPerformance

18. Rate the following attributes regarding after sale service of your bike (please tick therelevance)

S.No. After saleservice

Excellent VeryGood

Good Fair Poor

1 Warranty2 Cost of



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spares3 Quality of

service4 Prompt

delivery5 Service

time

19. Did you face the following complaints (please tick the relevance)

Attributes Yes NoStarting problemOil LeakageEngine SoundMaintenance

Chain ProblemMileage Problem

20. If you would like any changes made in your bike, what would you like it to be

a) Yes b) No

If yes please specify______________________

21. Suggestions if any ______________________

____________________



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APPENDIX II

DEALERS QUESTIONNAIRE

Name of the brand dealt with :

Name of the dealer :

Address :

1) Please mention the type of bikes you are dealing with

a) 2 Stroke b) 4 Stroke c) Both

Please, specify the vehicles

2 Strokes 4 Strokes

1. 1.

2. 2.

3. 3.

4. 4.

2) Please, mention how long are you in this business ?

a) Below 1 year c) 3-4 yearsb) 2-3 Years d) 5 years & above

3. Specify the reasons for selecting this particular brand of bike dealership



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a) Brand image c) High Market

b) Investment Capacity d) If other specify___________

4. Please mention the various ways by which you sell your more no: of bikes

a) Cash down scheme c) Through financiers

b) Easy & monthly installments d) Bike Exchange Meal

35035136 project on herohonda

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