bajaj pulsar

CONTENTS

CHAPTER 1 INTRODUCTION

CHAPTER 2 RESEARCH DESIGN

CHAPTER 3 PROFILE OF THE ORGANISATION

CHAPTER 4 DATA AND ANALYSIS AND INTERPRETATION

CHAPTER 5 SUMMARY OF FINDIGS,SUGGESTIONS AND CONCLUSION

ANNEXURES

QuestionnaireBibliography

1

LIST OF TABLES

S.No Page #

1 TABLE SHOWING THE RESPONDENTS ON

THE BASIS OF AGE

45


THE BASIS OF SEX

47


THE BASIS OF OCCUPATION

49

4 TABLE SHOWING CLASSIFICATION OF

RESPONDENTS ON THE BASIS OF INCOME

51

5 TABLE SHOWING CLASSIFICATION OF

RESPONDENTS ON THE BASIS OF

AWARENESS OF VARIOUS BRANDS OF TWO

– WHEELERS

53

6 TABLE SHOWING MARKS GIVEN BY

RESPONDENTS TO VARIOUS ATTRIBUTES OF

BIKE

55

7 TABLE SHOWING REFERENCE OF

RESPONDENTS REGARDING TWO –

WHEELERS BASED ON VARIOUS

ATTRIBUTES

61

8 TABLE SHOWING NUMBERS OF USERS AND

NON-USERS OF BAJAJ PULSAR DTSI.

67

9 TABLE SHOWING WHETHER RESPONDENTS

HAVE ANY FUTURE PLANS OF PURCHASING

68

2

TWO – WHEELER

10 TABLE SHOWING TIME PERIOD FOR

PURCHASE

69

11 TABLE SHOWING PREFERENCE IN CHOICE

OF BRAND OF TWO WHEELER

70

12 TABLE SHOWING IN CHOICE OF VARIOUS

MODELS OF BAJAJ

71

13 TABLE SHOWING REASON FOR BUYING

BAJAJ PULSAR

72

14 TABLE SHOWING SOURCE OF INFORMATION

ABOUT BAJAJ PULSAR

73

15 TABLE SHOWING WHETHER THE USER

FACED ANY PROBLEM WITH BAJAJ PULSAR

DTSI

75

16 TABLE SHOWING DIS-SATISFACTION BY

BAJAJ PULSAR DTSI USERS.

76

17 TABLE SHOWING VARIOUS SUGGESTIONS

GIVEN BY VARIOUS RESPONDENTS TO OVER

COME THE PROBLEMS FACED

78

18 TABLE SHOWING WHETHER THE

RESPONDENTS ARE AWARE OF KALYANI

BAJAJ

80

19 TABLE SHOWING RATING OF KALYANI

BAJAJ

81

20 TABLE SHOWING SUGGESTIONS GIVEN BY

RESPONDENTS REGARDING IMPROVEMENTS

82

3

OF BAJAJ PULSAR DTSI

LIST OF GRAPHS AND CHARTS

S.No. Page #1 GRAPH SHOWING THE RESPONDENTS

ON THE BASIS OF AGE46

2 GRAPH SHOWING THE RESPONDENTS ON THE BASIS OF SEX

48

3 GRAPH SHOWING THE RESPONDENTS ON THE BASIS OF OCCUPATION

50

4 GRAPH SHOWING CLASSIFICATION OF RESPONDENTS ON THE BASIS OF INCOME

52

5 GRAPH SHOWING CLASSIFICATION OF RESPONDENTS ON THE BASIS OF AWARENESS OF VARIOUS BRANDS OF TWO – WHEELERS

56

6 GRAPH SHOWING MARKS GIVEN BY RESPONDENTS TO VARIOUS ATTRIBUTES OF BIKE

57-60

7 GRAPH SHOWING REFERENCE OF RESPONDENTS REGARDING TWO – WHEELERS BASED ON VARIOUS ATTRIBUTES

63-66

8 GRAPH SHOWING NUMBERS OF USERS AND NON-USERS OF BAJAJ PULSAR DTSI.

67

9 GRAPH SHOWING WHETHER RESPONDENTS HAVE ANY FUTURE PLANS OF PURCHASING TWO – WHEELER

68

10 GRAPH SHOWING TIME PERIOD FOR PURCHASE

69

11 GRAPH SHOWING PREFERENCE IN CHOICE OF BRAND OF TWO WHEELER

70

12 GRAPH SHOWING IN CHOICE OF VARIOUS MODELS OF BAJAJ

71

4

13 GRAPH SHOWING REASON FOR BUYING BAJAJ PULSAR

72

14 GRAPH SHOWING SOURCE OF INFORMATION ABOUT BAJAJ PULSAR

74

15 GRAPH SHOWING WHETHER THE USER FACED ANY PROBLEM WITH BAJAJ PULSAR DTSI

75

16 GRAPH SHOWING DIS-SATISFACTION BY BAJAJ PULSAR DTSI USERS.

77

17 GRAPH SHOWING VARIOUS SUGGESTIONS GIVEN BY VARIOUS RESPONDENTS TO OVER COME THE PROBLEMS FACED

79

18 GRAPH SHOWING WHETHER THE RESPONDENTS ARE AWARE OF KALYANI BAJAJ

80

19 GRAPH SHOWING RATING OF KALYANI BAJAJ

81

20 GRAPH SHOWING SUGGESTIONS GIVEN BY RESPONDENTS REGARDING IMPROVEMENTS OF BAJAJ PULSAR DTSI

83

5

CHAPTER – 1

INTRODUCTION

Introduction

Evolution of Marketing

Distinction between Market and Marketing

Marketing concepts

Concept studies

6

CHAPTER - 1

INTRODUCTION

Introduction

Marketing consist of all activities by which a company adapts itself

to its environment creativity and profitability. It is the whole business

seen from the point of view of its final result that is from customer’s

point of view. Basically business firm’s objective is to convert societal

needs into profitable opportunities. Marketing is an attempt to anticipate

satisfies the needs and demand of the consumer of the society.

Philip Kotler has observed “marketing is the needs and want to

target markets and delivering the desired satisfaction more effectively

and efficiently than competitors”. Thus, it shows that consumers are the

key to the success to any company’s marketing services.

Evolution of Marketing

The development of marketing concept is evolutionary i.e. gradual

rather than revolutionary. The evolution of marketing is one the oldest

profession of the world.

Marketing is both philosophy and a technology. As a philosophy,

it guides and directs the business thinking i.e. whether to produce or not

purchase. As a technology it is concerned with deciding what should be

produced, how and when products could be most efficiently distributed

among the customers. Hence, producers have to adapt different

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methods of satisfying their customers due to change in customer taste and

preferences.

Distinction between Market and Marketing

Market is an arrangement providing an opportunity to exchange

goods. In the market forces of demand and supply, they operate directly

by means of communication and they themselves determine prices.

Where as marketing is sum totals those activities that is related to free

flow of goods from the points of production to consumption. Physical

movements of goods are the hall mark of marketing. That is once the

price fixation is done, the journey starts from seller end at buyer.

Marketing concepts:

Societal concept

Production concept

Product concept

Selling concept

Want and demand concept

The marketing concept is a business philosophy that challenges the

previous concepts. It meets the needs profitably and helps in finding the

wants to fulfill them.

Societal marketing concept hold that the organisation’s task is to

determine needs, wants and interests of the targets markets and to

deliver the desired satisfaction more effectively than competitors in a

way that enhances all the consumers and society’s well being.

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Production concept says that consumers will favor those products that

are widely available and economical. A managers of production

oriented organisation concentrate on achieving high production and

wide distribution coverage.

Production concept holds that consumers will favor those products

that offer the most good quality, performance or innovative features.

Wants and demand concepts say that a human is a state of felt

deprivation of some basic satisfaction? Wants are desire for satisfying

needs. Demands or wants for specific products that are backed by an

ability and willingness to buy them.

Marketing is a social and managerial process by which individuals

and groups obtain what they need and want through creating, offering

and exchanging products of value with others. Hence the importance

of marketing arises.

Here different heads studies are :

o Analysing market opportunities

o Researching and selecting target market and positioning the

offer.

o Planning market demand.

o Current marketing situation.

A firm due to constraints on resources cannot exploit all marketing

opportunities existing in marketing environment. As opportunities

should have to be diagnosed and evaluated to choose accessible and

feasible marketing opportunities.

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A product should be designed to cater requirements of specific market

segments known as target markets. It is required to conduct research

to identify the target market segments which can be chosen by the

firm.

Since marketing is consumer oriented it is necessary to assess the

market demand for a product so as to manufacture requiring quantity

and supply at right time.

All marketing activities should be organized and implemented

keeping in mind the current marketing situations, which can be

determined by analysing the entire environment factor affecting

process of marketing.

Marketing function is defined as an act operation or services by which

original product and the final consumer linked together.

Concept studies are:

Macro Environment

Buying Function

Methods Of Buying

Estimating Current Demands

o Total Market Potential

o Area Market Potential

Marketing Mix

Segment Market

The Macro environment of marketing consists of

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Demography

Economy

Social and cultural

Political and legal

Technological

Consumer’s purchases and the manner in which they are consumed

reflect a society’s life style. Technological forces help to shape changes

in the style of living of consumers. Marketing management with help of

technology can create and deliver standards, and style of life. It has the

responsibility of relating , changing of life style of patterns, values and

changing technology to marketing opportunity for profitable sales to

particular market segments.

Buying is procurement of goods or services for eventual resale to the

consumers or industrial users:

Different functions are

a. Planning purchase of goods

b. Contractual function

c. Assembling

d. Negotiation

e. Contractual

a. Planning purchases of goods implies planning of purchases for the

Organization or consumers.

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b. Contractual function is concerned with searching for and determining

the sources of supply and establishing and maintaining contacts with

them, establishment of relationship is to earn name and fame.

c. Assembling means bringing together to collecting a large amount of

similar goods and many producers for resale in a single region.

Assembling and buying are not one and the same. Assembling brings

together goods of same type from different source whereas buying

involves purchase of variety of product.

d. Getting together of business buyers and suppliers with a view to

discuss the contents of contracts as the price, payments, quality can be

said as negotiation.

e. Actual entering into contract to buy is end of buying function. The

provisions of sale of goods act with which we operate the business to

protect the will and interest of parties of business. It binds both parties

to that aggrieved party to get justice for breach of contract by other.

Methods of Buying

Buying is the basic of marketing activity. Good can be defined as

buying at right price. There are different methods of buying namely,

a) Concentrated buying: If purchases are confined to a very few

sources of supply, it is concentrated buying.

b) Diversified buying: When a buyer decides to buy good required from

a large number of suppliers, it is known as diversified buying.

c) Reciprocal buying: The main idea of this is that the purchases are

mutual i.e. “you buy our products, and then we buy your products

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Market potential

A Market Potential is an estimate of the Maximum possible sale

opportunities present in a particular market segment and open to all

sector of a goods or services during a stated future period. A market

potential indicates how much of a particular product can be sold to a

particular market segment over some future period assuming the

application of the appropriate marketing methods.

Current and future market demands are determined by analyzing

the entire environment factor affecting marketing process. The two way

of estimating demand are:

Total market potential:

It is demand that exist for products in all areas put together. The

demand may be for a product in all areas put together. The demand may

be for a product or service and the area may be for state, country and

continent or may be whole itself.

Area market potential :

It is demand that exist for a particular product or services in it

Particular area of market, Say Jayanagar in Bangalore or Sanjaynagar in

Bangalore etc.

Marketing Mix.:

In marketing planning we use marketing information to assess the

situation. We have to select specific marketing targets inform of market

segments. From each segment or division of the market formulate a

combination of number of devices or types of marketing activities that

are co-ordinate into a single marketing program to reach a particular

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target or market segment. The combination of these is marketing mix.

The basic marketing mix is blending of four inputs, which form core of

marketing system. They are

a. Product mix: It is the thing possessing utility. It has four main

components namely product range, after sale service , brand and package.

b. Price mix: Price is the valuation placed upon products by offered.

It has to cover pricing discounts, allowance and terms of credit. It

mainly deals with price competition.

c. Distribution mix: Distribution is the delivery of product and right to

consume it. It includes channels of distribution, transportation, and ware

housing and inventory control.

d. Promotion Mix: Promotion is the persuasive communication about

the product by offer to the prospect. It covers advertising,

Personal selling, sales promotion, publicity, price relations, and

exhibition of demonstration used in promotion. Largely it deals with non-

price competition. Largely it deals with non-price competition.

Market Segment

Market consists of buyers and buyers in one or more respect. They

May differ in their wants, purchasing power, geographical location,

buying attitudes and practices. These variables are the main causes of

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market segmentation. Hence it is a method of achieving maximum

market response from limited marketing resources.

The different segments are :

Geographical Segmentation :

Geographical location is usual and popular basis for market

segmentation. Further distinction as rural and urban markets, city and

suburban markets etc also form geographic segmentation.

Demographic Segmentation:

Demography is study of population. Demographically characters

such as sex, age, marital status number and age of children, place of

residence, mobility, income, education, occupation, Family life cycle,

social class, culture etc., make the basis of demographic sub culture.

Psychographic segmentation:

Here buyers are divided into different Groups on the basis of

social class, life style and for personality characteristics. People with in

some demographic group can exhibit very different psychographics

profiles

Brand awareness

Brand

Consumer views a brand as an important part of a product and

branding can add valve to a product. Fox example, most consumer

would pensive a bottle of white linen perfume as a high quality,

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expensive product. But the same perfume in an unmarked bottle would

likely be viewed as lower in quality, even if the fragrance were identical.

Branding as become a major issue in product strategy. On one

hand, developing a branded product required a great deal of long

marketing investment, especially for advertising promotion and packing.

Branding

Perhaps the most distinctive skill of professional marketers is their

ability to create, protect and enhance brands. A brand is name, term,

sign, symbol or design or a combination of these intended to identify the

products or service of one seller in group of seller and to differentiate

them from those of competitors.

A brand is a seller promise to deliver consistently a specific set of

features, benefits and service to buyers. The best hands convey a

warranty of quality. According to one marketing executive, a brand can

deliver upto four level of meaning.

a. Attributes

A brand first brings to mind a certain product attributes. For

example Mercedes, such attributes as “well engineered”, “well built”,

“durable”, “fast”, “expensive” and “high resale value”. The company

may use one or more of these attributes in its advertising for the car. For

years Mercedes being advertise engineered like no other in the world.

This provided a positioning plat form for other attributes of the car.

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b. Benefits

Customers do not buy attributes they buy benefits. Therefore,

attributes must be translated into functional and emotional benefits. “I

won’t have to buy a new car every few years”. The attribute expensive

might translate into the emotional benefits. The car makes me feel

important and admired. The attribute will might translate into the

functional and emotional benefit. I am safe in the even of an accident.

c. Values

A brand also says about the buyer’s values. Thus, Mercedes

buyers value high performance, safety and prestige. A brand marketer

must identify the specific groups of car buyers whose values coincide

with the delivered package.

d. Personality

A brand also projects a personality motivation a researcher

sometimes asks. If this brand were person, what kind of person would it

be? Consumers might visualize a Mercedes automobile as being a

wealthy business executive. The brand will attract people whose actual

or desired self-image matches the brand image.

The challenge of branding is to develop a deep of meaning for the

brand, given the four levels of brands meaning marketers must decide the

levels at which they will build the brands identify. The most lasting

meaning or a brand are its values are personality. They obtained the

brands essence. Thus, Mercedes stands for high achieve and success the

company must build its brand strategy around creating and protecting this

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brand personality. All though Mercedes has recently yielded to

marketing less expense models might dilute the vehicle and personality

that Mercedes has build up over the decades.

Brand equity

Brands vary in the amount of power and value they have in the

market place. Some brands are largely unknown to most buyers. Other

brands have a high degree of consumer brand awareness. Still others

enjoy brands preference buyers select them over the other. Finally, some

brands command a high degree of brand of brand loyalty. Powerful

brand has high brand equity. Brand have high brand equity to extent that

they have higher brand loyalty, names awareness perceived quality,

strong brand association and other assets such as patents trade marks and

channel relationships. A brand with strong brand equity is valuable asset.

In fact, it can even be brought or sold for a price.

Measuring the actual equity of brand name is difficult. Because it

is so hard measure companies usually of brand name is difficult.

Because it is so hard measure companies usually do not list brand equity

on their balance sheets. Still, they pay handsomely for it. For eg. Nestle

paid $ 4.5 billions to buy row tree, five times its book value. According

to an estimate, the brand equity of coca-cola are $ 36 billions, Marlboro

and Kodak $ 10 billions?

The world’s top brand include such super powers as coca-cola,

Disney, Kodak, Sony, Mercedes Benz high brand equity provided a

company with many competitive advantages. Because a powerful brand

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enjoys a high level of consumer brand awareness and loyalty, the

company will incur lower marketing cost relative to revenues because

consumer expect stores to carry the brand, the company has more

leverage bargaining in the beginning with resellers and become the brand

name carries high creditability, the company can more easily launch

brand extension. Above all, a powerful brand offers the company some

against trice competition.

Marketers need to manage their brands carefully to preserve brand

equity and usefulness, and positive brand associations over time. This

requires continuous R & D investment, skillful advertising and excellent

trade and consumer service.

Some companies such as Colgate – Palmolive have appointed

brand equity managers to guard their brand image, association and

equity. They work to prevent brand managers from over promoting

brands in order to produce short-term profits as the expenses of long term

brand equity.

Some analysis see brand as the major enduring assets of a

company. Outlasting specific products and facilities. Yet behind ever

powerful brand stands set of loyal customer therefore, the basic assets

underlying brand equity is customer equity. This suggests the marketing

strategy should focus on extending loyal customer lifetime ale, with

brand management serving as a major marketing tool.

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CHAPTER – 2

RESEARCH DESIGN

Introduction

Statement of the problem

Objectives of the study

Scope of the study

Methodology of study

Limitations of the study

20

CHAPTER – 2

RESEARCH DESIGN

Introduction

This chapter entitled research design deals with the layout of the

project work and cover the following aspects.

Statement of the problem

The research problem selected for the analysis entitled “market

potential and brand awareness towards BAJAJ PULSAR (dtsi) in

Bangalore city” this topic is selected because Bajaj Pulsar (dtsi) is one of

the largest selling two wheelers. The study has been conducted.

Objectives of the study

To determine the awareness level of the consumer about different

brands to two wheelers (includes both user and non users)

To determine the consumers perception regarding different attributes

of two wheelers.

To study consumer perception regarding Bajaj Pulsar (dtsi) in

particular and to know the most satisfactory attributes of Pulsar (dtsi).

Include both user and non users).

To know the reasons and intention behind purchasing or not

purchasing Bajaj Pulsar (dtsi), (includes both user and non users)

To find the potentiality of the bike pulsar in Bangalore city.

21

To understand the factors influencing the brand loyalty towards

pulsar.

To give suggestions to the company to improve the brand awareness

of pulsar among customer in Bangalore city.

Scope of the Study:

Finding out the strength and weakness of the Bajaj Pulsar (dtsi),

where it can correct its faulty facts.

Finding the number of future purchasers.

Finding the market potential and awareness of this vehicle.

Finding the position of the vehicle among the competitors.

Finding the perception of consumers about the vehicle.

Methodology of study

A part of population is known as a sample and drawing a sample

from larger population is called sampling.

A good sample should be representative, accurate and precision

sampling can be categorized into two generic types

a. Probability sampling

b. Non probability sampling

Sample procedure for the project work

The sampling method used in convenience sampling a category of

non-probability sampling since the respondents were chosen by me and

were not provided by the company. The area of sampling is in Bangalore

city.

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Sample size for Project work

It is impossible to collect the response from the total population

due to limitation of time. The total sample size taken for survey is 100

respondents out of which 60 are non users of Bajaj Pulsar (dtsi) and 40

are users of Bajaj Pulsar (dtsi)

Method of data collection

Data collection tool is to collect primary data, that is, data

collected specifically for the study and is not published any where before

is through a questionnaire. It is used to collect data about the general

perception of two wheelers, user’s perception of Bajaj Pulsar (dtsi) and

its other competitors.

Secondary data was collected from various sources like reference

books on marketing, consumer behaviours, business and automobiles

magazines and internet.I Designing for questionnaire

The designing of questionnaire needs precision and classify the

subject. So that respondents easily understands the questions and will

reply the answers sincerely and correctly. The concept of sealing is used

to know the satisfactory level for the Bajaj Pulsar (dtsi) with users.

Field work for project

The field work for the project was carried on for two months in

Bangalore city. The field work schedule contained structured set of

questions to be answered by respondents to suit the objectives of the

project.

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The respondents were contacted at place like college, offices,

residencies, and service station and in KALYANI BAJAJ showroom.

The respondents interaction was for a time period 5-10 minutes.

Analysis of data

The data for analysis of project was collected from both the

primary and secondary source.

The data that collected during the interaction with respondents

were organized, processed and edited before tabulating and drawing the

inference from them. The data so got was analysed using statistical

methods and techniques like tables, percentages, representation of data

was done.

Limitations of the study

Project work and study is confined to Bangalore city only.

The data was collected from 100 respondents only. Their feeling and

views are portrayed in the statistical and graphical manner. Thus it

can be a limitation.

The total number of users of Bajaj pulsar (dtsi) used in project work is

40. This is very small compared to real number of users of this

vehicle.

The duration for the survey was very less.

24

CHAPTER - 3

PROFILE OF THE ORGANIZATION

Bajaj Auto Ltd

Product Profile

Profile of Kalyani Bajaj

25

CHAPTER 3

PROFILE OF THE ORGANIZATION

An over view of BAJAJ

Heady euphoria of India’s freedom struggle. Jamnalal Bajaj,

founder of the Bajaj group, wa The Bajaj group came into existence

during the turmoil and thus a confidante and disciple of Mahatma

Gandhi, and was deeply involved in the effort for freedom. The integrity,

dedication, resourcefulness and determination to succeed which are

characteristic of the company today, are often traced back to its birth

during those long days of relentless devotion to a common cause.

Kamalnayan, the eldest son of Jamanlal Bajaj, succeeded his father

In 1942, at the age of twenty-seven. Putting the nation before business,

26

he devoted himself to the later only after India achieved independence in

1947. But when he did so, he put his heart and soul into it.

Within a short while, he not only consolidated the group, but also

diversified into various manufacturing activities, elevating the Group to

the status it enjoys till this day.

Rahul Bajaj today heads the Group. He has been the Chief

Executive Officer Of Bajaj since 1968 and is recognized as one of the

most outstanding business leaders in India. As dynamic and ambitious as

his illustrious predecessors, he has been recognized for his achievements

at various national and international forums.

In 2003, Bajaj Auto limited (Bajaj) was one of the India’s largest

manufacturers of both two and three wheelers. The three wheelers, also

known as auto-rickshaws were unique to the south Asian region. The

company recorded revenue of Rs. 5125.73 crores representing a 13%

increase over the previous year. Once the unchallenged market leader,

Bajaj trailed Hero-Honda in the late 1990s. Bajaj’s market share declined

from 49.3% in 1994, to 38.9% in 1999. There after, Bajaj has initiated

several measures to region its market share & strengthened its

competitive position. In 2003, Bajaj and a work force of 12,000

employees & a network of 422 dealers and over 1,300 authorized service

centers.

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Bajaj is currently India’s largest two and three-wheeler

Manufacturer and one of the LARGEST in the world.

Bajaj Auto, a market leader, continually evolving, responding,

defining new boundaries, creating new horizons.

Bajaj unveils new brand identify, dons new Logo

Bajaj Auto unveiled the new corporate identity on the 15 th January at the

Auto Expo- 2004, New Delhi. The white and blue reverse hexagonal

symbol with Bajaj Auto in small lettering, which stood in good stead for

Bajaj Auto for many decades, finally paved way for a refreshing new

look symbol with the Bajaj logotype in capital letters. The new identity

arrives at a time when Bajaj Auto has successfully metamorphosed into a

major motorcycle manufacturer with proven credentials in award winning

Pulsar twins and also proved its core values, which Bajaj has identified as

its brand values. The brand essence technological capability with the

introduction the revolutionary Digital Twin.

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Spark Ignition (DTSI) technology.

The new visual identity of Bajaj Auto emanated from the

confirmation of for the new Bajaj has identified as “Excitement”.

Excitement engineering will deliver and inspire confidence into various

stake holders like Bajaj has traditionally done. Bajaj promises to live its

essence thru a set of five Brand Values of Learning , Innovation,

perfection, speed and Transparency. The change in Identity is a part of

the ongoing changes happening at Bajaj. At a time when Bajaj has state

of the art manufacturing infrastructure, has an enviable distribution and

service network, has created a bench mark R& D facility and at a time

when the customer has changed in terms of its exposure to quality and

style, the change in identity will help invite a paradigm shift in consumer

perception of the company.

The traditional hexagonal symbol has been replaced by an open

abstract Form of stylized B, the “flying B” as it has been named

represents style and technology. It also has a strong association with the

heritage of Bajaj since the external form has a hint of hexagon. “flying

B” form denotes speed and open form denotes the transparency.

The new Logotype is all capital BAJAJ, representing precision

engineering and perfection. The logo is all confident bold stylistic

lettering, which is very global in its outlook.

BAJAJ has adopted a new brand line of “Inspiring Confidence”. In

whatever the company does it seeks to inspire confidence in its audience.

Bajaj has traditionally enjoyed tremendous consumer support and plans

to consolidate

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And move ahead on this. The brand line appears below the Logotype in a

script font.

This font is to represent learning values at Bajaj and that Bajaj as a

brand moves closer to customer.

The identity has a fresh new blue colour. This blue represents

Stability and strength of Bajaj. Blue also represents high technology and

precision engineering. The new identity presents a futuristic face of the

new global Bajaj. Elephant design has been working with Bajaj on

creating and implementing the new Bajaj identity. The new brand will

manifest in all consumer and employee interfaces, says Rajiv Bajaj joint

managing Director, BAL.

“Bajaj is on the cusp of a revolution brewing on various fronts, be

it, exports, design, R & D, new models and marketing. The company thus

needed a new identity that would present the new philosophy. The

sweeping changes happening at Bajaj Auto required a more dynamic,

vibrant and exciting identity, which would also show case inspiration and

confidence through excitement engineering. The change in identity is

expected to present an easier interface for the world to understand the

new Bajaj with the same trustworthy values”.

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MANAGEMENT PROFILE

Chairman and Managing director

Madhur Bajaj Vice Chairman

R.A. Jain Executive Director

D.S. Mehta Whole time Director

Rajiv Bajaj Joint Managing Director

Sanjiv Bajaj Executive Director

Ranjit Gupta Vice president (insurance)

N.H. Hingorani Vice president (Materials)

P.B.Menon Vice president (Projects)

R.L.Ravichandran Vice resident (Business Development &

Marketing)

C.P. Tripathi Vice president (Operations)

J. Sridhar Company Secretary

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Board of Directors

Rahul Bajaj Chairman &

Managing Director

Madhur

Bajaj

Vice Chairman &

Whole-Time Diretor

Kantikumar R. Podar Director

Shekhar Bajaj Director

D.J. Balaji Rao Director

D.S.Mehta Director

J.N.Godrej Director

S.H. Khan Director

Rajiv Bajaj Joint Managing –

Director

Mrs. Suman Kirloskar Director

Naresh Chandra Director

Nanoo Pamnani Director

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Tarun Das Director

Manish Kejriwal Director

Sanjiv Bajaj Executive Director

Committees of the Board

Audit Committee

S.H. Khan Chairman

J.N. Godrej

Nanoo Pamnani

D.J. Balaji Rao

Naresh Chandra

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Share holders & Investers Grieveyance Committee

D.J. Balaji Rao Chairman

J.N. Godrej

Naresh Chandra

Remuneration Committee

D.J. Balaji Rao Chairman

S.H. Khan

Naresh Chandra

AUDITORS Dalal & Shah Chartered Accountants

INTERNATIONALACCOUNTANTS

KPMG

COST AUDITORS A.P. Raman Cost AccountantBANKERS Central Bank of India

State Bank of IndiaCiti bank N AStandard Chartered Grindlays BankBank of America

Registered under the Indian Companies Act VII of 1913REGISTERED OFFICE

Akurdi, Pune 411 035

WORKS Akurdi, Pune 411 035Bajaj Nagar, Waluj Aurangabad 431 136Chakan Industrial Area, Chakan, Pune 411 501

34

GROUPS OF COMPANIES

Bajaj Auto is the flagship of the Bajaj grouped of companies.

The group companies of 27 companies and was founded in the year 1926.

The companies in the group are :

Bajaj Auto Ltd Mukand International Ltd

Mukand Ltd Mukand Engineers Ltd

Bajaj Electricals Ltd. Mukand Global Finance Ltd.

Bajaj Hindustan Ltd. Bachhraj Factories Pvt. Ltd.

Maharashtra Scooters Ltd. Bajaj Consumer Care Ltd.

Bajaj Auto Finance Ltd. Bajaj Aouto Holdings Ltd.

Hercules Hoists Ltd. Jamnalal Sons Pvt. Ltd.

Bajaj Sevashram Pvt. Ltd. Bachhraj &

Company Pvt. Ltd.

Hind Lamps Ltd. Jeevan Ltd.

Bajaj Venture Ltd. The Hindustan Housing Co.

Ltd.

Bajaj International Pvt. Ltd. Baroda industries Pvt. Ltd.

Hind Musafir Agency Pvt Ltd.. Stainless India Ltd.

Bajaj Allianz General Insurance

Company Ltd.

Bombay Forgings Ltd.

35

MILESTONES

2005

Bjaj Avenger Launched

Bajaj Wave launched

2004

Bajaj Discover DTS-I launched

New Bajaj Chetak 4 stocke with wonder Gear launched

Bajaj CT 100 launched

Bajaj unveils new brand identity, dons new symbol, logo and brand line.

2003

Pulsar DTS-I is launched

107, 115 motorcycles sold in a month.

Bajaj wind 125, the world Bike, is launched in India.

Bajaj Auto launched its Caliber 115 “Hoodibabaa”.

2001

Bajaj Auto launched its latest offering bike segment “Pulsar”.

The Eliminator is launched.

2000

Bajaj saffire is introduced.

36

1999

Caliber motorcycle notches up 100,000 sales in record time of 12

months.

Production commences at Chakan plant.

1998

Kawasaki Bajaj Caliber rolls out of Waluj.

Legend, India’s first four – stroke scooter rolls out of Akurdi

Spirit launched.

1995

Bajaj auto I 50 is introduced.

Agreements signed with Kubota of Japan for the development of diesel.

Engines for three – wheelers with Tokyo R & D for ungeared scooter and

Moped development

The Bajaj Super Excel is introduced while Baja celebrates its ten

millionth Vehicle

One million vehicles were produced and sold in this financial year.

1994

The Bajaj sunny is introduced.

1991

The Kawasaki Bajaj 4s Chapion was introduced.

1990

The Bajaj sunny is introduced.

37

1986

The Bajaj M-80 and the Kawasaki Bajaj KB 100 motorcycles Introduced.

500,000 vehicles produced and sold in a single financial year.

1985

The Waluj plant inaugurated by the erstwhile president of India

Shri Giani Zail Singh

Production commences at Waluj, Aurangabad in a record time Of 16

months.

1984

Foundation stone laid for the new plant at Waluj, Aurangabad.

1981

The Bajaj M-50 is introduced.

1977

The Rear Engine Auto rickshaw is introduced Bajaj auto achieves

production and sales of 100,000 vehicles in financial year

1976

The Bajaj super is introduced.

1975

BAL & Maharashtra Scooters Ltd. Joint venture.

1972

The Bajaj Chetak is introduced.

1971

The Three – wheeler goods carrier is introduced.

1970

38

Bajaj Auto rolls out its 100,000th vehicle.

1960

Bajaj Auto becomes a public limited company, Bhoomi Poojan of Akurdi

Plant.

1959

Bajaj Auto obtains license from the Government of India to manufacture

two Three wheelers.

1948

Sales in India commence by importing two and three wheelers

1945

November Bajaj Auto comes into existence as M/s Bachhraj Trading

Corporation Private Ltd.

BAJAJ PULSAR 150

39

PRODUCT PROFILE

Designed to Excel

The BAJAJ PULSAR DTSI has set a new standard for new era of

Kikes in India. It has been developed exclusively for the Indian market

after closely examining the changing lifestyles and needs of the

consumers.

The BAJAJ PULSAR DTSI is equipped with a number of new

function and mechanisms, introduced for the first time in India. It is

designed to offer greater functionality, performance, economy, and ease

of handling and maintenance to a wide cross-section of the Indian

society.

Features of Bajaj Pulsar – DTSI

NEW MASKED FRONT FAIRING.

o The striking feature of the new DTSI is the new front Bikini

fairing. This is one of a kind fairing giving a unique masked

look that makes it stand tall among the crowd. Its

illumination is the best in its class and its looks will kill the

competition… if any?????. It has clear lens/multifocal

reflector in an oval shape and 2 pilot lamps,one on either

side. There are curves built into the fairing look muscular

and aerodynamic.

40

NEW RECTANGULAR SWING ARM AND AN INCRESED

WHEEL BASE.

o A new rectangular section swing arm has been designed

which with the increased wheelnase of 1320 mm gives the

pulsar extra strength, solidity and makes the high dynamics

even better.

NEW RUGGED AND MUSCULAR REAR SHOCK

ABSORBERS

o The damper body has been increased India meter to make it

look more Robust. A ripple rate spring with a larger wrap

diameter gives a smoother ride and absorption on rough

surfaces. The stroke has been increased for more travel. All

this translate to better ride quality over smooth as well as

rough surfaces.

NEW MER TAIL LAMP

o The pulsar now sports a clear lens tail lamp which apart

from being brighter is also more pleasant to look at. The

brightness of lamp only enhances. The safety aspect at high

speeds and during bad visibility.

NEW CLASSY HANDLABARS

o The handle bars are now surface-plated in a classy stain fiish

which gives a look of sophistication and class.

INTRODUCING THE NUMBER PLATE LAMP

41

The DTSI gets an auxiliary plate lamp NOTE: BAL is

not applying for a patent for this!!!! Read on …. u’ill

understand.

NEW HANDLEBAR CLAMPS

o Part has Even the smallest been attentively crafted…..but

mind u the seat still kicks arse……………but the handle bar

clamps which holds the handlebar to the front forks now has

a scratchproof rubber part. This has been styled so as to be

aesthetically pleasing and its main function is to revent the

aluminium form getting scratched when a bunch of keys are

used.

ENGINE;

2. TWIN SPARKPLUS FOR FASTER AND BETTER

COMBUSTION

Currently one spark plug at one end of the combustion chamber is

the conventional Practice. The flame front created by the spark takes

some time to reach the DTSI ENGINE;

o The DTSI – DIGITAL TWIN SPARK IGNITION

technology is a revolution in the modern motorcycling era in

the country today and would be the first to offer it. This

offers phenomenal performance augmentation and is being

first introduced on the highly successful pulsar twins. It is

also being patented by BAL.

farthest Portion of the combustion chamber which leads to slower

burning of the air-fuel.

42

Mixture and creates limitations in optimizing the combustion

chamber characteristics 2 spark plugs at either ends of the combustion

chamber help in faster and better combustion. This combustion process

of twin spark is being patented by BAL

1. IGNITION WITH DIGITAL C.D.I.

A digital CDI with a 8 bit microprocessor chip handles the spark

delivery. The programmed chip’s memory contains up optimum ignition

timing for any given engine rpm, there by obtaining the best performance

characteristics from the combustion chamber. Working together with the

TRICS III system, it delivers optimum ignition

Timing for varying conditions.

3. TRISC III SYSTEM

Throttle Responsive ignition control system IIIrd generation. It

means of controlling the ignition by operating the throttle. Depending on

the needs of the rider whether it be cruising, acceleration, or max aped,

the ignition requirements constantly change. Based on particular amount

of throttle opening, the magnetic field generated by the magnet opens or

closes the read switch is connected to the digital CDI which signals the

CDI to change/switch, the desired ignition advance timing maps, this

helps in achieving a good balance between drivability and optimum

ignition spark advance, resulting in an almost perfect ignition spark

advance for every throttle opening the engine rpm.

4. CONSTANT VELOCITY (CV) CARBURATOR:

The CV carburetor continues to provide high level of performance.

Bajaj pulsar 220

43

Engine 4 stroke, single cylinder, air

cooled

Cubic capacity 143.9 cc

Max . Power 12 BHP @ 8,500 rpm

Gear box 5 speed

Ignition CDI

Front brakes 240 mm disc

Rear brakes 130 mm drum

Front tyre 2.75 X 18

Rear tyre 100/90 X 18

Wheel base 1265 mm

Ground clearance 155 mm

Dry weight 132 Kg

Tank capacity 18 litres

Colours Black, Silver, Blue and Red

Available in the following option

a Kick Start

b Electric Start

44

Technical specification

PULSAR 150

Engine Type displacement

Max. Net Power

4 stroke, single cylinder,

natural air cooled, SI

engine 143.90 cc

12 Pc @ 8500 rpm

Frame Tabular, double cradle

Transmission 5 Gears – All down

Tyres Front Rear 2.75 X 18,42 P

3.00 X 18, 4/6 TR

Fuel tank 18 Litre, including 3 litres

reserve

Starting

system

Kick start or Electric &

Kick start

Braking

system

Front Rear Hydraulic Disc Brake

Drum Brake – 130 mm

COLOURS AVAILKABLE IN BAJAJ PULSAR DTSI

BLACK

SILVER

MAROON

BLUE

RED

45

Award Received to various product

Product Award Year By

MERUNE 2005 OVERDRIVE Award

2005

Bajaj Discover DTS-I-

Indigenous Design of the

year 2005

2005 OVERDRIVE Award

2005

BAJAJ AUTO – Bike

Maker of he year 2004

2004 ICICI Bank

OVERDRIVE Award

2004

DTS-I Technology – Auto

Tech of the year 2004

2004 ICICI Bank

OVERDRIVE Award

2004

Bajaj Pulsar DTS-I Bike of

the year 2004

2004 ICICI Bank

OVERDRIVE Award

2004

Wind 125 Two wheeler of

the year 2004

2004 CNBC AUTOCAR

Awards 2004

Wind 125 Bike of the year

2004

2004 Business Standard

Motoring

Bajaj Pulsar 180 DTS-I

BBC World Wheels

Viewers choice Two

Wheeler of the year 2003

2003 BBC World Wheels

Award 2003


BBC World Wheels Awards


Award 2003

46

for Best Two Wheeler

between Rs. 55,000 to Rs.

70,000


BBC World Wheels Award

for Best Two Wheeler

Between Rs. 45,000 to Rs.

55,000


Award 2003

Bajaj Boxer AT KTEC BBC

World Wheels Award for

Best Two Wheeler under

Rs. 30,000


Award 2003

Bajaj Pulsar – Motorcycle

total Customer Satisfaction

Study

2003 NFO Automotive

Bajaj Pulsar – Bike of the

year

2003 ICICI Bank

OVERDRIVE Award

2003

A BRIEF PROFILE ON KALYANI BAJAJ

KALYANI BAJAJ is one of the most popular and full fledge

dealers in the automobile section in Bangalore. KALYANI BAJAJ is

operated and managed by Mr. KRISHNA RAJU who is the MD of the

company. There are 50 people working in the service department and the

total people working is almost 90, who creatively work for the welfare

47

and growth of the company. The KALYANI BAJAJ has strongly made a

very strong and vital impression among the people for the two-wheeler

section in Bangalore city.

KALYANI BAJAJ commenced its operation on March 2004

KALYANI BAJAJ has caused an inevitable position for itself in the

BAJAJ family by virtue of being one of Bajaj most successful dealers.

The Objectives of the company are as follows :

Satisfaction of the customers

Better quality service to its customer

Satisfaction of the employees

Good response to its customers

Sales

The record of the sales in BAJAJ PULSAR (dtsi) is comparable.

The sales of the year vehicles in the KALYANI BAJAJ are around 400

vehicles per month and out of that 275 vehicles are Bajaj Pulsar and the

rest is other. However, the size of sales is expanding every year.

48

CHAPTER – 4

DATA AND ANALYSIS AND INTERPRETATION

Introduction

Analysis of the data and Interpretation

49

CHAPTER-4

DATA AND ANALYSIS AND INTERPRETATION

Introduction

The data collected has to be properly tabulated for the purpose of

analysis and interpretation. The data collected using the primary sources

such as customer survey has been analysed in this chapter followed by its

analysis and interpretation in the following paragraphs.

Table-1

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF AGE

Age No. of Respondents Percentage

Below – 20 19 01

20 – 30 51 51

30 – 40 20 20

Above 40 10 10

Total 100 100

Sources: Survey Result

Analysis

Majority of the respondents belonged to the age between 20 – 30

(51) followed by the 20 numbers of respondents belonged to the age

group of 30-40 (20). 19 of the respondents were below 20 years of age

and 10 of respondents were below 40 year of age.

50

Inference

It can be inferred that majority of respondents were between age

group of 20 – 30 years. Showing that this was the segment that has

adopted the product and the company should give more emphasis on the

age group of above 40.

GRAPH – 1

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF AGE

51

0

10

20

30

40

50

60

Below – 20 20 – 30 30 – 40 Above 40

Table-2

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF SEX

Age No. of Respondents Percentage

Male 100 100

Female 00 00

Total 100 100

Source: Survey Result

Analysis

All the respondents were male only accounting for 100%

Inference

Pulsar is mostly preferred by the males rather than females, hence

all the respondents selected are males.

GRAPH – 2

52

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF SEX

100%

0%

Male Female

53

Table-3

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF

OCCUPATION

Occupation No. of Respondents Percentage

Student 40 40

Professionals 18 18

Govt. Employees 10 10

Business 20 20

Pvt. Employees 12 12

Total 100 100


Analysis

Majority of respondents (40) belonged to student category

followed by 20 businessman, 18 professionals, 12 private employees, and

10 Government Employees.

Inference

It can be inferred that majority of respondents are students and the

government employees are the least respondents. It clearly indicates the

craze for bikes among the student community.

54

Graph-3


OCCUPATION

55

05

1015202530354045

Table-4


INCOME

Income No. of Respondents Percentage

50,000 – 100,000 39 39

100,001 – 150,000 21 21

150,001 – 200,000 10 10

Above 200,000 07 07

No income 23 23

Total 100 100


Analysis

Majority of respondents were have an annual income between

50,000 – 100,000, followed by 21 respondents who earn between

100,001 – 150,000, 10 respondents earn between Rs. 150,001 – 200,000

7 earn above 200,000 and 23 respondents have no income at all.

Inference

It can be inferred that majority of respondents belongs to an

income group of 50,000 – 100,000.

56

Graph-4


INCOME

39%

21%10%

7%

23%

50,000 – 100,000

100,001 – 150,000

150,001 – 200,000

Abvoe 200,000

Nil

57

Table-5


AWARENESS OF VARIOUS BRANDS OF TWO WHEELERS

Brand name No. of Respondents Percentage

BAJAJ 100 100

YAMAHA 100 100

TVS 100 100

LML 100 100

HEROHONDA 100 100


Analysis

The survey depicts that the respondents are aware of all the above

mentioned brand names of two wheelers

Inference

It can be inferred that majority of respondents are awareness of

various brands of two wheelers are equal.

58

Graph-5


AWARENESS OF VARIOUS BRANDS OF TWO WHEELERS

100%

100%

100%

100%

100%BAJAJ

YAMAHA

TVS

LML

HEROHONDA

59

Table-6

CLASSIFICATION OF RESPONDENTS TO VARIOUS

ATTRIBUTES OF BIKE

Attributes 1-4 5-7 8-10 Total

Aesthetics 14 30 56 100

Mileage 1 26 73 100

Power & pickup 4 36 60 100

Riding comfort 7 36 57 100

Maintenance 5 32 63 100

Price 8 20 72 100

After sales service 5 45 50 100

Availability of spares 7 32 61 100

Road grip 6 31 63 100

Electronically &

lighting

12 31 49 100

Technology &

Engineering

3 39 66 100

Resale value 12 33 55 100

Brand loyalty 13 33 54 100


60

Analysis

According to the survey 73 respondents have given maximum

importance to mileage, followed by 72 respondents for price, 66

respondents given for technology and engineering. During comfort, road

grip, availability of spares and maintenance are among the next essential

attributes in a bike.

Inference

It can be inferred that majority of respondents prefer mileage and

technology and engineering, power and pickup followed by maintenance.

61

Graph-6

CLASSIFICATION OF RESPONDENTS TO VARIOUS

ATTRIBUTES OF BIKE

62

Aesthetics

0

10

20

30

40

50

60

1 2 3

Maintenance

0

10

20

30

40

50

60

70

1 2 3

63

Table-7

SHOWING PREFERENCE OF RESPONDENTS REGARDING

TWO-WHEELER BASED ON VARIOUS ATTRIBUTES

Attribures BAJAJ HEROHONDA

TVS YAMAHA LML Total

Good power 40 15 15 25 5 100Combination of good power & mileage

57 10 10 20 3 100

Sturdiness and carrying capacity

35 25 15 23 2 100

Can be ridden on any kind of road

35 25 15 23 2 100

Latest technology and good aesthetics

45 10 10 30 5 100

Easy handling and road grip

50 15 15 18 2 100

Safety & durability

40 20 18 20 2 100

Low capacity and maintenance

20 40 25 12 3 100

Reasonable price and resale value

40 20 20 18 2 100

Easy availability of spared & good after sale service

30 35 10 20 5 100


66

Analysis

According to respondents pulsar DTSI is the most preferred

vehicle for good power and pick up. Pulsar DTSI is the best as per 40 of

respondents for combination of good power and mileage and rest

supporting the other brand of two wheelers.

Pulsar DTSI has the best sturdiness and carrying the capacity

according to 35 respondents. YAMAHA is also best vehicle that can be

ridden on any kind of roads according to 15 respondents,

Pulsar DTSI has the latest technology and good aesthetics, the next

best being YAMAHA with 30 and rest respondents supporting the other

brand vehicles.

BAJAJ pulsar DTSI, according to 50 respondents is the most

preferred for easily handling and road grip.

Maximum of 40 of the respondents finds pulsar DTSI the safest

and the most durable two – wheeler. HERO HONDA as per 20

respondents has low operating and maintenance cost.

BAJAJ pulsar DTSI has the most reasonable price and resale value

according to 40 of the sample survey. TVS & HERO HONDA is the

next best according to 40 respondents.

The easiest availability of spares and good after sale service is

provided by BAJAJ according to 35 of the respondents. Only 30

respondents opted or HERO HONDA for this attribute.

67

Inference

It can be inferred that majority of the respondents prefer BAJAJ

PULSAR DTSI followed by YAMAHA and other brands of two

wheelers.

Graph-7

GRAPH SHOWING REFERENCE OF RESPONDENTS REGARDING

TWO WHEELERS BASED ON VARIOUS ATTRIBUTES

GOOD POWER & PICKUP

COMBINATION OF GOOD POWER & MILEAGE

68

Can be ridden on any kind of road

Latest technology and good aesthetics

Easy handling and road grip

69

Safety & durability

Low capacity and maintenance

Reasonable price and resale value

Easy availability of spared & good after sale service

70

Table-8

SHOWING NUMBERS OF USERS AND NON-USERS OF

BAJAJ PULSAR DTSI

Usage No. of respondents Percentage

Users 40 40

Non users 60 60

Total 100 100


Analysis

Among the 100 samples considered for survey around 40 of them

are users of BAJAJ PULSAR DTSI and the remaining 60 are non-users.

Inference

It can be inferred that majority of the respondents are non users.

Graph-8

SHOWING NUMBERS OF USERS AND NONUSERS OF

BAJAJ PULSAR DTSI

71

Table-9

SHOWING WHETHER RESPONDENTS HAVE ANY FUTURE

PLANS OF PURCHASING TWO WHEELER

No. of respondents

Percentage

Yes 76 76

No 24 24

Total 100 100


Analysis

Regarding plans of purchasing two wheeler in future 76 of the 100

respondents had intension of buying a two wheeler 24 of non-user

respondents had no plans of buying a two wheeler.

Inference

It can be inferred that majority of the respondents have plan to

purchase two wheeler.

Graph-9

SHOWING WHETHER RESPONDENTS HAVE ANY FUTURE

PLANS OF PURCHASING TWO WHEELER

72

Table-10

SHOWING TIME PERIOD FOR PURCHASE

Time period No. of respondents PercentageLess than 3 months 16 163 – 6 months 12 126 months to 1 year 34 341 year and above 38 38Total 100 100


Analysis

Among the respondents who wished to buy a vehicle, 16 of the

respondents wanted to buy within a period of 3 months, 12 between 3 – 6

months, and 34 with in 6 months to one year. But a majority of them i.e.

38 preferred to buy only after a year.

Majority of respondents are planning to buy the bike after a period

of 6 months.

Inference

It can be inferred that majority of the respondents need one year

and above for purchasing the two wheelers.

Graph-10

SHOWING TIME PERIOD FOR PURCHASE

73

Table-11

SHOWING PREFERENCE INCHOICE OF BRAND OF

TWO WHEELER BIKE

Brand No. of respondents PercentageBAJAJ 36 36YAMAHA 23 23TVS 15 15HEROHONDA 26 26Total 100 100


Analysis

A majority of respondents wanted to buy PULSAR DTSI. The

other brand names preferred are Yamaha by 23, TVS by 15 and Hero

Honda by 26 of the respondents.

Inference

It can be inferred that majority of the respondents prefer BAJAJ

PULSAR DTSI and followed by various other two-wheelers.

Graph-11

SHOWING PREFERENCE INCHOICE OF BRAND OF

TWO WHEELER BIKE

74

Table-12

SHOWING IN CHOICE OF VARIOUS MODELS OF BAJAJ

Models No. of respondents Percentage

BAJAJ PULSAR 44 44

BAJAJ CT 100 37 37

BAJAJ DISCOVER 13 13

BAJAJ WAVE 6 6

Total 100 100


Analysis

Majority of respondents preferred to own BAJAJ PULSAR dtsi

and 37 preferred BAJAJ CT 100, BAJAJ DISCOVER by 13 respondents

and BAJAJ WAVE is preferred by 6 respondents.

Inference

It can be inferred that majority of the respondents preferred BAJAJ

PULSAR DTSI.

Graph-12

SHOWING IN CHOICE OF VARIOUS MODELS OF BAJAJ

75

Table-13

SHOWING REASON FOR BUYING BAJAJ PULSAR

Reasons No. of respondents PercentageMore power 9 9Mileage 31 31Good aesthetics 19 19Technology & Engineering

27 27

Brand loyalty 14 14100 100


Analysis

Among 100 users majority of 31 respondents opted for Bajaj

Pulsar dtsi for more mileage, followed by the technology and engineering

by 27 respondents. 19 respondents prefer Bajaj Pulsar dtsi for good

aesthetics, 14 preferred Bajaj Pulsar dtsi for brand loyalty and 9

respondents preferred for pick up respectively.

Inference

It can be inferred that majority of the respondents preferred to buy BAJAJ PULSAR DTSI for mileage, technology and engineering and power.

Graph-13

SHOWING REASON FOR BUYING BAJAJ PULSAR

76

Table-14

SHOWING SOURCES OF INFORMATION ABOUT

BAJAJ PULSAR DTSI

Media No. of Respondents Percentage

Print media 33 33

Electronic media 17 17

Family and friends 42 42

Demo and display 08 08

Total 100 100


Note : Respondents have given multiple choice answers.

Analysis

The majority of the respondents got source of information through

family and friends followed by 33 of the respondents through print

media. 17 respondents through electronic media and 8 respondents

through demo and display.

Inference

It can be inferred that majority of the respondents received

information by family and friends.

77

Graph-14

SHOWING SOURCES OF INFORMATION ABOUT

BAJAJ PULSAR DTSI

78

Table-15

SHOWING WHETHER THE USER FACED ANY PROBLEM

WITH BAJAJ PULSAR DTSI

No. of respondents Percentage

Yes 07 07

No 93 93

Total 100 100


Analysis

The majority of the respondents did not face any problem with the

pulsar bike and its performance. A minority of 7 respondents faced a few

problems.

Inference

It can be inferred that majority of the respondents did not faced any

problems with BAJAJ PULSAR DTSI.

Graph-15

SHOWING WHETHER THE USER FACED ANY PROBLEM

WITH BAJAJ PULSAR DTSI

79

Table-16

SHOWING DIS-SATISFACTION BY BAJAJ PULSAR DTSI USERS

No. of respondents Percentage

STYLE 2 2

PRICE 11 11

MAINTENANCE 17 17

SELF START 10 10

FUEL EFFICIENCY 20 20

PICK UP 10 10

MILEAGE 20 20

TECHNOLOGY 2 2

AFTER SALES

SERVICE

8 8

100 100


Analysis

Among respondents some did not like style, price, maintenance,

self start, fuel efficiency, pickup, mileage, technology, after sales service

problems.

Inference

It can be inferred that majority of the respondents are not satisfied

by mileage and followed by various attributes.

80

Graph-16

SHOWING DIS-SATISFACTION BY BAJAJ PULSAR DTSI

USERS

81

Table-17

SHOWING VARIOUS SUGGESTIONS GIVEN BY

RESPONDENTS TO OVERCOME THE PROBLEMS FACED

suggestions No. of

Respondents

Percentage

Increase mileage 35 35

Colours 12 12

Increase adds 28 28

Lower maintenance 25 25

Total 100 100


Analysis

To overcome the problems with the bike the respondents suggest

that there should be increase in mileage, its maintenance should be low,

the vehicle should be left with some more new colours, proper guidance

regarding the care and maintenance of the bike should be given to the

customers.

Inference

It can be inferred that majority of the respondents suggested

various aspects like increase in mileage, its maintenance should be low,

the vehicle should be left with some more new colour etc.

82

Graph-17

SHOWING VARIOUS SUGGESTIONS GIVEN BY

RESPONDENTS TO OVERCOME THE PROBLEMS FACED

83

Table-18

SHOWING WHETHER THE RESPONDENTS ARE AWARE OF

KALYANI BAJAJ

Response No. of Respondents Percentage

Yes 63 63

No 37 37

Total 100 100


Analysis

Majority of the respondents are aware of KALYANI BAJAJ

excluding 37 of them.

Inference

It can be inferred that majority of the respondents ( more than 50%

are aware of KALYANI BAJAJ.

Graph-18

SHOWING WHETHER THE RESPONDENTS ARE AWARE OF

KALYANI BAJAJ

84

Table-19

SHOWING RATING OF KALYANI BAJAJ

Rating No. of Respondents Percentage

Excellent 12 12

Good 48 48

Bad 6 6

Average 34 34

Total 100 100


Analysis

According to the respondents are of KALYANI BAJAJ 12 says it

is excellent, 48 as good and 6 as bad and 34 as average.

Inference

It can be inferred that majority of the respondents rated KALYANI

BAJAJ as good.

Graph-19

SHOWING RATING OF KALYANI BAJAJ

85

Table-20

SUGESTIONS GIVENBY RESPONDENTS REGARDING

IMPROVEMENT OF BAJAJ PULSAR DTSI

Suggestions No. of respondents Percentage

Increase pickup 23 23Improve road grip 9 9Improve sturdiness 7 7Improve aesthetics 12 12Reduce price 25 25Increase advertisement 10 10Improve after sales service 6 6Increase mileage 8 8 Total 100 100


Analysis

The respondents have suggested various improvement in PULSAR

DTSI. 23 respondents want to increase in pickup, and 09 want an

improvement in road grip. Improvement in sturdiness is suggested by 07

respondents 12 want an improvements in aesthetics.

25 want to reduction in price 10 want more and more

advertisement in various media and a 6 needs improvement in after sales

service. A minority of 8 wants to increase in pickup and wants to

increase the mileage of the bike.

This implies that most of the respondents have a compliment

regarding the mileage given by BAJAJ PULSAR DTSI and the cost of

BAJAJ PULSAR DTSI. This care should be taken on the above.

Inference

It can be inferred that majority of the respondents suggested for

increase in mileage and reduce price.

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Graph-20

SUGESTIONS GIVENBY RESPONDENTS REGARDING

IMPROVEMENT OF BAJAJ PULSAR DTSI

87

CHAPTER – 5

SUMMARY OF FINDINGS, SUGGESIONS AND CONCLUSION

Introduction

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CHAPTER – 5

SUMMARY OF FINDINGS

Introduction

Based on the statement of the problem and objectives of the study

an attempt has been made to highlight the findings of the survey

conducted for the customers

The survey reveals that all the consumers are aware of all mentioned

brands of two wheelers in the market.

It is found that low cost of maintenance and pickup is the most

important attributes consumer’s look for before deciding to purchase a

two wheeler.

The respondents find the mileage, technology and engineering the

most satisfying attributes in BAJAJ PULSAR dtsi. These two are the

main reasons for the consumers to opt for BAJAJ PULSAR dtsi. The

survey also reveals that BAJAJ PULSAR dtsi is one of the most

preferred twowheeler among the various brands mentioned in the

questionnaire.

The main reasons for purchasing BAJAJ PULSAR dtsi is its better

mileage, good aesthetics, technology and engineering.

General Findings:

It was found that majority of the respondents belonged to the age

group between 20 and 30. This reveals that the bike is mainly popular

among youths than aged people.

The study reveals that majority of the respondents are males.

Majority of the respondents are students which accounts for 40.

Among the employed people businessman stands first with 20 then

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professional with 18, government and private employees account only

22 respondents. This means that the bike preferred largely by the

college students and professionals.

Majority of the respondents fall in the income group of Rs. 50,000 –

100,000 (39) followed 21 respondents who earn between Rs. 100,000

– 150,000. Only 07 respondents earn above Rs. 200,000 this reveals

that the bike is popular among all the classes of the society.

According to survey all the respondents are aware of the different

brands of two wheelers available in the market.

Majority of 100 respondents consider maintenance as important

before purchase of two wheelers followed by good power and pickup

(40), technology and engineering (45) power & mileage (57) etc. This

reveals that the important attributes influencing the purchase decision

are low maintenance, high mileage and latest technology and

engineering.

Survey revealed that a BAJAJ PULSAR dtsi bike has to improve its

power and pickup and durability. It should maintain its power, pickup

and increase sturdiness.

Out of the 60 non user respondents, 44 wanted BAJAJ PULSAR dtsi

brand. Out of these, a majority of respondents opted for BAJAJ

PULSAR. It shows the good market potential for BAJAJ PULSAR

in Bangalore city.

The main reasons why users had gone for BAJAJ PULSAR is its

better mileage, good aesthetics are stated by 31, 28 and 19

respondents respectively. Driving comfort, after sale serves, road grip

etc. have also influenced their buying decision. Thus, good aesthetics,

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high mileage and latest technology and engineering are the main

attractions of the bike.

Majority of 40 users got the information about the bike from their

family and friends followed by electronic media and print media

according to 33 and 17 respondents respectively. This states that

electronic media, family and friends print media etc. are the effective

sources of advertising and have influenced the buyers.

From the 40 users a majority of 07 had some complaints regarding the

bike. They faced high fluctuation in mileage problems. To avoid such

complaint users suggested conducting frequent free check up service,

guidance regarding the care and proper maintenance of the bike.

The study revealed that 23 of the respondents want an increase in

pickup followed by 08 respondents who want increase in mileage, 15

of the total respondents want its maintenance to be low, 06 want after

sale service. 11 respondents are not satisfied with the price. This

shows that the bike high price, less resale value and after sales service

as well as low mileage etc. are the weakness of the bike.

Suggestions

Based on the major findings as observed during collection of data

through the distribution of customer questionnaires, an attempt has been

made to offer recommendations for the further improvement of sales as

well as customer satisfaction in the following paragraphs:

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The bike has a four – stroke engine it expected to give good mileage.

The bike should give at least 55 – 50 kilometers per litre under city

riding conditions as against 60 kms declared by the company.

Brakes and road grip of the bike need to be improved.

The vehicles are expected to have lower maintenance cost which

makes the customers feel happy.

Seating arrangement of the vehicles should be changed.

Bajaj pulsar dtsi should be released with new attractive colours.

Structure of petrol tank should be changed.

Commercial suggestions:

The high price is one of the major barriers. The bike should be priced

below Rs. 50,000 (including accessories) which will increase the

sales.

Pulsar should advertise their models in T.V. media to create

awareness and attract some more consumers and also company should

give more and more advertisements about the product in different

medias like print media, electronic media so that it will reach every

one.

Young people prefer two wheelers (especially students) than others.

So, the advertisement and sales promotion should be aimed towards

them.

The waiting period for the delivery of the vehicles should be reduced.

More authorized service stations should be opened within city limits.

Vehicle loan should be extended to meet the middle class customers

by reducing monthly slap rate and interest rate.

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Number of free services to vehicle should be increased.

Various kinds of discounts should be allowed on purchase of vehicles

occasionally.

Credit period must be increased which helps high rate of sales.

Conclusion

The survey conducted clearly indicates that Bajaj pulsar bike with

its brand name in the market has attracted many youths towards it. The

company with its goodwill has been able to impress the existing as well

as prospective customers. If the company takes into account the factors

like introduction of more attractive colours for the bike, enhancing the

credit facilities to middle income groups, change in the structure of the

petrol tank, seasonal discounts, aggressive advertisements, increase in the

number of free services, opening up of more free service centres within

the city limits etc. will definitely help the company to enhance its sales as

well as the appreciation of its customers which is very important for its

survival, growth and development.

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ANNEXURE

QUESTIONNAIRE

BIBLIOGRAPHY

94

QUESTIONNAIRE FOR CUSTOMERS

Dear Respondent,

I pursuing M.Phil from Vinayaka Missions University, Salem and

currently doing my project entitled “MARKET POTENTIAL AND

BRAND AWARENESS” with special reference to Kalyani Bajaj,

Bangalore. I would be very obliged if you take few minutes to answer

the following questions.

PERSONAL DETAILS

1. NAME :

2. ADDRESS :

3. AGE (years) : BELOW 20 [ ]

20 – 30 [ ]

31 – 40 [ ]

41 – 50 [ ]

ABOVE 50 [ ]

4. SEX MALE [ ]

FEMALE [ ]

5. OCCUPATION BUSINESS [ ]

GOVERNMENT EMPLOYEE [ ]

PRIVATE EMPLOYEE [ ]

STUDENT [ ]

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PROFESSIONAL [ ]

6. INCOME (PA) 50,000 – 100,000 [ ]

100,001 – 150,000 [ ]

150,001 – 200,000 [ ]

ABOVE 200,000 [ ]

NO INCOME [ ]

SPECIAL DATA

1. Do you know the different brand of two wheelers?

BRAND AWARENESS

BAJAJ YES [ ] NO [ ]

YAMAHA YES [ ] NO [ ]

LML YES [ ] NO [ ]

TVS YES [ ] NO [ ]

HERO HONDA YES [ ] NO [ ]

2. Please rate the following attributes of a two wheeler according to your

degree of important (1 – 10).

ATTRIBUTES RANKING

Aesthetics

Mileage

Power & pick up

Riding comfort

Maintenance

Price

After sale service

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Availability of spares

Road grip

Electrical & lighting

Technology & Engineering

Resale value

Brand Loyalty

3. If you are looking for the below mentioned attributes in a two wheeler which

brand would you prefer.

Attributes YAMAHA TVS BAJAJ LML HEROHONDA

Good power & pick upCombination of good power & mileageSturdiness and carrying capacityCan be ridden on any kind of roadLatest Technology an good aestheticsEasy handling and road gripSafety, durabilityLow capacity and maintenanceReasonable price and resale valueEasy availability of spares & good after sales service

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4. Do you have plans to buy a two wheeler on ever future?

Yes [ ]

No [ ]

If No, state the reason and go to question number 12

6. If yes, time period will be :

1. Less than 3 months [ ]

2. 3 months to 6 months [ ]

3. 6 months to 12 months [ ]

4. 1 year and above [ ]

7. If you want to buy a vehicle which type of two wheeler will you

prefer?

1. Scooter [ ]

2. Motor Cycle [ ]

3. Moped [ ]

8. If you decide to buy a two wheeler which brand will you go

for?

YAMAHARX 135 [ ]

FAZER [ ]

HERO HONDASPLENDER [ ]

AMBITION [ ]

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TVS VECTOR [ ]

BAJAJPULSAR [ ]

DISCOVER [ ]

LML ADRINO [ ]

If Any others, please specify:

9. What was your intention behind deciding the Bajaj Pulsar dtsi?

1. More power [ ]

2. Mileage [ ]

3. Good aesthetics [ ]

4. Technology/Engineering [ ]

5. Brand Loyalty [ ]

6. Others specify [ ]

10. Were you using a two wheeler before using Bajaj Pulsar dtsi?

Yes [ ]

No [ ]

11. How do you rate Bajaj Pulsar dtsi on the following attribute to your

opinion (given ranking out of ten)

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12. What was your source of information & inspection?

Print media [ ] Electronic [ ]

Family & Friends [ ] Demo or display [ ]

Others (specify) _________________________

13. When did you purchase Bajaj pulsar dtsi?

2005 – 06 [ ]

2006 – 07 [ ]

2007 – 08 [ ]

14. Mode of purchase

Cash [ ] Credit[ ]

Installment [ ]

15. Have you faced any problems with your vehicle?

Yes [ ] No [ ]

If yes, state them __________________________________________

________________________________________________________

16. Your suggestions for improving Bajaj Pulsar dtsi

____________________________________________________

_______________________________________________________

____________________________________________________

17. Have you heard of Kalyani Bajaj?

Yes [ ] No [ ]

18. How do you rate Kalyani Bajaj?

Excellent [ ] Good [ ]

To improve [ ] Average [ ]

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19. What is your opinion towards Bajaj Pulsar dtsi? Express in few

words.

Thank you for your good co-operation and suggestions.

DATE :

PLACE : Signature

101

BIBLIOGRAPHY

Text Books

Philip Kolter : Principles of Marketing

R.N.S. Pillai and Bagavathi : Modern Marketing

S.A. Sherlekar, Reddy and Appanaiah

: Marketing Management

Journals and Magazines

Auto India

Car and bike international

Indian Express

Overdrive

The Times of India

Websites:

www.bajajautoltd.com

www.motosindia.com

www.bikes.com

www.autoindia.com

102

http://WWW.autoindia.com/

http://WWW.bikes.com/

http://WWW.motosindia.com/

http://WWW.bajajautoltd.com/

bajaj pulsar

Documents

various respondents

bajaj pulsar graph

bajaj pulsar table

bajaj pulsar dtsi graph

dtsi table

classification of respondents

wheelers graph

wheeler graph