college presentation
TRANSCRIPT
1
STP OF TRACTOR-TRAILER (HCV)
Summer Project Topic :-
“Segmentation, Targeting & Positioning of
Tractor-Trailer (HCV)”
For
Mahindra Navistar Automotives Ltd. Pune
Prepared by :- Amit C Sharma PGDM
Exe. Batch (2009-2011) BIMM, Pune.
2
Content
• Company Overview
• JV’S objective
• Current Products & Future Plans
• Market Scenario
• Scope, Details & Objective of Projects
• Steps in Research
• Questionnaire Format
• Customer Details
• Research Detailed Analysis
• Conclusions & Recommendations
STP OF TRACTOR-TRAILER (HCV)
3
STP OF TRACTOR-TRAILER (HCV)
Vision :-
To create a fully collaborative environment in which suppliers can deliver exactly what the company needs, when it needs it, and at a competitive cost. ´We don’t have a group-wide mission statement. Our core purpose is what makes all of us to get up & come to work in the morning -Mr. Anand Mahindra
Our aim is to provide high performance solutions for every commercial vehicle segment right from 3.5 tonne GVW to 49 tonne GVW.
Our product range will be engineered to fulfill the requirements specific to Indian business, with the technological support of Navistar.
Mission :-
To create India's largest automobile and automobile- related products distribution network by providing dealers and customers with the largest choice of unique world class products and services.
4
(Joint Venture between M&M, India & ITEC, USA)
M&M (Mahindra & Mahindra) A US $6 billion group, is among the top 10 industrial houses in
India Has significant presence in key sectors of Indian economy
Automobiles & auto components, IT, Telecom, Infrastructure etc Over 60 years of experience with strong base of technology &
distribution Exports in almost every continent
ITEC (International Truck & Engine Corporation) Navistar Corporation is the parent company Market leader in medium range trucks in North America with
sales of over 100,000 CVs World leader in diesel engines (160 – 325 hp) producing over
400,000 diesel engines per year Strong R&D base
MAHINDRA NAVISTAR AUTOMOTIVES LTD.
STP OF TRACTOR-TRAILER (HCV)
5
JV BUSINESS OBJECTIVES
1. Become a full range commercial vehicle company in India.
2. Be a full service provider of Engineering Services to ITEC.
3. Component sourcing from India for ITEC.
STP OF TRACTOR-TRAILER (HCV)
6
CURRENT PRODUCTS(LCV Segments)
STP OF TRACTOR-TRAILER (HCV)
7
STP OF TRACTOR-TRAILER (HCV)
8
16+D25+D32+D
Products with variants engineered to suit a variety of usage segments
Tourister 25+D available in BS III version with CRDe engine
Delux bus under development
PASSENGER RANGE
STP OF TRACTOR-TRAILER (HCV)
9
Loadking
Sherpa Tipper
DI 3200
Loadking Tipper
Products with variants engineered to suit a variety of usage segments
LOAD CRX RANGE
STP OF TRACTOR-TRAILER (HCV)
10
Mahindra DI 3200Ideal for Intra city / small distance operation
GVW 4600 kg, Pay load 2575 kg
CARGO VEHICLES
STP OF TRACTOR-TRAILER (HCV)
11
LK 4T LWB BS II LK 6T LWB BS II/BSIII LK CNG BSIII/BS IV
LK 6T SWB BS II /BS III LK 6T SWB BS II CBC/FBT LK 6T SWB BS II/BS III
Mahindra LOAD KING Rugged, Durable, Fuel efficient
CARGO VEHICLES
STP OF TRACTOR-TRAILER (HCV)
12
Parameters DI 3200 Loadking Super Loadking Pride Loadking CRDe
GVW (kg) 4600 5950 5500 5500
Payload (kg) 2575 3585 3280 3520
Engine MDI 3200 TCI4 cyl 2.5 lit - BS II
NEF 3200 TCI4 cyl 2.6 lit - BS II
NEF 3200 TCI4 cyl 2.6 lit - BS II
LCV CRDe BS III4 Cyl 2.6 Lit
Power 45 kw (61.2 hp) @ 3200 rpm
53.5 kw (72.7 hp) @ 3200 rpm
53.5 kw (72.7 hp) @ 3200 rpm
58.5 kw (82 hp) @ 3200 rpm
Wheel base (mm) 2654 3320 2500 2500
LxWxH (mm) 2920 x 1800 x 500/1090 3120 x 1800 x 500 3120 x 1920 x 500 3120 x 1920 x 500
Cabin width (mm) 1690 1690 1690 1690
No. of tyres 2F, 2R 2F, 4R 2F, 2R 2F, 2R
Variants WB: 2500 mmLB Lngth: 3120
6 Tyre (2F, 4R),GVW 5950,
High side deck
6 Tyre (2F, 4R),GVW 5950,
High side deck
CARGO VEHICLES
STP OF TRACTOR-TRAILER (HCV)
13
NEW INTRODUCTIONS (Load)
Parameters LK 4T LWB LK 6T LWB LK 4T/6T LWB CNG
Loadking Tipper
fbt
Sherpa Ttipper
cbc
GVW (kg) 6255 5950 6255 5950 7450
Payload (kg) 4020* 3585 4020* 3760 3500
Engine NEF 3200 TCI2.6lit BS II
NEF 3200 TCI2.6lit BS II
NEF 2.6 Ltr CNG BS III
NEF 3200 TCI 2.6lit BS II
NEF 3200 TCI 3.2 lit BS II
Power 53.5 kw (71.7 HP)
@ 3200 rpm
53.5 kw (71.7 HP)
@ 3200 rpm
52 Kw (70 Hp) @3600 RPM
53.5 kw (71.7 HP)
@ 3200 rpm
73.5 kw (100 PS)
@ 3150
Wheel base (mm) 3320 3320 3320 2500 2800
Lx Wx H (mm) 4250 x 1920 x 500/1090
4250 x 1800 x 500
4250 x 1920 x 500/1090
3130 x 1720 x 530
Cabin width (mm) 1690 1690 1690 1690 1690
No. of tyres 2F,2R 2F,4R 2F,2R/4R 2F, 4R 2F, 4R
STP OF TRACTOR-TRAILER (HCV)
14
FUTURE PRODUCTS(HCV Segments)
STP OF TRACTOR-TRAILER (HCV)
15
STP OF TRACTOR-TRAILER (HCV)
16
Tata Motors Ltd63%
volvo india pvt ltd/
volvo buses india0%
ashok leyland ltd18%
asia motors works
1%
VE CV's-Eicher mo-
tors ltd8%
force mo-tors
ltd(bajaj tempo ltd)
3%JCBL ltd
0%Mahindra Navistar
3%mecrcedes-benz
0%Swaraj Mazda
3%
Industry market share
F 02 F 03 F 04 F 05 F 06 F 07 F 08 F 09 F 100
50
100
150
200
250
300
350
400
132
168
220
264 270
336 330
237
319
CV GROWTH(DOMESTIC) FY 01-02 TO 09-10 (ABOVE 3.5 TON TO 49 TON)
YOY GROWTH %
Nos.
'000
STP OF TRACTOR-TRAILER (HCV)
17
Competitors :-
• TATA Motors Ltd• Ashok Leyland• VE CVs- Eicher Motors ltd• Swaraj Mazda Ltd• Mercedes- benz• TVS(CNG- KING)• Asia Motor Works• JCBL Ltd• Piaggio Vehicles Pvt Ltd• Force Motors Ltd• Kamaz Vectra Motors Ltd
New entrants to the commercial vehicle markets:-
•Daimler after the collapse with the Hero Group, the German auto giant is searching a company having a strong dealer network in country to make a joint venture.•General Motors (GM) & Shanghai Automotive Industry Corporation (SAIC) also having their eye on Indian CV industry.•John Deere is looking after small tractor business in India.•As Eicher Motors buys 3.18% stake from Mitsubishi, this show that Mitsubishi also having some interest to involve in CV business in Indian market.
STP OF TRACTOR-TRAILER (HCV)
18
SCOPE OF PROJECT
•The project is focused on selected Transport owners in Mumbai & Pune city.
•The study enables to know the expectation of the Transporters.
•The project highlights the scope of future improvements on the basis of research findings.
•The project can give a preview of devising better strategy against competitors.
STP OF TRACTOR-TRAILER (HCV)
19
OBJECTIVE OF PROJECT
To understand segment characteristics of Tractor-trailer .
• Profile of the customer :-* Classification of customer in the different sizes of the fleet handling capacities. * List down the customers who own or operate the tractor-trailers. * Note down the company, model and fleet size of their vehicles. * Also list down the cost of vehicle, trailer building cost and year of purchase of that vehicle.
• Usage profile of Tractor-Trailer :-*List down the information regarding the application for which customers are using their vehicles.
STP OF TRACTOR-TRAILER (HCV)
20
* Also list down routes on which the vehicle is running most of the time, total running for daily and monthly basis. * Also check out the load carrying capacity of the vehicle and note down how much total load they are carrying through their vehicle. * Note down operating speed with reference to the carried load of the vehicle and check out the fuel efficiency of that vehicle.
• Vehicle performance :-• Check the performance of the vehicle used by the owner or operator
regarding to the mileage (fuel economy), pulling power, max.speed, and the gradeability of the vehicle. * Verify the accelerating power of vehicle. Also check out the company of the tyre and tyre life.
• Expected performance :-• Check out the purchasing parameters of customers and vehicle
specifications and verify whether the customers are satisfied with those parameters or not. Ask them about their expectations.
STP OF TRACTOR-TRAILER (HCV)
21
• Expected features :-* List down all the expected features that have been required by the vehicle for better performance as well as very good drivability. * Study the features like cabin specifications, tyres, advance features like GPS, navigation systems, central lubrication, hub reduction, anti theft systems. Also list down the extra features customer requires.
STP OF TRACTOR-TRAILER (HCV)
22
Step by step project details1. Company study.
2. Detail study of specifications of competitor’s products.
3. Preparation of questionnaire & other checklists.
4. Competitors dealers visit in Pune & Collections of Various information & Brochures of competitors products.
5. Collection of various details of transport owners application segment wise in Maharashtra(Mumbai, Pune).
6. Visit to various Cities specially the big Hubs of Tractor- trailers in Maharashtra.
7. Collection of Information through Questionnaire, Operating economics & other details.
8. Collection & analyzing total research findings.
STP OF TRACTOR-TRAILER (HCV)
23
Study of operating economics :- After studying all bellow given parameters we have calculated profitability of the transport owner per vehicle they are using. •Fixed costs :-
1)Price of vehicle2)Trailer building cost3)Loan amount
- Down payment and % of finance 4)Interest rate of finance5)Tenure6)Insurance 7)Registration cost8)Modification/accessories cost9)No. of drivers10)Driver salary per month11)Driver allowance per day12)Co-driver salary per month13)Co-driver allowance per day14)Office expenses (staff and filing cost)
•Variable costs :-1)Monthly running of vehicle2)Tyre life3)Maintenance cost per km4)Toll expenses per km or per trip
•Revenue :-1)Load –up trip – distance 2)Load – down trip – distance3)Freight rate Rs./Ton-km
FIXED COST + VARIABLE COST = TOTAL COSTREVENUE – TOTAL COST = PROFIT
STP OF TRACTOR-TRAILER (HCV)
24
STEPS IN RESEARCH
Define & Development of approach to the problem.Research Design formulation.Field work or Data collection.Findings & Interpretations.Satisfaction and importance data for tractor-trailers.
STP OF TRACTOR-TRAILER (HCV)
25
Method of Research :- DESCRIPTIVEIn this case we knew what we were looking for. We had a clear idea who our target customers would be. The company was interested to know the scope in the HCV Segment & how they could meet the customer’s requirements.
Type Of Research :- InterviewObservation
Research Objective :-Research Objective same as Project Objective
Data Type :-Primary ( obtained through customer interviews )
Data Collection:-The data, which is collected for the purpose of study, is divided into 2 bases:Primary Source : The primary data comprises information survey of vehicle owners, operators and transport agencies. The data has been collected directly from respondent & with the help of structured questionnaires.Secondary Source : The secondary data was collected from Company’s website and other informative websites.
STP OF TRACTOR-TRAILER (HCV)
26
Research Methodology :- This describes the methodology of the study. After the detailed study, an attempt has been made to understand the segment characteristic of tractor-trailer market & also how that market may vary with respect to the application segment and GCW of the vehicle.
Survey design :- The study is a cross sectional study because the data were collected at a single point of time. For the purpose of present study a related sample of population was selected on the basis of convenience.
Sample Size and Design:- A sample of 82 transport owners has been collected for detailed study of the tractor-trailer segment. Before going on the real field visit, the test sampling has been carried out near Pune to check and to get familiar with the market. The actual customers were contacted on the basis of random sampling.After completing the test sampling, the real field visit was carried out by visiting the tractor-trailer hub near Pune, Panvel and Mumbai. Visits have been done at-
•Transport Nagar at Nigdi, Pune
•Kalamboli at Panvel
•Gavanpada (HPCL & BPCL Refineries) near Chembur, Mumbai •Masjid Bunder at Mumbai
STP OF TRACTOR-TRAILER (HCV)
27
Sr.no 35TSample Size
40TSample Size
49TSample Size
Total Sample Size
1 Steel 7 Steel 10 Steel 8 25
2 Container 10 Container 8 Container 5 23
3 Tankers 6 Tankers 5 Tankers 3 14
4 Engg Items 4 Engg Items 5 Engg Items 3 12
5 ODC 5 ODC 3 ODC 3 11
Total 27 31 22 85
Segment wise distribution :-
Research Period:- The research work was carried out for 30 days. Approximately 3-4 interviews per day.
Research Instrument:
This work is carried out through face to face survey & self-administered questionnaires. The questions included were open ended, dichotomous and offered multiple choices.
STP OF TRACTOR-TRAILER (HCV)
28
• What is Customer Preferences for Tonnes.
• As per the graph Customer mostly Prefers 35 Tonne vehicle for their operations.
• Reasons :- Customer Mostly Prefers 35 Tonne vehicle for their operations because mainly of the Mileage & Load carrying capacity of the vehicle. Also the price for 49T vehicle is very high to afford by small and medium size transporters.
35T
40T
49T
0 100 200 300 400 500 600 700 800
731
359
135
No of Vehicles
GC
W
535 T – 731 Nos i.e. 60 %
40 T – 359 Nos i.e. 29 %
49 T – 135 Nos i.e. 11 %
STP OF TRACTOR-TRAILER (HCV)
29
• What is the Fleet size of the customers.
• As per the graph the average Fleet size the customers have is 5- 10 nos.
5-10
11-15
16-20
21-25
26 & above
0 5 10 15 20 25 30 35 40
36
11
3
2
15
Fleet size of customers
No of Customers
Fle
et
siz
e
5-10 – 36 Nos i.e. 54 %
11-15 – 11 Nos i.e. 16 %
16-20– 3 Nos i.e. 4 %
21-25 – 2 Nos i.e. 3 %
26 - 75 – 15 Nos i.e 22 %
STP OF TRACTOR-TRAILER (HCV)
30
• What is Distance per Trip.
• As per the graph on an average vehicle covers 500-1000 km per trip.
• Reasons :- It covers PAN India. But it prefers 500-1000 km per trip as it can have more no of trips in a month.
Less than 500 – 3 Nos i.e. 4 %
501– 1000 – 58 Nos i.e. 58%
1001- 1500 – 28 Nos i.e. 35 %
1501- 2000 – 1 Nos i.e. 1%
2001– 4000 – 2 Nos i.e 2 % Less than 500
501-1000
1001-1500
1501-2000
2001 - 4000
0 5 10 15 20 25 30 35 40 45 50
3
47
28
1
2
Distance per Trip
No of Customers
Dis
tance in K
m
STP OF TRACTOR-TRAILER (HCV)
31
• What is Driving Time per day.
• As per the graph on an average vehicle covers 9-10 hrs per day.
• Reasons :- Because drivers prefers to drive the vehicle on an average of 9-10 hrs as due to Fatigue factors.
Less than 8 Hrs
9-10
11-12
13-14
15-16
0 5 10 15 20 25 30 35 40
32
37
6
5
1
Driving Time / Day
No of Customers
Dri
vin
g T
ime in H
rs
Less than 8 hrs – 32 Nos i.e. 40 %
9-10 – 37 Nos i.e. 46 %
11-12 – 6 Nos i.e. 7 %
13-14 – 5 Nos i.e. 6 %
15-16 – 1 Nos i.e 1 %
STP OF TRACTOR-TRAILER (HCV)
32
• What is Running Monthly of the Vehicles.
• As per the graph on an average vehicle covers 5000-6000 km per monthly.
• Reasons :- It varies per month but on an average of 5000 to 6000 km per month. As it depends on the business and time factors.
Less than 3000 – 4 Nos i.e. 5 %
3001-4000 – 2 Nos i.e. 2 %
4001-5000 – 6 Nos i.e. 7 %
5001 – 6000 – 38 Nos i.e. 48 %
6001- 9000 – 30 Nos i.e 37 %
Less than 3000 km
3001-4000
4001-5000
5001-6000
6001-9000
0 5 10 15 20 25 30 35 40
4
2
6
38
30
Running Monthly
No of Customers
Month
ly R
unnin
g in K
ms
STP OF TRACTOR-TRAILER (HCV)
33
• What is the no of Trips per month.
• As per the graph on an average vehicle covers 4 to 5 trips per month.
• Reasons :- It covers PAN India. As it covers on an average 500- 1000 km per trip as it can have more no of trips in a month .
Less than 1 – 6 Nos i.e. 9 %
2-3 – 15 Nos i.e. 22 %
4-5 – 24 Nos i.e. 35 %
6-7 – 2 Nos i.e. 3 %
7-8 – 21 Nos i.e 31 % Less than 1
2-3
4-5
6-7
7-8
0 5 10 15 20 25 30
6
15
24
2
21
No of Trips / Month
No of customers
No o
f tr
ips/
month
STP OF TRACTOR-TRAILER (HCV)
34
• What is the time taken per Trip.
• As per the graph on an average vehicle takes 2 -3 days per trip.
• Reasons :- As per the driving conditions and routes available the time taken per trip may differ.
Less than 1
2-3
4-5
6-7
7-8
0 10 20 30 40 50 60
10
53
17
0
0
Time Taken per Trip
No of Customers
Tim
e t
aken
days Less than 1 – 10 Nos i.e. 13 %
2-3 – 53 Nos i.e. 66 %
4-5 – 17 Nos i.e. 21 %
6-7 – 0 Nos i.e. 0 %
7-8 – 0 Nos i.e 0 %
STP OF TRACTOR-TRAILER (HCV)
35
• What is the Loading / Unloading days per Trip.
• As per the graph on an average vehicle takes 2-3 days for Loading / Unloading per trip.
• Reasons :- It takes 2-3 days as it depends on the labour and load availability for loading / Unloading.
Less than 1 – 12 Nos i.e. 13 %
2-3 – 82 Nos i.e. 66 %
4-5 – 6 Nos i.e. 21 %
6-7 – 0 Nos i.e. 0 %
7-8 – 0 Nos i.e 0 % Less than 1
2-3
4-5
6-7
7-8
0 10 20 30 40 50 60 70
10
66
5
0
0
Loading / Unloading Days
No of Customers
Loadin
g/u
nlo
adin
g d
ays
STP OF TRACTOR-TRAILER (HCV)
36
• What is the mileage of 35T vehicle.
• As per the graph mileage for 35T isFor Overload- 2.1 to 2.5 kmplFor Rated load- 2.5 to 3 kmplFor Under load-3.1 to 3.5 kmpl
• Reasons :- As per the loading capacity of 35T vehicle is lesser than 40 and 49T vehicle, the fuel mileage increases for this vehicle.
3.1-3.5
2.51-3
2.1-2.5
underl
oad
rate
d load
overl
oad
0 1 2 3 4 5 6
5
4
3
Coding for mileage
Less than 1.51.51-22.1-2.52.51-33.1-3.5
0 1 2 3 4 5 6 7
00
12
6
Underload Mileage - 35 T
No of Customers
Underl
oad m
ileage
Less than 1.51.51-22.1-2.52.51-33.1-3.5
0 5 10 15 20 25 30 35 40
03
1635
9
Rated Load Mileage - 35 T
No of CustomersRate
d load m
ileage
Less than 1.5
1.51-2
2.1-2.5
2.51-3
3.1-3.5
0 2 4 6 8 10 12
1
10
11
2
1
Overload Mileage - 35 T
No of Customers
Overl
oad m
ileage
STP OF TRACTOR-TRAILER (HCV)
37
• What is the mileage of 40T vehicle.
• As per the graph mileage for 40T isFor overload- 1.51 to 2 kmplFor rated load- 2.1 to 2.5 kmplFor under load-3.1 to 3.5 kmpl
Less than 1.5
1.51-2
2.1-2.5
2.51-3
3.1-3.5
0 2 4 6 8 10 12 14 16 18
0
2
14
16
2
Rated Load Mileage - 40 T
No of Customers
Rate
d load m
ileage
Less than 1.5
1.51-2
2.1-2.5
2.51-3
3.1-3.5
0 2 4 6 8 10 12
3
11
1
1
0
Overload Mileage - 40 T
No of Customers
Overl
oad m
ileage
3.1-3.5
2.1-2.5
1.51-2
underl
oad
rate
d load
overl
oad
0 1 2 3 4 5 6
5
4
2
Coding for mileage
STP OF TRACTOR-TRAILER (HCV)
38
• What is the mileage of 49T vehicle.
• As per the graph mileage for 49T is For overload- less than 1.5 For rated load- 1.51 to 2 kmpl For under load-3.1 to 3.5 kmpl
3.1-3.5
1.51-2
less than 1.5
underl
oad
rate
d load
overl
oad
0 1 2 3 4 5 6
5
2
1
Coding for mileage
Less than 1.5
1.51-2
2.1-2.5
2.51-3
3.1-3.5
0 2 4 6 8 10 12
4
10
2
1
0
Rated Load Mileage - 49 T
No of Customers
Rate
d load m
ileage
Less than 1.5
1.51-2
2.1-2.5
2.51-3
3.1-3.5
0 1 2 3 4 5 6
5
4
0
0
0
Overload Mileage - 49 T
No of Customers
Overl
oad m
ileage
STP OF TRACTOR-TRAILER (HCV)
39
• What is the Fuel Tank Capacity normally Preferred.
• As per the graph on an average vehicle has 350- 400 Ltr’s capacity fuel tank.
• Reasons :- It covers PAN India and they don’t want to increase the capacity more than this as possibility of fuel theft is more.
Less than 250 – 8 Nos i.e. 10 %
250-300 – 12 Nos i.e. 15 %
300-350 – 29 Nos i.e. 36 %
350-400– 31 Nos i.e. 39 %
400-600– 0 Nos i.e 0 %
less than 250
250-300
300-350
350-400
400-600
0 5 10 15 20 25 30 35
8
12
29
31
0
Fuel Tank Capacity
No of Customers
Fuel ta
nk c
apacit
y in L
trs.
STP OF TRACTOR-TRAILER (HCV)
40
• Major, Medium, Minor, segment of the T-T Business.
• As per the graph for the following observations :- Major Segment – ODC Medium Segment – Engineering Items Minor Segment – Steel .
Steel
Container
Tankers
Engg Items
ODC
0 5 10 15 20 25 30 35 40
16
12
17
4
36
Major Segment of Business
No of Customers
Applicati
ons
Steel
Container
Tankers
Engg Items
ODC
0 2 4 6 8 10 12 14
12
4
0
12
2
Med. Segment of Business
No of Customers
Applicati
ons
Steel
Container
Tankers
Engg Items
ODC
0 1 2 3 4 5 6
5
2
0
3
0
Minor Segment of Business
No of Customers
Applicati
ons
STP OF TRACTOR-TRAILER (HCV)
41
• What type of cabin is preferred by customers.
• As per the graph major customer prefers Locally built Cabin.
• Reasons :- It costs less & they modify the cabin as per their need & applications.
locally built
company built
0 10 20 30 40 50 60 70 80
69
12
Type of Cabin
No of Customers
Type o
f cabin
Locally built – 69 Nos i.e. 85 %
Company built – 12 Nos i.e. 15 %
STP OF TRACTOR-TRAILER (HCV)
42
• Which type of cabin customers have at present .
• As per the graph major customers have 2-sleeper cabin in their vehicle.
• Reasons :- As their vehicle covers PAN India & for the long route 2 sleeper is preferred for driver comfort & rest.
1- Sleeper – 8 Nos i.e. 85 %
2- Sleeper – 73 Nos i.e. 15 %
Day – 0 Nos i.e 0 %
1-Sleeper
2-Sleeper
Day
0 10 20 30 40 50 60 70 80
8
73
0
Type of Cabin
No of Customers
Type o
f cabin
STP OF TRACTOR-TRAILER (HCV)
43
• Which color customer prefers for their vehicle.
• As per the graph major color opted is white .
• Reasons :- Normally company color is used.
Red
Yellow
White
Golden Brown
Blue
0 5 10 15 20 25 30
13
19
27
22
1
Colour option preferred by customer
No of Customers
Colo
rs
Blue – 1 Nos i.e. 16 %
Golden Brown – 27 Nos i.e. 23 %
White – 27 Nos i.e 33 %
Yellow – 19 Nos i.e 27 %
Red – 13 Nos i.e 1 %
STP OF TRACTOR-TRAILER (HCV)
44
• What is the current life of Front & Rear tyres.
• As per the graph Front tyre – 45001 to 60000 km Rear tyre – 35001 to 50000 km
• Reasons :- Normally due to road conditions & load carried.
30000-45000
45001-60000
60001-75000
75001-90000
90001-100000
0 5 10 15 20 25 30 35
12
33
4
18
14
Front Tyre current life
No of Customers
Tyre
lif
e in K
ms
20000-35000
35001-50000
50001-65000
65001-80000
80001-900000
0 5 10 15 20 25 30 35
13
31
10
14
13
Rear Tyre current life
No of Customers
Tyre
lif
e in K
ms
STP OF TRACTOR-TRAILER (HCV)
45
• What is the Expected life for Front & Rear tyres.
• As per the graph Front tyre life – 90001 & above . Rear Tyre life – 80001 & above.
• Reasons :- Because it will reduce the cost of replacing & remoulding of tyre to a great extent.
30000-45000
45001-60000
60001-75000
75001-90000
90001 & above
0 5 10 15 20 25 30 35 40 45
0
15
14
11
40
Expected Front tyre life
No of Customers
Tyre
lif
e in K
ms
20000-35000
35001-50000
50001-65000
65001-80000
80001 & above
0 5 10 15 20 25 30 35 40
1
16
13
13
37
Expected Rear tyre life
No of Customers
Tyre
lif
e in K
ms
STP OF TRACTOR-TRAILER (HCV)
46
• Which type of tyre customer uses for its vehicles.
• As per the graph major customer prefers
Cross ply tyre in their vehicle.
Cross Ply
Radial
Tubeless Radial
0 10 20 30 40 50 60 70 80
76
6
0
Tyre type of the vehicle
No of Customers
Tyre
type
Cross Ply – 76 Nos i.e. 93 %
Radial – 6 Nos i.e. 7 %
Tubeless Radial – 0 Nos i.e 0 %
Sr. noTyre Type
Preference reasons
Coding Cust Nos %
1Tyre which came
along with vehicle from beginning
1 4 5
2 Good Service 2 50 63
3 Own Agency 3 0 0
4 Cheaper 4 5 6
5 Less Friction 5 17 22
6 Easy Availability 6 3 4
Tyre which came along with vehicle from beginning
Good Service
Own Agency
Cheaper
Less Friction
Easy Availability
0 10 20 30 40 50 60
4
50
0
5
17
3
Cust. Preference for Tyre Type
No of Customers
STP OF TRACTOR-TRAILER (HCV)
47
• Which make of tyre customer prefers for its vehicle.
• As per the graph customer prefers MRF make tyre most in their vehicle.
MRF
APOLLO
JK
MICHELLEN
CEAT
0 5 10 15 20 25 30 35 40 45 50
47
24
4
0
6
Make of tyres
No of Customers
Tyre
com
pany CEAT – 6 Nos i.e. 7 %
MICHELLIN – 0 Nos i.e. 0 %
JK – 4 Nos i.e 5 %
APOLLO – 24 Nos i.e 30 %
MRF – 47 Nos i.e 58 %
Sr. no Tyre make preference Reasons Coding Cust
Nos %
1 Good Service 1 37 46
2 Good Life 2 16 20
3 Tyre on Credit 3 4 5
4Tyre which came along
with vehicle from beginning
4 7 9
5 Own Agency 5 3 46 Good Performance 6 6 77 Good Reliability 7 3 48 As per availability 8 4 5
Good Service
Tyre on Credit
Own Agency
Good Reliability
0 5 10 15 20 25 30 35 40
3716
47
36
34
Reasons for Preference
No of Customers
STP OF TRACTOR-TRAILER (HCV)
48
• What is best combination in 35 Tonne Tractor-Trailer.
• As per the graph best combination opted by the customer is 180 HP
Sr. no Tonnes Best Combination Coding
1 35 T 180 1
2 35 T 200 2
3 35 T 220 3
180 HP – 50 Nos i.e. 79 %
200 HP – 8 Nos i.e. 13 %
220 HP – 5 Nos i.e 5 %
Sr. no Reasons Coding Cust Nos %
1 Good load carrying capacity a 11 21
2 Good mileage b 39 73
3 Good power c 3 6
4 Good for Application d 0 0
180 HP / 14.5-14.7/3
200 HP/14.9-15.1/2.85
220 HP/15.3-15.5/2.75
0 10 20 30 40 50 60
50
8
5
Best Combination in 35 Tonnes
No of Customers
Opti
ons
Good load carrying capacity
Good mileage
Good power
Good for Application
0 5 10 15 20 25 30 35 40 45
11
39
3
0
Reasons for Preference
No of Customers
STP OF TRACTOR-TRAILER (HCV)
49
• What is best combination in 40 Tonne Tractor-Trailer.
• As per the graph best combination opted by the customer is 260 HP
260 HP – 20 Nos i.e. 79 %
220 HP – 6 Nos i.e. 13 %
180 HP – 3 Nos i.e 5 %
Sr. no Reasons Coding Cust Nos %
1Good load
carrying capacity
a 13 42
2 Good mileage b 8 263 Good power c 9 29
4 Good for Application d 1 3
Best combination for 40 T No of Customers %
260 HP 20 69220 HP 6 21180 HP 3 10
180 HP/15.5-15.7/2.5
220 HP/15.9-16.1/2.4
260 HP/16.5-16.7/2.8
0 5 10 15 20 25
3
6
20
Best Combination in 40 Tonnes
No of Customers
Opti
ons
Good load carrying capacity
Good mileage
Good power
Good for Application
0 2 4 6 8 10 12 14
13
8
9
1
Reasons for Preference
No of Customers
STP OF TRACTOR-TRAILER (HCV)
50
• What is best combination in 49 Tonne Tractor-Trailer.
• As per the graph best combination opted by the customer is 260 HP
Best combination for 49 T No of Customers %
230 HP 0 0260 HP 5 62 320 HP 2 25400 HP 1 13
Sr. no Reasons Coding Cust Nos %
1Good load
carrying capacity
a 6 43
2 Good mileage b 0 03 Good power c 1 7
4 Good for Application d 7 50
230 HP – 0 Nos i.e. 0 %
260 HP – 5 Nos i.e. 62 %
320 HP – 2 Nos i.e 25 %
400 HP - 1 Nos i.e 13 %
230 HP/23.5-24/2.2
260 HP/26-26.5/2.4
320 HP/28.5-29/2
400 HP/37-40/1.8
0 1 2 3 4 5 6
0
5
2
1
Best Combination in 49 Tonnes
No of Customers
Opti
ons
Good load carrying capacity
Good mileage
Good power
Good for Application
0 1 2 3 4 5 6 7 8
6
0
1
7
Reasons For Preference
No of Customers
STP OF TRACTOR-TRAILER (HCV)
51
• Advance features expected by the customers.
• As per the graph customers preferred the central lubrication system.
• Reasons :- This is a new system in the market & in addition it will save time & money for greasing the vehicle etc.
GPS
Navigation Systems
AC
Central Lubrication
Anti Fuel Theft System
Anti Vehicle Theft System
Tyre Pressure Monitoring System
Hub Reduction
0 10 20 30 40 50 60 70
2
1
4
59
6
0
1
0
Expected features
No of Customers
Expecte
d f
eatu
res
HR – 0 Nos i.e. 0 %
TPMS– 1 Nos i.e. 1 %
ANTS – 0 Nos i.e 0 %
AFTS – 6 Nos i.e 8 %
CLS– 59 Nos i.e 81 %
AC – 4 Nos i.e. 6 %
NS – 1 Nos i.e 1 %
GPS – 2 Nos i.e 3 %
STP OF TRACTOR-TRAILER (HCV)
52
Important – Satisfaction Rating Graphs
35 , 40 & 49 Tonne Tractor- Trailer Segment.
STP OF TRACTOR-TRAILER (HCV)
53
• Imp- Satisfaction Graph for Tractor-Trailer Vehicle (Overall)
Parameters IMP Rating
SatisfactionRating
Reliability of the vehicle
4.7 4.4
Safety of the driver/occupant
4.7 4.3
Power for overloading
4.7 4.3
Gradeability 4.7 4.1
Driver comfort for higher productivity
4.0 4.0
Less turnaround time for more no of trips
4.2 3.9
Power output for max speed
3.7 3.6
Price of the vehicle
4.7 3.8
Higher fuel economy
4.9 3.8
Effective brakes for lesser stopping time in case of emergency
4.6 3.8
Tyre life 4.5 3.0
STP OF TRACTOR-TRAILER (HCV)
54
• Important- Satisfaction Graph for 35 Tonne Vehicle
Parameters
IMP Rating
Satisfaction Rating
Power output for max speed
4.8 4.4
Higher fuel economy
4.7 4.4
Power for overloading
4.7 4.2
Gradeability 4.8 4.1
Price of the vehicle
3.9 4.0
Safety of the driver/occupant
3.7 3.5
Effective brakes for lesser stopping time in case of emergency
4.1 3.9
Tyre life 4.9 3.9
Reliability of the vehicle
4.9 3.8
Driver comfort for higher productivity
4.6 3.7
Less turnaround time for more no of trips
4.5 3.0
STP OF TRACTOR-TRAILER (HCV)
55
• Important- Satisfaction Graph for 40 Tonne Vehicle
Parameters
IMP Rating
Satisfaction Rating
Power for overloading
4.7 4.4
Reliability of the vehicle
4.6 4.4
Safety of the driver/occupant
4.6 4.2
Less turnaround time for more no of trips
4.2 4.1
Power output for max speed
3.9 3.9
Driver comfort for higher productivity
3.7 3.7
Gradeability 4.6 4.0
Price of the vehicle 4.7 3.9
Higher fuel economy
4.9 3.8
Effective brakes for lesser stopping time in case of emergency
4.6 3.6
Tyre life 4.5 2.9
STP OF TRACTOR-TRAILER (HCV)
56
• Important- Satisfaction Graph for 49 Tonne Vehicle
Parameters
IMP Rating
Satisfaction Rating
Higher fuel economy
4.9 5.0
Price of the vehicle 4.1 4.8
Power for overloading
4.7 4.7
Power output for max speed
4.6 4.4
Safety of the driver/occupant
3.1 4.1
Gradeability 4.8 4.1
Effective brakes for lesser stopping time in case of emergency
4.2 3.5
Tyre life 4.5 3.4
Driver comfort for higher productivity
4.6 3.3
Reliability of the vehicle
5.0 2.7
Less turnaround time for more no of trips
4.2 2.3
STP OF TRACTOR-TRAILER (HCV)
57
Overall 35T 40T 49T
Parameters
Tyre life Tyre life Tyre life Tyre life
Effective brakes for lesser
stopping time in case of
emergency
Effective brakes for lesser
stopping time in case of
emergency
Effective brakes for lesser
stopping time in case of
emergency
Effective brakes for
lesser stopping time in case of
emergency
Higher fuel economy
Reliability of the vehicle
Higher fuel economy
Reliability of the vehicle
Price of the vehicle
Driver comfort for higher
productivity
Price of the vehicle
Driver comfort for higher
productivity
Power output for max speed
Less turnaround time for more no
of tripsGradeability Gradeability
Less turnaround
time for more no of trips
Important parameters where customers are mostly unsatisfied.
STP OF TRACTOR-TRAILER (HCV)
58
Important – Satisfaction Graphs of Competitor’s Vehicles
STP OF TRACTOR-TRAILER (HCV)
59
• Important- Satisfaction Graph for AL-3516 Tonne Vehicle
ParametersImportance data
Satisfaction data
Safety of the driver/occupant 4.69 4.47Reliability of the vehicle 4.76 4.45Power for overloading 4.70 4.24Gradeability 4.73 4.18Price of the vehicle 4.76 4.02Driver comfort for higher productivity
3.96 3.87
Less turnaround time for more no of trips
4.19 3.84
Power output for max speed 3.74 3.37Higher fuel economy 4.93 3.82
Effective brakes for lesser stopping time in case of emergency
4.63 3.79
Tyre life 4.51 3.05
STP OF TRACTOR-TRAILER (HCV)
60
• Important- Satisfaction Graph for TATA-3516 Tonne Vehicle
Parameters Importance
Satisfaction
Reliability of the vehicle 4.76 4.80
Safety of the driver/occupant 4.69 4.70
Gradeability 4.73 4.50Power for overloading 4.70 4.45Power output for max speed 3.74 3.90Driver comfort for higher productivity
3.96 4.05
Less turnaround time for more no of trips
4.19 3.70
Price of the vehicle 4.76 4.10Higher fuel economy 4.93 3.95Effective brakes for lesser stopping time in case of emergency
4.63 3.95
Tyre life 4.51 3.00
STP OF TRACTOR-TRAILER (HCV)
61
• Important- Satisfaction Graph for AL-4018 Tonne Vehicle
Parameters Importance Rating
SatisfactionRating
Reliability of the vehicle 4.76 4.38Power for overloading 4.70 4.31Less turnaround time for more no of trips
4.19 4.00
Gradeability 4.73 3.97Safety of the driver/occupant
4.69 3.93
Driver comfort for higher productivity
3.96 3.45
Power output for max speed 3.74 3.79
Price of the vehicle 4.76 3.76Higher fuel economy 4.93 3.69Effective brakes for lesser stopping time in case of emergency
4.63 3.52
Tyre life 4.51 2.86
STP OF TRACTOR-TRAILER (HCV)
62
• Important- Satisfaction Graph for TATA-4018 Tonne Vehicle
ParametersImportance Rating
Satisfaction Rating
Reliability of the vehicle 4.76 4.69Price of the vehicle 4.76 4.44Power for overloading 4.70 4.38Safety of the driver/occupant 4.69 4.38Less turnaround time for more no of trips
4.19 4.31
Driver comfort for higher productivity
3.96 3.75
Power output for max speed 3.74 3.75Gradeability 4.73 4.13Higher fuel economy 4.93 3.88Effective brakes for lesser stopping time in case of emergency
4.63 3.50
Tyre life 4.51 2.81
STP OF TRACTOR-TRAILER (HCV)
63
• Important- Satisfaction Graph for AL-4921 Tonne Vehicle
ParametersImportanc
e Rating
Satisfaction
RatingSafety of the driver/occupant 4.69 5.00Driver comfort for higher productivity
3.96 4.88
Power for overloading 4.70 4.75Reliability of the vehicle 4.76 4.63Price of the vehicle 4.76 4.50Gradeability 4.73 4.25Power output for max speed 3.74 4.13Less turnaround time for more no of trips
4.19 4.00
Effective brakes for lesser stopping time in case of emergency
4.63 3.13
Higher fuel economy 4.93 2.50Tyre life 4.51 2.13
STP OF TRACTOR-TRAILER (HCV)
64
• Important- Satisfaction Graph for TATA-4923 Tonne Vehicle
ParametersImportance
RatingSatisfaction
RatingDriver comfort for higher productivity
3.96 5.00
Safety of the driver/occupant 4.69 5.00Reliability of the vehicle 4.76 5.00Power for overloading 4.70 4.50Gradeability 4.73 4.25Power output for max speed 3.74 3.75Higher fuel economy 4.93 3.50Effective brakes for lesser stopping time in case of emergency
4.63 3.50
Less turnaround time for more no of trips
4.19 3.25
Price of the vehicle 4.76 3.25Tyre life 4.51 2.50
STP OF TRACTOR-TRAILER (HCV)
65
• Important- Satisfaction Graph for MAN-49 Tonne Vehicle
ParametersImportance
RatingSatisfaction
Rating
Power for overloading 4.70 5.00Gradeability 4.73 5.00Safety of the driver/occupant 4.69 5.00Power output for max speed 3.74 4.00Driver comfort for higher productivity
3.96 4.00
Less turnaround time for more no of trips
4.19 4.00
Effective brakes for lesser stopping time in case of emergency
4.63 3.00
Reliability of the vehicle 4.76 3.00Higher fuel economy 4.93 2.00Tyre life 4.51 2.00Price of the vehicle 4.76 2.00
STP OF TRACTOR-TRAILER (HCV)
66
• Important- Satisfaction Graph for VOLVO-400 Tonne Vehicle
Parameters Importance Rating
Satisfaction Rating
Higher fuel economy 2 2Power output for max speed 4 4Power for overloading 4 4Gradeability 3 3Effective brakes for lesser stopping time in case of emergency
4 4
Tyre life 3 3Driver comfort for higher productivity
5 5
Safety of the driver/occupant 5 5Less turnaround time for more no of trips
3 3
Reliability of the vehicle 3 3Price of the vehicle 2 2
STP OF TRACTOR-TRAILER (HCV)
67
SWOT Analysis of MNAL :-
Strengths :-•Company is backed by a strong brand name called “ Mahindra & Mahindra “.•Company has ability to introduce new product in the market & to generate sales from those new products.•Introducing innovative services like “Extra Mile “•Ruggedness & Toughness of vehicles.
Weakness :- •Lack of Expertise in Heavy commercial vehicles segment.•Price of Quoted for the HCV is higher than the competitors.Competitors are providing discounts.•Lack of Awareness about Mahindra Navistar’s HCV in the market.
Opportunities:-•High Growth rate in commercial vehicle segment.•Improving infrastructure facilities in India.For eg : Golden quadrilateral project connecting all the metro cities.•Tapping Market outside India.
Threats :- •Tata Motors & Ashok Leyland having a strong hold in the HCV Market.•To Influence the consumer perception from existing players to Mahindra- Navistar products.
STP OF TRACTOR-TRAILER (HCV)
68
Porter’s 5 Force Model :-
Bargaining Power of Bargaining Power of
Bargaining Power of Customers :-
Is high at Par offerings by competitors like Tata Motors , Ashok Leyland.
Competitive Rivalry within an Industry :-
Within an Industry Tata Motors, Ashok Leyland, Volvo, Mercedez Bens, Man- Force.
Threat of New Entrants :-
As MNAL is a new player . Foreign players like Volvo & Mercedez benz in Indian Market.
Threat of substitute Products:-
No such threat in this segment.
Bargaining Power suppliers :-
Is low because of high brand image of Mahindra Navistar in market.
STP OF TRACTOR-TRAILER (HCV)
69
STP OF TRACTOR-TRAILER (HCV)
CONCLUSIONS & RECOMMENDATIONS (with respect to the sample size)
Segment wise application:- Major – ODC Medium – Steel Minor- Engineering items, Car Carriers, Tankers The main segment of the market that regulates application wise might be steel, ODC and engineering item for tractor-trailers.
Out of sample size of 70 transporters60 transporters are handling 35T along with the combination of 40 T & 49 T41 transporters are handling 40T along with the combination of 35 T & 49 T 18 transporters are handling 49T along with the combination of 35 T & 40 T So most popular vehicle in this segment of tractor-trailers is 35T vehicle according to the review of transport owners. Also 40T vehicle usage is growing fast because of highly fluctuating steel,
engineering and ODC markets. As the prices and loading capacity of 49T vehicles are high, the small and
medium size transporters are not willing to purchase it.
70
STP OF TRACTOR-TRAILER (HCV)
71
Fleet size handling :-• As the prices and loading capacity of 49T vehicles are high, the small and medium
size transporters are not willing to purchase it. • Transporters having fleet sizes more than 30 vehicles approximately goes for the 49T
vehicles because the freight rates are high and load carrying capacity.
Important parameters :-• As per the survey taken, the importance parameters have been analyzed to find out
the important parameter that is very much required to the transporters for their profitability and vehicle maintenance.
• Survey shows following observations are important considered by the Transport
owner while purchasing the vehicle.o Fuel Economyo Priceo Tyre Life o Power for loading & Gradeabilityo Effective Brakes
• In the pricing and reliability parameters of vehicle. Customer prefers the vehicles of the company which have less price & discounts etc.
STP OF TRACTOR-TRAILER (HCV)
72
Importance to tyres and tyre life :- Tyre life leads to the cost cutting in the overall variable costs. They always prefer the tyres having long life and comparatively cheaper price. So tyre life is also an effective aspect for the company that increases efficiency of the vehicle.
Importance of Loading & Overloading power :- The transporting business is thus totally depend on the pulling or overloading power of vehicle, the company also should look after the effective overloading power for their vehicles. Though the options for the best combinations gives more power options, the transporters also suggested to increase the loading capacity for respective options for vehicles if possible.
Comfortability for Drivers :- Many of transporters also look after to the Comfortability for their drivers for high productivity by lowering their fatigues they built cabins as per their preferences, but if company will provide the cabins as per their requirements they also prefer company built cabins. But they may be mostly stick to the price differences between company and locally built cabins. Other factors like effective braking while in the case of emergency and lesser
turnaround time for the vehicle trip to increase profitability also are very much important for the transporters and vehicle owners.
STP OF TRACTOR-TRAILER (HCV)
73
Competitors Market Presence :- In the commercial vehicles market, TATA Motors and Ashok Leyland are the big competitors for Mahindra Navistar. Also by the survey that has been carried out it has been found out that most of the North Indian Transporters mostly prefer the TATA vehicles while Ashok Leyland is mostly popular vehicle company in the Southern region of India. Promotional Plan :- Major Customers during the survey were not aware about the company’s new truck launch in the market. So company should have rigorous promotional plan for their product. Mahindra company which is very much famous for their rugged and efficient engines, the customers are very much eagerly waiting for the new vehicle to come up in the market.
STP OF TRACTOR-TRAILER (HCV)
Thank you…
74
STP OF TRACTOR-TRAILER (HCV)
Thank you…
75
STP OF TRACTOR-TRAILER (HCV)