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INTRODUCTION

The object of the study is “Type of Light Commercial vehicle Tyres & their

customer’s views” conducted by me is a part of the market research program of JK

Tyre & Industries ltd. and is an attempt to get an idea about the LCV customers and

their views. This survey is essentially like a mirror which will reflect both the pre as

well as post purchase behavior of the customer.

With the growing need of not only retaining the market share but also increasing the

share in the market it is of utmost importance that the companies must posses

maximum information about their customers as well as those which are likely to be

their customers in future, their expectations, their demand for quality and service, so

that the company can make regular improvements in the quality of the product and

services it is offering to the customers.

In order to enhance the Sales and Promotion, the company will really have to keep in

mind that “the customer is the king” and should be given what he demands, what he

asks for.

I surveyed about hundreds of Light Commercial Vehicle Tyre customers in Rohtak. I

also visited some of the dealers, fitters and in the shops corner and tried to know

many things about the tyre and various aspects regarding tyre.

During my survey I had found that many of the LCV customers are using the JK tyre

in their Light Commercial Vehicle like Tata’s 407, 709, TATA ACE, TATA MAGIC,

ISUZU LTD.’S SWARAJ MAZDA ,SWARAJ SMART, SWARJ SCHOOL BUSES,

FORCE Motor’s CRUSIER ,LOADING STAR,EICHER’s 10.59,10.95 & Many

other Companies like Bajaj commercial vehicles, Mahindra & Mahindra ltd. Etc. The

information I collected will be helpful to the company to gain confidence and faith of consumers and also enhance the sales figure.

Therefore, I think this survey will necessarily will provide essential guidelines to the

company for deciding and implementing policies, so as to increase market share and

give JK Tyre competitive edge over its competitors.

1



Profile of JK Tyre & Industries ltd.

JK Tyre & Industries Ltd is one of the leading automotive

tyre manufacturers in India. The company is engaged in

manufacturing of automobile tyres, tubes and flaps. Theymanufacture Radial and Bias 4-wheeler tyres for trucks,

buses, passenger cars, LCVs, tractors, OTR etc. They sell

their products under the brand name 'JK Tyre'. They have four plants located in

Rajasthan, Madhya Pradesh and Karnataka. The company has 134 sales, service and

stock points located throughout the country. They have over 3,500 dealerships across

India. The company's customer base covers virtually the entire Original Equipment

Manufacturers in India together with Replacement Market for four wheeler vehicles,

Defence and State Transport Units. Besides India, they have a worldwide customer

base in over 45 countries across all six continents. JK Tyre & Industries Ltd was

incorporated in the year 1951 as a private limited under the name JK Industries Pvt

Ltd. Until March 31, 1970, the company was engaged in the managing agency

business. Thereafter the company decided to undertake manufacturing activities and

obtained a letter of intent in February 1972 for the manufacture of automobile tyres

and tubes. The company name was changed into JK Industries LTD with effect from

May 24, 1974 consequent upon conversion of the company into a public limited

company. In the year 1974, the company entered into a technical collaboration with

General Tire International Co, USA, a subsidiary of General Tire & Rubber Co, USA

for technical services and sales agreement for the supply of technical know how

engineering and documentation for operational facilities. In the year 1989, the

company introduced several new patterns and sizes of tyres including a semi-lug

Nylon Truck tyre. In the year 1991, the company set up Banmore Tyre Plant with a

capacity of 5.7 lakh tyres per annum. They launched radial tyres for tractors. In the

year 1992, the company's international division expanded their activities by opening

their office in Moscow. In addition, they set up a Research and Development center at

HASETRI. In the year 1993, they introduced new radial tyres namely, Brute and

Ultima and in the next year, they launched 'Jet Track-39' to meet the need of the

heavy load market. In June 1997, the company acquired 51% stake in Vikrant Tyres

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Ltd from Karnataka Government. They launched India's first H-Rated tyre. During

the year 1998-99, as per the Scheme of Arrangement between the company and JK

Drugs & Pharmaceuticals Ltd, the pharmaceutical undertaking of the company was

transferred to and vested in JK Drugs & Pharmaceuticals Ltd with effect from

appointed date July 1, 1996. During the year 2002-03, as per the Scheme of

Arrangement and Amalgamation between the company, JK Agri, JK Sugar and

Vikrant Tyres Ltd, the agri-genetics undertaking of the company was transferred to

JK Agri, the sugar undertaking was transferred to JK Sugar and Vikrant Tyre Ltd was

amalgamated with the company. During the year 2004-05, the expansion of capacity

of Truck/ Bus Radials by 50% was completed. In addition, the expansion of the

passenger radial capacity was completed. In December 2006, as per the Scheme of

Arrangement and De-merger between the company and Netflier Technologies Ltd

(name since changed to Netflier Finco Ltd), the business of holding and dealing in

investments and some other assets and properties of the company and liabilities and

obligations thereof stood transferred to and vested in Netflier Finco Ltd. In addition,

Hansdeep Investment Ltd, Hidrive Finance Ltd, Panchanan Investment Ltd and

Radial Finance Ltd ceased to be the subsidiaries of the company. During the year

2006-07, the company introduced a new tyre, offering high mileage 'Jet One' and

launched new Semi-Lug and Rib pattern Truck Radial tyres. They also diversified

into Special Application Tyres and commenced their exports. In order to capture the

brand 'JK Tyre' and their value in the name of the company, they changed their name

to JK Tyre & Industries Ltd with effect from April 2, 2007. The company entered into

an arrangement with BEML for supply of OTR tyres on a long-term basis. In June

2008, the company acquired the controlling interest in Empresas Tornel, S A de C V

(Tornel), a company incorporated under the laws of Mexico, by acquiring 100% of

their equity capital for a consideration of USD 28.75 million. Tornel has three tyre

manufacturing plants in Mexico with a combined capacity of 6.6 million tyres per

annum During the year 2008-09, the company doubled the capacity of Truck/Bus

Radial plant to 8.00 lakh tyres from 3.67 lakh tyres per annum at an estimated project

cost of Rs. 315 crore. This has further strengthened JK Tyre's commanding position

in the fast growing Truck/Bus segment.

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SWOT ANALYSIS

S: Strength

W: Weakness

O: Opportunities

T: Threats

Strengths:

1. Growing Market of Light Commercial Vehicles

2. Good brand equity

3. Latest technology used

4. Best quality product

Weakness:

1. Advertisement is not upto the reach of the consumers.

2. Costlier than other brands.

Opportunities:

1. Dealer’s and Retailer’s network boost the sales.

2. Our Road Shows,campaign & customer meet will make products

familiar to the consumers.

Threats:

1. Unbranded Adhesive are big competitors

2. Big use of promotional tools by other companies.

4



Vision & Mission

VISION

To be amongst the most admired companies in India, committed to excellence

MISSION

• Be a Customer Obsessed Company - Customer First 24x7

• No.1 Tyre Brand in India

• Most profitable Tyre Company in India

• Motivated and Committed team for excellence in performance

• Be a Green Company

• Deliver Enhanced Value to all stakeholders

• Enhance global presence through Acquisition / JV / Strategic Partnerships

5



MANAGEMENT

CHAIRMAN

Hari Shankar Singhania

Board of Directors

Arun Kumar Bajoria (President & Director)

Dr.Ragupati Singhania (VP & Director)

Shri Arvind Singh Mewar

Shri Ashok U Katra (May 22, 2012)

Managing Directors and Dy. Managing Director

Shareholders / Investors Grievance Committee

Regional Sales Manager (Delhi region)

Mr. Jatin Kandhari

Regional Operational Manager

Mr. R.Takur

Area Manager

Mr.Sanjay Malhotra

General Employee

6



JK Tyre profit for the Quarter ended on

June.30,2012

JK Tyre & Industries net profit rises 2473.96% in the June 2012 quarter

Capital Market / 19:32 , Jul 30, 2012

Sales rise 2.28% to Rs. 1434.08 crore

JK Tyre & Industries net profit rose 2473.96% to Rs. 24.71 crore in the quarter ended

June 2012 as against Rs. 0.96 crore during the previous quarter ended June 2011.

Sales rose 2.28% to Rs. 1434.08 crore in the quarter ended June 2012 as

against Rs.1402.12 crore during the previous quarter ended June 2011.

Particulars Quarter Ended

Jun. 2012 Jun. 2011 % Var.

Sales 1434.08 1402.12 2

OPM % 8.78 4.40 100

PBDT 82.44 27.26 202

PBT 56.11 2.78 1918

NP 24.71 0.96 2474

7



QUALITY EXCELLENCE

To maintain its competitiveness and zeal to perform better, JK

Tyre has all along been on the path of quality journey. JK Tyre

has yet again become the first tyre company in the world to

receive the ISO/TS 16949:2000 Certificate for its entire range of

Products (Bias & Radials) and for all plants (Four) as well as

Corporate Office.

All the plants of the Company continue to

be ISO 9001 and ISO 14001 (for

Environment Management System) accredited, which

reflects its commitment towards maintaining highest

standards of quality and environment. Water and Energy are the critical resources in

India and JK Tyre has been maintaining unrelented drive towards conserving these at

its plants. At our Kankroli Plant, we not only do water harvesting but also ensure

complete recycling of water to avoid waste.

AUDITORS

M/s. Lodha & Co., Chartered Accountants, Auditors of the Company, retire and are

eligible for re-appointment. The appointment of the Auditors is required to be made

by a special Resolution pursuant to Section 224-A of the Companies Act 1956. The

observations of the Auditors in their report on Accounts read with the relevant notes

are self-explanatory.

COST AUDIT

The Audit of the Cost Accounts of the Company for the year ended March 31,2012

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will be conducted by the Cost Auditor and the Cost Audit Report will be submitted to

the Department of Company Affairs, Government of India.

PARTICULARS OF EMPLOYEES

Information in accordance with the provisions of Section 217 (2A) of the Companies

Act 1956 read with the Companies (Particulars of Employees) Rules 1975 as

amended regarding employees is annexed to this Report. However, as per the

provisions of Section 219(1) (b) (iv) of the Companies Act 1956. The Report and

Accounts are being sent to all shareholders of the Company excluding the aforesaid

information. Any shareholder interested in obtaining such particulars may write to the

Secretary at the Company's New Delhi address.

CORPORATE GOVERNANCE

Your Company reaffirms its commitment to the good corporate governance practices.

Pursuant to Clause 49 of the Listing Agreement with the Stock Exchanges,

Management Discussion and Analysis, Corporate Governance Report and Auditor's

Certificate regarding Compliance of conditions of Corporate Governance are made a

part of his Annual Report.

DIRECTORS' RESPONSIBILITY STATEMENT

As required under Section 217 (2 AA) of the Companies Act 1956, your Directors

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state that: in the preparation of annual accounts, the applicable accounting standards

have been followed along with proper explanation relating to material departures; the

accounting policies have been selected and applied consistently and judgments and

estimates made are reasonable and prudent so as to give a true and fair view of the

state of affairs of the Company at the end of the financial year and of the profit or loss

of the Company for that period.

Proper and sufficient care has been taken for maintenance of adequate accounting

records in accordance with the provisions of the said Act for safeguarding the assets

of the Company and for preventing and detecting fraud and other irregularities; and

The annual accounts have been prepared on a going concern basis.

ANNEXURE TO DIRECTORS REPORT

A. ENERGY CONSERVATION

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Monitoring of energy usage across all plants is carried out on a continuous basis by

dedicated team of experts. Various projects for bringing down the energy

consumption and reduction in the cost of power, steam, air and water cost are

identified and implemented after proper analysis. These measures include change in

machine, specs., introduction of variable frequency drives, improvised insulation of

presses and pipe lines, improvements in condensate recovery, use of natural light, use

of energy efficient lights at all administrative offices etc. With these measures

consumption of energy at all plants has been optimized. As a major step towards

energy conservation, the Company has saved water consumption substantially by re-

circulation, rain water harvesting and modification of process parameters.

Specific area of additional investments and proposals The company has planned

investments in a number of projects for conservation of energy, which include

conversion of high cost fuel based DG sets to low cost fuels at its tyre plants,

replacement of oil fired boiler by Coal Fired Boiler, revamping of hot water

generator, providing auto control for heavy duty equipment, addition of more variable

frequency drive for mills and re-use of surplus condensate in D.M. water inlet.

PARTICULARS OF CONSERVATION OF ENERGY

2009-10 2010-

11



11

I. Power & Fuel Consumption

1 Electricity

a) Purchased:Unit (Kwh in lacs) 777.66 806.81

Total Amount (Rs. in crores) 35.82 36.17

Rate / Unit (Rs) 4.61 4.48

b) Own Generation:

Fuel Oils

Unit (kwh in lacs) 488.89 473.43Unit/Ltr. Of Fuel Oil (kwh) 2.85 3.43

Cost / Unit (Rs.) 3.26 3.63

Turbo Generator

(i) Thru Coal:

Unit (kwh in lacs) 377.62 494.83Unit/MT of Coal 834.21 784.27

Cost/Unit (Rs) 3.37 2.98

(ii) Thru Bagasse:Unit (kwh in lacs) Not applicable 231.44

Unit/MT of Bagasse ,, ,, 221.09

Cost/Unit (Rs) ,, ,, 0.87

2 Coal

Quantity (MT) 94631 134953Total Amount (Rs. in crores) 21.37 29.02

Average Rate (Rs./MT) 2258 2150

3 Furnance Oil

Quantity (KL) 17065 7444

Total Amount (Rs in crores) 19.5 8.14

Average Rate (Rs./Ltr.) 11.43 10.94

II. Consumption per unit of

production:

Electricity (kwh/MT)

Tyre Division 966 965

Sugar - 370

Coal/Furnance Oil

Tyre Division 0.48 0.44

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B. RESEACH AND DEVELOPMENT

Research and Development Activities: The 'Technology

Leadership' is at the core of all the R &D activities of the

Company. The Company's commitment towards highest

customer satisfaction and delivery of high value added products

with fast changing needs of the automobile sector and customer

preferences determines the road map of research and

development at JK Tyre in close co-ordination with our

Technical Collaborator (Continental AG., Germany). To

Augment and fulfill this mission, the Company had promoted the

state-of-the-art facility. 'Hari Shankar Singhania Elastomer and

Tyre Research Institute (HASETRI), which is a unique

combination of tyre material and mechanic research centre.

Functioning since 1992, this DSIR recognized R &D Institute has been successful in

developing new technologies for new high performance products, new compounds

and components for traction, improved ride, low noise and better wear properties,

13



energy efficient processes, recycling technology, improvement in pollution control

and introduction of Radial Tractor Tyre. New initiatives and efforts have been well

acclaimed by our OEM Customers.

Research & Development Expenses The recurring expenditure on R &D during the

year was Rs.6.86 crores, which was 0.33% of the net turnover.

C. TECHNOLOGY ABSORPTION, ADAPTATION & INNOVATION

The Company has a team of well qualified and experienced Engineers, Scientists and

Technologists who are up-to-date and committed to absorbing and adapting the latest

technology. Absorption of design and manufacturing technology of all types of tyres

are done with the help of the Collaborator as well as through indigenously developed

programmes. These are further augmented by investing in-house R &D infrastructure

and several modernization and expansion plans made at the plant by installing latest

process equipments.

TYRE TERMINOLOGY

Provided here, for your benefit, are simple definitions of technical tyre terms that will

enable you to understand the technology that goes into a tyre. Learn what each part of

a tyre does, and get tyre-savvy!

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Tyre Placard

Decoding all that information on the sidewall

Tyre Sizing Systems

Other Markings

Aspect Ratio (or sidewall height)

Speed Ratings

Load Indices

Tyre Placard

1. A vehicle's original tyre and

wheel specifications are detailed on a

placard affixed to all vehicles

manufactured on or after the 1st of

January 1973.

2. The tyres conform to specific load carrying

specifications as recommended on the vehicle

manufacturer's tyre placard, as required by

Australian Design Rule 23 (ADR23).

3. Tyres should be appropriate to the type and size of rim fitted to the vehicle.

Decoding all that information on the sidewall

All numbers, letters, symbols, mysterious codes. Here’s the important stuff:

A: Manufacturer or brand name, and commercial name or identity.

B & J: Tyre size, construction and speed rating designations. See tyre sizes and speed

ratings below.

C: Denotes type of tyre construction.

D: M&S denotes a tyre designed for mud and snow. Reinforced marking only where

applicable.

E: Load and pressure marking requirement.

15

http://www.jktyre.com/#1
















Tyre seizing System:

Over the years there has been many different methods used to size tyres. Many of

these are still in use today, with the ISO Metric Sizing System the most widely used.

1. Numeric Sizing SystemThis first system developed for tyre sizing was used

until the late 1960s, but provided only the cross

section width of the tyre and the rim diameter in

inches. If the section width ended in zero (e.g., 7.00-

16 or 7.50-16), the tyre had a common aspect ratio of about 92. For section

widths not ending in zero (e.g., 8.25-15), the tyre was considered "low

profile" with an aspect ratio of about 82.

2. Alphanumeric Sizing System

In 1968, a new concept was introduced worldwide.

The Alphanumeric sizing system is a load-based

system where tyres are designated by their load-

carrying capacity and a spect ratio. The first letter

is the load and size relationship, with letters ranging from A to N.The lower

the letter, the smaller the size and, of course, the lower the load-carrying

capacity of thetyre.

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3. P-Metric Sizing System

To accommodate the smaller tyres used on compact

cars, the P-Metric (Passenger Metric) system was

created in 1976. The maximum inflation pressures

of P-Metric tyres were raised for lower rolling

resistance.

4. Metric Sizing System

Because Europe primarily uses the metric system of

measurement; the

Metric sizing system was developed. It is essentially a conversion of the Numeric

system. Section widths are notated in millimetres instead of inches. Originally,

tyres not identified with an aspect ratio were assumed to be 82-series. When 60-

and 70 series tyres appeared, the aspect ratio was added to the nomenclature,

similar to the PMS.

5.ISO Metric Sizing System

The International Standards Organization (ISO) Metric

system combines the Metric system with a service

description. The service description provides the load index

along with the speed rating symbol.

6.Millimetric Sizing System

The Millimetric sizing system is similar to the Metric

system except that the rim diameter is also represented in

millimeters.

7. Light Truck Numeric System

Similar to the Numeric system for cars, it lists the section

17



width in inches, construction type, rim diameter in inches, plus the light truck

designation.

8.Light Truck Metric System

Similar to the P-Metric system, except the P is replaced with

the LT light truck designation. Also, LT-Metric and P-Metric

tyres differ in construction.

9.Light Truck High Flotation System

Similar to the Numeric system for cars, it lists the section

width in inches, construction type, rim diameter in inches,

plus the light truck designation.

OTHERS.

DOT Codes - Coding satisfying the requirements of the US Department of

Transportation contain a mixture of letters and

numbers such as DOT DVDE MTA129.

E-Marks - Tyres for sale in the European

Community must carry an E -Mark in accordance

with ECE Reg 30 - eg E4 027550.

Aspect Ratio (or sidewall height)

Aspect ratio is the ratio of a tyre's width to it's height. A 70 series tyre, therefore, is a

tyre whose height is equal to 70% of its width. Lower Profile Tyres hence have lower

series numbers.

Speed rating of the tyre.

All tyres carry a speed symbol in the form of a letter indicating the maximum speed

for which the tyre is intended. This indicates the maximum speed that the tyre can

sustain for ten minute endurance without coming to pieces and destroying itself and

18



the car it is on.

The table below shows which speed goes with each letter:

They Run More to Earn More

19

Speed Category

Symbol

Speed (km/h) Speed Category

Symbol

Speed (km/h)

D 65 Q 160

E 70 R 170

F 80 S 180

G 90 T 190

J 100 U 200

K 110 H 210

L 120 V 240

M 130 W 270 N 140 Y 300

P 150 ZR * OVER 240



JK Tyre is the leader in the Light Truck/Bus segment. With its customer oriented

state-of-the-art product offerings, it has outpaced the industry growth rate and surged

ahead of its competitors.

Our tyres are specifically designed in accordance to the different loading and

application requirements of our valued customers. The "Unique SEV System" in its

LCV range of tyres ensures a highly efficient and uniform tyre curve - the best option

for a wide variation of road and load conditions under which trucks operate in our

country. The SEV System offers the outstanding advantages of Super Mileage,

Greater Strength and Higher Retread ability.

20



THE TYPE OF LIGHT COMMERCIAL VEHICLE LUG , RIB &

RADIAL TYRE

21

JET TRAK LCV Type LCV Bias

Position LUG

Size 7.00 - 15

PR 12

Load Medium

Features

• Bigger dimensions with pyramid type lugs

• More tread with and extra rubber

• Strong and clean casing

Benefits

• Good loading capacity

• High mileage



JET TRAK

LCV Type LCV Bias

Position LUG

Size 7.00 - 16

PR 14

Load Medium

Features

• Bigger dimensions with pyramid type lugs

• More tread with and extra rubber

• Strong and clean casing

Benefits


• High mileage

• Good casing value

22



JET SPEED

LCV Type LCV Bias

Position LUG

Size 7.50-16

PR 16

Load Normal

Features

• Wider center rib & extra rubber in tread region

• Straight "U" lug pattern

Benefits• Very good mileage

• Low cast, smooth wear and less stonetrapping

23



JET ONE

LCV Type LCV Bias

Position LUG

Size 8.25 - 16

PR 16

Load Mileage

Features

• Super high NSD

• Connecting reinforcement at the shoulder

• Computer designed twin lugs

• Super strong casing

Benefits

• Ultimate mileage

• Less flexing and lesser heat development

• Very strong shoulders and better contact

• Good load carrying capacity

24



JET XTRA

LCV Type LCV Bias

Position LUG

Size 7.50-16

PR 16

Load Mileage

Features

• Highest NSD in industry, extra rubber tread

• Bigger and wider tyre

• Higher OD and width of tyre with pyramid tyre lug pattern

Benefits

• Very high mileage

• Robust looks


25



JET R MILES

LCV Type LCV Bias

Position RIB

Size 7.50-16

PR 16

Load Heavy

Features

• Super high NSD

• Unique rib geometry

• Smooth like a thumb buttress design

• Strong nylon casing

Benefits

• Ultimate mileage

• Lesser heat development with smooth wear

• Smooth casing that allows multiple retreads

• High casing reliability

26



JET RIB

LCV Type LCV Bias

Position RIB

Size 7.50-16

PR 16

Load Medium

Features

• More rubber in tread region

• Flat tread

• Dual radius tread

• Specially designed grooves geometry

Benefits

• High mileage

• Better control and road grip

• Even wear

27



JUMBO ACE

LCV Type LCV Bias

Position RIB

Size 165 D 12

PR 8

Load Medium

Features

• Elephantine dimensions in terms of overall diameter and

overall width

• Strong nylon casing with higher strength fabric

• High NSD

• New generation sinusoidal ribs with connecting grooves

Benefits

• Excellent load carrying capacity due to high inner volume

• Good structural capability

• Very good mileage

• Smooth wear and good part worn appearance

28



Steel King

LCV Type LCV Radial

Size 7.00 R 16,7.00R15

PR 12

Features

• Integrated Steel belted radial construction providing 20 to 25% mileage

more than bias.

• Better fuel efficiency.

• Computer designed tread pattern for better handling on sustained high speed

driving.

• Specially designed buttoned rib type for excellent traction and good road

grip.

• FEA analyzed construction and cavity profile for higher structural integrity

and uniform stress / strain distribution.

• Special blend of imported rubber in tread compound for cooler running and

higher mileage benefits.

• Approved by economic community of europe (ECE) signifying international

quality (Applicable to only 750 R 16).

Quality Assurance

29



While cost efficiency and a comprehensive product line will ensure that the

company’s growth in the market, it will be quality which determine the rate and

potential of its growth Keeping this in Mind quality standards and processes are being

revamped in corpora ting most modern day methods to ensure international level of

quality.

Human Resource Development

The company is strengthening its human resource development department with a

special emphasis on the area of in house training and participation in organized

workshop, for all level and cadres. Employees are sponsored for on the job training.

30



CHAPTER-II

Objective of Study

Scope of Study

Importance

Area of Survey

OBJECTIVE OF STUDY

31



The objective of the study “Type of light Commercial Vehicle tyres & their

customer’s views” conducted by me is a part of market research program of JK

Industries and is on attempt to get an idea about the LCV customers and their views,

this survey is essentially like a mirror which will reflect both the pre as well as post

purchase behavior of the LCV consumer.

The main objectives of the study are:

To find out the key and unique feature of JK LCV tyre among the

certain consumer.

To find out the different marketing strategies.

To find out the cost factor.

To find out the problem regarding the load which affects the tyre?

To find out the market share

To find out what the customer wants.

SCOPE OF THE STUDY

The scope of the study is very wide as it provides information about the brand

preference of consumer in the market. Sometimes consumer wants every feature in

one product (we can see in the case of the tyre where customer wants every thing

such as cost, long lasting, reliability, durability etc in one brand). Therefore

Consumer is the king. This study reveals the current market situation related to the

LCV tyre & customers views about different brands after keeping in view all the

aspects of LCV tyres.

IMPORTANCE OF THE STUDY

32



Importance for the increasing market share of LCV tyre

To know the problem regarding the load which affects the LCV tyre?

To know the different marketing strategies to increase the sales of

LCV tyre

Helpful in providing the relevant information about the LCV customer.

To know the cost factor in comparison to other tyre companies.

To know the consumer preferences.

Helpful in understanding LCV customers problem

Helpful in Correct & effective forecast of demand of different type of

LCV tyres

Helpful in technical improvement & changes.

Provide knowledge about the competitor’s strategies

33



AREA OF SURVEY

ROHTAK (HARYANA)

34



CHAPTER-III

Research Methodology

Findings with Graphical representation

Recommendation and Suggestion

Conclusion

35



RESEARCH METHODOLOGY

Research design: - The main objective of the study “Type of light Commercial

Vehicle tyres & their customer’s views” in this study report descriptive research

design was adopted.

Data source

How the data is collected?

Primary Data: - The primary data was collected through questionnaire & face to

face interaction with the customer.

Secondary Data: -

Marketing Management

Data from Marketing Associates

Magazines

Internet

Universe of Study: - Area of survey was Rohtak.

Unit of Investigation: - All Consumers of age group 22 years and above.

Sampling Design: - Random Sampling was conducted.

Technique of data collection

Response was generated through questionnaire.

Sample Size: - About 100 customers of LCV tyre in Rohtak Area

36



Research Methodology

Research is a common parlance refers to a search of knowledge. Research can also be

defined as a scientific and systematic search for Particular information on a specific

topic. In fact research is an art of scientific investigation. According to Clifford

Woody research comprises defining and redefining problems, formulating hypothesis

or suggested solutions, collecting, organizing and evaluating data, making deductions

and reaching conclusions, and at last carefully testing the conclusions to determine

whether they fit the formulating hypothesis.

Objective of Research

The main aim of research is to find out the truth which is hidden and which has not

been discovered as yet. The following objectives of research are given:

1. To gain familiarity with a phenomenon or to achieve new insights into

it (study with this object in view are termed as exploratory or formulate

research studies).

2. To portray accurately the characteristics of a particular individual,

situation or a group

(Study with this object in view is termed as descriptive research studies).

3. To determine the frequency with which something occurs or with

which it is associated with something else (study with this object in view are

termed as diagnostics research studies).

4. To test a hypothesis of a casual relationship between variables (study

with this object in view are termed as hypothesis-testing research studies).

37



Research Design

The formidable problem that follows the task of defining the research problem is the

preparation of the design of the research project, popularly known as the “research

design. Decision regarding what, where, when, how much, by what means concerning

as inquiry or a research study constitute a research design” A research design is the

arrangement of conditions for collection and analysis of data in a manner that aims to

combine relevance to the research purpose with economy in procedure.

Research Process

Before embarking on the details of research methodology and techniques, it seems

appropriate to present a brief overview of the research process. Research process

consists of series of actions or steps necessary to effectively carry out research and

the desired sequencing of these steps.

38



FINDINGS

WITH

GRAPICAL

REPRESENTATIONS

39



BRAND PREFERENCE BY CUSTOMERS

Name Of Company Percentage

APOLLO TYRE 20%JK TYRE 18%

MRF TYRE 42%

CEAT TYRE 12%

BIRLA 7%

OTHERS 1%

0

5

10

15

20

25

30

35

40

45

COMPANIES

P E R C E N T A G E

APOLLO

JK

MRF

CEAT

BIRLA

OTHER

In my survey of LCV tyre I came to know that out of 100 customers using LCV tyre

about 20% were Apollo Tyre, 18% were JK Tyre, 12% were CEAT Tyre in themarket, 42% were MRF Tyre and 7% were Birla Tyre. I tried to what made them like

these tyres through questionnaires, the detail is given below.

Factor which effects the purchase LCV Tyre

40



Purchasing Factor Factor Percentage

Price Factor 40%

Grip on the road 10%

Durability/reliability 25%

Service Network 20%

Maintenance 5%

P R I C E

G R I P

D U R A B I L I T Y

S E R V I C E

M A I N T E N A N C E

0

5

10

15

20

25

30

35

40

While doing my survey of LCV tyre on purchasing factor many reason came in front

and the top factor was the cost factor, durability/reliability, Service network,

maintenance etc. I came to know that out of 100 customers about 40% gave priority

to the cost factor 25% gave priority to the reliability of the tyre & so on.

Sources of Information for tyre purchase

41



.

Sources No. of Customer Percentage

Friends 55 55

Internet 10 10

Newspaper 05 05

Hoardings/Posters 10 10

Relatives 12 12

Shops 08 08

Information about the tyres

Internet

FRIENDS

News

paper

Shops

RELATIV

ES

HOARDI

NGS

While doing my survey of LCV tyre I had gathered information through the

customers about the sources of information regarding LCV tyres who had already

purchased these tyres . In which I had seen that 55% owners came to know through

their friends, 10% from Internet, and so on. These can be viewed in the table

42



Satisfaction with the Performance of LCV Tyre

Satisfied

60%

Unsatisfi

ed

40%

43

Satisfied Unsatisfied

60% 40%



As I had gone through whole process while making this project I had found that

mostly people were satisfied with the performance of their LCV tyre through

questionnaire with 100 of customers. The customer using the JK tyre in their Light

Commercial Vehicle more than 60% customers are satisfied and 40% are not

satisfied.

Performance of Tyre with respect to LOAD

Capacity/Load No. of Customer Percentage

Under load 40 40%

Up to 8 tones 28 28%

Over load 32 32%

44



Performance of Tyre with respect

to LOAD

Under load

Up to 8 tones

Over load

As I had gone through whole process while making this project I had found that

mostly people were satisfied with the performance of their LCV tyre according to

their load on Light Commercial Vehicle. Through questionnaire with 100 of

customers using the JK tyre in their LCV about 40% of the customer under load and

28% are between up to 8 tones and 32% using in overload.

Recommendation and Suggestions

Keeping in view all the facts, figures and finding I want to make certain

recommendations which are as follows: -

Cost should be reduced to some extent in comparison to other tyres.

The company must ensure timely visit of their marketing officers to all

the service centers and dealers to ensure that the customers are satisfied;

45



company can also hire more engineers to solve the technical problems of the

consumers as soon as possible.

I must recommend that company should must come up with some

beneficial schemes like gift offers for dealers and consumers.

Get interacted with Customers & various stake holders

Try to convince the LCV customers to use Radial tyre in LCV’s.

Company’s technical personal should give advise for the choice of

right selection of LCV tyre for their Vehicle according to load.

More & more awareness about the air pressure, wheel alignment &

balancing.

Providing 24*7 customer care service

46



CONCLUSION

1. The last few months have been crucial for the entire tyre industry in terms of

volume growth due to lot of reasons. The main reasons are Inflation rate, Exchange

rate, hike in the prices of raw material of tyre industry like crude oil, Rubber &

Carbon etc.

2. JK Tyre doing well & under take a lot of part of LCV segment customer particular

in the area of my survey. But according to my view JK tyre needs a lot of efforts to

beat their competitor like MRF & APOLLO mainly to improve their market position

from 3rd to 1st place.

3. The performance of the JK LCV tyre is up to the mark. JK LCV Tyres has made

his vital place in the market but when we watching its cost in the Market it is slightly

high in comparison to other.

4. Market realities are getting complex everyday and so are the needs. The sales of

the tyres are increasing at a very high speed in this very fast paced environment. In

the, regional market now different competitors are crossing their boundaries to

enhance reach and cater the buyer in both urban and rural areas, which are more

advertising, focused. The fight for a better market will continue.

5. The Indian political and business environment had been extremely good for the

tyres industries. There have been so many models and new products are being

launched in the market in support of the environment.

JK TYRES has just launched India’s first Eco-Friendly Tyre in the market.

6. Every single marketer today wants to maximize its reach for their customers.

Because Customers are getting more and more advance and brand awareness.

7. We try to work closely with the marketers on the brand experience in totality to the

consumer is very satisfying. Since we are able to effectively integrate the marketing

and the new mediums that I have talked about earlier I find marketers finding better

value by JK Tyres.

47



CHAPTER-IV

Questionnaire

Contributors

Bibliography

48



Questionnaire

1. Do you own a LCV? Yes/No

2. What is the type of Vehicle? 4wh/6wh

3. What is the make of your vehicle?

(a) TATA

(b)ISUZU

(c)EICHER

(d) FORCE MOTORS

(e) Other

4.. Which brand of tyre you have in your LCV?

(a) APOLLO ( )

(b) JK ( )

(c) CEAT ( )(d) MRF ( )

(e) BIRLA ( )

(f) ANY OTHER ( )

5. Which factor influence you to purchase the tyres

(a) Price ( )

(b) Performance ( )

(c) Service network ( )

(d) Maintenance ( )

(e) Durability/reliability ( )

49



6. From where did you get the information about the Tyre:

(a) Friends ( )

(b) Internet ( )

(c) Hoardings ( )

(d) Relatives ( )

7. Are you satisfied with the performance? Yes/No

8. Are you satisfied with the services provided by the dealers? Yes/No

9. Do you have any plans to purchase new LCV tyres if ‘yes’ then which tyre wouldyou like to buy?

10. Why do you want to purchase this tyre give reason?

(a) Price ( )

(b) Performance ( )

(c) Maintenance ( )

(d) Durability/reliability ( )

(e) Other ( )

11. Are you attracted by given scheme or gift? Yes/No

12. What is your average Capacity/load of your Light truck?

(a) Under load

(b) Up to 8 tones

(c) Over load

13. Does over load affects your tyre to get damaged? Yes/No

50



14. What problem do you face due to over load give reason?

…………………………………………………………………………………………

…………

15. According to your route what problem you face in your LCV tyre?

…………………………………………………………………………………………

………

16. If you have to recommend a tyre which one you will recommend after your first

choice?

…………………………………………………………………………………………

………

17. How many complain with your tyre during its

Guarantee/warranty period?

(a) 1

(b) 2

(c) 3

(d) 4

(e) ………………

51



18. Your comment/suggestion/advice about the JK Tyre.

…………………………………………………………………………………………

………………

…………………………………………………………………………………………

………………

NAME: -

AGE: -

ADDRESS: -

PHONE: -

Thanks for your cooperation.

52



CONTRIBUTORS

Mr. Jatin kandhari (Regional Manager)

Mr. R.Takur (Regional Operational Manager)

Mr. Surya Narayan Rouat (Area Service Head)

Mr. Ankur Jaggi (Area Manager Delhi T/B tyre)

Mr. Sanjay Malhotra (Area Manager, Rohtak )

Mr. C.K Jain (Sr.Sales officer Rohtak)

Whole Family

53



BIBLIOGRAPHY

• BOOKS

SUBJECT AUTHOR PUBLICATION

1) MARKETING MGT. CHABRA T.N DHANPAT RAI

&CO.

2) MARKETING MGT. MICHAEL J.ETZEL T.M.H. EDU.

3) MARKETING MGT. KOTLAR PHILIP PEARSON EDU.

4) MARKETING MGT. SEXSENA RAJAN T.M.H. EDU.

5) MARKETING MGT. VARSHNEY R.L S.C. & SONS

6) RESEARCH MTHD. KOTHARI C.R UNIVERCITY

PRS.

7) BUSINESS RESEARCH SHEKRAN UMA WELLY INDIA

• WEBSITE

1) www.jktyre.com

2) www.wikipedia.com

http://www.jktyre.com/

http://www.wikipedia.com/

http://www.jktyre.com/

http://www.wikipedia.com/

copy of summer training report 12

Documents