dealer perception

Dealer Perception Sasya Motors

CHAPTER-I

INTRODUCTION

Dept.Management of,SKTRMCE 1


Definition of marketing:-

“ A social and Managerial process by which individuals and groups obtain what they

need and what through creating and exchanging products and value with others”, - Phillip

Kotler.

Marketing, more than any other business function, deals with customers.

Understanding creating communicating and delivering customer value and satisfaction are

the heart of modern marketing thinking and practice.

“Marketing is the delivery of customer satisfaction at a profit”.

Today marketing must be understood not in the old sense of marketing a sale “telling

and selling” – but in the new sense of satisfying customer needs.

Marketing continues throughout the product life cycle trying to find new customers

and keep customers by improving product appeal and performance learning from product

sales results and managing repeat performance.

Consumers usually face a bard array of products and services that might satisfied a

given need. Consumers make buying choices based on their perceptions of the value that

various products and services deliver.



What is marketing?

Almost every marketing textbook has a different definition of the term “ marketing”.

The American Marketing Association (AMA) uses the following : “ The process of planning

and executing the conception, pricing, promotion, and distribution of ideas, goods, and

services to create exchanges that satisfy individual and organizational objectives. “From this

definition, we see that:

Marketing involves an ongoing process. The environment is “dynamic”. This

means that the market tends to change – what customers want today is not

necessarily what they want tomorrow. For example, sales of beef are declining in

the United States because consumers have become health oriented. Similarly,

Tupperware parties are less popular today than they once were because there are

fewer housewives who do not work outside the home.

This process involves both planning and implementing (executing) the plan.

Some of the main issues involved include:

o Marketers help design products, finding out what customers want and

what can practically be made available given technology and price

constraints.

o Marketers distribute products – there must be some efficient way to get

the products from the factory to the end-customers.

o Marketers also promote products, and this is perhaps what we tend to

think of first when we think of marketing. Promotion involves advertising

– and much more. Other tools to promote products include trade

promotion (store sales, coupons, and rebates), obtaining favorable and

visible shelf-space, and obtaining favorable press coverage.

Marketers also price products to “move” them. We know from economics that, in most cases,

sales correlate negatively with price – the higher the price, the lower the quantity demanded.

In some cases, however, price.



OBJECTIVES:

The study attempts to analyze the needs and expectations of consumers

From their service providers and how companies are able to match up them. It

takes a

Look at the consumer buying process and strategies followed by the companies to

attract consumers and to retain them in the long run so that they do not change to

any other company. During the course of the market study, the decision

determinants of the customer are elicited from sample.



SCOPE OF THE STUDY

Customer satisfaction measurement is not new. In medieval Europe and before the

industrial revolution, quality was the essence of craft industry. Even one in the village knew

every one else; the manufacturer was neighbor, the fellow churchgoer, and friend of the

customer wanted and needed. The industrial revolution lead to the demise of the crafts and

man and the proliferation monopolies in which the customer had no choice but to buy what

was available. The close customer manufacturer relationship, which Emphasized Process and

Relationships to ensure customer.

Satisfaction in the craft industry was submitted with a product-oriented system.

Detection and checking at the end became the norm, instead of prevention and process

Management.



NEED OF THE STUDY

Marketing occupies an important place in all stages of economic life even from

barter system. But today marketing is in complicated stage modern marketing covers all

business activities in order, to ascertain demand, product planning, distribution of the

facilities and the entire marketing process. The modern marketing programmed aims to

attract the dealers.



LIMITATIONS OF THE STUDY:

The total survey is concentrated on the three types of vehicles manufactured by

Piaggio Ape Ltd, through Sasya Motors.

The survey has conducted in Kurnool District Only. So the researcher can’t

generalize the opinions of Dealers in Kurnool District to other places.

The analysis may very as survey is based on short period of study.

The percentages are shown a nearby whole member.



RESEARCH METHODOLOGY

The data has been collected from both primary and secondary sources.

Primary Sources: - Primary data will be extracting and summarized through the

distribution of questionnaires.

Secondary Sources:- Secondary data would involve the review of existing literature,

information secured from the internet and the study of information given by the

organization. The marketing researcher should, first explore the Secondary data and if

needed he should go for primary data.

PRIMARY DATA

Primary data gathered for a specific purpose of for specific research project .This is the

data collected for the first time, gathered for a specific purpose of a project.

Primary data can be collected in four ways.

1. Observation Research

2. Focus - group Research

3. Survey Research

4. Experimental Research

Here survey method has been selected for research. It is used to learn about People’s

knowledge, beliefs, preference and satisfaction etc, and to measure the Magnitude in

Research sample.

PROBLEM STATEMENT

Dealer’s perception on Sasya Motorsat Srikalahasthi.

Time of study: April – June 2012

Place of study: Kurnool district, Andhra Pradesh



OBJECTIVES OF THE STUDY

To study the factors influencing dealers perception.

To find the dealers perception pertaining to creating awareness for Piaggio Ape

Prouduct through Sasya Motors.

To study dealer’s perception regarding the areas in which improvement in needed for

through Sasya Motors

RESEARCH DESIGN:

Research Methodology Shows the Path in which research should be done. It helps the

researcher to carry out the research on a More Systematic and Logical Way and makes more

Scientific Observations Possible; it aims at discovering new facts in Sasya Motors.

Sources of data

Any research study for the collection of primary data the methods like Questionnaire,

interview and Observation methods has been used very frequently. Among these methods the

questionnaire technique being used as the most versatile of all and capable of interacting

opinion and interventions was used for the purpose of data collection. The employees are the

primary data. Convenient method is used as sampling method.

The secondary data will be collected in this category is as going through the journals. By

collecting information (through informal interaction) from the employees. By observing and

studying the previous research studies.

Sample Design:

Size: The sample size is 120 respondents were considered as appropriate in this research

study.

TEHCNIQUE: Convenient method is used for collecting primary data.

Statistical Tools:

Statistical tools:

The statistical tool adopted in this is percentage analysis is used to find the percentage vale

for all the questionnaires used in making comparison between two or more series of data.

Percentage Analysis:

This is the statistical tool, which may be used in any kind of analysis. This is sample in

nature and provides clear picture about a huge population by breaking it in percentage (per

100). The mode of recruitment, no’ of employees taking at particular tests and grouping of

employees on the basis of rating of interviewer.



CHAPTER-II

REVIEW OF LITURATURE



2. REVIEW OF LITERATURE:

While scanning through the literature on dealer’s perception, it was observed that the

authors and researchers have elaborately dealt with the concept, origin, evaluation,

importance, benefits, disadvantages and future possibilities of dealer’s perception.

Some authors have touched upon its human perspective and the role personnel in

implementing the concept and the tool. They are replacing monologues with customer’s

dialogues.

Many researchers have studied and recommended on the service gaps, the gaps

between customer expectation and customer experience (SERVQUAL by parasuraman,

zeithamal, and berry 1988). Some researchers have worked on promotional gaps, procedural

gaps and behavioral gaps, customer satisfaction and loyalty.

Some papers have also been published on the need of focusing on the concept of

‘customer life cycle’ rather than on product life cycle. Some stalwarts, like Christopher

lovelock, Joncen writz and Jayananth chatterjee on dealer’s behavior have expressed their

strong recommendation for a dialogue approach with the customer in order to improve

marketing relationship.

Hence, a detailed review of literature suggests the study on dealer’s perception can be

conducted in order to design a communication model which is useful for marketing

executives and the companies who wants to consolidate on the gains of implementation of

dealer’s perception, especially with reference to product of high customer involvement.



INTRODUCTION

As the new millennium progresses, the business world is focusing more attention on

issues concerning electronic commerce (Teo et al., 2003). The term 'electronic commerce'

encompasses many activities carried out through computer networks and the Internet,

including inter-organizational commerce, intra-organizational transactions, and transactions

involving the individual consumer (Adelaar, 2000). The impact of the Internet has made a

substantial difference in business-to-business (B2B) transactions (Teo et al., 2003;

Venkatraman, 2000).

Many recent studies have predicted that revenues from B2B electronic commerce on

the Internet will hit $6.8 trillion in 2004 (Gartner Group 2000). Such predictions indicate the

importance of the Internet as a way of supporting business activities (Porter, 2001).

Presently, the Internet seems to offer almost unlimited possibilities (Robbins & Stylianou,

2003). Indeed, numerous firms have already experienced its considerable benefits (Geyskens,

Gielens & Dekimpe, 2002; McMillan, 2001). One of the consequences of the development

of the Internet has been the emergence of the World Wide Web, an Internet service that

organizes information according to hypermedia and hyperlink paradigms (Chiu, 2003;

Joseph, Cook & Javalgi, 2001). Some organizations have invested in the Web often with the

objective of using it as a way to maximize resources (McMillan, 2001).



CHAPTER-III

INDUSTRYPROFILE



INTRODUCTION:

In marketing terms is no such thing as a product or service which exists by it self in

space, independent of the dealers. For a product to exists, it most finds a place in individual

dealer’s perception of the world of products around him or her. And this perception is

subjective, governed by the individual dealer’s values, beliefs, needs, experience and

environment. Point or space in the individual dealer’s mind, a point which is determined by

that dealer’s perception of the brand in question and in its relation to other brands.

The spatial distance between the points in that consumers mind reflects the subject’s

perception of similarity or dissimilarity between products and brands.

three basic components of the positioning concept:

Product class or the structure of the market in which our brand will complete.

Dealer’s segmentation.

Dealer’s perception of our brand in relation to competitors, which leads to perceptual

mapping.

DEALER PERCEPTION:

[ A motivated person is ready to act. How the motivated person actually acts is

influenced by his or her view or perception of the situation.

“perception is the process by which an individual selects, organizes, and information

inputs to create a meaningful picture of the world” dealer’s perception depends not only on

physical stimuli on, but also on the stimuli`s relation to the surrounding field and on

conditions within the individuals, people can emerge with different perceptions of the same

object because of three perceptual processes, are selective attention, selective distortion and

selective retention.



INDUSTRY PROFILE

Automobile Industry

Starting its journey from the day when the first car rolled on the streets of Mumbai in 1898,

the Indian automobile industry has demonstrated a phenomenal growth to this day. Today,

the Indian automobile industry presents a galaxy of varieties and models meeting all possible

expectations and globally established industry standards. Some of the leading names echoing

in the Indian automobile industry include Maruti Suzuki, Tata Motors, Mahindra and

Mahindra, Hyundai Motors, Hero Honda and Hindustan Motors in addition to a number of

others.

During the early stages of its development, Indian automobile industry heavily depended on

foreign technologies. However, over the years, the manufacturers in India have started using

their own technology evolved in the native soil. The thriving market place in the country has

attracted a number of automobile manufacturers including some of the reputed global leaders

to set their foot in the soil looking forward to enhance their profile and prospects to new

heights. Following a temporary setback on account of the global economic recession, the

Indian automobile market has once again picked up a remarkable momentum witnessing a

buoyant sale for the first time in its history in the month of September 2009.

The automobile sector of India is the seventh largest in the world. In a year, the country

manufactures about 2.6 million cars making up an identifiable chunk in the world’s annual

production of about 73 million cars in a year. The country is the largest manufacturer of

motorcycles and the fifth largest producer of commercial vehicles. Industry experts have

visualized an unbelievably huge increase in these figures over the immediate future. The

figures published by the Asia Economic Institute indicate that the Indian automobile sector is

set to emerge as the global leader by 2012. In the year 2009, India rose to be the fourth

largest exporter of automobiles following Japan, South Korea and Thailand. Experts state

that in the year 2050, India will top the car volumes of all the nations of the world with about

611 million cars running on its roads.

At present, about 75 percent of India’s automobile industry is made up by small cars, with

the figure ranking the nation on top of any other country on the globe. Over the next two or

three years, the country is expecting the arrival of more than a dozen new brands making

compact car models.



Recently, the automotive giants of India including General Motors (GM), Volkswagen,

Honda, and Hyundai, have declared significant expansion plans. On account of its huge

market potential, a very low base of car ownership in the country estimated at about 25 per

1,000 people, and a rapidly surging economy, the nation is firmly set on its way to become

an outsourcing platform for a number of global auto companies. Some of the upcoming cars

in the India soil comprise Maruti A-Star (Suzuki), Maruti Splash (Suzuki), VW Up and VW

Polo (Volkswagen), Bajaj small car (Bajai Auto), Jazz (Honda) and Cobalt, Aveo (GM) in

addition to several others.

History of the Automobile industry in India

The economic liberalization that dawned in India in the year 1991 has succeeded in bringing

about a sustained growth in the automotive production sector triggered by enhanced

competitiveness and relaxed restrictions prevailing in the Indian soil. A number of Indian

automobile manufacturers including Tata Motors, Maruti Suzuki and Mahindra and

Mahindra, have dramatically expanded both their domestic and international operations. The

country’s active economic growth has paved a solid road to the further expansion of its

domestic automobile market. This segment has in fact invited a huge amount of India-

specific investment by a number of multinational automobile manufacturers. As a significant

milestone in its progress, the monthly sales of passenger cars in India exceeded 100,000 units

in February 2009.

The beginnings of automotive industry in India can be traced during 1940s. After the nation

became independent in the year 1947, the Indian Government and the private sector launched

their efforts to establish an automotive component manufacturing industry to meet the needs

of the automobile industry. The growth of this segment was however not so encouraging in

the initial stage and through the 1950s and 1960s on account of nationalization combined

with the license raj that was hampering the private sector in the country. However, the period

that followed 1970s, witnessed a sizeable growth contributed by tractors, scooters and

commercial vehicles. Even till those days, cars were something of a sort of a major luxury.

Eventually, the country saw the entry of Japanese manufacturers establishing Maruti Udyog.

During the period that followed, several foreign based companies started joint ventures with

Indian companies.

During 1980s, several Japanese manufacturers started joint-ventures for manufacturing

motorcycles and light commercial-vehicles. During this time, that the Indian government



selected Suzuki for a joint-venture to produce small cars. Following the economic

liberalization in 1991 and the weakening of the license raj, several Indian and multi-national

car companies launched their operations on the soil. After this, automotive component and

automobile manufacturing growth remarkably speed-up to meet the demands of domestic and

export needs.

Experts have an opinion that during the early stages the policies and the treatment by the

Indian government were not favorable to the development of the automobile industry.

However, the liberalization policy and various tax reliefs announced by the Indian

government over the recent past have pronounced a significantly encouraging impact on this

industry segment. Estimates reveal that owing to several boosting factors, Indian automobile

industry has been growing at a pace of about 18% per year. Therefore, global automobile

giants like Volvo, General Motors and Ford have started looking at India as a prospective hot

destination to establish and expand their operations.

Like many other nations India’s highly developed transportation system has played a very

important role in the development of the country’s economy over the past to this day. One

can say that the automobile industry in the country has occupied a solid space in the platform

of Indian economy. Empowered by its present growth, today the automobile industry in the

country can produce a diverse range of vehicles under three broad categories namely cars,

two-wheelers and heavy vehicles.

Exports of Automobile Industry

Today, India is among the world’s largest producers of small cars. The New York Times has

rated India as a very strong engineering base with an incomparable expertise in the arena of

manufacturing a number of low-cost, fuel-efficient cars has encouraged the expansion plans

of the manufacturing facilities of a number of automobile leaders like Hyundai Motors,

Nissan, Toyota, Volkswagen and Suzuki.

On 22 February 2010, Hyundai motors exported its 10,00,000th car, the feat which was

achieved by the firm in just over 10 years. Hyundai Motors is the largest passenger car

exporter and the second largest car manufacturer in the country. In the similar lines, General

Motors has announced its plans to export not less than 50,000 cars made in India by the year

2011. In yet another proposal, Ford Motors is to setup a manufacturing facility costing about

US$500 million in India with an annual capacity of 250,000 cars. The firm has stated that the



facility will play a major part in its strategic plan to make India a hub for its global

production business. In yet another significant move, Fiat motors has stated that it will source

a big volume of auto components from India worth about US$1 billion. In the year 2009,

India overtook China by emerging as the fourth largest exporter of cars in Asia.

Various Segments of the Indian Automobile Industry

Motor cycles manufacture makes up the major share in the two-wheeler segment of the

Indian automobile industry. About 50% of the motorcylcles are manufactured by Hero

Honda. While Honda manufactures about 46% of the scooters, TVS produces 82% of the

mopeds running on the Indian roads.

About 40% of the three-wheelers manufactured in India are used for transporting goods with Piaggio manufacturing 40% of the vehicles sold in the Indian market. On the other hand, Bajaj has emerged as the leader in manufacturing three-wheelers used for passenger transport. The firm produces about 68% percent of the three wheelers used for passenger transport in India. The Indian passenger vehicle segment is dominated by cars which make up about 80% of it. Maruti Suzuki manufactures about 52% of passenger cars while the firm enjoys a complete monopoly in the manufacture of multi-purpose vehicles. In the utility vehicles segment Mahindra makes up a 42% share.

Tata Motors is the leader in the Indian commercial vehicles market while it holds more than 60% share. Tata Motors also enjoys the credit of being the world’s fifth largest manufacturer of medium and heavy commercial vehicles.

Potential of Indian Automobile Industry

There is a very stiff competition in the automobile industry segment in India. This has helped

many to realize their dreams of driving the most luxurious cars. During the recent past, a

number of overseas companies have started grabbing a big chunk of the market share in both

domestic and export sales. Every new day dawns in India with some new launches by active

players in the Indian automobile arena. By introducing some low cost cars, the industry had

made it possible for common men to buy cars for their personal use. With some innovative

strategies and by adopting some alternative remedial measures, the Indian automobile

industry has successfully come unaffected out of the global financial crisis.

While the automobile industry in India is the ninth largest in the world, the country emerged

as the fourth largest automobiles exporter on the globe following Japan, South Korea and

Thailand, in the year 2009. Over and above, a number of automobile manufacturers based in

India have expanded their operations around the globe also giving way for a number of

reputed MNCs to enthusiastically invest in the Indian automobile sector.



Nissan Motors has revealed its prospective plans to export 250,000 vehicles produced in its

India plant by the year 2011. General Motors has also come up with similar plans.

During the current fiscal year, the Indian automobile industry rode high on the resurgence of

consumer demand in the country as a result of the Government’s fiscal stimulus and

attractively low interest rates. As a result the total turnover of the domestic automobile

industry increased by about 27 per cent.

A reply produced in the Lok Sabha recently has quoted data from the Society of Indian Automobile Manufacturers and has revealed that the total turnover of the Indian automobile Industry in April-February 2009-10 was 1,62,708.77 crore.

This is a remarkable achievement compared with the total revenue of Rs 1,28,384.53 crore reported during the same period of last fiscal year. Specifically, the segment of commercial vehicles witnessed the biggest jump in revenues by 31 per cent by reporting Rs 38,845.09 crore. During the same period, the passenger vehicle segment in the country witnessed a growth of 27 per cent over the last fiscal year by reporting a total revenue of Rs 76,545.96 crores. These figures imply a highly prospective road lying immediately ahead of the Indian automobile industry.

Predictions made by Ernst and Young have estimated that the Indian passenger car market will have a growth rate of about 12 percent per annum over the next five years to reach the production of 3.75 million units by the year 2014. The analysts have further stated that the industry’s turnover will touch $155 billion by 2016. This achievement will succeed in consolidating India’s position as the seventh largest automobiles manufacturer on the globe, eventually surging forth to become the third largest by the year 2030 behind China and the US.

The Automotive Mission Plan launched by the Indian government has envisaged that the

country will emerge as the seventh largest car maker on the globe thereby contributing more

than 10 percent to the nation’s $1.2-trillion economy.

Further, industry experts believe that the nation will soon establish its stand as an automobile

hub exporting about 2.75 million units and selling about a million units to be operated on the

domestic roads.



COMPANY PROFILE

Piaggio based in Ponte era, Italy encompasses seven brands of scooters, motorcycles and

compact commercial vehicles. As the fourth largest producer of scooters and motorcycles in

the world, Piaggio produces more than 600,000 vehicles annually, with five research and

development centers, more than 6,700 employees and operations in over 50 countries.

Founded by Rinaldo Piaggio in 1884, Piaggio initially produced locomotives and railway

carriages. During World War I the company focused on producing aircraft.

During World War II the company produced bomber aircraft, but Piaggio emerged from the

conflict with its Ponte era plant completely demolished by Allied bombing. Italy's crippled

economy and the disastrous state of the roads did not assist in the redevelopment of the

automobile markets. Enrico Piaggio, the son of Piaggio's founder Rinaldo Piaggio, decided to

leave the aeronautical field in order to address Italy's urgent need for a modern and

affordable mode of transportation. The idea was to design an inexpensive vehicle for the

masses.

Aeronautical engineer Corradino D'Ascanio, responsible for the design and construction of

the first modern helicopter by Agusta, was asked by Enrico Piaggio to create a simple, robust

and affordable vehicle. The vehicle had to be easy to drive for both men and women, be able

to carry a passenger, and not get its driver's clothes dirty. In 1946 Piaggio launched the

legendary Vespa scooter (Italian for "wasp") and within ten years over a million units had

been produced. The Italian language gained a new word, "vespare", meaning to go

somewhere on a Vespa.

Development

With strong cash flow emanating from the success of the Vespa, Piaggio developed other

products, including the 1957 Vespa 400, a tiny passenger car.

In 1959, Piaggio came under the control of the Agnelli family, the owners of car maker Fiat

SpA. In 1964 the two divisions (aeronautical and motorcycle) split to become two

independent companies as a result of the wide ownership by Fiat in Italian industry. The

aeronautical division was named IAM Rinaldo Piaggio. The aircraft company Piaggio Aero

is controlled by the family of Piero Ferrari, who still hold 10% of the famous car maker

Ferrari.


http://en.wikipedia.org/wiki/Ferrari

http://en.wikipedia.org/wiki/Piaggio_Aero

http://en.wikipedia.org/wiki/Fiat


http://en.wikipedia.org/wiki/Vespa_400

http://en.wikipedia.org/wiki/Vespa

http://en.wikipedia.org/wiki/Agusta

http://en.wikipedia.org/wiki/Corradino_D'Ascanio

http://en.wikipedia.org/wiki/Enrico_Piaggio

http://en.wikipedia.org/wiki/Pontedera

http://en.wikipedia.org/wiki/World_War_II

http://en.wikipedia.org/wiki/World_War_I

http://en.wikipedia.org/wiki/Italy

http://en.wikipedia.org/wiki/Pontedera


In 1969 the motorcycle company purchased Gilera.

Under new ownership

In 1959, Piaggio came under the control of the Agnelli family, the owners of car maker Fiat

SpA. Vespa thrived, until 1992, when Giovanni Alberto Agnelli became CEO, but Agnelli

was already suffering from cancer and died in 1997. In 1999 Morgan Grenfell Private Equity

acquired Piaggio, but a quickly hoped-for sale was dashed by a failed joint venture in China.

In Italy, Piaggio invested 15 million euros ($19.4 million) in a new motorcycle but dropped it

after building a prototype. By the end of 2002, the company had run up 577 million euros in

debt on revenues of 945 million euros, and booked a loss of 129 million euros.

Then came Roberto Colaninno: A lot of people told me I was crazy. Piaggio wasn't dying. It

just needed to be treated better. Piaggio's financial position was in a bad shape, but its brand

was still well known and its products were featured in many Hollywood films thanks to the

Vespa ET4. In 1995, Colaninno had pulled off Europe's then largest-ever hostile takeover

when he took control of Telecom Italia SpA. In October 2003, Colaninno made an initial

investment of 100 million euros through his holding company Immsi SpA in exchange for

just under a third of Piaggio and the mandate to run it. Chief executive Rocco Sabelli

redesigned the factory on Japanese principles, and changed it so that every Piaggio scooter

could be made on any assembly line.

Unlike the turnaround recipe applied at U.S. auto makers, Mr. Colaninno did not fire a single

worker – a move which helped seduce the company's sceptical unions. "Everyone in a

company is part of the value chain," said Colaninno. All bonuses for blue-collar workers and

management were based on the same criteria: profit margins and customer satisfaction. Air

conditioning was installed in the factory for the first time, increasing productivity. He also

gave the company's engineers, who had been idled by the company's financial crisis,

deadlines for projects. They rolled out two world firsts in 2004: a gas-electric hybrid scooter

and a sophisticated tilting scooter with two wheels in front and one in back to grip the road

better.

One of Piaggio's problems Mr. Colaninno couldn't fix from the inside was its scale. Even

though Piaggio was the European market leader, it was dwarfed by rivals Honda and

Yamaha. A year after restoring Piaggio's health, Colaninno directed Piaggio's takeover of the


http://en.wikipedia.org/wiki/Yamaha_Motor_Company

http://en.wikipedia.org/wiki/Honda

http://en.wikipedia.org/w/index.php?title=Roberto_Colaninno&action=edit&redlink=1

http://en.wikipedia.org/wiki/China

http://en.wikipedia.org/wiki/Morgan_Grenfell



http://en.wikipedia.org/wiki/Gilera


Italian scooter and motorcycle manufacturer Aprilia, and with it the Aprilia-owned Moto

Guzzi, storied Italian manufacturer of motorcycles.

In 2006, Piaggio floated on the Milan Stock Exchange, becoming a Public Company.

In April 2006, the Abu Dhabi-based Mubadala Development, a principal investment

company owned by the Government of Abu Dhabi, has acquired a 35 per cent of the equity

of Piaggio Aero in order to fund new jet development.

Being responsible. Being social.As the famous adage goes, `with great power comes great responsibility’. It is our belief that in this New World Economy, Corporates must adopt inclusive policies that will help reduce the gap between the stronger and the weaker sections of the society. With this in mind, PVPL has and continues to be an agent of social and cultural improvement.In order to improve and facilitate public hygiene, PVPL has donated apé 3-wheeler Special Purpose Vehicles for Garbage Collection & Transportation. With a view to encourage greater participation from students as well as institutions, some of our initiatives in this realm are:

PVPL sponsored the National Level Science Exhibition, organized by Vidya Pratisthan, Vidya Nagari, MIDC, Baramati, attracted illustrious visitors such as the then Hon. President of India, Mr. APJ Abdul Kalam.

PVPL has sponsored the ‘Interschool Science Quiz Competition’, an event organized by Vidya Pratisthan’s D. Ed College (English & Marathi medium), MIDC, Baramati.

PVPL has donated Personal Computers to schools at Baramati.

As a move to promote disciplined driving, PVPL has sponsored one of the Traffic Signals at Baramati. PVPL has also sponsored the Baton Rally at Baramati for Commonwealth Youth Games.

Employee Welfare

In order to uplift the living standard, health and welfare of workers in factory, We do a lot of social activities like :

School Uniform distribution to kids of workers. Book distribution to their children. Career counseling Blood donation camp Health check up camps


http://en.wikipedia.org/wiki/Mubadala_Development_Company

http://en.wikipedia.org/wiki/Abu_Dhabi

http://en.wikipedia.org/wiki/Public_Company

http://en.wikipedia.org/wiki/Moto_Guzzi

http://en.wikipedia.org/wiki/Moto_Guzzi

http://en.wikipedia.org/wiki/Aprilia


VISION

To be the no. 1 and the most profitable global player with world – class quality and

technology leadership in the light commercial vehicle category offering transportation

solutions for specific customer needs.

To be perceived as a unique, high – impact, fast response, innovative and growth

oriented company which is known around the world for its unmatched level of excellence

MISSION

To become a market leader in the slight transportation vehicle segment, and achieve

the status of world Class Company which manufactures and markets a wide range of high

quality product to the total satisfaction of customer in the domestic and overseas market by

ensuring:

1. Low cost of manufacture.

2. High profitable growth.

3. Sustainable domestic and global competition

4. Maximized stake holder’s satisfaction and pride.

5. Business ethics.

Through a continuous improvement of processes focused on:

1. Total quality

2. Resource production

3. Technology

4. Cost effectiveness



Ape Piaggio Three-Wheeler Parts

The company is specialized in the manufacturing and supplying of highly acclaimed

Ape Piaggio Three-Wheeler Parts in the international market. Our Three-Wheeler Spare

Parts are available in the widest range of varieties and specifications. The wide range of our

automotive parts includes cluster gear, clutch bells, clutch plates, diaphragm kit and so on

and so forth. They are manufactured from the best quality materials so they are highly

endurable with low maintenance. Apart from that, we are one of the most renowned Ape

Piaggio Three-Wheeler Parts Suppliers in the country.

At the end of World War II, most Italians, badly affected by the war, lacked means of

transport, and more importantly, the financial means to acquire full-sized four-wheeled

vehicles. In 1947 the inventor of the Vespa, aircraft designer Corradino D'Ascanio, came up

with the idea of building a light three-wheeled commercial vehicle to power Italy's

economical reconstruction, an idea which found favour with Enrico Piaggio, the son of the

firm's founder, Rinaldo. The very first Ape model and the mark immediately following it

were mechanically a Vespa with two wheels added to the rear, with a flat-bed structure on

top of the rear axle. The early sales brochures and adverts referred to the vehicle as the

VespaCar or TriVespa; it cost 170,000 lire. The first Apes featured 50cc, 125cc or 150cc and

more recently 175cc engines. By the time of the 1964 Ape D, a cab was added to protect the

driver from the elements. The Ape has been in continuous production since its inception and

has been produced in a variety of different body styles in Italy and India.

Controlled with scooter style handlebars, the original Ape was designed to seat one,

but can accommodate a passenger (with a tight fit) in its cab. A door is provided on each

side, making it quicker to get out of the vehicle when making deliveries to different sides of

the road. Performance is suited to the job of light delivery, with good torque for hills but a

low top speed, which is irrelevant in the urban settings for it was designed. Outside of towns,

Apes are customarily driven as close as possible to the curb to allow traffic to pass.


http://en.wikipedia.org/wiki/Torque

http://en.wikipedia.org/wiki/Italian_lira

http://en.wikipedia.org/wiki/Enrico_Piaggio

http://en.wikipedia.org/wiki/Corradino_D'Ascanio

http://en.wikipedia.org/wiki/Vespa

http://en.wikipedia.org/wiki/World_War_II


Product Profile:

Model history and descriptions

1948-1952 - Ape A: 125cc engine, wooden pick up bed, front fork mounted to the left

of the wheel hub and column mounted gear lever.

1952-1956 - Ape B: similar to the A model but with a 150cc engine, a pressed steel

cargo bed, front fork mounted to the right of the wheel hub and cable operated

gearchange.

1956-1967 - Ape C: Still sporting a 150 cc engine but with a major redesign: the first

Ape with an enclosed cab, the engine uses a 5% oil mix and is sited under the driver's

seat. It was still manually started, but electric start was optional.

1967-1974 - Ape D: 175cc engine. Featured a trapezoidal headlight fitted on the

bulkhead rather than the mudguard and an intake valve that allowed the engine to run

with a 2% oil mix. The first Ape with cab heater.

1965-1973 - Ape E: Identical to the D model but with a 150cc engine.

1968-1978 - Ape MP: MP stood for Motore Posteriore (Rear Engine), the engine was

moved from the cab to the rear to improve comfort.

1970-1978 - Ape E/400R: 175cc engine and minor changes.

1979-1981 - Ape P: 175cc, with minor changes.

1981-1993 - Ape 500: 175cc, new bulkhead with two headlights.

1993-to now - Ape 50: 49.8 cc, redesign of the headlights incorporating side lights.

1993-to now - Ape TM: 218cc petrol and 412cc diesel variants. Maximum speed for

the petrol version is 60 km/h, 63 km/h for the diesel version.[7]

1994-to now - Ape Web, 49.8cc engine, redesigned headlights front and rear.

2000-to now - Ape Cross 50: sport-look restyling of preceding Ape Web.

2006-to now - Ape Classic, built in India with a Lombardini 422cc Diesel engine.


http://en.wikipedia.org/wiki/Piaggio_Ape#cite_note-6

http://en.wikipedia.org/wiki/Diesel_engine

http://en.wikipedia.org/wiki/Gear_stick

http://en.wikipedia.org/wiki/Pickup_truck


An Ape Van

Current Version in India, 2010

An Ape used for pizza delivery


http://en.wikipedia.org/wiki/File:Piaggio_Ape_Kasten.jpg

http://en.wikipedia.org/wiki/File:ApeIndiaCrop.JPG

http://en.wikipedia.org/wiki/File:MHV_Piaggio_Ape_01.jpg

http://en.wikipedia.org/wiki/File:Ape_Calessino.jpg


The Ape Calessino at EICMA 2007

CHAPTER-IV

DATA ANALYSIS

&

INTERPRETATIONS



Experiences in the Present Field:

It is necessary to know how long the dealers are in the market. The table shown

below is the data relating to the years of experience of dealers in the present market.

Table: Experience in the Present Field

LENGTH RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

1-2 YEARS 21 17.5

3-4 YEARS 47 39.16

5-6 YEARS 22 18.33

ABOVE 6 YEARS 30 25

TOTAL 120 100%



GRAPH: Experience in the Present Field

1-2 YEARS 3-4 YEARS 5-6 YEARS ABOVE 6 YEARS

0

5

10

15

20

25

30

35

40

45

17.5

39.16

18.33

25

Experience in Present Field

PERSENTAGE OF RE-SPONDENTS (%)

INFERENCE:

The table shows that 17.5% of respondents are having experience between 1-2 years

in dealership and 39.16% of respondents are having experience between 3-4 years in

dealership and 18.33% of respondents have experience 5-6 years in dealership and 25%

respondents have experience above 6 years. Majority (39%) of the dealers are with the

experience of 3 to4 years.



MODELS DEAL BY DEALERS:

Dealer’s data relating to preferences over different types of models they wish to deal

are tabulated in the table shown below.

Table: Models Deal by Dealers

APE MODELS NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

Ape Van 16 13

Ape Calessino 12 10

Ape Cargo 15 13

ALL 77 64

Total 120 100



GRAPH: Models Deal By Dealers

Ape Van Ape Calessino Ape Carbo ALL

13 10 13

64

types of Models deal by the dealersPERSENTAGE OF RESPONDENTS (%)

INFERENCE

The graph shows that 13% of respondent dealing with Ape Calessino 10% percent is

dealing with Ape Cargo, and 13% percent are dealing with Ape Van remaining 64% percent

dealing with All Models.



The Demanded Models:

Dealers arrive at various perception levels based on what they see in these day to day

business. In fact their may not be the industry aggregate fact, the table shown below is sum

up the preferences on aspect of fast moving

Table: The Demanded Modals

TYPE OF VEHICLES NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

Ape Van 50 41.66

Ape Calessino 39 32.5

Ape Cargo 21 17.5

ALL 10 8.33

TOTAL 120 100



GRAPH: The Demanded Modals

Ape Van

Ape Cale

ssino

Ape Carg

o ALL05

1015202530354045

41.66

32.5

17.5

8.33

Demanded Modals


INFERENCE:

The graph shows that 41.66% percent of respondent said that Ape Van, 32.5% percent of

respondents said that Ape Calessino and 17.5% percent of respondents said that Ape Cargo

and 8.33% of respondents said that all types of Modal are moving fastly. Ape Van is

41.66%fast highly demanded modal in the market.



The Reasons For Particular Type Of Modal Demanded In The Market:

Dealer’s perception relating to the reasons on why a particular type of modal is

demanded in the market has been tabulated in the table shown below.

Table: The Reasons for Particular Type of modal is demanded In the Market

REASONS NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS

(%)

QUALITY 52 43.33

PRICE 14 11.66

ADVERTISEMENT 32 26.66

BRAND IMAGE 22 18.33

TOTAL 120 100



Graph: The Reasons for Particular Type of modal is demanded In the Market

INFRRENCE:

43.33% of respondents said that Quality is main reason for high demand and 11.66% of

respondents said that price is main reason for highly demanded and 26.66 % of respondents

said that advertisement is main reason and 18.33% of respondents said that brand image is

main reason. The 43.33 % of respondents said that quality is main reason for the demand of

the model.


QUALITY

PRICE

ADVERTIS

EMEN

T

BRAND IMAGE

0

10

20

30

40

43.33

11.66

26.6618.33

Reason for Particular Modal Demanded



Types of Modals Recommended By Dealers

Dealer’s recommendations to the customers have tremendous impact in the market.

Dealers are as had to what they suggest most when a customer comes for his suggestion. The

data relating to the table shown below.

TYPE OF VEHICLES NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

Ape Van 58 48.33

Ape Calessino 36 30

Ape Cargo 14 11.66

ALL 12 10

TOTAL 120 100

Table: Types of Vehicle Recommended By Dealers



GRAPH: Types of vehicle Recommended By Dealers

Ape Van

Ape Cale

ssino

Ape Carg

oALL

0

10

20

30

40

50

Models Recommended By Dealers

PERSENTAGE OF RESPONDENTS (%)

INFERENCE:

The graph shows that 48.33 % of respondents are recommending Ape Model of

vehicles to customers and 30% of respondents are recommending Ape Calessio types of

vehicles to customers and 11.66% of respondents are respondent are recommending Ape

Cargo type of vehicles to customers. And 10% of the Dealers Recommending all Models.



Motives to Recommend a Particular Brand:

Data relating to Dealers motives for recommending a particular type of brand of

vehicles has been tabulated in the table shown below

Table: Motives to Recommend a Particular Brand

FACTORS NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

PRODUCT QUALITY 51 42.5

RESPONSIBLE PRICE 34 28.33

MILEAGE 15 12.5

INCENTIVES FROM

COMPANY

20 16.67

TOTAL 120 100



GRAPH: Motives to Recommend a Particular Brand

PRODUCT QUALIT

Y

RESPONSIB

LE PRICE

PACKAGE

INSENTIV

ES FR

OM COMPANY0

10

20

30

4042.5

28.33

12.516.67

Motives for the Brand Model


INFERENCE:

42.5% of the respondents said that product quality is the main factor to recommend

the Model 28.33% 12.5% and 16.67% the respondents said that responsible price, Mileage,

incentives from the company are the other factors to recommend the particular model.



Major Factors That Influence The Customer While Purchasing Ape

Vehicle:

Data relating to various factors influencing the customer’s tremendous impact in the

market. While they are purchasing vehicles has been tabulated in the table shown below.

Table: 4.7 Major Factors That Influence the Customer While Purchasing Ape Vehicle:


RESPONDENTS (%)

QUALITY 49 40.83

PRICE 36 30

BRAND IMAGE 35 29.17

TOTAL 120 100



GRAPH: Major Factors That Influence the Customer While Purchasing Vehicle

QUALITY PRICE BRAND IMAGE05

1015202530354045

40.83

30 29.17

Factors Influence for buying a Vehicle


INFERENCE:

40.83% of respondents satisfied with quality, 30% of respondents are satisfied with

price and 29.17% of respondents are satisfied with Brand Image to purchase particular type

of Model 40.83% of respondents have satisfied with quality to purchase a particular type of

Model.



Dealers Opinion about Piaggio Ape Vehicles:

Dealer’s perception it’s necessary to know the opinion of Piaggio Ape Vehicles. Data

relating to different Dealers opinion about Sasya Motors has been tabulated in the table

shown below.

Table: 4. 8 Dealers Opinion about piaggio Ape Models

OPINION NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

PERFORMING VERY

GOOD

28 23.33

PERFORMING GOOD 37 30.84

PERFORMING SATISFIED 55 45.83

PERFORMING POOR 00 0.0

TOTAL 120 100



GRAPH: Dealers Opinion about Piaggio Ape Vehicles.

PERFO

RMING VERY G

OOD

PERFO

RMING GOOD

PERFO

RMING SATIS

FIED

PERFO

RMING POOR0

10

20

30

40

50

23.3330.84

45.83

0

Performance of the Vehicles


INFERENCE:

The graph shows that 23.33% of respondents said that Piaggio Ape is very good,

30.84% of respondents said that Piaggio Ape is good, 45.83% of respondents said that

Piaggio Ape is satisfactory. It leads to conclude that 45.83% of respondents said that Piaggio

Ape is satisfactory.



Satisfaction with the Credit Facility:

Dealer’s perception data relating to the reason on satisfaction level with the credit

facility about Sasya Motors has been tabulated table which is shown below.

Table: Satisfactions with the Credit Facility

CHARACTERISTICS NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

HIGHLY SATISFIED 12 10

SATISFIED 66 55

CAN’T SAY 12 10

DIS SATISFIED 24 20

HIGHLY DIS SATISFIED 6 5

TOTAL 120 100



GRAPH: Satisfactions with the Credit Facility

HIGHLY SA

TISFIE

D

SATIS

FIED

CAN’T SA

Y

DIS SA

TISFIE

D

HIGHLY DIS

SATIS

FIED

0102030405060

10

55

1020

5

Satisfaction on Credit Facility


INFERENCE:

10% of respondent high satisfied is characteristic, and, 55%, of respondents satisfied with

characteristics and 10% cant, t say to respondent of characteristics, 20% of dis-satisfied, with

respondent of characteristics & 5% of respondents high dis-satified,with characteristics of

Sasya Motors. The graph shows that 55% of dealers are satisfied about their credit facility in

Sasya Motors.



Influencers to Lanco:

Dealer’s perception to data relating to the various influences to Piaggio Ape vehicles

has been tabulated in the table shown below.

TABLE: Influencers to Piaggio Ape vehicles


RESPONDENTS (%)

ADVERTISEMENT 36 30

PRICE 18 15

MILEAGE 10 8.33

QUALITY 56 46.67

TOTAL 120 120



GRAPH: Influencers to Piaggio Ape vehicles

ADVER-TISEMENT

PRICE MILEAGE QUALITY05

101520253035404550

PERSENTAGE OF RESPONDENTS (%)


INFERNCE:

The table shows that 30% of respondents suggest that advertisements has to improve

15% of respondents suggest that price has to improve, 8.33% of respondents suggest that

Mileage has to increase 46.67% of respondents suggest that to improve quality. It leads to

conclude that 46.67% of respondents said that improve quality towards area of improvement

Piaggio Ape vehicles.



Feed Back On Piaggio Ape Vehicles:

Dealer’s perception, data relating to dealers feedback on Sasya Motors has been

various type of tabulated in the table no: 4.13. The relevant graph (no: 4.12) follows.

Table: Feed Back On Piaggio Ape Vehicles

NEGATIVE POINTS NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

NO ADVERTISEMENT 20 16.66

LESS COMMISSION 35 29.16

LACK OF MODELS 53 44.17

OTHERS 12 10

TOTAL 120 100



GRAPH: Feed Back On Piaggio Ape Vehicles

NO ADVERTIS

EMEN

T

LESS C

OMMISSIO

N

LACK O

F MODELS

OTHER

S0

10

20

30

40

50

feed back on Piaggio Ape Vehicles


INFERENCE:

Dealers regarding the negative points of Piaggio Ape Vehicles 44.17% dealers said that

there is Lack of Models, 16.66% of dealers said that no advertisement was a negative aspect,

29.16% of dealers said that other factors are negative points. It leads to conclude that 44.17%

of dealers said that there is lack of Models is the negative point of Piaggio Ape Vehicles.



Support Desired:

Dealer’s perception, data relating to dealers support with different types of support

from the Piaggio Ape ltd. It has been tabulated in the table shown below.

Table: Supports Desired

TYPES OF SUPPORT NO: OF RESPONDENTS PERSENTAGE OF

RESPONDENTS (%)

CREDIT 28 23.33

DISCOUNT 53 44.17

TRANSPORTATION 25 20.83

ADVERTISEMENT 14 11.67

TOTAL 120 100



GRAPH: Supports Desired

CREDIT

DISCOUNT

TRANSP

ORTATIO

N

ADVERTIS

EMEN

T05

101520253035404550

Supports Desired


INFERNCE:

The graph shows that 23.33% of respondents said that credit is need 44.17% of

respondents said that discounts are needed, 20.83% of respondents said that transportation is

need 11.67% of respondents said that advertisement is needed. It leads to conclude that

44.17% of respondents said that the discounts are needed from the company.



CHAPTER-V

FINDINGS

SUGGESTIONS

CONCLUSION



FINDINGS

Dealers who are retailing Piaggio Ape having 2-5 years of experience.

As per customer preference dealers are purchasing mostly Ape Van and Ape Cargo.

Dealers are expressed their opinion that Ape Van is highly demanded Vehicle

compared to others.

Quality is main factor that influence sales in the competitive market.

Dealers are mostly recommended Ape Van to customers. Other models occupied

second place.

Mileage of the vehicle is major factor used by dealers to recommend the Piaggio Ape

Vehicle.

Majority of dealers having positive opinion about Piaggio Ape Vehicles. It is the

reason behind high sales of Piaggio Ape Vehicles.

Piaggio Ape distributors are providing credit facility in satisfactory to dealers. It helps

the dealers to maintain the availability of the product.

Advertisements should need to be improving the sales of the Piaggio Ape Models.

Company is providing various beneficiary activities to dealers, to support them.



SUGGESTION

To lead the market Piaggio Ape Company should increase the

strength of the Models.

Some of dealers have informed that there is variation in

company sales price. The management should maintain price

list to all dealers.

The sales of Sasya Motors will be increased by the numbers

of dealers in Kurnool district.

Most of the dealers are not maintaining the customers list; all

the dealers must be maintaining customers list.

Collection of information about competitors is an additional

problem for the dealers.

Company has to make efforts to educate the dealers on how

beneficial it is to maintain safety.



CONCLUSION

The study clearly shows that almost all the dealers are satisfied at their

work. However management had to try to make some improvements

suggested by the dealers. Dealer’s perception regarding factors such as quality,

brand, image, price, durability etc., factors are influencing to purchasing a

particular brand. Creating aware of Piaggio Ape Vehicles, Sasya Motors

through media of advertising to improve the area of sales, at present Sasya

Motors is satisfactory but, still it needs to go promotion out lets.



CHAPTER-VI

BIBILOGRAPHY



BIBLIOGRAPHY

BOOKS:

Marketing Management : PHILLIP KOTLER

Research Methodology : KOTHARI. C.R.

Principles of Management : PHILLIP KOTLER

Consumer Behavior : SCHIFFMAN

Marketing Research : G.C BERI

Service Marketing : M.K.RAMPAL

Magazines : Business World

Business Today

Websites:

www.google.com

www.prenhall.com/kotler

www.marketingzone.com

www.piaggio.co.in


http://www.piaggio.co.in/

http://www.marketingzone.com/

http://www.google.com/


CHAPTER-VII

ANNEXURE



DEALERS PERCEPTION

Sir.

Please spend your valuable time and cooperate to me about my project work. The

information given by you will be used only for my academic purpose.

(1) Name of the dealer:

(2) Age :

(3) Income :

(4) Adders :

1). Experience in the present field [ ]

(a) 1-2years b) 3-4years c) 5-6years d) above6years

(2). Types of Model Deals by dealers. [ ]

a) Ape Van b) Ape Calessino

c) Ape Cargo d) All

(3). which is the fast moving vehicles from your outlet. [ ]


c) Ape Cargo d) All

(4).what is the reasons for particular type of vehicles moving fast

In the market. [ ]

a) Quality. b) Price c) Advertisement d) Brand image

(5). which type of vehicles do you recommend. [ ]


c) Ape Cargo d) All

(6) What motives you to recommend a particular brand. [ ]

a) Product quality b) reasonable prize

c) Package d) incentive’s from company

(7) What are the major factors that influence the customer while purchasing

Vehicles. [ ]

a) Only quality b) only price c) Brand Image



(8) What is your opinion on lanco vehicles. [ ]

a) Performing Very good b) Performing good

c) Performing satisfaction d) Performing poor

(9) Are you satisfied with credit facility providing by Lanco vehicles. [ ]

a) High satisfaction b) satisfaction c) can’t say

d) Dissatisfaction d) high dissatisfaction

(10) What are Sasya Motors has to join to handle influences. [ ]

a) Advertisement b) price c) Mileage d) quality

(11) Feedback on Piaggio Ape Vehicle. [ ]

a) No advertisement b) price c) Lack of Models d) others

(12) What type of support desired from the company. [ ]

a) Credit b) discount c) Transportation d) advertisement

13. Any Valuable Suggestions:

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__

Thank You.


dealer perception

Documents

price products

marketing textbook

term marketing

old sense of marketing

various products

design products

heart of modern marketing

new customers