INDUSTRIAL INTERNSHIP PROJECT REPORT

On

To POTENTIAL MARKETING OF COMMERCIAL

VECHILE THROUGH NATIONALISED BANK

For

TATA Motors Limited

Towards partial fulfillment of

Post Graduate Diploma in Management (PGDM)
(2 years Post Graduation Programme approved by AICTE, MHRD, GOI)

Under the Guidance of Under the Supervision of

Mr. SANTOSH KUMAR SINGH DR.RAJEEV SIKRORIA

Territory sales manager Senior Lecturer

Submitted By
AJIT KUMAR SINGH
Roll no. 2009111004

Academic Session 2009-2010

Faculty of PGDM
Babu Banarasi Das
Educational Society’s Group of Institutions
Sector I, Dr. Akhilesh Das Nagar, Faizabad Road, Lucknow (U.P.) India
 Acknowledgement

I, hereby acknowledge TATA Motors Ltd, for providing me the constant guidance for

encouragement, which helped me a lot to be successful in my efforts. Through this project, I have

tried my best to make a step forward on my way to be a good manager.

This formal acknowledgement will hardly be sufficient to express my deep sense of gratitude to all

of them. It was memorable experience while doing my project at TATA Motors Ltd. Lucknow. I

would therefore like to express my heartiest gratitude towards each of them.

I would like to thank Mr.Santosh Kumar Singh (Territory sales manager, Commercial Vehicle

Business Unit, Lucknow) along with Mr, .Brijesh Pandey (Work Manager, MGS AUTO

FAB, Lucknow) for their constant supervision and guidance which greatly broadened the

scope of my training program. My sincere thanks to entire Commercial Vehicle Business Unit

staffs for their cooperation in sharing some important knowledge which could help me in proper

analysis and completion of this project

AJIT KUMAR SINGH

TRAINING AT TATA MOTORS

Main Job at Tata Motors

The main objective of the summer training at Tata motors was to conduct a

market research, and explore the unnoticed opportunities those exist in the

market and suggest some data backed recommendations which on

application should provide the results desired by the company. ,part from the

research work Tata motors gave me a valuable opportunity making me aware

about their products, marketing strategies and also to current competitive

word through different learning sessions organized concerned persons of Tata

Motors.

Along with the research my responsibility also included making the Bankers

aware of the product that is Tata commercial vehicle, and to answer the

banker FAQs regarding the product.

In the process of this 1 also managed the sales and marketing of the product,

for this first the target customers were identified than, their addresses were

obtained by using internet and from the previous information that resided ilh

Tata motors. We made them aware about our tie-up of TATA motors

nationalized bank. Than these customers list were given to the sales persons

of the dealer, for further processes by which sales of the product can be

increased in future.
 Table of contents

1. Executive summary

2. Company Profile

3. Product Profile

4. Market scenario

5. SWOT Analysis

6. Implementation of plan

7. Project Methodology

8. Data Analysis

9. Observations and findings

10.Recommendation

11.Conclusion

 Annexure

 Bibliography
 Executive Summary

1 got this golden opportunity to work as a summer trainee at Tata Motors.

This training helped me to get hands on experience of a marketing project my

project was related with marketing of commercial vehicle through

nationalized bank. 1 was required to prepare questionnaire.

to extract the information from banks.

A thorough literature survey was carried out to understand the market

and on that basis I was able to carry out my research successfully.

To carry out the survey we were required to visit various banks. We

visited banks and talked with the branch managers and concern authority and

heard their grievances. We told them about market scenario. We recorded

their responses and then analysis was carried out on that data. We visited

banks and talked to the decision making authority regarding selling of

commercial vehicles through nationalized bank.

The follow up for promotion was carried out through telecalling. The

responses were recorded and data analysis was carried out.

Thus, by collecting primary and secondary data various findings were

made and accordingly recommendations were given.

The project is designed with a motto to increase the sale of

commercial vehicle with the help of nationalized bank.

 COMPANY PROFILE
Tata Motors Limited is India's largest automobile company, with standalone

revenues of Rs. 25,660, 79 crores (USD 5.5 billion) in 2008-09. It is the leader

in commercial vehicles in each segment, and among the top three in passenger

vehicles with winning products in the compact, midsize car and utility vehicle

segments. The company is the world's fourth largest truck manufacturer, and the

world's second largest bus manufacture. The company's 23,000 employees are

guided by the vision to be "best in the manner in which we operate, best in the

products we deliver, and best in our value system and ethics.

"Established in 1945, Tata Motors' presence indeed cuts across the length

and breadth of India. Over 4 million Tata vehicles ply on Indian roads,

since the first rolled out in 1954. The company's manufacturing base in

India is spread across Jamshedpur (Jharkhand), Pune (Maharashtra),

Lucknow (Uttar Pradesh) 5 Pantnagar (Uttarakhand) and Dharwad

(Karnataka), Following a strategic alliance with Fiat in 2005, it has set up an

industrial joint venture with Fiat Group Automobiles at Ranjangaon

(Maharashtra) to produce both Fiat and Tata cars and Fiat power trains. The

company is establishing a new plant at Sanand (Gujarat). The company's

dealership, sales, services and spare parts network comprises over 3500

touch points; Tata Motors also distributes and markets Fiat branded cars in

India.

Tata Motors, the first company from India's engineering sector to be listed in

the New York Stock Exchange (September 2004), has also emerged as an

international automobile company

 Through subsidiaries and associate companies, Tata Motors has operations in

the UK, South Korea, Thailand and Spain. Among omer needs. Besides product

development, R&D is also focusing on environment-friendly technologies in

emissions and alt them is Jaguar Land Rover, a business comprising the two iconic

British brands that was acquired in 2008, In 2004, it acquired the Daewoo

Commercial Vehicles Company, South Korea's second largest truck maker. The

rechristened Tata Daewoo Commercial Vehicles Company has launched several

new products in the Korean market, while also exporting these products to several

international markets. Today two-thirds of heavy commercial vehicle exports out

of South Korea are from Tata Daewoo. In 2005, Tata Motors acquired a 21% stake

in Hispano Carrocera, a reputed Spanish bus and coach manufacturer, with an option

to acquire the remaining stake as well Hispano's presence is being expanded in other

markets. In 2006, it formed a joint venture with the Brazil-based Marcopolo, a global

leader in body-building for buses and coaches to manufacture fully-built buses and

coaches for India and select international markets. In 2006, Tata Motors entered into

joint venture with Thonburi Automotive Assembly Plant Company of

Thailand to manufacture and market the company's pickup vehicles in Thailand,

The new plant of Tata Motors (Thailand) has begun production of the Xenon pickup

truck, with the Xenon having been launched in Thailand at the Bangkok Motor

Show 2008.

Tata Motors is also expanding its international footprint, established through

exports since 1961. The company's commercial and passenger vehicles are already

being marketed in several countries in Europe, Africa, the Middle East, South East

Asia, South Asia and South America. It has franchisee/joint venture assembly
operations in Kenya, Bangladesh, Ukraine, Russia and Senegal
The foundation of the company's growth over the last 50 years is a deep

understanding of economic stimuli and customer needs, and the ability to

translate them into customer-desired offerings through leading edge R&D,

With over 2,000 engineers and scientists, the company's Engineering

Research Centre, established in 1966, has enabled pioneering technologies

and products. The company today has R&D centre in Pune, Jamshedpur,

Lucknow, in India, and in South Korea, Spain, and the UK. It was Tata

Motors, which developed the first indigenously developed Light

Commercial Vehicle, India's first Sports Utility Vehicle and, in 1998, the

Tata Indica, India's first fully indigenous passenger car. Within two years of

launch, Tata Indica became India's largest selling car in its segment. In

2005, Tata Motors created a new segment by launching the Tata Ace,

India's first indigenously developed mini-truck.

In January 2008, Tata Motors unveiled its People's Car, the Tata Nano,

which India and the world have been looking forward to. The Tata Nano has

been subsequently launched, as planned, in India in March 2009. A

development, which signifies a first for the global automobile industry, the

Nano brings the comfort and safety of a car within the reach of thousands of

families. The standard version has been priced at Rs. 100000 (excluding

VAT and transportation cost).

Designed with a family in mind, it has a roomy passenger compartment

with generous leg space and head room. It can comfortably seat four

persons. Its mono-volume design will set a new benchmark among small

cars. Its safety performance exceeds regulatory requirements in India. Its

tailpipe emission performance too exceeds regulatory requirements. In

terms of overall pollutants, it has a lower pollution level than two-wheelers

being manufactured in India today. The lean design strategy has Helped

minimise weight, which helps maximize performance per unit of energy

consumed and delivers high fuel efficiency. The high fuel efficiency also

ensures that the car has low carbon dioxide emissions, thereby providing the

twin benefits of an affordable transportation solution with a low carbon

footprint.
 In May 2009, Tata Motors ushered in a new era in the Indian automobile industry,

in keeping with its pioneering tradition, by unveiling its new range of world standard

trucks. In their power, speed, carrying capacity, operating economy and trims, they will

introduce new benchmarks in India and match the best in the world in performance

at a lower life-cycle cost. The years to come will see the introduction of several other

innovative vehicles, all rooted in emerging custernative fuels.

Through its subsidiaries, the company is engaged in engineering and automotive

solutions, construction equipment manufacturing, automotive vehicle components

manufacturing and supply chain activities, machine tools and factory automation

solutions, high-precision tooling and plastic and electronic components for automotive

and computer applications, and automotive retailing and service operations.

True to the tradition of the Tata Group, Tata Motors is committed in letter and spirit

to Corporate Social Responsibility. It is a signatory to the United Nations Global

Compact, and is engaged in community and social initiatives on labour and

environment standards in compliance with the principles of the Global Compact In

accordance with this, it plays an active role in community development, serving rural

communities adjacent to its manufacturing locations. With the foundation of its rich

heritage, Tata Motors today is etching a refulgent.

 Corporate Social Responsibility:

Green Matters: Tata Motors, a Company that cares about the future...

True to the tradition of the Tata Group, Tata Motors is committed in letter and spirit to

Corporate Social Responsibility. It is a signatory to the United Nations Global Compact, and

is engaged in community and social initiatives on labour and environment standards in

compliance with the principles of the Global Compact. In accordance with this, it plays an

active role in community development, serving rural communities around its manufacturing

locations.

Tata Motors believes in technology for tomorrow. Tata's products stand testimony to

this. Tata's annual expenditure on R&D is approximately 2% of our turnover. Tata has also

set up two in-house Engineering Research Centers that house India's only Certified Crash

Test Facility. Tata ensures that our products are environmentally sound in a variety of ways.

These include reducing hazardous materials in vehicle components, developing extended

life lubricants, fluids and using ozone-friendly refrigerants. Tata Motors has been making

conscious effort in the implementation of several environmentally sensitive technologies in

manufacturing processes. The Company uses some of the world's most advanced equipment

for emission check and control. Tata Motors concern is manifested by a dual approach -

1) Reduction of environmental pollution and regular pollution control

drives

2) Restoration of ecological balance.

Tata endeavors towards environment protection are soil and water conservation

programs and extensive tree plantation drives. Tata Motors is committed to restoring and

preserving environmental balance, by reducing waste and pollutants, conserving resources

and recycling materials. Reducing Pollution: Tata Motors has been at the forefront of the
Indian automobile industry's anti-pollution efforts, by introducing cleaner engines. It is the

first Indian Company to introduce vehicles with Euro norms well ahead of the mandated

dates.
 Tata Motors' joint venture with Cummins Engine Company, USA, in 1992,

was a pioneering effort to introduce emission control technology for India.

Over the years5 Tata Motors has also made investments in setting up of an

advanced emission-testing laboratory.

With the intention of protecting the environment, Tata Motors has upgraded

the performance of its entire range of four and six cylinder engines to meet

international emission standards. This has been accomplished with the help

of world-renowned engine consultants like Ricardo and AVL. These engines

are used in Tata Motors vehicles in the Indian market, as well as in over 70

export markets.

Tata Motors is constantly working towards developing alternative fuel

engine technologies. It has manufactured CNG version of buses and

followed it up with a CNG version of its passenger car, the Indica.

Restoring Ecological Balance: Tata Motors has set up effluent treatment

facilities in its plants, to avoid release of polluted water into the ecosystem.

In Pune, the treated water is conserved in lakes attracting various species of

birds from around the world thus turning the space into a green belt.

Tree plantation programs involving villagers and Tata Motors employees;

have turned acres of barren village green. Tata Motors has planted as many

as 80,000 trees in the works and the township and more than 2A million

trees have been planted in Jamshedpur region. Over half a million trees have

been planted in the Poona region. Tata Motors has directed all its suppliers

to package their products in alternate material instead of wood.

End of Life Vehicle Treatment and Recycling: India is a recycling society

with many people making value out the recovery of waste materials

discarded from products at the end of their useful life.

 However, Europe, and some other export markets, have recognized that they

have become a ‘throwaway1 society in recent decades, and are now

introducing waste prevention regimes in different industry sectors to collect

and recycle valuable resource rather than it ending up in landfill.

In the Automotive sector, the European End of Life Vehicle (ELV)

Directive, points responsibility for this issue to vehicle manufacturers, and

the scrap car recovery industry. Similar regulations are being introduced in

Japan and Korea.

Naturally, Tata Motors has already met the 'producer responsibility 1 aspects of the

ELV Directive, such as compliance to Heavy metals and other hazardous substance

restrictions. Also, material code marking of plastic parts has been introduced to aid

achievement of demanding European recycling targets.

Central to this European regulation is for manufacturers to provide free take- back

networks for environmentally sound treatment of ELVs. Community Development:

The Company's Community Service Division works through various societies to

improve the conditions of neighboring villages - encouraging economic independence

through self-initiated cottage industries and contributing to community and social

forestry, road construction, rural health, education, water supply and family planning.

Tata Motors has been making numerous well-planned efforts in the area of rural

development, with specific focus on the following: Health & Sanitation: Mobile health

service staffs provide preventive and curative health services under the "Health for

All" programme. They train village health workers in conducting the same. Safe

drinking water facilities are provided to ensure health of the villagers.

Employment Generation; Tata Motors encourages self-sufficiency with the aim to

improving the confidence, morale and lives of its employees and their dependents. The

Company has worked on some novel ideas around its townships. Employees' relatives

at Pune have been encouraged to form various industrial co-operatives engaged in

activities such as re-cycling of scrap wood into crates and furniture, welding, steel

scrap baling, battery cable assembly etc. The Tata Motors Grihini Social Welfare

Society caters to employees' women dependents'. The women folk make a variety of

products, ranging from pickles and uniforms to electrical cable harnesses etc Community

Centers; these centers are situated in various parts of Jamshedpur, Pune and some

of their neighboring towns. The centers regularly organize various programmes &

neighboring populations are encouraged to participate in these activities.

This company has seen a number of events which have been instrumental in

its phenomenal success. A summary of these milestones are mentioned below:

MILESTONES

1945 • Tata Engineering and Locomotive Co, Ltd, was

established to manufacture locomotives and other

engineering products.
1948 • Steam road roller introduced in collaboration with

Marshall Sons (UK).

1954 • Collaboration with Daimler Benz AG, West Germany, for

manufacture of medium commercial vehicles. The first

vehicle rolled out within 6 months of the contract

1959 • Research and Development Centre set up at Jamshedpur.

1961 • Exports begin with the first truck being shipped to

Ceylon, now Sri Lanka.

1966 • Setting up of the Engineering Research Centre at Pune to

provide impetus to automobile Research and Development

1971 • Introduction of DI engines.

1977 • First commercial vehicle manufactured in Pune,

1983 • Manufacture of Heavy Commercial Vehicle commences.

1985 * First hydraulic excavator produced with Hitachi

collaboration.

1986 • Production of first light commercial vehicle, Tata 407,

indigenously designed, followed by Tata 608.

1989 • Introduction of the Tatamobile 206 - 3rd LCV model.

1991 • Launch of the 1st indigenous passenger car Tata Sierra. •

TAC 20 crane produced. • One millionth vehicle rolled out

1992 • Launch of the Tata Estate.

1993 • Joint venture agreement signed with Cummins Engine

Co. Inc. for the manufacture of high horsepower and
emission friendly diesel engines.
1994
 Launch of Tata Sumo - the multi utility vehicle.
 Launch of LPT 709 - a full forward control, light
commercial vehicle.
 Joint venture agreement signed with M/s Daimler - Benz /
Mercedes - Benz for manufacture of Mercedes Benz
passenger cars in India.
 Joint venture agreement signed with Tata Holset Ltd.,
UK for manufacturing turbochargers to be used on
Cummins engines.

1995  Mercedes Benz car E220 launched.

1996  Tata Sumo deluxe launched.

1997  Tata Sierra Turbo launched.

 100,000th Tata Sumo rolled out.

1998  Tata Safari - India's first sports utility vehicle

launched,
 2 millionth vehicles rolled out.
 Indica, India's first fully indigenous passenger car
launched.

1999  115,000 bookings for Indica registered against full

payment within a week.
 Commercial production of Indica commences in full
swing.
2000  First consignment of 160 Indicas shipped to Malta.

 Indica with Bharat Stage 2 (Euro II) compliant diesel

engine launched.

 Utility vehicles with Bharat 2 (Euro II) compliant engine

launched.

 Indica 2000 (Euro [I) with multi point fuel injection

petrol engine launched.

 Launch of CNG buses.

 Launch of 1109 vehicle - Intermediate commercial

vehicle.
2001  Indica V2 launched - 2nd generation Indica.

 100,000th Indica wheeled out

 Launch of CNG Indica.

 Launch of the Tata Safari EX

 Indica V2 becomes India's number one car in its segment

 Exits joint venture with Daimler Chrysler.

2002  Unveiling of the Tata Sedan at Auto Expo 2002.
 Petrol version of Indica V2 launched.
 Launch of the EX series in Commercial vehicles.
 Launch of the Tata 207 Dl.
 2,00,000th Indica rolled out
 5,00,000th passenger vehicle rolled out.
 Launch of the Tata Sumo'+' Series
 Launch of the Tata Indigo.
 Tata Engineering signed a product agreement with MG
Rover of the UK.
  Launch of the Tata Safari Limited Edition

 The Tata Indigo Station Wagon unveiled at the Geneva

2003  Motor Show.

 On 29th July, J. R. D. Tata's birth anniversary, Tata

 Engineering becomes Tata Motors Limited.

 3 millionth vehicles produced.

 First City Rover rolled out

 135 PS Tata Safari EXi Petrol launched

 Tata SFC 407 EX Turbo launched

2004  Tata Motors unveils new product range at Auto Expo

 New Tata Indica V2 launched

 Tata Motors and Daewoo Commercial Vehicle Co. Ltd

 sign investment agreement

 Indigo Advent unveiled at Geneva Motor Show

 Tata Motors completes acquisition of Daewoo

 Commercial Vehicle Company

 Tata LPT 909 EX launched

 Tata Daewoo Commercial Vehicle Co. Ltd. (TDCV)

 launches the heavy duty truck 'NOVUS' , in Korea

 Sumo Victa launched

 Indigo Marina launched

 Tata Motors lists on the NYSE

2005  Tata Motors rolls out the 500,000th Passenger Car fro

 its Car Plant Facility in Pune

 The Tata Xover unveiled at the 75th Geneva Motor Sh

  Branded buses and coaches launched Star bus and Globus

2005
 Tata Motors acquires 21% stake in Hispano Carrocera

SA, Spanish bus manufacturing Company

 Tata Ace, India's first mini truck launched

 Tata Motors wins JRD QV award for business excellence.

 The power packed Safari Dicor is launched

 Introduction of Indigo SX series - luxury variant of Tata

Indigo

 Tata Motors launches Indica V2 Turbo Diesel.

 One millionth passenger car produced and sold

 Inauguration of new factory at Jamshedpur for Novus

 Tata TL 4X4, India's first Sports Utility Truck (SUT) is

launched

 Launch of Tata Novus

 Launch of Novus range of medium trucks in Korea, by

Tata Daewoo Commercial

Vehicle Co. (TDCV)

2006  TDCV develops South Korea's first LNG-Powered

Tractor- Trailer

 Tata Motors and Fiat Group announce three additional

cooperation agreements

 Tata Motors introduces a new Indigo range

2007  Construction of Small Car plant at Singur, West Bengal,

begins on January 21

 New 2007 Indica V2 range is launched

 Tata Motors launches the longwheel base Indigo XL,

India's first stretch limousine

 Common rail diesel (DICOR) engine extended to Indigo

sedan and estate range

 Tata Motors and Thonburi Automotive Assembly Plant

Co. (Thonburi), announce formation of a joint venture

company in Thailand to manufacture, assemble and

market pickup trucks.

 Roll out of 100,000th Ace

Tata-Fiat plant at Ranjangaon inaugurated

 Launch of a new Upgraded range of its entry level utility

vehicle offering, the Tata Spacio.

 CRM-DMS initiative crosses the 1000th location

milestone

 Launch of Magic, a comfortable, safe, four-wheeler public

transportation mode, developed on the Ace platform

 Launch of Winger, India's only maxi-van

 Fiat Group and Tata Motors announce establishment of

Joint Venture in India

 Launch of the Sumo Victa Turbo DI, the new upgraded

range of its entry-level utility vehicle, the Sumo Spacio

  Tata Motors launches Indica V2 Turbo with dual airbags


2008  Ace plant at Pantnagar (Uttarakhand) begins production.

 Indica Vista — the new generation Indica, is launched.

 Tata Motors' new plant for Nano to come up in Gujarat

 Latest common rail diesel offering- the Indica V2

DICOR, launched.

 Indigo CS (Compact Sedan), world's first sub four-metre

sedan, launched.

 Launch of the new Sumo — Sumo Grande, which

combines the looks of an SUV with the comforts of a

family car.

 Tata Motors unveils its People's Car, Nano, at the ninth

Auto Expo.

 Xenon, 1-tonne pick-up truck, launched in Thailand.

 Tata Motors signs definitive agreement with Ford Motor

Company to purchase Jaguar and Land Rover.

 Tata Motors completes acquisition of Jaguar Land Rover.

 Tata Motors introduces new Super Milo range of buses.

 Tata Motors is Official Vehicle Provider to Youth Baton

Relay for The III Commonwealth Youth Games Pune

 Indica Vista - the second generation Indica, is

2008
launched.

 Tata Motors launches passenger cars and the new

pick-up in D.R. Congo.

2009  Tata Marcopoio Motors' Dharwad plant begins

production.

 Tata Motors launches Nano - The People's Car

 Introduction of new world standard truck range.

 Tata Motors is India's only full range manufacturer of automobiles with a portfolio covering: Trucks.

Buses, Utility vehicles and Passenger Cars, It has the distinction of being the fifth largest medium and

heavy commercial vehicle manufacturer in the world, with a significant presence in Asia, Europe,

Africa and Latin America. Tata Motors has a manufacturing base in Bangladesh and a bus body plant

in Senegal Tata Motors offers the most comprehensive range of commercial, passenger and multi-

utility vehicles. Over 150 models - from 2 tonne LCVs to 40 tonne tractor-trailers and buses that can

seat 13 to as many as 67 people - provide a wide variety of transport solutions. Through the synthesis

of inherent competencies with state-of-the-art systems, processes and technology, Tata Motors has

continuously evolved, adding value to its products, and is now heading towards being a global player.

The goal is not just to better its product portfolio, but also to keep expanding it, emerging as a

commercial vehicle manufacturer with a complete and comprehensive product range. The

acquisition of the Daewoo Commercial Vehicle Co., South Korea in March 2004 was an important

step in that direction - a logical extension of the product portfolio for Tata Motors. The hugely

successful launch of the fully-built coaches and branded buses (under the 'Globus' and 'Starbus'

brand names, respectively) March 20055 was an extension of the product portfolio to plug a

significant gap in the market. Recognizing a gap in the market for small commercial vehicles, Tata

Motors worked towards an innovative solution. In an era where there is a need is to transport goods

speedily, conveniently and in a cost effective manner, while providing comfort, style and easy

maintenance, Tata Motors has developed the Tata Ace - India's first mini-truck ideal for short,

narrow village roads as well as long highway hauls, for small bulky loads and large heavy ones, the

Ace is an innovative 4-wheeler offering for the first time in this category. The small exterior belies

the power-packed technologically-superior engine which gives the Ace high power and high

loading capacity. A new revolution in transport, which is set to change the competitive landscape of

the small commercial vehicle segment, Tata Ace - the small, big machine
PRODUCT PROFILE
Management Hierarchy for TATA MOTORS:

Functional Groups :

The various functional groups operating in TATA Motors are :

1. HR :

Tata Motors has formalized selection, evaluation, and payroll processes. The HR function of

Tata Motors consists of tracking existing employee data which includes personal histories,

skills, capabilities, accomplishments and salary. The department records basic selection,

training and development, capabilities and skills management, compensation planning records

and other related activities.

2. Engineering & Research Centre (ERC):

Research provides the much-needed inspiration for the birth of new ideas. The Engineering

Research Centre in Pune was setup in 1966 and is among the finest in the country. The

Research Centre regularly upgrades components and aggregates.

The facilities in ERC includes:

• Facility for improving Engine Performance

• Reducing Emissions

• Test Tracks

• Safety

• Designing and Styling

3. Technical & Productivity Services (T & PS):

This group looks after the necessary technical assistance which is required for carrying out

smooth production in the plant. The functions of this group includes setting up new assembly

lines, seeking prospects for modifications in the current assembly lines, preparing standard

operating procedure (SOP) and preparing TS 16949 documents.

4. Production:

This group carries out production as per the production plan prepared by production planning

and control (PPC).

Passenger Cars produced in Pune plant includes India’s first indigenously built Indian car

‘Indica’, Indigo, Indigo Marina. All the variants of these cars are produced here. Production is

also carried out for the brand new model from Tata Motors stable ‘Indica Vista’, which has

been developed on a completely new platform.

Maintenance group works in co-ordination with the production team. Scheduled maintenance of

the equipments is being done.

5. Vendor Development:

Manufacturing a car requires a large no. of small and large ancillaries which cannot be

produced inhouse due to various constraints. Hence some of these small parts are outsourced to

various vendors. The parts procured from these vendors should be as per the quality standards

maintained by Tata Motors. Vendor development group identifies the appropriate vendor and

ensures proper quality standards.

Production Strategy:

The Passenger Car Division in 'K' block executes the entire process of car manufacture over

five shops - the engine shop, the transmission shop, press and body shops, paint shop and the

trim and final assembly shop. The shops are fully automated ensuring that there is minimal

chance for error in the manufacturing processes.

Production Strategy being implemented in Tata Motors is ‘Make to Stock’. Demand forecast is

done by the marketing team and based on this forecast a production plan is prepared and then

the production is done in accordance with this production plan.

Tata Motors Passenger Cars unit does not have warehouses in all the cities. The cars produced
are tested thoroughly and after successful completion of the testing are stored in large free space

available in the company premises. From here these cars are despatched to the authorised

dealers as per their order.

Some special purpose vehicles such as utility vehicles for defence, mini-ambulance for hospitals

are made as per the order.

Overview of Car Manufacturing Process:

1. Machine Shop (Transaxle):

Exhaust Manifold, Intake Manifold, gear box casting, gears are manufactured in the

machine shop. Heat Treatment is also done for Gears and other parts. The plant is equipped

with latest CNC machines.

2. Engine Shop:

Engine is considered to be the heart of any automobile. Five Cs of engine (Cylinder Head,

Crank Shaft, Cam Shaft, Cylinder Block & Connecting Rod) are received from the machine

shop. Cylinder Block is then washed in washing machine with a cleaning liquid. Thereafter

these parts are assembled with other engine components.

On final assembly of engine testing is done on engine test beds, where RPM, Power & Torque

is checked. Now the engine is ready to be despatched to final assembly line.

3. Press Shop:

Various body panels required for making the body of a car are made in this shop. Cold rolled

steel coils are cut into required sizes, this operation is known as blanking operation. Eleven

number of skin panels are made in this press shop and rest of the small panel manufactured by

the vendors. The blanks which are cut in the blanking line are stacked on one another. These

stacks are placed at one end which further moves on the press line. The press line consists of

hydraulic presses and pick and place robots. The hydraulic press presses the part into required

shape and the pick and place robots lifts the part from one station and places on another station.

One press line consists of 4-5 hydraulic presses and the final body panel is obtained at the other

end of the press line.

4. Weld Shop:

The skin panel from the press shop and other panels from the vendors are welded in the weld

shop in order to make the body of the car.

Mainly spot welding operation is done in the weld shop. Weld shop consists of different sub

process areas such as Under Body Front (UBF), Under Body Rear (UBR), Under Body

Complete (UBC), Main Tack Line, Main Respot Line and Slat conveyor.

The job is moved from one station to another with the help of hoist and tackle or by Lift and

Carry arrangement.

5. Paint Shop:

From weld Shop the car body is transferred to the paint shop. Here the surface cleaning

operation is done in order to remove the dust particles and the oil deposition. After this the body

passes through the Cathode Electrode Deposition (CED) bath and then the final colour coat is

applied to the car body as per the production plan.

6. Trim cum Chasis Fitting (TCF):

Final assembly of the car is done in TCF. Transmission set-up (gear box mounted on

Engines) is received from the engine shop and painted body is received from the paint shop.

Other accessories such as seats, steering wheel, window glass, wheels, buffers etc. are fitted in

this section. Completely built car comes out of the TCF which is ready for testing and

inspection.

Quality Management:

Tata Motors has led the Indian automobile industry's anti-pollution efforts by introducing

cleaner engines. It is the first Indian company introduce vehicles with Euro I and Euro II norms.

Tata Motors is committed to maximizing customer satisfaction and strives to achieve the

goal of excellence, by continual improvement, through ongoing going design and development,
manufacture and sale of reliable, safe, cost-effective, quality products and services of

international standards, using environmentally sustainable technologies, for improving levels of

efficiency and productivity within its premises and ancillaries.

The PCBU plant in Pune has obtained ISO 9001:2000 certificates from Bureau Veritas

Quality International-BVQI in July 2003.

PCBU of Tata Motors has received the certificate of approval of its quality management system

(QMS) from Bureau Veritas Certification (BVC), for compliance with ISO / TS 16949:2002.

TS (Technical Specification)-16949 define the quality management system requirements for the

design and development, production, installation and service of automotive-related products.

And to control the quality of its cars TATA Motors applies various stringent measures during

the pre-manufacturing stage as well as post-manufacturing stage.

During the manufacturing stage regulars quality audits are held by the in-house auditors in all

the shops. All the process sheets, spot plans, control plan etc are displayed near the work place.

In the post manufacturing stage once the vehicle comes out of the assembly line it passes

through stringent testing standards such as shower test, wheel balancing etc. On successful

completion of testing, the car is ready to be despatched after Pre Delivery Inspection (PDI).
Environmental Management:

TATA Motors reaffirms its commitment to minimize the adverse impacts of its products,

operations and services on the environment. It strives to:

• Reduce the emission levels of vehicles in full compliance of the regulatory norms &

proactively work with the industry, Government, other related industries & agencies to bring in

international practices.

• Use of environmentally sustainable technologies & practices for prevention of pollution and

the continual improvement in environment performance.

• Conserve natural resources and energy by minimizing their consumption & wastage.

• The unit is certified with ISO 14001 : 1996 for Environmental Management System (EMS)

Work Measurement :

Tata Motors is the first Indian Company to introduce the Balance Scorecard System in

automotive sector in India.

The scorecard incorporates SQDCM (Safety, Quality, Delivery, Cost and Morale).

The implementation of the Balanced Scorecard has enabled greater focus on different elements

of operational performance. Defining, cascading and communicating strategies across the

organization have brought about transparency and alignment.

Apart from Balance scorecard half yearly review of the employees is done on the basis of

attendance, kaizen at work place etc.

A suggestion scheme is started by the management wherein any employee irrespective of his

cadre can suggest an improvement in the work place and if this suggestion is approved by the
concerned authority the employee gets rewards points. Once an employee achieves a specified

limit of points he gets a gift voucher.

Apart from this employees also receive bonus on certain festive occasion.

Engineering:

Continuous efforts are made to reduce the cost of service in TATA Motors. Rejection of input

parts received from vendors is very closely monitored in all the departments. The vendors are

penalised if rejection exceeds beyond the defined limits. Apart from rejection of regular parts

some stations are identified as CTQ (Critical to Quality) Stage. Special care is taken of the

components added on these stations. Any negligence on these stations may lead to a customer

claiming replacement of the vehicle.

Value engineering team also works for searching energy efficient alternatives, methods and

eco-friendly technology, by adopting effective maintenance & work. The comsumption of

electricity, water, LPG, Compressed air etc is continuously monitored and steps are taken to

reduce the consumption of these resources.

Material Management:

Tata Motors uses SAP 4.6C Material Management (MM) module for:

• materials planning and control,

• purchasing,

• goods receiving,

• inventory management,

• invoice verification.

Various spare parts for the machines and other necessary equipments are ordered by the

maintenance and T & PS departments through central maintenance shop and purchase

department.
RANGE OF TATA MOTORS COMMERCIAL

VEHCILE
TATA ACE

The ACE is a small vehicle that opens up big opportunities. You can now

pursue plans never thought possible before starting a new business or

expanding an existing one, transporting from city to city deep into rural areas.

Get the big ACE advantage. Make a small decision.

VERSATILITY

The ACE can be conveniently used in cities as well as in rural areas. 12"

tyres for the first time in its class give higher ground clearance and higher

loading capacity - resulting in better performance on and off the road. The

truck-like strength of the front and rear leaf spring suspensions coupled with

the shock absorbers provide a smooth ride and great driving comfort. The rigid

front axle is designed specially to weather Indian conditions. With a small

turning circle of 8.6m, the ACE can be safely and easily navigated, both in

narrow village streets and in dense city traffic.

SAVINGS

The performance of the engine as well as the comfortable conditions for the

driver allows the ACE to travel over 500 kms in a day. Low operating costs

and the versatility offered through features like its flat, large loading area and

small turning radius, give a fantastic opportunity to earn higher business

revenue and higher profits, everyday. All this with big Tata reliability make the

ACE the best business partner for one and all.

PERFORMANCE

The 700cc engine delivers a power of 16 HP @ 3200 rpm and a torque of 3.8

mkg @ 2000 rpm. It is also eco-friendly and meets BS IT and BS III standards.

The water-cooled, twin -cylinder IDI engine has an overhead cam shaft,

temperature sensitive cooling-system and rotary fuel injection pump, which

together give high fuel efficiency and low-maintenance operation. This also

translates to longer life and lesser downtime. With the lowest loading height of

675 mm, heavy loads can be conveniently placed in the load body. The 4-

forward synchromesh +1 reverse gear box gives smooth gear shifting .

 Several big and small features have been added to ensure comfort for the

occupants, even on long rides. The fully-built sheet metal cab with doors, roof

lining, and floor mat for hear insulation and trims protect the occupants from

rain, heat and cold. The ventilation ducts, winding door glass and rear windows

ensure good ventilation and continuous air flow at leg and face level. Seats with

soft cushion and back support ensure complete driving comfort.

COMFORT
Other Features:

- Sun visor for protection from direct glare

- Car like combi-switch with rotary switches for lamp and wiper control

- Control pedals, gear shift and parking brake economically positioned for

maximum comfort and easy access

- Higher door opening angle and low floor height for easy boarding

SAFETY

Designed and manufactured using high strength steel, the ACE meets all Indian

safety norms - a novel feature in this class of vehicles. The ACE meets norms for

frontal crash, roof crush, and rear wall strength - assuring the utmost safety of the

driver and the co-driver. Seat belts are also provided for both occupants. High

braking performance is given through front disc brakes and rear drum brakes. Driving

visibility is excellent through the large windscreen, window glasses, large overhead

rear-view mirror and the large rear window. Large-sized, round headlamps with

bright halogen bulbs provide excellent lighting for night driving. Reversing is

made easy and safer with the help of a 2-box tail lamp with in-built reflector and the

bright reverse lamp at the rear.

STYLE

Car-like interiors and numerous accessories allow you to ride in

• Style Engine start and stop with key

• Styled dashboard with tray, digital clock, radio fitment provision,

utility tray and clearly visible instrument cluster

Lockable glove-box for keeping valuable documents

Easily accessible hazard warning switch for emergency

Horn pad on steering wheel

Twin wiper for safe driving in rain

A spare wheel attached to the lockable swing frame at the rear

TATA BUSES

Tata Motors is proud to introduce a range of specially built buses to meet your

every need. Whether you are looking for a bus for an inter-city journey or one

designed especially for school-going children, you can be sure that we cover

the entire gamut. So, enter into the world of Tata Motors buses and allow us to

take you on a journey that will redefine road travel in India? for luxury seekers,

intercity travelers, city commuters and school children alike.

The Tata Giobus range of luxury coaches

The Tata Giobus Coach has been designed to transport long-distance traveler in

the very lap of luxury. From the economically designed seats, spacious leg

room, special baggage space, and personalized climate control vents to quieter

engines, air-suspension and superior braking systems; each and every facet of

the Tata Giobus Coach ensures revolutionary passenger comfort and safety.
The Tata Starbus Range

The Tata Starbus is available in a comprehensive range of variants, with

seating capacities from 16 to 67 seats. Designed on the concept of optimum

functionality and comfort, these fully-built buses also offer unparalleled

economy to the operators. The Starbus range includes Standard, Deluxe, Low

Floor and School bus options - each with a customized set of features.
SOME MORE COMMERCIAL VECHILE

Tippers

SK 1613 697 TCIC 4x2 BS2 SK 1613 TC 4x2 BS2 LPK

1613 697 TCIC 4x2 BS2

LPK 2516 TC 6x4 BS2

LPK 2530 TC 6x4 BS2
Tractor Trailers

LPS 3015 TC 4x2 BS2 BS2

LPS 3516 TC 4x2 BS2 LPS 4018 TC 4x2

Rigid Trucks

SE 1613 697 TCIC 4x2 SE 1613 TC 4x2 BS2 LPT 1613 697

TC1C 4x2
 Rigid Trucks

LPT 1613 TC 4x2 BS2 6x2 BS2

LPO 1512 TC 4x2 BS2 Truck Chassis
LPT2515 697TCIC

LPT2515TC6x2BS2
LPT 2518 6x2
Existing scenario

To keep up with the current market scenario, the finance companies are

adopting many innovative approaches to optimize profit in the commercial

vehicle loan segment Usage of cutting edge technology and streamlining of

processes have helped them in operational cost savings. Also alternative sales

and distribution have given the benefits of larger distribution spread at a

minimal cost Faster response to clients' requirement, tailor made products to

suit the customer needs have further helped in Achieving the targets these

companies have sets. Buoyancy in the infrastructure segment and positive

trends in the industrial products are the critical factors triggering the growth in

commercial vehicles segment, Also the measure taken by the government to up

bring the agriculture sector will add to growth of commercial vehicles

industry .Despite having better rail and water ways India is still heavily

dependent on surface mode for movement of goods.. With various project like

NHRI, golden quadrangle, Transporters will be blessed with better

productivity, The impetus on port, activity too will positively impact this

industry .another critical factor will be the replacement demand forced by the

implementation of stricter emission norms.

In the last 3-4 years we have witnessed application based assets getting

introduced in the market and both domestic and international manufacturers

showing higher amount of Interest in offering sophisticated and

technologically advanced products. In spite of the current slow down due to

various factors, commercial vehicles industry has witnessed growth in

segments like Tippers, Buses, Tractors trailers segment and sub 1 tons
category of vehicles with the implementation of emission norms in to A and B

cities and metro cities forcing for stage IV norms the industry is going to

witness a huge replacement demand. We are yet to be blessed with better

infrastructure within cities and between major cities and town; this is again

limiting introduction of higher capacity product and viability of existing

operation.
The transformations of one being looked at as a mere transporter to logistic

solution provider has just begun in India where as many of the developed

countries have achieved this long ago. With all these development taking

place, the commercial vehicle financing companies are geared up for the

unprecedented growth in the segment.

Last year's provisions

The last budget did not change the excise duty structure for commercial

vehicles, which remained at 16%.

Present scenario

Heavy and medium commercial vehicles .

After witnessing a good run in FY 2000, the first nine months of FY 2001

turned out to be slack as sales fell by24.5% yoy.this can directly attributed to

the government's move to rationalize the existing sales tax structure to brine it

at par throughout the country. This meant a rise in sales tax from 4%-6%to 12%

in some north Indian states. Complying with the Euro I norms is the second

important reasons for it gave rise to a price increase by 2-4% by both Ashok

Leyland And TATA engineering .also freight movement was hit as states like

Gujarat, Rajasthan and Madhya Pradesh witnessed drought .growth in

industrial production has also slowed down. Last but not the least, there was a

hike of 20% in diesel price in October 2000. With around 45% of operating

cost of fleet operators accounted for by fuel, the diesel price hike had its own
negative impact. Both the industry players, viz .Ashok Leyland (ALL) and

TATA engineering have posted lower sales in the first nine month of FY 01.

while Ashok Leyland’s sales have fallen by 13.83%yoy that of TATA

engineering have fallen by a sharp 29,74% yoy.

The light commercial vehicle segment

The performance of the light commercial vehicle segment is somewhat

better due to higher export sales. Notably, the largest Player, Tata

engineering, would have posted a negative growth rate had it not been for

export sales .the company exported 5,193 units during the period as

compared to 1,758 units in the corresponding period last year .total export of

LCVs during the period touched 5,954 units as compared to 2,445 units

without export, the domestic LCV sales would have fallen by L3%yoy.

Future scenario

Investing in infrastructure like road can bring about a sustained growth in the

commercial vehicle segment. The government has taken a few initial steps in

the form of widening highways and is Starting to build the 'Golden

Quadrilateral' connecting the four corners of the country. One important

measures that the government can bring forth is the 'hub and spoke' system

.this essentially means that heavy commercial vehicles would be used to

travel between cities while the intra-city travel will be left to LCVs .this will not

only avoid traffic problem in our already congested cities but will also save

operating costs for fleet operators in term of lesser turnaround time. Yet another

boost for the CV industry could come in the form of a 'scrap page law' which

will cut down on the age of vehicles that can play on the road .this will greatly

help to reduce pollution level and also reduce fuel consumption.

HCV sales

company Arl-Dec-00 Arl-Dec-99 %yoy

Ashok 9,528 7,537 26.4

Ley land-
Ashok 11,723 17,158 (31-7)
buses
Leyland-
Ashok 21,251 24,695 (13.9)
truck
Leyland-total
Tata 36,203 51,565 (29.8)

engineering

LCV sales

Company Arl-Dec- Arl-Dec- %yoy

Tata Engg 00 99 8.0

M&M 27,579 25,543 (4-2)

Eicher Motors 4,575 4,775 24.6

Bajaj tempo___ 5,677 4,558 (30J)

Swaraj mazda 2,298 3,318 38.2
Ashok 3,553 2,571 ~
leyland Total 318 233
36.5
44,000 40,998
 SWOT Analysis

Strengths:

As compare to private financial institution the rate of nationalized bank

is less which is in favour of consumer.

Comfortability for employee of Tata motors (by the time when DSE

approach to nationalized bank then the burden of field investigation

report is overtaken by nationalized bank themselves).

Company has no liabilities for recovery of loan.

• Tata motors can diversify their fund on other project like passenger car

segment,
Weaknesses:

Nationalized banks take more time for financing a vehicles compare to other
financial institution.

Nationalized banks required lot of paper work as compare to other financial

institution.

• Attitude of employee working in nationalized bank is so much

orthodox.

• There is hitch between consumer, DSE, and nationalized bank which

have to broken by communication.

Opportunities:

Vast resources of bank can be optimum utilize.

• Times of India survey stated that every Indian has their accounts in

nationalized bank so the consumer are familiar with working of banks.

• Nationalized banks have large coverage area of vast market i.e. easy

availability of banks.

• If once the loan process comes in flow and customer will be aware about the

nationalized banks policy the flow will convertible into stream.

By approaching same attitude tata motor can also put their effort to other

vehicles also.
Threats:

• Customer, DSE, that don't want to indulge in nationalized bank

process.

Same policy followed by competitor.

• Sister concern of Tata motors i.e.tata finance business can also

by this tie-up.
Implementation of plan

Plan

The role and responsibility given to me by territory sales manager Mr.

SANTOSH KUMAR SINGH was

1. To make interpersonal relationship with branch managers of respected

banks.

2. Understand the hierarchy of credit sales team.

For this I penetrated myself into hierarchy and credit sales team of the

branches .1 personally visited to branches and make appointment with

branch manager for getting their view on concern topic of tie -up decided by

apex level of those organisation.The policy design is done in favour of

customer. Which lead to customer satisfaction?

Objectives of plan

> Improve the market share by capture large part of the market.

> Increase the volume of sales.

> Generate revenue for the organization through sale of commodity.

> Easy availability of the fund which lead to customer satisfaction.

> It also makes transaction easy and transparent for the organization as

well as for customer.

Expected benefits of plan

> High sales volume.

> Profitability,

> Mode of advertisement.

> Reduced the risk of blockage of funds.

> Involvement of banks as a financier.

Plan status

1. State bank of India.

2. Indian overseas bank.

3. Allahabad bank.

4. Punjab national bank

5. Canara bank.

6. Vijaya bank.

7 Bank of India.

8. Indian bank.

9. Union bank.

10. Avadh Gramin bank

Information received from banks

 Documents needed for loan

 Information about rate of interest

 On what basis bank issue loan

 Information about vialibility sheet.

 Branch hierarchy
 BASIC DOCUMENTATION REOUIRED

 Identity Proof (Hirer/Guarantor

Voter cad /Passport Driving licence /Pan Card Ration card

 Residence proof (Hirer/Guarantor)

Electricity / Telephone bills Voter card /passport Driving licence / Pan Card

Ration card

 Bank account details (Hirer/Guarantor)

Statement /Pass book Cheques (full PDC/Security)

 Asset Proof (Hirer/Garantor)

Audited balance sheet of business

Xerox copy of deeds of owned property (land / building/factory etc.) Income tax

returns

RC copy of loan free commercial vehicles if any. Xerox copy of

agreement / work order from government with payment term / total

cost of project .

 Track Record Hirer / Guarantor (if an existing customer)

BASIC REOUIREMENT OF FINANCIERS

 Prospective hirer should be capable enough to repay loan.

 Prospective hirer should have good socioeconomic credentials

 Prospective hirer is willing to repay the loan.

 There should be some person from the same community or trade who

can verify his own and prospective hirer's credential.

 In short financier money should be in safe hands and bring him return.
Rate of interest

Rate of interest in nationalized bank is very less as compare to other private

Institutions. Private institutions provides loan on flat interest basis which

means customer has to pay EMI on the whole amount for the whole period for

example if Mr., A taken a loan of Rs. 1 lakh for 3 yrs. Then he has to pay EMI

on 1 lakh for whole 3 yrs. No matter how much amount he has paid as EMI

earlier on contantory banks provide loan on reducing rate.(nationalized bank

provide loan on 12.25% upto200000 and for more than 200000 interest is

12.75% at reducing rate.)

Basis on which banks grant loan to customers

 Customer credibility.

 Customer track record

 Customer solvency
 (FOR TATA ACE)

Information about vialibility sheet.

Vialibility sheet is internal document of the bank in which the detailed

information about the vehicle regarding its use is mention. Information

given below

1. Income per month

I. No. of days in a month the vehicle will be on road. -: 26 days

II. No. of kilometers it will run per day.-: 200 kms

III. Fare/rate per kilometer.-: Rs II-

III. Average income per month.-: Rs 36400/- (A)

V. Any other (outside) income.-: 0/-

VI. Total income (IV +V).-: 36400A (B)

2. Expenses per month

Fuel cost per month N w here -: Rs 9533

I. No. of days the vehicle will run per month.-: 26 days

II. Cost of fuel per liter-: Rs 33/-

III. Kilometer run per day -: 200 Kms

IV. No. of kilometer the vehicle will run per liter-: 18 Kms
V. Motor and other municipal taxes -: Rs 700/-

VI. Insurance premium -: Rs 1000/-

VII. Garage rent-: Rs 0/-

VIII. Depreciation-: Rs 3538/-

IX. Interest on borrowing-: Rs 1272/-

X, Maintenance expenses-: Rs 1000/-

XI. Cost of oil, spare etc-:Rs 500/-

XII. Staff salary-:Rs3000/-

XIII. Drawing of the operator-: Rs 0A

XIV. Others-: Rs 0/-

Total Expenses-: Rs 19918/-

3. Surplus (B-C) -:

Rs 16482A

Income tax -: Rs 0/-

Net surplus-: Rs 16482/-

Depreciation added back.-; Rs \3538/-

4, Net cash accruals-:

Rs 20019/-
BANK HIERARCY

Branch Head

Second Line:- Credit department of

bank

Clerk

The a

rese
• To identify the

potential customers

for Tata motors

and for

nationalized bank

• To check

awareness of banker

about tie-up.

• To check the

market

communications

efficiency of Tata

motors.

• To check which

banks actively work

on tie-up.
The research design:

The research design used in the project is Exploratory Design, The

investigation is carried upon the Bank of Lucknow city. The reason for

choosing this design is to get responses from the bankers so that the

company could discover new ideas trough their respons.

The data source:

The source of the data has been mainly includes interviews of bankers or

decision makers of the nationalized bank with the help of pre drafted

questionnaire.

Interview method was more preferred in the collection of data .

The area of work:

The field work was conducted in the Lucknow city only. The banks of each

location were explored and the areas covered were mainly, Indira nagar,

janki puram 5 chinhut, hazaratganj, charbagh, ashok marg, sadar, rajajipuram,

alambagh, daliganj, aliganj.

Data collection method:

The data collection method used is primary data source. It was done by

collection of information from the respondents by me. The method of gathering

information is

• Survey Method i.e. through structured questionnaire

• Observation

The analytical tool used:

• The analytical tool used is the LT. statistical tool Micro Soft Excel

• The analysis is done by using charts, tables and graphs.

The sample size and design:

The sample size consists of 10 banks and 5 branches each which are the most

logical and unbiased response.

The sample design was purposely chosen as convenience sample design.

In this kind of research of making people aware of the product, banks

of the distinct identified areas were approached as per their availability.

 1) Is your bank sanction commercial vehicle loan currently.

Sri.No. Items Percentage

1 Yes 70%
2 No 30%
 DATA INTERPRETATION

In the current market scenario maximum numbers of banks

are sanctioning the commercial vehicle loan.

2) What is TAT period in your bank?

Srl.No. Items Percentage

1 1 week 20%
2 More than week 80%
3 A month 0%
DATA INTERPRETATION

Maximum numbers of banks are taking more than one week

to grant the commercial vehicle loan. But SBI & PNB take

only 1 week to grant loan.

3) For commercial vehicle loan commercial license is needed in

documentation.

Srl.No. Items Percentage

1 Yes 100%
2 No 0%

DATA INTERPRETATION

It is necessary to have commercial license for the commercial

vehicle loan.
4) Is your bank needed collateral security against loan amount.

Srl.No. Items Percentage

1 Yes 65%
2 No 35%

DATA INTERPRETATION

Most of the banks needed collateral security against commercial

vehicle loan.
5) Is there any other tie-up of your bank with another commercial

Vehicle Company except TATA motors.

Srl.No. Items Percentage

1 Yes 60%
2 No 40%

DATA INTEPRETATION

Other commercial vehicle companies have also tie up with banks such

as Mahindra & Eicher, SBI, BOI, AGB have a tie-up with Mahindra

& Eicher
 6) Which brand customer comes more in your bank for loan.

Srl.No. Items Percentage

1 TATA Motors 55%
2 Mahindra 30%
3 Eicher 10%
4 Swaraj Mazad 5%

DATA INTERPRETATION

Most of the customer belongs to TATA Motors who takes

commercial loan from banks.

7) On what basis banks sanctioning loan to the customer.

Srl.No. Items Percentage

1 Customer credibility 30%
2 Vehicle Performance 0%
3 Both of them 70%

DATA INTERPRETATION

Most of the banks prefer both the customer credibility & the

vehicle performance for sanctioning commercial vehicle loan.

8) Is recovery of payment is major problem in commercial vehicle loan.

Srl.No. Items Percentage

1 Yes 80
2

DATA INTERPRETATION

The maximum problem which is faced by the banks in granting the

commercial vehicle loan is its recovery

9) What does the customer prefer for the term of his commercial

vehicle loan.

Srl.No. Items Percentage

1 Two to Three yrs. 15%
2 Three to Five yrs. 60%
More than Five yrs. 25%

DATA INTERPRETATION
Most of the customer prefers 3 to 5 yrs. For the repayment of the loan.
FINDINGS

On the basis of the thorough study of Tata motors specially

Commercial Vehicle, there are many things that have been observed

by me. It was a great experience to accomplish this project which

gave us a lot of information about the TATA MOTORS.

These findings are as follows:-

l) Almost all the banks are sanctioning the commercial vehicle loan.

2) I found that Maximum numbers of banks are taking more than one

week to grant the commercial vehicle loan.

3) Every bank needed commercial license for loan of commercial

Vehicle.

4) Most of the banks needed collateral security against commercial

vehicle loan,

5) Mahindra & Eicher have a tie up with nationalized banks for

commercial loan,

6) Most of the customer belongs to TATA Motors who takes

commercial loan from banks.

SUGGESTIONS

On the basis of the whole study and all the observations, I have tried to find some

ways which would be helpful to increase the sale of the product. As far as I think, to

sell commercial vehicle .company must focus on its target customer who is

interesting to take a vehicle through nationalized bank and there are two ways by

which they can be influenced. These two ways are:-

 Influence them directly

 Make them aware about the tie-up.

There are following ways by which Tata motors can influence

them directly:-

1. By running various campaigns inviting the customer to come up and be

familiar with the Tata motors,

2. Company can organize any sort of competition for the drivers of the
Commercial vehicle in that competition only the drivers from those organizations

should be permitted who have purchased the Tata vehicle. Then a big amount like

Rs. 5000-10,000 can be given as prize money which will turn the drivers into

the favor of the company and surely they are the major influencers in purchase

of a vehicle
 3. Special offer on commercial vehicle loan should be given in months of

June and July in order to increase the sales.

Seminar on commercial vehicle tie-up with bank should take place so

that people get aware for their owner.

Make them aware about the tie-up.

1) By doing advertisement about the TATA Motors tie up among

the customer.

2) By distributing broachers & pamphlets to concern person.

3) By doing campaign on road.

4) Display information about the tie up in concerned nationalized

banks.

Limitations of the survey:

Though, best efforts have been made to make the study fair,

transparent and error frees yet there might be some inevitable and
inhe rate, some inadvertent errors might have crept In and suggestions to

rent improve or eliminate the same are most welcome. The limitations of

limi the survey are narrated below:

tatio • The project is valid for the predefined area of work

ns. (Lucknow city)

Alth only.

oug
• There may be some biased response from the respondents.
h
• Some respondents did not provide the full data,
outr
• Due to different nationalized bank norms the response
ight
of banker
mea
might differ from those of other banks, if any.
sure

are

und

erta

ken,

to

mak

the

repo

rt

mos

accu
CONCLUSIONS

It was a great experience to accomplish this project which gave us a lot of information

about the TATA's MOTORS, The whole training comprises o f following activities:-

 Getting familiar with the products of Tata in HC V, IC V & LC V range

through the study of brochures.

 Getting some basic knowledge about the commercial vehicle loan.

 Forward & backward level of information satherins

 Understanding of the buying or purchasing considerations,

 Visiting the Banks of lucknow to promote the tie-up

 Gathering the information through questionnaires.

 Identifying the potential financier,

 Contacting the customers again to influence them to buy the product

by providing commercial loan,

 Sales of the product with the help of dealership.

7) Most of the banks prefer both the customer credibility & the

vehicle performance for sanctioning commercial vehicle loan,

8) The maximum problem which is faced by the banks in granting the

commercial vehicle loan is its recovery,

9) Almost all the customer prefers 3 to 5 yrs. For commercial vehicle

loan.
 Annexure-I

Questionnaire for banks in Lucknow

Name ___________________________________________

Bank Name ______________________________________

Address _______________ telephone no.________________

1. Is your bank sanction commercial vehicle loan currently?

YES NO

2 What is TAT period in your bank?

WEEK MORE THAN 1 WEEK A MON

3. For commercial vehicle loan commercial license is documentation? in

YES NO
4 Is your bank needed collateral security against loan amount?

YES NO
 5. Is there any other tie-up of your bank with another commercial

Vehicle Company except TATA motors?

YES NO

6, Which brand customer comes more in your bank for loan?

TATA MOTORS MAHINDRA EICHER

SWARAJ MAZDA

7. on what basis banks sanctioning loan to the customer?

CUSTOMER VEHICLE BOTH

CREDIBILITY PERFORMANCE

8. Js recovery of payment is major problem in commercial vehicle

loan?

YES NO

9. What does the customer prefer for the term of his commercial

vehicle loan?

.
Two to Three yrs. Three to Five yrs
More than five yrs.
Bibliography

WWW.TATA MOTORS .COM

WWW.GOOGLE.COM

www.tatamotors.com/our world/management.php