A SUMMER PROJECT REPORT

ON

“Sales of passenger cars at auto matrix”

In Mangalore

SHRI DHARMASTHALA MANJUNATHESHWARA

COLLEGE

For post Graduation Centre for Management Studies and Research

DECLARATION

Date: 15-07-2010

1
ACKNOWLEDGE

CONTENTS

CHAPTER TITLE PAGE NO

NO
1 TATA MOTORS 1-9
2 AUTO MATRIX 10-16
3 PRODUCTS AT AUTO MATRIX 17-25
4 SALES ANALYSIS 26-28
5 CONCLUSION 29-30
Bibliography 31

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 CHAPTER I

TATA MOTORS

PROFILE

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 Tata Motors Limited is India’s largest automobile company, with

revenues of Rs. 32, 426 crores(USD 7.2 billion) in 2006-07. It is the leader by

far in commercial vehicles in each segment, and the second largest in the

passenger vehicles market with winning products in the compact, midsize car

and utility vehicle segment. The company is the world’s fifth largest medium

and heavy commercial vehicle manufacture, and the world’s second largest

medium and heavy bus manufacturer.

The company’s 22,000 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”. Tata Motors helps its employees realize their

potential through innovative HR practices. The company’s goal is to empower

and provide employees with dynamic career paths in congruence with corporate

objectives. All –round potential development and performance improvement is

ensured by regular in – house and external training. The company has won

several awards recognizing its training programmes.

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 spread across

India – Jamshedpur (Jharkhand) in the east, Pune (Maharashtra) in the west, and

in the north in Lucknow(Uttar Pradesh) and Pantnagar( uttarakhand), a new

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plant is being set up in Singur (close to Kolkata in West Bengal) to manufacture

the company’s small car. The nation- wide dealership, sales, services, and spare

parts network comprises over 2,000 touch points. The company also has a

strong auto finance operation TMP Financial service Limited, Supporting

customers to purchase Tata Motors vehicles.

The foundation of the company’s growth is a deep understating of

economic stimuli and customer needs, and the ability to translate them into

customer-desired offering through leading edge R & D. The R & D

establishment includes a team o 1400 scientists and engineers. The company’s

engineering research centre was established in 1966, and has facilities in Pune,

Jamshedpur and Lucknow. It was Tata Motors, Which developed the first

indigenously developed Light Commercial Vehicles, India’s fist sports utility

vehicles and in 1998, the Tata Indica, India’s first fully indigenous passenger

car. Within two years of lunch, Tata indica become India’s largest selling car in

its segment. Among whose facilities are India’s only certified crash- test facility

and hemi-anechoic chamber for testing of noise and vibration, has received

several awards from the Government of India.

The company set up the Tata Motors European Technical Centre

(TMETC) in 2005 in the UK. TMETC is engaged in design engineering and

development of products, supporting Tata Motors' skill sets. Tata Daewoo

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Commercial Vehicle Company and Hispano Carrocera also have R&D

establishments at Gunsan in South Korea and Zaragoza in Spain.

In 2006, Tata Motors and Fiat Auto formed an industrial joint venture at

Ranjangaon (near Pune in Maharashtra, India) to produce both Fiat and Tata

cars and Fiat powertrains for the Indian and overseas markets; Tata Motors

already distributes and markets Fiat branded cars in India. In 2007, Tata Motors

and Fiat Auto entered into an agreement for a Tata license to build a pick-up

vehicle bearing the Fiat nameplate at Fiat Group Automobiles' Plant at

Cordoba, Argentina. The pick-up will be sold in South and Central America and

select European markets.

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

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

role in community development, Irvingrural communities adjacent to its

manufacturing locations.

With the foundation of its rich heritage, Tata Motors today is etching a

refulgent future.

Tata Motors reported a total sale of 47,245 vehicles (including exports)

for the month of June 2008, a growth of 7% compared to 44,317 vehicles sold

in June last year. Cumulative sales for the company at 131,733 nos. grew by

3%.

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MANAGEMENT

Board of Directors

• Mr. Ratan N Tata (Chairman)

• Mr. N A Soonawala

• Dr. J J Irani

• Mr. V R Mehta

• Mr. R Gopalakrishnan

• Mr. Nusli N Wadia

• Mr. S M Palia

• Dr. R A Mashelkar

• Mr. Nasser Munjee

• Mr. Subodh Bhargava

• Mr. Ravi Kant

• Mr. P M Telang

Senior Management

Mr. Ravi Kant Managing Director

Mr. P M Telang Executive Director (Commercial Vehicles)
Mr. Rajiv Dube President (Passenger Cars)
Mr. C Ramakrishnan Chief Financial Officer
Mr. S N Ambardekar Plant Head (CVBU, Pune)

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 Mr. S B Borwankar Head (Jamshedpur - Plant)
Mr A M Mankad Head (Car Plant)
Mr. UKMishra Vice President (ADD and Materials-CVBU)
Mr. S J Tambe Vice President ( Human resource)
Mr. R Pisharody Vice President (Sales and Marketing –

CVBU)

MANUFACTURING

Tata Motors owes its leading position in the Indian automobile industry

to its strong focus on indigenisation. This focus has driven the Company to set

up world-class manufacturing units with state-of-the-art technology. Eveiy

stage of product evolution-design, development, manufacturing, assembly and

quality control, is carried out meticulously. Our manufacturing plants are

situated at Jamshedpur in the East, Pune in the West and Lucknow in the North.

Jamshedpur:

Established in1945, the Jamshedpur unit was the company's first unit and

is spread over an area of 822 acres. It consists of 4 major divisions - Truck

Factory, Engine Factory, Cab & Cowl Factories.

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Pune:

The Pune unit is spread over 2 geographical regions- Pimpri (800 acres)

and Chinchwad (130 acres). It was established in 1966 and has a Production

Engineering Division, which has one of the most versatile tool making facilities

in the Indian sub-continent.

Lucknow:

Tata Motors Lucknow is one of the youngest production facilities among

all the Tata Motors locations and was established in 1992 to meet the demand

for Commercial Vehicles in the Indian market.

Uttarakhand

The company has set up a plant for its mini-truck, Ace, at Pant Nagar in

Uttarakhand. The plant will begin commercial production during the course of

the year.

PASSENGER VEHICLES SALES DATA

The passenger vehicle business achieved total sales of 17,017 vehicles in

the domestic market in June 2008, a marginal decline of 2% over 17,418 nos.

sold in June 2007. The Indica reported sales of 8,560 nos., a decline of 27%

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over June 2007. The Indica, while being in its mature phase, continues to see a

significant portion of its volumes migrate to the attractively priced Indigo CS

sedan. The Indigo family recorded sales of 4,747 nos., a strong 102% growth

over June 2007. The Sumo and Safari accounted for sales of 3,710 nos., a

growth of 11% compared to June 2007. Growth could have been higher but for

the adverse impact of the sudden and unexpected increase in excise duties in the

latter half of the month. The Sumo recorded a 9% growth over June 2007, with

sales of 2,196 nos. Safari sales at 1,514 nos. Grew by 15%.

Cumulative sales of passenger vehicles in the domestic market for the

fiscal were 51,094 nos., a minor decline of 1% over the same period last year.

Cumulative sales of the Indica at 25,676 nos., reported a decline of 26% with

part of its sales moving to the Indigo range. Cumulative sales of the Indigo

family were 13,052 nos., a strong growth of 81%. Cumulative sales of Sumo

and Safari were 12,366 nos., a growth of 23%. The Sumo recorded a 34%

growth with sales of 7,771 nos., while Safari sales at 4,595 nos. grew by 8%.

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 CHAPTER 2

AUTO – MATRIX

PROFILE

AUTO MATRIX is a leading Automobile Dealer in sales and services in

Mangalore. In the year April 2000 we were honoured with Tata Motors
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(Passenger Car) Dealership for Sales, Spares and Services of their passenger

cars at Mangalore. Presently Auto Matrix Head Office is situated at Bejai,

Mangalore with 3-S facilities under one roof (Sales, Services, and Spares). The

company has state of infrastructure to ensure that its customers continue to be

happy with the services. From a small family of 25 members in the year 2000

we have grown to a size of 250 since last 8 years. This growth is a tribute to the

team efforts at Auto Matrix and the highest quality of the TATA Motors. Auto

Matrix provide other allied services to our customers, which includes Auto

Finance Options, Vehicle Insurance, Automobile accessories, extended

warranty policies and used cars.

Auto Matrix is now in possession of two prestigious showrooms in

different places i.e. in the year 2001 Auto Matrix expanded its horizon by

establishing showroom and workshop at Udiupi with 3-S facilities under one

roof and further in the year December 2004 the area of operation was extended

to Hassan town. Since the inception of dealership the team at Auto Matrix is

constantly striving at achieving higher market share, higher customer

satisfaction and in totality higher growth. The motive behind establishing its

branches was also to provide better service to our customer at their door step.

Auto-Matrix has many benefits that we would find hard to ignore.

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 • Car of any brand and model can be bought and sold.

• All cars are suitable priced.

• Quick and easy paper work, o Guarantee on all cars.

• Free service available on all cars

• Work shop and body shop with skilled personnel to look after the

servicing needs.

• Easy finance options.

SERVICES PROVIDED BY AUTO- MATRIX

• Auto matrix offer sales, service, spares and accessorized all under one roof.

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• At the service department our professionally trained staff will be available to

handle your services needs at a high quality care.

• It has most modern state of the art workshop with pneumatically controlled

equipments.

• The quick service bay at our service centers enables the customer to get

his/her vehicle service in one hour’s time.

• Follow up call after service is also available.

ORGANIZATION STRUCTURE

1. SALES

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 SALES
SALES

GM
MARKETING

SALES DATA
CRP DELIVERY
CORDINATOR ENTRY
EXECUTIVE
EXECUTIV
E
PRECEPTIONALIST

BILLING
EXECUTIVE

RTO
EXECUTIVE

Mgr. MARKETING
Mgr. MARKETING Mgr. MARKETING
INDIC, INDICO
SUV, MUV FLAT

MARKETING MARKETING MARKETING

EXECUTIVE EXECUTIVE EXECUTIVE

2. SERVICE

SERVICE

16
 AGM
FINANCE

SERVICE QUALITY ASST. MANAER SPARE PARTS

INSPECTOR MANAGER

CRO

ASST SPARE PARTS SPARE PARTS SPARE PARTS

MANAGER EXCUTIVE PICKER

BODY SHOP
MANAGER

BODY SHOP PAINTE TINKER

SUPERVISOR
WORKS
MANAGER

WARRANTY
SERVICE TEAM TECJNICIAN ELECTRICIAN INCHARGE
ADVISOR LEADER

3. FINANCE
FINANCE

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 AGM FINANCE

INTERNAL ACCOUNTS BILLING

AUDITOR OFFICER EXECUTIVE

ACCOUNTS
EXECUTIVE

CASHIER

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 CHAPTER 3

PRODUCTS AT

AUTO – MATRIX

INDICA V2 XETA

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Specifications:

• Its exteriors have been spruced up with an elegant new front grille, a set

of single beam clear lens headlamps, front fog lamps and sleek tail lamps.

• Maximum Output 70 PS @ 4800 rpm.

• Maximum Torque '12.4 kgs @ 2600 rpm.

• The beige interiors, which are standard for the full range, have also been

pepped up with fresh new seat fabric, a redesigned electronic instrument

cluster and a newly designed centrally fascia complete with a sporty

steering wheel.

• It has advanced extra fuel Efficiency, Torque Advantage petrol engine.

INDICA VZ /TURBO

Specifications:

• Turbo diesel engine with improved top speed.

• Enhanced output of 62ps @ 4500 rpm.

• A torque of 12.5kgm @ 2500 rpm(for DLS)

• 68 ps@4500 rpm with torque 13kgm @ 2500 rpm(for DLG and DLX)

• Sink in comforts with lush seats adjustable headsets and leather- wrapped

steering wheel

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 • Also available with ABS (Anti-lock Braking System) and dual airbags as

option.

INDIGO

Specification

• Dual beam clear lens, large top- down tail lamps and ORVMs blend

elegance with efficiency.

• Offers all comforts of business class travels.

• High quality cabin insulation minimize NVH, maximum your comfort.

• Has been tested at TATA motors, and India’s, first and only crash test

facility and meets European full frontal offset partial and rear crash

impact safety norms.

INDIGO MARINA DICORE

Specifications:
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 • Its 1.4 litre DICORE is highly efficient.

• High pressure multiple injection and low friction mechanisms ensure

better combustion and improved fuel efficiency.

• INDIGO MARINA DKORE

• Dual over head cam shafts enhance the 16-valve engine's high power

output and can enjoy the 70 PS of refined power and 140 l\Jm of torque.

SUMO victo DL turbo

Specifications:

• New three- litre turbo charged Dl engine, delivers improved fuel

economy, higher power and torque.

• Churns out power and torque of 70 PS (at 3000 rpm) and 223 Nm (at

2200 rpm) respectively.

• Fuel efficiency at 15 kmpl.

• The range comprises of four levels Cx, Lx, Ex and Gx in both BSII and

equipped with power steering, power windows, central locking keyless

entry, CD/MP3 music system and internally adjustable side view mirrors.

SPACIO

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Specifications:

• It has 3 Itr, Dl engine which now gets turbo charged to substantially raise

the max power and torque ratings to PS ( at 3000 rpm ) and 223 Nm (at

2200 rpm).

• The spacio gold plus delivers a best in class 15 kmpl (under test

conditions).

• The vehicle is also characterized by a much lower NVH (noise vibration

and hardness) and comes with best in class turning circle radius of 4.9

meters.

SAFARI DICOR

Specifications:

• A new 2.2L Direct Injection Common Rail (DICOR) engine, operated y a

32-bit electronic control unit, the engine packs a punch of 140 PS.

• 140 PS power. 320 Nm torque.

• It delivers a maximum torque of 320 Nm while lowering emission and

fuel consumption. Its 4 ' 4 capabilities and inbuilt safety makes it a

pleasure both on-road and off-road.

FIAT PALIO
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Specifications:

• Equipped with a 'fully integrated robotized engine' in a thrifty 1.1 litre

and 1.6 litre version.

• Auto intelligence system assures safety in any eventually and the plush

new beige interiors.

• Has max power of 57 PS @5250 rpm (palio 1.1 stile) and 100 PS @ 5500

rpm (palio 1.6 stile sport).

• Fuel tank capacity of 45 litres in both models.

• • Max torque 92 Nm @ 2750 rpm (palio 1.1 stile) and 137 Nm @ 4250

rpm.

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 CHAPTER 4

SALES ANALYSIS

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SALES ANALYSIS

Following are the sales of vehicles from Jan 07 to May 2010at AUTO

MATIX.

PRODUCTS NOS
INDICA 1784
INDIGO 856
MARINA 12
SUMO 193
SAFARI 74
FIAT PAILO 28

• INDICA is the highest selling passenger car from TATA MOTORS

• at AUTO MATRIX. INDICA being a hatchback.

• INDIGI MARINA was the one which reported the weakest sales being a

station wagon.

• In the SUV segment MAHINDRA SCORPIO which reported the '

sales of 331 units in Mangalore city. TATA SAFARI reported a sale of

64 units.

• MARUTI OMNI recorded a highest number of sales of 1264 units in

Mangalore.

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• In the SEDAN segment FORD FIESTA recorded a highest sale of 343

units compared to INDIGO from AUTO MATRIX.

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 CHAPTER – 5

CONCLUSION

CONCLUSION

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 TATA motor vehicles have a great brand image as a quality brand in the

market for motor vehicles in Mangalore as well as in the country. The company

is continuously thriving to ensure Total Quality service (TQS) and which can be

compared to the best in the world, produce power and economy cars for the

people of India and worldwide.

TATA Motors is committed to maximizing customer satisfaction and

strives to achieve the goals of excellence by continuous improvement through

ongoing design and development, manufacture and sale of reliable, safe cost

effective, quality products and services of international standards by using

environmentally sustainable technologies for improving levels of efficiency and

productivity within its plants and ancillaries. This project has given me first

hand knowledge of one of the leading automobile distribution company in

India.

BIBLIOGRAPHY

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Website:

• www.matrixautozone. Com

• www.tatamotors.com

• www.wikipedia.org/tatamotors.com

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