org. of BTPL

Organisational study at Bhagyodaya Trokhos Pvt Ltd

CHAPTER-1

INTRODUCTION

Brinndavan college, bangalore Page 1


INTRODUCTION

Bhagyodaya Trokhos Pvt Ltd is the main authorized dealers and service

centre of Tata Motors.

Bhagyodaya trokhos Pvt Ltd plays a main role in selling a low cost,

passenger efficient small commercial vehicles to the Hospet and surrounding

cities.

Sales is also very good in this place because, the city is fully based on

mining, steel production and manufacturing. The city is surrounded by major

companies and industries like Jindal pvt Ltd, Kirloskar pvt Ltd and MSPL

etc.

The organization study has been completed at Bhagyodaya Trokhos Pvt Ltd

which is situated at Hospet taluk, Bellary Dist in Karnataka state , Where

they are selling and giving service for Tata Motors Customers .

With this study I could understand the functioning of various dept in the

company and how effectively BTPL team is managing their work.

The CCM department is playing a main role in maintaining good relationship

with customer by providing some good facilities and service to customers.

As a whole the entire time spent by me in the organization was really

interesting as well as very informative. BTPL team has shown great support

towards me in completing this organizational study in spite of their busy

schedule. The study was beneficial for me in all aspects.



Meaning of Organization:

DEFINITION:

Organization typically refers to the large elements of text structure.

Sometimes these elements are formalized in practice, as in the typical lab

report, through consistent use of headings. Sometimes elements of

organization are only informally acknowledged -like the thesis of an

academic paper. Most writers across the university would agree, however,

that organization refers to the ordering of ideas.

Organization in writing is how ideas are presented. Typically, organization

refers to the larger parts of a piece of writing, although it also refers to how

paragraphs and sentences are written. The flow of a piece of writing affects

how readers interpret ideas. If the organization does not provide readers with

the information they are looking for in an orderly manner, they will quickly

lose interest. Unorganized writing makes readers search for the information

they need.

OBJECTIVES TO STUDY.

To study the general activities involved in the marketing of commercial vehicles,

To study about its social, ethical aspects.

To know about BTM social, economical, financial, and environmental aspects.

To study the distribution channel of the products.

To study about facilities to its employees.

To know its vision mission and objectives in brief.

TO know about Organizational structure & design. Etc,



RESEARCH DESIGN

PROBLEM STUDY

The main aim of this project is to make a detailed Organization study of the

Bhadyodaya Trokhos Pvt Ltd. Besides this an attempt has been made to

evaluate the performance of the industry and to know how the organisation

approach the sales and services of the company’s product and their

marketing sells regarding their marketing of the product in the market.

The information collected is limited to the academic knowledge

Gained by the student during the study of the course.

DATA COLLECTION.

For the purpose of conducting survey, data for the study is collected both

from primary and secondary data.

PRIMARY SOURCE

The primary Sources of data was obtained through interviewing the

employees and manager in an organisation,

SECONDARY SOURCE

The secondary source of data is collected from the company annual reports,

brochures advertisement and Internet books.



LIMITATION OF THE STUDY

The study is not proposed to be an expert study as it was done a study for

the purpose of partial fulfillment of the course in the institute which is an

integrated part in completion and reward of MBA.

The study was conducted in a short period of seven weeks, and so the

findings can’t be generalized for all times.

Some of the information being confidential was not included in the study.

The scope of the study, by and large is very vast. It is difficult to satisfy all

the areas, there fore an attempt is made to cover as much as possible.

Importance of the study:

The study or research is conducted based on some importance. That

importance enables the researcher to do research easily. He can collect the

information based on that importance

In this project is done ORGANISATONAL STUDY which includes the

following importance:

We can know the past, present & future condition of the organization.

Nature and operation of organization.

Organization structure.

Their products and its profile.

Market condition.

Growth of company and competitors.

Financial Details.

Its vision and mission

Its goals and objectives

Functional divisions of organizations it includes.

Their HR policies and initiatives.

Their system and procedures.

Specific department and their work force structure.



CHAPTer-2

COMPANY PROFILE

HISTORY OF THE INDUSTRY



The automobile as we know it was not invented in a single day by a single

inventor. The history of the automobile reflects an evolution that took place

worldwide. It is estimated that over 100,000 patents created the modern

automobile. However, we can point to the many firsts that occurred along the

way. Starting with the first theoretical plans for a motor vehicle that had been

drawn up by both Leonardo da Vinci and Isaac Newton

The first successful self-propelled road vehicle was a steam automobile

invented in 1770 by the French engineer Nicolas Joseph Cugnot. Later

Nicolas August Otto invented a 4 stroke gas motor engine in 1876.This

engine operation formed the basis of the future of the internal combustion

engine. In 1855, Gottlieb Daimler invented a gas engine that allowed for a

revolution in car design as it achieved speeds many more times than previous

engine.

In the same year Karl Benz the German mechanical engineer designed and

built the world’s first practical automobile to be powered by an internal

combustion engine based on Otto’s design. It was a three wheeled machine.

In 1886, Daimler took a stage coach and adapted it to hold his engine, there

by designed the world’s first four-wheeled automobile.

GROWTH OF THE AUTOMOBILE INDUSTY

At present the industry is enjoying a growth rate of 14-17% per annum, with


http://inventors.about.com/library/inventors/blnewton.htm

http://inventors.about.com/library/inventors/blda-vinci.htm


domestic sales growth at 12.8%. The growth rate is predicted to double by 2015.

As it is seen, the total sales of passenger vehicles - cars, utility vehicles and multi-utility vehicles - in the year 2005 reached the mark of 1.06 million. The current growth rate indicates that by 2012 India will overtake Germany and Japan in sales volumes.

Financing schemes have become an important factor in the growth of automobile sales. More and more financial schemes are coming up with easy installment plans to lure the customers.

Apart from domestic production, the industry is consistently focusing on the automobile exports. The auto component segment is contributing a lot in the export arena. The liberalized policies of the government are now making the companies go for more and more exports.

The automobile exports are increasing year by year. According to the Society of Indian Automobile Manufactures (SIAM) automobile exports in the last five years are as follows:

Export trend over the last five years

NEW LAUNCHES



The Indian automobile sector is experiencing changes in every area. Changes

in the looks of the vehicles are taking place; the vehicles are being made

more user-friendly. Each and every firm is competing to give the customers

more customized vehicles with respect to speed, mileage, and maintenance.

At present there are many new models entering the Indian market. To name a

few, Suzuki Heat 125 and Suzuki Zeus 125X are the two bikes in the

motorcycle segment; Kinetic Blaze and Honda DIO in the scooter segment;

Maruti's Zen Estillo in the car segment, so on and so forth.

.

TATA MOTORS PROFILE



Founder- Jamshedji Tata

Headquarters – Mumbai.

TML is currently headed by Ratan Tata.

Tata Motors manufactures HCV, LCV, passenger cars, MUV and Military

Vehicles.

Global operation – UK, South Korea, Thailand and Spain.



TML – World’s fourth largest truck manufacturer.

World’s second largest bus manufacturer.

HISTORY OF TATA MOTORS

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

consolidated revenues of Rs. 92,519 cores (USD 20 billion) in 2009-10. 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 manufacturer.

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

breadth of India. Over 5.9 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), 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 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, and subsequently the remaining stake



in 2009. Hispano's presence is being expanded in other markets. In 2006,

Tata Motors 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 in 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, Senegal

and South Africa.

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 3,000 engineers and scientists, the company's Engineering

Research Centre, established in 1966, has enabled pioneering technologies

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

Lucknow, Dharwad 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.100, 000 (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 minimize

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 introduced 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 called Prima. 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.

Tata Motors is equally focused on environment-friendly technologies in

emissions and alternative fuels. . It has developed electric and hybrid

vehicles both for personal and public transportation. It has also been

implementing several environment-friendly technologies in manufacturing

processes, significantly enhancing resource conservation

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.

Tata Motors is committed to improving the quality of life of communities by

working on four thrust areas – employability, education, health and

environment. The activities touch the lives of more than a million citizens.

The company's support on education and employability is focused on youth



and women. They range from schools to technical education institutes to

actual facilitation of income generation. In health, our intervention is in both

preventive and curative health care. The goal of environment protection is

achieved through tree plantation, conserving water and creating new water

bodies and, last but not the least, by introducing appropriate technologies in

our vehicles and operations for constantly enhancing environment care.

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

refulgent future.

GROWTH & DEVELOPMENT OF THE COMPANY

Time lines

1960 – 86: Tata Motors is the 2’nd largest commercial vehicle maker in

India.

World over it is the first 5’t h largest medium & heavy commercial vehicle

manufacturer.

1987- 96: Tata mobile is introduced in 1999; The Company adapted the

route of joint ventures.

1997- 2006: In 2000 launched compressed natural gas buses & also filled

the product line gap through the introduce of the 1109 vehicle which as an

ICV (Intermediate commercial vehicle) & is useful for medium tonnage load

and LCV 207DI is also introduced.

2006- 2009: Daewoo acquisition.

The growth in chronological order

1945: Tata engineering & locomotive co. Ltd.

1948: Stream road roller introduction in collaboration with Marshall Sons

(uk)

1954: Collaboration with Daimler Benz AG (West Germany) manufactures

medium commercial vehicles.



1959: research & development centre setup at Jamshedpur.

1971: Introduction of DI engine.

1977: 1st commercial vehicle in Pune.

1983: manufacture of heavy commercial vehicle commences.

1986: 1st low commercial vehicle, Tata 407.

1993: Joint ventures agreement.

1994: Launch of Tata Sumo

LPT- 709 low commercial vehicle.

1996: Introducing Tata Sumo deluxe.

1998: Introducing Safari, 1st sport vehicle.

2007: Introducing Tata Ace.

2009: Introducing new and mini car Tata Nano.

HISTORY OF THE ORGANISATION

Bhagyodaya is a big organisation which is situated in the out skirts of

Hospet, Bhagyodaya has two groups,

Bhagyodaya Trokhos Ltd

Bhagyodaya motors Ltd

Both the groups are dealer of Tata vehicles; the study is conducted in

Bhagyodaya Trokhos Pvt Ltd.



BHAGYODAYA TROKHOS PVT LTD

The Bhagyodaya Trockus Pvt ltd is established in 1997 by G

Siddhalingaswamy, Bhagyodaya Trokhos Pvt ltd [BTPL] is the dealer of

Tata vehicles company, Bhagyodaya trockhos pvt ltd sells general purpose

commercial vehicles for Bellary, Koppal Raichur districts and other regions,

the Head Office of Bhagyodaya Trokhos Pvt Ltd is situated in bellary main

road, Hospet.

Bhagyodaya Trokhos Pvt Ltd is authorised dealer of Tata Motors and it is a

commercial vehicles business unit.

This organisation is sells and services only commercial vehicles of Tata

motors products.

There are different kinds of commercial vehicles, which are as follows....



1. Heavy & medium commercial vehicle.

2. Intermediate commercial vehicle.

3. Low commercial vehicle.

4. Semi low commercial vehicles.

Inception of the company

Bhagyodaya Trokhos Pvt Ltd is the only organisation is distributing commercial vehicle in the Hospet city, where Bhagyodaya Group is the dealer of Tata Motors and Truks.Bhagyodaya group have so many branches in diffrent cities which are Raichur, Bellary, Koppal, Sindanur and hospet.

Bhagyodaya Group is dealing with following companies1. Tata Motors2. Fait3. Marcidez benz4. Jagur

PROFILE OF BHAGYODA TROKHOS PVT LTD

Firm : Bhagyodaya Trokhos Pvt Ltd

Owner of Firm : Mr.G Sharabhaia

Director : Mr. Siddalingaswamy.G



Departments : Sales .

: Service

: Human Resource

: Account Section.

: Workshop.

Head of Sales department. : Mr. Antony

Service department : Mr. Parmeshs

Human resource department : Mr. Sridhar

Accountant department : Mr. Shastree

Structure of Bhagyodaya Trokhos Pvt Ltd


Director (BTPL)

AGM-Sales AGM- Finance Relations

Dealer Sales Manager

AGM – Accounts & Finance

Sr. Mgr - HR

H R Assistant

Maintenance Supervisor

Administrator –I T System

Branch Manager

Dy. Mgr – HR & Admin

H R Executive

Delivery Captain

Asst... Dealer Sales Mgr

Team Leader-Sales

Dealer Sales Executive

Sales Coordinator

Back Office Executive

MIS Coordinator

Tele-caller

Branch In charge

Delivery Executive

Finance Executive

Fin. Recovery Coordinator

Document Collection In-charge

Receptionist

Data Entry Operator

Receptionist

Cashier

Accounts Assistant

Recovery Executive

Accounts Officer / Executive

Accounts Manager

Causal Staff



Technician – L3 / Asst. Tinker

Electrician

Washing Supervisor

Team Leader

Service Advisor

Asst. Works Manager

Works Manager

Stores & Spares Mgr

Washing Boys

Spares Assistant

Warranty Supervisor

Sub Stores Supervisor

PDI –In charge

Data Entry Operator

Body Shop Manager

Warranty Assistant

PDI Assistant

Picker

Painter

Tinker

Team leader

Service Advisor

Technician – L 2/ Asst. Tinker


The above chart shows the organizational structure of Bhagyodaya Trokhos

Pvt Ltd.

This organization chart explains the Working of BTPL Hospet. In Which

Chairman / owner is the chief executive authority of this company and

Director who is working under the Chairman of the company who is first line

officer under this Director three middle line AGM and One Manager works

i.e. sales-AGM, Finance-AGM, workshop-AGM and SR.MANAGER-HR

who issues orders from top management and run business smoothly? Sales

manager delegates his authority issues order to showroom in charge, and

field executives. In the same way finance manager also issues order to



accountant officer OF top manger issues order to works manger to get work

smoothly and customer should get satisfied under works manager.

Supervisor’s works supervisors control the working section; he issues order

to work service man, lathe operator, mechanics and helps.

PRODUCT PROFILE:

Tata motors is producing different kinds of vehicles which are as follows

1. Passenger cars and utility vehicles

2. Concept vehicles

3. Commercial vehicles

4. Military vehicles

COMMERCIAL VEHICLE



“Commercial vehicle” means “heavy goods vehicle”, “heavy passenger

motor vehicle”, “light motor vehicle”, “medium goods vehicle” and

“medium passenger motor vehicle”.

There are 4 kinds of commercial vehicles which are as fallows

1. Heavy & medium commercial vehicle.

2. Intermediate commercial vehicle.

3. Low commercial vehicle.

4. Semi low commercial vehicles.

HEAVY & MEDIUM COMMERCIAL VEHICLES

HEAVY VEHICLES:

Tata 3015 (Heavy truck)

Tata 3118 (Heavy truck) (8X2)



Tata 4923 (Ultra-Heavy truck) (6X4)

Tata Novus (Heavy truck designed by Tata Daewoo)

Tata prima (Heavy truck)


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


Tata PO9_LPS_3015 UMB Truck

Tata LPS 3516 TRAILER



MEDIUM VEHICLES:

Tata 1613/1615 (Medium truck)

Tata 2515/2516 (Medium truck)

Tata 1510/1512 (Medium bus chassis)

Tata construct (Medium truck).

Tata 1613_697_TCIC Medium Truck

Tata 1613 TC4


http://en.wikipedia.org/wiki/Tata_1510/1512


INTERMEDIATE COMMERCIAL VEHICLES

LPT 1109 Turbo Truck,

LP 1109 Turbo Truck.

LPT1109 Turbo Truck

LP_1109_bus



LOW COMMERCIAL VEHICLES

TL 4x4

TATA SFC 410 EX

TATA LPT 712 EX

TATA 207 DI EX – single cab

TATA 207 DI – crew cab

SFC 407 EX Turbo

SFC 407 Turbo Truck

SFC 709 E Aerial lift Turbo

LPT 407 Turbo Truck.




SFC 407 Turbo Truck

SEMI LOW COMMERCIAL VEHICLES

TATA ACE

TATA MAGIC

Tata Marco polo Bus


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


TATA ACE

TATA MAGIC



Number of employees working in BTPL

General Manager 1

Assistant general manager 1

Managers 10

Team leaders 05

Executives 49

Adm. Staff 25

Workers 61

Total 152

Growth of the company

Tata 207 DI- Crew cab, this is the 1st commercial vehicles was sold by BTPL

Sierra - India’s first sports utility vehicle launched in

Tata Motors acquires Daewoo Commercial Vehicle Company in 2004.

The sales of BTPL was increased due to the increase in mining and steel

industy in 2000.

Acquisition of Jaguar and Land Rover in 2008.

Tata Ace and Tata Magic – “Small elephant” are gives dramatic growth in

BTPL.



Important development in commercial vehicle

Tata Ace, India's first indigenously developed sub-one ton mini-truck, was

launched in May 2005. The mini-truck was a huge success in India with

auto-analysts claiming that Ace had changed the dynamics of the light

commercial vehicle (LCV) market in the country by creating a new market

segment termed the small commercial vehicle (SCV) segment. Ace rapidly

emerged as the first choice for transporters and single truck owners for city

and rural transport. By October 2005, LCV sales of Tata Motors had grown

by 36.6 percent to 28,537 units due to the rising demand for Ace.

Joint Ventures & Acquisitions

In 2004, the acquisition of Daewoo Commercial Vehicle of South Korea.

In 2005, Hispano Carrocera – Spanish bus manufacturing company.

In 2006, TML has formed 51:49 Joint Venture with Marco polo, Brazil-

based global leader in bus body building.

In 2007, TML also formed a joint venture with Fiat.

In 2008, the acquisition of British Jaguar Land Rover (JLR) business.



Awards

India's Most Trusted Car Brand.

'Golden Peacock Environment Management Award' in 2003.

Forbes Global 2000 list for the year 2005 - Tata Motors ranked at 1215.

Tata Motors bagged the prestigious 'CII-EXIM Bank Award' for business

excellence in 2005.

Tata Motors bagged National Award for Excellence in Cost Management in

2006.

Tata Motors - Investor Relations, ranked first in India in 2008.

Other Information:

Tata Motors has consolidated revenue of USD 14 billion

(Rs 70,938 cr) in 2008 - 09.

Tata Motors introduced Indica as City Rover in UK but it was a failure.

Tata Motors has unveiled the electric versions of passenger car Tata Indica

and commercial vehicle Tata Ace to be launched in India in 2010.

Market Share (Approximately) –

Commercial Vehicles - 64%

Passenger Vehicles - 13%



COMPETITORS TO BHAGYODAYA TROKHOS PVT LTD.

Mahindra and mahindra dealers

Ashok Leyland dealers

AMW dealers

Eicher dealers

Force dealers

Swaraj Mazda dealers

Volvo dealers

Tatra dealers

Commercial Vehicle Market in India

After the small car assault on Indian roads now the global commercial

vehicle makers are lining up to share the CV market segment that is growing

at around 20% Year on Year except for 2008-009. Recent past market

movements and consolidations are also getting cleared to determine the way

Indian CV market is going to be shaping up.

SFC 407 Turbo Truck



Indian automotive industry, especially the CV segment has come a long way

since 1950’s to become the 4th largest market in the world now with over

400,000 unit sales. The growth potential of Indian market is well accepted to

attract investment from the global majors not just in installed capacities but

in local R&D, New product design/development initiatives for Indian as well

as export markets.

Market Scenario Of Commercial Vehicles

Light commercial vehicles (LCVs) are usually referred to goods and carriage

vehicles with a light capacity that varies from one region to another. In

Europe the popular definition for a light commercial vehicle is one good

vehicle with a maximum permissible capacity of 3.5 tones of mass. The

importance of a light commercial vehicle is obvious especially in a newly

industrialized economy with large regions to cater where such vehicles play

a niche role in transporting goods from one place to another throughout the

country.

TATA MAGIC



In the Indian automobile context, light commercial vehicles have assumed a

great degree of significance with the national economy poised for a greater

leap forward. No wonder, all the leading automobile manufacturers are

having their operations in the field of LCVs. Tata Motors for one, has made

its position unique in the commercial segment of Indian automobile by

having a presence in all spheres, light commercial vehicles, heavy

commercial vehicles and the like. However, the other leading automobile

players like the Ashok Leyland and Swaraj Mazda too, are not lagging

behind and they have their own aggressive expansion plans on show.

Some of the popular offerings in the field of light commercial vehicles from

the Tata Motors stable are Tata 407 and Tata 709 of which the former has

made a distinct mark in the category of Indian LCVs. However, the recently

launched Tata Ace has brought about a dramatic change in the Indian LCV

market. Low priced and attractively designed, the Tata Ace has been hugely

popular and recorded significant sales in the first year of production itself.




TATA ACE

Tata Ace, India's first indigenously developed sub-one ton mini-truck, was

launched in May 2005. The mini-truck was a huge success in India with

auto-analysts claiming that Ace had changed the dynamics of the light

commercial vehicle (LCV) market in the country by creating a new market

segment termed the small commercial vehicle (SCV) segment. Ace rapidly

emerged as the first choice for transporters and single truck owners for city

and rural transport. By October 2005, LCV sales of Tata Motors had grown

by 36.6 percent to 28,537 units due to the rising demand for Ace.

Ashok Leyland is another major LCV player with products like Cargo 759

Tipper to boast of. With a wheelbase of 3200 mm and 5 speed synchromesh

gearbox, it has got 4 cylinder diesel power engines. The Premium model of

Swaraj Mazda has a wide cabin and wheelbase of 2815 mm, has 4 cylinder

engine capacities while Cosmo, another of its LCVs, has an overall length of

the vehicle 4789 mm. Dual Cab and steel High Deck are the other popular

forms of Swaraj Mazda's range of LCVs in India. Eicher 10.60 and Eicher

10.70 are the other popular LCVs that are visible on Indian roads.



Market segment

In 2009 CV market saw sales of 384,000 units of which 45% were LCV. The

export segment saw over 42,000 units mainly to Middle East and African

countries.


Vehicle type %

M&HCV 39%

LCV 45%

M&HC passenger vehicles

9%

LC Passenger vehicle

7%


The Commercial vehicles are classified based on Gross Vehicle weight

which the weight of the vehicle and the maximum weight the vehicle are

allowed to carry. GVW of over 16 tones the vehicles are classified as HCV,

7.5 to 16 tones as MCV and less that 7.5 tones are LCV.

Market players

The Indian majors control majority of the market share with TATA motors

enjoying major share of that in both cargo and passenger vehicle with a share

of 64%. TATA, Ashok Leyland and Mahindra & Mahindra together control

over 84% share. Over last 5 years, the CV market has seen global majors

entering India eyeing to taste this huge potential. A lot of consolidations, JVs

have taken place to position them in India, ASEAN market.

TATA motors

Daimler AG had 5.4% stake in TATA

TATA assembled and sold Mercedes Benz models for about 15 years since

1954

Daimler AG sold its stake to TATA sons and CITI Group to pursue its own

interest in India

Bought Daewoo Commercial Vehicles Korea in 2004

JV with Afzal Motors Pakistan to produce CV


http://3.bp.blogspot.com/_AVltwO4xh5Q/S69bMxbOyoI/AAAAAAAAAQE/qneNJxS_eOg/s1600/Volo_CAB.jpg


TATA buys 21% stake in Hispano Carraro SA the Spanish bus maker and

takes remaining 79% in 2009

TATA signs JV with Marco Polo Brazil

to build bus for rapid transit systems. TATA holds 51% and MarcoPolo 49%

TATA signs JV with Thonburi Motors of Thailand with 70%-30% stakes

respectively.

Ashok Leyland Nissan

Ashok Leyland the 2nd largest CV maker formed JV with Nissan 2010 for

LCV for Indian and export. It also formed another two JVs for Powertrain

for LCV and technology development.

Mahindra & Mahindra (Navistar Inc.)

Mahindra is market leader in Utility vehicles India and export markets

In 2007 Joined hands with Navistar Inc

JV with Navistar Inc to produce Diesel Engine for the CVs

Eicher Motors (AB Volvo)

AB Volvo formed JV with Eicher motors the LCV major in India. The JV is

called VE commercial vehicles Ltd., Volvo controls 45.6% and the balance

by Eicher



Swaraz Mazda

A JV formed between Swaraj, Mazda Japan,

Punjab tractors and Sumitomo to Launch LCV

Presently

Sumitomo owns 53.5% stake.

Force Motors (MAN AG)

Force motors a leading CV marker of India and MAN AG have a 50:50 JV

based at Pithampur India

Iveco SPA (CV unit of Fiat)

Had relationship with Ashok Leyland but Ashok Leyland bought back the

30% and with TATA having agreement with FIAT, the relationship might

have an extra weight

Paccar Inc

.The US based truck maker is keen to enter India with planning to have

office in Pune, india



CHAPTER-3

ORGANIZATIONAL

REVIEW



ORGANISATIONAL REVIEW

This organizational review is the study of different departments in the

organization and its review.

To study about the initiatives, policies, facilities and objectives of the

organization.

Functional Divisions:

BTPL has different functional departments with specialists and experienced

workers in that particular department.

They also give opportunity to freshers with good package and facilities who

are experts in that department. By this work flow becomes easy and can be

for from conflicts.

The Bhagyodaya Trokhos Pvt LTd has different departments which are as

fallows

1. Human Resource department

2. Finance department

3. Marketing department

4. Workshop department


Sr. Manager - HR

H R Assistant Dy. Mgr – HR & Admin

H R Executive


Includes:-

Sales department

Customer Relationship Management

HUMAN RESOURCE DEPARTMENT

INTRODUCTION

“Departments are the entities organizations form to organize people,

reporting relationships, and work in a way that best supports the

accomplishment of the organization's goals”. Departments are usually

organized by functions such as human resources, marketing, administration,

and sales.

But, a department can be organized in any way that makes sense for the

customer. Departments can also be organized by customer, by product, or by

region of the world.

STRUCTURE OF HR DEPARTMENT



The above chart shows the structure of HR department of Bhagyodaya

Trokhos Pvt Ltd. In this the authority is flow from top management, here

senior manager is taking decisions, under the manager one manager, HR

executive and HR assistant are working.

The manager role is to managing the human resource and also utilizing them

to achieve the goals and objectives of the organization and also providing

good facilities to employees.

FUNCTION OF HR DEPARTMENT

Hiring

Promotions

Reassignments

Position classification and grading

Salary determination

Performance appraisal review and processing

Awards review and processing

Personnel data entry and records maintenance

Consultation and advisory services to management and employees

o Conduct problems

o Performance problems



Policy development

Benefits

o Health care insurance

o Retirement

o Voluntary accidental death and dismemberment insurance

o Leave Transfer Program

o Training opportunities

Employee assistance referral

Workers' compensation

The Mission Statement of HR.

We shall develop effective human resource policies and system that leads to

healthy interpersonal relation and positive discipline in the organization.

We shall provide quantity service to all the people in the origination with in

the frame work of the approved policies of the company.

HR department believes that human resources are greater asset and that

people have the potential to exceed, if the environment fosters. Mutual

understanding, trust and people are treated with dignity and respect.

Elements of Man Power Planning

a. Systematic and continuous analysis of manpower resource.

b. Forecasting of man power requirement.



Employees Welfare Activities

Free employee transportation

Company PF / Bonus

Employee wealth and recognition programs

Statutory compliances

Employees Welfare Scheme Benefits

Wealth

First aid at work place

Uniform

Salary in advance

Retirements Benefits

Recruitment:

The vacancies of Bhagyodaya Trokhos Pvt Ltd are filled by the following

`methods.

Through employment exchange.

Through public service commission.

Promotion of existing employees.

Direct recruitment from outside.

Classification of workers in Bhagyodaya Trokhos Pvt Ltd



Permanent workers

Temporary workers

Probationary workers

Trainers

Apprentice

Substitute

Type of leaves

Casual leaves

Earned leaves

Leave without pay

Special leave

Study leave

ESI leave

Half pay leave

Maternity leave

Allowance

Muneer cars is providing different type of allowance to its workers. It

consists of

Risk allowance

Travel allowance

House rent allowance

Canteen

At present canteen facilities are extended by the company. Food items are

provided to muneer members at the subsidized rate. When ever canteen



facility is provided by the company , canteen allowance will be paid to the

employees.

Work shift

There is no shift system in muneer cars. There is only a general shift that is

from 09 am – 06 pm or 07 pm

Transfer policy

The company shall have the right to transfer employees at any time from one

job , section , or department to another and also from the company’s one

office to another which may be situated in any part of Karnataka.

The following norms are followed in transfer:

The transferred employee will draw the existing pay in the present scale and

allowances applicable in the units/office to which he is transferred with

effect from the date he report for duty.

Where employees are transferred at the instance of the company to any other

unit/office, they will be governed by the transfer rules of the company.

HUMAN RESOURCE POLICIES

The organization is following some policies for the best management and

also for the development of the organization.



The policies of the originations are mentioned below

Recruitment policy

Employee referral policy

Selection policy

Trainees appointment policy

Induction policy

Uniform policy

Mobile phone usage policy

Leave and holidays policy

Safety policy

Grievance resolution policy

Vehicle (company’s car) usage policy

E-mail & internet policy

Salary loans / advance policy

Traveling allowance policy

Business code of conduct policy (already existing)

Corporate policy “On prevention of sexual harassment”

Employee present status change policy

Issue of employment related certificate policy

Disciplinary action policy

Staff transport usage policy

Employee training policy

Incentive policy

Health policy

Employee elevation policy

Employee relation policy

Birthday celebration

Employee marriage

Lone for educational purpose

Death of immediate family members

Check list of personnel file.



SELECTION PROCESS AT BTPL

Recruitment sources

1. News paper advertisement

2. Employees reference

3. Direct walking


Reception of application

Preliminary Interview

Application bank

Interview Waiting list of desirable application

For Technical evaluation and skills

Final selection by interview

PlacementRejection


FINANCIAL DEPARTMENT

The finance function deals with the procurement of money at the time when

it is needed and its effective utilization in the enterprise, as it is required to

pay wages and salaries to employees and to allow credit facilities to

customers.

An important requirement for the success of any business organization is the

provision of sufficient amount of funds or capital. In cannot work unless it

has got sufficient amount at its disposal to build premises, meet day-to-day

expenses and for several other purpose.

The event of capital-intensive techniques has increased the importance of

finance. The ambition of the plan an industrial undertaking will remain were

dreams unless adequate finance is available to convert them into reality.

Therefore it has become an important function of management to provide for

adequate finance for the functioning of the enterprises.



Structural of Finance Department


Assist. General

Manager (Finance)

Finance Executive

Finance Recovery and Coordinator

Document Collection In-charge

Senior Manager

Assist. General Manager (Accounts)

Accounts Manager

Accounts Officer / Executive

Recovery Executive

Accounts Assistants

Cashier


Objective of Financial Department

Since finance is one of the functional area of any business enterprise, the

objectives of financial management must be in tone with the over all

objectives of the enterprise. The objectives of the finance department should

be so devised they contribute directly towards the achievement of the overall

organizational objectives.

1. Ensuring regular and effective supply of capital to the business.

2. Ensuring better utilization of capital by fallowing the principals of liquidity,

profitability and safety.

3. Coordinating the activities of the finance department with those of the other

departments of the organization.

Manager Accounts: The Finance and Accounts Managers are

concerned with measurements of income/Expenditure for the specific period

of time such as month and year (income/ expenditure statement) financial

reports at the end of the period.

Manager Finance: This is responsible for overall financial planning and

for raising capital, he has following functions to perform major activities are

financial, forecasting, fund management and budgeting.



FUNCTOINS

1. Budgeting and budgetary control

2. Maintenance of proper liquidity

3. Maintaining relationship with outside agencies such as financial institutions,

tax authorities.

4. Preparing trial balance , P&L A/C , balance sheet etc of the company

5. Submitting final accounts to the management, board of directors,

government, bank etc.

6. Submitting the stationary returns to the income tax department, government

etc.

Procedures

1. Companies contribute to PF and super annual funds as per the rules of P.F.

Act not excluding 12% of the besic salary. Gratuity will be limited to

monthly salary for each completed year service.

2. The yearly financial results of the company are sent to stock exchange

immediately after they are approved by the board.

3. The company has given interest free loan and advances in the nature of loans

to employee’s recovery,stores and spares are physically verified.



MARKETING DEPARTMENT

INTRODUCTION

Definition “marketing is an Organizational function and a set of processes

for Creating, Communicating and Delivering value to customers and for

managing customer relationship in ways that benefit the Organisation and

it’s Stakeholders”.

Aim of Marketing:

“The aim of marketing is to know and understand the customers so well that

the product or service him/her and sells itself. Ideally, marketing should

result in a customer who is ready to buy. All that should be needed then is to

make the product or service available”.

Scope of Marketing includes –

•What marketing is?

•How marketing works?

•What is marketed? And

•Who does the marketing?

Marketing is indeed an ancient art: it has been practiced in one form or the

other since the days of Adam and eve. It emerges as a management

discipline, however is of relatively. Shows period has gained so much

importance and status that today must management thinkers and practitioner



through out of the world view it as the must importance of all management

functions is a business.

Market oriented strategic planning “Is the managerial process of developing

and maintaining a visible fit between the organisation objectives skills,

resources and its changing market opportunities.

The aim of strategic planning it to shape the companies business and

products so that they yield target profit and growth.

The slandered let for the marketing departments is to achieve the sales target

per month/year, once the main plan is formulated by top level management it

is sent to each off the branch office for executing and also the head office

located at Bellary road, HOSPET sends new plans for each month to its

branch office.

In keeping touch with the main and each monthly plan, the marketing

manager as branch office formulates dispatch plan dairy for the purpose of

distribution of goods accordingly to the order received.

The standard given to each branch office is to achieve sales targets per

month/year, purpose objective of marketing planning is the purpose (or)

objectives of the marketing planning is

To enjoy profit.

To achieve set standards.

To satisfy customer as it is buyer market. Especially in the case of BTPL,

directly get order from customer.

IMPORTANCE OF MARKETING MANAGEMENT:

Collection of necessary information regarding marketing.

Analyzing the date and drew conclusion.

Development of products.

To implement the marketing programmes in details.



To co-ordinate between the wants the customers and & their satisfaction.

ACCORDING TO BTPL THE BENEFITS OF PLANNINGS

1. Marketing planning minimize the risk and uncertainty.

2. Marketing planning helps to reduce the expenditure.

3. Marketing planning hocuses attention on objectives.

4. It encourages innovations and creativity.

5. Marketing planning helps the manager in making decision.

6. Marketing planning helps the manager to adopt strategies according to the

changing market opportunity.

7. Marketing planning helps to face flections in the business environment.

8. It facilitates control.

9. Marketing planning improves competitive strength.

10. Marketing planning helps to meet the demands.

BTPL—CUSTOMER RELATIONSHIP MANAGEMENT

To treat the customer like a king.

Create brand awareness.

Create confidence about the organization.

Give total solution to customer.

Add value to customer business.

Create loyalty in the minds of the customer.



In the marketing Bhagyodaya Trokhos Pvt Ltd under each marketing

regional manager, there will be marketing executive and all these managers

and executives are under the control of managing director.

Market:

Market is a place where a goods and services are exchanged the term market

means to the aggregate of all demands for all particulars product of services.

It also refers to the aggregate of all customers existing and potential for the

products.

Marketing channels:

The major demand for the low commercial vehicles in the market, so many

companies are competing all over Karnataka, which sells commercial


Customers

Direct Industrial Customer Through commission

Industrial Customer


vehicles. The present study reveals that there are 4major marketing centres in

districts in Karnataka.

Raichur

Koppal

Bellary

Hospet

Market Expansion Strategies

Launch of new variants and models.

Increased dealer profitability.

Promotional offers.

Change your life campaign.

Television campaign.

HIERARCHY OF MARKETING DEPARTMENT


Managing Director

General Manager

Asst. General Manager


GENERAL MANAGER

RAICHUR BELLARY KOPPAL HOSPET

Direct customers will approach with the bulk of order for their utilization

traders place the orders for release and make profit out of it.


Marketing manager

Manager marketing

Manager marketing

Manager marketing

Manager marketing

Marketing Executive

Marketing Executive

Marketing Executive

Marketing Executive


Dealing procedure of Bhagyodaya Trokhos Pvt Ltd

Showroom sales : Where customers approach sales manager

Sales manager approach : Where sales executive make direct

contact/approach to customers

Through marketing : Where dealer has to compute with

Competitors with different

Promotional : Activities like advertisement demonstration,

display, road show and test drive.

To increase the sales, managing director (MD) has appointed separate sales

force to meet the challenge of competition. The force has spread all over the

area of Bellary, koppal and Raichur district which make direct contact with

customers, which results the greater sales of Commercial vehicles.

The dealing will be in the following Ways.

Marketing strategy and Sales Promotion Carried out by Bhagyodaya Trokhus

Pvt Lltd Hospet, Bellary.

`

ADVERTISING



1 Catalogue advertisement.

2 Banners and Posters.

3 Pamphlet advertising.

4 Window display.

5 Printing of calendars.

6 Gift bags / carry bags.

7 Anniversary Functions.

Sales:

Any one company should have correct and clean sales plan and the same

plan must be fallowed each and every time. Otherwise, the products remains

blocked and the working capital cannot be obtained to perform the day-to-

day activities of the firm.

The BTPL is making monthly plans to sell the commercial vehicles.

The organisation fixes the targets according to that, they will workout.

BTPL has the following sales plan to take the product from BTPL to final

users;

The BTPL gets the enquiry from the interested customer the enquires may be

in the form of telephone, fax, letter, e-mail etc., regarding the availability of

price duty Structure, sales tax applicable payment tearms and etc., of the

customer are satisfied with the tearms and conditions of BTPL the order will

be placed which includes quantity, quality of the products, mode of transport,

tearms of payment etc., placing of the order fax after BTPL reaching the

purpose order the corresponding section of sales department scrutinizes the

purchase order and if the same is satisfactory.

BTPL sends the sales order according to the purchage order. Sales order is an

arrangement between dealer and the customers, which confirms the

purchages order. Two copies of sales order will be sent to the concerned

customer. Between the two copies of the sales order one copy will be kept

with the customer and another copy is duly signed sand sent to the marketing



department of BTPL. This copy is maintained both by the customer side and

by dealer side, to avoid further dispute regarding the purchase.

SALES PROMOTION

1 Gift to loyal customers.

2 Salesman’s contact to customers.

3 Offering gift with the product [live]

4 Good communication and customer relation.

5 Participation in marketing fair.

WORKSHOP DEPARTMENT:

This is the one of the department in Bhagyodaya Trokhos Pvt Ltd, this is the

work structure there are 3 General Managers, 2 assist. Manager and Three

Supervisors

This is the department where maintenance of car will carried out by the

workers and managers.

In this department there are main 3 work department, body shop, stores and

pairs and warranty department.

The workers of BTPL are working neatly and maintaining the product very

good and neat, some of them are tinkerers, painters, washers, spare in

charges and technicians all are working very good and providing good

service to the customers.


AGM – Work Shop

Technician – L3 / Asst. Tinker

Electrician

Washing Supervisor

Team Leader

Service Advisor

Asst. Works Manager

Works Manager

Stores & Spares Mgr

Washing Boys

Spares Assistant

Warranty Supervisor

Sub Stores Supervisor

PDI –In charge

Data Entry Operator

Body Shop Manager

Warranty Assistant

PDI Assistant

Picker

Painter

Tinker

Team leader

Service Advisor

Technician – L 2/ Asst. Tinker


The below chart shows the organisation structure of workshop department



CHAPTER 4

ORGANISATIONAL

SWOT ANALYSIS



Vision & Mission:

Visions of any company are those values on which the company works.

The Core values of Muneer Cars are “Integrity, Passion to Deliver

Excellence, Spirit of Entrepreneurship, Innovation & Creativity”.

We must always conduct our business with fairness, honesty &

transparency. So that we can at all time stand public Scrutiny. We will never

undermine the heritage of trust that comes with the Tata Brand.

All our activities must be driven by a passion to deliver excellence. We must

strive uncompromisingly to achieve the highest standards in our daily work

and in the quality of goods & service we offer.

We would encourage innovative ideas for individuals and organizational

development. This thinking would be fostered, encouraged 7 recognized for

enhancing business.

We would take delight in stretching our goals and each of us would have

scene of ownership and responsibility for all our business dealings.

Vision:

Bhagyodaya Trokhos Pvt Ltd is “committed to maximizing the customer

satisfaction and strives to achieve the goals of excellence through

ongoing development and sales of reliable, safe, cost effective quality

products and service............”



Mission:

To strengthen the Tata brand and create lasting relationship with the

customer by working closely with business partners, to provide superior

value for money over the life cycle.

To create a seamless organization that incubates and promotes innovation,

excellence and the Tata core values.

To foster a long-term relationship so as to introduce a brand range of

innovative product and services, that would benefit our customers and other

stake holders.

OBJECTIVE OF THE COMPANY:

To construct and commission the “new offices” in different districts.

To achieve the sales targets with in a scheduled time.

To use professional management method.

To establish long term relationship with the customer.

To enjoy the profit.

To establish the organization.



SWOT ANALYSIS OF THE ORGANISATION

STRENGTHS:

Experienced Sales Man’s with Market Knowledge.

Well furnished office with different departments.

Company have huge employee base

Large spare section with different all types of commercial vehicles spare parts.

Quality service for customer satisfaction.

Qualified employed and skilled technicians.

They were authorized to sell loss parts.

They are able to reach their sales target

Separate workshop with skilled workers with several equipments and different type of lathes.

WEAKNESS:

Have not selling heavy vehicles.

Not able to meet safety standards in their vehicles.

The domestic sales of the company are not up to the mark



OPPORTUNITIES:

Advantage of their low cost by entering into other market where people have low purchasing power.

Should focus in developing semi commercial vehicles.

Joint ventures help to enter to new market.

BTPL can introduce more safety features in vehicles to gain more customer satisfaction.

Great opportunity to go national with success of Tata Ace and Tata magic all over.

Opportunity to grow bigger by entering commercial vehicle markets.

Increased consumer spending

Add extra features to small segment commercial vehicles

Attracting youth.

Foreign collaboration.



THREATS:

Have low cost advantage over its competitors.

Excise, interest rate, fuel price hikes.

Road ways are not good especially in these districts.

The low safety standards can impact the sales.

Poor post sales service can affect the sales volume

Rapid change in customer preference

Foreign companies entering market; so it’s a bigger threat from MNCs

Risk factor

Business risk

Threat from small commercial vehicle competition.



CHAPTER 5

FINDINGS &

SUGGESTIONS



FINDINGS:

BTPL is in unique position in its product, quality and service and has been considered as the Karnataka’s leading sophisticated dealer of low commercial and semi commercial.

Relation between employees in BTPL is peaceful.

In BTPL the coordination of all departments are good.

The workers welfare is well taken care of by management.

The other cultural activities are so good in BTPL.

BTPL is providing very good service to customers.

SUGGESTIONS:

BTPL should enter all the regions of Karnataka, as its new market place.

It should reduce the cost; develop customer sensitiveness and gives incentives, to the workers and employees.

Add the values to customers by providing gifts and offers.



Infrastructure and facilities should be developing for the attraction of customer.

The concentration towards medium commercial vehicles is very less; if you concentrate on that you can improve the business.

Adapting effective management is very important to develop your organization.

CHAPTER 6

conclusion



CONCLUSION:

The Bhagodaya Trokhos Pvt Ltd main theme is to maximizing the customer

satisfaction and strives to achieve the goals of excellence through ongoing

development and sales of reliable, safe, cost effective quality products and

service.

The BTPL is expanding their business in other district; recently they are

constructing a new branch in koppal.

The institutions like SBI and other institute have extended substantial

support to the various expansion/ modernization schemes of BTPL.

The BTPL is always committed to understanding customer needs and it is

fallowing Tata’s mantra.... that is

Trust

Acceptability

Transparency

Accountability.



CHAPTER 7

BIBLOGRAPHY



BIBLOGRAPHY

REFERENCE BOOKS:-

MARKETING MANAGEMENT BY : PHILIP KOTLER

HUMAN RESOURCE MANAGEMENT : Dr.K.ASWATHAPPA

FINANCIAL MANAGEMENT : PALANI VELU

WEBSITES:-

WWW.TATAMOTORS.COM

WWW.AUTHOURSTREAM.COM

WWW.CRIBD.COM


http://WWW.CRIBD.COM/

http://WWW.AUTHOURSTREAM.COM/

http://WWW.TATAMOTORS.COM/

Documents

org. of BTPL