INTRODUCTION

Promotion is true that products are manufactured to satisfy the needs of the consumers.. But alone is not enough. Today the responsibility of the manufacturers does not cease with physical production whatever may be the nature of the product. The present day marketers are consumer oriented where it is the duty of the manufacturers to know from where, when, how and what price the products would be available. Successful marketing consists in offering the right product of the right price of the right place (and time) with right promotion. In course of time, various activities came into vogue designed particularly to help easy sale of goods. These activities commonly known as promotional Mix. The marketing communication Mix also called as the Promotion Mix consists of four major tools. 1. Advertising. 2. Sales Promotion 3. Publicity 4. Personal Selling Generally marketing communication is undertaken to pass on the message of a product or sale to the ultimate consumers. Thus, there are three elements in this process. The purpose of advertising is motivating but to sell something a product, a service or Reliance. The real objective of advertising is effective communication between producers and consumers. In other words the ultimate purpose all advertising is Increased awareness list of the following specific objectives of advertising.

The process of selling is ensured by personal selling supposed by advertising and sales promotion. Of these three methods personal selling occupies the predominant role mainly because of the personal element involves. It may be described as a personal source rendered to the community in connection with marketing of goods. It is a marketing process with which consumers are personally persuaded to by goods and services offered by a manufacturer. The most powerful element in the promotional mix is salesman ship, is not something very new. Even centuraries ago salesman ship was practiced in Greece and Rome. According to Peter Drucker Cyrus Mecornie was the first man to use modern technique of selling. Promotion includes all those functions, which have to do with the marketing of a product all other activities designed to increase and expand the market. But it is clearly distinguished from advertising and personal selling, through basic aim or all the three is one and the same viz., to increase the volume of sales. Sales promotion in a specific sense refers to those sales activities that supplement both personal selling and advertising and co-ordination ate them and help to make them effective, such as displays, shows and expositions, demonstrations and other non recurrent selling efforts not in the ordinary routine. In a general sense the sales promotion includes personal selling, advertising and supplementary selling activities. Evaluation of Sales Promotion:

Two decades ago, there was no agreement among the marketing people that there was a separate sales promotion function. In those days, promotion was a share- run to gain a short run good. The importance of sales promotion is modern marketing has increased mainly an account of its ability in promoting sales and preparing the ground for future expansion. The main objective of sales promotion is to attract the prospective buyer towards the product.

PUBLICITY The publicity is derived as Any form of commercially significant news about a product, and institution, a service, or a person published I a space or radio i.e. not paid for by the sponsor. In short advertisement is paid form of publicity. It is to be noted here that though the terms ADVERTISING AND Publicity or differences in the field of marketing, both are used interchangeably. The media are broadly classified into direct indirect. Direct method of advertising refers to such methods used by the advertiser with which he could established a direct contact with the prospects. Most of the media are indirect in nature EX: Free Publicity, cinema, etc. ACTIVITIES UNDER THE 4P ARE OF THE MARKETING MIX: 1) Product: Managing the product includes planning and developing the right products and services to be marketed by the company policy strategy guidelines are needed for changing the existing products and adding new ones. A product activity includes policies and procedures relating to:

a. Product variety, quality, features, design, brand name, packaging, size, services, warranties and returns. b. Markets to sell-whom, where and in what quantity. c. New product policy, R&D programs. 2) Pricing activities: Include policies and procedures relating to 1. List prices. 2. Discounts. 3. Allowances. 4. Payment period. 5. Credit terms. Generally markets consider the following factors while seeking price: target customers, cost, competition, social responsibility.
3) Promotional activities:

Includes policies and procedures relating to. Advertising: media mix, budget, allocation and programmes. Personal setting: objectives, quality of sales force, cost level, level of motivation. Promotion: special setting plans/ devices directed at or through the trade forms of these devices are consumer promotions and trade opinions.

Publicity and public relations.

4) Place/distribution activities: Basically place of distribution activities are to transfer

ownership to consumer and to place products, services, idea at the right time and place. Distribution is made up of two components Physical distribution and Channels of distribution

i) Physical distribution: Activities involved in moving products or services from

producer to consumer are. Transportation, warehousing and storage, order processing and inventory control.

ii) Channels of distribution;: These are the routes taken by good from producer-consumer

it includes. Channel design Location of outlets Channel remuneration Dealer-principal relations

NEED OF THE STUDY

1. To introduce a new product in the market. 2. To influence the public with the help of new uses of the project. 3. To encourage dealers to stock more goods. 4. To with stand in the competitive field.

OBJECTIVES OF THE STUDY

1. To study the promotional activities offered by the firm. 2. To identify the impact of sales in the market by using promotional strategies. 3. To study the influence of schemes offered by firm on sales.
4. To study the promotional activities towards the after sale services offered to him or

her.

IMPORTANCE OF THE STUDY

1. It helps to establish a cordial and abiding relationship between the organization and its customers. 2. It is a creative art. It creates wants a new. 3. It is a science, in the sense that One human mind influences another human mind. 4. Personal selling imparts knowledge and technical assistance to the consumers.

SCOPE OF STUDY

The area of study is considered to be in two districts. Those are Hyderabad and Ranga Reddy districts. It concerns areas like promotion, sales and customers.

PERIOD OF THE STUDY

The proposed project study was pertaining to the time period of 2009-2011.

METHODOLOGY OF THE STUDY

Source of data: 1. Primary Data: The primary data is collected through questionnaires from the customers. 2. Secondary Data: The secondary data is collected from the books, journals and internet. Data collected method: The data is collected through close ended questionnaire. a) Sample size: i. ii. iii. iv. The sample size of the survey (N) is 100. Samples are collected customers of showroom. The age limit of the customers is in between 20-55. The customers will be randomly selected.

b) Tools & Techniques: For analyzing the data statistical tables, percentages, and bar-

diagrams will be used.

c) Further scope of study: The topic of promotional activities is vast there is further

scope of study for eg; Advertising, sales promotion etc.

d) Kind of research: The research study will be carried out in qualitative and

quantitative research approaches.

LIMITATIONS TO THE STUDY

1. Primary data analysis only depends on the responses given by the respondents. 2. Process of study/survey is limited only to limited customers that is 100. 3. Survey was conducted for the period of 90 days only because of which complete

information was not able to be collected.

REVIEW OF LITERATURE

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The increasing competition in business to pay much more attention to satisfying customers. It may help the marketer to notice role of customer satisfaction in the overall context of product of service development and management. Customers do not buy services, they bys satisfaction. Hence marketers must be clear about the satisfaction the customer is seeking and check out whether the customer are getting the actual satisfaction. This study helps the marketers to take necessary steps to gain the competitive advantage over the competitors. The study helps to predict further behavior intentions of the customers such as intention to Re-purchase, intention to increase the usage, intention to recommend the product and service to others. Today the customers have wide variety of motorcycles to chose. If the satisfaction level of the customer goes down he may switch over to other brand. Ultimately the company loses its actual customers. This study helps the marketer to take necessary steps to overcome this problem and retain its actual customers. 1. Can be major source of revenue, although it often receives too little management attention. 2. Is essential for achieving customer satisfaction and good long-term relationship-as identified by a number of researches. 3. Can provide a competitive advantage. 4. Play a role in increasing the success rate of new products introduced. 5. Needs to be fully evaluated during new product development, as good product design can make customer support more efficient and cost-effective. Increased competition within many industries has led to increased attention on customer service. Various studies indicate that upset customers may have big effect on sales of company. Therefore all dealers try to put all their attention to keep their customers satisfied and fulfill

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their needs and wants as much as possible. One of the strong tools which help all companies in this matter is providing best after-sales service. Market The set of all actual and potential buyers of a product of a service.

Marketing In todays competitive world any organization to run successfully three factors plays an important role are 1. Finance. 2. Human resources. 3. Marketing. 4. Along with the above mentioned the other three factors which plays an important role to achieve the organizational goals and objectives in the competitive market they are 5. Innovative technology. 6. Quality. 7. Price.

Because of globalization, privatization and liberalization the number of competitors are increasing at a constant rate as a result of which consumers are preferring products which are of high quality, technology and at a reasonable price.

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Though the company is producing high quality products at a reasonable price to be success in the competitive market the company should take promotional activities and marketing tools and techniques to achieve its mission and vision. Marketing is not just telling and selling but in the new sense satisfying customer needs marketing is a comprehensive term and it includes all resources and a set of activities necessary to direct and facilitate and flow of goods and services from producer to consumer in the process of distribution.

Elements of modern marketing system:

Company (Marketer ) Suppliers Marketing Intermediari es Competito rs End users

The art and science of choosing target customers and building profitable relationships with them.

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Delivering and communicating superior customer value. Thus marketing management involves managing customer relationships.

Market Customer THE MARKETING CONCEPT through Needs

Integrated

Profits

The marketing concept holds that achieving organizational goals depends on

satisfaction

Marketing

Customer

knowing the needs and wants of target markets and delivering the desired satisfactions better than competitors do. Under the marketing concept, customer focus and valve are the paths to sales and profits.

DEVELOPING THE MARKETING MIX Marketing Mix The set of controllable tactical marketing tools that he firm blends to provide the response it wants in the target market. The marketing mix consists of everything the firm

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can do to influence the demand for its product. It can be collected into four groups of variables known as FORUPS. 1. PRODUCT 2. PRICE 3. PLACE 4. PROMOTION Product Product means the goods-and services combination the company offers to the target market. Price Price is the amount of money customers have to pay to obtain product. Place Place includes company activities that make the product available to a target consumers. Promotion Promotion means the activities taken by the company to communicate the merits of the product and promote its product to the target market.

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INDUSTRY PROFILE
Historical Industry Development India is the second largest manufacturer and producer of two-wheelers in the world. It stands next only to Japan and China in terms of the number of two-wheelers produced and the domestic sales respectively. This distinction was achieved due to variety of reasons like restrictive policy followed by the Government of India towards the passenger car industry, rising demand for personal transport, inefficiency in the public transportation system etc. The Indian two-wheeler industry made a small beginning in the early 50s when Automobile Products of India (API) started manufacturing scooters in the country. Until 1958, API and Enfield were the sole producers. In 1948, Bajaj Auto began trading in imported Vespa scooters and three-wheelers. Finally, in 1960, it set up a shop to manufacture them in technical collaboration with Piaggio of Italy. The agreement expired in 1971. In the initial stages, the scooter segment was dominated by API; it was later overtaken by Bajaj Auto. Although various government and private enterprises entered the fray for scooters, the only new player that has lasted till today is LML.

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Under the regulated regime, foreign companies were not allowed to operate in India. It was a complete seller market with the waiting period for getting a scooter from Bajaj Auto being as high as 12 years. The motorcycles segment was no different, with only three manufacturers viz Enfield, Ideal Jawa and Escorts. While Enfield bullet was a four-stroke bike, Jawa and the Rajdoot were two-stroke bikes. The motorcycle segment was initially dominated by Enfield 350cc bikes and Escorts 175cc bike. The two-wheeler market was opened to foreign competition in the mid-80s. And the then market leaders - Escorts and Enfield - were caught unaware by the onslaught of the 100cc bikes of the four Indo-Japanese joint ventures. With the availability of fuel efficient low power bikes, demand swelled, resulting in Hero Honda - then the only producer of four stroke bikes (100cc category), gaining a top slot. The first Japanese motorcycles were introduced in the early eighties. TVS Suzuki and Hero Honda brought in the first two-stroke and four-stroke engine motorcycles respectively. These two players initially started with assembly of CKD kits, and later on progressed to indigenous manufacturing. In the 90s the major growth for motorcycle segment was brought in by Japanese motorcycles, which grew at a rate of nearly 25% CAGR in the last five years. The industry had a smooth ride in the 50s, 60s and 70s when the Government prohibited new entries and strictly controlled capacity expansion. The industry saw a sudden growth in the 80s.

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The industry witnessed a steady growth of 14% leading to a peak volume of 1.9mn vehicles in 1990. The entry of Kinetic Honda in mid-eighties with a variometric scooter helped in providing ease of use to the scooter owners. This helped in inducing youngsters and working women, towards buying scooters, who were earlier, inclined towards moped purchases. In the 90s, this trend was reversed with the introduction of scooterettes. In line with this, the scooter segment has consistently lost its part of the market share in the two-wheeler market. In 1990, the entire automobile industry saw a drastic fall in demand. This resulted in a decline of 15% in 1991 and 8% in 1992, resulting in a production loss of 0.4mn vehicles. Barring Hero Honda, all the major producers suffered from recession in FY93 and FY94. Hero Honda showed a marginal decline in 1992. The reasons for recession in the sector were the incessant rise in fuel prices, high input costs and reduced purchasing power due to significant rise in general price level and credit crunch in consumer financing. Factors like increased production in 1992, due to new entrants coupled with the recession in the industry resulted in company either reporting losses or a fall in profits. India is one of the very few countries manufacturing three-wheelers in the world. It is the world's largest manufacturer and seller of three-wheelers. Bajaj Auto commands a monopoly in the domestic market with a market share of above 80%, the rest is shared by Bajaj Tempo, Greaves Ltd and Scooters India.

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The total number of registered two-wheelers and three-wheelers on road in India, as on March 31, 1998 was 27.9mn and 1.7mn respectively. The two wheeler population has almost doubled in 1996 from a base of 12.6mn in 1990. Evolution of Two-wheeler Industry in India Two-wheeler segment is one of the most important components of the automobile sector that has undergone significant changes due to shift in policy environment. The two-wheeler industry has been in existence in the country since 1955. It consists of three segments viz. scooters, motorcycles and mopeds. According to the figures published by SIAM, the share of two-wheelers in automobile sector in terms of units sold was about 80 per cent during 2003-04. This high figure itself is suggestive of the importance of the sector. In the initial years, entry of firms, capacity expansion, choice of products including capacity mix and technology, all critical areas of functioning of an industry, were effectively controlled by the State machinery. The lapses in the system had invited fresh policy options that came into being in late sixties. Amongst these policies, Monopolies and Restrictive Trade Practices (MRTP) and Foreign Exchange Regulation Act (FERA) were aimed at regulating monopoly and foreign investment respectively. This controlling mechanism over the industry resulted in: (a) several firms operating below minimum scale of efficiency; (b) under-utilization of capacity; and (c) usage of outdated technology. Recognition of the damaging effects of licensing and fettering policies led to initiation of reforms, which ultimately took a more prominent shape with the introduction of the New Economic Policy (NEP) in 1985. However, the major set of reforms was launched in the year 1991 in response to the major macroeconomic crisis faced by the economy. The industrial policies shifted from a regime

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of regulation and tight control to a more liberalized and competitive era. Two major results of policy changes during these years in two-wheeler industry were that the, weaker players died out giving way to the new entrants and superior products and a sizeable increase in number of brands entered the market that compelled the firms to compete on the basis of product attributes. Finally, the two-wheeler industry in the country has been able to witness a proliferation of brands with introduction of new technology as well as increase in number of players. However, with various policy measures undertaken in order to increase the competition, though the degree of concentration has been lessened over time, deregulation of the industry has not really resulted in higher level of competition. A Growth Perspective The composition of the two-wheeler industry has witnessed sea changes in the post-reform period. In 1991, the shares of scooters were about 50 per cent of the total 2-wheeler demand in the Indian market. Motorcycle and moped had been experiencing almost equal level of shares in the total number of two-wheelers. In 2003-04, the share of motorcycles increased to 78 per cent of the total two-wheelers while the shares of scooters and mopeds declined to the level of 16 and 6 per cent respectively. A clear picture of the motorcycle segment's gaining importance during this period is exhibited by the Figures 1, 2 and 3 depicting total sales, share and annual growth during the period 1993-94 through 2003-04.

INDIAN TWO WHEELER INDUSTRY The two-wheeler market has had a perceptible shift from a buyers market to a sellers market with a variety of choices. Players are competing on various fronts such as pricing, technology, product design, productivity, sales process, after sales service, marketing and

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distribution. In the short term, market shares of individual manufacturers are sensitive to capacity, product acceptance, pricing and competitive pressures from other manufacturers. All the four segments, Motor Cycles, Scooters, Scooterettes and Mopeds have witnessed capacity additions in the last one year and it will continue in the upcoming period as and when the foreign companies opens a local subsidiary. Over this period as and when the foreign companies opens a local subsidiary. Over this period, only the Motor Cycle segment is expected witness higher demand vice-versa supply, while the Scooters, Scooterettes and Mopeds supply will outstrip demand. As incomes grew and people felt the need to own a private means of transport, sale of twowheelers raised. Penetration of the two-wheelers is expected to increase to approximately to more than 25%by 2005. The Motor Cycle segment will continue to lead the demand for two-wheelers in the coming years. Motor Cycle sales are expected to increase by 20% as compared to 1% growth in the Scooter market and 3% by Scooterttes and Moped sales respectively for the next two-years. The Indian two and three wheeler industry produced and sold about 4.5million units in 2003-2004. Like any other Indian Industry, the policy environment guided and controlled this segment of the industry as well. Licensing norms ruled the day till mid 80s. Access to foreign technology inputs and foreign investment were strictly government controlled. Since mid 80s, the Indian automobile industry was administered select doses of liberalization. Foreign collaborations with equity up to 26%, fresh licenses and conditional CKD imports, etc. were allowed. This liberalization coupled with the Indian market potential attracted world majors like Honda, Yamaha, Suzuki and Piaggio setup their Joint

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Ventures during mid 80s in India. From 1991 onwards, the industry was de-licensed. Automatic approvals for foreign equity up to 51% and equity participation in excess of 51% with specific approvals entered the rulebook. Honda converted one of its Joint Ventures to a 51% subsidiary On regulation front, Central Motor Vehicles Regulations mandates the safety, emissions and other norms. Vehicular emissions standards came into effect first in 1991 and were tightened further in 1996. For the two and three wheeler these are among the tightest in the world. Further tightening has taken effect from April 2000. The four-stroke Motor Cycle has added new dimensions to the two-wheeler segment. The major players in the Motor Cycle market are Bajaj Auto Ltd. with its Pulsar DTS-i, Hero Honda Co. with its Hero Honda Karizma. Competition is intense in all segments of the twowheeler industry with fuel efficiency and price being crucial considerations for success. In the recent past, a manufacturers ability at product innovation and opening new market niches have also been crucial for the growth of the industry. Bajaj Auto Ltd. entered the Motor Cycle segment in the mid 80s. Since then it has won market shares increasing indigenization and by opening new market niches for their products. Bajaj has emphasized its higher safety and superior quality. Fuel efficiency allowed Hero Honda to dominate the 100cc Motor Cycle segment for most of the last eight years. Bajaj Auto Ltd. has gained considerable market share in this segment since it also launched a four-stroke Motor Cycle two years ago. The 100-cc segment is further power (dominated by Bajaj Pulsar DTS-i), fuel economy and sub-segments. The semi-urban and rural markets will increase in importance in the future and all manufacturers plan to launch heavier bikes with stronger suspensions.

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The relatively affordable and stable prices of Bajaj Motor Cycles backed by flexible loan options have caused other Motor Cycles to continuously lose market share to them in the previous few years. Industry Structure The Indian two-wheelers Industry can be broadly classified as scooters, motorcycles and mopeds. The domestic two wheeler sales of 3.4mn in FY99 are constituted by these segments as shown below. Table showing the Industry Structure Year Scooter FY92 769,955 FY93 709,725 FY94 840,173 FY95 1,033,524 FY96 1,223,425 FY97 1,301,051 FY98 1,262,699 FY99 1,325,868 FY2000 1,253,969 Source: SIAM Motorcycle 428,118 379,060 472,582 652,012 809,527 978,682 1,131,314 1,395,657 1,796,734 Moped 408,022 414,567 457,471 523,700 627,079 683,756 648,842 681,902 726,075 Total 1,606,095 1,503,352 1,770,226 2,209,236 2,660,031 2,963,489 3,042,855 3,403,427 3,776,778 Growth % (6.40) 17.75 24.80 20.41 11.41 2.68 11.85 10.97

In the last six years, the domestic two-wheeler industry has seen structural changes. This can be seen from the change in composition of two-wheeler sales, where the motorcycles have consistently gained market share from the scooter and moped segments to corner a share of 41% of total two-wheeler sales. This trend is expected to continue in the next two years till the four-stroke scooters make their presence felt in the segment. The table below gives an idea about the strides made by the motorcycle segment in the last six years.

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Table showing Motor Cycle Segment from 1993 to 2000 (In %) FY93 FY94 FY95 FY96 FY97 FY98 FY99 FY2000 Source: SIAM The scooter market is dominated by 150cc vehicles from Bajaj Auto and LML, with the rest being served by 100cc variometric scooters from Kinetic Honda. For scooters, northern India is the major market contributing nearly 46% of the total scooter sales. Western and southern India take up second and third position with 27.5% and 15.7% respectively. For our calculations we consider TVS Scooty sales as part of scooter sales as given by Society of Indian Automobile Manufacturers (SIAM). The Indian motorcycle industry can be broadly categorized in to Indian motorcycles and Indo-Japanese motorcycles. The Indo-Japanese motorcycle segment is dominated by Hero group, Bajaj and Escorts in collaboration with Japanese vehicle manufacturers Honda, Scooter 47.2 47.5 46.8 46.0 43.9 41.5 39.0 33.2 Motorcycle 25.2 26.7 29.5 30.4 33.0 37.2 41.0 47.6 Moped 27.6 25.8 23.7 23.6 23.1 21.3 20.0 19.2

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Kawasaki and Yamaha respectively. The Indian motorcycles segment is dominated by Bajaj (M80), Escorts and Royal Enfield. In motorcycles sales, western region leads with a market share of 40% of the total motorcycle sales. South and north regions come second and third with a market share of 27.5% and 17.4% of total motorcycle sales respectively. For mopeds southern and western regions of India are the major contributors with nearly 52% and 28% of the overall moped sales. Looking at the population of moped sales in south it appears that the sale of mopeds has reached stagnation. Western and southern region lead in three-wheeler sales with a contribution of 42% and 35.8% of total three-wheeler sales respectively. In terms of two-wheeler vehicle population, Maharashtra stands first with a population of 2.96mn vehicles and Gujarat stands second with 2.64mn vehicles as on March 31st 1997. Tamil Nadu is the third largest state with 2.45mn two-wheeler population. In terms of three-wheeler vehicle population Maharashtra stands first with a population of 0.39mn and Gujarat in the second place with 0.22mn as on March 31st 1997. Penetration of Two-Wheelers On a base of around 28mn vehicles on Indian roads and around 175mn households, there were only 160 motorized two-wheelers per thousand households in FY98. This compares poorly with countries like Thailand where it is around 600 per thousand households. Also with a household size of 5.5 persons and more than one wage earner in about 60% of the

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households, the potential for a second vehicle demand is also good.The NCAER in its latest report on market demographics has clearly indicated that post-liberalization (ie FY92 to FY96) Indian households have graduated to higher income groups as can be seen in the table below. Table showing Distribution of Households In %age Income group Urban 42.1 35.8 15.2 3.9 3.1

Annual income (Rs at FY96

FY86 Rural 73.6 21.4 4.0 0.7 0.3 Total 65.2 25.2 6.9 1.5 1.1 Urban 27.9 34.9 20.3 9.6 7.3

FY96 Rural 57.2 29.0 8.6 3.1 2.0 Total 48.9 30.7 11.9 5.0 3.5

prices) <=25,000 Low 25,001 - 50,000 Low Middle 50,001 - 77,000 Middle Upper 77,001 - 106,000 Middle > 106,000 High

Table showing Growth in Income Groups (%) In Pre and Post Reform Period Income group Low Low Middle Middle Upper Middle High Total Source: NCAER FY86 to FY89 Urban Rural 0.93 -0.20 3.34 4.91 8.53 17.82 18.52 16.39 9.57 13.90 4.14 2.04 Total -0.01 4.33 12.72 17.83 10.65 2.61 Urban -7.03 5.46 11.96 11.90 18.22 3.50 FY93 to FY96 Rural -3.03 10.20 3.11 12.25 15.68 1.44 Total -3.72 8.59 7.01 12.06 17.14 2.01

As seen from the above tables, the number of households in the low income group has fallen since FY86 and has been more pronounced in the post-reform period. On the other hand, the

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numbers of households in the middle, upper middle and high income groups, which form the consumer base for two wheelers, have increased. Their share of the total number of households has increased from 10.6% in FY88 to 20.5% in FY96. The rising income profile has, however, been more pronounced in the urban areas as average annual growth in industry has surpassed that of agriculture in the period FY93 to FY96.

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COMPANY PROFILE- HERO HONDA

Hero Honda Motors Ltd., the World No.1 two-wheeler company has registered a 16.38 % growth in its cumulative sales for the period April-July 2006. The company sold a remarkable 10, 68,006 units during the period as compared to 9, 17,617 units sold in the corresponding period last year (April-July 2005). This is the fastest I million sales achieved by the company. During the month of July 2006, the company sold a total of 2, 35,314 two-wheelers (including exports) as against 2, and 30,050 units in the corresponding month last year, thus registering a sales growth of 2.3 %. Exports during the month totaled to 10,575 units, marking a remarkable growth of 53.26% over exports achieved during July 2005. The company had exported 6900 two-wheelers in July 2005. Hero Honda Pleasure, the companys first scooter venture sold 6,224 units in July 2006, taking the total tally during the current FY to 28,324 units. July 2006 also saw Hero Hondas flagship model, Splendor, being honored as the Most Preferred Two-wheeler brand in India by CNBC Awaaz, one of the leading Hindi news channels, as part of its Consumer Awards 2006. The results were based on a consumer survey conducted jointly by CNBC Awaaz

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Mr. Brijmohan Lall Munjal

Mr. Brijmohan Lall Munjal is the founder Director and Chairman of the Company and the $ 2.8 billion Hero Group. He is the Past President of Confederation of Indian Industry (CII), Society of Indian Automobile Manufacturers (SIAM) and was a Member of the Board of the Country's Central Bank (Reserve Bank of India). In recognition of his contribution to industry, Mr. Lall was conferred the Padma Bhushan Award by the Union Government. The joint venture between India's Hero Group and Honda Motor Company, Japan has not only created the world's single largest two wheeler company but also one of the most successful joint ventures worldwide. During the 80s, Hero Honda became the first company in India to prove that it was possible to drive a vehicle without polluting the roads. The company introduced new generation motorcycles that set industry benchmarks for fuel thrift and low emission. A legendary 'Fill it - Shut it - Forget it' campaign captured the imagination of commuters across India, and Hero Honda sold millions of bikes purely on the commitment of increased mileage Over 19 million Hero Honda two wheelers tread Indian roads today. These are almost as many as the number of people in Finland, Ireland and Sweden put together! Hero Honda has consistently grown at double digits since inception; and today, every second motorcycle sold in the country is a Hero Honda. Every 30 seconds, someone in India buys Hero Honda's top -selling motorcycle - Splendor. This festive season, the company sold half a million two wheelers in a single month-a feat unparalleled in global automotive history.

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Hero Honda bikes currently roll out from two globally benchmarked manufacturing facilities based at Dharuhera and Gurgaon in Haryana. These plants together are capable of churning out 3.9 million bikes per year. A third state of the art manufacturing facility at Hardwar in Uttaranchal will soon be commissioned to cope with sustained customer demand. Hero Honda's extensive sales and service network now spans over 3000 customer touch points. These comprise a mix of dealerships, service and spare points, spare parts stockiest and authorized representatives of dealers located across different geographies. Hero Honda values its relationship with customers. Its unique CRM initiative - Hero Honda Passport Program, one of the largest programs of this kind in the world, has over 3 million members on its roster..'

Board of Directors
No. 1. 2. 3. 4. 5. 6. 7. 8 9. 10. Name of the Directors Mr.Brijmohan Lall Munjal Mr. Pawan Munjal. Mr. Toshiaki Makagawa. Mr. Yutaka Kudo. Mr. Prakash Munjal. Mr. Sunil Kant Munjal. Mr. Tasuhiro Oyama. Mr.Masasahiro Takedagawa. Mr. Takashi Nagai. Mr. Narinder Nath Vohra. Category of Directorship Chairman& Whole-time Director Managing Director. Joint Managing Director. Whole-time Director. Non-executive Director. Non-executive Director. Non-executive Director. Non-executive Director. Director. Non-executive & Independent Director.

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11. 12. 13. 14. 15. 16.

Mr.Pradeep Dinodia. gen.(retd.)Ved Prakash Malik Mr.Analjit Singh. Dr. Pritam Singh. Ms.Shobhana Bhartia. Dr. Vijay Laxman Kelkar.

Non-executive & Independent Director. Non-executive & Independent Director. Non-executive & Independent Director. Non-executive & Independent Director. Non-executive & Independent Director. Non-executive & Independent Director.

Brand Ambassadors: Hrithik Roshan Harbhajan Singh Sourav Ganguly Zaheer Khan Mohammad Kaif Veerendra sehwag Yuvaraj Singh
[

SALES PERFORMANCE
Aug'07 Total Sales 2,15,076 Aug'08 2,40,875 FY 07-08 12,82,860 FY 08-09 12,63,254

Business Description:

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Hero Group mainly manufactures motorcycles, mopeds, bicycles, components and spare parts through about subsidiary companies. Hero Honda survives the massive Indian two wheeler market with a range of motor cycles notable for their price, four stroke technology, fuel economy and low level of exhaust pollution. Hero Group Exports Across continents They export cycles, cycles components, motorcycles, mopeds more than countries. The IT initiative of the group exports services to US, UK and Australia. Major products and services Hero group mainly manufactures two wheeler vehicles, spare parts and automatic components. The company subsidiaries offer the following products a) Bicycles b) Mopeds Racer segment Children segment Ladies segment Hero puch, Hero winner, hero turbo, Hero envoy, Hero smart etc. c) Motorcycles Karizma, CBZ, Splendor, Splendor+, Passion, Passion+, CD100, SS, CD Deluxe, Glamour, Hunk etc.. d) Exercise equipments Top competitors are Stepper, Jogger and Allegro exercise bike.

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Bajaj Auto Ltd. Honda Ltd. Suzuki motors co-operation LML Ltd. Motor Industries Company Ltd. YAMAHA

Subsidiaries are Hero cycles Ltd. Munjal Auto Industries Ltd. Munjal Auto components. Hero Global Design. Highway Cycle Industries Ltd.

Achievements
2007 The NDTV profit car India & bike India awards 2007 in the following category: Over all bike of the year CBZ X-treme. Bike of the year CBZ X- treme. Bike Technology of the year Glamour PGM F1. Auto tech of the year glamour PGM F1 by overdrive magazine bike of the year CBZ X treme by overdrive magazine.

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 2006

Ranked CBZ X-treme bike of the year-by B S motoring magazine.

Adjudged 7th top Indian company by wall street journal Asia (top Indian two Wheeler Company).

One of the 8 Indian companies to enter the Forbes top 200 list of worlds most reputed companies.

No.1 in automobile industry by TNS corporate social responsibility award. Best in its class awards for each category by TNS total customer satisfaction awards2006:

Splendor plus (executive) CD deluxe (entry) Pleasure (gearless scooters) Splendor & passion top two models in two-wheeler category by ET brand equity survey 2006.

Adjudged 7th top Indian company by wall street journal Asia ( top Indian two wheeler company.

Top Indian company in the automobile- two wheeler sector by dun& Bradstreet American express corporate awards2006.

Awaaz consumer awards 2006. Certificate of export excellence for outstanding export performance during 2003-04 for two- wheeler & three wheelers complete by engineering export promotion council.

The NDTV profit car India & bike India awards 2006 in the following category:

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 2005

Bike maker of the year. Bike of the year-achiever. bike of the year-achiever( up to 150 category) bike of the year-glamour (up to 125 category) NDTV viewers choice award to glamour in the bike category.

Awaaz consumer awards 2005 Indias most preferred two wheeler brand by CNBC in the automobiles category.

Bike maker of the year award by overdrive magazine. ICWAI National Award for Excellence in most management 2004 in the private sector category by ICWAI.

10TH motilal oswal wealth creator award for as the most consistent wealth creator for the period 1991-2005.

2004 Winner of the review 200- Asias leading companies award (3 rd rank amongst the top 10 Indias companies. GVC Level 1 (highest rating) by CRISIL for corporate governance Adjudged as the best value creator-large size companies 2003-04 by the outlook money. Corporate excellence award 2004 by Indian institute of materials management. Adjudged as the organization with innovative HR practices by HT power jobs for HR excellence.

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ICSI National award for excellence in corporate governance 2004 by the institute of company secretaries of India.

2003

Winner of the review 200 Asias leading companies award (3rd rank amongst the top 10 Indian companies).

2002

Winner of the review 200 Asias leading companies award (4th ranked amongst the top 10 Indian companies).

Entrepreneur of the year award conferred upon the chairman, Mr.Brijmohan Mohan Lall Munjal by business standard.

Company of the year for corporate excellence by the economic times. Giants international award to the chairman, Mr.Brijmohan Mohan Lall Munjal in the field of business & industry

Business leadership award conferred upon the Chairman, Mr.Brij Mohan Lall Munjal by madras management association.

2001 Bike maker of the year by overdrive magazine. Winner of the review 200- Asias leading companies award (3 rd ranks amongst the top 10 Indias companies Achieved OM one million productions in one single year.

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Entrepreneur of the year award conferred upon the chairman, Mr.Brijmohan Mohan Lall Munjal by Ernst & young.

Three leaves award for environment to hero Honda by centre for social & environment green rating project.

2000 Environment performance award to hero Honda Dharuhera plant by Haryana state pollution control board. Environment management system of Gurgaon plant certified ISO 14001 by DNV Holland. Splendor declared world no.1 largest selling single two-wheeler model. Sir Jahangir ghandy medal for industrial peace conferred upon the chairman, Mr.Briji Mohan Lall Munjal by XLRI, Jamshedpur. 1999 Environment management system of Dharuhera plant certified with ISO 14001 by DNV Holland best productivity a ward for the best performance in automobile & tractor sector by national productivity council presented by vice president of India. 1998 Business leader of the year conferred upon the chairman, Mr.Briji Mohan Lall Munjal by business baron.

1997 Gurgaon plant inaugurated by Honda president.

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Distinguished entrepreneurship award conferred upon the chairman Mr.Brijmohan Lall Munjal by PHD chamber of commerce & industry.

1996 Hero Honda becomes first company to serve Army, Navy & Air force with its 100 cc motorcycles. 1995 National award for outstanding contribution to the development of Indian small scale industry

The analyst award 1995 presented to hero Honda moto9rs limited on being ranked 9th amongst the most investor rewarding companies in India.

1994 Splendor model introduced. Business India group of publications confers the businessman of the year award upon the chairman Mr.Brijmohan Mohan Lall Munjal. 1992 A school named Raman Kant Vidya Mandir inaugurated in memory of the first managing director of Hero Honda motors limited.

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DEALER PROFILE (PHOENIX MOTORS)

PHOENIX MOTORS PVT LTD is dealership type of business. PHOENIX MOTORS PVT LTD. is established on 21st march 2003. The business is running by only one man. The owner name is ch .madhu mathi the firm is located at habsiguda in Hyderabad. Generally the sale will be either on cash basis or on institutional basis. Bank like ICICI, HDFC and CENTURION are providing loans to customers. Advertising strategy of phoenix motors: They are giving the ads through newspapers, wall paintings, hoardings and field staff. They are upgrading sales by introducing the schemes, group bookings, institutional sales and customer door-to-door activities. Categorization of Staff members: Staff members are categorized for technicians, 25 members are allotted for field staff, 5 members are recruited for sales for persons, 5 persons are placed for evaluating for spare parts, 5 members are allotted for managerial accounts and another 3 persons for cash transaction and other members are allotted for remaining work. They entertain the showroom providing a customers huge having pool game, internet facility and television with home there system. They provide bile maintenance programs on every week. According to other dealers PHOENIX motors in first in sales and best in service. They treat customer, is the very important person at PHOENIX motors customer satisfaction is their motto, why because, they will satisfied customer is the best advertisement. They provide

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better value for the customers and as well as employees also. At PHOENIX motors the customer is the boss.

SALES STRATEGY OF PHOENIX MOTORS: Average they are selling 25 vehicles per day. PHOENIX motors PVT L.T.D is the A.P s NO.1 dealership in sales and other activities? It is a QLAD (qualify leader through quality dealer). At PHOENIX motor they gave the quality service to the customers why because the cost is long forgotten but the quality is remembered for ever. They treat quality has a... Q U A L I T Y Quest for excellence Understanding customers needs Action to achieve customers appreciation. Leadership determined to be a leader involving all the people Team spirit to work for a common goal Yard sticks to measure programs.

WARRANTY ON PROPRIETARY ITEMS: Warranty on proprietary items like Tyros, Tubes and Battery etc, will be directly handled by the respective original manufactures (OEMs) except AMCO for batteries and Dunlop and Falcon tires and Tubes. In case of any defect in proprietary items, other than the above two mentioned OEMS the dealers must approach the

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Brach office dealer of the respective manufacture. For AMCO batteries and Dunlop and falcon tires, tubes claims will be accepted at our authorized dealerships per the mutually agreed terms and conditions between HERO HONDA and of these two OEMs in case the claim is not accepted for invalid reasons. Then the claim along with the refusal note form the OEM can be sent to the warranty section at gorgon plan after due to recommendation of the area service engineer. If any other six services or subsequent paid services is not availed as per the recommended schedule given in the owners manual. If HERO HONDA recommended engine oil is not used. To normal wear & tear components like bulbs, electric wiring, filters, spark plug, clutch plates, braded shoes, fasteners, shim washers, oil seals, gaskets, rubber parts (other than tyre and tube) plastic components, chain$ sprockets and in case of wheel rim misalignment or bend. If there is any damage due o modification or fittings of accessories other than ones recommended by HERO HONDA. If the motor has been used in any competitive events like tracking races or rallies. If there is any damage to the painted surface due to industrial pollution or other extraneous factors. For clams made for any consequential damage due to any previous malfunction. For normal phenomenon like noise, vibration, oil seepage, which do not affect the performance of the motorcycles?

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SOCIAL SERVICE ACTIVITIES PHOENIX motors participate and conduct social service activities. Recently the phoenix motors organized a BLOOD DONATION CAMP for the trust on 21st January 2006.they motivated on the consumers to participated in this camp and also provide certificate for the customers.

THE MARKETED BIKES OF PHOENIX (All Hero Honda Model)

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43

Customer relationship:
To entertain the customers the showroom providing a customers huge having pool game, Internet facility and television with home theatre system. They provide bike maintenance programs on every week. According to other dealers PHOENIX motors in first in sales and best in service. They treat customer, is the very important person at PHOENIX motors customer satisfaction is their motto, why because, the well satisfied customer is the best advertisement. They provide better value for the customers and as well as employees also. At PHONIX motors the customer is the boss.

Social Service Activities

PHOENIX Motors participates in social service activities. The Phoenix motors organize a BLOOD DONATION CAMP for the trust in every year. They motivated on the customers to participated in this camp and also provide Certificate for the customers.

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DATA ANALYSIS AND INTERPRETATION 1) Income per month

S.NO 1 2 3 4

OPTIONS Less than 6000K 60001K 10000 10001K 15000K Above 15000K TOTAL

NO OF RESPONDENTS 5 24 42 29 100

PERCENTAGE 5% 24% 42% 29% 100

Inferences: By the above pie chart we know that the customers have an income per month , 10,000 to 20,000 is 42%, above 15000 are 29%, between 6,000 and 10,000 are 24% and less than 6000 are 5%.

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2) Do you own BIKE?

S.NO 1 2 TOTAL

OPTIONS Yes No

NO OF RESPONDENTS 97 3 100

PERCENTAGE 97% 3% 100

Inferences:

By the above pie-chart we know that 97% of the respondents are having their bike and 3% are living without bike. So the study is concentrated on both the type of respondents.

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3.Did you hear about HEROHONDA bike?

S.NO 1 2 TOTAL

OPTIONS Yes No

NO OF RESPONDENTS 95 5 100

PERCENTAGE 95% 5% 100

Inferences: By this pie-chart we can understand most of the respondents know about the HEROHONDA bike.

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4.Are you using HEROHONDA bike?

S.NO 1 2 TOTAL

OPTIONS Yes No

NO OF RESPONDENTS 67 33 100

PERCENTAGE 67% 33% 100

Inferences: By the above pie chart we know that 67% respondents are using HEROHONDA bike and rest of the 33% respondents are not using HEROHONDA bike. So we have to concentrate more on those 33% as well as 67% respondents.

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5. How do you came to know about HEROHONDA Products? S.NO 1 2 3 4 TOTAL OPTIONS Electronic Media Print Media Sales Person Others NO OF RESPONDENTS 54 18 17 11 100 PERCENTAGE 54% 18% 17% 11% 100

6 0 5 0 4 0 3 0 2 0 1 0 0

5 4

1 8

1 7 1 1

E c o ic le tr n Md e ia

Pin M d r t e ia

S le P r o a s es n

O es th r

Inferences: By this pie-chart we can analyze that most of response came from news paper promotion is 54%, Through electronic media is 18%, sales persons is 17% and rest of them by others, by this we known that paper ads are best than others.

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6) What way do you think promotion of HEROHONDA bikes should be done? S.NO 1 2 3 4 TOTAL OPTIONS Offers Advertisement Free Service Others NO OF RESPONDENTS 8 17 42 10 100 PERCENTAGE 8% 17% 42% 10% 100

Inferences: By this pie-chart we know that the promotions should be done by free service and advertisement. \

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7) Does promotion make you to buy a new product?

OPTIONS Yes No TOTAL

NO OF RESPONDENTS 70 30 100

PERCENTAGE 70 30 100%

No, 30 Yes No Yes, 70

Inferences: By the above pie chart it is observed that 70% of the respondents agree that promotion intend them to buy a product.

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8) Which promotion activity gets your attention?

S.NO 1 2 3 4

OPTIONS Television ads Newspaper ads Hoardings Pamphlets

NO OF RESPONDENTS 45 30 20 5

PERCETAGE 45 30 20 5

Interference According to the above bar chart the promotion activity attract the respondents that 45% are to the Television ads and 30% are to the News papers ads. 9) Which aspect of promotion attracts you most?

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S.NO 1 2 3 4 TOTAL

OPTIONS Punch line Brand image Brand ambassador Features

NO OF RESPONDNTS 5 40 10 45 100

PERCENTAGE 5 40 10 45 100%

Interference: By the above bar chart it can be understood that the aspects of the promotion attracting the respondents i.e, 45% of respondents to the features and 40% of the respondents to the brand image 10. Which following features made you to buy Hero Honda?

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SL.NO 1 2 3 4

OPTIONS Quality Price Brand name Free service TOTAL

RESPONSES 48 13 27 12 100

PERCENTAGE 48% 13% 27% 12% 100

Source: customer survey (primary data)

Inferences: From the above analysis we conclude that among 100 customers 48% of the customers buy Herohonda basing on Quality, 13% basing on price, 27% basing on brand and 12% on free service offer. 11. Since how long you have been using Herohonda bike?

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SL.NO OPTIONS 1 2 3 1-3 years 3 to 6 years Above 6 years TOTAL

RESPONDNETS 17 52 31 100

PERCENTAGE 17% 52% 31% 100

Source: customer survey (primary data) PERIOD OF USING bike

Inferences: From the above analysis out of 100 customers when a question was raised regarding the duration period they have been using the Herohonda. The responded was less that 1 year is 17%, between 1-3 years 52% and above 3 years 31%.

12. Are you satisfied with the performance of your bike?

SL.NO

OPTIONS

RESPONDENTS

PERCENTAGE

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1 2 3

Completely satisfied Satisfied Not satisfied TOTAL

69 29 2 100

69% 29% 2% 100

Source: customer survey (primary data)

Satisfaction of respondents by herohonda

Inferences; From the above analysis we conclude that 69%of the cistomers are completely satisfied, 29% are just satisfied and 2% of the respondents are not satisfied .

13 How comfortable are you while driving your bike ?

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SL.NO OPTIONS 1 2 3 Good Average Poor TOTAL Source: customer survey (primary data) Comfortness while driving

RESPONDENTS 95 5 Nil 100

PERCENTAGE 95% 5% Nil 100

Inferences: From the above analysis wee can conclude that out of 100 customers, 95% of the customers felt good, 5% average ragarding the customers.

14. Why did you choose this specific dealer?

S.NO

OPTIONS

NO OF

PERCENTAGE

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RESPONDNTS 1 2 3 convenience location speedy service open on convenient hours TOTAL 55 30 15 100 55 30 15 100%

Inferences: From the above analysis we conclude that 55% of the customers are choosing convenient location, 30% of the customers are choosing speedy service and 15% of the customers are for open on convenient hours.

15.Are you satisfied with the courtesy and friendliness of service personal?

SL.NO OPTIONS 1 Completely satisfied

RESPONSE` 36

PERCENTAGE 36%

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2 3

Satisfied Not satisfied TOTAL

54 10 100

54% 10% 100

Source: customer survey (primary data) Courtesy and friendliness of service personal

Inferences: From the above analysis we conclude that 36% of the customers are completely satisfied, 54% of the customers are satisfied and 10% of the customers are not satisfied regarding the courtesy and friendliness of the service personnel.

16.Are you satisfied with infrastructure and customer lounge facilities?

SL.NO OPTIONS

RESPONDENTS

PERCENTAGE

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1 2 3

Completely satisfied Satisfied Not satisfied TOTAL

44 54 2 100

44% 54% 2% 100

Source: customer survey (primary data) Infrastructure and customer lounge

Inferences: From the above analysis we conclude that among 100 respondents 44% of the customers are completely satisfied, 54% of the customers are satisfied and 2% of the customers are not satisfied regarding the infrastructure and customer lounge facilities.

17.Are you getting clear explanation of the service performed and charges at the time of delivery?

SL.NO OPTIONS 1 Yes all the time

RESPONDENTS 29

PERCENTAGE 29%

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2 3 TOTAL

Mostly Sometime

56 15 100

56% 15% 100

Source: customer survey (primary data) Explanation from the service person

Inferences: From the above analysis we conclude that out of 100 customers 29% of the customers said all the time they are getting cleared explanation and 56% said mostly and 15% of the customers are getting only sometime about the services performed and charges at the time of delivery.

FINDINGS 1. From the above survey done we can infer that majority of the respondents have an

income for month of 10,000-15,000.

2.

Majority of the respondents own a bike and that too herohonda. Majority of the respondents know about the Hero Honda bikes. 4.It is observed that majority of the respondents came to know about Hero Honda products through Electronic Media.

3.

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5.Majority of the respondents want Hero Honda to promote their products through free service after sales and advertising. 6.It is observed by the above survey that promotion provogues respondents to buy a product especially through TVs and new papers. 7.It is found that respondents feel that brand image is the best way to promote a product. 8.It is found that majority of the customers purchase Hero Honda products because of the quality and mileage. 9. is found that majority of the respondents have been using Hero Honda bike up to 3-6 years and some respondents more than 6 years. 10.Most of the respondents are satisfied and comfortable with Hero Honda bikes. 11.Most of the respondents feel that it is available in the convenient location. 12.Majority of the respondents satisfied with the convenience and friendliness of service personnel as well as infrastructure and lounge facilities.

CONCLUSION
From project conclude that promotion of any service can be successfully executed by creating awareness through word of mouth and by maintaining the service according to Advertising and Sales Promotional Activities.

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Hero Honda is one of leading two wheeler producer in the world and a major player in the Indian Market. They were the producer of largest selling motor cycle of the world that is Hero Honda Splendor, Passion have their own importance still in the market. It holds an important place in the minds of consumer by providing efficient service and better products. Product efficiency and innovations are the method they live up today. Their engineering is comprehensive.It can be concluded that majority of the customers are attracted through advertising means and services provided by sales personnel in order to promote hero hona bikes.

SUGGESTIONS

The company should concentrate on other types of advertising media.

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As majority of the respondents have an income for month of 10,000-15,000

company shoould launch a bike which is affordable for such income group.

The company should build its brand image as it is found that majority of the

respondents feel that brand image is the best way to promote a product .
HERO HONDA has offered just one model (HERO HONDA PLEASURE) for

women whereas its competitors are offering more them too so they should concentrate on that aspect. The models ACHIEVER and AMBITION should be re-launched with more value added features.

Apart from KARIZMA and CBZ-XTREME all other models are light weight and

hence are prone to.

ANNEXURE
KEY MILESTONES OF HERO HONDA Since its inception, various milestones contributed to the position the company is in now. 1983

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 1984 1985 1987 1989 1991 1992 1994 1997 1998 1999

Joint Collaboration Agreement with Honda Motor Co., Ltd., Japan signed Shareholders Agreement signed Hero Honda Motors Ltd. incorporated First motorcycle "CD 100" rolled out 100,000th motorcycle produced New motorcycle model - "Sleek" introduced New motor cycle model-"CD100SS"introduced

500,000th motorcycle produced Raman Munjal Vidya Mandir inaugurated - A School in the memory of founder Managing Director, Mr. Raman Kant Munjal New motorcycle model - "Splendor" introduced 1,000,000th motorcycle produced New motorcycle model - "Street" introduced Hero Honda's 2nd manufacturing plant at Gurgaon inaugurated

2,000,000th motorcycle produced

New motorcycle model - "CBZ" introduced

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Environment Management System of Dharuhera Plant certified with ISO-14001 by DNV Holland

Raman Munjal Memorial Hospital inaugurated - A Hospital in the memory of founder Managing Director, Mr. Raman Kant Munjal

2000 4,000,000thmotorcycle produced. Environment Management System of Gurgaon Plant certified ISO-14001 byDNV Holland Splendor declared 'World No.1'-largest selling single two-wheeler model "Hero Honda Passport Programme" - CRM Programme launched 2001 2002 New motorcycle model - "Dawn" introduced New motorcycle model - "Ambition" introduced Appointed Virender Sehwag, Mohammad Kaif, Yuvraj Singh, Harbhajan Singh and Zaheer Khan as Brand Ambassadors 2003 Becomes the first Indian Company to cross the cumulative 7 million sales mark Splendor has emerged as the World's largest selling model for the third calendar year in a row (2000, 2001,2002) New motorcycle model - "CD Dawn" introduced New motorcycle model - "Passion" introduced One million production in one single year New motorcycle model - "Joy" introduced 5,000,000th motorcycle produced

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 2004

New motorcycle model - "Splendor +" introduced New motorcycle model - "Passion Plus" introduced New motorcycle model - "Karizma" introduced.

New motorcycle model - "Ambition 135" introduced Hero Honda became the World No. 1 Company for the third consecutive year.Crossed sales of over 2 million units in a single year,aglobalrecord.

Splendor - World's largest selling motorcycle crossed the 5 millionmark New motorcycle model - "CBZ*" introduced Joint TechnicalAgreementrenewed Total sales crossed a record of 10 million motorcycles

2005 2006 2007 The NDTV Profit Car India & Bike India Awards 2007 in the following category: Overall "Bike of the Year" - CBZ X-treme "Bike of the Year" - CBZ X-treme (up to 150 cc category) Hero Honda is the World No. 1 for the 5th year in a row Honda Passport Programme" - CRM Programme launched Hero Honda is the World No. 1 for the 4th year in a row New motorcycle model - "Super Splendor" introduced New motorcycle model - "CD Deluxe" introduced New motorcycle model - "Glamour" introduced New motorcycle model - "Achiever" introduced First Scooter model from Hero Honda - "Pleasure" introduced

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 2008 2009

"Bike Technology of the Year" - Glamout PGM FI "Auto Tech of the Year" - Glamout PGM FI by Overdrive Magazine "Bike of the Year" - CBZ X-treme by Overdrive Magazine Ranked CBZ X-treme " Bike of the Year" - by B S Motoring Magazine Most Trusted Company , by TNS Voice of the Customer Awards 2006. CD Deluxe rated as "No 1 standard motorcycle" by TNS Voice of the Customer Awards 2006.

Hero Honda Haridwar Plant inauguration New 'Pleasure' launched Splendor NXG lauched with power start feature New motorcycle model 'Passion Pro' launched New 'CBZ Xtreme' launched 25 million production milestone achieved CD Deluxe lauched with power start feature New 'Glamour' launched New 'Glamour Fi' launched Hero Honda GoodLife Program launched Hunk' (Limited Edition) launched Splendor completed 11 million production landmark New motorcycle model 'Karizma - ZMR' launched Silver jubilee celebrations

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2010 2011

New model Splendor Pro launched Launch of new Super Splendor and New Hunk New licensing arrangement signed between Hero and Honda Launch of new refreshed versions of Glamour, Glamour FI, CBZ Xtreme, Karizma Crosses the landmark figure of 5 million cumulative sales in a single year

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QUESTIONNAIRE
Survey On Promotional Activities Of Hero Honda Motors Customer Profile Name Age Sex (m/F) Occupation Marital status Address Mobile No 1) Income per month? a) Less than 6000K c) 10001K-15000K 2) Do you have Bike? a) Yes b) No [ ] b) 6001K -10000K d) Above 15000K [ ] : ________________________________________________ : ________________________________________________ : ________________________________________________ : ________________________________________________ : ________________________________________________ : ________________________________________________ : ________________________________________________ [ ]

3) Did you hear about HEROHONDA Products? a) Yes b) No

4) Are you using HEROHONDA Products? a) Yes b) No

5) How do you came to know about HEROHONDA Products? a) Electronic media c) Sales person b) Print media d) others ( )

6) What way you think promotion of HEROHONDA Products Should be done? [ a) Offers c) Free Service b) Advertisement d) others ( [ )

7) Does promotion makes you to buy a new product? a) Yes b) No

8) Which promotion activity gets your attention?

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a) News Paper Ads c) Hordings

b) Television Ads d) Pomplents [ ]

9) Which aspect of promotion attracts you most? a) Punch line c) Brand Ambassidor
a) Quality b) Brand Name

b) Brand Image d) Features [ ] b) Price d) Free service [ ]

10) Which following future made you to buy Herohonda?

11) Since how long you have been using Herohonda bike?
a) Less than 1 year

b) 1 to 3 years d) above 6 years [ c) Not satisfied [ ] ]

b) 3 to 6 years

12) Are you satisfied with the Performance of your bike? a) Strongly satisfied b) Satisfied

13) How comfortable are you while using your bike ? a) Excellent c) Good 14) Why did you choose this specific dealer? a) Convenient location b) Speedy service b) Very Good d) Average

c) Open on convenient hours [ ]

15) Are you satisfied with the courtesy and friendliness of service personal? a) Completely satisfied b) Satisfied c) Not satisfied

16) Are you satisfied with infrastructure and customer lounge facilities? a) Completely satisfied b)Satisfied c)Not satisfied

17) Are you getting clear explanation of the service performed and charges at the time of delivery?
a) Yes all the time

[ b) Mostly c) Sometime

Feedback of the Respondent __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________

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BIBLIOGRAPHY

Books referred

Marketing Management - Philip Kotler Modern Management - R.S.N.Pillai

News Papers

The Hindu The Economic Times Deccan Chronicle The Times of India

WebsiteS

www.herohonda.com. www.autoindia.com www.bikeworld.com

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