Escolar Documentos
Profissional Documentos
Cultura Documentos
Submitted by
Drishesh Nair
PRN No: 13021021035
Batch: 2013-2016
In
May-June, 2014
ACKNOWLEDGEMENT
CERTIFICATE
Executive Summary
The motive of this essay is to give clear information about FORD entry into the luxury and
premium automobile sector. The flow of the essay would start with the background and
introduction about the company, also about the entry strategy in terms of corporate decisions
they took for doing business in INDIA and what companies present strategy in INDIA is to gain
the market share.
Bayerische Motoren Werke G. m. b. H. Started operations in 1918, the foundation stone was laid
as late as 1916 as Bayerische Flugzeugwerke AG (BFW), it then changed into Bayerische
Motoren Werke Aktiengesellschaft (FORD AG) in 1918.
In todays date the list of ten largest automobile manufacturers features FORD group and even
possess the brands like MINI and Rolls-Royce, the trio being the ore heart of super luxury brands
in the worlds industry.
The FORD GROUPS financial services also have a boosted stand in market and also the
motorcycle sector is doing business successfully.
FORD INDIA Company setting up headquarters in gurgaon (the ncr) FORD INDIA is 100%
subsidiary of the FORD group. The investment initially in INDIA was around 1.4 billion Indian
rupees.
FORD INDIA is a German producer of cars and motorcycles marketed under flagship of FORD
brand In 2006 FORD focused on one of the biggest and fastest growing market of luxury and
niche car sector which is INDIA and also looking at the fate of the competitor Daimler Benz,
grounded their tents in INDIA. Also allowing space for more investments in INDIA following
financial year for over 30 million again in addition the initial investment done. This is all for the
premium automobile sector market in INDIA which consist of about 1.3% which is in percent a
small figure but then it comes to numbers it is around 10 million perspective customers in INDIA
and with the current market and economy this figure will certainly go up at the rapid speed.
TABLE OF CONTENTS
Introduction
Company Profile
Product Data
Marketing Strategies
Research Methodology
Analysis & Interpretations
Suggestions
Bibliography
Annexure
Questionnaire
INTRODUCTION
Todays society is warm with urbanization and demonstration effect. With a view towards it,
there are drastic changes coming up in all sectors even in the automobile industries. The
following information gives an insight about it.
In the present context the companies operate on the principle of natural selection
Survival Of The Fittest. Only those companies will succeed which at best match to the current
environmental imperatives those who can deliver what people are ready to buy. But real
marketing does not involve the art of selling what the manufacturers make. Organizations gain
market leadership by understanding consumer needs and finding solutions that delight
consumers. If customer value and satisfaction are absent, no amount of promotion or selling can
be compensate.
relationship.
This is a part of the strategic marketing done by every company to achieve it objectives
and goals. To maximize the profits and long-term plans every organization has to follow a
strategic planning.
Marketing is much more than just an isolated business function it is a philosophy that
guides the entire organization towards sensing, serving and satisfying consumer needs. The
marketing department cannot accomplish the companys customer relationship-building goals by
itself. It must partner closely with other departments in the company and with other organization
throughout its entire value delivery network to provide superior customer value and
satisfaction. Thus marketing calls upon everyone in the organization to think customer and to
do all they can to help build and manage profitable customer relationship. Marketing is all
around us, and we need to know that it is not only used by manufacturing companies, wholesaler
and retailers, but also by all kinds of individuals and organizations.
The marketing process consists of the following:
1. Analyzing marketing opportunities.
2. Developing marketing strategies.
3. Planning marketing programs
4. Managing the marketing efforts.
Before taking any decision and achieving the goals, it has to make analysis of what to
do, how to do, when to do, where to do and who is to do it. This is nothing but strategic
planning. Goals indicate what a business units wants to achieve whereas strategy is how to
get there.
Marketing strategies in simple terms are the complete and unbeatable plans designed
specifically for attaining the marketing objectives of the firm. Marketing can be called as a
game plan for achieving its goals. Strategy choice will depend on whether the firm or the
marketer plays the following roles:
Market leader
A challenger
A follower
A nicher
The identification of objectives, both in quantitative and qualitative terms, is an essential
backdrop to strategy formulation. Goals have a quality and time frame attached to them. These
are typically spelt out in terms of financial return, market share, market presence, etc.
Thus, the concept of market oriented strategic planning arises with the link between the
products the link between the products the manufacturer is dealing in and the market conditions.
In this direction, our study deals only with the marketing strategies i.e. promotional strategies of
the Ford automotives.
COMPANY PROFILE
Industry
Automotive
Founded
Founder(s)
Henry Ford
Headquarters
Area served
Worldwide
Key people
Alan R. Mulally
(President & CEO)
Products
Automobiles
Luxury Vehicles
Commercial Vehicles
Automotive parts
Services
Automotive finance
Vehicle leasing
Vehicle service
Revenue
Operating income
Net income
Employees
181,000 (2013)
HISTORY
Ford was launched in a converted factory in 1903 with $28,000 in cash from twelve investors,
most notably John Francis Dodge and Horace Elgin Dodge who would later found the Dodge
Brothers Motor Vehicle Company. During its early years, the company produced just a few
Model T's a day at its factory on Mack Avenue in Detroit, Michigan. Groups of two or three men
worked on each car from components made to order by other companies. Henry Ford was 40
years old when he founded the Ford Motor Company, which would go on to become one of the
largest and most profitable companies in the world, as well as being one of the few to survive the
Great Depression. The largest family-controlled company in the world, the Ford Motor Company
has been in continuous family control for over 100 years.
FORD IN INDIA
Ford India Private Limited is a wholly owned subsidiary of the Ford Motor Company in India.
Ford India Private Limited's headquarters are in Chengalpattu, Chennai, Tamil Nadu. It currently
is the sixth largest car maker in India after Suzuki, Hyundai, Tata, Mahindra and Chevrolet.
The modern Ford India Private Limited began production in 1996, although the roots trace
back to 1907 when the Model A was launched. Its manufacturing facilities are in Maraimalai
Nagar near Chennai. Ford India Private Limited began production in 1926, but was shut down in
1954 as the company was in loss. Production began again with the joint venture Mahindra Ford
India Limited (MFIL) in October 1995, a 50-50 venture with Mahindra & Mahindra
Limited. Ford Motor Company increased its interest to 72% in March 1998 and renamed the
company Ford India Private Limited.
The total investments made by Ford Motor Company since it set shop in 1995 stands at $2
billion as of April 2012.
MANAGEMENT PROFILE
Nigel Harris has been appointed President of Ford India, effective February 1, 2014. Harris
reports directly to David Schoch, Group Vice President and President, Asia Pacific, Ford Motor
Company.
VINAY PIPARSANIA - Executive Director, Marketing, Sales and Service, Ford India
Vinay Piparsania has been appointed executive director, Marketing, Sales and Service, Ford
India, effective September 1, 2012.
KULJIT RANA - Vice President, Finance and Whole time Director, Ford India
Kuljit Rana is the Vice President, Finance and Whole time Director at Ford India. He took this
position in June 2009 and is responsible for all financial aspects of Ford India. Kuljit reports to
Nigel Harris - President, Ford India.
FORDS CARS
FIESTA
CLASSIC
FIGO
ENDEAVOUR
ECOSPORT
cars.
TO study and analyze the distributors perception regarding the
promotional and distributional strategies of Ford.
SUV segment: The buyers of this segment like to have big vehicles.
And these cars are also useful for sport riding and even on hill areas. There body is designed
similar to off-road vehicles, which can withstand to Indian roads.
FORD ENDEAVOUR occupies this segment.
Hoardings:
A heavy picture of the product which comprises of its attributes and special features are
displayed on the roadsides in the form of hoardings. It is a bit expensive strategy but attracts
many people who pass by that roadside.
This type of advertisement is prepared for those segments of people who cannot afford
their time in reading newspapers and watching televisions. While travelling from their home to
office, moving on their business activities they may watch these hoardings. These hoarding are
especially setup at the road signal stops.
Free Insurance:
The Fortune Ford gives a special offer of free insurance on the purchase of each vehicle
to its new customers.
Relationship Marketing:
Fortune Ford pays a special attention towards its old customers. To retain the old and
existing customers it conducts a corporate meet at a luxurious hotel. The event aims at knowing
the problems of the customers regarding the vehicles and also service feedback.
In this way it maintains an effective relationship with the customers and gains the
reputation and goodwill in the minds of the customers.
Sales Promotion:
The sales promotion is done in the fortune ford at three levels:
1. Showroom sales: In this the customers walk in to the showrooms to know about the details
of the product. Specially trained sales executives who are present in the showrooms give a
detailed explanation about the product to the customers.
Sales executives give a detailed note on the products features, various offers
given by the manufacturer and also by the dealer to the customer and enhances
EXTENDED WARRANTY:
Fortune Ford gives an extended warranty to its customers where there will be an extended
time duration in the warranty.
What is Extended Warranty?
Factory Warranty covers only for a specific period of time/mileage.
After the factory warranty expires, customer is exposed to the risk of parts failures. This
is applicable for any machine/equipment/vehicle.
Extended Warranty:
RESEARCH METHODOLOGY
DATA COLLECTION:
The information needed to further proceed had been collected through primary and secondary
data.
PRIMARY DATA:
It consists of information collected for the specific purpose, survey research was used and all the
details of Ford were contacted. Survey research is the approached gathering description and
information.
CONTACTED METHOD:
The information was solicited by administering structured questionnaire to the customer and
dealers, thus getting to know directly from the dealers their sales before and after sales service.
SAMPLE SIZE
The sample size taken for the following project was 25.The findings and the outcomes are
according to this sample size.
RECOMMENDATIONS
NO of customers
Fiesta
10
Figo
Endeavour
Ecosport
Classic
Total
25
Interpretation: This question is meant for taking the information regarding the most preferred
car in the Ford cars. From the above graph it is found that most preferred vehicle of Ford cars is
Fiesta.
No of customers
Style/design
Comfort
Ford brand
Service
9
23
13
5
Interpretation: This question is meant to know the customers preferences and likes towards
the cars. From the data we can position our product to the style seeking group of people.
3. What do you feel great about your car when compared to other cars in the market?
a) Fuel efficiency
b) Durability
c) Low maintenance
d) Sound quality
e) Brand name
Data analysis:
Customers perspective
Fuel efficiency
Durability
Low maintenance
Sound quality
Brand name
Interpretation:
No of customers
10
4
8
1
2
From this question we can position the cars according to the customers
perspectives. Many of the Ford customers are buying the cars by seeing its Fuel efficiency only.
4. Can you share your experience with after sale service support
a) Very much satisfied
b) Satisfied
c) Ok
d) Not satisfied
Data analysis:
Post service experience
Very much satisfied
Satisfied
Ok
Not satisfied
No. of customers
6
13
3
3
Interpretation: This question is prepared to know the service levels of the authorized dealer.
Most of the customers are satisfied with the service.
Data analysis:
Place of service
At authorized service centre
At a local workshop near home
No. of customers
20
5
Interpretation: Most of the Fortune Ford customers are interested to service their vehicles
only at the authorized dealers. From this we come to know what the importance of authorized
service centers for car is.
Data analysis:
Customer opinion on
No. of customers
13
7
5
Interpretation: 13 of the 25 people think that the ford cars are affordable by the common
man.
Data analysis:
offers
Free insurance
Special discount on sale of cars
Extending the service period
Finance availability with 0%
No. of customers
4
5
10
6
interest
Interpretation:
promotional techniques/offers which attract the customers. From the above analysis many
customers are expecting the extension in the service period from the various offers given to
them.
Data analysis:
Expectations of customer
Information about new cars
Information about service and mileage
Assistance regarding loans and
No. of customers
6
8
6
insurance
Understanding customer needs
Interpretation: Most of the customers are expecting the information about service and
mileage regarding the cars from the dealer. From the above analysis we come to know about
the customers expectations and their post purchase service demands from the dealer.
Data analysis:
Customer suggestion
Sports person
Film star
Car expert
Any celebrity
No. of customers
5
3
8
9
Interpretation: Most of the customers of Ford suggest any celeb can be the face of the
company.
10. What other brand(s) did you seriously consider before making this car
purchase?
a) Hyundai
b) Skoda
c) Maruti
d) Honda
Data analysis:
Brand name
Hyundai
Skoda
Maruti
Honda
No. of customers
6
4
7
8
Interpretation: Most of the Ford customers are opting for Honda when they are asked to
consider a brand other than Ford. Maruti occupies the second place in their preference.
WEBLIOGRAPHY
www.fordindia.com
www.fortuneford.com
www.wikipedia.com
www.google.com
ANNEXTURE
QUESTIONNAIRE:
Name :
1. Which of the following Ford car you own?
a) Fiesta
b) Figo
c) Endeavour
d) Ecosport
e) Classic
2. What do you like most about your Ford car?
a) Style/design
b) Comfort
c) Ford brand
d) Service
3. What do you feel great about your car when compared to other cars in the market?
a) Fuel efficiency
b) Durability
c) Low maintenance
d) Sound quality
e) Brand name
4. Can you share your experience with after sale service support
a) Very much satisfied
b) Satisfied
c) Ok
d) Not satisfied
5. Where do you get your car serviced regularly?
a) At authorized service center
b) At a local workshop near my home
6. Whats your opinion on the price list of Ford cars?
a) Affordable by common man
b) Affordable only for rich man
c) Cant say
7. What kinds of offers do you like or expect from the dealer?
a) Free insurance
b) Special discount on sale of cars
c) Extending the service period
d) Finance availability with 0% interest
8. What more do you expect from your dealer?
a) Information about new cars
b) Information about service and mileage
c) Assistance regarding loans and insurance
d) Understanding customer needs
9. Whom do you suggest as a right person for promoting a car?
a) Sports person
b) Film stars
c) Car expert
d) Any celebrity
10. What other brand(s) did you seriously consider before making this car purchase?
a) Hyundai
b) Skoda
c) Maruti
d) Honda