Final Nano Projet PDF

OM SAI MOTORS PVT LTD
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A project report
on topic
Nano SALES ACCELERATION
UNDER THE GUIDANCE OF

MR. NITIN SAWANT
SALES MANAGER
KANDIVLI (W) MUMBAI 400067
SUBMITTED TO SUBMITTED BY
Mr. MANOJ ARORA SANTOSH CHAURASIA
PRODUCT MANAGER(WEST 1) SALES EXECUTIVE(MBA IN MARKETING)
NANO GROUP OM SAI MOTORS PVT LTD
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ACKNOWLEDGEMENT
I convey my sincere thanks to Mr.

Nitin Sawant General Manager Om Sai Motors Pvt Ltd; of our company for
their advice , endless encouragement & co-operation in helping me to complete
this project report.
I convey my sincere thanks and deep gratitude to respected Territory Manager
TATA PCBU Mr. Chetan Sarvaiya & Accenture Team Leader Mr. Kapil
Rajora whose response regarding a complain on higher level of management on
TATA Motors Ltd induces me to prepare this project .
I take this opportunity to thank my project guide Mr. Prasant Mishra for his kind
co-operation and valuable suggestions for conducting the study successfully and
enabling me to do my project Report.
Finally I extended my warm thanks to all employee of Om Sai motors Pvt Ltd for
his kind coordination valuable feedback during my project.
Santosh Chaurasia
MBA (Marketing)
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INDEX
1. INTRODUCTION TO THE COMPANY
HISTORY
VARIOUS PRODUCTS OF TATA MOTORS
2. Introduction to the TATANANO

History And Convention
Thought Concept & Development
Variant & Featurs
3. Fifteen most important reason why Nano is not being Sale

as MUCH it should be
4. Why too much false telephonic & walking enquires
regarding Tata Nano
5. How false enquiry can be reduce & warm & hot enquires
can be increased
6. How the sale of Tata Nano can be increased
7. Research methodology
Objective
Data collection
Method of contact
Questionnaire 1
Questionnaire 2
Questionnaire 3
Questionnaire 4
Conclusion
Recommendation
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EXECUTIVE SUMMARY
Tata Nano is the cheapest car in the world. It is sold in home country India around
Rs 1.5 lakh i.e. approximately USD 3000. It is manufactured by Tata Motor
Limited, the largest automobile company in India. It‘s Chairman, Mr. Ratan Tata
envisions that Tata Nano become a ―People‘s car‖ which is affordable by almost
everybody. Tata Nano was first launched in India on 1st April 2009 and expected
to be in Indian market by July 2009. Since launching, it has created a huge buzz all
over India. Within the first two days of launching, it has received 5500 booking.
The figures keep increasing every day since the launching. What makes Tata Nano
so cheap? Basically, by making things smaller, lighter, do away with superficial
parts and change the materials wherever possible without compromising the safety
and environmental compliance. It is said that Tata Nano has better mileage than
Toyota Prius and same gas emission as a scooter Tata Nano will be imported to
Malaysia by Tata Industries in parts. It will be assembled in its two factories i.e. in
Shah Alam, Selangor and Pasir Gudang, Johor Bahru. There are four distribution
centers in Peninsular Malaysia i.e. in Kuala Lumpur, Penang, Johor Bahru
and Kuantan. All Tata Nano cars will be distributed through these distribution
centers only. There are three types of Tata Nano car available i.e. Tata Nano, Tata
Nano CX and Tata Nano LX. However, due to hot weather in Malaysia, only Nano
CX will be brought to Malaysia and will be sold here.
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1. INTRODUCTION TO THE COMPANY
Tata Motors Limited is India's largest automobile company, with

consolidated revenues of Rs. 92,519 crores (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.
The Company's 24,000 employees are guided by the vision to be "best in the
manner in which we operate, best in the products we deliver, and best in our value
system and ethics."
Established in 1945, Tata Motors' presence indeed cuts across the length and
breadth of India. Over 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 powertrains.
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
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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. 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 minimise weight, which helps maximise 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
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1. HISTORY
Tata Motors launches its first truck in collaboration with Mercedes-Benz. Tata
Motors is a part of the Tata and Sons Group, founded by Jamshedji Nussarwanji
Tata and J Baker. The company was established in 1945 as a locomotive
manufacturing unit and later expanded its operations to commercial vehicle sector
in 1954 after forming a joint venture with Daimler-Benz AG of Germany.
VARIOUS PRODUCTS OF TATA MOTORS

[1] Passenger Cars And Utility Vehicles
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Tata Indigo SW
Tata Sierra
Tata Estate
Tata Sumo/ Spacio
Tata Safari
Tata Indica
Tata Indigo
Tata Indigo Marina
Tata Winger
Tata Nano (3RD March 2009)
Tata Xenon XT
Tata Xover (2009)
[2] Concept vehicles
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[3] Commercial vehicles
TATA 1616 STARBUS
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TATA MARCOPOLO BUSES IN THE DELHI BRT .
Tata Star Bus in Nagpur, Maharashtra. Tata Low Floor Buses are also
used by administrations in Delhi, Mumbai, Pune, Udaipur and Indore
Tata Ace
Tata TL/ Telcoline /207 DI Pickup Truck
Tata 407 Ex and Ex2
Tata 709 Ex
Tata 1109 (Intermediate truck)
Tata 1510/1512 (Medium bus)
Tata 1610/1616 (Heavy bus)
Tata 1613/1615 (Medium truck)
Tata 2515/2516 (Medium truck)
Tata Starbus (Medium Bus)
Tata Globus (Low Floor Bus)
Tata Marcopolo Bus(Low Floor Bus)
Tata 3015 (Heavy truck)
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Tata 3118 (Heavy truck) (8X2)

Tata 3516 (Heavy truck)
Tata 4923 (Ultra-Heavy truck) (6X4)
[4]
Tata Novus (Heavy truck designed by Tata Daewoo)
[4] Military vehicles
Tata LSV (Light Specialist Vehicle)
Tata 2 Stretcher Ambulance
Tata 407 Troop Carrier, available in hard top, soft top, 4x4, and 4x2
versions
Tata LPTA 713 TC (4x4)
Tata LPT 709 E
Tata SD 1015 TC (4x4)
Tata LPTA 1615 T
2. Introduction to the TATANANO

The Tata Nano is a proposed city car debuted by India's Tata Motors at the
9th annual Auto Expo on January 10, 2008 at Pragati Maidan in New Delhi,
India. Called the people’s car in Tata's promotional material, it was
projected to be the least expensive production car in the world. The
standard version of the Nano is projected to sell for Rs. 100,000
(approximately US $2500, GBP 1277, or € 1700) , not including fees or
delivery. Newsweek identifies the Nano as a part of a "new breed of 21st-
century cars" that embody "a contrarian philosophy of smaller, lighter,
cheaper" and portend a new era in inexpensive personal transportation —
and potentially, "global gridlock". The Wall Street Journal confirms a
global trend toward small cars, led by the Nano.The prefix "Nano" derives
from the Greek root 'nanos', meaning dwarf — as with nanometer. "Nano"
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also means "small" in Gujarati,the native language of the Tata family,

founders of the Tata Group.
3. Thought concept and development

1. PeoPle’s car
An Automobile that offers the opportunity of affordable motoring to larger
section of population.
Over the year there have been some iconic people car that have been changed
the face of automobile industry.
(i)Ford Model T
1) Launched 1908
2) Put USA on wheels
3) More than 15 million car built
4) Became a best seller across the world
(ii)Volkswagen Beetle
1) Launched in 1938
2) Germany first people car
3) More 21.5 Million car Built
4) Became a best seller across the world
(iii) NANO
1)Nano the people car of twenty first centuary
2)Nano has opened a new market segment alltogather
3)It has potential to be best seller the world over
4)Attracted 10 lakh visitors at the auto expo
5) Lakh walking enquiries when booking opened
6)Generated more than 2 lakh booking since the launch
7) More than three core hits on the websites
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2. the NaNo drives………..

The Nano was brain child of Mr. Ratan Tata. This revolutionary idea came
from very common sight in India. A family of four even five on a scooter or
Motorcycle Inconvenient and dangerous, it triggered in him a resolve to
build an extra low cost transportation solution.
The brief of his team was simple to develop a transportation solution that would
fulfill the following
1) Carry 4 adults
2) Weather proof
3) Safe
The above can true for any Car but the greatest challenge was to package. These
attribute at an affordable price the target Rs. 1 Lakh.
3. The Nano was unveiled at the 2008 New

Delhi Auto expo
On January 2008 promise was kept when Mr. Ratan Tata stunned the world by
unveiling the Nano at the Auto expo at an ex-factory price of Rs 1 lakh.
The design Team had two options two meet the target option‘s to meet
the target, compromise or innovative. They choose the later and the result
1) 38 patented technologies
2) unique manufacturing technique
3)An innovative business model
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The Nano has received rave reviews from ―who‘s who‖ of the automotive
industry worldwide..
The Nano won every major car of the year award in India including prestigious
Indian car of the year 2010.
The time magazine included the Nano in its list of dozen most important car of
all times
More than 46 countries shown interest on Tata Nano.
On March 2009 legend was born, The Nano was made available to Indian
people. Thus fulling the dreams of thousand of car lovers.
4. History and conception

The project to create a 1 lakh (1 lakh = 100000 rupees) car began in 2003, under
the Chairman of Tata Motors, Ratan Tata. The strategy behind the project was the
awareness of the number of Indian families who had two wheeled transport, but
couldn't afford a four wheel car, and was based on the company's success in
producing the low cost 4 wheeled Ace truck in May 2005.
Industry convention was that a reliable car couldn't be made at such a low price, so
initial media speculation was that the car would be a simple four-wheeled auto
rickshaw. However, The Times of India reported that the vehicle is "a properly
designed and built car". The Chairman is reported to have said, "It is not a car with
plastic curtains or no roof — it's a real car." During development the company
reinvented and minimized the manufacturing process, brought in innovative
product design, and asked component manufacturers to look at current work and
design approaches in a different perspective to produce logical and simple
solutions. The car was designed at Italy's Institute of Development in Automotive
Engineering, with Ratan Tata ordering certain changes during the process, such as
reducing the number of windscreen wipers from two to one.
NANO VARIENTS & AVAILABLE COLOUR
Colour/Variant NANO NANO CX NANO LX

Racing Red  
Ivory White  
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Summer Blue  
Sunshine yellow 
Lunar Silver  
Campaign gold  
OVERALL DIMENSION
Overall Length 3099mm
Overall Width 1495mm
Overall Height 1652mm
Wheelbase 2230mm
Ground Clearance 180mm
Seating Capacity 4 To 5
Fuel Tank Capacity 15
Kerb Weight 600(Std), 615(Cx), 635 (Lx)
Front tyre Size 135/70 R 12
Rear Tyre Size 155/65 R 12
ENGINE & TRANSMISSION:-
Engine type 624cc, 2 cylinder

Maximum Engine Output 35PS@5250
Maximum Torque 48NM@(2500-3500)
Maximum Speed 105
Gradability 30
Transmission Synchromesh on all four gears, sliding
mesh on reverse gears with overdrive on
4th gear.
No. of Gears 4 Forward +1 Reverse
MAJOR FEATURES:
NANO NANO CX NANO LX

Body Colour Bumper Black colour Black colour 
HVAC  
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Central Locking 
Front Power Window 
Fog Lamp 
Tinted Glass  
Steering Wheel 2 spoke 2 spoke 2 spoke
Provision for Mobile 
Charger
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5. Fifteen most important reason why Nano is

not being Sale as MUCH it should be
1. Executive are not able to handle queries

of Customer:-
Kind attention here no doubt company is doing endless effort to trained the
executive but how much it‘s reach to executive no one ensure it. Example:
Company is given very good content sales kit, Compact disc having every
information regarding Nano even sales process, but in almost every
dealership only a few executive seen it, apply to his job for from away.
Below are the FAQ regarding TATA Nano, as it is asked by the customer.
Answer of colored sentence determines quality and knowledge of
executive. Go through all, It is a practical experience of sales executive.
1. Car gets catch fire what about that?

2. Where is one lakh car?
3. 624 cc engine how is the pickup of car?
4. Can car go on highway?
5. Is it easily go on slop?
6. How much its load caring capacity really?
7. Can it will go on slope with four people?
8. Is there any vibration in car?
9. Why not power steering in car?
10.What are new up gradation in car?
11.Can you show me new up gradation in car?
12.Why so much noise in the car?
13.Is Nano is being sold?
14.Is car having rickshaw engine?
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15.Is car safe from front side?

16.Is it having fiber body?
17.Why not break is smooth?
18.How is the performance of car?
19.What is sale in Mumbai?
20.Will you give replacement after burning?
21.Where is spare wheel?
22.Where is coolant of the Car?
23.Where is fuel lid?
24.Why not power window in back side?
25.Why is jerking in breaking?
26.Can four people sit on this car?
27.How is resale value of the car?
28.How is the maintenance cost of the car?
29.What are patents of the Tata Nano?
30.Is it complete euro IV norm?
31.What is waiting period in Tata Nano?
32.Why does it not see on road too much?
33.Can we go on long drive from this car?
34.Is it good for rough tough area?
35.Can we fit a carrier on roof?
36.Why it is not allowed for T-permit?
37.Why engine in back side?
38.How much luggage space?
39.Which break this have?
40.Which type of suspension in this car?
41.What is fuel tank capacity?
42.What is actual average of car in city with AC?
43.Is it coming with power steering?
44.Can you give me some contact recently purchased?
45.Why left side mirror is not given?
46.Can we fit left side mirror?
47.Can we fit music system from outside?
48.What is the maximum speed of the car?
49.Can we fit spare wheel, in rear in case of puncture?
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50.Why front & rear tyre has different size?

51.What comes under warranty?
52.What not cover under warranty?
53.Why a rod is given beside the front seat like rickshaw?
54.Why not glove box in the car?
55.Is the seat of Nano is bucket shape?
56.Why there is black net in back door?
57.Is Maruti is launching some competition car?
58.Can we fit CNG in this car?
59.Why my car is giving less average?
60.What is service schedule?
61.How much service charge comes?
Recommendation:-
Company should Provide extensive training to Panther and panther will ensure
in his concerned dealership, Team leader & executive are well trained with
Nano Quires.
Note- Kind attention here, till now panther are less knowledgeable regarding
product even sales process. They only sit on dealership sometimes says to
executive 1) Do follow up 2) Do retail. They have forget about his job profile.
See Detail about Panther later.
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2. Misconception regarding Tata Nano among

people:
Word of mouth advertising regarding Tata Nano is very bad, this is due to
various misconception regarding Nano. Brand image of Tata Nano is also not
Very Good.
1. It has a fiber body.

2. Four people cannot sit inside the car.
3. It is not meant for highway.
4. It has rickshaw engine.
5. Nano is not being sale.
6. It is flop car.
7. It‘s AC and pickup is not good.
8. It is burnt by fire.
9. It is middle class people car.
10.It is not meant for long drive.
11.It has 624cc 2 cylinder engine so its pickup will not be good.
12.It vibrates when go on highway.
13.It‘s meant for city only.
Recommendation:- How to reduce-
1. To reduce the misconception (Ques. 1, 2,7, 11) Dealer should ensure

maximum test drive.
2. If prospect have query regarding (ques. 3, 12,13) go on nearest highway give
test drive.
3. Executive must ensure to tell type of engine with fuel efficiency in each
enquiry(Ques.4)
4. Regarding (Ques 5) give example of increment in sale from January to
March not only in dealership but also other medium of advertising.
5. Regarding (Ques.10) Give him/her example of Nano Super drive.
6. Regarding (Ques.9) Every Dealership should ensure, blog of HNI people
that have purchase Tata Nano in his Dealership.
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7. Regarding (Ques.6&8) company should focus on increment on sale from

December to March in Advertising content so that belief of people could be
increase.
8. Organize 2-3 fair near to each dealership whose objective should be ‗see the
Nano get a prize‘ to increase customer belief.
3. Nano is being sold by almost fresher & Back

office employee
1. In almost dealership Nano is sold by fresher or back office executive.
Dealership pay very less salary varies from 4000-6500 mostly for Nano
executive due that good guy is not working for Nano selling. Dealer Recruit
Nano executive to very less salary because of very less margin in Tata Nano.
Executive feel inferiority complex in selling of Tata Nano. Fresher & back
office executive start their career from Nano selling so that most of enquires
going false due to not proper handling.
Note : Example:- In a om sai motors pvt ltd in the month of march a
executive handle total telephonic& Walking enquires less than 20 and retail
8 Tata Nano. In the same showroom another executive handle 40 enquires
retail only 4. Compare with first to other two you will find how many
enquires going false due to fresher guy.
Recommendation:
1. There should be a salary standard for Nano executive not less than
10,000. Either it is beard by Partial TATA Company or solely by
Dealership. If Tata company can bear 8000 exchange bonus on two
wheeler then why not a part of salary to Nano executive. So that
experienced guy can sell the Tata Nano.
2. Each enquiry should be handled by experienced guy. If a fresher guy
enter in Nano selling then first panther will give intensive training on
product knowledge & sales process and ensure he is now ready to handle
enquiry.
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4. Promotional vouchers & Incentive

announced by company not reach to
executive &hacked by me diaries
Kind attention here Company understand he is announcing good amount

of incentive & vouchers, so Nano executive will be very happy but real
picture is that, it is only seen by executive on each month scheme but
received by whom I m not sure about that. Here any one can say Nano
executive incentive is sent by company to his name then how it is possible.
But due to not proper controlling on claim done by territory manager and
dealership, Right person not getting worth amount. Below are some of the
examples that clear you above point.
Only a partial amount of promotional voucher for Nano executive is
reach to them, rest is utilize where I am not sure about that. To be clear
regarding above point please read below example.
Example:-
1. Incentive of month of October & November of executive‘s is not given till

April in om sai motors Pvt Ltd by company. A no of time executives
informed sales manager, territory manager, Accenture team but due to not
getting proper response one of them leave a complain to product Manager
Manor Arora. what was the result of that complain…………..
a) Territory Manager and accenture team totally against that executive. In
response he uses loose word in front of sales manager ― tum ye mat samjho
ki tumne mere khilap complain dalkar bahut bara tir mar liya hai, usse
mujhe kuchh bhi phark nahi padta, aur tumne prove kiya hai ki tum bahut
bade bevkuf ho, ye Tata company hai yahan ayse hi hota hai‖.
b) He remove his cell phone no. from newspaper in promotional
advertisement.
c) Stop communicating most performing executive.
d) He appointed a team leader who had nil experience in tata nano but
experience in other car. Team leader according to instruction start working
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as a dictator with that executive finally he leave the organization on 11th

April.
e) That executive perform very well in NPL march, done five retail out of
seven. Other two retail done by DSA. Due to his overreaching performance
om sai motors got 1st rank in challenger list. But due to that complain only
two thousand voucher is given to them.
f) In march month scheme it were clearly mentioned minitum two retail
done by executive in each week will be eligible for a lucky draw contest.
But Kind attention here not a single lucky draw conducted by Accenture
team and territory manager till month end.
g) Go green contest vouchers 5000 thousand not given any executive of
om sai till 11th April even it clearly mentioned it will reach to executive
latest by 12th of March. Due to that, Executive disappointed I leave the
organization on 11th April.
h) It said by territory manager that minimum 5 retail done by executive in

January month will be eligible for 10,000 Big Bazaar Voucher. But not
given any executive of om sai till 11th April.
Kind attention this can be possible in any dealership, this down the moral of
executive and demotivate them. Thus instead of working as motivational tool,
incentive and vouchers worked as a demotivational tool.
Recommendation:-
1) Higher authority should ensure from Panther that in each dealership

incentive & voucher is getting right person and right time. This will increase
employee satisfaction and retention in dealership.
2) There should be a feedback policy for Nano executive & dealership
regarding his grievances by Tata motors. That should be totally confidential
and submitted to Tata Motors.
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5. PaNther is Not like PaNther they haveN’t

any knowledge & ideas about Nano
I am totally surprised seeing panther of Tata motors. What is objective of
appointing a panther it is not clear yet to me. But kind attention here
panther solely can change face of Nano selling Seeing the panther I have
doubt on recruitment policy of Tata Motors. They haven‘t any knowledge
regarding product, sales process, neither able to motivate executive nor
able solve the problem of executive as well as dealership.
Under my analysis what they do, they go dealership say to executive

do retail, follow-up, inform upper level about booking, retail and yellow
form simple nothing more than that.
Recommendation:-
How should be Panther
1 He Should have Core knowledge of Tata Nano & clear cut answer to each
query regarding Tata Nano. He should always updated with Scheme, finance
scheme, able to coordinate financer with dealer and able to energies the
executive of Tata Nano.
2 He Should be good motivator as well innovative ideas to enquiry creation,
leadership qualities, Initiative & Responsible ‗as he has to also handle
dealership Team leader‘.
6. Every initiative of tata is not as much

effective as it should be
Kind attention here, no doubt Nano is small car, less margin to dealer as well
Tata company, but now company is totally concentrated on Tata Nano.
Below are the example that make you clear…………
Example:
1) Huge frequency of advertising in print media, electronic media, outdoor

advertising
2) High rate of incentive to sales executive, sales Manager, Dealer, Territory
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Manager
3) Cheap rate of finance & maximum amount of financing (90%@5%,
100%@14%)
4) Sect oral scheme to target a particular group of prospect (SBI employee,
Dealer Employee, HDFC employee, Future group employee, Tata employee,
CSD .
5) Different type of campaign (Test drive campaign, Sale & tell competition,
Nano premier league, Go green contest, Retail Dhamaka,)
6) 8000 bonus on two wheeler means even in scrap condition 8000+ value of
two wheeler
7) Given project to very reputed company in training & development
company Accenture
8) Different type of Training & Development scheme to improve Nano
Executive
9) Bumper customer Offer 4 year manufacturer warranty, 1&2 gold Coin,
Free AMC or 99@per month AMC, Free Insurance, Bumper Dealer
Discount, High worth accessories)
10) Different type of customer retention, Loyalty Program (3000 for referral
& 5000 for Loyal Customer)
Mind blowing, have you ever listen such a effort for selling big car,
Absolutely not. Why? Because this is dream Car of Chairman of Tata, and
success story of Mr. Ratan Tata is somewhere hidden behind this.
Kind attention here, give me answer of a question suppose you are

sitting in Mercedes Benz, high net worth car, but your driver is not
expert one, Will you be sure to reach your destination properly because
of Mercedes Benz? Absolutely not.
Same situation in Tata Nano. Every Scheme of company is no doubt

very good but due to, not successful implementation everyone is not as
much as effective as should be. See one by
one………………………………….
1. Finance Scheme:
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Due to not very good coordination between financer and dealer finance
scheme of SBI & HDFC is useless while SBI is sole financer for up to 7
year tenure & on Road price finance even customer demand for low down
payment and low installment. The reason is that, due to a little bit
complicated executive do not pitch for SBI financing. So customer
interested in, low down payment and low installment does not purchase
TATA Nano.
Recommendation:
1) Team Leader & Panther should give full assurance to executive you
take the file I ll make done everything. In this case panther only induce
executive & Team Leader.
Same condition with other financer also except Tata Financing.
2. Accenture Project:
Exactly I do not know what is the objective of giving project to a good
company Accenture by Tata motors. But it seems to me some way this
project is concerned with increase in sale of Tata Nano.
Let‘s see what Accenture team doing in dealership. Accenture employee

go in each dealership at month starting ,shows some power point
presentation, set the target, give some last month promotional vouchers
and afterword call to team leader during month, says do retail, do retail
…………………..if not possible do fake Retail………….open fake
yellow form.
He never emphasize on the ways to book Tata Nano so that retail can be
done. Like how to handle the customer, how to create customer attention,
how create desire and how convert them. Every dealership organize event
but how it should be organize to make it effective he never told.
They says do regular follow-up, update green form, but how it should be
update never told.
Take example of one accenture employee, always disappointed
28
executive, one the of biggest example, writer of this project resign from
selling of Tata Nano due to them. He is Spot on Accenture team.
Now what Accenture team doing outside the dealership, it is not clear to
me but someway concerned will be enquiry generation
………………………like tie-up from motor training school, advertising,
etc. Now according to my analysis not single initiative taken by one of
the Accenture employee tip-up with motor training school or any other
way of enquiry creation.
Recommendation:
Company should send list of activities perform by Accenture team in
dealership. Sales manager analyze it & send report to company.
3. Test drive campaign given to brand connect
Nano is such a product if sales executive not able to convince at time of

test drive customer will never purchase the car but test drive campaign
executive was not experienced and expert. They never understand his
responsibility to convert customer for purchase. Even they demand some
donation money from executive in due of giving hot lead. Always they
save petrol money by taking fake bill from petrol pump and showing his
company. According to my experience he were not giving test drive on time
to customer. There were no time to come and go, some time executive
comes some time driver comes.
Recommendation:
There should have been a control of dealership on the driver& executive of
Brand connect. But there were no such type of control.
4. Incentive:
No doubt Tata is announcing a huge amount of incentive but is it reach to

executive no one ensure it. Also ways to distribution is also not good
29
Ex- till 5 retail- 500, 5-10=750, >10 = 1000
Recommendation-
It should be some extent based on conversion ratio. This will motivate

executive to emphasize on conversion. In this way conversion ratio will be
increase. Also there should get together reward to most performing
executive in different type of contest.
5. Exchange Bonus
8000 exchange bonus declare by company not reach to customer. Also

some fake exchange used by dealer.
Example: Suppose a dealer close the deal on 8600 for a bike. Is he given
fair price of bike with exchange bonus as purchase value is 600.But this is
real picture happening inside the dealership.
Recommendation:-
There should be a control of Panther as well as territory manager. Deal that
close its ok but that seems, not to close without fair price, should offer.
6. Sodexo Vouchers
Sodexo voucher for referral only on paper. Even territory Manager &
Accenture Team not able to give any commitment to executive when it will
be received by customer. Executive always face a pressure of customer. And
also word of mouth communication communicated to other decreases Brand
image.
It goes bad to worse when Accenture employee does not know, What is the
process to claim for Referral voucher.
Recommendation:-
At the time of launching any such type scheme always give a minimum time
duration with maximum assumption. So that executive can give a
commitment to customer.
7. Group Scheme
30
SBI employee Scheme, HDFC employee Scheme, Future Group employee

scheme, Dealer employee scheme, Tata employee scheme
Very good initiative by Tata motors to Segmentation & Target a particular

group of people. But end point where is to focus, positioning is very bad.
After launching no serious initiative taken by company nor Dealer, due to
that conversion do not take place as much it should be.
Recommendation:
After Targeting ,Take ex. of SBI employee scheme How to approach to
make conversion
1) Each nearest branch visited individually by executive.
2) Take permission from Branch Manager to meet individually for one
minute
3) In this one minute executive will give price list , brochure & collect his
cellph. No., Email ID
4) if not interested to give cellph. No. try to collect his email id only
5) Send on each email ID detail of finance, what will be offered, price list
and write down attractive note for them.
6) If response received he is real prospect now apply all the ways to convert
them.
7. In media time to time bad news about Nano.
8. Dealers indirectly not give priority to Nano selling mostly they give priority to
car and UV.
9. BDM of Tata motor finance is less interested in Nano financing even TMF
head indirectly said to one of the dealer you are not giving me passenger car
finance case so Nano…………………………
10. So much work load and mentally pressure on sales executive due to every
work like document collection, agreement sign, down payment collection etc by
31
executive. TMF BDM directly said I ll not collect any document and paper work
for Nano cases.
11. Approval & RO done by TMF in fifteen days approx even after giving full
document, due to that sales executive not able to give car on time and always busy
in handling customer queries in limited cases, that why not able to give attention
on large No. of booking.
12. Monopoly of TMF Because of less documentation and easily accessible to

dealer.
13. Due to commitment that it‘s one lack car but it is really not one lack car.
14. Due to 4to5 burning cases and so much media attention customer is too much
afraid about purchase of Tata Nano and also executive are not able to clarify on
this question.
15. Territory managers not taking Nano selling seriously because of so much other
work load. Due to not having time they pay a little bit attention to survive in their
job and pressure from higher level of management.
32
7. Why too much false telephonic & walking

enquires regarding Tata Nano
FIVE BASIC REASONS

1. Too much media hype that its one lack car but when come to showroom
and see its price varies from 1.7 to 2.3 on road get irritate and ask where
is one lack car said by Ratan Tata. It‘ s totally a type of making fool to
customer.
Recommendation:
Ratio of selling among Nano, Nano Cx, Nano Lx
1:3:6
As it is clear from above figure that selling of Nano base model is too much low
So company Should reduces the price of base model till 1.17 with octrai on road
and described by executive that it is one lack car on road. Because in this case
customer will not be able to say where is one lack car and due to less selling of
base model it will not affect too much company.
HOW IT IS NOT A TOUGH WORK FOR COMPANY
Reduce dealer margin a little in Nano base model, no dealer discount in base
model strictly applied to all dealer so that each dealer can earn sufficient
money . As each dealer gives maximum five thousand discount that he will
33
save. Remaining part is bear by company. It will not affect too much company
due to less selling of base model.
CONSEQUENCES :-
 Selling of base model can be increase less in metropolitan city but

more in suburban areas. Dealer can oppose this strategy.
 He will not order Nano base model in sufficient amount and said
to executive to convert in CX and LX.
 competitor can use it his tool in sales that Nano were not being
sale so company reduces the price.
2. People understand it has a power steering while they enquired found that it
doesn‘t have power steering.
3. Its mind setup of people that backside is open able but when came to know
realty disappointed.
4. Miscommunication by print media Show Top model in advertisement with

feature but EMI of base model given when come to showroom find its EMI of base
model.
5. Due to too much media attention and advertisement ,some people enquire only
for his knowledge. He come for some big car but also enquire about Nano.
8.How false enquiry can be reduce & warm &

hot enquires can be increased T:
1. As people are not too much aware about Nano pricing & type of steering.
(Look questionnaire No. 5&6) so Apart of advertisement should focus on
Nano pricing awareness. So that already person comes with according to his
paying capacity.
2. Due to less false enquiry sales executive efficiency will increase as he will be
able to give more attention on warm customer. In this way hot list will be
increased.
34
3. Sales executive should well trained by panther and Team leader so that he is
able to convince to each query regarding Tata Nano(look query regarding
Tata Nano)
4. A single page brochure which contains all three models feature and on top ex-
showroom price ,with or without octrai as applicable, of each model. Each
Dealer will determine to distribute this maximum in his access with his stamp
but this should not distribute by Nano executive that will down his moral.
This distribution may be on traffic signal, parking zone area near railway
station, bus stop, banking institution, shops, bus stands, cooperative housing
societies Etc.
9. How the sale of Tata Nano can be

increased:
1. Each telephonic and walking enquiries should be handle carefully inside
the showroom.
2. There should be proper record of each telephonic and walking even on
Sunday if showroom is open on reception. Now attention here in executive
diary proper record of telephonic either it is on cellph. No. of executive,
landline of company or walking
3. There should be a team leader in each dealership who can train the
executive regarding product, sales process, demo, sales pitch.
Qualities of Nano team leader:
 The ability to persuade Nano executive to work toward meeting sales target
and organizational goals enthusiastically.
 He should have ability to bind Nano team together.
 He should have ability to exert influence over Nano executive.
 A Nano Leader should be a person who establishes vision, sets targets,
motivates executive and obtains their commitment to achieve the target and
realize the vision.
 1. PHYSICAL QUALITIES
 Sound health b) Vitality
 2. PSYCHOLOGICAL QUALITIES
35
 a) Co-operation b) Tact. etc

 3. INTELLECTUAL TRAIT
 An open mind
 Ability to teach
 4. QUALITY OF CHARACTER
 Integrity b) self – discipline c) accept responsibility etc.
4. Hierarchy of team to solve Nano queries at very faster rate( process flow)
sales executive
General manager
(dealership)
territory
Product
manager team leader of
sales executive
Manager tata nanno
panther
sales executive
5. Faster delivery process to decreases work load on executive how this can
be done:
 Sales executive will book the Nano, fill complete order form and at
the same time get signature on form 20, will collect all the necessary
document, fill the application form in case of finance get necessary
signature on the form, and give ECS form if customer want to do ECS
36
if not inform his about PDC cherub. If anything pending ensure to

collect it within 48 hour and submit complete application form to
financer.
 After giving complete document financer will ensure to give
approval within 48 hour and next 48 hour signature on agreement and
RO.
 In third 48 hour executive will ensure for balance payment & if any
registration document is pending he will collect it.
 And next 72 hour RTO department will ensure to give registration
and vehicle.
Total Delivery time- 48+48+48+72=9days
All these are reasonable figure but this will be possible if each level ensure his
duty. This can be possible by proper monitoring of Team leader, Sales manager,
panther etc. If at any level delay happen he will give proper reason. Sales executive
will take sign of RTO department at the time of giving consent in the same way he
will take signature at the time of giving complete document.
6. Every customer commitment should have reasonable

figure.
e.g. Referral scheme sodexo brochure, then after how many days it will
reach to customer
e.g. pendant offer then after how many days it will reach to customer
e.g. Gold coin when it is given to him.
7. Attire of NANO executive should be well clean and his identity card is
wearied by him
8. Nano sales kit always has following list of document in same order
1.EMI Chart
2.price list
3. Brochure
4. Quotation that should be computer generated
5. Form 19
6.Test drive feedback form
37
7. Order form
8. Form 20
9. ECS form
10. Service schedule
11. Blank paper
Other than above team leader ensure separate test drive register for Nano so
that easily entered on system each day. Also Team leader ensure that
calculator, quotation book, finance application form easily available to
executive so that he will not search here and there at the time of necessities. .
9. How to interact Walking Nano Customer
Receptionist will do warm welcome fill necessary data required for white form
(Name, Cellph. No., Address, Exchange if applicable, vehicle, type of buyer) &
give it to executive. Always ensure filling of white form & giving it to executive
always done by receptionist. This ensure respect of customer. Now executive will
never ask his Name & cell ph. He will see the white form otherwise customer will
be irritated.
Now again Executive will warm welcome, see the white form & start applying
AIDA Formula
ATTENTION--------------------------------------
In attention part tell him/her feature of all the variant (NANO Std, Cx, Lx) with
colour available. Then told price of each model individually. Always first tell
Major features but if customer ask, tell him detail feature also. Now Tell Him/her
Pricing.
Now give a chance to speak customer……………….here customer will told you

which variant he is looking for…………
Need assessment………In each state of conversation keep on analyzing customer

Need, this will come with experience………..here ask certain question
1. Have you already any car. If said, yes which one…………….
38
2. Who will drive the car in your Family ………………………

3. Have you any exchange vehicle……………………..
4. When you would like to book the Car
5. You are looking in finance or full payment
What have you to analyze here?

1. His paying Capacity
2. His category (Hot- till 7 days, Warm-Within 1 month. Cold….uncertain)
3. Type of customer ( First Time Buyer, Women Buyer, Repeat purchase,
Exchange Customer)
4. His degree of smartness
5. His competition Car
Now depending upon Hot or warm ask him/her for tea or coffee. If already he ask
then it‘s ok……………Now talk ,out of subject, something to feel him
comfortable.
Afterword……………….
Interest……………………………..
In interest part you should use major sales pitch
 Sir, Tata is so confident about Nano due to that increases warranty of car
from 2-4 year. Here customer can ask what comes under
warranty…………….
 Sir, Most fuel efficient car of the India. No where you will find such fuel
efficiency in petrol……….
 Maneuverability
 Spacious ( Sir it is six percent shorter than Maruti 800 but 21% more
spacious than 800.
 Sir. In 230 thousand you are getting top model with body colour bumper,
Power Window, central looking system, Aluminum Engine Etc
Note- Alto top model in 335 not come with body colour bumper & aluminum
engine
 Sir, Really Value for Money in TATA NANO
Always be humble with customer, Try to make good customer relationship for
referral in future and best customer satisfaction.
After creating his interest tell him finance scheme if he want in finance…….
If said I want in full payment…………………then it‘s ok
39
Always take care give full bifurcation and necessary document required in written
neatly.
Now here take care if customer interested for low down payment and low
installment accordingly financer and tenure should pitch. But also ensure he have
all the document required to that financer.
Desire………………………………………………….
Now ask the customer for test drive if say yes, take his license & make entry on
register. If customer says no I have already taken or don‘t know driving
…………..Give him/her demo only
Now first give demo, then go for test drive ……………….
Note- This is the heart part of your sales process, and its effectiveness depends on
communication skill, knowledge regarding product, way of expression, personality
etc.
Alter………………………………………..
Follow-up Necessary point………………………………….
1. Always green form of each & every customer either it is very cold or very
hot doesn‘t matter.
2. Must be used separator initially it will seems boring, but when come in habit
clearly it will be seen beneficial.
3. Always follow-up customer right time,
4. Always ask in expectation of positive answer & it should not be close ended.
5. Some time customer give you only commitment to come but never come. If
it seems ask him for appointment then according to his/her answer it will be
clear to you either he is really interested or not.
6. Don‘t forget to give your cell phone No. to customer, if not given visiting
card.
7. Executive must be try such a way, customer save his cellph. No..in this way
when he will be interested sure get back to him first.
40
NOTE- Always remember a good sales person never loses his patience till 11
hour. Customer & god may meet any time. Thus always go
continuously…………………meet the Target………….
Research Methodology:-
OBJECTIVES:
To know the consumer perception regarding TATA NANO

To know the reason why Nano sale not as much as it should be
To find a solution to increase the sale of Tata Nano
To know the efficiency of every Scheme & plan of company Regarding NANO
Data collection:
There are two types data collection method used in my project Report
1. Primary Data
2. Secondary Data
For primary DATA Collection i observe directly or indirectly following type of

person
 I observe the dealer as well company employee and their strategy

regarding Tata Nano
 I also observe consumer that enquired about Tata Nano but does not
purchase
 I also observe customer that are using Tata Nano
 I also observe people who never enquire about Tata Nano neither on
phone nor walk-in showroom
During observation I also take views of people in each category in draw some
conclusion
41
Note: Kind attention here all , during my project I m also doing my job as Nano
executive so direct attachment with customer as well as almost who directly or
indirectly have an effect on Tata Nano.
Second is survey approach in which I prepared four type of questionnaire to filled

by four type of people
1. Customer who is using Tata Nano

2. Who enquired about Tata Nano either on phone or walking in showroom but
did not purchase the Tata Nano.
3. Dealer and Tata employee
4. Fourth who never enquire about Tata Nano means general people
Secondary Data collection:-

For secondary data I use Tata Nano as well as Tata motors websites, CD given to
executive by company regarding Tata Nano named as self learning kit, I also use
magazine auto car India on Tata Nano, sales kit given to Tata Nano executive etc.
other than the aforesaid I also use everything from everywhere access to me which
was beneficial to my project report.
Sample size: 300(Total)
Dealer & Tata employee: 50

Customer using Tata Nano: 50
False enquiries : 100
Random people: 100
Method of contact:
To fill all fore above described questionnaire a part is filled by direct contact
method, by email, Showroom walk-in customer, telephonic calling etc. I also take
help of some dealer employee working in different dealership. Kind attention here
42
writer of this project is executive of Nano too so always in touch of every type of
customer and employee regarding Nano. The entire questionnaire fills by him
based on his conversation.
Location: Mumbai
Major dealer ship chosen to fill the questionnaire by dealer employee as well as
Tata Nano customer is following
1. Wasan motors Borivali (helped by Smita)

2. Wasan motors chembur ( helped by shwati & nurjahan)
3. Concord motors Malad ( contacted via email and phone)
4. Bharti automobile(( contacted via email and phone)
5. Galaxy automobile ( contacted via email and phone)
6. Om Sai motors pvt ltd ( on sites)
7. Pandit automobile pune ( contacted via email and phone)
Random customer are chosen from kanivli area as well as by email across the
India.
43
QUESTIONNAIRE
Dear respondents,
I am Santosh Chaurasia employed in Om Sai motors Pvt ltd as Nano executive. As
a part of my social work I am conducting study on TATA NANO. It would be a
great help if you please spare some of your time to fill this questionnaire. The
responses would be kept strictly confidential & use to data analysis
Name
…………………………………………………………………………………
…….. DOB………………………………..
Annual income……………………………….occupation
…………………………Qualification…………………………
residential
address…………………………………………………………………………
……………………………………………
Marital Status ……………….
Random customer:
1. How many variants‘ comes in Tata Nano color doesn‘t matter?

4 ii)2 iii)3 iv)None of these
2. Which fuel used in Tata Nano?
i)CNG ii)Diesel iii)petrol iv)LPG
3. What is approx ex showroom price of lowest model of Tata Nano in
Mumbai?
i) 1lac ii)1.2lac iii)none of these iv) 1.4
4. Does Tata NANO lx comes with power Steering?
i) YES ii) NO
5. What is fuel efficiency in Tata Nano?
i) 12/L ii)17/L iii)24/L iv)20/L
6. Do you like Tata Nano
i) YES ii)NO
7. If NO why…
i)Middle class people car ii)Impression goes down with
44
Tata Nano
iii)its gets catch fire iv) Not value for money in Tata
Nano
v)624 cc engine
8. If Yes why..
i) Fuel Efficient ii)spacious iii)Stylish look iv)
City manuarbility
9. What comes in your mind when you listen about TATA NANO?
i) Cheap ii)gets fire iii)Affordable iv)I lack car
v)Economical
10.Do you like to purchase TATA NANO?
i)YES ii) NO
11.IF NO WHY………………………
i) It‘s small car ii)down the prestige iii)Gets fire
iv)Middle class car
45
Conclusion:
1. People are less aware about Nano Feature & Pricing

2. People like Tata Nano very much
3. A segment of people do not like purchase because he understand it down the
prestige & meant for only middle class car.
4. Most of the people also afraid about fire cases in Nano.
5. Most people like the Look of Nano who never enquired about Nano.
6. It is affordable upper lower income level people also.
Recommendation:-
1) Advertising content should be in such a way it also create awareness about

its feature and pricing.
2) There should be regular advertising with blog of high net worth people that
have purchased Tata Nano to create interest of upper class people.
3) Also company should insert some article in newspaper & TV campaign that
it is totally Safe to increase customer belief.
4)
5)
46
Dealer and Tata employee
1. Why people purchase Nano?

i) Gift ii)Learning iii)fond to have a car iv) up
gradation of bike to car
2. In your dealership who is the seller of Tata Nano
i) Fresher ii)Back office employee iii)Experienced
iv)
3. According to you what should TATA to increase the sale of Tata Nano in
Your Dealership?
i)Extensive executive Training ii) Spot incentive iii)Increased Dealer
margin iv)price reduction
4. Whose preference is more in your dealership?
i)UV ii) Tata cars iii) NANO iv) Fiat car‘s
5. According to you What is the average Conversion ratio in Your Dealership?
i) 1/3 ii)1/5 iii)1/6 iv)1/4 v) 1/7 vi)1/8
6. What is the first question asked by customer during enquiry?
i) where is one lack car ii) what about gets fire iii) Is it go on highway
and slope iv)IS it being sold v) how is the performance of car
a. What company should do out of dealership to increase the sale of Tata
Nano?
i) increase frequency of advertising ii) Major event and
Rallies
iii) Executive training & development iv) Different awareness
programme for safety & price
7. According to you what is most economical way to increase sale of Tata
Nano?
i) Power steering ii) increased power iii) noise reduction iv)
all of them
8. Is proper support for Nano executive in your dealership?
i)yes ii) NO
47
Conclusion:-
1) More than 60% customer is first time Car Buyer.

2) In almost Dealership mostly Nano is sell by fresher or back office guy.
3) Dealer indirectly give less priority to Nano selling over other car.
4) Conversion ratio in dealerships very low in Nano.
5) Nano executive are not expert in selling & product knowledge
6) Major problem due to power steering, Noise, capacity
Recommendation:
1) Company should give different beneficial scheme to dealership in other Tata

car, according to their performance in Nano.
2) Company Should Strictly said to dealership that Nano will be sold by only
experienced guy.
3) Company should ensure in each dealership for a Nano team leader who is
expert from all aspect. (Necessary criteria)
4) Company should launch upgraded Tata Nano in future with power steering
and increased power.
5) To create enquiry & interest of people major initiative near to bike parking
zone. Major rallies and event.
6) Company Should raise some effective way to organize event & rallies to
create major attraction of people.
48
Existing customer
1. Did your family member like the car?

i)Yes ii)NO
if NO
why……………………………………………………………………………
……………………………………………………….
2. What you like most in Nano?
City measurability
3. How is pick-up of the car?
i) good ii)Average iii)poor V)
Very good
4. Which factor induces you to purchase Tata Nano?
i) Advertisement ii)Affordable iii)Existing customer iv)stylish
look
5. Have you ever gone on long journey with Tata Nano? If yes how was the
performance
i)Good ii) poor iii) Average iv)
very good
6. Have you ever gone on slope with Tata Nano? If yes how was the
performance
i)Good ii) poor iii) Average iv)
very good
7. Did you suggest someone to purchase Tata Nano? If yes mention the number
in bracket.
i) Yes (. ….) ii) if no
why…………………………………………………………………
8. Are you afraid about fire in Tata Nano?
i) yes ii) NO
9. In following entry level car in which you feel best value for money?
i) Alto II)Nano iii)beat
iv)800
49
10.What improvement would you like to suggest in Tata Nano?

i)Power steering ii) CNG variant iii)increment in engine capacity iv)
reduced price
Please give your personal feedback with honesty and integrity?
50
Conclusion:-
1) Nano customer are very happy with Tata Nano.

2) They are not afraid about fire.
3) They feel best value for money in Tata Nano.
4) Word of mouth advertising by Nano Customer is very good
5) Also good for long journey & slope.
6) They are also referring other to Nano purchase.
7) People is needy of power steering
Recommendation:
 Company should have referral scheme but it should in proper way not on
only advertising
 In future if up gradation take place it must be with power steering and
reduced noise.
 Company should cash happiness of Nano customer. He should organize
customer meet in which Assured gift for giving three person Name and
caliph. No. that can purchase Tata Nano. After conversion big gift for them.
51
False Enquiry
1. What induces you to enquire about TATA Nano?

i)To improve the knowledge ii)Fuel efficient &spacious iii) 1 lakh
car iv)affordable
2. What improvement would you like to suggest in Tata Nano?
i)Power steering ii) CNG variant iii)increment in engine capacity iv)
reduced price iii) Diesel Variant
3. In following entry level car in which you feel best value for money?
i) Alto II)Nano iii)beat
iv)800
4. Why you did not purchase Tata Nano?
i) power Steering ii) it‘s not 1lac car iii) gets fire iv) Not best offer
if other Please mention……………………………………….
5. When you purchase Tata Nano?
i ) Good scheme ii) Reduction in price iii) Easy rate of interest iv)
Updated model
6. Was executive able to answer your queries properly?
i) Yes ii)no
7. What you like in Tata Nano?
City measurability
8. Would you suggest someone to purchase Tata Nano?
i) Yes ii)NO iii) can‘t say
9. Had you taken test drive of Tata Nano?
i) yes ii) No
10.IF yes how was the performance of the car?
i) Average ii) poor iii) good iv) Very
good
11.If no why
i) not asked ii) don‘t know driving iii) Already taken iv) no
need
52
Conclusion:-
1) Mostly people go for enquiry because he understand its 1 lakh & Affordable.
2) Some enquiry goes false because of power steering.
3) Best value for money
4) Space & look most liked by the customer
5) Executive are not able to handle quires of customer
6) Mostly executive never pitch for test drive
7) A segment of people looking for up gradation in Tata Nano
8) Performance of car is good according to cost.
Recommendation:-
1) Must be extensive Training inside the Dealership

2) Updated model must be launch in future
3) There should be a minimum criteria for each executive in dealership for Test
Drive.
4) In upgraded version must be power steering
5) If it comply government norms must come in T-permit
53
54

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Final Nano Projet PDF

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OM SAI MOTORS PVT LTD

Nano SALES ACCELERATION

UNDER THE GUIDANCE OF

I convey my sincere thanks to Mr.

1. INTRODUCTION TO THE COMPANY

2. Introduction to the TATANANO

3. Fifteen most important reason why Nano is not being Sale

1. INTRODUCTION TO THE COMPANY

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

also exporting these products to several international markets. Today two-thirds of

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

VARIOUS PRODUCTS OF TATA MOTORS

[3] Commercial vehicles

TATA 1616 STARBUS

TATA MARCOPOLO BUSES IN THE DELHI BRT .

Tata 3118 (Heavy truck) (8X2)

2. Introduction to the TATANANO

also means "small" in Gujarati,the native language of the Tata family,

3. Thought concept and development

2. the NaNo drives………..

3. The Nano was unveiled at the 2008 New

4. History and conception

NANO VARIENTS & AVAILABLE COLOUR

Colour/Variant NANO NANO CX NANO LX

ENGINE & TRANSMISSION:-

Engine type 624cc, 2 cylinder

NANO NANO CX NANO LX

5. Fifteen most important reason why Nano is

1. Executive are not able to handle queries

1. Car gets catch fire what about that?

15.Is car safe from front side?

50.Why front & rear tyre has different size?

2. Misconception regarding Tata Nano among

1. It has a fiber body.

Recommendation:- How to reduce-

1. To reduce the misconception (Ques. 1, 2,7, 11) Dealer should ensure

7. Regarding (Ques.6&8) company should focus on increment on sale from

3. Nano is being sold by almost fresher & Back

4. Promotional vouchers & Incentive

Kind attention here Company understand he is announcing good amount

1. Incentive of month of October & November of executive‘s is not given till

as a dictator with that executive finally he leave the organization on 11th

h) It said by territory manager that minimum 5 retail done by executive in

1) Higher authority should ensure from Panther that in each dealership

5. PaNther is Not like PaNther they haveN’t

Under my analysis what they do, they go dealership say to executive

6. Every initiative of tata is not as much

1) Huge frequency of advertising in print media, electronic media, outdoor

Kind attention here, give me answer of a question suppose you are

Same situation in Tata Nano. Every Scheme of company is no doubt

Same condition with other financer also except Tata Financing.

Let‘s see what Accenture team doing in dealership. Accenture employee

Take example of one accenture employee, always disappointed

3. Test drive campaign given to brand connect

Nano is such a product if sales executive not able to convince at time of

No doubt Tata is announcing a huge amount of incentive but is it reach to

Ex- till 5 retail- 500, 5-10=750, >10 = 1000

It should be some extent based on conversion ratio. This will motivate

8000 exchange bonus declare by company not reach to customer. Also

SBI employee Scheme, HDFC employee Scheme, Future Group employee

Very good initiative by Tata motors to Segmentation & Target a particular

7. In media time to time bad news about Nano.

12. Monopoly of TMF Because of less documentation and easily accessible to

7. Why too much false telephonic & walking