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Sales and distribution of the products of Hyundai and Tata Motors

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documents in English
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thesis
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28 pages
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  1. Introduction
  2. Industry profile and the major players
  3. Research methodology and limitation of the study
  4. Importance of sales & distribution system
  5. Background of the company
    1. History
    2. Years of establishment
    3. Finance
    4. Area of operation
  6. Findings of the study
    1. Distribution network of Hyundai
    2. Distribution network of Tata
    3. Sales structure of Hyundai
    4. Sales structure of Tata
    5. Channel structure for Hyundai Motors
    6. Channel structure for Tata Motors
  7. Comparison
  8. Conclusion
  9. Recommendation
  10. Bibliography

The automotive industry is an extremely reliable indicator of economic growth; quite obviously, its growth boosts the economy's performance. The automobile industry grew at a compound annual growth rate (CAGR) of 22 per cent between 1992 and 1997, industry that was licensed, controlled and restricted in the early years of independent India and had limited contribution to the economy, currently contributing about 5% of the GDP and it is targeted to grow five fold by 2016 and account for over 10% of India's GDP. This report shows how two big players in the Indian automotive sector, namely TATA Motors and Hyundai Motors India manage their sales and distribution system, the pace of growth I had mentioned earlier led us to select this sector and these companies as they are among the best performers. While one company was a truck manufacturer until the early nineties and the other a late entrant in the mid nineties as a subsidiary of a Korean Industrial conglomerate. I felt there would be a big diversity between both these companies in the distribution and sales, diversity in the form of models and structures. Part A of the project is data collated from mainly secondary sources but it serves as the groundwork, giving the reader a good idea about both of the companies. Part B has all the data and findings which have been also collected from the secondary source it shows that what is the difference in both the companies in terms of their Distribution Network, Channel Structure, Transportation Method, Sales Targets, Order Processing, and Service Network.

[...] Sales Structure for TATA Motors Description:- In the sales structure of TATA Motors where dealers are under the ?Dealers account manager? who take care the all transactions with dealers and also makes the target for the dealers according to instructions from the regional managers. The regional managers are directly responsible under the supervision of Vice President of Sales and Business Development, the Vice President is also responsible to the Business Development Head who take cares the all activities related development of the business from the country as a whole, the Business Developer could be the head of the particular unit or under the particular unit of the TATA Motors. [...]


[...] 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 at the Bangkok Motor Show 2008. Tata Motors is also expanding its international footprint, established through exports since 1961. The company's commercial and passenger vehicles are already being marketed in several countries in Europe, Africa, the Middle East, South East Asia, South Asia and South America. [...]


[...] Hyundai motors ? ? ? ? CHAPTER 3 FINDINGS Distribution structure for Hyundai Motors Distribution structure of TATA Motors Description:- The Distribution structure of Hyundai Motors shows that the C&F agents play the role of intermediaries between the plant and the dealers. The company uses this type of distribution structure is only to make the intensive availability of their products. These agents deal with the regional business manager for booking the confirmed order for the manufacturing plant. These C&F agents are responsible to deliver the products to the dealer at any cost on the required place at any cost during the whole transactions. [...]

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