By: Vivek Singh

Consumer buying Behavior School Bus

• History• Former Chairman : K.C Mahindra• Present Scenario• Present Chairman & MD Anand Mahindra : @anandmahindra• Truck & Bus Division

Introduction

• Enhancing Awareness• Creating Interest• Providing Information• Stimulate Demand• Differentiate Product• Reinforce the Brand

Objective of study

How we Work

Management Trainee Meeting customers

Secondary Data Primary Data

Analysis

Creating Awareness & Generating leads

Data Collection

• No of schools covered – 50+• No of Leads generated – 5• Total No of visits done – 140+• Area Covered

Value Added

Findings

25%

8%

36%

20%6% 5%

Number of Buses

0-2 2to4 4to66to8 8 to 10 More than 10

15%

25%

25%

20%

8% 7%

Brand

Ashok Leyland Tata SmlMahindra Eicher Others

40%60%

Satisfaction

Yes No

Findings

35%

25%

20%

10%10%

Priority

Price Quality Service Ranking Sales

60%40%

Trained Drivers

yes no

65%45%

Advice of Driver

Yes No

Service Related

25%

30%25%

12% 8%

Servicing

2 months 4months 6months8months 10months

30%

70%

Satisfaction on Service

yes no

20%

80%

Satisfaction on Spare Parts

yes no

Consumer opinion towards Mahindra Cosmo

12%

34%

18%

16%

20%

No. of Respondent

Features Low Maintenance Comfort Style After Sales Service

14%

25%

9%4%

50%

Fuel Consumption Extremely Satisfied Satisfied Neutral Dissatisfied Total

10%

20%

14%

7%

50%

Safety

Extremely Sat -isfied Satisfied Neutral Dissatisfied Total

Consumer opinion towards Mahindra Service

10%

90%

24/7 Service

Yes No

20%

80%

After Sales Service Provided by Mahindra

Yes No

Competitors Analysis

Ashok Leyland Mahindra & Mahindra Tata Motors Eicher SML0

5000

10000

15000

20000

25000

30000

Commercial Vehicles

Uni

ts S

old

Competitors Analysis

Overall Performance

Profit Analysis

Mar '16 Mar '15 Mar '14 Mar '13 Mar '120%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Income VS Profit

Perc

enta

ge

• Product Vs Price• Planning• Maintaining Relationship• Mimic your coworkers• The people make the company• Do proper Visits & calls

Learnings

• Service Improvement• Reduce the negative opinion • Customer satisfaction • Coordinated Effort• Promotion• Building Customer Base

Suggestions

Moments

Appreciation Moment

Thank You