A Project Report On Buying Behavior

Page |1
EXECUTIVE SUMMARY
Mahindra & Mahindra (M&M), the market leader in multi-utility vehicles in India,
today announced the financial results for the quarter ended 31st March 2009 and the audited
results for the year ended 31st March 2009.
The gross revenue and other income of M&M for the quarter is Rs. 4171.6 crores as against
Rs. 3666.3 crores during the corresponding period last year – a growth of 13.8%.
During the quarter, the company's Profit after tax shot up 89.1% to Rs.418.1 crores, as
against Rs.221.1 crores in the same period last year.
The main objective of the study is to know the “Customer Buying Behaviour & Customer
satisfaction towards Mahindra XYLO”, a new MPV recently launched by Mahindra.
The survey involved gathering wide information about the company, its products, customer
buying behaviour and impact of various competitive firms on the company.
From the information collected, various aspects were identified by the company, where there
is a needs to focus more to improve the efficiency of marketing team of Mahindra
Automotives.
The research was conducted through collection of primary and secondary data. Secondary
data was collected through visiting various web sites, automobile magazines and other
reliable sources. Primary data was collected through a well framed questionnaire, from which
a detailed analysis was done using various statistical I.T. tools.
ICBM-
SBE
Page |2
On the basis of the secondary data analysis and the extensive analysis of the primary data,
interpretations were drawn for the questions and on the basis of those interpretations
conclusion and suggestions were drawn.
TOYOTA INNOVA could be a major threat to Mahindra “XYLO”. Because 25% to 30%
customers have changed their decision from INNOVA to XYLO. 25 to 30% customers
wanted to buy TOYOTA INNOVA but after launching the MAHINDRA XYLO they
changed their decision.
Customers are highly dissatisfied with the XYLO E2 model. The customers are not ready to
pay 6,50,000/- to buy the base model of the XYLO, but they are very much ready to pay
8,00,000/- to buy top model (E8).
Mahindra Automotives has to increase its market share in commercial passenger segment and
also in MPVs.
There is very less advertising for Mahindra XYLO. The advertising has to be done repeatedly
so that the brand awareness could be maintained and new customers are attracted, which
helps in improving the market share.
ICBM-
SBE
Page |2
INTRODUCTION
AN OVERVIEW OF CONSUMER BUYING BEHAVIOUR
ICBM-
SBE
Page |2
Definition:
Consumer behaviour refers to the mental and emotional process and the observable behaviour
of consumers during searching, purchasing and post consumption of a product or service.
Consumer behaviour involves study of how people buy, what they buy, when they buy and
why they buy. It blends the elements from psychology, sociology, sociopsychology,
anthropology and economics. It also tries to assess the influence on the consumer from
groups such as family, friends, reference groups and society in general.
Buyer behaviour has two aspects: the final purchase activity visible to any observer and the
detailed or short decision process that may involve the interplay of a number of complex
variables not visible to anyone.
Factors Affecting Consumer Buying Behaviour:
Consumer buying behaviour is influenced by the major three factors:
1. Social Factors
2. Psychological Factors
3. Personal Factors.
A. Social Factors
ICBM-
SBE
Page |2
Social factors refer to forces that other people exert and which affect consumers’
purchase behaviour. These social factors can include culture and subculture, roles and family,
social class and reference groups.
Example:
By taking into consideration Reference group, these can influence/ affect the consumer
buying behaviour. Reference group refers to a group with whom an individual identifies
herself/ himself and the extent to which that person assumes many values, attitudes or
behaviour of group members. Reference groups can be family, school or college, work group,
club membership, citizenship etc.
Reference groups serve as one of the primary agents of consumer socialization and
learning and can be influential enough to induce not only socially acceptable consumer
behaviour but also socially unacceptable and even personal 6 destructive behaviour.
For example, if fresher student joins a college / university, he/she will meet different
people and form a group, in that group there can be behaviour patterns of values, for example
style of clothing, handsets which most of group member prefer or even destructive behaviour
such as excessive consumption of alcohol, use of harmful and addictive drugs etc. So,
according to how an individual references him / herself to that particular reference group, this
will influence and change his/her buying behaviour.
A. Psychological Factors
These are internal to an individual and generate forces within that influence her/his
purchase behaviour. The major forces include motives, perception, learning, attitude and
personality.
Example:
Attitude is an enduring organization of motivational, emotional, perceptual and

cognitive processes with respect to some aspect of our environment. Consumer form attitude
towards a brand on the basis of their beliefs about the brand. For example, consumers of Sony
products might have the belief that the products offered by Sony are durable; this will
influence those customers to buy Sony products due to this attitude towards the brand.
C. Personal Factors
These include those aspects that are unique to a person and influence purchase
behaviour. These factors include demographic factors, lifestyle, and situational factors.
ICBM-
SBE
Page |2
Example:
Lifestyle is an indicator of how people live and express themselves on the basis of their
activities, interests, and opinions. Lifestyle dimension provide a broader view of people about
how they spend their time the importance of things in their surroundings and their beliefs on
broad issues associated with life and living and themselves. This is influenced by
demographic factors and personality.
Definition:
Consumer buying decision process is the processes undertaken by consumer in regard
to a potential market transaction before, during and after the purchase of a product or service.
ICBM-
SBE
Page |1
Consumer decision making process generally involves

five stages:
Need
Recognition
Post
Alternative Purchase
Search Evaluation
Information Purchase
Action
Need Recognition
Purchase decision making process begins when a buyer becomes aware of an
unsatisfied need or problem. This is the vital stage in buying decision process, because
without recognizing the need or want, an individual would not seek to buy goods or service.
There are several situations that can cause problem recognition, these include:
➢ Depletion of stock
➢ Dissatisfaction with goods in stock
➢ Environmental Changes
➢ Change in Financial Situation
➢ Marketer Initiated Activities
Example:
When a person recognizes that he/she is having a difficulty that he/she is not able to
travel with his/her family member. Then recognizes that his/her must have car and needs to
buy a new car.
Information Search
After the consumer has recognized the need, he / she will trying to find the means to
solve that need. First he will recall how he used to solve such kind of a problem in the past,
this is called nominal decision making. Secondly, a consumer will try to solve the problem by
asking a friend or goes to the market to seek advice for which product will best serve his
need, this is called limited decision making.
ICBM-
SBE
Page |2
Sources of information include:
➢ Personal sources
➢ Commercial Sources
➢ Public sources
➢ Personal experience
Example: (continuing from previous…)
The person after recognizing that his/her need, he/she will eventually try to find
out how he/she can purchase the car. If he/she cannot make a decision his/herself then he/she
will ask a friend to help out, if the friend do not have sufficient knowledge, he/she would go
to automobile showroom of a different different company and try to get adequate information
regarding price, feature, performance and after sale service.
Alternatives evaluation
Consumers’ evaluates criteria refer to various dimension; features, characteristics

and benefits that a consumer desires to solve a certain problem. Product features and its
benefit is what influence consumer to prefer that particular product. The consumer will
decide which product to buy from a set of alternative products depending on each unique
feature that the product offers and the benefit he / she can get out of that feature.

When that user got enough information concerning the different brands of cars
available in the market, he/she will decide which kind of car and also which company or
brand he/she is going to buy depending upon his/her need.
Purchase Action
This stage involves selection of brand and the retail outlet to purchase such a
product. Retail outlet image and its location are important. Consumer usually prefers a nearby
retail outlet for minor shopping and they can willingly go to a far away store when they
purchase items which are of higher values and which involve higher sensitive purchase
decision. After selecting where to buy and what to buy, the consumer completes the final step
of transaction by either cash or credit.
ICBM-
SBE
Page |2

After selecting company or brand of the car and model from different alternatives of
cars, he/she will make a final decision of where to buying that car and make the final
transaction procedures.
Post-purchase Actions
Consumer favourable post-purchase evaluation leads to satisfaction. Satisfaction

with the purchase is basically a function of the initial performance level expectation and
perceived performance relative to those expectations. Consumer tends to evaluate their
wisdom on the purchase of that particular product. This can result to consumer experiencing
post purchase dissatisfaction. If the consumer’s perceived performance level is below
expectation and fail to meet satisfaction this will eventually cause dissatisfaction, and so the
brand and/ or the outlet will not be considered by the consumer in the future purchases. This
might cause the consumer to initiate complaint behaviour and spread negative word-of-mouth
concerning that particular product.
If he/she decided to buy a car he/she will try to compare the performance, speed,
mileage and comfort of the particular car, whether they meet his/her expectations. If he/she
would find that his/ her expectations are meet she will be satisfied, if she found that there are
more additional features that he/she did not expect this car to have, she will be delighted,
otherwise she will be dissatisfied.
INTRODUCTION TO AUTOMOBILE INDUSTRY
The automobile industry has changed the way people live and work. The earliest of modern
cars was manufactured in the year 1895.
Shortly the first appearance of the car followed in India. As the century turned, three cars
were imported in Mumbai (India). Within decade there were total of 1025 cars in the city.
ICBM-
SBE
Page |2
The dawn of automobile actually goes back to 4000 years when the first wheel was used for
transportation in India. In the beginning of 15th century Portuguese arrived in China and the
interaction of the two cultures led to a variety of new technologies, including the creation of a
wheel that turned under its own power. By 1600s small steam-powered engine models was
developed, but it took another century before a full-sized engine-powered vehicle was
created.
The actual horseless carriage was introduced in the year 1893 by brothers Charles and Frank
Duryea. It was the first internal-combustion motor car of America, and it was followed by
Henry Ford's first experimental car that same year.
One of the highest-rated early luxury automobiles was the 1909 Rolls-Royce Silver Ghost
that featured a quiet 6-cylinder engine, leather interior, folding windscreens and hood, and an
aluminium body.
It was usually driven by chauffeurs and emphasis was on comfort and style rather than speed.
During the 1920s, the cars exhibited design refinements such as balloon tires, pressed-steel
wheels, and four-wheel brakes.
Graham Paige DC Phaeton of 1929 featured an 8-cylinder engine and an aluminium body.
The 1937 Pontiac De Luxe sedan had roomy interior and rear-hinged back door that suited
more to the needs of families. In 1930s, vehicles were less boxy and more streamlined than
their predecessors.
The 1940s saw features like automatic transmission, sealed-beam headlights, and tubeless
tires.
ICBM-
SBE
Page |3
The year 1957 brought powerful high-performance cars such as Mercedes-Benz 300SL. It
was built on compact and stylized lines, and was capable of 230 kmh (144 mph).
This was the Indian automobile history, and today modern cars are generally light,
aerodynamically shaped, and compact.
Facts & Figures
The automobile industry in India is on an investment overdrive. Be it passenger car or two-

wheeler manufacturers, commercial vehicle makers or three-wheeler companies - everyone
ICBM-
SBE
Page |2
appears to be in a scramble to hike production capacities. The country is expected to witness

over Rs 30,000 crore of investment by 2010.
Over the next one year, some 20 new cars will be seen on Indian roads. Take note of this,
Maruti Udyog is coming up with new “SPLASH” during the next few months.
Hyundai will also be unmasking the Verna and a brand new diesel car. General Motors will
be launching a mini and may be a compact car.
Most of the companies have made their intentions clear. Maruti Udyog has set up the second
car plant with a manufacturing capacity of 2.5 lakh units per annum for an investment of Rs
6,500 crore (Rs 3,200 crore for diesel engines and Rs 2,718 crore for the car plant itself).
Hyundai and Tata Motors have announced plans for investing a similar amount over the
next 3 years. Hyundai will bring in more than Rs 3,800 crore to India. Tata Motors will be
investing Rs 2,000 crore in its small car project.
General Motors will be investing Rs 100 crore, Ford about Rs 350 crore and Toyota
announced modest expansion plans even as Honda Siel has earmarked Rs 3,000 crore over
the next decade for India - a sizeable chunk of this should come by 2010 since the company
is also looking to enter the lucrative small car segment.
.
Talking about the commercial vehicle segment, Ashok Leyland and Tata Motors have each
announced well over Rs 1,000 crore of investment. Mahindra & Mahindra's joint venture
with International Trucks is expected to see an infusion of at least Rs 500 crore.
Industry performance in 2008-09
The Indian automotive market managed to stand up to the vagaries of the economic
meltdown to show slightly positive growth during fiscal 2008-09. Overall vehicle sales at
ICBM-
SBE
Page |2
97.23 lakh grew 0.71 per cent from 96.54 lakh units in 2007-08.
When major automotive markets reported a 30-40 per cent decline, only a handful of
countries managed to show positive growth. A few months ago, India was looking at negative
growth but has turned around. It is actually better than expected.
Passenger vehicle sales at 15.51 lakh registered flat growth while commercial vehicle sales
showed a 21 per cent drop.
SIAM has a positive outlook for the current financial year. While it foresees a 7-8 per cent
growth for the commercial vehicle segment, the industry body predicts a 3-5 per cent growth
for passenger vehicles. The three-wheeler segment may grow 5-8 per cent growth while two-
wheelers may show 3-5 per cent growth.
The passenger vehicle market has weathered the downturn largely due to market leader
Maruti Suzuki which holds 48 per cent of the market. The compact car giant clocked 7.22
lakh units for 2008-09. Closest rival Hyundai Motor India sold 2.44 lakh cars, a growth of
13 per cent. Tata Motors’ sales grew 1.3 per cent at 2.30 lakh units while Mahindra &
Mahindra posted 2.5 per cent growth at 1.06 lakh units.
Most premium carmakers saw volumes shrink last fiscal. Toyota Kirloskar Motor’s
numbers fell 15 per cent to 46,892 units while Ford India’s sales were down 17 per cent to
27,976 units. Honda Siel Cars India also saw a 17 per cent drop at 52,420 units while
General Motors India was down 8 per cent to 61,526 units.
Among commercial vehicle makers, all major players saw substantial fall in volumes. Market
leader Tata Motors with a 60 per cent plus share, showed 22 per cent drop in numbers at
2.34 lakh units while Ashok Leyland showed 37 per cent drop at 47,632.
Eicher’s sales volume fell 37 per cent at 17,341 units and Force Motors was down 28 per
cent at 7,819 units. “The freight movement is unlikely to improve this fiscal which will
impact truck sales.
ICBM-
SBE
Page |3
Two-wheeler sales grew 2.6 per cent to 74.38 lakh units. “Hero Honda has made up for the
erosion of sales volume for other two-wheeler makers including Bajaj Auto and TVS Motor
Company,” said Mr. Matta. Hero Honda clocked 36.40 lakh units, a growth of 12.5 per cent.
Bajaj Auto’s volumes dropped 23 per cent to 12.86 lakh units while TVS saw a marginal
decline at 11.36 lakh units. Honda Motorcycle and Scooter India’s sales surged 16 per cent
to 10.15 lakh units.
HSTORY OF MAHINDRA & MAHINDRA AUTOMOTIVE
ICBM-
SBE
Page |2
Mahindra & Mahindra (M&M) was established in 1945 as Mahindra & Mohammed. Later
on, after the partition of India, one of the partners - Ghulam Mohammad - returned to
Pakistan, where he became Finance Minister. As a result, the company was renamed to
Mahindra & Mahindra in 1948.
M&M started its operation as a manufacturer of general-purpose utility vehicles. It assembled

CKD jeeps in 1949. Over the passing years, the company expanded its business and started
manufacturing light commercial vehicles (LCVs) and agricultural tractors.
Apart from agricultural tractors and LCVs, Mahindra & Mahindra also showed its dexterity
in manufacturing army vehicles. Soon, it started its operations abroad, through its plants set
up in China, the United Kingdom and the USA.
M&M partnered with companies prominent in the international market, including Renault
SA, International Truck and Engine Corporation, USA, in order to mark its global presence.
M&M also started exporting its products to several countries across the world. Subsequently,
it set up its branches including Mahindra Europe Srl (based in Italy), Mahindra USA Inc.,
Mahindra South Africa and Mahindra (China) Tractor Co. Ltd.
At the same time, M&M managed to be the largest manufacturer of tractors in India, by
holding leadership in the market of the country, for around 25 years. The company is an old
hand in designing, developing, manufacturing and marketing tractors as well as farm
implements. It made its entry to the passenger car segment in India, with the manufacture of
Logan (mid-size sedan) in April 2007, under the Mahindra Renault collaboration.
Soon after the considerable success of Logan, M&M started launching a wide range of LCVs
and three wheelers as well as SUVs including Scorpio and Bolero. In the present time, Bolero
has gained immense popularity in India. It is one of the most opted vehicles in its class.
MAHINDRA BOLERO
ICBM-
SBE
Page |1
Mahindra Bolero is one of the most successful and popular utility vehicle of the Mahindra
and Mahindra Group. The car is robust in appearance and it has been elegantly designed,
keeping in mind the conditions of the Indian roads.
Mahindra Bolero is also among the best fuel efficient cars of India as the manufacturer has
equipped it with a 2500 cc diesel engine with5- speed transmission.
MAHINDRA SCORPIO
Mahindra & Mahindra Limited launched Mahindra Scorpio as its first Sports Utility Vehicle
in India in 2002.
This SUV has redefined the expectations for the design of SUVs with its sturdy looks and
powerful performance, the sophisticated interior design adds to the further glory to the
appearance.
MAHINDRA INGENIO
Mahindra & Mahindra is planning to launch a new multi-purpose vehicle (MPV) to take on
the Toyota Innova and the Chevrolet Tavera in both the individual buyer and taxi segments.
Mahindra has currently named the project Ingenio. The vehicle is expected to hit the market
in2009
MAHINDRA RENAULT LOGAN
Much awaited Mahindra-Renault Logan has been launched in India. This compact sedan is a
spacious, practical and affordable vehicle. The outlook of Logan is impressive and the basic
version is a value for money, however the top-end versions are a bit high on price. The
prominent feature of this car is its performance, interiors and economy.
MAHINDRA XYLO
ICBM-
SBE
Page |2
Mahindra & Mahindra Limited launched their latest Multi Utility Vehicle (MUV) “Xylo” in
India on January 13, 2009. The car boasts of having all the luxurious features that are seen in
today’s sedans, with the ample space of a utility vehicle. Xylo's muscular stance contributes
to its commanding road presence. Fully packed with the latest features, the MUV is sure to
impress Indian consumers and provide a stiff competition to the other vehicles within its
class.
Performance Of Mahindra XYLO
Under the hood of Mahindra Xylo lies a 4-cylinder turbocharged, mEagle diesel engine,
which generates a power of 112bhp @ 3800 rpm and a peak torque of 24 kgm @ 1800-3000
rpm. The powerful engine is developed on the NEF CRDe platform and is mated to 5-gears
manual transmission. The car accelerates from rest to 60 km/h in just 5.8 seconds.
PRODUCTS OF MAHINDRA AUTOMOTIVE
MAHINDRA “SCORPIO”
ICBM-
SBE
Page |2
MAHINDRA “BOLERO”
MAHINDRA “XYLO”
MAHINDRA RENAULT “LOGAN”

ICBM-
SBE
Page |3
MAHINDRA “MARSHAL”
MAHINDRA “MAXX”
MILESTONES, AWARDS AND ACCOLADES
M&M’s 61st year was studded with a number of noteworthy achievements,

prestigious prizes and glittering awards.
DUAL HONOURS FOR CHAIRMAN MR. KESHUB MAHINDRA
ICBM-
SBE
Page |2
Chairman, Mr. Keshub Mahindra was awarded the “Business Visionary Award 2006”
instituted by the National Institute of Industrial Engineering (NITIE), Mumbai.
Chairman, Mr. Keshub Mahindra was also awarded the prestigious IBS Kolkata Lifetime
Achievement Award for his ‘unparalleled contribution to industrial growth and social and
economic development of the community’.
It was presented by the Institute of Chartered Financial Analysts of India’s (ICFAI) India
Business School (IBS), Kolkata, at the Strategy Summit 2007, held in Kolkata.
SLEW OF HONOURS FOR MR. ANAND MAHINDRA
Mr. Anand Mahindra, VC & MD, Mahindra Group, received a number of prestigious awards
in 2006-07, including:
➢ The prestigious CNBC Asia Business Leader of the Year Award for the Year 2006 as
well as the CNBC TV India “Business Leader of the Year Award”.
➢ The ‘CEO of the Year’ award at the India Brand Summit 2006 co-sponsored by
Business Standard and ITM Business School in association with Times Now and
DNA newspaper.
➢ The LMA Entrepreneur of the Year 2006 award, instituted by the Ludhiana
Management Association (LMA).
➢ The Most Inspiring Corporate Leader of the Year’ Award by NDTV Profit
➢ The NDTV Profit – Car & Bike Award 2007 for Automobile Man of the Year.
Mr. Anand Mahindra was also nominated as a Member of the Council of the Executive
Committee of the National Sports Development Fund (NSDF) of the Govt. of India. He was
ICBM-
SBE
Page |2
featured in the list of 50 Most Influential Indians in Business Week’s edition dated August
13, 2007
HIGHEST CRISIL RATING FOR M&M
M&M has received the highest Governance & Value Creation rating, CRISIL GVC Level - I
from CRISIL for the ability to create value for all stakeholders, while adopting sound
corporate governance practices.
DUN & BRADSTREET AMERICAN EXPRESS CORPORATE AWARDS

2006
Mahindra & Mahindra was rated as the leading Indian company in the Automobile - Tractors
sector in the ‘Dun & Bradstreet – American Express Corporate Awards 2006’. The
Automobile Sector comprises of three categories – Passenger Vehicles, Commercial Vehicles
and Tractors.
These awards recognize the virtues of size and growth in the awards methodology. M&M
ranked No. 1 in these two segments in the premier Dun & Bradstreet India publication,
India’s Top 500 Companies 2006.
MAHINDRA RECEIVES AMITY HR EXCELLENCE AWARD
Mahindra & Mahindra was honoured with the Amity HR Excellence Award at the Fourth
Amity Global HR Summit 2007 held at the Amity International Business School, Noida. The
Amity HR Excellence Award recognized Mahindra as one the most admired companies
across the global on account of its innovative strategies for Human Resources Management
and Development.
GLOBAL HR EXCELLENCE AWARD FOR M&M
ICBM-
SBE
Page |2
Mahindra & Mahindra won the Global HR Excellence Award for Innovative HR practices
(Manufacturing Sector), in the Asia Pacific HRM Congress, held in Mumbai. These awards
recognize organizations and individuals who have embraced change, encouraged constructive
challenges and demonstrated entrepreneurial skills in the corporate world.
M&M WINS BOMBAY CHAMBER GOOD CORPORATE CITIZEN

AWARD 2006-07
M&M was presented with the coveted Bombay Chamber Good Corporate Citizen Award
2006-07 at a glittering ceremony held to celebrate the Chamber’s 172nd Foundation Day on
September 21, 2007. Mr. Bharat Doshi, Executive Director, M&M Ltd. and Mr. Rajeev
Dubey, Member of the Group Management Board and Chairman, Mahindra & Mahindra
CSR Council, received the award on behalf of the company.
This Award recognizes and honors conspicuous achievement by corporate organizations by
way of service to the civic community, in addition to outstanding operational performance. It
takes into account several parameters, including Business Performance, Corporate Interests,
Employee Welfare, Customer and Stakeholder Satisfaction and Social Investment.
GOLDEN PEACOCK AWARD FOR EXCELLENCE IN CORPORATE

GOVERNANCE
Mahindra & Mahindra won the coveted Golden Peacock Award for Excellence in Corporate
Governance 2006. This award validates the company’s ‘Best-in-Class’ corporate governance
practices and reflects its transparent and ethical dealings with stakeholders across the entire
value chain. It recognises the Management’s commitment to the highest standards of
corporate conduct and its commitment to Corporate Social Responsibility as a distinct
activity that helps build commendable social values and adds to the ethical fibre of the
organization.
ICBM-
SBE
Page |2
BEST AUTOMOTIVE MANUFACTURING SUPPLY CHAIN

EXCELLENCE AWARD
Mahindra & Mahindra has been awarded as the organization with the “Best Automotive
Manufacturing Supply Chain Excellence”. The awards were presented by India Times
Mindscape (Times of India Group) along with the Business India Group at the Express,
Logistics & Supply Chain Awards held in Mumbai on September 28, 2007. A. C. Neilson is
accredited with the research for the award nominees and winners.
HIGH RANKINGS FOR MAHINDRA
M&M was ranked second in the prestigious e Most Trusted Car Company in India study
conducted by TNS. M&M scored 127 points, just seven points below the top ranking
company, according to a TNS communiqué.
➢ M&M was ranked 14th in The Economic Times prestigious ‘ET 500’ list of top
achieving companies in India. The company has moved up four ranks from last year.
To quote from the ‘ET 500’ write-up: “M&M’s ‘art-to-part’ strategy of diversification
ICBM-
SBE
Page |1
into the auto parts value chain and its plans for new platforms for utility vehicles and
joint venture with Renault for Logan have led to a gain in ranks.”
➢ M&M was ranked 22nd in Business India’s annual survey of the country’s top
companies - Super 100
➢ M&M was ranked 31st in Business Today’s annual survey of India’s most valuable
companies.
MILESTONES OF MAHINDRA&MAHINDRA
ICBM-
SBE
Page |2
YEAR ACHIEVMENTS
1947
In October, the first batch of 75 Utility Vehicles (UVs) imported in CKD
condition from Willys overland Export Corporation.
1949
Lease of 11,071 Sq. yards at Mazagaon from British India Steam navigation.
The first Willys Overland Jeep built in India at the Assembly Plant , Mazagaon,
Bombay (now Mumbai).
1954 Manufacture of Vehicles undertaken in collaboration with Kaiser Jeep

Corporation and American Motors Corporation.
1962
Indigenous content of Jeep goes up to 70 per cent. To centralise manufacturing
operations, 137 acres of land purchased at Kandivli.
1965 FC 150 Petrol Trucks introduced.
1967 Two wheelers drive Utility Vehicles introduced. The 101" wheel base and
Metal Body UVs introduced. Indigenous content goes up by 97 per cent.
1969 The start of vehicles export. Export of total 1200 UVs along with spare parts to
Yugoslavia. Exported also to Ceylon, Singapore, Philippines and Indonesia.
ICBM-
SBE
1970 The contracts to export of 3304 vehicles, mainly to Yugoslavia and Indonesia
Page |1
1971 Separate R&D section set up.
1974
COMPANY
Maxi miller campaign launchedPERFORMANCE
for the conservation of fuel. CJ 4A was
introduced with new transmission and axle ratio. Collaboration agreement with
Jeep corporation (subsidiary of AMC, Detroit).
Sales Performance
Mahindra & Mahindra Ltd. (M&M Ltd.), a part of the US $6.7 billion Mahindra Group,
has announced its February 2009 automotive sales figures.
1975 FC 260 Diesel light truck and CJ 500 D Diesel was introduced with MD 2350
“Our salesDiesel
figuresEngine.
this month have been bolstered by impressive numbers for all M&M Ltd.
products, which have registered a growth of 21.6%.
The XYLO, which launched in January 2009, is doing especially well with sales of 2287 nos. in
February 2009,” said Mr. Rajesh Jejurikar, Chief of Operations, Automotive Sector, Mahindra &
Mahindra Ltd.
1979 The Government of India approves in principle, technical collaboration with
Peugeot (France) for the manufacture of XDP 4.90 Diesel Engine.
M&M automotive sector’s total volumes (including joint ventures) for the month of February
2009 stand at 19594 units, as against 18379 units in February 2008.
The company
1981 Thesold a total
Nasik of 19894
Trucks vehicles
Assembly (Domestic
Plant + Exports)
and Peugeot Enginein Assembly
February 2009,
Plant asatagainst
19674 vehicles (Domestic
Ghatkopar + Exports)
inaugurated. NCsold
665inDPFebruary 2008.rolls out from Nasik Assembly
Mini Truck
Line.
M&M’s YTD volumes for the month of February 2009 stand at 194467 units, as against 195849
units in the same period last year.
M&M exported 300 units in February 2009, as against 1295 units exported in February 2008.
1983 FJ 460 model was introduced with 4 speed gear box. Engine plant at Igatpuri
Mahindra Group is the first Indian company to sponsor a car in the NASCAR Nationwide Series.
formally inaugurated by Mr. Jean Boillot, President of Automobiles Peugeot of
Incidentally, it's the
France for group's second year
the manufacture as a NASCAR
of 25,000 Peugeot andracing
Petrolteam sponsor. Last year they
engines.
sponsored the McDonald Motor sports team which runs the No. 81 car in the Nationwide Series.
1985 The New Mahindra Vehicle-MM 540 was launched in Bombay. NC 640 DP
with 4 speed gear box and Mahindra MM 440 was introduced.
1986 CJ 640 DP Vehicle introduced.

SALES PERFORMANCE
ICBM-
1987 MM 540 DP metal Body Wagonette
SBEintroduced.
1988 M&M signed a MoU with Hyderabad Allwyn Nissan Limited to form
Mahindra Nissan Allwyn Ltd., as its associate company with LCV operations in
Andhra Pradesh. Page |2
The CJ 340 DP model was introduced. M&M and Peugeot announced their tie
up for the manufacture of Peugeot 504 pickup truck, BA 10 gear boxes and
1989 latest XD 3 diesel engines. M&M acquired automotive pressing unit at Kanhe,
from Guest Keen Williams Ltd.
SEGMENT FEB-09 FEB-08 YTD FEB-09 YTD-FEB-08

1991 Introduced CJ 500 DI model with MDI 2500 A direct injection diesel engines.
M&M bags order to export 10,000 CKD kits. Commander range of models:
650 DI, 750 DP/HT were also launched with tremendous market response.
14720 12562 133682 133395
Uvs
1993 The Mahindra Armada was launched

3415 2347 40490 30321
3-WHEELERs
Mahindra Nissan Allwyn Ltd. (MNAL) was merged with M&M and
Zaheerabad LCV operations becoming part of Automotive Sector. FJ series of
1995 LCVs were shifted18135
from Nasik to Zaheerabad.
14909 Igatpuri Engine Plant received
174172 163716
ISO 9002 certificate.
UVs + 3 WHEELERs
1008 2751 12461 22823

1996 The new LCV model Cabking DI 3150 & Mahindra Classic vehicles were
**
LOGAN
launched. New Commander 5 Door Hard Top introduced.
451 719 7834 9310

Commercial production of the Ford Escort commenced at Nasik Plant. License
& **Technical Assistance Agreement signed with Mitsubishi Motors Corporation
1997 LCVs
for Manufacture of SL Body at Zaheerabad (Voyager with XD 3 and BA 10).
Kandivli and Nasik plants received ISO 9002 certificate from RW-TUV.
300 1295 8039 10805
EXPORT
1998 Die shop Inauguration at Nasik Plant 2-8/8/97. Voyager was launched by the
Chairman at Zaheerabad Plant on 12/11/97
19894 19674 202506 206654
TOTAL SALE
ICBM-
SBE
Page |1
➢ Mahindra Navistar Automotives Limited Exports Sales is 75 Vehicles

➢ Logan: Mahindra Renault Pvt. Ltd. Exports Sales is 100 Vehicles
M&M FY 2008-09 Q3 net profit down 99%
Mahindra and Mahindra (M&M) has announced that its stand-alone net profit for the third-quarter
in FY 2008-09 declined by over 99%, to Rs 11.96 million, from Rs 4.05 billion in Q3, FY 2007-
08.
M&M’s total income for Q3 decreased to Rs 25.62 billion, from Rs 29.8 billion in the year-ago
period. According to the company, the poor performance is due to exchange losses to the tune of
Rs 1.82 billion, high inflation of earlier months and the ongoing economic recession.
During the nine-month period ended 31st December 2008, M&M's net profits touched Rs 5.8
billion as against Rs 6.52 billion in the year-ago period.
SPONSERSHIP OF MAHINDRA & MAHINDRA
Mahindra Group sponsors NASCAR Nationwide Series

Monday - Mar 23, 2009
Remember Bollywood actor Saif Ali Khan in Ta Ra Rum Pum? Not many remember much about
the 2007 Bollywood flick, except perhaps the role Saif played of a NASCAR driver.
Circa 2009. Car number 23, a Chevrolet, finished a distant 29th out of 43 starters at the NASCAR
Nationwide Series race held at the Bristol Motor Speedway in the US on Saturday. Nothing much
to be elated about, right? And what has that got to do with Saif's role, you might ask? There's a
connection.
For, Ta Ra Rum Pum was the first Hindi film to introduce the hugely popular motor sport of
ICBM-
SBE
Page |2
NASCAR to Indian audiences. And the No. 23 Chevrolet at Saturday's race was the only car to
sport an Indian sponsor.
Mahindra Group, through its parent company Mahindra USA, recently signed a 17-race primary
and 18-race associate sponsorship of the 2009 Nationwide Series with R3 Motor sports the car,
which sports the Mahindra Tractors brand on its livery, is driven by Robert
RichardsonJr.
"When big sponsors, with multi-million dollar contracts, start pulling out, it creates opportunities
for smaller companies, like Mahindra USA, to get involved in the sport for a fraction of what it
would have cost a couple of years ago. We may never get the opportunity again to participate in
such a visible and popular sport, so we are taking advantage of that. Anand Mahindra says.
NASCAR is a stock car racing series owned and operated by National Association of Stock Car
Auto Racing (NASCAR). There are about 75 million NASCAR fans in the US, representing one-
third of the adult population.
NASCAR is also a stepping stone to F1, or vice versa. Like 23-year-old Kyle Busch, arguably the
most talented driver in NASCAR, and Danica Patrick, who are tipped to drive for the USF1 team
in 2010. Likewise, former F1 champ Jacques Villeneuve chose NASCAR, following in the
footsteps of Juan Pablo Montoya
Mahindra USA Tractors, maker of some of the world's most rugged and reliable compact tractors,
utility tractors and full-size tractors. Since 1963, the company has been building heavy-duty farm
tractors and farm equipment that outperforms the competition, combining a quality-built tractor
with the biggest bang for your buck.
ICBM-
SBE
Page |2
PRODUCT PROFILE
MAHINDRA XYLO:
To build a car that has everything the customer wants, it is essential to understand what
he wants first.
This has been the basic principle behind the Xylo. We started with the customer. To this end
we spent time with car users, across the country, observing their interaction with cars. We
watched how they entered vehicles, what they did inside, what they looked for. We noted
down complaints and identified need gaps.
And then we started building the Xylo. From the inside out. This is the first time in India
where the passenger compartment was designed well before the exteriors of the car. Every
single learning was incorporated on a wooden buck (a mock car interior with instrument
panel, steering wheel and seats). This was then tested with car customers for further
feedback. And only after integrating every desired feature into the interior did we start with
the exterior.
The result was a car that was fluent in form and function. A car that was truly world class.
And a car that was in sync with your requirements.
ICBM-
SBE
Page |2
Making the Mahindra Xylo meant challenging the limitations of every car before it. It
meant determining the needs of our consumers. And pioneering technologies to meet those
needs. The Mahindra Xylo was meant to be built around you, out of your needs.
And it took 160 engineers to do just that. Engineers that were handpicked from across the
country. Each of them regarded as an expert in their own field of automobile development.
These engineers spent time with customers across the country, observing their interaction
with vehicles. They identified need gaps and invented solutions to fill in these gaps. And the
result was India's first car to be built inside out. Every need was catered to, every requirement
met. And once the interiors were done, the exteriors began.
A lot of research and development has gone into bringing the Mahindra Xylo from the
drawing board to 'on road'. And every manufacturing process has been optimised to handle
this special car's special requirements. Like the body assembly procedures that are fully
automated to ensure incredible levels of accuracy. So you can be sure that extra thought and
effort have gone into making the Mahindra Xylo perfect in every way.
A WORLD CAR:
The Mahindra Xylo is truly a world car. Every single component of this vehicle has been
sourced from only the finest across the globe. And has been specially designed to meet the
demands of this car. Leading manufacturers Bosch, Lear, Motherson, Nippon, Subros, JBM,
Spicer, Visteon, Lumax, Alf, Asahi, Sharda and Rane are a few examples of the kind of
expertise that has gone into making the Mahindra Xylo. And together, they've made this car a
masterpiece of technology and design that it is.
TESTED IN HELL:
The Mahindra Xylo's been sent to the most hellish testing conditions across the globe. And it
has endured what most cars would submit to.
Tested across the country
We sent the Mahindra Xylo to frost bitten parts of the country like Manali. It even braved the
hottest regions, like the deserts of Rajasthan. And if that was not enough, we also sent it to
the dizzy heights of Leh. But the Mahindra Xylo was unshakable. It stood firm against
adverse conditions across the country, like we expected it to.
ICBM-
SBE
Page |2
Tested across the globe
Every inch of steel and rubber was pushed beyond limits and beyond borders too. In fact, the
Mahindra Xylo has been tested in conditions that don't even exist in India yet. Like on the
express ways of South Africa where it sustained high speeds of over 160 kmph for hours
together. Or in the intense winters of Europe, where it went through specialised testing by
experts in Germany and UK. And through all this, the Mahindra Xylo held its ground,
proving its global standards.
Virtual ordeal
The most ruthless leg of testing happened in computerised virtual worlds, where the
Mahindra Xylo was tested for durability, reliability, noise-vibration-harshness levels, crash
worthiness, aerodynamics and more. As if the most demanding real-world simulations
weren't enough, we inflicted damage beyond the wrath of nature. Thanks to advanced
computer software, we were able to simulate ridiculously punishing conditions. Like testing
the performance of the Mahindra Xylo overloaded with 24 adult passengers, or watching the
Mahindra Xylo dealing with potholes three times the depth of regular ones. And the
Mahindra Xylo did exceedingly well.
ICBM-
SBE
Page |3
XYLO FEATURES
STYLE:
The first thing you notice about the Mahindra Xylo is its masculinity. Its poise. And its
attitude. You wonder if the aggressive front grill (with chrome slats) is responsible for this.
For sure, the sleek, sloping bonnet adds to its imposing stance. And alloy wheels further
enhance this car's allure. The sporty dials, the trims and the plush seating add to its style.
All in all, this car surely puts sedans out of fashion.
COMFORT:
Here is a car that is literally built around you. Everything you need is within arm's length.
The insides are literally packed with space, and thoughtful conveniences that no sedan can
boast of.
ICBM-
SBE
Page |2
CONVENIENCE:
The Mahindra Xylo is full of clever ideas. The kind of ideas that are hard to find in a sedan.
Like under-seat storage compartments. Perfect for that sneaker you might want to carry
along. Or even the kids' sand kit. Want to catch up on that long overdue presentation on the
way to office? Plug the laptop into the charging point in the middle row (because that's where
you'll be sitting).
TECHNOLOGY :
If passenger comfort is one arm of the Mahindra Xylo, technology is the other. This car is
packed with technical innovations. Take for example, the mEagle engine developed on the
NEF CRDe platform. Or the Engine Immobiliser that makes the car theft resistant. The
ultrasonic sensors embedded in the rear of the car that assist reverse parking. And the digital
ICBM-
SBE
Page |2
drive assist system that downloads all kinds of drive related information to you on the fly. All
features you wish your sedan had.
SAFETY:
Safety doesn't take the back seat in this car. Its toughened steel body is designed to disperse
crash energy across the frame and away from the interior. Special crumple zones further
enhance the safety of those inside. This car is vocal about safety too. In-built electronic
sensors remind you to fasten seatbelts and lock doors.
sVARIANTS OF XYLO
ICBM-
SBE
Page |1
E2 E4 E6 E8
(BASE MODEL) (LOWER MODEL) (SPORTZ MODEL) (TOP MODEL)
XYLO “E2”:
EXTERIOR
➢ Ski rack – (N/A)

➢ Body coloured electric Outside rear view mirrors – BLACK (stalk)
➢ Fog lamps – (N/A)
➢ Rear fog lamps – (N/A)
➢ Wheel Cover – (silver painted)
➢ Side body cladding – (N/A)
➢ Coloured Bumpers – (N/A)
➢ Coloured Grill – (N/A)
➢ Coloured Handles & outside rear view mirrors & footstep end caps – (N/A)
➢ Rear wash & wipe (rear wiper) – (N/A)
INTERIOR
➢ Digital Clock
➢ Digital Drive Assist System – (N/A)
➢ Roof console for spectacle holder – (N/A)
➢ Mobile charging points (front on IP)
➢ Courtesy lamps (1+1)
➢ Rear glass embedded antenna – (N/A)
SEAT & INTERIOR TRIMS
➢ Theatre Style Seating (8)

➢ Flat bed front seats
➢ Armrest for driver and co-driver – (N/A)
➢ 3 position lumbar support for front & middle captain seats – (N/A)
ICBM-
SBE
Page |1
➢ Height adjustable driver seat

➢ Foldable flight trays – (N/A)
➢ Foldable arm rest in the middle and last seat with utility space – (N/A)
➢ Seat material made of PVC
➢ 8 front facing seats
SAFETY
➢ Tubeless tyres
➢ intellipark reverse assist – (N/A)
➢ Engine immobilizer (Transponder based)
COMFORT & CONVENIENCE
➢ HVAC
➢ Surround cool dual AC’s – (N/A)
➢ Floor console (half)
➢ Power steering
➢ Puddle lamp on front & rear doors – (N/A)
➢ Tilt steering
➢ Keyless entry – (N/A)
➢ Central locking
➢ Illumination ring
➢ Power window
➢ Power window express up/down (driver side) with anti-pinch – (N/A)
➢ Two DIN audio system – (N/A)
➢ Rear defogger – (N/A)
➢ Electric remote fuel lid opener
XYLO “E4”
EXTERIOR
ICBM-
SBE
Page |1

➢ Body coloured electric Outside rear view mirrors – BLACK (stalk)
➢ Fog lamps – (N/A)
➢ Rear fog lamps – (N/A)
➢ Wheel Cover - Cap
➢ Side body cladding
➢ Coloured Bumpers – (N/A)
➢ Coloured Grill – (N/A)
➢ Coloured Handles & outside rear view mirrors & footstep end caps – (N/A)
➢ Rear wash & wipe (rear wiper)
INTERIOR
➢ Digital Clock
➢ Digital Drive Assist System – (N/A)
➢ Roof console for spectacle holder
➢ Mobile charging points (front on IP)
➢ Courtesy lamps (1+1)
➢ Rear glass embedded antenna – (N/A)
➢ Theatre Style Seating (7,8)

➢ Armrest for driver and co-driver – (N/A)
➢ 3 position lumbar support for front & middle captain seats – (N/A)
➢ Foldable arm rest in the middle and last seat with utility space – (N/A)
➢ Seat material made of fabric with PVC insert
➢ 8 front facing, 7seater (captain seats)
SAFETY
ICBM-
SBE
Page |1
➢ Tubeless tyres
➢ intellipark reverse assist – (N/A)
➢ HVAC
➢ Surround cool dual AC’s
➢ Floor console (half)
➢ Power steering
➢ Tilt steering
➢ Keyless entry
➢ Central locking
➢ Power window
➢ Two DIN audio system – (N/A)
➢ Rear defogger – (N/A)
XYLO “E6”
EXTERIOR
➢ Ski rack
➢ Body coloured electric Outside rear view mirrors – Electric (Body Coloured)
➢ Fog lamps
➢ Rear fog lamps
➢ Wheel Cover - Cap
➢ Side body cladding – Body Coloured (Steel insert)
➢ Coloured Bumpers
➢ Coloured Grill
➢ Coloured Handles & outside rear view mirrors & footstep end caps
ICBM-
SBE
Page |1
INTERIOR
➢ Digital Clock – (N/A)

➢ Digital Drive Assist System (limited info)
➢ Mobile charging points (front on IP and middle on centre console)
➢ Courtesy lamps (1+1+2)
➢ Rear glass embedded antenna
➢ Theatre Style Seating (7)

➢ Armrest for driver and co-driver
➢ 3 position lumbar support for front & middle captain seats
➢ Foldable arm rest in the middle and last seat with utility space
➢ Seat material made of fabric with PVC insert
➢ 7seater (captain seats)
SAFETY
➢ Tubeless tyres
➢ intellipark reverse assist
COMFORT & CONVENIENT
➢ HVAC
ICBM-
SBE
Page |1

➢ Floor console
➢ Power steering
➢ Puddle lamp on front & rear doors
➢ Tilt steering
➢ Keyless entry
➢ Central locking
➢ Power window
➢ Two DIN audio system
➢ Rear defogger
XYLO “E8”
EXTERIOR

➢ Body coloured electric Outside rear view mirrors – Electric (Body Coloured)
➢ Fog lamps
➢ Rear fog lamps
➢ Alloy wheels
➢ Side body cladding – Body Coloured (Steel insert)
➢ Coloured Bumpers
➢ Coloured Grill
➢ Coloured Handles & outside rear view mirrors & footstep end caps
INTERIOR
➢ Digital Clock – (N/A)
ICBM-
SBE
Page |1
➢ Digital Drive Assist System

➢ Mobile charging points (front on IP and middle on centre console)
➢ Courtesy lamps (1+1+2)
➢ Rear glass embedded antenna
➢ Theatre Style Seating (7,8)

➢ Armrest for driver and co-driver
➢ 3 position lumbar support for front & middle captain seats
➢ Foldable flight trays
➢ Foldable arm rest in the middle and last seat with utility space
➢ Seat material made of fabric
➢ 8 front facing, 7seater (captain seats)
SAFETY
➢ Tubeless tyres
➢ intellipark reverse assist
➢ HVAC
➢ Floor console
➢ Power steering
➢ Puddle lamp on front & rear doors
➢ Tilt steering
➢ Keyless entry
➢ Central locking
➢ Power window
➢ Power window express up/down (driver side) with anti-pinch
➢ Two DIN audio system
➢ Rear defogger
ICBM-
SBE
Page |2
DEALERS PROFILE
ICBM-
SBE
Page |2
NARAYAN AUTOMOBILE (PVT) LTD.
Narayan Automobiles was established in 1945. Narayan automobiles were the first authorised
dealers of M&M.
Our Distinction:
One of the largest authorised dealers for Mahindra&Mahindra Automotives. Record sales
in the first year of operation.
Partners in Progress:
We are the preferred partners of M&M automotives, Chiefly duo to our successful sales
record and quality. Our facilities have remained unsurpassed, as we strive everyday to better
our self.
Commanding Presence:
Narayan Automobiles as a centralized air conditioned showroom of M&M automotives

its kind in Uttar Pradesh, spread gracefully and decorated elegantly over an impressive 8100
sq.ft at Lucknow, Being equipped with affable front office staff and adept professional
technicians, Provide a perfect of quality Service and Reliability.
Space Friendly:
The interiors are aimed at making you feel completely at ease, In luxury. Because for us the
customer is king, one who deserves a regal offering. The setting is apt for times when you
need to switch into a relaxed state of mind.
ICBM-
SBE
Page |3
Technology To Stay Ahead:
We are equipped with the latest technological advancement in the industry, in order to give
the best of services when it matters. Not just to be part of, But to build the future, is our
motto.
Ambience The Exude Relaxation:
Ours is one of the few service centres to be equipped with a fully fledged customer waiting
lounge. A part from a television and pool table, it had a wed kiosk to keep u connected all the
time.
Service With Commitment:
Our dedicated team of mechanical specialities offers expert treatment for your vehicle. We
ensure consistency in performance each time, without fail.
Attention To Details:
We provide genius spare parts and accessories to ensure exceptional performance. Every
single aspect related to your vehicle is taken care of at our premises.
Dealing Made Convenient:

It is a part of our commitment policy to give advantage to the customer at every juncture. We
offer assistance of every kind at our premises itself, which makes it a one stop facility.
Expert Guidance At Every Step:

ICBM-
SBE
Page |4
Our sales team give utmost priority to your satisfaction. When you need help to make the
right choice, it is ensured that the result is beyond your expectations. Thus making it a point
that you get the best in both luxury and comfort always.
Models:
Mahindra&Mahindra has been launching various type of MUVs and cars from the year of
1945, keeping in mind the quality, design, driving, comfort, fuel efficiency, and service and
resale value. These from a formidable force that gives our customers the pride and the joy of
value forever. What drives M&M is
➢ Commitment
➢ Leadership
➢ Any an eye for appropriate technology.
Since 1945, when M&M first began manufacturing MUVs & LCVs, M&M have been
engaged in a single-minded endeavour to bring you cars that only state-of-the-art, but are also
some f the most environment-friendly vehicles in this world-a reflection of our commitment
and care, for better environment.
At the heart of every M&M is a unique engineering and an optimal mix of power and
economy.
All this is supported by M&M nation – wide dealership network and automated workshop
that provide excellent after sale service
The company has constantly exploring new opportunity to define the shape to tomorrow’s
driving technology.
Promotional Activities:
ICBM-
SBE
Page |2
The promotional activities adopted by Narayan Automobiles are
1. Test Driving
2. Free Driving
3. Hoarding
4. Discounts
5. Advertisement in Newspaper and magazines
6. Gift Schemes
7. Free Services
8. Mileage Contents
Promotional expenses have been borne by both Narayan Automobiles and M&M, shares in
advertisement cost.
Service Offered:
Six Service and paid service after sale of Cars.
➢ Free checkups campaigns
➢ Finance through bank
➢ Demonstration for new products
➢ Acceptance of warranty claims
Working Time In Narayan Automobiles:
Working hours in Narayan Automobiles are 12 hours per day starting from 9:30 am to
9:30pm with one hour break for lunch and 15 minutes for evening tea and coffee.
PRODUCT AVAILABLE AT NARAYAN AUTOMOBILES:
ICBM-
SBE
Page |1
Narayan Automobiles has franchise of M&M Company. M&M Company manufacturer

various types of MUVs and LCVs.
These are:
MAHINDRA “XYLO”
XYLO VARIANTS EX-SHOWROOM PRICE
E2 (BASE VERSION) 6,56,824
E4 (LOWER VERSION) 7,04,283
E6 (SPORTZ VERSION) 7,74, 973
E8 ( TOP VERSION ) 8,10,312
ICBM-
SBE
Page |2
MAHINDRA “SCORPIO”
SCORPIO VARIANTS EX- SHOWROOM PRICE
SCORPIO M2DI 6,92,873
SCORPIO Lx mHawk 7,37,737
SCORPIO Sle mHawk 8,37,705
SCORPIO Vlx mHawk 9,38,638
SCORPIO Vle mHawk 10,18,427
MAHINDRA “BOLERO”
ICBM-
SBE
Page |2
BOLERO VARIANTS EX-SHOWROOM PRICE
BOLERO DI 4,93738 (WHITE), 5,05,738 (SILVER)
BOLERO SLE 5,60,519
BOLERO SLX 6,12,820
BOLERO PICKUP 4,56,983
MAHINDRA RENAULT “LOGAN”
LOGAN VARIANTS EX-SHOWROOM PRICE
LOGAN GLE 1.4 4,84,471
LOGAN GLX 1.4 5,09,696
LOGAN GLX 1.6 5,47,169
LOGAN GLS 1.6 5,75,727
LOGAN GLSX 1.6 5,95,292
ICBM-
SBE
Page |3
LOGAN DLE 1.5 5,97,605
LOGAN DLX 1.5 6,40,791
LOGAN DLS 1.5 6,86,631
LOGAN DLSX 1.5 7,06,195
LOGAN GLX 1.4 EDGE 5,41,752
LOGAN GLSX 1.6 EDGE 6,27,378
LOGAN DLX 1.5 EDGE 6,72,850
LOGAN DLS 1.5 EDGE 7,20,204
LOGAN DLSX 1.5 EDGE 7,39,787
MAHINDRA “MAX MAXI TRUCK”
MAX MAXI TRUCK VARIANT EX-SHOWROOM PRICE
MAXX MAXI TRUCK 3,19,000
ICBM-
SBE
Page |2
MAHINDRA “MAX”
MAXX VARIANTS EX-SHOWROOM PRICE
MAXX 4,67,754
MAXX PICKUP 4,40,224
MAXX PICKUP FB 4,51,718
OBJECTIVES OF THE STUDY
The study has been under taken to analyze the customer buying behaviour towards the
Mahindra XYLO in Lucknow with a special reference to the M&M motors, the other
objectives are:
ICBM-
SBE
Page |1
➢ To know the strength and weaknesses of the Mahindra “XYLO”.
➢ Brand name plays a vital role for launching a new product.
➢ To provide suggestions, in improving the customer satisfaction and the company sales
and profitability and image to increase the brand level.
➢ To know the perception towards the Brand about the sales service offers to buy M&M
products.
➢ To know the customer opinion of various cars in Lucknow and Gorakhpur city.
ICBM-
SBE
Page |2
DESIGN OF STUDY
RESEARCH METHODOLOGY
RESEARCH METHOD
Two broad research methodologies can be used to answer any research question.
They are – Experimental research or Non experimental research. In experimental research,
ICBM-
SBE
Page |2
there is control over the extraneous variable and manipulation of at least one variable
investigator. In Non experimental research, there is no intervention beyond that needed for
the purpose of measurement.
The study uses Non experimental research method.
RESEARCH DESIGN:
A research design is a statement or specification of the methods and procedures used

for acquiring the information needed for the solution of some specific problems. It provides a
scientific frame work for conducting a research.
Although research design may be classified by many criteria, the most useful one
concerns the major purpose of the investigation. On the basis, research design can be
classified into three classes – Exploratory, Descriptive and Casual. If no formal design or
structural questionnaires are used, exploratory design is used. If a person is conversant with
the problem environment, or is conducting the research for some specific purpose using
structural questionnaire to gather information, the research design is descriptive. Casual
research design is used to establish cause and effect relationship.
For descriptive studies and also casual studies, data analysis and project output are
critical aspects of research planning. This study uses descriptive design.
DATA COLLECTION METHOD
The following steps are involved in the data collection process:
1. Finding out the type of information required in the investigation process.

2. Establishing the facts that are available at present and the additional facts
required.
ICBM-
SBE
Page |1
3. Identification of the source from where they can be available.

4. Selection of appropriate information collection method.
The data required from this study is collected from primary and secondary sources;
The data collected are both Quantitative and Qualitative.
PRIMARY SOURCES:
The primary source used for gathering data required for this survey is – Survey method.
In the survey method a Survey of the consumer’s behaviour towards Four-wheeler is

done. A planned effort is made using structured questionnaire to interview the respondents.
The respondents are the owner of the four-wheeler, who are interviewed, are chosen using
non probability sampling method. The survey can be done through personal interviews. In
this study respondents are interviewed personally so that the errors involved in gathering
primary data are minimized.
SECONDARY SOURCES:
The secondary sources used for collecting data are :
1. Internal Sources
➢ Company’s Reports.
➢ Company’s Publications.
➢ Company’s Employees.
ICBM-
SBE
Page |2
1. External Sources
Information was gathered from Magazines like – Auto Expo, Car Bazaar, and Business
World & Business Today.
Business dailies like – The Economic Times, The Business Line etc.
News Paper like – The Hindustan Times, Business Standard & The Corporate Times.
Apart from this some information was also taken from internet.
SAMPLING PROCESS:
Taking into account the practical considerations (such as time limit, cost, etc) the study
a sample survey as the means of gathering primary information. A sample survey allows a
reason to concentrate his attention upon a relatively small number of people and hence, to
devote more time and energy to ensure that the information collected from them is more
accurate.
DEFINING THE POPULATION:
The first thing that a sample plan must include is the definition of the population to
be investigated. The population should be defined as clearly as possible. The population
chosen for the study, taking into consideration the objective of the study is defined as, all the
customer of four-wheeler.
SAMPLE DESIGN:
ICBM-
SBE
Page |2
Sample design is the heart of the sample planning process. A sample design involves
specifications of the type of sample used, the appropriate sampling unit, and the sample size.
TYPE OF SAMPLE:
The study use non-probability sampling. Most of the sampling in marketing research
is non-probability in nature. Of the various non probability methods, convenience sampling
method is used in this study rather than using a table of random number as in probability
sampling. Convenience sampling means that the sampling units are accessible, convenient
and easy to measure.
The advantage of choosing a non-probability sampling methods is that the sampling

error will be lesser when compared to probability sampling.
SAMPLING UNIT:
The sampling unit forms the basis of the entire sampling procedure. It is that which
is actually chosen by the sampling process. The sampling unit may contain one or more
population elements. The sampling units in the study consist of the private employees,
government employees, business people and others.
SAMPLE SIZE:
The sample consist of 100 customer selected from the Lucknow and Gorakhpur using
convenience sampling method. Out of the customers selected for the study, some did not own
four-wheeler and some had not responded well. Hence they had to be replaced by other
customers.
LIMITATIONS:
ICBM-
SBE
Page |1
➢ Taking the market conditions into consideration the survey, which includes a sample
of 100, was a respective one.
➢ Due to the limitation of span of time and limited resources survey was conducted for a
period of 4 weeks.
➢ The geographic region covered for the survey was limited to the boundaries of the
Lucknow city.
➢ Since the survey was conducted at the residential localities and the person who owns a
Mahindra Vehicle.
➢ Improper response from customers and buyers, but it was minimal.
➢ Scientific methods of post testing could not be conducted.
➢ Minimal possible bias in administrating the questions at the survey conducted areas.
➢ The reaction and attitudes are subjected to changes according to needs and time.
ICBM-
SBE
Page |2
PROJECT ANALYSIS
INTERPRETATION -1
1. Customer’s needs towards Mahindra XYLO.
PARTICULAR NO. OF RESPONDENT PERCENTAGE (%)
ICBM-
SBE
Page |2
BIG/FAMILY CAR 40 40%
LOOKS 21 21%
ECONOMICAL 24 24%
LUXARY/ COMFORT 15 15%
TOTAL 100 100%
FROM THE INTERPRETATION IT IS CONCLUDED THAT THE

MAJOR NEEDS OF THE CUSTOMER TOWARDS MAHINDRA
“XYLO”
➢ 40% CUSTOMERS HAD TO BUY A BIG OR FAMILY CAR.
➢ 21% CUSTOMERS HAD TO BUY A NEW LOOK OR NEW MODEL OF THE

CAR.
➢ 24% CUSTOMERS HAD TO BUY AN ECONOMICAL/REASONABLE CAR.
➢ 15% CUSTOMERS HAD TO BUY LUXARY AND COMFORATBLE CAR.
PIE CHART OF INTERPRETATION - 1:
ICBM-
SBE
Page |2
INTERPRETATION -2
1. Value Perception of the Customers towards “XYLO”
PARTICULAR NO. OF PERCENTAGE

RESPONDENT
HIGH VALUE 36 36%
TOTAL VALUE 43 43%
SOMEWHAT VALUE 18 18%
NO VALUE 03 3%
TOTAL 100 100%
FROM THE INTERPRETATION 2 IT IS CONCLUDED THAT.....
ICBM-
SBE
Page |1
➢ 36% CUSTOMERS ARE GETTING HIGH VALUE FROM THE “XYLO”.
➢ 43% CUSTOMERS ARE GETTING TOTAL VALUE FROM THE “XYLO”
➢ 18% CUSTOMERS ARE GETTING LITTLE VALUE FROM THE “XYLO”
➢ ONLY 3% CUSTOMERS ARE NOT GETTING VALUE FROM THE

“XYLO”
PIE CHART OF INTERPRETATION - 2:
INTERPRETATION -3
1. PRICE OF THE XYLO
ICBM-
SBE
Page |2
PARTICULAR NO. OF
RESPONDENT PERCENTAGE
VERY COSTLY 0 0%
COSTLY 25 25%
REASONABLE 75 75%
TOTAL 100 100%
FROM THE INTERPRETATION 3 IT IS CONCLUDED THAT...
➢ 0% CUSTOMERS ARE NOT RECOGNIZED “XYLO” AS A VERY

COSTLY CAR.
➢ 25% CUSTOMERS ARE RECOCOGNIZED IT AS A ONLY COSTLY

CAR.
➢ 75% CUSTOMERS ARE VERY COMFORTABLE WITH THE PRICE OF

THE XYLO, AND RECOGNIZED IT AS A REASONABLE CAR.
PIE CHART OF INTERPRETATION - 3
ICBM-
SBE
Page |1
INTERPRETATION -4
1. CUSTOMERS WANTS EXTRA FACILITIES IN “XYLO”
PARTICULER NO. OF RESPONDENT PERCENTAGE
MUSIC SYSTEM 21 21%
LUGGAGE SPACE 29 29%
SMALL REFRIGRETOR 18 18%
ULTRA POWER 14 14%

STEERING
ABS 18 18%
TOTAL NO. OF 100 100%

RESPONDENT
FROM THE INTERPRETATION 4, IT IS CONCLUDED THAT...
ICBM-
SBE
Page |2
➢ 21% CUSTOMERS WANT MUSIC SYSTEM IN MAHINDRA “XYLO”
➢ 29% CUSTOMERS WANT LUGGAGE SPACE IN “XYLO”
➢ 18% CUSTOMERS HAVING A UNIQUE DEMAND. THEY WANT A SMALL

FRIZ IN THE “XYLO”
➢ 14% CUSTOMERS BELIEVE IN COMFORTABLE DRIVING AND THEY WANT

ULTRA POWER STEERING IN “XYLO”
➢ 18% CUSTOMERS REALLY BELIEVE IN TECHNOLOGY. THEY WANT ABS

IN THEIR “XYLO”
INTERPRETATION -5
1. HOW CUSTOMER GOT TO KNOW ABOUT XYLO
ICBM-
SBE
Page |2
RESPONDENT
T.V ADVERTIESMENT 36 36%
FRIENDS 10 10%
NEWS PAPER 16 16%
MAGAZINES 16 16%
OTHERS 22 22%
TOTAL 100 100%
➢ 36% CUSTOMERS GOT TO KNOW ABOUT XYLO THROUGH

ADVERTIEZMENT.
➢ 10% CUSTOMERS BOUGHT THE XYLO THROUGH FRIENDS.
➢ 16% CUSTOMERS GOT TO KNOW ABOUT XYLO THROUGH NEWSPAPER.
➢ 16% CUSTOMERS GO THROUGH THE MAGAZINES.
➢ 22% CUSTOMERS GOT TO KNOW ABOUT THE XYLO THROUGH OTHER

SOURCES.
ICBM-
SBE
Page |2
INTERPRETATION -6
1. MODE OF PURCHASE...

RESPONDENT
FINANCE 71 71%
CASH 29 29%
TOTAL 100 100%
ICBM-
SBE
Page |2
➢ 71% OF THE XYLO CUSTOMERS HAVE GONE THROUGH THE FINANCE.
➢ 21% OF THE XYLO CUSTOMERS HAVE GONE THROUGH THE CASH.
ICBM-
SBE
Page |2
INTERPRETATION -7
1. CUSTOMER SATISFACTION TOWARDS “XYLO”

RESPONDENT
HIGHLY SATISFIED 54 54%
SATISFIED 32 32%
DISSATISFIED 07 7%
HIGHLY DISSATISFIED 07 7%
TOTAL 100 100%
➢ 54% CUSTOMERS ARE HIGHLY SATISFIED WITH THE XYLO’S

PERFORMANCE.
➢ 32% CUSTOMERS ARE ONLY SATISFIED WITH THE “XYLO”.
➢ 7% CUSTOMERS ARE DISSATISFIED WITH THE “XYLO”
ICBM-
SBE
Page |1
➢ 7% CUSTOMER ARE REALLY NOT HAPPY WITH THE XYLO

PRODUCT AND THEY ARE HIGHLY DISSATISFIED WITH THE
“XYLO”.
INTERPRETATION -8
1. INFLUENCE TO PURCHASE “XYLO”

RESPONDENT
ICBM-
SBE
Page |1
SELF DECISION 46 46%
KIDS 18 18%
FRIENDS 18 18%
OTHER FAMILY 18 18%

MEMBER
TOTAL 100 100%
➢ 46% CUSTOMERS HAVE TAKEN SELF DECISION.
➢ 18% CUSTOMERS DECISION WAS INFLUENCED BY KIDS
➢ 18% CUSTOMERS DECISION WAS INFLUENCED BY FRIENDS
➢ 18% CUSTOMERS WERE INFLUENCED BY OTHER FAMILY MEMBERS
INCLUDING KIDS
54% CUSTOMERS ARE INFLUENCED BY THEIR FAMILY.
ICBM-
SBE
Page |2
INTERPRETATION -9
1. ROLE OF ADVERTIEZMENTS IN DECISION MAKING

RESPONDENT
REALLY HELPFULL
54 54%
SOMETIME IT IS 36 36%
HELPFULL
NOT HELPFULL 10 10%
TOTAL 100 100%
ICBM-
SBE
Page |2
➢ 54% CUSTOMERS BELIEVE THAT T.V ADVERTIEZMENT IS REALLY

HELPFULL IN DECISION MAKING.
➢ 36% CUSTOMERS SAID THAT, IT IS SOMETIME HELPFULL IN DECISION

MAKING.
➢ ONLY 10% CUSTOMERS DO NOT BELIEVE THAT, T.V ADVERTIEZMENT IS

NOT HELPFUL IN DECISION MAKING.
INTERPRETATION -10
1. AVAILABILITY OF SPARE PARTS OF “XYLO”
ICBM-
SBE
Page |2

RESPONDENT
HARDLY AVAILABLE 32 32%
AVAILABLE 22 22%
EASILY AVALABLE 46 46%
TOTAL 100 100%
➢ 32% CUSTOMERS ARE NOT HAPPY WITH THE AVAILABILITY OF SPARE

PARTS OF “XYLO”.
➢ 22% CUSTOMERS SAID THAT, SPARE PARTS OF “XYLO”ARE AVAILABLE

IN THE MARKET.
➢ 46% CUSTOMERS ARE REALLY HAPPY WITH THE AVAILABILY OF XYLO

SPARE PARTS. THEY ARE EASILY AVAILABLE IN THE MARKET.
ICBM-
SBE
Page |2
INTERPRETATION -11
11 CUSTOMER’S RECOMMENDATION TO OTHERS

RESPONDENT
XYLO 64 64%
SCORPIO 11 11%
SAFARI 14 14%
INNOVA 11 11%
ICBM-
SBE
Page |2
TOTAL 100 100%
➢ 64% CUSTOMERS WOULD LIKE TO PREFFER “XYLO” TO THEIR FRIENDS

AND FAMILY MEMBERS.
➢ 11% CUSTOMERS WOULD PREFFER “SCORPIO” TO THEIR FRIENDS AND

FAMILY MEMBERS.
➢ 14% CUSTOMER WOULD PREFFER “TATA SAFARI”
➢ 11% CUSTOMERS WOULD LIKE TO PREFFER “TOYOTA INNOVA” TO

THEIR FRIENDS AND FAMILY MEMBERS.
INTERPRETATION -12
ICBM-
SBE
Page |2
12. CUSTOMER SATISFACTION WITH AFTER SALE SERVICE
PARTICULER NO. OF RESPODENT PERCENTAGE
HIGHLY SATISFIED 21 21%
SATISFIED 57 57%
DISSATISFIED 11 11%
HIGHLY DISSATISFIED 11 11%
TOTAL 100 100%
➢ 21% CUSTOMERS ARE HIGHLY SATISFIED WITH THE AFTER SALE

SERVICE OF “XYLO”.
➢ 57% CUSTOMERS ARE ONLY SATISFIED WITH THE AFTER SALE SERVICE
OF “XYLO”.
➢ 11% CUSTOMERS ARE NOT SATISFIED WITH THE AFTER SALE SERVICE
OF “XYLO”.
➢ 11% CUSTOMERS ARE HIGHLY DISSATISFIED WITH THE AFTER SALE

SERVICE OF”XYLO”.
ICBM-
SBE
Page |2
INTERPRETATION -13
13. COMPANY CONTACT & COMMUNICATION

AFTER SALE

RESPONDENT
ONCE IN A MONTH 25 25%
ONCE IN A QUATER 14 14%
ON EVERY OCCASSION 14 14%
ICBM-
SBE
Page |3
NEVER 46 46%
TOTAL 100 100%
➢ ACCORDING TO 25% CUSTOMERS, COMPANY CONTACTS THE

CUSTOMER ONCE IN A MONTH.
➢ ACCORDING TO 14% CUSTOMERS, COMPANY CONTACTS THE

CUSTOMER ONLY ONCE IN A QUATER.
➢ ACCORDING TO 14% CUSTOMERS, COMPANY CONTACTED THE

CUSTOMER ON EVERY OCCASSION.
➢ ACCORDING TO 46% CUSROMERS, COMPANY DID NOT CONTACTED THE

CUSTOMER TILL NOW.
ICBM-
SBE
Page |3
FINDINGS
ICBM-
SBE
Page |2
FINDINGS
Basing on the data gathered from the customers, which was analyzed, the
following observations are made.
➢ M&M is providing quality products to the customers.
➢ By finding Mahindra XYLO as a family car, majority of the customers preferred it.
➢ Mahindra XYLO has an ability to give total value to the customers.
➢ Majority of the customers are really satisfied with the XYLO’s price. The XYLO’s
price is very reasonable when compared to the TATA SAFARI and TOYOTA
INNOVA.
➢ Most of the customers are really satisfied with “XYLO”
➢ Now a day’s family members are playing a major role in buying pattern and specially
kids are playing a vital role in deciding the colour of the car. Apart from that, majority
of the customers are taking their own decision in buying “XYLO”
➢ Most of the customers are attracted to purchase XYLO through the TV

advertisements. Also print media like magazines and newspapers Played a major role
in the sale of “XYLO”
ICBM-
SBE
Page |2
➢ 79% customers have gone through the finance. Now it could be a great opportunity
for those banks, which are providing auto finance to the customers.
➢ Large amount of customers believe that TV advertisements are really helpful in

decision making. But some customers thought that, TV advertisement is not so much
helpful in decision making.
➢ Almost 78% customers are satisfied with the after sale services.
➢ The spare parts of the XYLO are easily available in the market,
➢ Customers are really satisfied with XYLO and the majority of the customers would
suggest to their friends or family members to buy XYLO in future.
➢ 46% customers said that, Company did not contacted them even a single time after
they bought the “XYLO”.
➢ Most of the customers wants music system and luggage space in the “XYLO”
ICBM-
SBE
Page |2
SOME MAJOR FACTS AND INFORMATION
➢ Customers are highly dissatisfied with the XYLO E2 model. The customers are not
ready to pay 6,50,000/- to buy the base model of the XYLO, but they are very much
ready to pay 8,00,000/- to buy top model (E8).
➢ A.C is the major problem, which customers are facing in the E2 model.
➢ TOYOTA INNOVA could be a major threat to Mahindra “XYLO”.
➢ Customers are also facing problem at the time of servicing.
➢ Some customers are demanding a unique feature in XYLO. They want a small
refrigerator in the “XYLO”.
➢ 25% to 30% customers have changed their decision from INNOVA to XYLO. 25 to
30% customers wanted to buy TOYOTA INNOVA but after launching the
MAHINDRA XYLO they changed their decision.
ICBM-
SBE
Page |1
I did some extra activity during the survey. I chose 4 main markets of Lucknow city and
find out 100 MPVs which were running in the city. This activity took four day.
After the completion of this activity I found that.
Out of 100 MUVs
TOYOTA INNOVA 25
MAHINDRA SCORPIO 20
TATA SAFARI 18
TOYOTA QUALIS 14
CHEVROLET TAVERA 11
MAHINDRA XYLO 07
MISTUBISHI PAJERO 05
TOTAL 100
As we know that, Mahindra XYLO was launched recently in the Indian market. In its
initial stage Mahindra XYLO have got 30,000 bookings within the three months span.
Mahindra XYLO is going to give a tough competition to its competitors.
We are expecting that Mahindra XYLO would be a successful car in the future and also
Mahindra XYLO has an ability to be a market leader.
ICBM-
SBE
Page |3
LIMITATIONS
ICBM-
SBE
Page |1
LIMITATIONS
Taking the market conditions into consideration the survey, which includes a
sample of 100, was a respective one.
➢ Due to the limitation of span of time and limited resources survey was conducted for a
period of 4 weeks.
➢ The geographic region covered for the survey was limited to the boundaries of
Lucknow and Gorakhpur city.
➢ Improper response from customers and buyers, but it was minimal.
➢ The survey was conducted at the residential localities and the person who owns the
Mahindra XYLO.
➢ Minimal possible bias in administrating the questions at the survey conducted areas.
➢ The reaction and attitude are subjected to changes according to the needs and time.
➢ Some locations in the Lucknow city were very difficult to find out, so to cover tehose
areas I took telephonic interview.
➢ Especially in telephone, customers were not responding properly. But it was minimal.
ICBM-
SBE
Page |3
SUGGESTION
SUGGESTIONS
ICBM-
SBE
Page |1
After analyzing the findings, the following suggestions have been prepared.
Great care has been taken in making these suggestions for improvement of customer
satisfaction:
➢ A constant urge to upgrade and keep pace with the changing times gives organization
the competitive advantages or cutting edge over the competition.
➢ The service centre must be ready with all type of spare parts all over the time.
➢ Improve the cooling system in XYLO base model.
➢ The after sale service has to be improved and make availability at service centres even
in rural areas so as to face the competition existing in the MPV segments.
➢ Introduce new multicolour graphics, which would be attracting more people,

especially kids.
➢ There is very less advertising for Mahindra XYLO. The advertising has to be done
repeatedly so that the brand awareness could be maintained and new customers are
attracted, which helps in improving the market share.
➢ Introduce low instalments and low down payment schemes to attract more people.
➢ Satisfy existing customers by giving more values and offers.
➢ Company has to contact the customers more and more frequently.
ICBM-
SBE
Page |1
➢ There is a heavy demand for Mahindra XYLO in the market, so the supply has to be
improved to meet the demand of the customers.
➢ Inspect the servicing centres continuously so that they try to follow rules and
regulations strictly, and will serve the car on time.
➢ Try to maintain reasonable price of the XYLO, as this is the key factor in customer
buying decision.
➢ All the cars of Mahindra must be available at the each and every showroom.
➢ Company must try to tap the rural areas with the help of print media and hoardings.
ANNEXURE
ICBM-
SBE
Page |2
QUESTIONNAIRE
Name: ....................................
Date: ..................................
Q1: What is/was your need regarding Xylo?
.................................................................................................................
Q2: Are you getting total value of the money?
High Value Total value Somewhat Value Nothing
Q3: How is price of the “Xylo” ?
Very costly Costly Reasonable
Q4: What do you want extra in “Xylo”?
1......................................... 2 .......................................... 3..........................................
Q5: Top Of Mind (TOM)
a) How do you got to know about “Xylo”
Advertisement Friends Newspaper Magazines Others
ICBM-
SBE
Page |1
Q6: Mode of purchase?
Finance Cash
Q7: Who influence to purchase “Xylo”?
Self Decision Kids Friends Other Family
Member
Q8: How much you are satisfied with “Xylo”?
Highly satisfied Satisfied Highly Dissatisfied Dissatisfied
Q9 : Is advertisement is helpful for decision making ?
Really helpful Sometime helpful It is not helpful
Q10: Availability Of “Xylo” Spare parts .
Hardly Available Available Easily Available
ICBM-
SBE
Page |1
Q11: Brand Preference?
Xylo Scorpio Safari Innova
Q12: Are you satisfied with the after sale service of “Xylo” ?
Highly Satisfied Satisfied Dissatisfied Highly Dissatisfied
Q13: How is your Company contact?
Once in a month Once in quarter On every Occasion Never
ICBM-
SBE
Page |3
BIBLIOGRAPHY
ICBM-
SBE
Page |3
BIBLIOGRAPHY
BOOKS AUTHOR
MARKETING MANAGEMENT PHILLIP KOTLER, KOSHI & JHA
PRINCIPAL OF MARKETING PHILIP KOTLER & AMSTRONG
RESEARCH METHODOLOGY R.C KOTHARI
CONSUMER BEHAVIOR LOUDON & DELLA BITTA
WEBSITES:
http://www.mahindra.com
http://www.carwale.com
http://www.google.com
PRINT MEDIA:
➢ THE TIMES OF INDIA

➢ THE HINDU
➢ AUTO EXPO MAGAZINES
➢ AUTO CAR MAGAZINES
ICBM-
SBE
Page |1
➢ BUSINESS WORLD MAGAZINES
ICBM-
SBE

A Project Report On Buying Behavior

Uploaded by

Document Information

Original Description:

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

A Project Report On Buying Behavior

Uploaded by

Copyright:

Available Formats

Page |1

against Rs.221.1 crores in the same period last year.

AN OVERVIEW OF CONSUMER BUYING BEHAVIOUR

Factors Affecting Consumer Buying Behaviour:

Consumer buying behaviour is influenced by the major three factors:

Attitude is an enduring organization of motivational, emotional, perceptual and

Consumer decision making process generally involves

Sources of information include:

Example: (continuing from previous…)

Consumers’ evaluates criteria refer to various dimension; features, characteristics

Example: (continuing from previous…)

Example: (continuing from previous…)

Consumer favourable post-purchase evaluation leads to satisfaction. Satisfaction

Example: (continuing from previous…)

INTRODUCTION TO AUTOMOBILE INDUSTRY

Facts & Figures

The automobile industry in India is on an investment overdrive. Be it passenger car or two-

appears to be in a scramble to hike production capacities. The country is expected to witness

Industry performance in 2008-09

HSTORY OF MAHINDRA & MAHINDRA AUTOMOTIVE

M&M started its operation as a manufacturer of general-purpose utility vehicles. It assembled

MAHINDRA RENAULT LOGAN

Performance Of Mahindra XYLO

PRODUCTS OF MAHINDRA AUTOMOTIVE

MAHINDRA RENAULT “LOGAN”

MILESTONES, AWARDS AND ACCOLADES

M&M’s 61st year was studded with a number of noteworthy achievements,

DUAL HONOURS FOR CHAIRMAN MR. KESHUB MAHINDRA

SLEW OF HONOURS FOR MR. ANAND MAHINDRA

HIGHEST CRISIL RATING FOR M&M

DUN & BRADSTREET AMERICAN EXPRESS CORPORATE AWARDS

MAHINDRA RECEIVES AMITY HR EXCELLENCE AWARD

GLOBAL HR EXCELLENCE AWARD FOR M&M

M&M WINS BOMBAY CHAMBER GOOD CORPORATE CITIZEN

GOLDEN PEACOCK AWARD FOR EXCELLENCE IN CORPORATE

BEST AUTOMOTIVE MANUFACTURING SUPPLY CHAIN

HIGH RANKINGS FOR MAHINDRA

1954 Manufacture of Vehicles undertaken in collaboration with Kaiser Jeep

1965 FC 150 Petrol Trucks introduced.

1986 CJ 640 DP Vehicle introduced.

SEGMENT FEB-09 FEB-08 YTD FEB-09 YTD-FEB-08

1993 The Mahindra Armada was launched

1008 2751 12461 22823

451 719 7834 9310

➢ Mahindra Navistar Automotives Limited Exports Sales is 75 Vehicles

M&M FY 2008-09 Q3 net profit down 99%

SPONSERSHIP OF MAHINDRA & MAHINDRA

Mahindra Group sponsors NASCAR Nationwide Series

Tested across the country

Tested across the globe

All in all, this car surely puts sedans out of fashion.

➢ Ski rack – (N/A)

SEAT & INTERIOR TRIMS

➢ Theatre Style Seating (8)

➢ Height adjustable driver seat

COMFORT & CONVENIENCE

➢ Ski rack – (N/A)

SEAT & INTERIOR TRIMS

➢ Theatre Style Seating (7,8)

COMFORT & CONVENIENCE

➢ Digital Clock – (N/A)

SEAT & INTERIOR TRIMS