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ADMINISTRATIVE MANAGEMENT COLLEGE

BANGALORE -560083

Case study
AT
PRERANA MOTORS PVT LIMITED

SUBMITTED BY

ASHWIN A.P (15SBCMD004)

SUBMITTED IN PARTIAL FULFILMENT


FOR DEGREE OF MASTER OF BUSINESS ADMINISTRATION

Internal Guide External Guide


PC SAHU Chandrappa A.S
(General Manager)
Prerana motors Pvt Ltd.

Abstract

Undertaking a study on sales process:

This is very crucial for any organizational growth, by which we can find out
the means for growth in the sales volumes.

Major findings: Though the company has a robust sales process, volumes
are stagnant at this time. To grow further, we'll have to find out the platforms
and pipelines for enhancing the sales volume.

How will this be employed? These findings have to be encompassed into


the existing sales process by rigging it and adapting minor modifications in
the sales process.

Recommendations-what, why and how?


Though the company has a robust process, they have missed out a large
segment of captive sales, which can be corrected by a focused and dedicated
team.
Abstract (contd.)

Doing this is necessary to channel the resources and direct company growth in
forward and positive direction.

This can be done by

1.Aligning the company's growth goals with the employees' personal goals, so
that they are motivated to work for the same, resulting in common growth.
2 Analyzing the team's efforts are falling short.
3. Focusing efforts to specific target groups.
4. Comparing the market strategies of the competitors to analyze where we are
falling short.
5. Redesign sales strategies to focus on changing market dynamics.
INTRODUCTION

Prerana motors pvt ltd,

Company was established in the year 1991, and now they are the 2th largest sellers of Tata
commercial vehicles in India...They started with 55 employees; today company is celebrating
the SilverJubilee. Today company has grown very large and employing more than 1600
employees and around 400 indirect employees.
Prerana Automobiles as a unified aerated and cooled showroom of Tata car
is one of its kind in Bangalore, spread effortlessly and enriched carefully
over a great 108165 sq. at Bangalore, Being furnished with amiable front
office staff and skilled expert specialists, provide an immaculate of value
Service and Reliability.

Prerana expanded its wings into

-Dealer for FIAT Vehicles sales service and spares.


-Dealer for YAMAHA bikes & scooters sales service & spares.
-Distributor for the entire state for TATA Passenger Car spares parts
-Distributor for Northern Karnataka for TATA Commercial Vehicles spares parts (Specific
range)
-All types of Insurance auxiliary services less than one roof.
Product Range at Prerana motors:
They deal in various types of vehicles such as SUV S, MCV AND ICV, HCV, TRUCKS, and CARS.

SCV
Ace Zip
Ace HT and EX
Super Ace mint
Ace mega
Xenon pickup

MCV
LPT 1613 Refuse compactor
LPT 1613 Road sweeper
LPK 2518 Tipper

LCV
407 pick up
709 pick up
Observation:

Prerana deals volumes were great till the end of 2013-14, and began descending from
the last qtr. of 2014-15, however deals have become imperceptibly amid the happy
season they couldn't coordinate the volumes of 2013-14. In this way Detailed study on
their business procedure and stages have attempted. They couldn't coordinate the offers
of 2013-2104 because of different reasons and they battle amid 2014-2015 to update
their deals. In the year 2103-14 the aggregate offers of prerana engines were 5872.but
in one year from now deals has declined. This is on the grounds that there were not
concentrating on hostage deals. There hostage deals was just 2% in the year 2105-2016.
I have given answers for their issues .
Analysis of sales process of prerana motors
Insight of having good sales process, sales are become stagnant or de grown year on year.
Detail analysis on their enquiries it is observed they are concentrating only on the first time
users; this could be due to is to find new customers through reference in the market through
their existing customer

AP MA TO
RI M JU JU AU SE OC NO DE JA FE RC TA
YEAR L AY NE LY G P T V C N B H L
587
2013-2014 395 461 552 609 617 510 473 451 491 491 372 450 2
592
2014-2015 327 408 470 455 577 581 585 524 463 564 527 448 9
495
2015-2016 282 211 374 376 394 420 454 475 463 513 472 524 8
700

600

500

400
2014-2015
2015-2016
300 2015-2016

200

100

0
APR MAY JUNE JULY AUG SEP OCT NOV DEC JAN FEB MAR
Recommendations to overcome the problems:

Objectives of captive sales


Objective : Positively Engage with customers and provide end to end business solutions to expand
business and enhance the retail volumes
Captive Customers: Customers who requires control over all his business parameters and owns a fleet.
Business Benefit solutions to Customers:
Logistic Solutions
Maximize the Capacity Utilization of the Vehicle
Route Planning
Season Planning
Downtime Reduction in loading unloading practice
Body Recommendations
Custom Solutions to maximize the vehicle utility
Business Development
Provide avenues for additional business by mobilizing the business ( Optional)
Service Solutions
Capability development:

Trainings on:
Product
Service
Sales Process
Communication Skills
Prerana Way of Living (Code of Conduct)
Listen to Understand
Convey requirement without grey points
Business Etiquettes
Customers Business training.
CONCLUSION

The in depth analysis encompassing all most all aspects of the automobile industry has
revealed that sales process plays a very important role in the success of products.
The analysis reveals that undoubtedly TATA products has good quality and competes
with other companies.
The information gathers clearly support the view held that Prerana motors is second
position in India.
The analysis reveals that at the pioneering stage it maintain the sales of Prerana is
second position and, introduced many new techniques with different price strategies.
Advertising also plays an important role for success of the product. The information
gather from respondents reveal that prerana motors has more models when compared
with its competitors, and the price range of Tata has less when compared with its
competitors. This is also one of the reasons for good sales.
The sale of Prerana motors is more because it has created its own image and gain
brand loyalty among customers.
The price range of Tata is very high and the marketing of the product is not that
effective.

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