Documente Academic
Documente Profesional
Documente Cultură
Contents
Dedication .................................................................................................................................. 8
Acknowledgement ..................................................................................................................... 9
EXECUTIVE Summary........................................................................................................... 11
Demographics ...................................................................................................................... 12
Technology .......................................................................................................................... 14
Gender: ............................................................................................................................. 16
Income: ............................................................................................................................ 16
Age: .................................................................................................................................. 16
Occupational: ................................................................................................................... 16
Positioning ........................................................................................................................... 16
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Competitor ........................................................................................................................... 21
Participants ........................................................................................................................... 27
Demographics ...................................................................................................................... 28
Income.............................................................................................................................. 28
Age ................................................................................................................................... 28
Occupational .................................................................................................................... 29
Psychographics .................................................................................................................... 29
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Company Resources............................................................................................................. 30
Financial ............................................................................................................................... 30
People................................................................................................................................... 31
Time ..................................................................................................................................... 31
Skills .................................................................................................................................... 31
Strengths .............................................................................................................................. 35
OEM ................................................................................................................................. 35
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Mechanics ........................................................................................................................ 35
Weakness ............................................................................................................................. 36
Opportunities........................................................................................................................ 37
Threats.................................................................................................................................. 38
Product ..................................................................................................................................... 41
Introduction: ..................................................................................................................... 41
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Automobiles ......................................................................................................................... 51
Specifications ....................................................................................................................... 53
Specifications ....................................................................................................................... 56
Specifications ....................................................................................................................... 58
Specifications ....................................................................................................................... 61
APV 1500cc(Imported).......................................................................................... 62
Specifications ....................................................................................................................... 63
Specifications ....................................................................................................................... 65
Specifications ....................................................................................................................... 67
History.................................................................................................................................. 68
Price ..................................................................................................................................... 70
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Price-Adjustment Strategies................................................................................................. 79
PLACEMENT.......................................................................................................................... 81
Channel Levels..................................................................................................................... 83
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OBJECTIVES .................................................................................................................. 91
Promotion............................................................................................................................. 92
Integrated Communication................................................................................................... 93
Bibliography ............................................................................................................................ 98
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Dedication
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Acknowledgement
Every word of praise and gratitude goes to Allah Almighty whose blessings and
bounties are innumerable to realize and count, and due respect to Holy Prophet
(peace be upon Him) who enables us to recognize our creator and whose
teachings are a role model for us to follow in the time of darkness and despair.
Our extreme and heartiest thanks is for our Respected teacher, who guided us so
well at every stage of this project of Suzuki Motors when we could not just
step ahead without her kind assistance.
Letter of Transmittal
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As you will see, we have given the profile and history of Suzuki Motors and its
future endeavors. After that we have discussed each P of the promotion mix in detail. At the
end, we have done a detailed SWOT analysis of Suzuki Motors explaining its strengths,
weaknesses, opportunities and threats.
We pay our heartiest gratitude to Ma’am Aaffia to help us provide such a base. It
has been a great opportunity for us to improve and enhance our knowledge as well as our
learning capacities.
Sincerely Yours,
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EXECUTIVE Summary
The purpose of this project is to study and develop deep insight into the
organization and have a practical experience of what is going on in the market.
In short, what the market really is.
Our project is all about the marketing mix and the detailed analysis of the
marketing insight of Suzuki Motors which is a very fascinating project. In
this project of ours we have sorted out the procedure how the company does the
purchase and sales and on various issues related to its processes.
We started with the history and then explained the segments and target
groups of the organization. Then we explained the product, price, placement and
promotion one by one in great detail with the help of pictures, list prices, and
much more.
A detailed and very informative SWOT analysis is given in the last section
of this project which will surely communicate that how well we have understood
the marketing insights.
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Demographics
Society holds a global or summary belief that an organization is proper and worthy of
support. Suzuki takes pride in being the most trusted name all over Pakistan. Its
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vehicles are regarded as a status symbol. It is the guiding principles of Suzuki which
has strongly developed trust in the people.
Economic Condition
Pakistan, an impoverished and underdeveloped country, has suffered from decades
of internal political disputes and external ongoing conflict with India. However,
IMF approved the government policies, encourages by different foreign assistance
and renewed access to global market since 2001.
By following these policies government succeed to reverse the situation of economy
during last 8 months
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and they have very soft behavior by government for any legal action. Such unethical
activities destroy all law and legislation
Technology
Technological factor also very important and we haven’t control on it.
Technology is grooming with the passage of time. People also want that the
product that they have is full of technology. We never control on technology for
example you launched the product last year and your sale volume on that time is
very high but after sometime due to latest invention a lots of substitute exist in
market which affect on your business so you can’t hold on it.
The Webster's: definition goes like this: 1. The act of buying and selling in the
market. and 2. All business activity involved in the moving of goods from the
producer to the consumer, including selling, advertising, packaging, etc."
According to Philip Kotler and Gary Armstrong, two ideal marketing theorist,
“Marketing is a social and managerial process by which individuals and groups obtain
what they need and want through creating and exchanging products and value with
others.”
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Market size
First half of the year was the worst. Sales volume during this period has dropped
by 53% compared to last period of last year. Second half was somewhat better than first
half year. As it was grew by 33% over the first half year.
The market size of Suzuki has marginal improved by 2% over the last year in the
organized sector. During the year 593,479 units were sold against 580,604 units last
year. During the first half year Demand was 25% lower than same period of last year.
However this loss of demand was offset by the increased demand latter half year.
Market Segmentation
Dividing a market into smaller groups with distinct needs,
or marketing mixes
Target Marketing
“
Dividing a market into groups based on variables such as age,
gender, family size, family life style, income, occupation, education,
religion, race, generation and nationality
or
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Gender:
Suzuki has designed its Alto especially for females by giving it a unique
exterior and interior. It targeted women here.
Income:
Suzuki offers many different products in automobile product line to
make its product available for different income group people. It
targeted his market in all classes i.e. Middle ,Upper and Elite class.
Family Size:
Suzuki has launched Safari and APV to cover the consumer market of
people having big families. Here it targeted big families
Age:
SUZUKI particular products are popular with people of particular age,
i.e. swift and Liana for people 20-45 years old.
Occupational:
Products of SUZUKI are very popular among people belonging to
different occupation, i.e. Managers use Liana, Swift, farmers use
SUZUKI PICKUP, clerical staff use Alto.
Positioning
Small cars have been positioned in Pakistan as city cars, which are easy to
drive, give high mileage, with low operational cost and low price. Because of
the tremendous growth in the small car market, various global car
manufacturers are entering this market and thus leading to growing competition.
This has further led to each manufacturer positioning it, better than the rest; by
upgrading products, several versions, new technology giving discounts & offers,
better financing options.
Target customer –A first-time car buyer looking for the best affordable car in
the market .
Benefit –Good performance, good fuel economy. Good in price as well as
quality.
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Value proposition (time of difference) –The trusted and reliable cars with
access to the largest service network and commanding the highest resale value.
Positioning image – Worlds largest selling cars.
Porter’s 5 Force
The strategic business manager seeking to develop an edge over rival firms can use this
model to better understand the industry context in which the firm operates.
Here are the Porter’s 5 forces.
1. Potential new entrants
2. Bargaining power of buyers
3. Bargaining power of suppliers.
4. Threat of substitutes.
5. Industry Competition/rivalry between competitors.
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4. Threat of substitutes
Consumer preference is changing (Mini cars are being replaced
by compact or midsized cars)
5. Industry Competition/rivalry
between competitors
Industry competition between auto makers is fierce.
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The company was incorporated on November --, 1992 and joint venture
agreement was signed on August ---, 1993. The ground breaking ceremony was
held on April 17, 1993 and within a record time of 11 months, construction and
erection of machinery was completed. The first car rolled off the assembly line
on May 26, 1994. Official inauguration was done by President of Pakistan, Sardar
Farooq Ahmad Khan Leghari. Mr.Kawamoto, President of Honda Motor Company
Limited Japan was also present to grace the occasion. The company is listed on
Karachi, Lahore and Islamabad Stock Exchanges.
On July 14, 1994, car bookings started at six dealerships in Karachi, Lahore, and
Islamabad. Since then the Dealerships Network has expanded and now the
company has sixteen 3S (Sales, Service and Spare Parts) and thirty 2S (Service
and Spare Parts) Pitstops network in all major cities of Pakistan.
Since the commencement of production in 1994, the company has produced and
sold more than 150,000 cars till Oct, 2008.
Toyota motor
Toyota Motor Introduction Toyota Motor Corporation is one of the world‘s leading automakers,
offering a full
range of models, from mini vehicles to large trucks. Global sales of its Toyota and
Lexus brands, combined with those of Daihatsu and Hino, totaled 6.78 million
units in CY2003*. Besides its own 12 plants and 11 manufacturing subsidiaries
and affiliates in Japan, Toyota has 45 manufacturing companies in 26
countries/locations, which produce Lexus- and Toyota-brand vehicles and
components. As of March 2003, Toyota employs 264,000 people worldwide (on a
consolidated basis), and markets vehicles in more than 140 countries. Automotive
business, including sales finance, accounts for more than 90% of the company's
total sales, which came to a consolidated ¥16.05 trillion in the fiscal year to March
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Hyundai motor
The Hyundai Atos (also known as Amica and Santro Xing) is a city car produced by the Hyundai.
The original Atos was introduced in 1997. In 1999, it was joined by the less controversially styled Autos
Prime. It uses the G4HC Epsilon straight-4 engine. The mkII version comes with a 1086 cc G4HG
engine.
While most markets have phased out this model in favors of the new Hyundai i10, it is still
being manufactured in India, where it
The Santro was launched in Pakistan in 2000. As of December 2009, Pakistan is the only
country where the first generation autos is still being sold and the model has received no
upgrade
Adams motors
Adam Motor Company, Ltd. was an automobile manufacturer based in Karachi, Pakistan.
They were notable for producing the Revo, which was Pakistan's first indigenously designed
car. Production ceased in 2006 and their assets were put up for sale.
Initially Adam Motor was involved in assembling light trucks from Chinese components,
followed by a four-wheel drive sports utility vehicle.
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9%
40%
Atlas Honda motors
Toyota motors
49% Hyundai motors
Adam motors
Atlas Honda
STRENTHS
1.Brand name image
Smoother drive as compared to competitors
Efficient performance
Quality – ISO Certification
Highly loyal, committed and motivated employees
Hardworking, experienced and qualified staff STAYS
CLOSE TO CUSTOMERS.
o Technology, Bonuses and reward system for
employees
o UNDERSTAND THEIR NEEDS.
o EXCEED THEIR EXPECTATIONS
WEAKNESSES
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1 . Honda in Pakistan has a lower sale value than Suzuki and Toyota.
2. Its Distribution Centers are less people of Lower Class are unwilling
to buy it because of its image as high status car .
3.Honda’s are expensive to buy and maintain then its counterpart
rivals .
“It faces a long road in gaining trust and making ways to
remove the image that Honda’s are unreliable cars”
Toyota motors
STRENGTHS
1.
Toyota has become the generic name in the Pakistan market. Whenever the company launches
the new car in the market it has always the great support of the already market orientation so
the car introduced by it easily covers the introduction stage. People have a lot of trust for their
name and this is why Toyota is the leader in automobile industry.
2.
Toyota has a great strength for its 2.OD car, Toyota is the hot selling diesel engine car in Pakistan
and is the only company offering the diesel engine in this category of cars.
3.
The important edge over the company editors are the ample availability of the spare parts in the
markets. The price of spare parts is comparatively low and availability all over the country has
proved to be beneficial for the company.
4.
Toyota is a financially strong company. This can be seen by analysis of the
financial reports of the previous years.
5.
Toyota vehicles have got a much stronger resale value than other car in
Pakistan. This is why people prefer to buy a Toyota.
6.
Toyota vehicles are made according to the Pakistani environment. No doubt
the other cars are available but Toyota has an edge because it has learnt various conditions of the
Pakistan environment and people. So new additions
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There are some weaknesses in the dealership network. The dealers sometimes tend to deviate
from the recommended course of action and principles of Toyota. This results in customers
complaints sometimes.
3.
The company is besieged with internal operating problems which are not very serious. Because
of dependency on Toyota’s principles delivery of cars is done after 4-6 months. This is because
CKD kits are ordered four months before and once they arrive from Japan, assembly and
delivery takes some more time.
4.
A lot of effort is pull into the sales forecasting because of the changing political and economic scenarios.
For this reasons inventory has to be kept low.
5.
The company feels that one weakness is the changing policies of the government and also the
30% cash L/c margin. This has lead to an adverse environment.
Hyundai motors
Strength
It has Strong domestic market
Weakness
It has no new Design
It has no innovations
Adam motors
Strengths
Adam motors is market leader in Automobile Industry with high market share.
Adam motors produce low price car with low fuel consumption.
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Adam Motors Limited is India’s largest automobile company, with revenues of Rs.
35651.48 crores (USD 8.8 billion) in 2007-08.
The company’s dealership, sales, services and spare parts network comprises over 3500
touch points.
Adam Motors has been aggressively acquiring foreign brands to increase its global
presence.
weakness
Return on Investment on ADAM motors shares in low.
Adam has not got a foothold in the luxury car segment in its domestic market.
Market trends
The market trends of Suzuki are listed below:
SALIENT FEATURES:
Increasing young population
Changing lifestyle
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� melding the user's criteria with the spoken or unspoken company/group criteria,
� the company's needs (or family's needs, etc.) in general and in specific,
Participants
To make this project we make research and surveys and then we get the participants.The
participants of suzuki is as follows:
1: Suzuki Mehran is usually bought by female, teenagers, students and middle class. As it is
economical and unmatched fuel efficiency.
2: Suzuki Liana is usually used by family and business class. As it is a luxury car and can be
found in 1300cc and 1600cc
3: Suzuki Swift is usually used by youngster and teenagers. As it is innovator, unique and
stylish car.
4: Suzuki Ravi is usually used by farmers and transportation of goods. As Suzuki Ravi is the
veritable cargo vehicle with an amazing capacity for load-bearing and durability
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5: Suzuki Bolan van is usually used by the school van drivers for pick and drop of students.
Suzuki Bolan Hi-roof gives you everything you ever wanted in a van. It has tough engine to
carry large loads and plenty of room for passengers to enjoy a comfortable day long ride.
6: Suzuki Alto is usually used by business workers, employees and women like that car. As it
Smooth-riding comfort, Functional and easy to use, Sharp looks, Offering maximum efficiency
and powered by a 1.0-litre engine delivering peppy acceleration and responsive performance,
the Alto fully responds to today’s driving needs in smart and stylish fashion.
7: Suzuki APV is usually used by big families as it has large capacity. It has Heavy engine to
carry load, usually used for long drive.
8: Suzuki cultus is most selling car of Suzuki. As it is universal car used by
middle class. Suzuki Cultus assures everyone, exceptional value and quality.
Demographics
Gender
Suzuki ALTO is especially for females as it giving them a unique exterior and interior.
Income
Suzuki Mehran, Alto, Cultus are used by middle class and Suzuki Liana, Swift are used by
upper class.
Family Size
Suzuki Bolan and APV is used by market of people having big families.
Age
Suzuki particular products are popular with people of particular age, i.e. Cultus and Liana for
people 20-45 years old.
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Occupational
Products of Suzuki are very popular among people belonging to different occupation, i.e.
Managers use Liana, farmers use Ravi, clerical staff use Alto.
Psychographics
Social Class
Suzuki’s all products offered in Pakistan are for lower uppers, upper middle, and middle class.
Life Style
Suzuki’s automobile models are for people of different of life styles, i.e. Liana for achievers,
Mehran for survivors.
Loyalty segments:
Suzuki’s customers are loyal to it as it gives good service and its cars are for all segments. For
example Suzuki APV is for big families and customer with big family is loyal to this car. Suzuki
Mehran is for middle class and students so people related to this class are loyal to the company.
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Suzuki has largest market share and have largest market growth in
Pakistan.
As shown in Balance sheet below its assets in 2000 were 3458.2 and
in 2009 its assets increased to 10043.8
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People
Suzuki's people are its strength; they believe in investing in their people to bring out the best
in them. Each Suzuki member lives each Suzuki moment with customer orientation, positive
attitude and the drive to excel. People and employees of Suzuki are well-educated, very
efficient and very good in making customer relationship. Suzuki proud of its people.
Time
Suzuki is using the method “Just-in-time”. Just-in-time (JIT) is a management
philosophy that strives to eliminate
sources of manufacturing waste by producing the right part in the right place
at the right time. Waste results from any activity that adds cost without
adding value, such as moving and storing. JIT (also known as lean
production or stockless production) should improve profits and return on
investment by reducing inventory levels (increasing the inventory turnover
rate), reducing variability, improving product quality, reducing production
and delivery lead times, and reducing other costs (such as those associated
with machine setup and equipment breakdown). In a JIT system,
underutilized (excess) capacity is used instead of buffer inventories to hedge
against problems that may arise. So Suzuki’s customers are loyal to it.
Skills
Suzuki’s people have great skills of marketing. As they
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Our Mission
To provide automobile of international
quality at competitive price
To improve skills of employees by imparting
training and inculcating in them a sense of
participation
To achieve maximum indigenization and
promote the automobile vending industry
To contribute to Pakistani society through
development of industry in general and
automobile industry in particular
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Corporate objectives:
provide high quality reliable and comfortable cars
financial objective:
Suzuki,s financial objectives are to make money.
Marketing objective
main objective is world domination,with regard to supplying cars.
. To increase market share - If a firm is able to increase its market share, it shows that it is
winning customers from its competitors; so many businesses have increasing market share as
one of their key aims.
. To improve the quality of the product or service - In most markets, customers have a choice
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about the product or service that they use. If the quality of a product is not as good as that of
its competitors it is likely to loose market share.
Enhancement of Finance
Increase in Responsibilities
Corporate culture:
Corporate culture is the collective behavior of people using common
corporate vision, goals, shared values, beliefs, habits, working language,
systems, and symbols. It is interwoven with processes, technologies, learning
and significant events. In addition, different individuals bring to the
workplace their own uniqueness, knowledge, and ethnic culture. So
corporate culture encompasses moral, social, and behavioral norms of
your organization based on the values, beliefs, attitudes, and priorities of its
members.
Corporate culture can be transformed, but leadership to sustain anything that
sweeping has to come from "the top."
The corporate culture of Suzuki is “fosters flexibility and innovation”
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SWOT Analysis
Strengths
Increasing Demand for Cars
In Pakistan context there are 9 cars in 1,000 persons which is one of the lowest in the
emerging economies which itself speaks of high potential of growth in the auto sector and more
so in the car production.
Rising per capita income with changing demographic distribution and an anticipated
influx of 30 to 40 million young people in the economically active workforce in the next few
years provides a stimulus to the industry to expand and grow.
OEM
The local OEM of Pakistan is well equipped with enough advance technology and
skilled labor to produce parts according to the desired quality of any foreign company.
CNG kit
The advantage of buying local assembled cars is that they comes with factory fitted
CNG kits at the times when the prices of fuel rising at higher pace internationally.
Mechanics
For local assembled cars mechanics are readily available in market and much cheaper
so the buyer has not to worry about any problem that can occur in the car in long term whereas
the availability for imported cars is a bigger issue for the owners and if somehow they are able
to find one then the mechanics charges much higher than actually it should be charged.
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Weakness
WTO—Deletion Program
THE World Trade Organization (WTO) has rejected Pakistan’s request for the
extension of the deletion program which enabled it to lay down the condition of the local
content requirement (LCR). Under LCR, the automobile and other engineering industry was
required to use locally manufactured parts and accessories in terms of government’s deletion
policy. The condition of the LCR was an aberration to the Clause 5.2 of the WTO Agreement
on Trade Related Investment Measures (TRIMs), Article III–-National Treatment under the
GATT, 1994.
WTO’s decision for not extending its deletion program / LCR condition has varied
impact on Pakistan’s vendor industry, automobile assemblers, car users and the government.
Input Cost
In Pakistan as the inflation is increasing so as the input costs and for manufacturers it
is becoming harder to produce at lower cost. Increasing cost of energy and its unreliable and
inconsistent supply adds up the cost of manufacturing and wastage of resources. It is estimated
that by the year 2012, auto industry consumption of electricity will cross 500 – 600 MW from
around 250 - 300 MW, as of now.
Protection Level
Before the TBS was introduced the auto industry was well protected by the government
but now as the import of CKD and CBU is liberalized the protection level to industry by
government is decreased.
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Opportunities
Baggage Fuel
As the fuel prices are rising in world Pakistan should switch to Ethanol Fuel as Brazil
is using. Ethanol Fuel is produced by Molasses. Pakistan is one of the country which produces
good quantity of molasses but the engines of the local cars do not support ethanol so Pakistan
should acquire the Technology to produce ethanol compatible cars. In Brazil they use 90%
Ethanol and 10% petroleum whereas Pakistani cars with default engines can afford only 3%
Ethanol.
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is projected to increase by 185 per cent while the exports of auto parts would make quantum
jump.
Threats
WTO—Parts Indigenization
SMUGGLING OF AUTO PARTS
The auto industry is generally faced by multiplicity of taxes; the presumptive tax regime
has led to increase in prices of imported inputs and the finished goods. Component
manufacturers are struggling to compete with under-invoicing, miss declaration and
smuggling. Import of used parts is still continuing at a large scale. Smuggling, under-invoicing
and dumping of auto parts
Fuel Prices
According to the authorities the fuel prices which currently are Rs 68.8 and are going to
increase by more Rs. 6 by the end of Feb 1,2010.
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MARKETING MIX
A Marketing mix is the division of groups to make a particular product by pricing, product,
branding, place, and quality. Although some Day1 marketers have added other P's, such as
personnel, packaging and physical evidence, the fundamentals of marketing typically identifies
the four P's of the marketing mix as referring to:
"Marketing Mix" is set of correlated tools that work together to achieve company's objectives,
they are: product, price, promotion, place.
The set of controllable tactical marketing tools, product, price,place and promotion - that the
firm blends to produce the response it wants in the target market:
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each year for the past decade while most other forms have suffered. It is the only form
of advertising that targets all five senses and has the recipient thanking the giver. Public
relations are where the communication is not directly paid for and includes press
releases, sponsorship deals, exhibitions, conferences, seminars or trade fairs and events.
Word of mouth is any apparently informal communication about the product by
ordinary individuals, satisfied customers or people specifically engaged to create word
of mouth momentum. Sales staff often plays an important role in word of mouth and
Public Relations
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Introduction:
As a new product much time will be spent by the
organization to create awareness of it presence
amongst its target market. Profits are negative or
low because of this reason.
Growth:
If consumers clearly feel that this product will benefit
them in some ways and they accept it, the
organization will see a period of rapid sales growth.
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Maturity Stage
Three phases of this stage are:
Growth (Sales growth rate starts to decline) Eg:
Suzuki sold 3,436 units in Feb ’07 (7% increase over Jan ’07 but
less than Feb ’06 over Jan ’06 increase)
Stable (Sales flatten) Eg: Suzuki’s Alto, and Swift sales stood at
34,759 units in July ’08 as against 34,737 units in July ’07 (up
0.2%).
Decaying Maturity (Absolute level of sales starts to decline)
Eg: Suzuki sold 5,970 units in July ’07, but only 4,953 units in
July ’08 (17% decline)
Levels of Product
There are three levels of product.
Core Benefit
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Actual Product
Augmented Product
Core Benefit
The most basic level is the core benefit, which addresses the question
What is the buyer really buying? When designing the product Suzuki
marketers first define the core benefits or services that its consumer
seeks.
Actual Product
At the second level, product planners must turn the core benefit into
an actual product. Suzuki marketers develop product features, design,
a quality level, a brand name etc.
Augmented Product
Finally, product planners must built an augmented product around the
core benefit and actual product by offering additional consumer
services and benefits.
Product Classification
Products fall into two broad classes based on the type of consumers that use them.
Consumer Product
Industrial Product
Consumer Product
Product bought by final consumer for personal
consumption is a consumer product
Marketers usually classify these products further based on how consumers go about buying
them. It includes:
Convenience Product
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Shopping Products
Specialty Products
Unsought Products
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Industrial Products
Product
Branding Packaging Labelling Support
Services
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Product Attributes
These include:
Quality
Features
Style
Design
Branding
A name, term, sign, symbol, or design, or a combination of these that identifies
the product or services of one seller or group of sellers and differentiates them
from those of competitors is referred as a Brand ex “SUZUKI MOTORS” and the
process is called branding.
Product Line
A group of products that are closely related because
they function in a similar manner, are sold to the
same customer groups, are marketed through the
same types of outlets, or fall within given price range
The major product line decisions involve:
Product Line Length
Product Line Stretching
Upward
Downward
Both ways
Product Line Filling
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Brand Equity
The positive differential effect that knowing
the brand name has on customer response to
the product or service
Automobiles
Motorcycle
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Automobiles
Motorcycles
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Automobiles
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Specifications
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Specifications
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Alto 1000 cc
Smooth-riding comfort
Functional and easy to use
Sharp looks
Offering maximum efficiency and powered by a 1.0-litre engine delivering peppy
acceleration and responsive performance, the Alto fully responds to today’s driving
needs in smart and stylish fashion
An exciting set of new features now make the Alto even more stylish, more
convenient and more comfortableExterior
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Specifications
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Mehran 800 cc
Unrivalled in its class, Mehran is Pakistan’s largest selling car.
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Specifications
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APV 1500cc(Imported)
The New APV gives you everything you ever wanted in your
vehicle
Spacious interior for comfort
Tough engine to carry large loads
Plenty of room for passengers to enjoy a comfortable day long ride.
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Specifications
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Bolan VAN
The Suzuki Bolan Hi-roof gives you everything you ever wanted in a van
Spacious interior for comfort
Tough engine to carry large loads
Plenty of room for passengers to enjoy a comfortable day long ride
Air-conditioned model (dual thrust) has been recently introduced
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Specifications
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Specifications
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Recent Launch
History
With success stories in countries across the globe, the new Suzuki Swift
has embarked its journey in Pakistan. From the very beginning of the new Swift’s
development programme, a dedicated team of Suzuki designers and engineers
collaborated extensively with automotive professionals and motoring enthusiasts
in pursuit of Suzuki’s best compact car ever. Suzuki on track of its radical
programme of innovation, to reaffirm and strengthen Suzuki’s position as a leader
and innovator in compact car segment and to yield vehicles that embody unique
position of company being market leader in automobile industry. In pursuit of
this and satisfying market need of a compact car with latest technology; Suzuki
Engineers went into relentless effort to come up with new Suzuki Swift and
modify it according to the needs and requirement of Pakistani customer. New
Suzuki Swift has short yet impeccable history of Success, rewards and accolades.
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Price
The amount of money charged for a
product or service, or the sum of the
values that consumers exchange for the
benefits of having or using the product or
service the product or service
Considerations in Setting Price
The price the company charges falls somewhere between one that is too high to produce
any demand and one that is too low to produce a profit. Customer oriented pricing involves
understanding how much value consumers place on the benefits they receive from the product
and setting a price that captures this value.
General Approaches
Value Based Pricing
Setting prices based on buyer’s perceptions
of value rather than on seller’s cost
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It means that the marketer cannot design a product and marketing program
and then set the price. Price is considered along with the other marketing mix
variables before the marketing program is set.
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Types of Cost
Fixed cost – Cost that do not vary with production or sales level
Variable cost – Costs that vary directly with the level of production
Total cost – The sum of the fixed and variable costs for any given level of
production
Cost-Plus Pricing
Break-Even Analysis
Cost-Plus Pricing
Adding a standard markup to the cost of the product
𝐹𝑖𝑥𝑒𝑑 𝐶𝑜𝑠𝑡
𝑈𝑛𝑖𝑡 𝐶𝑜𝑠𝑡 = 𝑉𝑎𝑟𝑖𝑎𝑏𝑙𝑒 𝐶𝑜𝑠𝑡 +
𝑈𝑛𝑖𝑡 𝑆𝑎𝑙𝑒𝑠
𝑈𝑛𝑖𝑡 𝐶𝑜𝑠𝑡
𝑀𝑎𝑟𝑘𝑢𝑝 𝑃𝑟𝑖𝑐𝑒 =
(1 − 𝐷𝑒𝑠𝑖𝑟𝑒𝑑 𝑅𝑒𝑡𝑢𝑟𝑛 𝑜𝑛 𝑆𝑎𝑙𝑒𝑠)
Break-Even Analysis
Setting prices to break even on the costs of making and marketing
a product; or setting prices to make a target profit
𝐹𝑖𝑥𝑒𝑑 𝐶𝑜𝑠𝑡
𝐵𝑟𝑒𝑎𝑘 𝐸𝑣𝑒𝑛 𝑉𝑜𝑙𝑢𝑚𝑒 =
𝑃𝑟𝑖𝑐𝑒 − 𝑉𝑎𝑟𝑖𝑎𝑏𝑙𝑒 𝐶𝑜𝑠𝑡
Internal Factors
Customer perceptions of value set upper limit for prices and costs set lower
limit. Internal factors affecting pricing include the company’s overall marketing
strategy, objectives, and marketing mix, as well as other organizational
considerations.
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Target Costing
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PAK SUZUKI MOTORS set prices with consultation with its parent company in Japan.
External Factors
External factors include the nature of the market and demand, competitors’
strategies and prices, and other environmental factors. High taxes imposed by the
government on this industry are one of the major external factors.
The Market and Demand
Competitor’s Strategies and Prices
Economic Conditions
Resellers
Government
Social Concerns
Pure Competition
The market which consists of many buyers and sellers
trading in a uniform commodity
Suzuki Motors does not prevail in such type of market because it offers
different products ranging from very expensive products to reasonable products
and it mainly focuses the middle and upper class.
Monopolistic Competition
The market consists of buyers and sellers who trade over a range of
prices rather than a single market price
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Suzuki Motors does not prevail in such type of market because it offers
different products ranging from very expensive products to reasonable products
and it mainly focuses the middle and upper class.
Oligopolistic Competition
The market consists of a few sellers who are highly sensitive to each other’s
pricing and marketing strategies
Suzuki Motors prevail in such type of market because it offers different products
ranging from very expensive products to reasonable products and it mainly focuses the middle
and upper class.
Pure Monopoly
The market consists of a single seller
Suzuki Motors does not prevail in such type of market because it offers different
products ranging from very expensive products to reasonable products and it mainly focuses
the middle and upper class.
Economic Conditions
Economic conditions can have a strong impact on the firm’s pricing
strategies. Economic factors such as boom or recession, inflation, and interest
rates affect pricing decisions because they affect both consumer perceptions of
the product’s price and value and the costs of producing a product.
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Resellers
The company must also consider what impact its prices will have on other
parties in its environment. How will resellers react to various prices? The
company should set prices that give resellers a fair profit, encourage their support,
and help them to sell the product effectively.
Government
The government is another important external influence on pricing
decisions. Pricing decisions are subject to an incredibly complex set of customer,
company, competitive and environmental forces.
Social Concerns
In setting prices, a company’s short term sales, market share, and profit
goals may have to be tempered by broader societal considerations.
Market-Skimming Pricing
Market-Penetration Pricing
Market-Skimming Pricing
Approach under which a producer sets a high price for a new high-end product or a
uniquely differentiated technical product is called price skimming. Its objective is to 'skim'
maximum revenue from the market before substitutes products appear. After that is
accomplished, the producer can lower the price drastically to capture the low-end buyers and
to thwart the copycat competitors.
In its initial phases, sets up high prices, in order to "skim" the revenue layer by layer
from the market. It is normally suitable for situations when the quality and image of the product
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justify and support the premium price, when an adequate number of buyers are willing to buy
the product at the proposed premium price by the company. Market skimming is also suitable
when the cost of production of a small volume of products is not that high. Lastly, market
skimming is applicable when the competitors of the product are incapable of accessing the
market conveniently.
Market-Penetration Pricing
Strategy adopted for quickly achieving a high volume of sales and deep market-penetration
of a new product. Under this approach, a product is widely promoted and its introductory-price
is kept comparatively lower. This strategy is based on the assumption that are as follows:
This pricing strategy involves setting a low initial price in the attempt of
penetrating the market on a quick yet productive basis in order to win a large
chunk of the market share. In contrast to market skimming, market penetration
works when the market of the respective product is highly price sensitive or the
production and distribution costs share an inverse relationship with the sales
volume. Another suitable situation for market penetration would be when low
price plays a prime role in defeating and keeping out the competition.
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Price-Adjustment Strategies
Strategy Description
Discount and Reducing prices to reward
customer responses such as
allowance pricing paying early or promoting the
product
Segmented Adjusting prices to allow for
differences in customers,
pricing products, or locations
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2/10 net 30 - this means the buyer must pay within 30 days of
the invoice date, but will receive a 2% discount if they pay
within 10 days of the invoice date.
3/7 EOM - this means the buyer will receive a cash discount of
3% if the bill is paid within 7 days after the end of the month
indicated on the invoice date. If an invoice is received on or
before the 25th day of the month, payment is due on the 7th day
of the next calendar month. If a proper invoice is received after
the 25th day of the month, payment is due on the 7th day of the
second calendar month.
3/7 EOM net 30 - this means the buyer must pay within 30 days
of the invoice date, but will receive a 3% discount if they pay
within 7 days after the end of the month indicated on the invoice
date. If an invoice is received on or before the 25th day of the
month, payment is due on the 7th day of the next calendar
month. If a proper invoice is received after the 25th day of the
month, payment is due on the 7th day of the second calendar
month.
2/15 net 40 ROG - this means the buyer must pay within 40
days of receipt of goods, but will receive a 2% discount if paid
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PLACEMENT
A set of interdependent organization that
help make a product or services available
for use or consumption by the consumer
or business user
Every other P is affected by channel decision. Today, companies are using
multiple channels in a bid to woo customer.
Suzuki Motors has designed its distribution channels very strongly which is
the main cause of its success. The imaginative distribution systems of Suzuki
Motors have helped them in gaining competitive advantage.
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Channel Functions
To gather information about potential and current customers ,Competitors
, etc
To develop and disseminate persuasive communication about an offer to
stimulate purchasing.
To reach agreement on price and other terms so that transfer of ownership
can be affected.
To place orders with manufacturer.
To finance inventories at different levels.
To provide storage/movement.
To ensure payment.
Suzuki Motors perform all these function of distribution to get the success
in the modern era. This is one of the main reasons of its success and Suzuki
Motors always try their best to satisfy all the needs and want of their
customers.
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Channel Levels
A layer of Suzuki intermediaries that performs some work in brining
the product and its ownership closer to the final buyer is the channel
level. The number of Suzuki intermediary levels indicates the length
of a channel. There are two type of channels
Direct Marketing Channel
Indirect Marketing Channel
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Marketing channels of Suzuki Motors consist of firms that have partnered for their
common good
Each channel member of Suzuki Motors depends on the others
Each channel member of Suzuki Motors plays a specialized role in the channel
The overall channel success of Suzuki Motors depends on the success of individual
channel success
Channel Conflict
Disagreement among marketing channel
members on goals and roles-who should do what
and for what rewards is called channel conflict.
The disagreement over goals, roles and rewards among different channels
of Suzuki Motors sometimes generate channel conflict.
Horizontal conflict of Suzuki Motors- conflicts occurs among firms at
the same level of the channel of Suzuki.
Vertical conflict of Suzuki Motors- conflicts between different levels of the same channel
of Suzuki.
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Causes of Conflicts
Main causes of conflicts in Suzuki Distribution Process are:
Goal incompatibility
Unclear roles and rights
Differences in perceptions
Cooptation
Joint membership in and between trade association
Solutions to Conflict
When conflict is acute, there are three solutions:-
Diplomacy
Mediation
Arbitration
Diplomacy
Each side sends a person /group to meet with its counterpart to resolve conflict
Mediation
Resorting to a neutral third party who is skilled in conciliating their interests
Arbitration
When two parties agree to present their argument to 1 or more arbitrators and
accept their decision as final and binding
Channel Dynamics
Suzuki uses following types of marketing channels:
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retailers act as a unified system. One channel member owns the others, has
contracts with them, or has so much power that they all corporate.
Types of VMSs
Corporate VMS
Contractual VMS
Administered VMS
Corporate VMS
A vertical marketing system that combines successive stages of production
and distribution under single ownership – channel leadership is established
through common ownership.
Contractual VMS
A vertical marketing system in which independent firms at different levels of
production and distribution join together through contracts to obtain more economies or sales
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impact than they could achieve alone. A contractual VMS in which a channel member called a
franchiser, links several stages in the production process is called a franchise organization.
Administered VMS
A vertical marketing system that coordinates successive stages of production and
distribution, not through common ownership or contractual ties, but through the size and power
of one of the parties is called administered VMS.
Suzuki Motors has mainly focused on this channel because it is considered to be best
for automobiles companies and also give a lot of benefits.
Benefits
Important benefits of multichannel marketing systems are:
Channel Design
The channel design decisions include:
Analyzing customer needs
Establishing Channel Objectives
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Types of intermediaries
Number of marketing intermediaries
Terms and Conditions
Types of Intermediaries
A firm should identify the types of channel members available to carry out its channel work.
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Suzuki Motors uses the strategy of exclusive distribution for automobiles and motorcycles
but there is a room for selective distribution for motorcycles.
Channel Management
Selecting channel members – financial market reputation , servicing ability
Training channel members – esp. , dealers , salesman
Evaluating channel members – carrot/stick
Modifying channel arrangement – effecting changes when necessary.
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Retailing Process
All activities involved in selling goods or services directly to find customer for
personal, non - business use. Any organizing selling to find customer is retailing.
Types of Retailing
Specialty stores
Department stores
Supermarket
Convenience store
Discount Store
Off Price Retailer
Hyper markets
Catalog Showroom
Wholesaling Process
Wholesaling process includes all activities involved in selling goods/services to those
who buy for resale or business use and excludes manufacturers, farmers, retailers, etc.
Why Wholesalers?
More contacts/rapport
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More assortments
Customer benefit from bulk sales/buying
Warehousing
Transportation
Financing
Risk sharing
Market information
Counseling retailers/ industrial customers
Market Logistics
Deciding on company value proposition to consumer
Deciding on best channel design / network to reach customer
Operational excellence in sales forecast, warehouse, management, transportation, and material
management.
Implementing Solution with Best MIS, equipment, policies, and procedures.
OBJECTIVES
M= T + FW +VW + S
M= Total logistics cost of system
OBJECTIVES = MINIMIZE M
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Warehousing Decisions
Company must decide on number of inventory stocking locations. To reduce warehousing and
inventory stocking duplication costs the Suzuki Motors may centralize its inventory in one
place and use fast transportation to fulfill orders. Trend is “automated” warehousing where
computers handle everything and issuing invoices.
Inventory Decisions
When to order (reorder point)
How much to order
Inventory carrying cost
Just in Time
Transportation Decisions
There are six types of transportation system in Pakistan – Rail, Air, truck, waterway, pipeline
and internet
Promotion
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Integrated Communication
Carefully integrating and co-coordinating
the companies many communication
channels to deliver a clear consistent and a
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can find them if they need to, should be fine. But one or two will be real corkers, else you’d
not be doing the work!
5. What bite-sized messages can you break your themes down to?
Don’t confuse through making a message too complex or irrelevant. Are the end-users
really going to need to know all about how the technology works? Focus on what each person
needs to know and tell them simply and succinctly. Avoid jargon and too much background. If
people want that they can get it later. Less is more, as long as less gets to the point!
7. And finally
Map all these back to objectives and main themes – keep it focused on the end goals!
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Pull
strategy
A promotion
strategy that calls
for spending a lot
on advertising and
consumer promotion to induce final consumer to buy
the product
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Bibliography
www.paksuzuki.com
www.google.com
www.informaworld.com
www.pama.com
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