Background of Maruti

Maruti Suzuki India Limited ("Maruti") is the country's largest passenger car
manufacturing company with a market share of 46%.

The company has two manufacturing facilities located at Gurgaon and

Manesar, south of New Delhi, India

It offers 15 brands and over 150 variants

It reported consolidated revenues of $4.8 billion in 2010 and manufactures cars

in all segments - passenger cars, hatch backs and sedans

The company is currently making 1.2 million vehicles annually and it has target
of expanding to 1.75million by the year 2013

What all goes into maintaining the numero

uno position?
Maruti always creating favorable conditions for customers' to be able to
come and buy our products.
It have a specialized focus on different markets and are always the first
company to tap every single source for incremental sales.
It develop portfolio catering to various segments. Like Maruti have seen
that one-third of the customers' are fresh buyers.
It is a tough task to get them to our showrooms and persuade them to
buy. they offer compelling reasons for them to buy now.
-R.C.Bhargava

Company Philosophy:

Spreading the countrywide network to reach out to

more and more customers in tier-II, tier-III cities.

GM sales

Ref: www.marutisuzuki.com/pdf/Organaisational-profile.PDF

CBH

DIVISION OF INDIA AS PER MARUTI SUZUKI

NORTH

WEST

WEST 2

WEST 1

WEST 3

WEST 4

EAST

SOUTH

GENERAL MANAGER SALES

(DOMESTIC)
C.B.H

SALES ORGANIZATION STRUCTURE

AT T.R Sawhney motors, Delhi

(COEPORATE BUSINESS
HEAD)

ZONAL HEAD

OWNER
C.E.O

T R Sawhney
Motors

GENERAL MANAGER
SALES MANAGER -1
TEAM LEADERS - 8

SALES EXECUTIVE
(5-6 IN ONE TEAM)

REGIONAL SALES MANAGER

TERRITORY SALES MANAGER

Distribution Channel Expansion Plan

(Next 5 years)
Network expansion
is strategic to
Marutis business
and it would
continue to focus
on it.
Market target to
double its sales
network in next
five years, in line
with the company's
sales plan.
7

Ongoing activities to increase sales:

Maruti Suzuki continues to enhance the
customer experience through its sales outlets
and targets to take it to the next level.

In this endeavour, the company has undertaken a

unique initiative of upgrading its three year old
showrooms under project 'Nav Nirman'.
The objective of 'Nav Nirman' is to provide
customers uniform buying experience across the
country.

Positioning cars to increase sales:

Latest Report(2nd April 2013)

The company sold a total of 125,952 units in
March 2013 reflecting a growth of 3.3 % over
March 2012. This includes 13,228 units for
exports, a growth of 14.7%.
The total sales in March 2013 are the highest ever
monthly sales in the Company's history. The
previous high in total sales was in March 2012 at
121,952 units.
The domestic sales in March 2013 are also the
highest ever monthly domestic sales in
Companys history!
Source: http://www.marutisuzuki.com/Maruti-Suzuki-Sales-in-March-2012.aspx

10

SALES

11

DISTRIBUTION

12

Sales Strategy
(Learning's from Marutis previous years success story)
Maruti offer a combination of schemes to maintain a consistent
growth in sales.
One of the most interesting one is the pan India campaign - Mera
Sapna Meri Maruti - targeting rural markets and panchayat
functionaries.
We have a strong brand value there and vast chunk of prospective
car buyers prefer Maruti products.
While the employee referral scheme called 'Lalkaar, 'Wheels of
India' scheme for state government employees, 'First Class Offer'
for railway employees, vendors scheme 'Hum Sath-Sath Hai' and
'Power Deal' for NTPC employees have also been successful in
generating incremental sales in the past.
Source:
13
http://economictimes.indiatimes.com/features/auto/the-man-behind-marutis-sales/articleshow/3122060.cms

Territory Allocations
Rural India Outlets Target in the next two
years:450
Maruti Suzuki plans to double the number of its outlets in rural India from the
present 231 to around 450 in the next two years. By this time, the total number
across the country will be closer to 1,000, up from the existing 680 dealerships.

14

Dealers & Distributors-DELHI

15