Eicher Motors

50 %
50 %
Information about Eicher Motors
Business & Mgmt

Published on March 12, 2014

Author: argharay56

Source: slideshare.net


Eicher Motors

Eicher Motors Case Analysis SDM, NMP Term IV Group 4 Abhijeet Tomar - 03 Argha Ray - 15 Khushal Malik - 28 Vipin Kathuria– 59

Context • LCV market liberalized in 1990 by GOI. • DCM Toyota, Allwyn Nissan, Swaraj Mazda and Eicher Mitsubishi are competitors. • Toyota has first mover advantage. • Eicher recovering from the midst of a financial crisis. • Spares and Reach drive sales success. • Nascent market cooling off.

Market Dynamics: • Target segment includes Inter City and Intra City Transport Service Providers, Small and Medium Traders and Cab Service Providers • Spares sold through Small Autopart Retailers and Garage Owners. • Market infested with unscrupulous middlemen. • Long waiting lines as a hangover of License Raj. • Toyota’s first mover advantage nullified as prominent well located showrooms symbolizes luxury, seldom a consideration for end users seeking usability and low operational costs.

Eicher’s Yardsticks: • Slump in Tractor market has caused precarious cash position. • It’s expertize in Tractor distribution can be easily leveraged. • Tractor market slump must have affected Eicher’s channel as hard as it did Eicher. • Diversification proposition into LCV to Eicher’s channel can be a unique selling point to strengthen relations and mitigate their risks. • Spares has to reach every nook and corner of the country to compete with private labels. • Existing distribution channel will not need large quantum investments. • Design separate channels for LCV and LCV spares.

Two Channel Design:

Design Rationale:

Channel Resonance: • Toyota’s folly is geared toward a luxurious Car market rather than LCV. • Mazda’s model may turn out to be more effective in terms of both sales and cost considering the target segment. • Carrying both a Tractor and LCV may make more sense for already scathed Tractor Dealers. • Impress upon Channel Members that cooling off in LCV market is due to overbooking by middlemen who kept real customers in abeyance due to flawed advance booking model. • Removing long waiting lines for immediate possession to real customers by removing advance booking will attract those who bit the dust with other competitors.

Channel Selection: • Exclusive Eicher Dealers. • After sales service is paramount. • Select those who had been brother in arms during hard days of Tractor market shock. • Quick learners who can seamlessly recast Tractor selling expertize to LCV sales. • Downstream partners who show signs of recovery as does Eicher.

Add a comment

Related presentations

Canvas Prints at Affordable Prices make you smile.Visit http://www.shopcanvasprint...

30 Días en Bici en Gijón organiza un recorrido por los comercios históricos de la ...

Con el fin de conocer mejor el rol que juega internet en el proceso de compra en E...

With three established projects across the country and seven more in the pipeline,...

Retailing is not a rocket science, neither it's walk-in-the-park. In this presenta...

What is research??

What is research??

April 2, 2014

Explanatory definitions of research in depth...

Related pages

Eicher :: Eicher Motors Limited :: Home

Eicher Motors Limited - Redefining the way people, goods and cargo move, leveraging world-class technology and our own passion for innovation!
Read more

Eicher Motor | eBay - Elektronik, Autos, Mode ...

Finden Sie tolle Angebote auf eBay für Eicher Motor in Motoren. Verkäufer mit Top-Bewertung.
Read more

Eicher Motors - Wikipedia, the free encyclopedia

Eicher Motors Limited (EML) (BSE: 505200, NSE: EICHERMOT) incorporated in 1982, is an Indian automaker company based in Gurgaon, India. Eicher Motors ...
Read more

Eicher Motors Stock Price, Share Price, Live BSE/NSE ...

Eicher Motors Stock/Share prices, Eicher Motors Live BSE/NSE, F&O Quote of Eicher Motors with Historic price charts for NSE / BSE. Experts & Broker view on ...
Read more

Traktorenlexikon: Eicher – Wikibooks, Sammlung freier ...

Die Gebr. Eicher nutzten diesen Vorteil für sich und bereits der ED 1 hatte die gleichen Merkmale wie die heutigen Eicher-Motoren.
Read more

Eicher Goodearth – Wikipedia

Firmengruppe. Zur Firmengruppe gehören Eicher Motors Ltd. mit den Bereichen Eicher Motors, Royal Enfield und Eicher Demm sowie die Tochtergesellschaften ...
Read more

Heritage - Eicher :: Eicher Motors Limited :: About Us

Heritage. Eicher Motors Limited (EML) is the flagship company of the Eicher Group, which was a catalyst in the green revolution in India with the ...
Read more

eicher motor | eBay - Elektronik, Autos, Mode ...

Tolle Angebote bei eBay für eicher motor standmotor. Sicher einkaufen.
Read more

Eicher Motors Share Price, NSE/BSE Live Stock Price ...

View Eicher Motors NSE & BSE Live Share price. Get details on Eicher Motors future and option price, technical chart, news & announcements, quarterly ...
Read more

Eicher Motors Classic Bikes

Eicher Classic Bikes ist der Fachmann für Motorräder der Marke BSA, Norton, Triumph und Harley Davidson.
Read more