Indian Light & Medium Duty Truck Market Analysis- State wiseCase Study: Kerala Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy Sample slides: Study Structure • • • • • • • State Wise Sales Analysis Zone and State wise Brand wise Competitor Analysis – Example Ashok Leyland “BOSS” Case Study: Kerala state market analysis Economy Overview Total Sample slides are 28 Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy Trend wise Competitor Analysis Product Position State economic factors Market forecast Buying behavior Pricing Strategy “Table of content is available on request” Total slides of the detail report are 200 Customized report is also available Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . Application.Frame of Full Report - State wise in depth analysis of Make. Segment. 000 20.000 40.000 Top Indian States Segment covered: 5T to 12T 60.000 0 Maharashtra Kerela Tamilnadu Karnataka Uttar Pradesh 2009 2010 Andhra Pradesh 2011 West Bengal 2012 Gujarat Haryana Delhi Madhya Pradesh 2013 • Every states is having specific market dynamics • Maharashtra is the one of the important states for Commercial Vehicle • Kerala market is small market for Heavy duty trucks but for Light and Medium duty trucks. it is second largest market Source: Autobei Databank Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .Top State Truck Market 80. 9T and 12T 120 100 80 60 40 20 0 -20 -40 -60 Maharashtra Kerela Tamilnadu Karnataka Uttar Pradesh Andhra Pradesh 2010 2011 2012 West Bengal Gujarat Haryana Delhi Madhya Pradesh 2013 12T GVW Market Share 35% 28% 36% 51% 60% 42% 78% 49% 43% 55% 80% Market Share of Year 2013 Above market share is a market leader brand Source: Autobei Databank Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . 7T.Change in % Segment covered: 5T.Major State Trend Light & Medium Duty Truck . Major Market Zone wise South region 30% sales West region 29% sales Major states In India maximum sales is happening in West and South Region To give best service Autobei Consulting Group (ACG) Source: Autobei Databank State wise Light & Medium Truck Sales Strategy . Top states Segment wise 5T GVW 7T GVW Maharashtra 12T GVW 9T GVW Kerala Truck Model pictures does not show market leader position Source: Autobei Databank Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . - Source: Ashok Leyland Dealer Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . whose maintenance cost will be additional. Parabolic type Shocks which absolutely no shaking while driving Electronic fuel pump for BharatBenz can get damaged against impurities in Diesel.BharatBenz 1214 mileage: 4. First focus state was Kerala Ashok Leyland Sales kit Dealer Feedback BOSS mileage: 7.Ashok Leyland: Sales points Ashok Leyland has launched new product BOSS in Medium duty segment to make its presence effective in this segment The main competitor of BOSS is BharatBenz 914 and 1214.5 Kmpl • • • • .5 Kmpl Corrosion & rust free polymer fuel tank Boss has advantage of maintenance cost. 000 Km 5 Years Extended Warranty available at additional cost 6 variants GVW 8 9.6 Haulage Platform 12.Competitor Analysis SCV LCV Medium Duty HCV LX 130hp LE 120hp Ecomet Platform Warranty: 36 months/ 3.9 14 LE/LX Phase 1 Ashok Leyland has launched new product BOSS in Medium duty segment To make its presence effective * 9.8 to 11 Lacs * Ex showroom price at the time of launching Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .00. 14 lakhs Loading Span (ft) 14 17 20 22 Price Autobei Consulting Group (ACG) Model State wise Light & Medium Truck Sales Strategy .24 lakhs 912 LE. 1113 LX 11.Ashok Leyland “BOSS” 12. 913 LX 9.50/12.9T 11.00/11.6T 10.12/12.6T 1212 LE. 1213 LX GVW 11.64 lakhs 1112 LE. Better durability. Higher Torque with 415Nm @ 1600rpm. Longer oil change intervals.36 4th 1. • • • • Optimized Gear ratios for superior fuel mileage.79 3rd 2. Gear Ratios 1st 6.Features of LE version Inline Engine HA4CTI3K • • • • • BSIII Inline engine conforming to BS3 emission norms delivering 120HP@ 2400RPM.51 5th 1 6th 0. Proven H Series engine for reliable and better life. Inline FIP for ease of maintenance 310mm Diaphragm clutch Clutch 310mm Transmission S636 OD • Single dry plate 310 mm Diaphragm push type clutch with Organic Lining and clutch booster. OD for improved fuel efficiency.22 Cable Shift mechanism for easy gear shift Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .93 2nd 3.728 Reverse 6. Synchromesh gearbox reduces driver fatigue. • Higher Torque with 450Nm @ 1500 . Gear Ratios 1st 6.00 6th 0.2000rpm. • Also assisted with Pneumatic Clutch actuator to assist AMT. • 6 Speed OD gear box with higher first gear ratio and bigger center distance for more contact area and life. • Longer oil change intervals.Features of LX version Inline Engine H4E3N95 – BSIII CRS Engine • Turbocharged intercooled 'H' series CB18 Type .AMT • 14” RDC clutch with F510 organic lining for better life.51 5th 1. • Proven H Series engine for reliable and better life.79 3rd 2.36 4th 1.728 Reverse 6.CRS BSIII diesel engine delivering 130HP @2400rpm. • Efficient engine management system for optimal fuel delivery at varying operating conditions 14” RDC Clutch Clutch 14” RDC Clutch with F510 Lining Transmission S636 OD .93 2nd 3. • Automated Manual Transmission (AMT) for Clutch less driving and fatigueless driving.22 Cable Shift mechanism for easy gear shift Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . Features of LX version Change speed Operation Air Conditioning and Ventilation Autobei Consulting Group (ACG) • Automated Manual Transmission with Shift Logic Unit • (SLU) for Auto/Manual Gear shifting. • 1.5 Tons. Centrifugal type AC system for better Air conditioning. State wise Light & Medium Truck Sales Strategy . • Power and Economy mode of Gear shift for better fuel economy and higher pickup. 5" Suspension Front RAR 4. I section with higher outer lock angle for better TCDs. • Heavy duty axle to suit all applications Front Axle Axle Type Load (Kg) Wheel Bolts Applicable Models A36 3600 6 9XX A48 4800 8 11XX and 12XX • AAM 12. • For 12XX.6" AAM 14.5” type rear axle for 11XX and 12XX models. shock absorbers with Antiroll bar for better ride and Handling. shock absorbers with Antiroll bar for better ride and Handling. Rear Axle Axle Type AAM 12. Spring width 80mm.6” type Rear axle for 9XX and AAM 14. Front and Rear are with parabolic suspension.Common features of LE &LX version • A36 type Front axle for 9XX and A48 type Front axle for 11XX and 12XX models. • Single reduction cast Hypoid gear and Heavy duty Banjo type axle with larger crown wheel diameter and better contact area for better load carrying. • Spring span: 1700mm. • Both are non-driven reverse Elliot. Rear Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .56 5. Front parabolic and Rear Hybrid suspension.71 Load (Kg) 6600 8600 Wheel Bolts 6 8 Applicable Models 9XX 11XX and 12XX • For 9XX and 11XX. Cabin • • • • • • • Coil spring damper at Rear for better Cab ride Aerodynamic styling for better fuel economy Hydraulic Tiltable with Cabin lock indicator Large door opening for comfortable ingress and egress Best in class ventilation with openable quarter vent Three way adjustable seat for safety and comfort Sophisticated Curvy dual tone cockpit and better overhead storage Spacious cab for comfortable & better driving Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . State wise Light & Medium Truck Sales Strategy . Improved Electricals Autobei Consulting Group (ACG) • Improved 24V electrical system • Wiring harnesses to withstand all electrical add-on loads.Brakes Applicable Models Brake lining dimension Total Braking area Lining Thickness Brake 9XX 325X140 Front/Rear: 1360 Sq cm Front & Rear-10 11XX and 12XX 360X170 Front/Rear: 1920 Sq cm Front & Rear-10 Brake Chamber/Actuator Front: Type 16 Brake chamber and Front: Type 16 Brake chamber and Rear: Type 16/16 Brake actuator Rear: Type 16/16 Brake actuator Exhaust brakes Butterfly valve. Pneumatic actuated • S – Cam brakes with increased braking area. Pneumatic actuated Butterfly valve. How OEM or Dealer could become market leader. Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .Case Study. This is how dealer could be game changer in their territory.Kerala State Case study of Kerala States: It is one of the good example for Truck Industry if Dealers and OEM consider state wise dynamics then within short span of ti me. Sales Overview – Segment wise Segment Market Share 100 64 57 43 62 51 49 51 50 49 50 38 36 0 GVW 9T 12T 16T 25T 2013 Q1 31T 37T 40/49T 2013 Q2 All tonnage segments have shown negative growth with the exception of 12T Source: Autobei Databank Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . Sales Overview.Brand wise Sales Volume Market Share % Actual sales data available on request 33 2013 Q1 2013 Q1 2013 Q2 2013 Q2 25 24 20 16 13 9 11 13 10 10 8 2 3 Eicher Tata BharatBBBenz Ashok Leyland SML AMW Mahindra MAN TIV Eicher Tata BB Ashok Bharat Benz Leyland SML AMW Mahindra 2 MAN • Eicher has witnessed highest de growth in Q2 compare to Q1. Kerala) became number three in state within short span of time Source: Autobei Databank Autobei Consulting Group (ACG) 2 State wise Light & Medium Truck Sales Strategy .Tata became market leader in state • AutoBahn (BharatBenz Dealer. 5% from Drop side deck for building materials transport & remaining 20% from market load segment. “Major models” Source: Autobei Databank Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . BharatBenz has increased its market share from 3 to 9% but still can do better in this segment like its performing in 25T tipper and 31T Haulage segment. 9T segment 2013 Q2 59 50 2013 Q1 2013 Q2 Super 909 1012 Smart & Strong 27 914 27 10 12 9 3 Eicher SML Tata BharatBenz BB Ashok Leyland TIV Eicher SML Tata 2 2 BharatBB Benz Ashok Leyland Eicher is the market leader in 9t segment.9T segment Sales Volume 10.80 2013 Q1 Market Share %. 75% of their Volume comes from tipper application. 12T Segment Sales Volume 2013 Q1 41 11.10 1212 Smart 22 19 18 14 Tata BB Ashok Leyland BharatBenz Truck Eicher TIV Tata Bharat BB Benz Ashok Leyland 13 Eicher • 12T segment has shown mediocre growth led by Tata Motors which sold 30%s more compare to Q1 2013 • Excellent performance by AutoBahn (BharatBenz Dealer became number two player in this segment with 37% market share and it is the only player who registered positive growth in Q2 2013 Tipper Source: Autobei Databank 2013 Q1 2013 Q2 Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .12 LPT 1109 Market Share % 2013 Q2 41 2013 Q1 2013 Q2 32 1214 11. 65Km State Highways and 27469. 30744.3 Km and Wayanad has the lowest share with 1029. Dept of Road transport Kerala Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .837 16 13.3 Km • The number of bridges and culverts and number of unsafe bridges and culverts remained same during the year • Analyzing the PWD roads it reveals that only 6.081 21.812 90 7. in 2012 also Kottayam has the major share of PWD roads with the length of 3449.66Km is cement concrete.956 95 22.4Km is black topped and 447.221 95 23.319 4.339 National Highways Major District roads 82 • All major arterial roads which provide mobility is with the PWD (R and B) and consist of 4341. like 2011.014 140.196 27 Annual Plan 2012-13 Outlay Roads under PWD in Kerala 5 13 State Highways 54.433 1.368 11.163 1.654 Annual % of Plan Expenditure 2012-13 Expenditure Outlay Annual Plan 2011-12 Outlay 26 62.95 Km Major District Roads of the 14 districts in the State.541 13 11.058 4.596 166.The Outlay and Expenditure in Transport Sector during 2010-11 & 2011-12 AnnualPlan2010-11 Outlay Roads & Bridges Road Transport Port Inland Waterways Expenditure % of Expenditure 54.819 4.359 90 5.3 Km water bound macadam Source: ACG.425 17.081 16. 9 81 117 125.28 Thirumangalam) Kozhikode .Edappally 420.3 Teni) Total Length 1523.Kumily (Kollam 189.Mysore) Palakkad .304 Kollam .3 1076 411.Muthanga 117 (Kozhikode .777 (Panavel .6 5. 47 17 49 47A 208 212 213 220 Portion in Kerala and name of NH Length Single Double Four (km) lane (km) lane (km) lane (km) Walayar .Kochi) Kundannoor .Kozhikode 125.7 36 State wise Light & Medium Truck Sales Strategy .954 Autobei Consulting Group (ACG) 380.Aryankavu (Kollam 81.Kaliyakkavila 416.8 395.Road infrastructure NH No.Bodimettu 167.8 36 25 167.593 (Kochi-Madurai) Kundannoor .3 189.Willington 5.9 Island Kollam .8 (Salem .Kanyakumari) Thalapadi . overbridge at Palarivattom. Conversion of the Kazhakuttam-Kesavadasapuram stretch in the capital city into a four-lane one. China Truck Market Analysis "The Loan and Project Agreements for World Bank assistance of $216 million for Kerala State Transport Project were signed between the central government. Kozhikode. The government today said it has signed pact with World Bank for $216 million loan for Kerala State Transport Project to improve road conditions and safety in the state. Manjeri ring road. Chandy said the stretches. The first in a series of review meetings was held in Ernakulam recently.145 crore to speed up road repairs. and Appolo junction at Kalamaserry. and outer ring road for Pathanamthitta city figure on the list. Kerala government and World Bank today. Kundanoor. and the urgent works to be taken up in all districts. flyover at Edappal. he said. No toll would be collected on these stretches." an official statement said. The damages to the roads this monsoon had been estimated at over Rs. Vytilla. The government had allocated Rs.300 crore. had been selected as they did not fall under any ongoing project or scheme. Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . Alappuzha.Road Projects The department decided to review section-wise the condition of the roads. including the hill highway.10. Chief Minister Oommen Chandy said the Kerala Road Fund Board under the Public Works Department would take loans from funding agencies to develop the stretches on annuity scheme with the government giving the guarantee. Briefing mediapersons after the Cabinet.000-crore project for the development of 22 roads. in the State to overcome traffic problems was cleared by the Cabinet on Wednesday. completion of the hill highway from Nandarapadavu to Kadukkara in Thiruvananthapuram. and Thalaserry-Mahe-Valapattnam. progress of the ongoing works. A Rs. Mr. Thripunithara. bypasses at Kollam. to be developed under a special package. one completed project. the study said. During the year foreign cargo traffic increased by 14 % to 122.500 crore. Cochin Port is the only major port in Kerala. 1386 ships called at the Port as against 1256 ships in the preceding year registering an increase of 10% in shipping activity.Cochin Port With two projects worth over Rs 5. worth over Rs 700 crore. the Kerala projects represent a share of 40% in value terms. An inland waterway connecting Kollam and Kottappuram on either side is being developed by the Inland Waterways Authority of India. While two projects worth over Rs 6. Rail links to the Konkan and Southern Railway also give key rail access to its hinterland. has been put to service delivery.58 lakhs tonnes in the preceding year. Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . During the year 2011-12.200 crore are under construction in the state. The port has connectivity to hinterland through NH 47. Kerala is the frontrunner among states that have projects under bidding in the public-private-partnership (PPP) model in the ports sector.5 Km. It has a water frontage of 7. said a study conducted by the Associated Chambers of Commerce and Industry of India (Assocham). It spreads over 827 hectares. NH 17 and NH 49.19 lakhs tonnes from 107. As per the report titled 'Port Developments in India'. Export trend of Coir and Coir products from Cochin Port The report on the Master Plan for Redeveloping Willingdon Island has highlighted the great potential for coal handling in Cochin Port. This berth could also be modified at minimal cost to handle 14. The berth also has a railway line. The existing Q8-Q9 berths can handle 12.31 1. capital dredging would cost only around Rs.5 m draft fully-loaded panamax vessels.23 1.08 Material in lacs MT 2007-08 2008-09 2009-10 2010-11 2011-12 The project is scheduled for award to the Successful Bidder by 30/03/2014.Modernization of coal handling in Port Cochin Port has been handling coal since its inception at the North Coal Berth and South Coal berth on the Mattancherry Wharf. especially in view of the fact that it is the major port lying nearest to the route to African coal. Source: Indian Government Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy . The project capacity will be around 5 MMTPA.5 m draft is already available.76 1.24 1. The berth lies just 800 m away from the ICTT basin where 14. 1. 25 crores for achieving the required depth at the berth. and will develop a mechanized coal handling facility on 300 m berth of Q8-Q9 berth in the PPP format.5 m draft vessels without any modification. The project will have a stackyard of 17 ha. Cochin Port Trust is therefore initiating a new project for modernising coal handling. 17 144.67 38.8 43.96 34.86 36.25 23.1 28.74 48.47 Foreign 2010-11 (In Lakh MT) 2011-12 Total Source: ACG.81 2007-08 2008-09 12.04 2010-11 14.33 127.92 138.29 12.6 2011-12 Total 2007-08 95.11 35. Cochin Port There is continuous growth in material export and import Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .04 2009-10 Coastal Foreign 86.06 96.99 14.83 9.64 34.65 2008-09 106.04 22 19.13 17.91 27.Cargo Handled at Cochin Port Import Export 157.68 2009-10 Coastal 51.84 122.68 89.21 42. 95 24891.62 38010.Revenue Vs Expenditure Revenue Receipts Expenditure 51605.36 48141.38 30990.4 2008-09 2009-10 21106.79 2007-08 2008-09 2009-10 20010-11 20011-12 20012-13 2007-08 In crore 20010-11 20011-12 20012-13 In crore Revenue and expenditure has increased continuously.81 28223.85 31132. however revenue could not have a same pace of growth Source: Indian Government Autobei Consulting Group (ACG) State wise Light & Medium Truck Sales Strategy .64 24512.36 34664.59 46044.18 26109. 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