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Sales Strategy: State wise India Truck Market Analysis
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
State Trend
139
117
113
85
71
46
36
32
15
18
14
-15
-16 -20
-32
10
13
10
-11
-22
-13
-24
-36
-38
-48
-51
Maharashtra
-3
-12
Gujarat
Rajasthan
Uttar Pradesh
2010
2011
2012
West Bengal
Tamilnadu
Andhra Pradesh
2013
Source: ACG Databank
Andhra Pradesh badly impacted by de growth of 36%
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Top State Truck Market
8.13
9.05
10.32
10.54
6.85
9.50
7.50
7.39
10.73
6.70
8.54
6.28
9.44
6.46
6.80
8.61
7.12
8.95
7.07
7.10
7.18
6.20
Maharashtra
Gujrat
8.60
6.19
8.00
9.05
10.96
8.55
8.44
9.66
Rajasthan
Uttar Pradesh
2009
2010
2011
7.75
West Bengal
2012
8.33
7.79
5.57
5.73
Tamilnadu
Andhra Pradesh
2013
Source: ACG Databank
Every states is having specification market dynamics
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Major Market Zone wise
South region 30% sales
West region 20% sales
Focus states
Source: ACG Databank
In India, West and South Region having around 50% market share
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Top Segment state wise
Top Multi Axle Rigid Haulage Market
Top Single Axle Rigid Haulage Market
Maharashtra
Top Multi Axle Tipper Market
Gujarat
Top Single Axle Tipper Market
Madhya Pradesh
Top Tractor Market
Rajasthan
Source: ACG state wise Databank 2013
Multi Axle GVW 25, 31T
Single Axle: GVW 16.2T
Autobei Consulting Group (ACG)
Truck Model pictures does not show market leader position
State wise Heavy Truck Sales Strategy
Uttaranchal Pradesh- Case Study
Uttaranchal Pradesh
Sales Volume
State Share
0.72
0.60
0.56
0.53
0.44
Uttaranchal Pradesh
2009
2010
2011
2012
2013
2009
2010
2011
2012
2013
Source: ACG Database
Slightly improvement in 2013
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Uttaranchal Pradesh
Ashok Leyland
Eicher
Tata
OEM Sales Volume 2011
OEM Sales Volume 2010
OEM Sales Volume 2009
AMW
Ashok Leyland
Eicher
Tata
AMW
Ashok Leyland
Eicher
Tata
AMW
New OEM Sales Plan
OEM Sales Volume 2013
OEM Sales Volume 2012
X2
X1
Ashok
Leyland
AMW
BharatBenz
Eicher
Mahindra
Tata
Ashok
Leyland
AMW
BharatBenz
Eicher
Mahindra
Tata
2014
Uttaranchal is a hilly state, vehicle should be with min turning radius
Autobei Consulting Group (ACG)
2015
Source: ACG Database
State wise Heavy Truck Sales Strategy
Return of Investment- South
Region wise customers characteristics
•
Fair Expectation of Return of Investment
•
Mining and construction industry are the main application of the area in this region
Source: ACG state wise truck purchase behavior report 2013
Majority of the Indian customers are operating Commercial vehicles in contract basis (tender bid) with various projects like Mining, road construction,
irrigation work, soil& blue metal transportation, RMC on Tipper models and Logistics movement for Haulage and Tractor Head mo dels.
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Return of Investment- West Region
•
West is the attractive market, customer from this area is having Fair Expectation of Return of
Investment in define span of time
•
People consider TCO for long term compare to North & East Region
Source: ACG state wise truck purchase behavior report 2013
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Return of Investment- North Region
•
High Expectation of Return of Investment, low investment
•
North region customers are rigid and they expect high return from the beginning
•
This area is also very price sensitive
•
MAN sales team should focus on mainly Haulage market
Source: ACG state wise truck purchase behavior report 2013
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Return of Investment- East Region
•
High Expectation of Return of Investment against low investment
•
Mainly Andhra Pradesh contractors are taking contract here
•
Local players are in road logistics Industry
Source: ACG state wise truck purchase behavior report 2013
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Customer Segmentation- BharatBenz
Price
3
“New player” target segment strategy
2
Moderate
customers
Semi Moderate
customers
“ACG” target segment analysis
Trend
1
2
3
3
1
2
Moderate
customers
Traditional customers
Semi Moderate
customers
1
Traditional customers
Volume
Source: ACG truck Segment Analysis Report
• BharatBenz is targeting Tata Motors and Ashok Leyland customer segment in which most of the customers are loyal .
• ACG analyzed that the customers of MAN, AMW, Hino, Mahindra Navistar are more open and flexible to accept new brand and
therefore this segment will be immediately affected.
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
New Segment Entry
Price
Price
3
Premium
Segment
3
Premium
Segment
Trend
Mid Market
2
2
Mid Market
Trend
Trend
1
Mass Market
Trend
1
Mass Market
Volume
2014
Volume
2020
Source: ACG truck Segment Analysis Report
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Industry Driver
Taking urbanization as an opportunity rather than a
challenge, the government will build 100 Cities
focused on specialized domains and equipped with
world class amenities. Integrated infrastructure will be
rolled out in model towns to focus on cleanliness and
sanitation.
Narendra Modi
To built new 100 planned city require big demand of trucks in coming up years
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy
Contacts
Mr. Saurabh Mittal
Business Consultant- Global Market
ACG Analysis
Automotive Research
Mobile Number: +91 9537144333
Email: [email protected]
Website: www.acganalysis.com
About ACG Analysis:
“ACG Analysis” is the part of Autobei Consulting Group - ACG’. ACG Analysis is a Automotive Market Research company which has leveraged on its expertise and
proprietary databases to provide "Customized Solutions" in areas such ‘Sales Analysis’, ‘Business Planning’, ‘Market assessment’ and ‘Project Feasibility’ on Global
Automotive Industry. With a strong network for primary data procurement, we can get any tailor made research reports ready within a short interval of time.
Declaration:
This publication contains information in summary form and is therefore intended for general guidance only. It is not intended to be a substitute for detailed research or the
exercise of professional judgment. Neither ACG nor any other member of the organization can accept any responsibility for loss occasioned to any person acting or
refraining from action as a result of any material in this publication.
Autobei Consulting Group (ACG)
State wise Heavy Truck Sales Strategy

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