...Case Study: "Personal Selling and Sales Promotion at Scholfield Honda" June 29, 2014 1. How important is sales force management in Scholfield Honda’s overall success? Why? a. The sales force management in Scholfield Honda’s is extremely important overall success. This is because of the emphasis placed on the sales force management; the new hire process is extensive for the sole purpose of catering to the public. Management knows that the key to a successful company is to maintain a happy sales force. Hiring good attitudes is the core theory behind the success of Scholfield Honda. Each sale associate’s interview is required to go through three senior people before the final approval process. Trust and attitude is said to be a pretty big deal for Scholfield. Scholfield has a saying “we can train anybody to do anything, but we can’t train you to be a happy person (Boone & Kurtz, 2012).” Their staff actually likes and believes in their products and if the sales and service crew feel this way the more likely, they are going to want the customers to share in their view. I believe that this is why Scholfield has done so well is because the way the place emphasis on the type of people they hire because unhappy people are not good salesperson. Selling is a high-energy position. No one wants to buy a car from a depressed salesperson. 2. Which step in the sales process is most important in a consumer’s decision to purchase a car? b. Approach and handling...
Words: 620 - Pages: 3
...Melanie Penaloza Dr. Nathan Himelstein BUS 211 Consumer Behavior at Scholfield Honda The top influences impacting a consumer’s decision to buy a car from Scholfield Honda is social influence and family influence. In the United State, where we drive pretty much everywhere, your car is the first contact of the world. When you look at someone’s car, you might get an idea of their politics, bank account, occupation, education, musical taste, and favorite weekend activity and that is how social influence works. Group membership influence an individual consumer’s purchase and behavior. Every group establishes certain norms of behavior which are the values, attitudes, and behaviors a group deems appropriate for its members. Also difference in group status and roles can affect the buying behavior. In social influences we also study the reference group and the social classes which has an influence impact in a consumer’s decision to buy a care but the most and principal influences to go and buy a car from Scholfield Honda is the family influence. Vinnie Koc, a sales consultant at Scholfield Honda, relies more on his experience than the data to sell cars. “The vehicle pretty much sells itself,” says Vinnie. “Most of my customers are previous owners or someone in the family owns a Honda that wants them to buy a Honda”. If I am going to purchase a car, I will see the sizes of the car, the color, the benefit that the car has, an inexpensive car, one that can satisfy my needs and...
Words: 465 - Pages: 2
...INTERNATIONAL FINANCIAL MANAGEMENT PROJECT (TBS-980) SECTOR-AUTOMOBILE NISSAN MOTORS CO. LTD Prepared By :- Varun Gupta Student id :- 4449770 CONTENTS 1) INTRODUCTION COMPANY OVERVIEW BUSINESS STRATEGY 2) FINANCIAL STATEMENTS FOR YEAR 2009-2012 (end Mar31) INCOME STATEMENT BALANCE SHEET 3) RATIO ANALYSIS CONCLUSIONS 4) OPERATING LEVERAGE AND DEGREE OF FINANCIAL LEVERAGE (DOFL) CONCLUSIONS 5) PRO FORMA INCOME STATEMENT CONCLUSIONS 6) EXTERNAL FUND REQUIREMENT FOR YEAR 2013 7) ADVICE FOR SHARE HOLDERS 8) REFERENCES COMPANY OVERVIEW - NISSAN MOTOR CO. LTD Nissan motor co. ltd was formed by Yoshisuke Aikawa in 1934 at Japan. Initially Nissan Motor produced trucks, airplanes and engines for Japanese military. Later they produced different cars for the public. In 1950 Nissan Motors decided to expand globally to different markets. Their intention was to target big and different markets like US, Europe, AUS. Their international venture started in 1959. In 1959 Nissan Motors decided to exhibit their cars in US. As US was the largest market in the world. They showcased their cars at Los Angles auto show. After that they expanded to different markets like Australia, UK. They produced different kind of cars like Datsun-fairlady roadsters, Datsun510, Datsun 240z. In 1970 they became one of the world’s largest exporter. In 1973 Nissan expanded their...
Words: 5245 - Pages: 21
...ACKNOWLEDGEMENT [pic] We would like to thank Asst. Prof., Ila Parmar for her guidance, her support and the opportunity to work on this project and H.O.D., Mr. Lokhandvala for his support and the encouragement. We would also like to thank our families for their constant support, encouragement and motivation without which the accomplishment of this project would not be possible. We would also like to thank our friends and all the people who directly or indirectly played a role in this project. ABSTRACT [pic] Mankind has always strived to give life like qualities to it’s artifacts in an attempt to find substitutes for himself to carry out his orders and also to work in a hostile environment. The popular concept of a robot is of a machine that looks like a human being. Cleaning of floors of rooms and corridor usually involves lot of effort and labour on the part of the person doing it. It causes much trouble, waste of time and energy on the part of humans. Moreover, it also proves to be expensive if a person is hired for doing it. It also makes the employer dependent on the person hired for getting the job done. Thus it bounds people in a way and renders them helpless. What if this process is made automatic and independent of any apparent human role. This can be done with the help of embedded technology and automation. That is the job we as future EC engineers have undertaken. The process of cleaning can be...
Words: 658 - Pages: 3
...1.0 RATIONAL Honda Motor Company was first incorporated in the Japan on September 24, 1948 (Farfan, 2013),Honda Motor Company business is include about automobiles , motorcycles , power products , Honda robotics , Honda jet and Honda link etc. . We choose Honda as our topic because we feel curious about the survive ways of Honda and would like to understand and learn from them. It is not an easy thing to run a company for more than 60 years. Apart from this, Honda has been award of 2013 Kelley Blue Book, 2013 Top Safety Pick+, 5-Star Safety Ratings, 2012 Green Car of the Year and 10 Best Green Cars of 2012 etc. (automobile, 2013). This shows that Honda is expert in developing leaders within their company. According to the study, Honda vision of next-generation electric personal mobility and energy generation. (Honda, 2013) In year 2011, Honda Motor Company award of Honda Honors Suppliers for Environmental Achievement (Honda 2013), all of these achievements can be the evidences for the effort and potential of Honda and these are the reasons why we choose Honda as our topic. 2.0 INTRODUTION OF HONDA Honda Motor Company, Japan with its headquarters in Tokyo, has manufacturing operations in 32 countries with 109 production bases. The company principal of Honda Worldwide is dedication to supplying products of the highest quality yet at a reasonable price for worldwide customer satisfaction. It has 3 business divisions namely 2-wheelers, 4-wheelers and Power Products. Apart...
Words: 1005 - Pages: 5
...Sakakibara 4 15 25 5 737 6 8 Ikea 5 Jiffy Lube International variety-based positioning mutual fund CarMax Circuit City Stores CarMax 6 Vanguard Group index fund Citibank 25 lender Bessemer Trust needs-based positioning Company 500 1:125 14 7 Carmike Cinemas 20 access-based positioning 2% 5% 1985 Strategy gies Competitive generic strate- Continental Lite 8 Delta Air Lines Continental Airlines Continental Lite JC J.C.Penney 17 NC- 17 Sears straddling trade-offs 9 Neutrogena Corporation PH Ivory Soap 10 Continental Lite CEO Continental Lite 1,000 Lite Continental 11 Corolla Corolla 10 Honda Motor Company Toyota Motor Corporation 737 10 1995 Civic fit 12 13 optimization of effort Bic Corporation product availability Gap simple consistency Gap Gap 3 Gap 3 7.5 4 Gap Gap 6 8 entire system 14 1 0.9 0 . 81 0.9 0.9 0.9 0.9 0.9 0 . 66 15 winner-take-all Toys R Us Child World Lionel Leisure 16 10 17 M a y t a g Corporation 18 Jenn-Air Hardwick Stove Hoover Magic Chef Admiral 10 6 . 84 1985 1994 1989 1995 20 12% 70 1% 80 34 8% 20 90 Wal-Mart 19 critical mass 20...
Words: 347 - Pages: 2
...[pic] CASE STUDY GROUP 1 ASSIGNMENT 1 CASE STUDY SUMMARY Kinetic Company was formed in 1972 by H.K Firodia then taken over by his son in Arun Firodia in 1985. Kinetic then merged with Honda to form Kinetic Honda Motor Ltd with stakes of 28.56% each concentrating on scooters and spare parts. Kinetic Honda Manufactured Scooters while Kinetic engineering manufactured mopeds. In the 80s Kinetic Honda had the largest market share of mopeds which dropped in the 90s by half to 22%. There was also competition in the two wheeler industry by Suzuki and hero Honda. This led to a further poor performance of Kinetic in the market. The poor performance was brought about by conflicts of interests between Honda and Kinetic; each wanting their brand promoted more than it was at the time. Honda also competed with Kinetic Honda through hero Honda in the larger two wheeler market. The poor performance of the scooter industry was leading to a diminishing market. Kinetic realized that their brand was slowly diminishing and decided to pull away from the merger; Honda shared the same sentiments and asked Kinetic to buy them off or vice versa. Firodia bought the 51% stake of Honda and gained full control of the Organization. The new company was called Kinetic motor Company; the company restructured and was able to implement decisions much better. There was better promotion and growth in sales and revenue of Mopeds and Scooters. In 2001...
Words: 1477 - Pages: 6
...A.S.I.M.O. In just about every futuristic movie, there seems to be some type of robot that is helping humans doing everyday task. Technology is always evolving at a very quickly pace. In the field of Robotics, there is one project that stands out more than other. It is a humanoid robot, and it is named ASIMO. The Honda Motor Company’s Advance Step in Innovative Mobility (ASIMO) purpose is to be useful and help people’s daily lives. ASIMO has come a long way from its first prototype. In its latest version, it stands four foot three inches and weighs one hundred nineteen pounds. The body is made of magnesium alloy covered with a plastic resin. That makes ASIMO light weight and durable. It has a walking speed of 1.7 miles per hour and a running speed of 3.7 miles per hour. It can climb and descend stairs as well navigate slopes. ASIMO has 34 degrees of freedom. Degree of freedom (DOF) is joints like people have as in the elbow or knee. This allows it to carry objects, push carts, turn on light switches and open doors. ASIMO is powered by a rechargeable 51.8 volt lithium ion battery that last for one hour on a charge and is stored in the backpack compartment. When ASIMO is moving around, it relies on sensors so it does not collide with objects or people. There are three sensors: ultrasonic, ground, & visual. ASIMO’s “ears” is made up of microphones that allow it to receive voice commands and help it determined the direction of sounds. ASIMO can also recognize and react to...
Words: 624 - Pages: 3
...take leadership in product innovation and c. exploit opportunities for economies of mass production by gearing designs to production objectives. - Developed new market segment : local deliveries 7) 1959, enter US market 8) Established a US subsidiary company : American Honda Motor Company – offering very small lightweight morotcycles: easier to handle , less than $250 retail, much much cheaper 9) Developed the market region by region, west to east, 10) 1961, lined up 125 dealers and spent 150,000 on regional advertising. Advertising represented a concerted effort to overcome the unsavory image of motorcyclists that had developed since the 19402, given special prominence by the 1953 movie The Wild Ones, which starred Marlon Brando as the surly, destructive leader of a motorcycle gang. 11) Phenomenally successful, sales rose from $500,000 in 1960 60 $77 millions in 1965. Honda, Yamaha, and Suzuki together had 85% of U.S market; lightweight motorcycles had come to dominate the market. 12) Addressed its appeal primarily to middle-class consumers and claimed. 13) By the mid-1970s the Japanese producers had come to dominate a market shared by European and American producers 20 years earlier 14) Honda created the market for the recreational users of...
Words: 626 - Pages: 3
...Toyota Takes On ‘Do or Die’ Cost Challenge in India October 21, 2010, 3:25 AM EDT By Makiko Kitamura and Siddharth Philip Oct. 21 (Bloomberg) -- Toyota Motor Corp.’s new Etios compact will be half the price of its cheapest model in India as the automaker seeks to win share from Maruti Suzuki India Ltd. The new car, also to be sold in China and Brazil, will be priced in the range of market leader Maruti’s 405,300-rupee ($9,200) Swift compact, Hiroshi Nakagawa, managing director of Toyota’s India unit, said in an interview in Bangalore. Maruti’s 229,000-rupee Alto is the country’s best-selling car, accounting for 13 percent of Indian auto sales. “It has been a challenge to build quality at a lower price,” Nakagawa said. “The Indian car market is one of the toughest markets in the world. Customers and car owners are very cost-conscious.” The Etios highlights Toyota’s struggle to balance sales in low-cost car segments in emerging markets without risking its reputation for quality. The automaker is lowering costs for its new model by increasing the amount of parts purchased in India, with initially 70 percent locally sourced. Engine and transmission production will also start in the nation in 2012. “Bringing procurement cost to a very competitive level is a do or die challenge for our procurement and production teams,” Executive Vice President Yukitoshi Funo said in an interview on Oct. 4. ‘Premium Over Competitors’ The compact arrives as Nissan Motor Co. plans to sell a...
Words: 935 - Pages: 4
...In October 1946, Soichiro Honda established the Honda Technical Research Institute in Hamamatsu, Japan, to develop and produce small 2-cycle motorbike engines. Two years later, Honda Motor Company, Ltd. was born, and in 1959 Honda opened its first storefront in Los Angeles with six industrious employees. The history of the Honda Motor Company began with an autophile and his dream. Japanese entrepreneur Soichiro Honda had loved motor vehicles almost since birth. When he was fifteen, he became part of an auto repair shop, and the passion grew. His greatest dream was to become a world-renowned car racer, and it was an ambition which he would fulfill in time. But first, the auto lover found himself employed as a technician. During his free time, he nurtured his growing interest in motor vehicles by building race cars and tooling with his Harley motorcycle. Honda possessed a natural talent for anything motorized, and his skills allowed him to open the doors of his very own repair shop in 1928. As his curiosity grew, he attended technical school in order to discover the perfect way to manufacture a piston ring. Honda combined his inborn knowledge with his new technical knowledge to take the first tentative steps toward entrepreneurial success. He utilized what he had learned about piston rings to form the Tokai Seiki Company. In 1928, he secured his first of many patents (for automobile wheel spokes). Then, as World War II ravaged Japan, Honda cornered the market on badly needed generator...
Words: 3908 - Pages: 16
... |c) DIS135 HYD |“ |1548$ | | | | |d) PLATINA 100CC |“ |1137$ | | | | |e) XCD 125 CC |“ |1228$ | | | | |f) CT100S |“ |1068$ | | | | | | | | |2) HERO HONDA |32%-35% | |a) HUNK-150 CC |INDIA. |1583$ | | | | |b) CBZ-150 CC |“ |1583$ | | | | |c) PASSION-100 CC |“...
Words: 784 - Pages: 4
...Honda A and Honda B (2 cases) * Which of the two descriptions seem closer to reality of the Honda’s successful expansion in USA? The two accounts of how Honda entered into the US market are very different; The Boston Consulting groups (BCG) report clearly shows a deliberate approach to Hondas strategy in penetrating the US motor cycle market. The report documented by Richard Pascale shows a clearly defined emergent strategy. The following study is to better understand the Key differences between these two accounts of Honda's entry into the US motorcycle market. The BCG report was requested by the British government to investigate why the UK motorcycle industry in the USA had declined since 1960. The report identified two main factors that led to the UK motorcycle industry dissolving in the US. 1. Market share loss. 2. Poor Manufacturing, technological and distribution techniques. The BCG report states that Hondas success in the US market was because of a clearly defined deliberate strategy. Hondas great success in its home country (Japan) had given Honda a highly competitive cost position to peruse other international markets. The increasing demand of Honda products in Japan led Honda to decrease the cost of out-put while increasing the level of out-put; Honda used this competitive advantage it penetrate the US market and gain a relatively high market share. The BCG report states that Honda entered the US and identified small bikes as their target market, this account...
Words: 674 - Pages: 3
...Tata Motors ltd 56 48 33 31 45% Maruti Suzuki Ltd 42 36 21 16 62% Mahindra & Mahindra Ltd 56 49 37 25 55% Hero Honda Motors Ltd 36 22 12 12 67% Bajaj Auto Ltd 37 25 14 14 62% Table 2: Average Raw Material Inventory levels in no of days Name of company 1996-1999 2000-2003 2004-2009 2010 Change Tata Motors ltd 31 20 18 14 55% Maruti Suzuki Ltd 38 31 13 11 71% Mahindra & Mahindra Ltd 34 27 19 14 59% Hero Honda Motors Ltd 29 17 9 10 66% Bajaj Auto Ltd 26 16 6 6 77% Table 3: Average WIP Inventory levels in no of days Name of company 1996-1999 2000-2003 2004-2009 2010 Change Tata Motors ltd 11 5 4 3 73% Maruti Suzuki Ltd 1 1 1 1 - Mahindra & Mahindra Ltd 4 2 2 1 75% Hero Honda Motors Ltd 3 1 1 1 67% Bajaj Auto Ltd 3 1 1 1 67% Table 4: Average FG Inventory levels in no of days Name of company 1996-1999 2000-2003 2004-2009 2010 Change Tata Motors ltd 14 23 12 14 - Maruti Suzuki Ltd 4 4 8 4 - Mahindra & Mahindra Ltd 18 20 16 10 44% Hero Honda Motors Ltd 4 4 2 1 75% Bajaj Auto Ltd 8 8 7 7 13% Table 5: Average Receivables levels in no of days Name of company 1996-1999 2000-2003 2004-2009 2010 Change Tata Motors ltd 92 45 21 38 59% Maruti Suzuki Ltd 24 39 27 20 20% Mahindra & Mahindra Ltd 48 59 29 33 31% Hero Honda Motors Ltd 23 15 12 9 61% Bajaj Auto Ltd 30 34 23 22 27% Table 6: Average...
Words: 493 - Pages: 2
...CHAPTER 1 INTRODUCTION 1.1 Inroduction about the topic Man is a social animal. He has to make a contact with his fellow beings; hence he has to travel one destination to another. The progress of automobile industry tries to full fill this purpose with the help of four wheelers and especially two wheelers. When we take into consideration of our country India, it is a fast growing developing country. This growth can be seen in the field of automobile industry also. India is a very good market of many globalized automobile giant brands like Mercedes-Benz, Vox Wagon, Fiat, Toyota, Hero, Yamaha, Bajaj etc. In this scenario it would be better to mention about the satisfaction of customers who are using the vehicles. In a competitive marketplace where businesses compete for customers, customer satisfaction is seen as a key differentiator and increasingly has become a key element of business strategy. The customer satisfaction varies from person to person and also one group to another. In the marketing context it is important to understand about the satisfaction level of the customers based on the analysis of data. In earlier periods, i.e. immediately after the independence dependence of foreign technology was banned and manufacturers were forced to localize their products. The automotive industry in our country declined under the government’s stifling restrictions and the Indian buyer was saddled with products of appalling quality. This attempt at self-sufficiency failed miserably...
Words: 11313 - Pages: 46
