winter training report
TRANSCRIPT
INTRODUCTION:
The Bajaj group came into existence during the turmoil and the heady euphoria of India’s
freedom struggle. Jamnalal Bajaj, founder of the Bajaj Group, was a confidante and
disciple of Mahatma Gandhi, and was deeply involved in the effort for freedom. The
integrity, dedication, resourcefulness and determination to succeed which are
characteristics of the company today, are often traced back to its birth during those long
days of relentless devotion to a common cause. Kamalnayan, the eldest son of Jamnalal
Bajaj, succeeded his father in 1942, at the age of twenty-seven. Putting the Nation
before business, he devoted himself to the latter only after India achieved independence
in 1947. But when he did so, he put his heart and soul into it. Within a short while, he
not only consolidated the group, but also diversified into various manufacturing
activities, elevating the Group to the status it enjoys till this day. Rahul Bajaj today
heads the group. He has been the Chief Executive Officer of Bajaj since 1968 and is
recognised as one of the most outstanding business leaders in India. As dynamic and
ambitious as his illustrious predecessors, he has been recognised for his achievements at
various national and international forums. The Waluj plant inaugurated by the erstwhile
President of India Shri Giani Zail Singh. Bajaj is currently India’s largest two and three-
wheeler manufacturer and one of the biggest in the world. Bajaj has long left behind its
annual turnover of Rs. 72 million (1968), to currently register an impressive figure of Rs.
42.16 billion (US$ 936 million).
OUR PHILOSOPHY
We approach our responsibilities with ambition and resourcefulness.
We organize ourselves for a transparent and harmonious flow of work.
We respect sound theory and encourage creative experimentation.
And we make our workplace a source of pride.
WE BELIEVE IN
Transparency: a commitment that the business is managed along transparent lines.
Fairness: to all stakeholders in the Company, but especially to minority shareholders.
Disclosure: of all relevant financial and non-financial information in an easily
understood manner.
Supervision: of the Company’s activities by a professionally competent and independent
board of directors.
MILESTONES
Caliber motorcycle notches up 100,000 sales in record time of 12 months.
June 7th- Kawasaki Caliber Roll out of Valuf- July 25th- Legend, India’s first four-
stroke scooter roll out of Akurdi. October 1998- Spirit launched. The Bajaj Super Excel
is introduced while Bajaj Celebrates sale of its ten millionth vehicle.
INTERNATIONAL MARKETING
Based on our own brand of globalization, we have built out distribution network over 60
countries worldwide and multiplied our exports from 1 percent of total turnover in Fiscal
1989-90 to over 5 percent in fiscal 1996-97. The countries where our products have a
large market are Argentina, Colombia, Peru, Bangladesh, Sri Lanka, Italy, Sweden,
Germany, Iran and Egypt. Bajaj leads Colombia with 65 percent of the scooter market, in
Uruguay with 30 percent of he motorcycle market and in Bangladesh with 95 percent of
the three-wheeler market vehicle.
OTHER INFORMATION
One million vehicles were produced and sold in this financial year.
Production commences at waluj, Aurangabad in record time of 16 months.
Bajaj auto achieves production and sales of 100,000 vehicles in a single financial
year.
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Bajaj Auto rolls out its 100,000 the vehicle.
Bajaj Auto obtains license from the Government of India to manufacture two and
three-wheelers.
RESEARCH AND DEVELOPMENT
Bajaj Auto has huge, extensive and very well-equipped Research and Development wing
geared to meet two critical organisational goals: development of exciting new products
that anticipate and meet emerging customer needs in India and abroad, and development
of eco-friendly automobile technologies. While the manpower strength of the R & D
represents cross-section of in-depth design and engineering expertise, the company has
also been investing heavily in the latest, sophisticated technologies to scale down product
development lifecycles and enhance testing capabilities. Bajaj Auto R & D also enjoys
access to the specialized expertise of leading international design and automobile
engineering companies working in specific areas.
OBJECTIVES
1. To study the general business environment & history of Bajaj Auto Ltd.
2. Comparing Bajaj Bikes share in market to Hero Honda & TVs Suzuki Bikes.
3. Analysis of the (Bajaj Bikes) products, pricing, promotion & distribution
strategies
4. SWOT Analysis of the strategy adopted.
RESEARCH METHODOLOGY
Data collection
In this project both primary data as well as secondary data are used.
Primary data:
Primary data used in this project is collected through two methods, namely,
QUESTIONNAIRE METHOD and DIRECT PERSONAL INTERVIEW
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METHOD. Both these method proved to be great help in getting the required
information.
Secondary data:
It is not possible to collect first hand information for each & every thing so; secondary
data from various sources like Internet, D.K Neilson’s report on Jan, 2007, Information
from television channels like CNBC, Z Business, NDTV Profit etc. and Indian Info
line website were used.
STATISTICAL & PRESENTATION TOOLS USED
PRIMARY DATA is:
First classified i.e. grouped qualitatively and quantitatively according to the
situation or the type of the data which was collected.
After classifying is represented in the form of tables i.e. systematically arranged
in columns and rows.
Some of the data is also graphically represented in the form of PIE DIAGRAM.
SECONDARY DATA is represented:
In the form of tables.
By the way of bar graphs and Pie CHARTS
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REVIEW OF LITRATURE
Performance appraisal has been one of the most debated management practices
for several decades. It has generated a wide variety of viewpoints. A more
comprehensive definition of Performance Appraisal is -
"Performance Appraisal is a formal structured system of measuring and
evaluating employees job related behaviours and outcomes to discover how
and why the employee is presently performing on a job and how the employee
can perform more effectively in the future so that the employee, organization and
society all benefit"
Performance Appraisal consists of a systematic, face-to-face discussion of an
employee's work performance, training and development needs, future job goals
and job aspirations. It looks backwards, reviewing the employee's performance
during the period under review and forwards, helping the employee prepare and
set goals for the upcoming review period.
Performance Management is central to most Human Resource practices. An
organization tries to increase productivity and performance there is an increased
emphasis on appraisals. Over recent years there has also been a significant
increase in the number of organizations linking Performance Appraisal of
employees and managers with business plans and departmental goals.
Managers also evaluate employees often also unconsciously. They know whether
they are "good worker", reliable and conscientious. For a variety of reasons many
organizations ask managers to make conscious formal evaluations of employees
too. It may be as part of the organization's normal annual or biannual
Performance Appraisal System, which gives everyone a chance to clarify aims
and objectives, build on strengths and plan to strengthen weakness.
In addition to these, there has been a trend through development in 'employment
law' for Performance Appraisal to be viewed as important documentation for
legal protection. This reason alone is sufficient to emphasize the importance of
valid and equitable appraisal management.
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Performance appraisal leads to the identification of the training and development
needs of the employees. It also has close links with other important areas of
human resource management, in particular with selection, motivation, and
succession planning. Performance data provides relevant information required for
validating selection methods and also helps in assessing whether selection
methods are bringing high performers into the organization.
Here the organization must not get trapped into the various pitfalls that come
along with administration of appraisal system. The question that arises here is -
how to avoid these pitfalls? A necessary condition for the effective management
of performance appraisal system in any organization is the need to clarify and
communicate to all concerned the objectives that the system intends to achieve.
The only possible way for organizations, to minimize the possible conflict among
appraisal objectives, is to emphasize on climate setting that will facilitate
achieving the objectives that an appraisal system intends to achieve.
Thus what needs to be done is to encourage managerial styles that will lead to
openness and frankness in relationships as a condition for establishing an
effective performance appraisal system. The Indian companies need to realize
that the relationship between organization culture and performance appraisal
system is a two way process implying that they can successfully use their
performance appraisal system to bring about cultural change.
The design of Employee Performance Appraisal and Development Plan thus
formed would assist in evaluating employee performance and identifying their
potential and guide in developing a plan to improve his/her performance as also
to prepare him/her for greater responsibilities in case of promotions and transfers.
It should be filled carefully, thoughtfully and objectively. Before an appraisal is
made, the superior should ensure that he/she and the employee are in agreement
concerning responsibilities, for result expected and what constitutes satisfactory
performance. The whole approach is a positive one; its purpose is improvement
of individual's ability and performance.
The next fundamental question of importance is, to what extent, links should
exist between performance appraisal pay decisions. The general trend with regard
to the Indian organizations suggests atilt towards performance appraisal systems
being linked to individual rewards and pay. The advocates of this trend argue that
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when performance appraisal system is linked to individual pay and rewards then
all parties (appraisers, appraises and reviewers) take performance appraisal more
seriously. Organizations are likely to develop performance -- oriented cultures, in
which high performers are seen to receive extra rewards, and lower performers
receive lower rewards
But at the same time the issues that need to be looked into when pay and
performance appraisal are closely linked are:
The pay issue may overshadow all the other purposes of performance appraisal;
there may be a tendency of employees to withhold negative information about
performance, leading to less than frank appraisal discussions;
Employees may adapt their behaviours to focus only on receiving good ratings,
rather than genuinely improve their overall performance.
SO THE QUESTION ARISES WHAT TO DO?
1. Firstly the organization must realize that pay related performance appraisal is
likely to be effective only where jobs are designed in such a way that allows
individual performance to be measured. Thus in situation characterized by high
interaction among jobs in achieving results, group-related pay systems may be
more appropriate. Thus before establishing company policies on the matter, it
may be good idea to read about alternative methods for rewarding good
performance like gain sharing or tying rewards to team performance or the
company performance rather' than only to individual performance,
2. Sometimes a combination of reward systems works much better and has fewer
nasty side effects than a single way of rewarding performance.
The design of Employee Performance Management and Development Plan thus formed
would assist in evaluating employee performance and identifying their potential and
guide in developing a plan to improve his/her performance as also to prepare him/her for
greater responsibilities in case of promotions and transfers. It should he filled carefully,
thoughtfully and objectively. Before an appraisal is made, the superior' should ensure
that he/she and the employee are in agreement concerning responsibilities, for result
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expected and what constitutes satisfactory performance. The whole approach is a positive
one its purpose is improvement of individual's ability and performance.
The normal system consists of the following parts:
PART A: SELF-APPRAISAL - To be filled in by the appraise
PART B: PERFORMANCE APPRAISAL -- To be filled in by the Reporting
Authority/Superior
PART C: PERFORMANCE COUNSELING -- To be filled in by reporting
Authority and to be discussed with the appraise along with person in charge.
PART D: SUMMARY OV ASSESSMENT- To be filled in by Review
Committee/Authority.
PART E: POTENTIAL APPRAISAL - To be filled in by the H0D / Unit head in
consultation with the reporting Authority.
How to Conduct a Performance Appraisal Process:
The following five-step approach to conducting a systematic performance appraisal is
recommended:
1. Identify key performance criteria.
2. Develop appraisal measures.
3. Collect performance information from different sources.
4. Conduct an appraisal interview.
5. Evaluate the appraisal process.
Step 1: Identify Key Performance Criteria
Perhaps one of the most challenging aspects of setting up a performance appraisal is
deciding what to assess. In essence, four key dimensions of performance should be
considered in a performance appraisal.
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Key Dimensions of Performance
Competencies Knowledge, skills, and abilities relevant to performance
Behaviours Specific actions conducted and / or tasks performed
Results / outcomes Outputs, quantifiable results, measurable outcomes and
achievements, objectives attained
Organizational
citizenship behaviours
Actions that are over and above usual job responsibilities
To ensure that the performance criteria are relevant to work practice and acceptable to
appraisers and employees:
i) Base the performance criteria on an up-to-date job description
ii) Develop criteria in consultation with appraisers and employees.
I) Base the performance criteria on an up-to-date job description:
Clear and explicit links between performance appraisal and a job description will ensure
the relevance of the appraisal. If a detailed job description is not available or is out-of-
date, it is strongly recommended that an accurate job description be developed prior to
conducting a performance appraisal.
ii)Develop criteria in consultation with appraisers and employee:
Linking performance appraisals with job descriptions can help to focus the appraisal
process on the key competencies, behaviours and outcomes associated with a particular
role or position. It can also be useful to consult with employees to:
Ensure that key aspects of a role / position are represented in the job description,
for example:
Conduct assessments
Plan interventions
Manage cases
Liaise with and refer to other providers
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Keep up-to-date service records and case notes
Write reports
Develop a clear understanding of the relative importance of various
competencies, Behaviours and outcomes
Identify how these key competencies.
Employees are more likely to accept and be satisfied with the appraisal system if they
participate in the development of appraisal criteria and measures, and in the process of
conducting appraisals.
Strategies for facilitating employ’s participation include:
Engagement in formal meetings or informal discussions with supervisors to seek
input and / or feedback on appraisal measures and criteria
Representation on groups / committees involved in the design and
implementation of performance appraisals
Inclusion of self appraisals in the appraisal process
Providing opportunities for employees to contribute to the performance appraisal
of co-workers and managers / supervisors.
It is also important that employees perceive the appraisal system to be equitable and fair.
Step 2: Develop Appraisal Measures
Once clear and specific performance criteria have been developed, the next step is to
decide how to assess employee’s performance. It is recommended that a structured and
systematic approach is taken to assessing performance. Problems that arise when an
unstructured “blank sheet” approach is used include:
Increased chance of appraiser errors (i.e., reduced accuracy)
Knowledge, skills and abilities most critical to job performance may be
overlooked(i.e., feedback may have limited impact on performance effectiveness)
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Reduced consistency between appraisers (i.e., evaluations may reflect differences
between appraisers rather than actual differences in a employee’s performance)
Perceptions of “subjectivity” in evaluations, which may in turn, reduce
employee’s satisfaction with, and acceptance of appraisals.
There are three important considerations in the design of appraisal measures:
1. Generic versus individually tailored measures
2. Objective versus subjective assessments
3. Assessing the impact of the work environment on performance.
Generic versus individually tailored measures:
Many workplaces use a generic rating form for all employees irrespective of their role or
position within the organization. Although this approach can save time and minimize
cost, the accuracy and relevance of appraisals may be significantly diminished. The “one
size fits all” approach of generic measures may overlook important performance criteria
that are relevant to particular jobs, and may also include criteria that are irrelevant to
others.
Where time and other resources permit, it is more appropriate to construct appraisal
formats tailored to specific jobs or “families” of jobs. If the development of job-specific
(i.e., individually tailored) appraisal formats is beyond the resource capacity of the
organization, an alternative would be to develop two groups of criteria:
1) Core competencies that have applicability to the performance appraisal of all
employees within the organization
2) Additional competencies applicable only to some jobs and included in the
performance Appraisal if relevant.
Objective versus subjective assessments:
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A basic distinction between different types of appraisal measures concerns the use of
objective or subjective criteria.
Objective assessments of work performance
Objective measures of job performance involve counts of various work-related
behaviours’. Some common objective job performance measures include
a. Absenteeism (number of days absent)
b. Accidents (number of accidents)
c. Incidents at work (number of incidents / assaults / altercations)
d. Lateness (days late)
e. Meeting deadlines.
Objective measures can be relatively quick and easy to obtain (given good organizational
record-keeping). However, it can be unwise to place too much emphasis on these types
of objective measures. An exclusive focus on results / outcomes may mask factors that
impact on employee’s performance that are beyond their control (e.g., client workload).
SUBJECTIVE ASSESSMENTS OF WORK PERFORMANCE
Subjective measures rely on the judgment of an appraiser (self, co-workers, or
supervisor). Subjective assessments are commonly used in performance appraisals and
often involve the use of rating scales. Subjective assessments are more likely to provide
accurate performance appraisals when:
The behaviours and outcomes being assessed are stated in clear
behavioural terms
The employee understands the measures (e.g., rating scales) being used to
evaluate their Performance, and agree that the measures are fair and
accurate (i.e., measures what it is supposed to)
Measurement is as brief as possible whilst addressing essential behaviours
and outcomes (frustration with long and unwieldy questionnaires may
introduce error in responses).
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Assessing the impact of the work environment on performance:
The goal of a performance appraisal is to support and improve employee’s performance
and effectiveness. Therefore, it makes sense for an appraisal to include an assessment of
factors in the work environment that help or hinder a employee’s capacity to perform
effectively. Explicit assessment of environmental factors is also likely to increase the
perceived fairness and acceptability of performance appraisals.
For example, an employee’s capacity to provide effective treatment interventions is
influenced by factors such as:
Access to private, soundproofed, adequately sized rooms for counselling
Availability of validated, user-friendly assessment tools
Availability of reliable and approachable management / administration.
Step 3: Collect Performance Information from Different Sources
Once the appraisal measures are developed, the next step involves collection of accurate
performance information. A common trap is to begin noting observations of employees
just before conducting appraisals. This is likely to give an inaccurate picture of a
employee’s performance. Ideally, employee’s performance should be observed in a
systematic way over time (e.g., in a diary). This method ensures the accuracy of
information about their performances.
Many employees in the organization operate with a relatively high degree of autonomy.
This combined with the heavy workload of most managers / supervisors may limit
opportunities to conduct regular observation of employee’s performance. In addition,
perceptions of ongoing monitoring may foster a sense of surveillance which can damage
staff morale.
A more suitable approach may be to keep critical incident reports that note specific
examples of both excellent and unsatisfactory performances. Supervisors can also
encourage employees to keep track of their own performance records such as emails or
letters that commend them on their achievements.
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Traditionally, it has been the sole responsibility of managers / supervisors to assess
performance. However, other organizational members can be a valuable source of
information as they are likely to have exposure to different aspects of a employee’s
performance. This approach is known as 360-degree feedback. For instance, co-workers
can provide valuable information on teamwork skills, and subordinates can provide
useful information on leadership style.
There are many advantages to obtaining feedback on performance from sources other
than supervisors or managers. Key benefits include:
Accuracy and reduced bias (incorrect information from one source can be
corrected from another)
Increased likelihood that employees will perceive the performance appraisal
system to be a fair and accurate reflection of their performance (compared to
relying on supervisor ratings alone).
If time and resources are limited, it is recommended that supervisor appraisals be
conducted in conjunction with self-assessment. Including self-assessments as part of the
appraisal process is likely to enhance employee’s commitment to, and satisfaction with,
the appraisal process. It also provides employees with an opportunity to identify barriers
and facilitators to effective performance in their work environment.
Five different sources of performance appraisal information are considered here:
a. Manager / supervisor appraisals
b. Self appraisals
c. Co-worker appraisals
d. Subordinate appraisals
e. Client appraisals.
Manager / supervisor appraisals:
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Managers / supervisors play a central role in the appraisal process, and should always be
included as one of the main appraisers. In essence, managers and supervisors have two
roles in performance appraisal:
1. “Judge”: assessing performance
2. “Coach”: providing constructive feedback and identifying areas for
improvement.
Performing both roles simultaneously can be difficult. Employees may be reluctant to
admit areas for improvement if performance assessment is linked with desired outcomes
such as pay, promotion or opportunities to work in desired areas. One solution is to
separate the judge and coach roles by conducting separate appraisal meetings.
Self-appraisals:
The process of evaluating one’s own performance can help to increase employee’s
commitment to the appraisal process, perceptions of appraisal fairness, and satisfaction
with the appraisal process. Self-appraisal can also be useful for identifying areas for
development. Not surprisingly, self-appraisals are usually biased towards leniency.
Strategies to increase the accuracy of self appraisals include:
Using clear definitions of performance criteria linked to specific, observable
behaviours
Informing employees that their ratings will be checked and compared to other
sources of appraisal (i.e., for accuracy)
Ensuring employees receive regular feedback on their performance.
It is recommended that self appraisals are used for professional development
purposes, rather than for making administrative decisions (i.e., pay increases,
promotion).
Co-worker appraisals:
Co-workers can provide valuable feedback on performance, particularly where teamwork
occurs. Co-workers are often aware of different aspects of an employee’s performance
that managers /supervisors may not have the opportunity to observe. In addition, as there
is usually more than one co-worker who rates a worker’s performance, evaluations tend
to be more reliable. Co-worker evaluations, however, may be biased towards those
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individuals most well liked in an organization (i.e., friendship bias). Furthermore, co-
worker appraisals may have a negative impact on teamwork and cooperation if
employees are competing with one another for organizational incentives and rewards. It
is recommended that co-worker appraisals are used for professional development rather
than administrative decisions.
Subordinate appraisals:
Subordinates are a valuable source of information regarding particular aspects of a
supervisor or leader’s performance such as communication, team building or delegation.
Subordinates can provide feedback to help managers / supervisors develop their skills in
these areas. The focus should be on aspects of managerial performance that subordinates
are able to comment upon. This source of appraisal may only be appropriate in larger
organizations where there are sufficient subordinates to allow anonymity.
Client appraisals:
Clients may also offer a different perspective on a employee’s performance, particularly
for jobs that require a high degree of interaction with people. For example, client
appraisals can be a valuable source of feedback regarding the quality of service provision
(e.g., the quality of interaction, degree of empathy, level of support, degree of
professionalism).
Organizations often have performance contracts that specify goals and deliverables for
client outcomes. Whilst it is important that organizational goals and deliverables are
reflected in the appraisal criteria for individuals and teams, it is recommended that
particular care be taken if incorporating client outcomes.
Relying on client outcomes as an indicator of performance can have undesirable effects
due to the complex and sensitive nature of work. A range of factors may influence client
outcomes, many of which are outside the control of an individual employee. It is rare for
a successful (or otherwise) outcome to be the sole result of one person’s efforts. This
makes client outcomes a poor reflection of the quality of treatment provided by the
employee. For example, “good” employee performance will not always bring about
client improvements, and client relapses may not be due to “poor” employee
performance.
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In addition to considering client outcomes, it may also be beneficial to focus on
employee’s skills and abilities in providing services per se (i.e., independent of client
outcomes).
Strategies to support appraisers and enhance appraisal accuracy
Rating another person’s performance is not an easy task, particularly with complex jobs
or performance criteria. Strategies to support appraisers and increase the likelihood of
accurate assessments include:
Providing practical training in rating techniques, which includes opportunities to
practice appraising performance and providing feedback.
Limiting the assessment to performance criteria that an appraiser has
observed /experienced in regard to the employee.
Providing structured assessment tools with clear explanations regarding the
criteria to be assessed, and performance standards.
Step 4: Conduct an Appraisal Interview
The next step in a performance appraisal is to conduct the appraisal interview. The two
central purposes of the appraisal interview are to:
Reflect on past performance to identify major achievements, areas that require
further development, and barriers / facilitators to effective performance.
Identify goals and strategies for future work practice.
As discussed below, supervisors and managers can use a range of strategies to ensure
that the appraisal interview is positive, constructive and of greatest benefit for
employee’s effectiveness.
BEFORE THE INTERVIEW
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Help employees to become familiar and comfortable with talking about their
performance by engaging in regular, informal communication on work progress,
potential obstacles and issues, possible solutions and assistance.
Encourage employees to prepare – employees should be encouraged to review
their own Performance before the interview.
Do your own preparation – plan ahead. Draft a list of the issues that you want to
address with the employee (i.e., strengths and weaknesses of performance,
strategies to improve performance). Give specific examples of the employee’s
performances that you want to highlight. During the interview.
Encourage employee participation – start by inviting the employee to share their
views about their performance.
Begin with positive feedback to put the employee at ease.
Make it a two-way discussion.
Set goals mutually – ensure employees participate in determining specific,
challenging but attainable goals for future work performance.
Ensure that there is a clear agreement on performance objectives and the
evaluation criteria for the next year.
Keep written records of the appraisal interview on which
Both parties have “signed off”.
AFTER THE INTERVIEW
Coach employees regularly – provide frequent feedback to help employees
improve their performance
Assess progress towards goals frequently – periodic reviewing of progress
towards goals helps keep behaviour on track and enhances commitment to
effective performance.
Relate rewards to performance – by linking appraisal results to employment
decisions such as promotions and salaries, employees are more likely to prepare
for, participate in, and be satisfied with the appraisal system.
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Step 5: Evaluate the Appraisal Process
As with any organizational system, the performance appraisal process should undergo
regular review and improvement. For example, the process of performance appraisal
could be evaluated by conducting focus groups or surveys with employees to gauge their
satisfaction with the appraisal process (and suggestions for improvements). It may also
be useful to monitor the types of issues raised by supervisors and employees over time.
A successful performance appraisal process should demonstrate a change in both the
ratings of employee’s performance (i.e., ideally performance ratings should improve, or
at least remain at a satisfactorily stable level over time) and the work environment (i.e.,
evidence that significant barriers to work practice are being addressed by the
organization).
DESIGNING THE PERFORMANCE MANAGEMENT SYSTEM
Numerous have been devised to measure the quantity & quality of employee’s job
performance. Each of the methods discussed could be effective for some purposes, for
some organizations. None should be dismissed or accepted as appropriate except as they
relate to the particular needs of the organization or of a particular type of employees.
Broadly, all the approaches to appraisal can be classified into:
PAST-ORIENTED METHODS
Rating Scales:
This is the simplest & most popular technique for appraising employee performance. The
typical rating scale system consists of several numerical scales, each representing a job-
related performance criterion such as dependability, initiative, output, attendance,
attitude, co-operation, and the like. Each scale ranges from excellent to poor. The rather
checks the appropriate performance level on each criterion, and then computes the
employee’s total numerical score. Under this method, a checklist of the statement on the
traits of the employee & his or her job is prepared in two columns.
Forced Choice Method:
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In this, the rather is given a series of statements about an employee. These statements are
arranged in blocks of two or more, & the rather indicates which statement most or least
descriptive of the employee.
Forced Distribution Method:
The approach focuses on certain critical behaviours of an employee that make all
difference between effective & non-effective performance of a job. The superiors as &
when they occur record such incidents. The advantage of this method is that the
evaluation is based on actual job behavior
Critical Incidents Method:
The approach focuses on certain critical behaviours of an employee that make all
difference between effective & non-effective performance of a job. The superiors as &
when they occur record such incidents. The advantage of this method is that the
evaluation is based on actual job behavior.
Behaviourally Anchored Rating Scales:
Behaviourally anchored scales, sometimes called behavioural expectation scales, are
rating scales whose scale points are determined by statements of effective & ineffective
behaviours.
Field Review Method:
This is an appraisal by someone outside the assessor’s own department, usually someone
from the corporate office or the HR department. The outsider reviews employee records
& holds interviews with the rate & his or her superior. The method is primarily used for
making promotional decision at the managerial level field reviews are also useful when
comparable information is needed from employees in different units or locations.
Performance Tests & Observations:
With a limited number of jobs, employee assessment may be based upon test knowledge
or skills. The test may be of the paper-and-pencil variety or an actual demonstration of
skills. The test may be reliable & validated to be useful.
Essay Method:
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In the essay method, the rather must describe the employee within a number of
categories such as:
a. The ratter’s overall impression of the employee's performance,
b. The promo ability of the employee
c. The jobs that the employee is now able or qualified to perform
d. The strengths & weaknesses of the employee
e. The training & the development assistance required by the employee.
Cost Accounting Method:
A relationship is established between the cost included in keeping the employee & the
benefit of the organization derives from him or her. Performance of the employee is then
evaluated based on the established relationship between the cost & the benefit
.
FUTURE ORIENTED PERFORMANCE MANAGEMENT SYSTEMS It is not enough if only the past performance is assessed. How an employee can perform
in the days to come is equally important. This can be assessed by focusing on employee
potential or setting future performance goals. The commonly used future oriented
techniques are MBO, psychological appraisals, assessment centers and the 360-degrec
appraisals.
Management by Objectives (MBO):
The M BO concept, as was conceived by Peter Ducker, reflects a management
philosophy, which values and utilizes employee contributions. Application of MHO in
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the field of performance appraisal is a recent thinking. The following arc the four steps in
which MBO works:
i) The first step is to establish the goals each subordinate is to attain.
ii) The second step involves setting the performance standard for the
subordinates in a previously arranged time period.
iii) In the third step, the actual level of goal attainment is compared with the
goals agreed upon.
iv) The final step involves establishing new goals and possibly new strategies for
goals not previously attained.
The process is then repeated.
MBO is criticized on the following grounds:
i) It is not applicable to all jobs in all organizations.
ii) It is most useful with managerial personnel and employees who have a fairly
wide range of flexibility and self control in their jobs.
iii) Employees may be less likely to establish challenging goals.
Psychological Appraisals: When psychologists are used for' evaluations, they assess an
individual's future potential and not the past performance. The appraisal normally
consists of in-depth interviews, psychological tests, discussions with supervisors and a
review of other evaluations.
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The psychologist then writes an evaluation of the employee's intellectual, emotional,
motivational and other related characteristics that suggest individual potential and may
predict future performance. The evaluation by the psychologist may be for a specific job
opening for which the person is being considered, or it may be a global assessment of his
/ her future potential.
This method has the following problems associated with its application:
i) It is slow and costly.
ii) Employees may object.
Assessment centers: An assessment centre is a central location where mangers may
come together to have their participation in job related exercises evaluated by trained
observers. The principal idea is to evaluate managers over a period of time by observing
their behavior across a series of select exercises or work samples.
The characteristics assessed in a typical assessment centre includes assertiveness,
persuasive ability, communicating ability, planning and organizational ability, self
confidence, resistance to stress, energy level, decision making, sensitivity to the feelings
of others, administrative ability, Creativity and mental alertness. A well conducted
assessment centre can and does achieve better forecasts of future performance and
progress than other methods of appraisal. Also, reliability, content validity, and
predictive validity are said to be high in the assessment centers.
The problem with assessment centers is that they are not cost effective in nature and are
thus, suitable mainly for the large organizations.
360-Degree feedback:
23
"The systematic collection and feedback of performance data on an individual or group,
derived from a number of the stakeholders in their performance;"
To Explain
The data collection is systematic, i.e. done in some systematic way via questionnaires or
inter-views. This formalizes people judgments coming from the natural interactions they
have with each other. There is both a collection and a feedback process data is gathered
and then fed back to the individual participant in a clear way designed to promote
understanding, acceptance and ultimately changed behavior. The performance of either
individual or group can be measured. The process has recently been applied to groups or
teams but can be an effective way of measuring interactions with in a team or team
outputs and quality as perceived by the customer. The source of data is called the
stakeholders in the participant's performance. Stakeholder’s are people who are both
affected by the individuals or group's performance and deal with them closely enough to
be able to answer the specific questions about the way they interact with the
stakeholders.
A FINAL OBSERVATION
The word 'performances twice in the definition. However, we should be quite clear on
the fact that it refers to the quality of a person's interactive processes or their behavior,
rather than the results they produce.
The 360 - degree appraisal, a relatively new model for reviewing employees'
performance, incorporates appraisals from supervisors, co-workers, subordinates and
even external customers. 360-degree performance appraisal strengthens the relationship
between employee and employer. The advantage of 360-degree systems over traditional
systems is that they accumulate more information about employees' performance and
development areas; this information is used to give the most beneficial feedback
possible.
Increased feedback and multi-source feedback results in a change in management
behavior and in an increase in performance. Theoretically, anonymous feedback is more
open and honest then one - on -- one feedback. The assumption is that honest feedback
changes management behavior faster than restricted feedback.
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It is also assumed that employees (and customers) that are listened to and involved will
produce more and have higher satisfaction and retention.
A basic assumption is that employees have knowledge of management behaviours that
can be provided to management. A further assumption is that the "anonymity" provided
in 360 process is credible and results in honest feedback.
The 360-degree technique is an appraisal technique that provides a broader perspective
about an employee's performance. In addition, the technique facilitates greater self-
development of the employees. For one's development, multi-source feedback is highly
useful. It enables an employee to compare his/her perceptions about self with perception
of others.
It is a systematic collection of performance data on an individual or group; derived from
a number of stakeholders - superiors, team members, customers, peers and self. By
design, the 360-degree appraisal is effective in identifying and measuring interpersonal
skills, customer satisfaction, and team building skills.
This method has recently gained a lot of importance and is used in combination with
other methods of appraisal for achieving the desired outcome of performance appraisal.
THE APPRAISAL INTERVIEW
Whatever method of appraisal used by an organization, it is crucial to allow for
'employee feedback'. An interview between the manager and the employee is the main
way of achieving this.
The interview provides the opportunity, to discuss an employees’ performance and
explore areas of possible improvements and growth. It also provides an opportunity to
identify attitudes and feelings more thoroughly and thus improve communication.
Fundamental to the success of the appraisal interview is the relationship between the two
participants in the process.
The interview may have any of the following purposes:
Record / summary of performance
Feedback from employee
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Feedback from manager
Career development
Suitability for promotion/ transfer
counselling
Motivation
Foster the working relationship
The format of the interview will be determined in large by: The purpose of interview
Type of appraisal method used
Organization of the interview form (formal record)
The interview is perhaps the most important part of the entire appraisal program.
Unfortunately, interviewers can become overburdened by attempting to discuss too
much.
The interviewer should observe the following points: -
Initially, emphasize strengths on which employee can build rather than weakness to
overcome.
Avoid suggestions about personal traits to change instead suggest more acceptable
ways of performing.
Concentrate on opportunities for growth that exist within the framework of the
employees' present position.
Limit plans for growth to a few important items that can be accomplished within a
reasonable period of time.
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TYPES OF APPRAISAL INTERVIEW
Managers should never assume that only one type of appraisal interview is appropriate
for every review session. Rather, they should he able to use one or more of the interview
types depending on the topic being discussed or the behavior being appraised. Feedback
is necessary to effect improvement in performance, especially when it is inadequate.
Specifically, performance interview has three goals:
To change behavior of employees whose performance docs not meet
organizational requirements or their own personal goals,
To maintain the behavior of employees who perform III an acceptable manner.
To recognize superior performance behaviours so that the}' will be continued.
Three distinct types of interview are commonly used
Tell and sell
Tell and listen
Problem solving and mixed.
1. Tell and sell
It is also called as directive interview; the interviewer lets assesses know how well
they arc doing and sells them on merits of setting specific goals for improvement, if
needed.
Has little provision for employee participation
Generally consists of three stages
Manager lets employee know how the latter is doing.
The employee's acceptance of this evaluation is sought.
The employee agrees to follow a pre-determined plan for improved job
performance.
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This method does not require much of anyone's time but is of little use if the improved
behavior does not eventuate.
There is no opportunity for employee participation and over time, it is likely that
employees will only perform to conform to their manager's wishes.
The role of the supervisor / manager is one of 'judge' and 'jury'.
2. Tell and listen
Tell and listen interview provides the subordinates with chances to participate
and establish a dialogue with their superiors. Its purpose is to communicate the
ratter’s perceptions.
It is the most commonly used interview technique.
As with "Tell and Sell", the manager lets the employee know how he or she is
doing.
Communicate strong and weak points of an employee's job performance.
The employee has a chance to respond to the assessment and present his/ her
views.
Employee’s feelings of the appraisal are thoroughly explored.
BOTH views arc then considered together, a conclusion reached and a plan
for" future performance is developed.
This is much more flexible approach, however, the type of reaction provoked
may strongly affect the success of the interview
For example, if the manager's remarks arc perceived as unfair.
(Or critical) by the employee, defence mechanism and face saving, rather
than constructive responses might still be the outcome.
The "Tell and Listen" method assumes that the opportunity to release
frustrated feelings will help reduce or remove them.
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3. Problem solving and mixed
In the problem solving or participative interview, an active and open dialogue
is established between the superior and the subordinate. Not only are
perceptions shared, but also solutions to problems arc presented, discussed,
and sought. Mixed interview is a combination of tell and sell and problem
solving interviews.
Differs markedly from the methods above.
Although recommended by some, since the objective of appraisal is normally
to stimulate growth and development in the employee.
It is used more widely in 'counselling' and is an unstructured approach.
The skills an' consistent with the non-directive procedures of the "Tell and
Listen" method in that listening, accepting and responding to feelings arc
essential.
However, it goes beyond an interest in the employee's feelings.
It seeks to stimulate growth and development in the employee by discussing
problems, needs innovations, satisfactions and dissatisfactions encountered
since the last appraisal.
A work - related situation IS presented and both the manager and the employee
discuss a solution.
The manager assumes the role of a 'Helper' or 'Facilitator' rather than a judge and
emphasis is on the work situation, not the business of the individual.
Can lead to a wide range of changes in work practices, patterns of supervision
and individual attitudes.
Managers need to have the following characteristics
Be well prepared
Show trust
Be active listeners
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Discuss frankly any areas where performance IS not up to standard, backing this
with specific examples.
Conversely good performance should be praised, again using specific examples.
Whatever are the approaches followed, the emphasis in the interview should be on
counselling and development and not on criticism, witch- hunting and buck passing.
Because of the significance of appraisal interview, every effort must be made to make it
effective. Guidelines given will help make the interview successful.
Guidelines for Effective Appraisal Interview
Select a good time
Minimize interruptions
Welcome, set at ease
Start with something positive
Ask open-ended questions to encourage discussion
Listen
Manage eye contact and body language
Be specific
Rate behavior, not personally
PITFALLS OF PERFORMANCE MANAGEMENT PROGRAMS
Obstacles to the success of formal Performance Management programs should be
familiar to most managers, either from painful personal experience or from the growing
body of critical literature. Here are the most troublesome and frequently cited drawbacks.
Performance Management programs demand too much from supervisors.
Formal performance appraisal obviously requires at least periodic supervisor
observation of subordinates' performance. However, the typical first - line
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supervisor can hardly know, in a way, just what each of 20, 30, or more
subordinates are doing.
Standards and ratings tend to vary widely and often, unfairly. Some rates are
tough, while some are lenient. Some departments have highly competent people;
others have less competent people. Consequently, employees subject to less
competition or lenient ratings can receive higher appraisals than equally
competent or superior associates.
Personal values and bias can replace organizational standards. An appraiser may
not lack standards, but the standards he uses are sometimes wrong ones. For
example: - unfairly low ratings may be given to valued subordinates so they will
not be promoted out of the ratter’s department. More often, however, outright
bias dictates favoured treatment for some employees.
Because of lack of communication, employees may not know how they are rated.
The standards by which employees think they are being judged are sometimes
different from those their supervisors actually use. No performance appraisal
system can be very effective for management decisions, organization
development, or any other purpose until the people being appraised know what is
expected of them and by what criteria they are being judged.
Management techniques tend to be used as performance panaceas. If a worker
lacks the ability or has not been given the necessary training for his job, it is
neither reasonable to try to stimulate adequate performance through performance
management, nor fair to base salary, dismissal, or other negative decisions on
such an appraisal.
In many cases, the validity of ratings is reduced by supervisory resistance to
making the ratings. Rather than confront their less effective subordinates with
negative ratings, negative feedback in appraisal interviews, and below average
salary increases, supervisors often take the more comfortable way out and give
average or above average ratings to inferior performers.
Performance Management ratings can boomerang when communicated to
employees. Negative feedback (i.e. criticism) not only fails to motivate the
typical employee, but also can cause him to perform worse. Only those
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employees who have a high degree of self-esteem appear to be stimulated by
criticism to improve their performance.
32
COMPANY PROFILE
Chairman and Managing Director
Rahul Bajaj
President and Whole-time Director
Rajiv Bajaj
(Vice Chairman and Whole-time Directors)
D. S. Mulla Atul C. Kirloskar
Kantikumar R. Podar Madhur Bajaj
Shekhar Bajaj D.S. Mehta
(Whole-time Directors)
D.J. Balaji Rao S.H. Khan
J.N. Godrej
PERFORMANCES OF THE COMPANY
In the ungeared scooter segment, the industry has grown by 18 % from 2, 75,000 units
during April to December 1999 to 3, 24,000 units during the current year. The Company
has recorded a growth of 19 % in volumes and has increased its market share from 19.2
% to 19.4 %. The Company had introduced Safire, a 92 cc Automatic 4 - stroke scooter
in select markets. The product has been well received and with the production volumes
going up, the Safire will be progressively launched in all the states.
In the geared scooter market, the industry has shown a fall from 7,20,000 numbers in
April - December 1999 to 4,56,000 numbers in April - December 2000. The Company's
market share stands at 71.8 % as against 73.1 % in the previous year. In order to expand
33
this market the Company has introduced a range of low cost scooters in January 2000.
Besides, a new premium 4 stroke scooter will be launched in February 2001 followed by
the 4 stroke Chetek.
In the step thru segment, the industry has recorded a fall of 11 % from 2,03,000 units
during the period April to December 1999 to 1,80,000 units in the current nine months.
The Company's market share has fallen from 61.3 % to 54.0 %. The Company has
introduced the M 80 Major 4 S, a 74 cc, 4 stroke vehicle giving 87 km / litre, the initial
response for which has been very encouraging.
In the Motorcycle segment, the Company has shown a significant growth of 89 % as
compared to 31 % growth recorded by the industry. The market share has increased from
14.9 % during April - December 1999 to 21.4 % in the corresponding period of current
year. In order to continue this trend, the Company will be launching Eliminator - a 175
cc 4 strokes "chopper" like bike in Pune on January 20, 2001. The Eliminator will be
followed by "Acer" - a 100 cc highly fuel efficient executive bike in March 2001. A third
bike called "Pulsar" - a 175 cc street sports bike will be introduced in April 2001.
The Three wheeler market has grown by 2 % from 1, 55,000 units in April - December
1999 to 1, 59,000 units during the current year. The Company's sales have declined by 3
% and the market share stands at 77 % as compared to 82 % in the previous year. The
CNG three wheeler has met with excellent response. With the introduction of the RE 4
stroke LPG three wheeler soon, the Company will provide the entire range of
environment friendly three wheelers.
HISTORICAL INDUSTRY DEVELOPMENT
India is the second largest manufacturer and producer of two wheelers in the world. It
stands next only to Japan and China in terms of the number of two-wheelers produced
and domestic sales respectively. This distinction was achieved due to variety of reasons
like restrictive policy followed by the Government of India towards the passenger car
industry, rising demand for personal transport, inefficiency in the public transportation
system etc.
The Indian two-wheeler industry made a small beginning in the early 50s when
Automobile Products of India (API) started manufacturing scooters in the country. Until
1958, API and Enfield were the sole producers.
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In 1948, Bajaj Auto began trading in imported Vespa Scooters and three-wheelers.
Finally, in 1960, it set up a shop to manufacture them in technical collaboration with
Piaggio of Italy. The agreement expired in 1971.
In the initial stages, the scooter segment was dominated by API, it was later overtaken by
Bajaj Auto. Although various government and private enterprises entered the fray for
scooters, the only new player that has lasted till today is LML.
Under the regulated regime, foreign companies were not allowed to operate in India. It
was a complete seller market with the waiting period for getting a scooter from Bajaj
Auto being as high as 12 years.
The Motorcycles segment was no different, with only three manufacturers viz Enfield,
ideal Jawa and Escorts. While Enfield bullet was a four stroke bike, Jawa and the
Rajdoot were two-stroke bikes. The motorcycle segment was initially dominated by
Enfield 350cc bikes and Escorts 175cc bike.
The two wheeler market was opened to foreign competition in the mid-80s. And the then
market leaders- Escorts and Enfield were caught unaware by the onslaught of the 100cc
bikes of the four Indo-Japanese joint ventures. With the availability of fuel efficient low
power bikes, demand swelled, resulting in Hero Honda then the only producer of four
stroke bikes (100cc category), gaining a top slot.
The first Japanese motorcycles were introduced in the early eighties. TVS Suzuki and
Hero Honda brought in the first two-stroke and four –stroke engine motorcycles
respectively. These two players initially started with assembly of CKD kits, and later on
progressed to indigenous manufacturing. In the 90s the major growth for motorcycle
segment was brought in by Japanese motorcycles, which grew at a rate of nearly 25%
CAGR in the last five years.
The Industry had a smooth ride in the 50s, 60s and 70s when the Government prohibited
new entries and strictly controlled capacity expansion. The industry saw a sudden growth
in the 80s. the industry witnessed a steady growth of 14% leading to a peak volume of
1.9mn vehicles in 1990.
The entry of Kinetic Honda in mid-eighties with a variometric scooter helped in
providing ease of use to the scooter owners. This helped in inducing youngsters and
working women, towards buying scooters, who were earlier, inclined towards moped
purchases. In the 90s, this trend was reversed with the introduction of scooterettes. In
35
line with this, the scooter segment has consistently lost its part of the market share in the
two-wheeler market.
In 1990, the entire automobile industry saw a drastic fall in demand. This resulted in a
decline of 15% in 1991 and 8% in 1992, resulting in a production loss of 0.4 mn
vehicles. Barring Hero Honda, all the major producers suffered from recession in FY93
and FY94. Hero Honda showed a marginal decline in 1992.
The reasons for recession in the sector were the incessant rise in fuel prices, high input
costs and reduced purchasing power due to significant rise in general price level and
credit crunch in consumer financing. Factors like increased production in 1992, due to
new entrants coupled with the recession in the industry resulted in companies either
reporting looses or a fall in profits.
India is one of the very few countries manufacturing three- wheelers in the world. It is
the world’s largest manufacturer and seller of three-wheelers. Bajaj Auto commands a
monopoly in the domestic market with a market share of above 80%, the rest is shared by
Bajaj Tempo, Greaves Ltd and Scooters India.
The total number of registered two wheelers and three-wheelers on road in India, as on
March 31, 1998 was 27.9mn and 1.7mn respectively. The two wheeler population has
almost doubled in 1996 from a base of .6mn in 1990.
TWO- WHEELERS MARKET SHARE
The auto two-wheeler segment has been witnessing a mixed trend in year 2001-02.
During the first seven months, the scooter volumes dipped and there was a sudden spurt
in the motorcycle sales. However there was some deviation from this trend during
October 2001 when the scooter sales stated picking up due to launch of new variants by
Bajaj Auto Ltd., But on the whole the motorcycle market continued to prop up domestic
2- Wheelers sales whereas scooters and moped sales maintained their downward trend in
fiscal 2002.
The sales of motorcycle segment remained buoyant in Dec 2001 and the major three
players have reported an average growth of 55% in their sales volumes. Bajaj Auto Ltd.
Has been the outperformed in the motorcycle segment followed by Hero Honda Motors
Ltd. And TVS Motor Company Ltd. (formed after the break-off with Suzuki Motor
36
Corporation, Japan) With the whopping 85% growth in the motorcycle sales Bajaj Auto
Ltd. Is the second biggest manufacturer of motorcycles?
The company’s recent indigenous launch in 4-stroke segment viz.; the 150/180 cc
‘Pulsar’ has been the major contributor to motorcycle sales alongwith its other popular
models such as Boxer,’ Caliber Croma etc. the company is also refocusing on scooter
sales and has launched the 150cc ‘Legend NXT2’ and 4-stroke version of ‘Chetek’
recently. BAL aims to reach a target of 0.6 million units by the end of fiscal 2001-02.
Hero Honda has posted a negative sales growth of 8.75% from last month November
2001 which is attributed to lower registrations for new purchases by the customers in the
last month of the year 2001-02.
RESEARCH METHODOLOGY
Research in common parlance refers to a search for knowledge. The purpose of research
is to discover answers to questions though the application of scientific procedures. In
short research is art of scientific investigation. Research methodology refers to the tools
and methods used for obtaining information for the purpose of the subject under study.
The methodology followed for the purpose of finding customers response was Random
sample survey.
DATA SOURCES
The data was collected from primary as well as secondary sources.
The primary data was collected through interviews with the managers and trainee
sales officer.
Secondary data was collected from articles in various magazines and newspapers
and web sites.
RESEARCH APPROACH
The approach adopted was a survey with the customers visiting the show room.
Company’s servicing centre of Delhi and interview session with management of the
company.
RESEARCH INSTRUMENT
37
The research instrument used was a questionnaire.
SAMPLING PLAN
Sampling Unit:
1. It constituted of people in the age group of 20 and above.
2. Income group of 5,000 and above per month.
Sampling Procedure: The sampling procedure adopted was convenience sampling
because of the wide scope of the project.
RESULTS
Company:
Companies data shows that the company produces approximately 1,11,000
vehicles per month. Out of which they sales 60,000 motor cycles per month.
The company has more demand of its product in western region.
The company has 21 regional offices throughout India out of which 10 contains
training centres.
The main objective of these offices is to pay emphasis to human resource
development and provide good services to its customers.
Customer:
The results from customer survey are as follows:
1. Customers prefer because of their fuel efficiency.
2. Customers prefer because of their performance.
3. Customers prefer because they are value added product.
4. Customers also prefer because they are stylish.
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SEGMENTATION
DEMOGRAPHIC SEGMENTATION
Income: Our customer survey indicates that the segments available for the Bajaj motor
bike are the people with monthly income of Rs. 10,000 and above.
Age: The main segmented group for the motorcycle are 18 years and above.
Occupation: All kinds of people are taken into account. Students, professionals, Govt.
Servants, etc.
Geographic Segmentation: The potential customers for the Bajaj motorcycle are
basically from every regions of India.
Psychographic segmentation: People purchasing Bajaj’s bikes are very stylish, brand
conscious.
Behavioural segmentation: This segmentation is done considering user status, benefit
wise.
TARGETING
The proposed targeting people in the age group of 18 years and above with a monthly
income of Rs. 10,000 and above, who are adventurous, enthusiasts and socializing and
who are either students or retired individuals or may be employed as professionals,
government servants or having their own business, but mostly male.
POSITIONING
The image that Bajaj creates in the mind of the customers is the faith. The add shown by
it says “HAMARA BAJAJ”. That means it’s a member of the Indian family. It
represents the Indian culture and society.
PRODUCT
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The product offers a service to the customers so as to satisfy their need. The product
provided the Bajaj suites the Indian Roads. And the Indian Consumers have a perception
that the Bajaj provides genuine products.
The product is perfectly designed and the entire switch are well placed, which provides a
good riding condition.
The details of the various bikes provided by the Bajaj are as follows:
1. Eliminator
2. Pulsar- 180
3. Pulsar-150
4. Caliber Croma
5. Caliber
6. Boxer
PULSAR -150
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Pulsar
Specification Value
Engine Type 4 stroke
Cooling Type Air Cooled
Displacement 143.90cc
No. of Cylinders 1
MaxPower 12bhp
Max Power RPM 8500rpm
Max Torque 10.8Nm
Max Torque RPM 7500rpm
Ignition Type C.D.I
Carburettor Ucal-Mikuni(DH)
Transmission
Type5 Gears - All down
Clutch Type Lever operated(Left Hand)
Electrical System 12V
Head Light 35/35 W Clear Lens Type
Horn 12 V DC
Chassis Type Tubular Double Craddle
Front Suspension Telescopic
Rear Suspension Trailing arm with coaxial hydraulic shock absorbers & coil springs 5
Step adjustable
Front Tyre Size 2.75 x 18 42P
Rear Tyre Size 3.00 X 18 4/6 PR
Front Brakes Drum Brake 130mm or Hydraulic Disc Brake
Rear Brakes Drum Brake 130mm
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Fuel Tank
Capacity18 litres
Reserve Capacity 3 litres
Wheel Base 1265mm
Saddle Height 780mm
Kerb Weight 132kg
Maximum
Payload263kg
Max Speed 100kmph
PULSAR –180
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Specification Value
Engine Type 4 stroke
Cooling Type Air Cooled
Displacement 178.60cc
No. of Cylinders 1
MaxPower 15bhp
Max Power RPM 8000rpm
Max Torque 13.2Nm
Max Torque
RPM6500rpm
Ignition Type C.D.I
Carburettor Mikuni(DJ)
Transmission
Type5 Gears- One down four up
Clutch Type Lever operated(Left Hand)
Electrical System 12V
Head Light 35/35 W Clear Lens Type
Horn 12 V DC 2 nos.
Chassis Type Tubular Double Cradle
Front Suspension Telescopic
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Rear Suspension Trailing arm with coaxial hydraulic shock absorbers & coil springs 5 Step
adjustable
Front Tyre Size 2.75 x 18 42P
Rear Tyre Size 100/90 18 56P
Front Brakes Hydraulic Disc Brake
Rear Brakes Drum Brake - 130mm
Fuel Tank
Capacity18 litres
Reserve Capacity 3 litres
Wheel Base 1265mm
Saddle Height 780mm
Kerb Weight 137kg
Maximum
Payload268kg
Max Speed 107kmph
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ELIMINATOR
Specification Value
Engine Type 4 stroke
Cooling Type Air Cooled
Displacement 173.9cc
No. of Cylinders 1
Compression Ratio
MaxPower 15.2bhp
Max Power RPM 8500rpm
Max Torque 13.7Nm
Max Torque RPM 7500rpm
Ignition Type CDI Electronic
Carburettor Mikuni BSR30
Transmission Type 5 Speed
Clutch Type Wet multi-plate
Electrical System 12V AC/DC
Head Light 60/55W
Horn 12V
45
Chassis Type Double cradle
Front Suspension Telescopic
Rear Suspension Trailing arm with coaxial hydraulic shock absorbers and coil
springs
Front Tyre Size 90/90-17
Rear Tyre Size 130/90-15
Front Brakes Disc
Rear Brakes Drum
Fuel Tank Capacity 14 litres
Reserve Capacity 2.5 litres
Wheel Base 1460mm
Ground Clearance 165mm
Saddle Height 680mm
Minimum Turning
Radius 2.5m
Kerb Weight 157kg
Maximum Payload 130kg
Fuel Efficiency (Ideal) kmpl
Fuel Efficiency
(Highway) kmpl
Fuel Efficiency (City) kmpl
Max Speed 116kmph
Acceleration
Braking Distance
46
CALIBER CROMA
Specification Value
Engine Type 4 stroke
Cooling Type Air Cooled
Displacement 111.6cc
No. of Cylinders 1
MaxPower 7.7bhp
Max Power RPM 7000rpm
Max Torque 0.83Nm
Max Torque RPM 6000rpm
Ignition Type C.D.I.
Carburettor Keihin PC 18 or Ucal-Mikuni VM18SH
Transmission Type 4 Speed Gear Box
Clutch Type Lever operated
Electrical System 12V AC/DC
Head Light 35/35
Horn 12V DC
Chassis Type Tubular Semi Double cradle
Front Suspension Long Telescopic
47
Rear Suspension 5-step adjustable
Front Tyre Size 2.75 x 18 Zapper
Rear Tyre Size 3.00 x 18 Zapper
Front Brakes 240 mm ventilated disc brakes
Rear Brakes 130 mm brake drum
Fuel Tank Capacity 14 litres
Reserve Capacity 3 litres
Wheel Base 1245mm
Saddle Height 780mm
Kerb Weight 120kg
Maximum Payload 246kg
Fuel Efficiency (City) 65kmpl
Max Speed 95 km/hr with single rider (68kg)kmph
48
CALIBER
Specification Value
Engine Type 4 stroke
Cooling type Air Cooled
Displacement 111.6cc
No. of Cylinders 1
MaxPower 7.6bhp
Max Power RPM 7000rpm
Max Torque 8.14Nm
Max Torque RPM 6000rpm
Ignition Type CDI Electronic
Carburettor Keihin PC 18
Transmission Type 4 Speed gear box
Clutch Type Wet multiplate
Electrical System 12V AC/DC
Head Light 45/40 W
Horn 12V DC
Chassis Type Single down tube cradle frame
Front Suspension Hydraulically damped Telescopic (travel
49
110 mm) with rubber boots
Rear Suspension Swing arm hydraulic shock absorber with
coaxial spring 5 step adjustable
Front Tyre Size 2.75 X 18in 4P
Rear Tyre Size 3.00 X 18in 6P
Front Brakes 110 mm Drum
Rear Brakes 110 mm Drum
Fuel Tank Capacity 14 litres
Reserve Capacity 3 litres
Wheel Base 1245mm
Ground Clearance 150mm
Saddle Height 780mm
Minimum Turning
Radius 1.86m
Kerb Weight 118kg
Maximum Payload 249kg
Fuel Efficiency (Ideal) 82kmpl
Fuel Efficiency
(Highway) -kmpl
Fuel Efficiency (City) -kmpl
Max Speed 100 with Single Rider (68 kg)kmph
KAWASAKI BOXER
50
Specification Value
Engine Type 4 stroke
Cooling Type Air Cooled
Displacement 99.35cc
No. of Cylinders 1
Compression Ratio 9.3
MaxPower 7.7bhp
Max Power RPM 8000rpm
Max Torque 0.71Nm
Max Torque RPM 6000rpm
Ignition Type CDI
Transmission Type 4-speed
Electrical System 12 V AC/DC
Head Light 35 / 35 W
Horn 12V DC
Chassis Type Tubular semi- double cradle
Front Suspension Hydraulically damped Telescopic (travel 110 mm)
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Rear Suspension Swing arm hydraulic shock absorber with coaxial spring
Front Tyre Size 2.75 x 18 4PR
Rear Tyre Size 3.0 x 18 4PR/6PR
Front Brakes Shoe
Rear Brakes Shoe
Fuel Tank Capacity 12 litres
Reserve Capacity 2.8 litres
Wheel Base 1215mm
Ground Clearance 150mm
Saddle Height 780mm
Minimum Turning Radius 1.86m
Kerb Weight 113kg
Maximum Payload 130kg
Fuel Efficiency (Ideal) 91kmpl
Max Speed 95kmph
Prices
Pricing is an important component of marketing mix of firm. Determining the prices of
different products of a firm is a very difficult task of the marketing manager. Price
denotes money value of a product. It represents the amount of money for which a
product can be exchanged. In other words, prices represents the money which the buyer
pays to the seller for a product price represents the exchange value of goods and services
in terms of money. Price is all around.
Price factor has very well been touched by the manufactures. The manufactures (Bajaj)
are charging very comparatively cheaper prices then their competitors. The pricing
strategy of the company is very set. They price their product according to the cost of
production and also by keeping an eye on the price of the competitors of that segment &
demand of the product in the market.
The pricing stratigies adopted by Bajaj auto Ltd:
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Competitive Pricing
The management of a firm decide to fix the price at the competitive level. This method is
adopted by Bajaj auto because the bike market is highly competitive.
The price lists of the various Bajaj bikes are as follows:
PRICE LIST FOR PULSAR 180
AS ON JUNE 2007
City Ex Show Room Price (Rs.) † On Road Price (Rs.) †
Pune 53879 58920
PRICE LIST FOR PULSAR 150
As On June 2007
City Variation Ex Show Room
Price (Rs.) †
On Road Price
(Rs.) †
Pune Base Model with Disc Brake 45647 49910
PuneBase Model with Disc Brake &
Electric Start49046 53605
PRICE LIST FOR ELIMINATOR
As On June 2007
City Ex Show Room Price (Rs.) † On Road Price (Rs.) †
Pune 81685 89170
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PRICE LIST FOR CALIBER CROMA
As On June 2007
City Variation Ex Show Room Price
(Rs.) †
On Road Price
(Rs.) †
PuneBase Model with Drum
Brakes39924 43690
PuneBasic Model with Disk
Brakes42201 46165
PRICE LIST FOR CALIBER
As On June 2007
City Ex Show Room Price (Rs.) † On Road Price (Rs.) †
Ahmadabad 39927 42947
Bangalore 41025 45310
Chandigarh 40090 41451
Chennai 38901 41791
Kolkata 39790 42190
New Delhi 39981 41761
Pune 36889 40390
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PRICE LIST FOR BOXER CT K-TEC
As On June 2007
City Ex Show Room Price (Rs.) † On Road Price (Rs.) †
Pune 34327 37605
PROMOTION
Promotion is an important part of marketing mix of a business enterprises. It is spark
plug of the marketing mix. Promotion is the process of communication with the potential
customer involving information, persuasion and influence. It includes all types of
personal or in personal communication with customers as well as middleman in
distribution. The purpose of promotion is to inform, persuade and influence the
prospective customers. Personal selling, advertising, publicity and sales promotion are
widely used to inform the people about the availability of product and create among them
the desire to buy the products.
The words of E.L. Brink and W.T. Kelly promotion is the coordination of all seller
initiated affords to setup channels of information and persuasion to facilitated the sale of
a product or service or accepted of an idea.
The various promotional activities adopted by the Bajaj Auto Company.
The company has 100crore rupees for its promotional activities out of which 75% is
sponsored by the company and 25% from the dealers.
They may sign a celebrity for its promotional activities in recent futures.
The company provides six free services to its customers in comparison to its competitors.
The company provides good services facilities to its customers through dealer’s service
station.
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Dealers encourage its customers by giving discount, providing 0% interest loan schemes,
prices, coupons etc.
The various promotional activities adopted by bajaj bikes are as follows:
Credit & finance schemes
Free services to the consumers
Advertisements on Televisions, Newspapers, Magazines
Road Shows
Free trials for the new consumers
Credit & Finance Schemes Provided By Bajaj:
Bajaj provides schemes for
New vehicles
Used vehicles
Looking for a brand new Bajaj
Bajaj Auto Finance Ltd offers the best deals on new Bajaj vehicles. Check out Bajaj
schemes for Motorcycles and Step.
They have a variety of schemes to suit your requirements. These include:
Margin Money schemes
Advance EMI schemes
Low down-payment schemes
Security deposit linked schemes
0% Interest schemes
Contact the Bajaj Auto Finance Ltd office in your city to know about the Special
Schemes they announce from time to time.
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CONTACT ADDRESSES
REGISTERED OFFICE
Bajaj Auto Finance Ltd
c/o Bajaj Auto Ltd
Akurdi, Pune - 411 035
Tel: 020-7472851 Fax: 020-7407393
email: [email protected]
NEW DELHI BRANCH
BAJAJ AUTO FINANCE LIMITED
C/o. Bajaj Auto Ltd.,
B-60/61, Naraina Industrial Area, Phase-II
NEW DELHI-110028
LOAN FOR USED VEHICLES
Not ready to invest in a new two-wheeler? We offer finance options for used vehicles
too.
We can also assist you by showing you some used vehicles to choose from.
To take a look at these vehicles, contact the Bajaj Auto Finance Ltd office in your city.
FIXED DEPOSIT SCHEME
Looking for a trustworthy partner who guarantees a high degree of safety for your hard-
earned money? One who offers the best of dividends, facilities and services?
Count on Bajaj!
Bajaj Auto Finance Ltd. has formulated three fixed deposit schemes for Indian
residents:
Monthly Scheme
Cumulative Scheme
Non-Cumulative Scheme
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Fixed Deposit Schemes (For Indian Residents Only)
MONTHLY INCOME SCHEME
Minimum Deposit Period ( Months ) Interest
Rs. 25000 * 12 9.50 % p.a.
Rs. 25000 * 36 10.00 % p.a.
* Additional amount in multiples of Rs. 1000/-
CUMULATIVE DEPOSIT SCHEME
Minimum Deposit Period (Months) Maturity Value Annual Yield
Rs. 5000 * 12 Rs. 5496 9.92 %
Rs. 5000 * 36 Rs. 6740 11.60 %
* Additional amount in multiples of Rs. 1000/-
NON - CUMULATIVE DEPOSIT SCHEME
Minimum Deposit Period (Months) Interest
Rs. 5000 * 12 9.50 % p.a.
Rs. 5000 * 36 10.00 % p.a.
* Additional amount in multiples of Rs. 1000/-
PLACE
There are about many regional offices located in major cities through out the
country.
There are more than 10,000 dealers through out the country.
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For the product distribution the company distributes its products through
authorized dealers.
The variety products are easily available in showrooms.
Registered Office
Bajaj Auto Finance Ltd
c/o Bajaj Auto Ltd
Akurdi, Pune - 411 035
Tel: 020-7472851 Fax: 020-7407393
email: [email protected]
NEW DELHI BRANCH
BAJAJ AUTO FINANCE LIMITED
C/o. Bajaj Auto Ltd.,
B-60/61, Naraina Industrial Area, Phase-II
NEW DELHI-110028
SWOT ANALYSIS
Strength:
It is a specialty good.
It is a high involvement product.
It is a durable goods.
Well equipped and trained staff.
Easy availability of spare parts in the market
Weakness:
Regional office should be located in mid of Delhi.
No promotional activities by celebrities.
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Opportunity:
Since it is the second leading competitor it has chance to grow.
High growth rate of the industry.
Encouragement of innovation theory.
Threat:
The main threat is from the leading competitor.
Entry of Foreign motors bikes in the market.
Threat of second hand motorcycles.
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DATA ANALYSIS
QUESTION1: What physical features made you prefer BAJAJ bikes?
LOOKS 4
BODY BUILT 28
STYLE 3
ROBUSTNESS 5
ALL OF THEM 60
INTERPRETATION
The customers look for the over all looks or we can say that they all the physical features
while deciding to purchase CALIBER. Also they look towards it as a sturdy body built
bike.
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QUESTION2: What media affected your preference the most?
INTERPRETATION
The customer preference is mostly affected by television advertisements.
WORD OF MOUTH 33
TELEVISION 66
PRINT MEDIA 1
DEALER EFFORTS 0
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QUESTION 3: Did price affect your preference?
INTERPRETATION
74% of customers says that price affect their preference
YES 74
NO 26
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QUESTION 4: What mode of payment did you prefer?
INTERPRETATION
51% of customer prefers financing and 49% prefer cash payment.
CASH 49
FINANCE 51
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CONCLUSION
Performance Appraisal is becoming the most suitable way to assess the suitability of any
individual to his job and the basis to improve training if needed, the basis of promotion
and also it is a best way of salary revision. It also helps the superior to get feedback
about them, which can be effectively used in acquiring and sharpening their managerial
and behavioural skills.
At last it can thus be concluded that:
Proper Appraisal system is used in the organization to appraise the worker.
More than 80% of the members are aware about the Performance Appraisal.
Some opinion problems are face by the superior and subordinate at the time
of Performance Appraisal.
Every subordinate perform there work with a great zeal because of motivation
Performance Appraisal.
Self appraisal technique of Performance Appraisal is very effective in
building companies goodwill.
Appraisal is followed by employee feedback & counselling is done
RECOMMEDATIONS
The suggestions after the survey are:
The Performance Appraisal should be done on half-yearly basis rather than on
yearly basis.
After the performance Appraisal, the supervisor should personally discuss the
strength and weakness of the managers.
Everyone should feel free to express their opinion openly without any hesitation.
The employee in the organization should be made aware of the latest method of
the Performance Appraisal like 3600 Appraisal.
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Proper training should be provided to the managers after discussing the weakness
of the manager.
All employees should be made of the Performance Appraisal system
LIMITATIONS
Samples have been taken from only four departments, as it was difficult to show
the training need identification of the entire department.
The duration was too short to complete the project with in four weeks.
Data taken from secondary sources, so it is not fully reliable.
During the training in the organization I faced some problems like every person
was very busy so they could not give me proper time.
Due to V. R. S problems we could not take the training properly in the
organization.
Some respondent did not provide accurate information.
Lack of cooperation the respondents.
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BIBLIOGRAPHY
Articles from news papers and leading auto magazines
(Times of India, Hindustan Times, Auto India etc.)
Press releases of the company.
Business magazines (Business world) etc.
Web site of the company (Bajajauto.com)
Face to face interviews
From Mr. Mohd. Saif, Area Sales Manager, Delhi
Mr. Gautam Ahuja, Trainee Sales Officer, Baggalink, Delhi
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QUESTIONNAIRE
QUESTION1: What physical features made you prefer BAJAJ bikes?
(a) Looks (b) Body Built
(c) Style (d) Robustness
(e) All of them
QUESTION2: What media affected your preference the most?
(a) Word of Mouth (b) Television
(c) Print Media (d) Dealer Efforts
QUESTION 3: Did price affect your preference?
(a) Yes (b) No
QUESTION 4: What mode of payment did you prefer?
(A) Cash (b) Finance
QUEASTION 5: Which Bajaj bike you prefer most?
(A)Pulsar (b) Avenger
QUEASTION 6: What features made you prefer BAJAJ bikes?
(a) Looks (b) Body Built
(c) Style
QUEASTION 7: Which colour you like most of BAJAJ BIKES?
(a) Black (b) red
(c) Silver
QUEASTION 8: Did price affect your preference?
(a) Yes (b) No
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