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Indian Institute of Management , Bangalore
Gopalakrishnan D (0910021)
Mukesh Sharma (0910036)
Faculty Guide
Prof.Mithileshwar Jha
Profiles of Presenters
• Gopalakrishnan D
– 8 years in Automotive industry (Maruti Suzuki)
– Customer relation and channel management
• Mukesh Sharma
– 11 Years in Automotive Industry (Maruti Suzuki/Suzuki Motor
Corp/Tata Motors)
Indian Institute of Management , Bangalore
Corp/Tata Motors)
– New Product development and Vehicle R&D
Contents
• Motivation behind the work
• Introduction
• Objective and scope
Indian Institute of Management , Bangalore
• Methodology
• Findings
• Discussions and Recommendations
Motivation behind the work
• Decreasing fuel � increasing cost
• Emission norms getting tougher
• Mobility requirements getting denser
• Alternate fuel research going on
Indian Institute of Management , Bangalore
• Alternate fuel research going on
• To understand consumer behavior for new
sources of mobility
• Facilitate academicians and practitioners
•Global warming
•Pollution
•Oil dependence
Introduction
Indian Institute of Management , Bangalore
•Fast growing Indian
automobile market
•Lesser carbon foot
•Least carbon foot print
for electric cars
•Oil conservation in
Introduction
0
5,00,000
10,00,000
15,00,000
20,00,000
25,00,000
Ve
hic
le s
ale
s
Indian Automobile sales 2008-09
Total sales
Indian Institute of Management , Bangalore
•Oil conservation in
range of 50~100%
0
2002-03 2003-04 2004-05 2005-06 2006-07 2007-08 2008-09
Objective and Scope
Consumer• Understanding Consumer insights
• Segmentation , Targeting and
Indian Institute of Management , Bangalore
Marketing Strategy
• Segmentation , Targeting and Positioning of green vehicles
Overall Strategy
• Blue print for promoting green vehicles in emerging markets like India.
Methodology
Conventional cars
Industry experts
Current customers
-Study conventional car market
-Green car evolution so far
-Literature study about green
marketing
-Understand World scenario
Indian Institute of Management , Bangalore
Green car evolution
Literature study
Indian scenario
World ecosystem
Focus groups
Potential customers
-Understand Indian scenario
-Interview industry experts
-Survey current electric car
customers
-Conduct focus groups for
potential customers
-Survey potential customers
Findings and Frameworks
• Psychology of green consumers
• History of electric cars
• HEV/EV programs in other countries
• Indian scenario and NHPP
• REVA customer(54) vs conventional customer(61) analysis
Indian Institute of Management , Bangalore
• REVA customer(54) vs conventional customer(61) analysis
• Pros and cons framework (PNC)
• Focus group findings (1-8)
• Green vehicle ecosystem framework (GVE)
• Green customer perceived value framework(GCPV)
• Industry expert analysis framework(14) (IEA)
• Green vehicle diffusion model (GVDM)
Psychology of green consumersS.No Type Characteristics
1 True blue greens (10%) � People with strong environmental beliefs
� Politically active
� Contribute money to environmental groups
2 Greenbacks greens (5%) � Their willingness to pay for green product is
22% and support environmental concerns
� Busy in life , not politically active
3 Sprouts (33%) � Willing to pay 4% extra
Indian Institute of Management , Bangalore
� Willing to engage in environmental activities if it
consumes less time
� After some time few of them migrate to true
blue and greenback greens
4 Grousers (15%) � They feel saving environment is responsibility
of government
� They recycle cans and bottles , but grudgingly
5 Basic browns (37%) � Not convinced that environment problems are
that serious
� They believe it’s a hype
History of Electric vehicles
Indian Institute of Management , Bangalore
HEV/EV programs in countries
• USA (California)– ZEV/PZEV – Penalty based enforcement
– Lobbying by Oil companies/Auto companies
• France– Denser city layout
– Gasoline – Higher taxes
– Nuclear power
– Public procurement approach
• Japan– Earliest promoters (1970’s)
Active –Consensual
Active -Impositional
Reactive -Consensual
Reactive -Impositional
CaliforniaFrance
Japan
Indian Institute of Management , Bangalore
– Earliest promoters (1970’s)
– Government + Companies+ Municipalities
– Development of quick charging stations
– R&D support
– Market support
• Israel – Better place model ($2300 million invested)
– Oil independent by 2020
– 500,000 charging stations by 2011
– Battery swapping mechanisms
Indian scenario• REVA NXG /NXR electric
• Toyota Prius hybrid
• Tata Indica electric
• GM Spark electric
• Maruti Suzuki Eeco electric, SX4 hybrid
• Hero electric
Indian Institute of Management , Bangalore
• Hero electric
• Mahindra and Mahindra
• National Hybrid propulsion program(NHPP)• Ashok Leyland ,Tata Motors ,Maruti Suzuki ,Bajaj Auto
Mahindra and Mahindra
REVA customer VS Conventional
customer survey analysis
Revacar user profile
Women ~ 50%
Senior citizens ~
40%
Working couple ~
55%
Daily use of Reva ~
95%
First Value, then Eco-friendly
Conventional car user profile
Men ~ 95%
Middle aged ~ 90%
Single earner ~
70%
Daily use of car ~ 95%
First Value, then
Comfort
Confidential ( Non disclosure agreement )
Indian Institute of Management , Bangalore
Self-employed
~ 20%
Own 2 cars ~ 70%
Private firm ~ 55%
Car for Leisure
Trips ~ 60%
•Inadequate service
network (37%)
•Poor build quality (30%)
•Battery charge problem
(28%)
•High vehicle cost (24%)
•Poor service quality (11%)
•Environment friendliness
(69%)
•Low running cost (54%)
•Quality of drive (15%)
•Derisk from petrol prices
(8%)
•Less maintenance (8%)
•Expensive (71%)
•Unproven technology (35%)
•Lower performance (18%)
•Uncertain serviceability (12%)
•Stability issues and poor
design (6%)
•Less space/ too small (30%)
•Not value for money (30%)
•Less drive range per charge
(22%)
•Unsafe (17%)
•Not really eco-friendly (17%)
Reva dissatisfaction Reva NOT good purchase Why GREEN cars? Why not GREEN cars?
Confidential(Non disclosure agreement)
Pros and cons framework (PNC)
Indian Institute of Management , Bangalore
Total cost of ownership comparison
Indian Institute of Management , Bangalore
Confidential ( Non disclosure agreement )
Total cost of ownership comparison
Indian Institute of Management , Bangalore
Potential customer focus group
analysis
Indian Institute of Management , Bangalore
Green vehicle ecosystem framework (GVE)
Indian Institute of Management , Bangalore
Green customer perceived value
framework(GCPV)
Indian Institute of Management , Bangalore
Industry expert analysis
framework(14) (IEA)
Indian Institute of Management , Bangalore
Green vehicle diffusion model
(GVDM)
Indian Institute of Management , Bangalore
Discussion and Recommendation
• Innovation wheel
• Technology VS affordability quadrant
• Segmentation , Target , Positioning
• Green strategy– Lean Green
Indian Institute of Management , Bangalore
– Lean Green
– Shaded Green
– Defensive Green
– Extreme Green
• Marketing Mix and challenges
• Future projections - India
Innovation wheel &
Technology VS affordability
quadrantMore
Investment
Better Technology
More Profits
Indian Institute of Management , Bangalore
More Demand
Lower Costs
Higher Sales
Green strategy
Indian Institute of Management , Bangalore
Product Price Place Promotion
LEAN X
DEFENSIVE X X
SHADED X X X
EXTREME X X X X
Marketing Mix and challenges
Indian Institute of Management , Bangalore
•People: Education and awareness of people
•Politics: Lobbying with government for tax subsidy
•Process: GREEN alliances.
•Proactive planning: changing consumer tastes.
•Pace: implement the suggestions as fast as possible.
•Publicity: publicize both the makers and the users to
increase the diffusion rate of such an innovation.
11 point Blue Print: Strategy for
promoting green automobiles• Green alliance.
• Commitment of resources.
• Electric vehicle regulation.
• Infrastructure - charging points.
Indian Institute of Management , Bangalore
• Infrastructure - charging points.
• Tax reliefs and Subsidy.
• Incentives to consumers to change their
driving and vehicle ownership behavior.
• Education and awareness - Schools and
colleges
11 point Blue Print: Strategy for
promoting green automobiles• Segmentation and Targeting of consumers for electric
vehicles– Short term (10 years): Women and older people.
– Medium term (20 years): Increase consumer adoption rate .
– Long term (> 20 years): Develop mature ecosystem mass adoption.
• Positioning of the product:
Indian Institute of Management , Bangalore
• Positioning of the product:– In short term- “Value for money car”.
– In medium term - “Value for money + eco friendly product”
– In long term - “Total eco friendly product”.
• Electric cars require electricity– Centralized Nuclear power plant generation systems
– Decentralized (standalone) Solar electricity generation systems.
• To prove the technology for mass usage and change the consumer behavior to use such products.
Confidential ( Non disclosure agreement )
How will it eventually happen?
100
70
Chance that
next person
WillingnessCapability
Indian Institute of Management , Bangalore
0 70 100
% of people using conventional cars
0
next person
purchasing a
car will be
conventional
Opportunity
Forecast
Indian Institute of Management , Bangalore
Confidential ( Non disclosure agreement )
Future scope of work
• Analysis of battery industry and its dynamics
• Analysis of future power generation systems
such as solar and nuclear means.
• Hypothesis development and testing.
Indian Institute of Management , Bangalore
• Hypothesis development and testing.
• Article
• Book
Thank you for your patience
Indian Institute of Management , Bangalore