Internship Report

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INTERNSHIP REPORT Navnit Motors BMW

AN INTERNSHIP REPORT SUBMITTED IN PARTIAL FULFILLMENT FULFILLMENT OF THE REQUIREMENT AS PER THE SMG DEPARTMENT

By, Devanandan K V Roll No: 12 ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

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Finance 2

Table of contents: Preface & Acknowledgement 2. Declaration 3. Company profile 4. Company History 5. Company Competitors 6. Job Profile 7. Training 8. SWOT Analysis 9. Learning 10. Conclusion 1.

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Preface: This is the final evaluation report of Internship which commenced on 12 th Jan 2009 to 14 th March 2009 [2 months]. The Internship was undertaken by Devanandan K V in Navit BMW India Sales Ltd, as a customer sales executive. I am writing this final evaluation report as a result of Internship Program 2009 in the Program of Master of Business Administration in International Institute of Planning And Management, Bangalore as part of the batch SS08-10. I would like to thank my college for giving me this opportunity to complete an internship which has provided me immense experience & knowledge, which I will be sharing in this report. Last but not the least I would like to thanks all the faculty members of IIPM for their able & timely guidance during this internship. I also would like to thank all my friends, my colleagues and all those persons whom I met in this time period for all feedback and help which they provided to me. I have learned a lot during these sixteen weeks and I hope you will find my working as interesting and knowledge earning as I have and that this report is showing to all.


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Declaration: I, Devanandan K V hereby state that this final internship report submitted to SMG Group, International Institute of Planning & Management, Bangalore in partial fulfillment of the requirements of Internship Program in MBA (Master of Business Administration) Program Class of SS08-10. The empirical information of this report is based on my experience in internship. Any part of this project has not been reported or copied to\from any external sources.

Devanandan K V SS08-10, Roll No: 12 Finance II


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Company Profile: Navnit Group, a formidable force in Corporate India generally deals with ‘mobility’. With premier brands of the world, Navnit has enhanced movement on land, on sea and air. Navnit is a professionally managed Group of Companies. The diversity of the corporation is integrated through a strong focused drive for leadership in each of the businesses, shared values and business practices. Navnit is guided by a set of beliefs, which are at the heart of all the activities. The beliefs give a common cause and sense of purpose across the businesses, making Navnit in essence 'one company’. With the ‘A’ list customers and Czars of lifestyle across the nation demanding more, Navnit Group is surging ahead in full steam to accept new challenges. The out of the box innovations has resulted in offering the widest spectrum of products. Today, Navnit Group rules the road, sea and the skies. Below is an array of brands Navit deals in:

The Internship was undertaken in BMW sales wing of Navit Group. Mission of the Company:

To provide mobility with comfort, style and speed anywhere be it on land, water or air. Delight customers by providing excellent pre-sales and after sales service. ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

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Name of the Company: Navit Groups Year of Establishment: 1986 Ownership: Family owned Registered Head Office: Navnit House, Gokul Nagar, Old Mumbai, Agra Road, Thane (W) – 400 062 Websites: www.Navit.co.in, www.Navitmotors.com, www.BMW.co.in Brands\Products: Rolls-Royce, BMW, JCB, Suzuki, Land Rover, Force, Bayliner. Trade Mark: Total no of employees: 69 [BMW Navnit] History: Navnit Motors Pvt. Ltd, the flagship company of the consortium was set up in 1986. Conviction and dedication earned the dealership of 2 wheelers, 3 wheelers, passenger cars and commercial vehicles. Living up to the heritage of ensuring exclusive mobility to individuals, resulted in prestigious franchisees for Maruti Suzuki Ltd., BMW, Land Rover INC., Rolls Royce Motor Cars Ltd., Force Motors Ltd., MAN Force Trucks Pvt. Ltd and JCB India Ltd. The consistency in the outlook has got Navnit Motors Pvt. Ltd. many a coveted honour from the principals. The Group Finance Co. namely Navnit Leasing and Finance Pvt. Ltd. enables clients to pursue their dream machines. The Group Software Company namely Soft-Tech Info systems Pvt Ltd are into providing IT solutions. ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

----------------------------------------------------------------------------------------------------------With an objective to provide mobility with comfort, style and speed anywhere be it on land, water or air. Navnit Group expanded franchisee of Yachts and speed boats from Bayliner and Meridian, US operating by the name of Navnit Marine Pvt. Ltd. Navnit Aviation Pvt. Ltd. was formed to take the franchisee of Business Jets. Navnit Insurance Services Pvt. Ltd. was formed in December 2006 to mark our foray into the Insurance sector.

Navnit & BMW: Navit is a partner of BMW with a long term commitment of partnership. Navit Has show rooms of BMW in the following cities: 1) Bangalore 2) Mumbai The Following are the range of products offered by BMW through Navit:

Competitors in BMW dealership: 1) Parsoli Motors ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

----------------------------------------------------------------------------------------------------------2) Krishna Automobiles 3) KUN exclusive 4) Koyenco Prestige 5) Bird Automotive 6) Deutsche Motoren 7) Delta Motors 8) OSL Prestige 9) Infinity Cars 10) Bavaria Motors

Job Profile: Designation:

Marketing executive Job Description:

• Identifying prospective clients • Generating business and enhancing business from existing Clients • To reach the prospects through phone or e-mail • Drafting customer requirement specification • Preparation of Marketing Collaterals like corporate brochures, case studies, etc • Should effectively plan & execute the Sales strategy. • Effort estimation and costing • Client relationship management •Work directly with the service team to ensure delivery of Cars. • Interacting with the operations team to ensure that requirements are clear. • Learn and maintain in-depth knowledge of products and services • Perform Market Research to identify new segments/verticals, competitor analysis etc. Desired Profile:

• Strong communication skills both oral and written. ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

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• Good presentation skills. Proficiency working on MS-Office • Ability to build conversation and should have good convincing skills • Quick learning abilities, adaptability to change, multitask. • Ability to make first level cold calls, breaking through the gatekeepers.

Training: Training is undertaken by the BMW facility [KUN Exclusive, Meenambakkam] itself in Chennai. Whenever a new car\product is launched, the entire marketing & sales crew is sent to this facility for a period ranging from a week to fortnight for training. An exhaustive training is undertaken with respect to every detail of the new car & the USP it offers. The training is given with special stress to the quality of the product, its brand value, the BMW driving pleasure & experience. The training will be a combination of classroom training as well as floor level training with live performance example of the product. The training will include even details like usage of specific jargons [name of the patented feature in the product] & also effective communication which should be informative to the customer as well as please them. The basic underlying assumption with which the training is conducted is that all the marketing & Sales executives deal with customers who are high net worth individual, who want perfect information in the most agreeable manner. At every step of training it is obvious that no room for error is available & customer ecstasy is the obvious agenda behind it . For example during the training of BMW 3 series [recently launched in India] the importance of the launch of this vehicle was stressed. The vehicle is the cheapest of BMW [35 lacs] left with an intention to capture the upper middle class of Indian market. All the features of the car like ‘i Drive’ system, customized tail lamp and many more were thoroughly explained during the training. ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

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SWOT Analysis: Strength: •

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Sole authorized dealers for BMW in Bangalore. A major advantage considering there is no competition at least in one of the geographical market. Release of BMW 3 series for upper middle class Indians, this will enable BMW to capture greater share of the market Highly trained employees in Navnit BMW with training provided freely by BMW India World over brand name of BMW as the ‘ultimate driving experience’. Setting up of BMW production unit in Chennai which has decreased the cost of import & transportation to Navnit Motors State of the art service provided by the well trained service engineers as well as other technical specialist in Navnit BMW Long standing trust & relationship with BMW. As Navnit were one of the earliest dealers in BMW & for many years held the sole dealership in the prestigious company

Weakness: ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

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High attrition rate, which has resulted in frequent training given to new executives. Enormous amount of time is spent on employee training before going live Completely driving on the brand name of BMW instead of building a brand Navnit, which the customers will trust [ex: RNS motors for Maruti Suzuki] High overhead cost to maintain the standard of BMW in their showrooms as well as back end office The technology & features of BMW require highly skilled workers [Service Engineers] at the floor level for which the company has to pay more. High idle timing of employees due to less no of customers walking into the showroom or using service facility, this has resulted in decrease in employee efficiency

Opportunities: •

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Growing upper middle class & high class families in India, who can be a prospective customer to BMW The Indian Government opening up its gates to international vehicle brands Presently the BMW has beaten Mercedes sales world over. This shows a promising future in India as well Boom in the Indian Economy till recent times [2008] which has boosted the sales of luxury car market in India till 2008 Changing lifestyles in India in recent times. This has resulted in an urge to seek for stylish & statement making products. BMW company concentrating more in Indian market, considering a high surge in demand forecasted for luxury car segments in India

Threat: •

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BMW opening up its dealership to many other trusted car dealers in India, this has resulted in competition to Navnit in Mumbai Customer expectation are extremely high considering the product in hand is a luxury product


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Recent recession which has made the customers hind legged to buy a luxury car as BMW BMW no longer ready to holding down its dealership to existing dealers only. Hence there are not much entry barriers for new competitors

Learning: 1) Customer ecstasy:

Navnit in its BMW location frequently has to deal with HNI customers and hence the expectation of the customer is also extremely high. Hence customer delight and ecstasy is the first thing we can learn from Navnit. Were in the learning is keep the customer happy and have the entire back end logistics being working towards it.

2) Communication:

The importance of communication is a very important aspect of dealing with customer. Language used in the right way can please almost anybody. And a HNI customer always expects excellent communication skills.


----------------------------------------------------------------------------------------------------------3) Corporate culture:

Corporate culture is very different from society in general. One of the main learning of corporate culture is that there is always an arm’s length distance between you and your colleague. Even though your colleague is very good friend of yours.

4) Quality & Accuracy:

6 sigma expectations in every aspect of operation is bare minimum requirement in the corporate world. Even though the actual sigma varies. Underlying assumption, is 6 sigma is the minimum requirement.

5) Close looping:

This is a corporate word for making sure there are no open ends in your operations or any other aspect of work. This actually makes sure whenever troubleshooting an issue, the issue is not just sorted out but as well as prevention of such issue in future is thought of. Effective checks are out in place to prevent similar issue triggering in future.

6) Professionalism:

Professionalism in the work done is one of the best learning. Example, a presentation prepared is expected to be prepared with high professionalism. It should be error free & presentable.

Conclusion: As I understand that internship program is a great opportunity of learning for any student and I’m very lucky to have got the opportunity to pursue my internship under a big name ----------------------------------------------------------------------------------------------------------INTERNATIONAL INSTITUTE OF PLANNING & MANAGEMENT, BANGALORE

----------------------------------------------------------------------------------------------------------like Navnit BMW. Here I have worked as a marketing executive which is really great and an interesting job to anybody. For this job I always met with so many people. And then we discussed over the marketing plans. So that is real interesting to convince so senior and experienced persons about their marketing planning. It really gives a great feeling. The internship has given me immense exposure when it comes to experience in marketing field, and an organization or corporate culture in general.

Thank you IIPM! Thank you Navnit BMW!! And thank you everybody!!!


Internship Report

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