Pak Suzuki Motor Company is a leading automaker in Pakistan. It offers affordable and reliable vehicles like the Cultus, which is positioned as an executive car priced at Rs. 865,000. The Cultus competes in the compact sedan category and targets upper middle and lower class consumers. While the Cultus has strengths like fuel efficiency and styling, it faces threats from cheaper used imports and higher-priced domestic rivals that offer more features. To maintain market share, Pak Suzuki will need to enhance the Cultus while also expanding its range of affordable models.
Introducing the Analogic framework for business planning applications
Suzuki marketing
1. PAK SUZUKI MOTOR COMPANY
Presented by Group #2
Abeer Saleem
Faiz Hasan
Javeria Rauf
Muhammad Yousuf Ansari
Nimra Khan
Ubaid Ahmed
Zohaib Arif
Karachi University Business School (KUBS),
University of Karachi.
3. INDUSTRY
VALUE
Strongest, international manufacturers of finest automobiles.
Surprises you, amazes you, pleases you, and open your eyes to a world-
wide brands.
Sets “personal bests” year after year.
SUZUKI OFFERS SUZUKI: MORE THAN YOU
YOU THINK
Creditability. Builds more cars than Mazda,
Reliability. BMW and Subaru combined.
Affordability. Profitable for 59 years straight.
Resale Value. Number 3rd selling cars in
Being Charismatic. Pakistan.
Comfort ability.
Fuel efficient.
4. MAJOR PLAYERS MACRO ENVIRONMENT FACTORS
Toyota Indus Motors Company Suzuki launched such products which
Atlas Honda Company not only delivers the superior value but
Pak Suzuki Company also augmented products to all the
classes of the people.
Ghandhara Nissan
Swift
Dongfeng Motor Corporation
Liana
Ghani Automobile Industries
Cultus
Hyundai Motors
Alto
Dewan Farooque Motors
Mehran
Master Motors
APV
Sigma Motors
Jimny
TCM Automobiles
Bolan Van
SPECIAL REFERENCE OF CULTUS Cargo Van
Toyota: Vitz, Belta 1000 cc Ravi Pickup
Hundai: Santro 1000 cc
Kia : Classic, Pride, Picanto
1000 cc
Nissan: Trovit 1000 cc
5. GROWING MIDDLE CLASSES OF PAKISTAN.
Suzuki specially considers
Customer’s purchasing power
Demographic, Cultural and Natural factors.
Examples are: ALTO, MEHRAN, BOLAN VAN, RAVI PICKUP
DEMOGRAPHIC ENVIRONMENT
Consider the Size, Density, Location, Age, Gender, Race, Occupation and other statistics
of people .
Pak Suzuki lunches products that delivers the superior value.
NATURAL ENVIRONMENT
Suzuki and the World: A Commitment to Our One and Only Planet.
Right choice for their enthusiastic owners.
Engineered to be as fuel-efficient and environmentally responsible as possible.
Reduces fuel costs, air pollution and greenhouse-gas emissions.
Provide their owners, safety and comfort.
6. MARKET SHARES AND POSITIONS
Suzuki stands at 1st with 50.36% of total market share
Toyota stands at 2nd with 33% share
Honda stands at 3rd with 12% of market & Daihatsu at 4th with 5%.
PAST PERFORMANCE
Automotive contributed 23 billion in 2003-04.
Through out 90’s production capacity was 45000 units/annum which
increased to 120000 units/annum
FUTURE OUTLOOK
170 million population with 35% living in urban has tremendous
potential market.
Increasing middle class gives a green light for flourishment
7. COMPANY PROFILE
HISTORY STRATEGIC BUSINESS UNITS
(SBU)
Pak Suzuki Motor Company Automobile
was incorporated in 1983 Motorcycles
Opened a new Plant at Bin
Qasim (Expansion)
Market Leader of the Industry MICRO-ENVIRONMENT
Employs about more than
Customers
1500 employees Company
Suppliers
Marketing Intermediaries
8. LAYOUT AND THE MESSAGE
Cultus is a blend of space and craft.
Its trim body conceals ample space,
flexibility for both passengers and
storage.
Suzuki Cultus assures everyone,
exceptional value and quality.
COMMUNICATION:
Pakistan are associated with middle class families
People usually get to know about cars in Pakistan through word of
mouth.
large section of automobile operates with second hand dealers
9. PROMOTION AND COMMMUNICATION
STRATEGY
CORPORATE IMAGE:
To provide top quality products to the satisfaction and requirement of
customer.
• Conduct operations in compliance with applicable environmental,
occupational health & safety laws and regulations. Where existing laws &
regulations are not adequate.
BRAND MANAGEMENT:
They thrive on technology and have created a niche for themselves
worldwide. They keep up bringing new innovations in their armory to
attract the consumer and to capture the market.
In 2011 Kizashi Sport GTS and SLS, Suzuki continues their tradition of
offering modern features to their customers with affordability. Expanding
upon what Time.com called “One of the most exciting cars of 2010”,
10. DIFFERENTIATION OF CULTUS
It has electronically synchronized factory-fitted CNG.
Special car financing and having insurance facilities.
Cultus has a higher resale value and its spare parts are also easily
available
POSITIONING STATEMENTS
“Position as a compact car in the market”
“Designed to drive well off at road”
“Cultus assures everyone, exceptional value and quality”
ATTRIBUTES OF CULTUS
Style· Design Concept· Interior· Exterior
Technical Specifications: CNG Color
Price: Rs. 865,000/-
BRAND PERSONALITY OF CULTUS
“For people who want competency and sophistication through driving
experience, so Cultus is the right choice for them.”
“Drive the Executive way”
13. PSYCHOGRAPHIC SEGMENTATION BEHAVIARAL SEGMENTATION:
Social Class: Attitude:
Upper Middles and Lower Uppers Positive, indifferent and
enthusiastic.
Lifestyle:
Achievers, Passionate
Benefits Sought:
Speed and convenience.
Personality:
Authoritarian and ambitious.
User Status:
New users, potential users.
User Rate:
Medium user.
TARGET SEGMENTS
Monthly income 90000+ salary
Purchased by companies for their managers
Executive car: 'Drive the Executive way'.
14. SWOT ANALYSIS
STRENGTHS WEAKNESSES
Fuel efficient and good Body is not solid
looking car. Boot space is not having
Less air resistance due to sufficient space
shape
1000 cc engine is best fit with
body.
Good resale value.
OPPURTUNITIES THREATS
Horrible sounds & jerks on
Easily modified. bad roads.
Converted to power version. Price is too high which
Different type of engine doesn’t match with the
swaps are possible. today’s income size.
15. FUTURE RECOMMENDATIONS
February 24th President Asif Ali Zaradari invited leading
automobile industries to invest in Pakistan. So government can
be accredited for its sincerity in efforts.
Japan is the 4th largest investor in the automobile sector in
Pakistan which includes Suzuki and other giants like Indus
motors and Hindo Pak motors.
Due to the decline in the duty of the second hand cars in
Pakistan, Suzuki has the great incentive.
Due to the lower price level, there is an huge incentive for the
consumer. But competition also gets stiff.
They should compete with the other brands in the market so it
can increase its performance but should not lose its target
audience which is upper middle and lower class.