MARKETING STRATEGIES OF HINOPAK MOTORS LTD.

Presente by:Ms. Hala FarooquiMs. Hira AfzalMs. Maryam Lateef

INTRODUCTION assembles, manufactures and markets

world renowned Hino diesel trucks and buses in Pakistan.

Company has held top position in the domestic market for medium and heavy-duty vehicles for 17 consecutive years

highly praised for quality and technological excellence.

INTRODUCTION

over 60,000 vehicles on road, Hinopak has gained 50% market share making

he largest manufacturer in medium and heavy-duty truck and bus industry in Pakistan.

main emphasis has been given to passengers' safety & comfort.

INTRODUCTIONBased on

Pakistan’s Region

Automotive Industry

Motor Cycles & Cycles

Honda, DYL, Suzuki, Hero, Etc

Cars

Suzuki, Toyota, Honda , Nissan, etc

Bus & TrucksDongfeng, Nissan, Master Motors, Hinopak, Coaster, Isuzu, Faw, etc.

SUV, Pick up, LCV etc

Tractor

Al- Ghazi, Millat, etc

MISSION TO PURSUE OUR VISION, WE COMMIT

OURSELVES:

To our individual, institution and international customers:To deliver high quality, safe, durable, reliable, comfortable environment friendly and economical products and services to their total satisfaction.

 To our employees:To foster corporate culture of mutual trust, respect for fundamental rights at work, opportunities for   professional growth and personal welfare so that they are proud of being a member of the “Hinopak Family”

MISSION  To the community and our nation:

To contribute to economic and social development by providing means of transportation and by progressive localization of the vehicles.

 To the shareholders:To act in compliance with the norms expected of a subsidiary of the Toyota Group of Companies and make a meaningful financial return to the shareholder.

VISION“The vision of Hinopak Motors Limited is

to provide the society with safe, economical, comfortable and environment friendly means of transportation by manufacturing and supplying commercial vehicles and services.”

OBJECTIVE

"contribute to the development of a more prosperous and comfortable society by providing the world with a new set of values"

OBJECTIVE

To increase Hinopak Market share in bus segment by: 1- Finding out reasons for low sales of Hino AK bus 2- To determine need of alternative product in the market

MARKET SHARE

Hino43%

Nissan12%

Master30%

Isuzu15%

Truck SalesApr'14-Mar'15

Hino80%

Nissan1%

Master1%

Isuzu18%

Bus SalesApr'14-Mar'15

Hino51%

Nissan9%

Master24%

Isuzu16%

Total SalesApr'14-Mar'15

BASIC PRINCIPLES OF HINOPAK STRATEGIES develops and provides outstanding

products and services that fulfill the demands of customers

Maintain sound and transparent relationships with governmental and administrative entities.

Build and maintain good communications with society as well as their stakeholders, and committed to accurate and timely disclosure of information.

BASIC PRINCIPLES OF HINOPAK STRATEGIES respect fundamental human rights at

the workplace and provide opportunities to employees for professional growth

believe in transparency, mutual trust, respect for each other’s rights and obligations

need for dialogue and cooperation between employees and management for achieving decent work , and growth and excellence in business performance.

MARKETING STRATEGIES Help the nation in its hour of need, be it

during floods and earthquakes and through other welfare projects.

Contribute towards economic development through transport, localization of imported material and timely payment of taxes and duties

Provide scholarships to NED University students, besides giving financial assistance and support to company management staff and workers who want to enhance their educational level

MARKETING STRATEGIES there was a big gap due to the entry of

Chinese, Korean and Indian products in the market on a price factor.

They pulled their customers by their products quality and specifications

When products are running and they closely monitor their performance and trying to fill the gap where necessary.

MARKETING STRATEGIES

Through localization, they reduce product cost, provide additional jobs, and cover the way for the transfer of technology.

STRATEGIES FOR SALE Primary

QuestionnaireCustomer InterviewDirect ObservationAudio RecordingPicturesCompany Internal Data

SecondaryGovernment Statistics (SBP, BSP etc) Internet Information

STRATEGIES FOR SALE Strategy:

1- Set product introduction plan and communicate with potential customers

2- Set product specification in line with competition (e.g., price, operational cost, specification etc)

3- Introduce the product in shortest possible time (Within next 6 months)

STRATEGIES FOR SALEStrengths Opportunities

- Proven best performance - Closing down of railway networks

- After sales service - Increase in Air fare

- Good re-sale - Improving Infrastructure

- Customized body  

Weaknesses Threats

- Body parts expensiveRoad side body fabricators: (Shape, Specs, Price)

- Body shape - Close affiliation of transporters with their body fabricators

- Price - Imposition of GST

- Long lead time (order to delivery) - Availability of cheaper second hand AC

STRATEGIES FOR BUS SALES

Intro Growth MaturityDecline

SalesVolume

Revitalization

Time (Years)

2 years

Oct , 2014

AK Bus

Oct , 2015

Review Review

REFERENCES

http://www.hinopak.com/dhl

http://www.hinopak.com/Hinopak-Annualreport2013.pdf

http://www.hinopak.com/HinoPak-AnnualReport-2014.pdf

  http://www.dawn.com/news/1123062/tur

naround-in-hinopak