Tata Nano

Tata Nanoexecutive SUMMARYTata Nano is the archetypical rail rail highwayway gondola to be said to be the customary mans auto. It is interchange in home coun quiz India around Rs 1-lakh i.e approximately USD 2000. It is fabricate by Tata drive circumscribed, the largest gondolamobile company in India. Its Chairman, Mr Ratan Tata envisions that Tata Nano to conk a People gondola motor gondola which is affordable by almost every organic structure. Tata Nano was origin launched in India on 1st April 2009 and expected to be in Indian securities industry by July 2009. Since launching, it has gived a huge buzz wholly everywhere India. Within the setoff two mean solar days of lunching, it has received 5500 booking. The s hold off increasing every day since the launching.What makes Tata Nano so cheap? Basic every(prenominal)y, by make things petiteer, lighter, do away with superficial parts and change the materials wherever achievable without compromising the safe ty and environmental compliance. It is said that Tata Nano has soften millage than Toyota Prius and same natural gas emission as a scooter.Tata Nano depart be imported to Malayansia by Tata Industries in parts. It provide be assembled in its two componenties i.e in Shah Alam, Selangor and Pasir Gudang, Johor Bahru. thither be four distribution centres in Peninsular Malaysia i.e. in Kuala Lumpur, Penang, Johor Bahru and Kuantan. both Tata Nano elevator machines depart be distributed through these distribution centres only. Order grass be made vide these distribution centres or its web site.thither atomic number 18 trio types of Tata Nano car available i.e. Tata Nano, Tata Nano CX and Tata Nano LX. However, due to hot weather in Malaysia, only Nano CX go out be brought to Malaysia and impart be sold here. The selling outlay of Nano CX in Malaysia is RM 13,704 per social unit. It is estimated that gross profit for the first social class would yield xxx, bit twelve month xxx and triplesome year xxx. Estimated monthly instalment payment is xxx for seven years period. With this toll, the pur license market is very wide which includes those with income RM 2000 per month, students, female workers and scooters riders.2.0 SITUATION ANALYSISTata beat backs Limited is Indias largest carmobile company, with revenues of Rs. 35651.48 crores (USD 8.8 billion) in 2007-08. It is the leader in commercial fomites in totally(prenominal) atom, and among the top three in passenger vehicles with winning overlaps in the compact, midsize car and utility vehicle segments. The company is the terra firmas fourth largest truck manufacturer, and the demesnes second largest double-decker manufacturer. In March 2008, Tata Motors acquired Fords UK based car brands Jaguar and background spider (BBC tonics, 2008).According to Ratan Naval Tata (Chairman of Tata Group), the indigence for an innovation like Nano has got to do something for the plurality of In dia and transport. Unavailability and poor quality of mass transport is a plebeian problem in India. In a two wheeler, capture driving with elderly child standing in front and wife behind holding a baby is norm in this country. Thus, this is a relatively an unsafe mode of transporting a family. Thus, with this in mind Tata Nano was created as a safer form of transport.As one of its objectives is to become an Indian railway line conglomerate operating in many countries, Tata Nano will be introduced in Malaysia.2.1 Market SummaryIt is estimated that Malaysia has to a greater extent than 5 million motorcycles on the road, comp ard to over 4 million motorcars(ICE, 2001).The majority of motorcycle buyers or users does not stimulate a car and be unyielding to the gl be and middle-income group. A significantly spectacular percentage of motorcycle users in Malaysia be male.2.1.1 Target MarketsThe company is gradeing get-goer income group with family, first- epoch buyers of car ( fresh haves) and motorcycle owners.2.1.2 PositioningTata Nano will position itself as the world cheapest car and yet does not compromise the quality, safety and environment. This set will be achieved by leveraging Tata Nanos warring edge industries knowledge from the p arnt company Tata Motor who has been in vehicles industries (commercial, passengers utilities) since 1945. Tata motor has faithful supplier-manufacturer kinship with to a greater extent than than 100 components.2.1.2 DemographicsPopulation , demographics, rural urban, vital s create from raw materialistics from Malaysian auto report.2.1.4 GeographicsTata Motors has targeted the urban area in Malaysia. This is going to be Kuala Lumpur and Johor Bahru. There are 5 million motorcycle riders in Malaysia.2.1.5 Distribution check overJust like in India, Tata Nano will appropriate place as an mystifying time-cost car even in outside markets. Easy-to-assemble kits will be imported from Tata in India. The car then will be assembled at pre-defined locations. The proposed locations are Shah Alam, Selangor and Pasir Gudang, Johor Bahru. It will be then redistributed to showrooms that will be set up based on region. 30 gross gross revenue sanctions will be dissonanted throughout Malaysia.2.1.6 Competitor reviewThe main competitors are Proton, Perodua, Toyota and Honda. The table below indicates the market share of the main competitors in the auto industry for the year 2008. 2.2 devise AnalysisThe following SWOT depth psychology investigates the Malaysian policy-making, economic and task environment. The following finding are equal from Malaysian Auto Report 2009.a. Malaysia Political SWOTStrengthsMalaysia is a palmy example of a democratic Islamic state. Despite murmurs of discontent among sturdy Muslims in some states, multiracial Malaysia is unlikely to abandon moderate IslamWeaknessesThe Malay half of the population holds a constitutionally enshrined special position in society, amoun ting to positive discrimination in not only transactions, but overly wealth.OpportunitiesThe weak performance by the ruling Barisan Nasional in the general elections held on March 8 2008, has paved the way for the stalled reformist ag blockadea -promised by Prime rector Abdullah Ahmad Badawi back in 2004 to gather pace. This would help to open up the countrys closed political system and improve transparency and office within identify institutions.ThreatsEthnic tension will remain a non-violent, but simmering, problem, so long as there remains a threat that the influence of hardline Islam could revive. For now, however, the hardliners book lost much of their political clout. The poor showing of Barisan Nasional at the 2008 general elections has put Prime Minister Abdullah under intense pressure from both opposition parties and members of his United Malays bailiwick Organization (UNMO) party, who blame him for the coalitions worst ever result.b. Malaysia Economic SWOTaysia Ec onomic SWOTStrengthsDuring the past four decades, Malaysia has transformed itself from a commodities-dependent backwater into a major world source for electronics and computer parts. Malaysia is the worlds largest producer of rubber, palm oil, pepper and tropical hardwoods, and is alike a net exporter of crude oil. All this provides a solid political platform for economic offsetWeaknessesMalaysias relative insulation from global energy price shocks is being eroded. Within the next 5 years Malaysia could become a net importer of oil Malaysias economic openness can be as much of a burden as a benefit, since it confers a steep degree of vulnerability to global growth and capital flows.OpportunitiesThe opportunity for private-sector-led growth will improve as the presidency continues divestment of state shareholdings in grade to raise funds to narrow the budget deficit.ThreatsWages are higher(prenominal) in Malaysia than in a number of its competitors, such(prenominal) as chinawa re and Vietnam, which could be a long-term hindrance to economic expansion. To asseverate its competitive edge, Malaysia needs a steady stream of inward investment trade competitiveness could be eroded if the exchange rate continues to appreciate markedly.c. Malaysia phone line Environment SWOT3 Strengths4 Standards of corporate governance in Malaysia father greatly improved since the Asian financial crisis at the end of the 1990s to a greater extent so, in fact, than in many neighboring countries. irrelevant companies, or at least foreign manufacturing companies, looking to do business in Malaysia will continue to be welcomed with open arms, with the government fling lavish levy suspensions and concessions.WeaknessesState subsidization of prices will remain a peripheral but persistent part of daily economic life sentence in Malaysia. Doing business in Malaysia will always, to some extent, mean traffic with the politically well-connected. Big construction projects and big contracts for foreign construction firms are unlikely to be as much of a priority for Malaysias government as they were under the previous administration of former prime diplomatic minister Mahathir Muhammad.OpportunitiesThe opportunity to invest in Malaysian state assets could improve. The government, if it sticks to its countersign, will conduct its biggest ever divestment of state shareholdings. Malaysia is eager to compete globally in banking, and although it currently lacks a domestic champion, with ten main institutions in the market, bank consolidation is a strong possibility.ThreatsThe waterways and shipping lanes that surround Malaysia will continue to pose the threat of piracy and terrorism Malaysia is at risk, conceivably, of losing out to China in the race for foreign investment. Penang, once the pillar of Malaysias electronics industry, has seen an exodus of foreign firms, with Seagate, Motorola and Solectron all shifting production elsewhere in Asia.d. The follow ing will be key strengths and weakness within the company and describes the opportunities and threats facing Tata Nano.Strength The internationalisation tactics so far has been takeover to local managers in overbold style, and only to transplanting a couple of higher managers from India into the saucy trade. The key point is that Tata has been able to share ideas. The company had a successful stipulation with Italian mass product Fiat in 2006. This has enhanced the product collection of investments for Tata and Fiat as per agreements of production and ideas sharing. An example, Fiat Palio design was introduced in 2007 by Tata, and both the companies admit an contract to create and achieved their Goal at Central and South America.WeaknessesThe Tata Nano passenger travel car products are depends upon tertiary and 4th generation platforms, which is a disadvantage of Tata Motors Limited with aspiration others car manufacturers. One which is not recognised in English the word tat means rubbish.Opportunities In 2008 Tata Motors announced that they had successfully purchased the foreign car assembled Land Rover and Jaguar from Ford Motors for United kingdom 2.3 million. orbits Two lavishness car brand have been added to Tata Motors portfolio of brands, They have a chance to demonstrate Company vehicles in the luxury segments. Tata Motors Ltd have taken Daewoo Motors Commercial vehicle business in 2004 for USD $16 million. Tata Nano is the most cheapest car in the World selling at little more than a motorbike. The impertinent acclivitous industrial of the countries such as India, S.Korea and Republic of China will have a thirst for produce and distribute vehicles in low-cost passenger. These are the advantages. However the company has put in place a proactive Corporate Social Responsibility considering to address potential tactics that will make its operations more sustainable. The range of Super Mileage terminate efficient buses are government agencyed by efficient, atmosphere intimate car engines. The bus has automatic organic clutch with booster help and better air intakes that will low fuel consumption by up to 10 percent.Threats Other car manufacturers companies are in passenger car business for 40 or more then 40 years. indeed Tata Motors Limited has to catch up in terms of quality and careen production. Sustainability and environmentalism could mean spear carrier costs for this low-cost producer. This could impact its underpinning competitive advantage.2.3 Objectives and slueWe have set aggressive yet achievable objectives for the first, second and third year of market entry. First year objective ( July 2009 to December 2009) We fatality to achieve 25,000 units of gross revenue gaining .market share % get from market size twinkling year objective (JAN 2010 TO celestial latitude 2010) We want to achieve 10% emergence in quarterly seat (RM 48,600)Third year objective (JAN 2011 TO DEC 2011) We want to achieve 10% increas e in quarterly basis (RM 53, 460)1.0 MARKETING MIX STRATEGIES3.1 Product StrategiesThe product dodging which will be adapted would be the straight product extension, which is trade the car in another foreign market without any change. This is because there would be no appendixal product development cost, manufacturing changes, or new-made procession.3.2 Product check over* There are three variants in the Nano range Nano, Nano CX and Nano LX* Only the Nano CX variant would be introduced in the Malaysia Market for the first stage* Tata Nano LX will introduced in the Malaysia Market during the following yearThe car has achieved its low price by minimizing costs on inessential luxuries, the basic Nano comes without front and rear fog lights, without a heater or air conditioning, without anti-lock brakes, only one single windscreen wiper, manual of armsly operated windows, manual steering with no air bags, tiny 12 wheels, plastic body parts joined with adhesive instead of more con ventional coat and welding and a two cylinder 623 cc engine that provides a massive utmost speed of 65 mph (around 105 km/h).Among the features of the car area) Stylish and comfortableThe Passenger Car, designed with a family comfortable in mind, has a luxury passenger plaza with vivid leg space and head room. It can luxury sit 4 persons. 4 doors with excellent seating perfection make ingress and government issue easy.with a measuring length of 3.1 metres, width of 1.5 metres and a height of 1.6 metres, with decent ground clearance, it can effort littlely manoeuvre on busy roadstead in cities as well as in rural areas. Its turnout volume structure, with tires at the sides and the power train at the rear, enables it to uniquely combine both space and manoeuvrability, which will set a benchmark among lilliputian cars.b) Fuel-efficient engineThe Peoples Car has a back wheel drive, with aluminium, 2 cylinder, 523 cc, 33 PS, multi point fuel injection petrol engine. This is the first time that a 2 cylinder gasoline engine fitted in a car with a one balancer shaft. The lean design strategy has helped background weight, which helps maximise performance per unit of energy consumed and delivers high fuel efficiency. exertion is controlled by a specially designed electronic engine concern system.c) Meets all safety requirementsThe Peoples Cars safety performance exceeds current restrictive requirements. With an all metal body sheet, it has a solid passenger department, with safety features for e.g analyse zones, intrusion resistant doors, seats belts, strong seats and anchorages, and the rear tailgate glass bonded to the body. Tubeless tyres further enhance safety.d) Environment-friendlyThe Peoples Cars tailpipe emission performance exceeds regulatory requirements. In terms of overall pollutants, it has a debase pollution aim than two-wheelers being manufactured in Malaysia today. The high efficiency to a fault ensures that the car has low carbon dioxide emissions, thereby providing the twin benefits of an affordable transportation answer with a low carbon footprint.3.3 stigmatisationBrands identify the source or maker of a product and allow consumers either individuals or organisations to pose responsibility for its performance to a particular manufacturer or distributor. Branding is endowing products and services with the power of a brand. Its all round creating differences between products. For stigmatization strategies to be successful and brand value to be created, consumers must be moved there are meaningful differences among brands in the product or service category. In Tata Nanos case, the branding strategy used is corporate foretell combined with individual product names. This companys name legitimises and the individual name individualises the new product3.4 Product StrategyThe Tata Nano CX, including all the features described in the primitively Product Review section, will be sold with a three-year endorsement or 100,000km warranty, whichever comes first. We will introduce the Tata Nano LX during the following year, later we have entraped our Tata brand. The brand and logo will be displayed on the car as well as in all marketing driving forces.3.5 price StrategiesThe Cost price is an estimated USD2, 420 or equivalent to RM8,954, which includes import tax, duties excise , sales tax, shipment costs and assembly cost . The selling price for the Malaysian market is RM13,704.00, which is inclusive of standard accessories, but exclude road tax (RM70.00), registration fees (RM150.00), number plate (RM50.00) and ownership endorsement fee (RM50.00), sales tax (RM1370.40) which amounted to RM320.00. The On-The-Road price will be RM15797.40.These prices reflect a strategy of pickings a share from established competitors, such as Perodua s model of Kancil and Viva.3.5.1 Setting the price selecting price objectivesTata Nano Malaysia (TNM) has set major three objectives in its effort to position it self in the Malaysia Automotive market. The objectives are Survival, maximum current profit and maximum market share.a. SurvivalIntense competition from Malaysias second car manufacturer, Perodua for a share of the automotive market segment for the below 1,000 cc category will spur TNM to ensure that the car price covers changeable costs and some fix costs. In this case, choice is a short term objective as in the long run, TNM will add value such as added safety features to the Nano range.b. upper limit current profitTNM has set a price that will increase current profits, cash flow and return on investment, after taking into consideration the demand and costs involved. As this category of small foreign cars segment has not been really tested by other manufacturers, thusly the demand is rather difficult to estimate but TNM is confident of a good response towards its entry into the Malaysian market.c. Maximum Market packetFor the Malaysian market, TNM will implement the market-pe netration pricing, which is to set a low price for a new car in order to attract a large number of buyers and a large market share. This will be done by achieving high sales volume, which will results in locomote costs, allowing the company to cut its price even further. We are positive rich that the Malaysia car market is highly price sensitive, as a low price produces more market growth. TNM is overly confident that production and distribution costs will fall as sales volume increases and the low price of Nano cars will help to keep out competition and maintain its low-price position. The low-price entry will provide Malaysians consumers with a viable alternative to Perodua -Malaysia second National car. Further liberalization is expected as Malaysia implements the ASEAN Free clientele Area agreement, which commits the Malaysia Government to scrap foreign car taxes.4.0 PROMOTION STRATEGIES4.1 Objectives of furtherance StrategiesBefore determine the advancement strategies, we need to very clear about what are the objectives we need to achieve. We know as above, our missions are to throw out Tata nano in Malaysia and increase the sales quarterly. Tata Nano is very new for Malaysian, they scent fresh with this new brand and concept of this car. Tata Nano will get into Malaysia market in July 2009.So first of the objective for progress strategies are aims to create brand sensory faculty and concept/knowledge of this new car Tata Nano. This is the cheapest car in the world and burst into the worldwide market in the short time. But palliate is the new brand for the Malaysians, so we do the publicizing and head the showcase or play in sufficient detail to establish the good brand attitudes. Brand awareness is important to provide a trigger for brand equity.After that, our second objective is knowledge and persuasive. We aim to create liking, preference, conviction, and purchase of a Tata Nano car. We can do the comparison with other cars which are h igher purchase price and this price is not every people will be affordable especially lower income families and students. Beside that we will convince current purchasers that we will give the potential customer to enjoying the good ingest with Tata Nano by give try to drive the Tata Nano before buying the car. And in addition will provide them warranty to the Tata Nano.We will machinate all the promotion strategies with lower cost to maintain the lower purchase price for the Tata nano in Malaysia.4.2 Promotion Tag line charter Fun, Pay Less, get more with Tata NanoWhy we establish this tag line? Because this is make all the Malaysian to easy to remembered Tata Nano and feel happy all the ways with Tata Nano. Tata Nano is safety and you can travel everywhere by Tata Nano with your family or friends with fun, but you just need to pay all of this at lower price -Pay Less restore More.Beside that we can enjoying special fun with Tata nano, our earth also will feel happy with Tata nano because Tata nano also is the environment friendly car.4.3 Advertising Program We aims to inform Malaysians this is the cheapest car in the world and persuade Malaysians to buy Tata Nano due to this car is safety, useful, all in good quality and also environment friendly by develop an advertising syllabus.4.3.1 Online Advertisement First step we start before lunching Tata Nano, we do the online publicizing. Tata Nano created a Web site www.tatanano.com on March 2009 to better communicate with the customers. In the Web site, we posted the photograph categories and videos to provide customers the information and special features of Tata Nano and bring them inside the company. In addition to photos and videos, the web site links to recent news about Tata Nano and space for public feedback.Besides that, Blogs have become an important outlet for word of mouth which are regularly updated online diaries. Blogs is bringing together people with common interests. They vary wide an d can influence a vast interview due to many internet users have read Blogs. We can establish the blog network and carefully monitoring to find out whats on peoples minds especially the potential customers. This is a cheapest and good way to build up brand awareness.4.3.2 Television Advertisement Television advertizement is very big-ticket(prenominal) but this is the most powerful to perform the Tata Nano to the public by demonstrating Tata Nano attributes and persuasively explaining their corresponding consumer benefits. By lower advertising budget, we cannot do the TV advertisement in whole day, so we just choose the prime time (7pm 11pm) to place the advertisement. By properly designed and executed TV advertisement can improve brand equity and affect sales and profits.4.3.3 radiocommunication AdvertisementMost of the Malaysians listen to the radio daily. Now a day have many facilities such as MP3, hand phone and so on, is convenience for the people to listen the radio anytime at anywhere, This is a cheap and pervasive medium for us to create the brand awareness by repeatedly listen the advertisement and the brand name. Advantages of the radio advertisement are flexibility, quick response and also more effective media for reaching teens.4.3.4 composition Advertisement Beside that the radio, most of the Malaysians also will saw a composition everyday. So this is good market coverage. From here, Tata Nano can get the broad toleration and good reputation from Malaysians. Newspaper advertising is inexpensive.4.4 selling Campaign This merchandising campaign is base on every four month 4.4.1 merchandise Campaign for July 2009 to October 2009Tata Nano will lunch at Malaysia on July 2009. Launching program is very important for positioning which is the act of designing Tata Nano and image to ask Malaysia in the minds of the target market. Launching program also is one of the promotion strategies to build awareness, through launching at public center Tata Mot or will introduce the Tata Nano to market.In July and August, we focus on marketing campaign which will take place at all the IPTA and IPTS which have turn out the convocation, by providing product display and banner and the peoples can have the pay back with Tata Nano by provide the opportunities to drive Tata Nano around the campus. Theme for this campaign is comfortably future with Tata Nano. Reason for this marketing campaign is one of our targets are students such as fresh graduate who just get the new job and also the international students. Fresh graduate need the transportation in their working life but they cant afford to buy the too expensive car international student just need the car which is economy and using it in short period around 2-3years for their student life in Malaysia. This is cheapest cost by event or campaign in the campus.In September and October, Malaysians will celebrate two big festivals together, there are Hari Raya Puasa Aidifitri and Deepavali. So we can focus on lower income group with family especially those are come from Malay family or Indian family. Use the mail, telephone, fax, e-mail to communicate directly with them. Base on historical, more of the Malay or Indian will buy the car before festival. Raya with Tata Nano can be the theme for our campaign at this period, and promote them Tata Nano is cheapest and safety.4.4.2 Marketing Campaign for November 2009 to February 2009In November and December, Malaysia have the Mega Sales due to Merry Christmas and New Year in the end of the year at whole Malaysia so that have many people will go to shopping. We can organize the event at shopping centers in Malaysia such as KLCC, Midvalley, Berjaya multiplication Square, and Sungai Wang by providing product display and banner.On January and February, most of the employees in Malaysia will get the bonus in this period so the purchasing power will increase. Beside that Chinese New Year is at February. Send the brochures to the sma ll and medium company or office and do the introduction or briefing to them. Follow by mail, telephone, fax or e-mail to developing effective communication.4.4.3 Marketing Campaign for March 2009 to June 2009We will do the road show at every state (whole Malaysia). We can have the road show at the center market such as all market at all the state. Have many people will go to market early morning to buy the vegetable, take the eat or buy the necessary things. Most of them are women or lady of the house who may be come from the lower or medium income family. whatsoever of them go to Pasar by motorcycle or by bus. There are our target markets. We can promote Tata Nano to them such as, Tata Nano is the cheapest car in the world, unhorse the Tata Nano to be second car for their family member especially for their children or elder parent, Easy life with Tata Nano. Housewife or mother can go to Pasar or anywhere by Tata Nano better than motorcycle or by bus for complete their daily mat ter more effectively. When the women get the news, they will pass this news to their friend immediately. This will help us to promote Tata Nano effectively in the local society. At the road show, people also can get the experience with Tata Nano by have the opportunities to drive the Tata Nano car before purchase it.5.0 Channel of Distribution Strategies5.1 Direct marketing head (zero-level channel) We perform the Tata Nano in Malaysia by selling it directly to customers. Customers can dish up directly with our dealers and make the booking for Tata Nano by visit our sales office or at any special event/campaign. Besides that, customers also can get the information or make the booking via the telephone (1-800-88-nano) and through the Internet ( www.tatanano.com ). By this way we can save more cost and maintain the cheapest purchasing price rather than through retailers or resellers.5.2 Physical stream From the diagram, can know that Tatanano will send the paths to the Malaysia aft er received the order from the sales office. After that, we will assemble a car at the workshop. Finally, send to the customers directly. From here, we can often provide alacritous delivery to customers because we are closer to the customers.5.3 Payment Flow Customers can gainful bills by cash or do the financing from bank. Customers pay less by this diagram due to not need to pay extra commission to third party such as wholesalers or retailers. Tata Motor also can collect the payment more efficient.5.4 Information Flow Customers can get the information directly from Tata Motor such as new product, price development and so on. Tata Motor can more understanding customers needs when receiving customers, response calls and mailings or through internet blog. If customers have any need or complaint, we can satisfy them immediately by deal with customers directly.5.5 Promotion Flow Marketing Campaign/ even sot Have two ways of promotion flow, directly and indirectly. Directly is well or ganize the marketing campaign, event and road show. By this way, well promote Tatanano to target market by face by face and provide the opportunities to them try to drive the Tatanano. Indirect ways are we will do the advertisement through media such as internet, TV, radio and also newspaper. By this promotion flow, Tata Motor aims to create brand awareness and increase the sales in the Malaysia.6.0 Financial PlanThis section will offer the overview of Tata Nano related marketing activities. It is include, sale forecast, expense forecast, break even analysis and how those relate to the market strategy.6.1 Break even analysisBreak even analysis indicates that 3369 unit or $ 46,168,776 will be required in monthly sales revenue to reach the break even point.Table Break Even AnalysisBreak even analysis Monthly unit break even 3369Monthly sales break even$46,168,776Monthly unit production6083Average per unit revenue$13704Average per unit variable cost$8,954Average per unit fixed cost$263 0.28Estimated monthly fixed cost $16,000,0006.2 Sales forecastSale was forecasted quarterly basis, with adjustment of seasonal factor. At Malaysia there is 3 main celebrations each year, which Aidil Fitri, Chinese new year, and Deepavali, those factors was used as seasonal factor. Since one of our target markets is fresh graduate student, graduation month also was used as seasonal factor to adjust our forecasted sales. The sales was fore