A

PROJECT REPORT
ON

SUMMER INTERSHIP PROGRAMME

OF
“Direct Marketing & Sales Promotion of Times of India”
( 2009)

SUBMITTED BY
GAURAV S. TIWARI.

GUIDED BY
Devendra Ramteke Mrs.Smita Landge.
DSP Head Head of
Asst Manager, RMD. Training and Placement,
NAGPUR. Department.

GLOBAL BUSINESS SCHOOL,

CHAITANYA BAHUDDHESHIYA SANSTHA INSTITUTE OF MANAGEMENT
STUDIES,
AMRAVATI.
 CERTIFICATE.
This is to certify that Mr. GAURAV S TIWARI has completed his project work

entitled “DIRECT MARKETING & SALES PROMOTION” IN

TIMES OF INDIA ,in fulfillment of SIP - 2009 (Summer Internship

Program) curriculum at Nagpur SIP center, during MBA (2008-2010)

batch in GLOBAL BUSINESS SCHOOL, IUV,AT RAISONI

GROUP OF INSTITUTE, Amravati.

{Company guide} { faculty guide}

Devendra Ramteke Mrs.Smita Landge.

DSP Head Head of
Asst Manager, RMD. Treining and Placement,
NAGPUR. Department

Dr.Mrs.PALLAVI.N.MANDAOGADE.

DIRECTOR OF GBS,

AMRAVATI.
 Declaration
I, hereby declare that this SIP report carried out by Mr.

Gaurav S Tiwari, MBA IInd Sem. under the guidance of Faculty

guide

Mrs. Smita Landge, Training & Placement Incharge,and

Mrs.Dr.Pallavi Mandaogade, Director, GBS, Amravati, and

company

guide Mr. Devendra Ramteke Asst. Manager RMD department and

Team Leader Amit Lambat. This report neither full nor in part has
been

submitted for Award of any degree of either this university or any

other

university.  
  

 
 
Place: Amravati  Mr. GAURAV S
TIWARI.
Date: 31/8/2009 MBA IInd Sem.
GBS, IUV, Amravati.
 ACKNOWLEDGEMENT

There are a few things that come in the life of a person, may be
for a short span of time, but leaves on ever shining impression in
to the mind. My SIP project is one of the events which will be ever
green in my life.
As I have made this Project Report on “Direct Marketing & Sales
Promotion of Times of India” at nagpur I shared the real
marketing skills and knowledge from their experienced,
enthusiastic and cordial executives, without whom I would have
not been able to achieve my aim.
First of all I would like to express my thanks to faculty guide
Mrs.Smita Landge, for suggesting me how to do the SIP, for
sharing valuable experience and suggestions regarding
preparation of report.
I also owe sincere gratitude to my family members whose love,
affection, co-operation and moral support have provided me the
strength to carry out this project

Date :31-08-2009 Gaurav S. Tiwari,

place :AMRAVATI. MBA(marketing)
 INDEX

CHAPTER 1 COMPANY PROFILE

CHAPTER 2 RESEARCH METHEDOLOGY

CHAPTER 3 OBJECTIVE

CHAPTER 4 TARGET & TASK

CHAPTER 5 STRETEGY

CHAPTER 6 LEARNING & LIMETATION.

CHAPTER 7 CONCLUSION OF STUDY

CHAPTER 8 REFERANCE. AND CETIFICATE OF

COMPANY.
CHAPTER I:

COMPANY PROFILE

1.1 History of The Times Of India.

1.2 Organization Structure

1.3 Products

1.4 Utility of the Product

1.5 Beliefs and Strengths of The Times Of India.

1.6 Competitors
1. COMPANY PROFILE
The “Times of India”, one of the oldest surviving newspapers, has always been
committed to the goals of upholding and strengthening quality and objective
journalism in respect of both news and advertising and continually achieving
higher standards of journalistic performance in increasingly competitive
surroundings.

The Times of India was founded on November 3, 1838 as The Bombay Times
and Journal of Commerce, and served the British colonists of western India. It
adopted its present name in 1861. Published every Saturday and Wednesday,
The Bombay Times and Journal of Commerce were launched as a bi-weekly
edition. It contained news from Europe, the Americas, and the Subcontinent,
and was conveyed between India and Europe via regular steamships. The daily
editions of the paper were started from 1850 and by 1861, the Bombay Times
was renamed The Times of India. In the 19th century this newspaper company
employed more than 800 people and had a sizable circulation in India and
Europe. Originally British-owned and controlled, its last British editor was Ivor
S. Jehu, who resigned the editorship in 1950. It was after India's Independence
that the ownership of the paper passed on to the then famous industrial family
of Dalmiyas and later it was taken over by Sahu Shanti Prasad Jain of the Sahu
Jain group from Bijnore, UP.
The Times of India is published by a media group Bennett, Coleman & Co.
Ltd. This company, along with its other group companies, known as The Times
Group, also publishes The Economic Times, Mumbai Mirror, the Navbharat
Times (a Hindi-language daily broadsheet), the Maharashtra Times (a Marathi-
language daily broadsheet).
BENNETT, COLEMAN & CO.

Bennett, Coleman & Co. Ltd., better known as the publisher of English
daily The Times of India, is India’s largest media group. Bennett,
Coleman & Co. Ltd. is the flagship company of The Times Group.

The Times Group has:

 11 publishing centers
 15 printing centers
 55 sales offices
 Over 7000 employees
 5 dailies including two of the largest in the country
 2 lead magazines
 29 niche magazines
 Reach in 2468 cities and towns
 Turnover in excess of US $ 500 million

The Times of India, founded on November 3rd 1838, is one of the oldest
surviving major newspapers of Indian nationalism. Times of India, one of the
leading daily newspapers, owned and managed by Bennett, Coleman & Co.
Ltd often referred to as The Times Group. The Times Group, which is a family
business, is tightly controlled by Indu Jain & her sons, Samir Jain & Vineet
Jain. The Times of India is independent editorial stand and its reliable,
authentic and credible reporting has won the serious attention and regard of the
people in India and abroad. The Times of India today enjoys the loyalty of over
7.4 million keen readers. Keeping people well informed, not misinformed and
trying to figure out facts, not disfigure them, has always been the motto of The
Times of India. In a world where such values seem to be vanishing, The Times
of India always represented the highest standards of journalism. The design of
the crest of The Times of India is intended to symbolize Indian nationalism,
which it seeks to reflect in every aspect of its existence. The Times of India has
tried to differentiate its product by coming out with informative supplements
on all the days of the week. This has helped it to withstand the tough
competition existing in the newspaper industry.

The Times of India was criticized for a longtime for not covering local news
and events in adequate detail at Nagpur city. To overcome this criticism, The
Times of India launched Nagpur Edition including Nagpur Times on
November 15th, 2006. Due to The Nagpur Times, TOI covers large area of
customers within a less span of time. There is another thing of increase in sales
of TOI in Nagpur city is the very exciting subscription offer of 12 months.
1.1. HISTORY OF THE TIMES GROUP

The first edition of The Bombay Times and Journal of Commerce, later to be
called The Times of India, was launched in Bombay in 1838. After several
years of change, evolution and growth in the paper's character, Bennett,
Coleman & Co. Ltd (the proprietors of The Times of India Group) was
established with the principal objective of publishing newspapers, journals,
magazines and books.

1.2. PRODUCT:
Today The Times of India Group has emerged as multi-edition, multi-product
organization, and a clear leader in the segment it operates. Some of the brands
owned by the Bennett, Coleman & Co. Ltd. are The Times of India, The
Economic Times, Femina, Filmfare, Navbharat Times, Sandhya Times and
Times FM.

THE TIMES OF INDIA

The Times of India, one of the oldest surviving
newspapers, has always committed to goals of
upholding and strengthening quality and
objective journalism in respect to both news and
advertising and continually achieving higher
standards of journalistic performance in
increasingly competitive surroundings.
The Times of India, founded on November 3rd 1838, is one of the
leading daily newspapers, owned and managed by the Bennett, Coleman & Co.
Ltd. often referred to as The Times Group. The Times Group, which is a family
business tightly controlled by Indu Jain & her sons, Sameer Jain and Vineet
jain.
The Times of India is independent editorial stand and its reliable,
authentic and credible reporting has won serious attention and regard of the
people in India and abroad. The Times of India today enjoys the loyalty of 7.4
million keen readers. Keeping people well informed, not misinformed and
trying to figure out facts, not disfigure them, has always been the motto of The
Times of India. In a world where such valued seem to be vanishing; The Times
of India always represented the highest standards of journalism. The design of
the crest of the Times of India is intended to symbolize Indian nationalism,
which it seeks to reflect in every aspect of its existence.
The Times of India has tried to differentiate its product by coming out with
informative supplements on all the days of the week. This has helped it to
withstand the tough competition existing in the newspapers industry. The
various supplements of The Times of India including Nagpur city are:-

DAY NAME OF THE SUPPLEMENT

Sunday Times matrimonial, Times Life,
classifieds.
Monday Education Times.
Tuesday Yours Money.
Wednesday Times Ascent.
Thursday Education Times.
Friday --------------------------
Saturday Times property.
Sunday to Saturday Nagpur Times (only for Nagpur
city), Times International.

THE ECONOMIC TIMES

India's most widely circulated financial and business daily which is the second
largest financial daily in the world. It has become the essential reference
document on Indian business, polity, economy and finance. The Economic
Times is published from Delhi, Mumbai, Calcutta, Bangalore, Madras,
Hyderabad and Ahmedabad.

FEMINA
The up market magazine for
the woman of substance.
Femina seeks to cater to the
tastes and preferences of the
modern Indian woman.
Femina also organises and
sponsors the Miss India and Look of the Year beauty
pageants annually. The winners of these contests go
on to represent India in the Miss Universe, Miss
World and the International Look of the Year contests.
FILMFARE
It’s a film magazine that has evolved as an
entertainment medium, itself covering the entire
gamut of show biz. Every month the colourful and
informative guide features Indian movies, music,
serials, soaps, Hollywood films and lots more.
Filmfare also sponsors the annual Filmfare Awards
for excellence in Indian cinema.

NAVBHARAT TIMES
The leading national Hindi daily, undoubtedly the
most influential opinion maker in the central
heartland. The voice of resurgent India, Navbharat
Times has the ability to gauge the social, political
and intellectual needs of its audience and is
attuned to India's mainstream hopes and
aspirations. Navbharat Times is published from
Delhi and Mumbai.

SANDHYA TIMES
A Hindi language evening daily offering a host of
information on day-to-day events.

TIMES FM
Times FM, the private FM
music channel has
resurrected radio in India and
has acquired an unparalleled
equity with the discerning listeners of the country.
They, in turn have reciprocated to the innovative programming with
unflinching loyalty. Times FM is the biggest broadcaster on the FM Channel in
5 cities i.e. Mumbai, Delhi, Madras, Calcutta and Goa. Presently the channel
enjoys a total listenership of over 7 million.
TIMES NOW

It is 24 hour news channel running successfully all over the

India.

1.3. ORGANIZATION STRUCTURE

PEOPLE
 T. J. Bennett
 Jaideep Bose, executive editor from 2005
 Samir Jain, vice chairman
 Vineet Jain, managing director
 Indu Jain, chairman
 Arun Ahuja, president
 Jug Suraiya (associate editor, columnist, "Jugular Vein," cartoonist,
"Dubyaman II")
 Swaminathan Aiyar (columnist, "Swaminomics")
 Rashmee Roshan Lal (columnist, "View from London")
 Chidananda Rajghatta[2]
 Ajit Ninan ("Just Like That" editorial cartoon)
 R. K. Laxman ("You Said It" editorial cartoon, featuring the famous
Common Man)

HIERARCHY IN NAGPUR BRANCH

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PEOPLE (NAGPUR CITY)

 Nilanjan Bhaumic, Branch Manager, Nagpur region

 Mangesh Thakur, Chief Manager, RMD

 Mahesh Mishra, Manager, RMD

 Subramanyam, Manager, RMD

 Devendra Ramteke, Asst. Manager, RMD

1.4. UTILITY OF PRODUCTS

TOI is the newspaper which is at the 1st position for accomplishing the needs of
all types of consumer. TOI is having the utility according to Students point of
view, corporate person’s point of view, Employment point of view etc.

Utility of the product according to student point of view: TOI fulfilling the
needs of the students by providing the supplement like Education Times.

Corporate person point of view: By providing Times Property.

Employment point of view: By providing Times Ascent.

Senior citizens point of view: by providing articles like speaking Tree,

Editorial Column etc.
1.5. BELIEFS AND STRENGTHS OF THE TIMES OF INDIA

The Times of India founded on 1838, has recommitted itself to its larger
societal and public service mission. Within that framework, it has set itself the
goals of upholding and strengthening quality and objective journalism in
respect of both news and opinion, and continually achieving higher standards
of journalistic performance in an increasingly competitive milieu. The long-
term strengths of this newspaper have been independence, seriousness,
newsiness, credibility, fairness, balance, and critical spirit. It has become clear
to large numbers of readers as well as to those within the organization who
bear responsibility for the newspaper’s future that these traits needed
replenishment and reinforcement. In consequence, The Times of India has
recently undertaken a restructuring reorientation of its editorial operations,
indeed a correction of course.

However, the intensifying competition within the press and from the other
news media, above all television, and other kinds of economic and political
pressures and creeping corruption are deeply worrying tendencies. The only
answer to all this, believes The Times of India, can be journalism of highly
quality, rooted in well-defined principles, clear-sighted, ethically and
professionally sound, determined to put editorial values first, responsive to the
needs of readers and the market within clearly worked out journalistic
parameters, willing to transform its methods and practices to take full
advantage of changing technology and times.

The Times of India is also convinced that such journalism cannot flourish by
itself. It must go hand in hand with good, state-of-the-art business practice,
which bases its long-term strategy on a balanced appreciation of the
fundamentals and core values of journalism and the evolving needs of a
dynamic society.

Convergence and the arrival of online journalism and generally the ‘new
media’ (defined as digital, interactive, and multimedia) are expected to
revolutionize the field of journalism, although the direct impact thus far has
been less than predicted. Newspaper journalism as well as the business side of
news operations must grasp the opportunities with both hands and ensure that
the online product is at least as good as the hard copy. The Times of India
believes that the capability to select, to distinguish between the important and
the unimportant, the significant and trivial, to interpret and place in context
news and public affairs information, and to do all this to a rigorous deadline
will win out in the new media.

The Times of India is one and only company which is focusing on Customer
Relationship Management (CRM). By arranging Customer Loyalty Programs
the Times of India is achieving the peak of creditworthiness, customer loyalty
as well as its making very good reputation in the mind of society.

The pattern of news of the Times of India is in such a manner that it is suitable
from kids, teenagers to housewives and senior persons in the family. By
making such pattern Times of India has make a soft corner in the compassion
of all peoples.

The Times of India always first for launching promotional activities, only
reason is that peoples from lower class to upper class should enjoy the facility
and brand name.

The Times of India is also well-known for giving information about business
news, Legal coverage, Education & carrier, Sports, Investment,
Comprehensive National and Global coverage etc.
1.6. COMPETITORS

In Nagpur city there is only Hitvada is main competitor of The Times of India,
Hitvada enjoyed the monopoly since from last few decades but after 15th
November 2006, when TOI was launched its Nagpur edition in city TOI
becomes No.1 in Nagpur city.

There are many other competitors are there as follows.

· The Hindu
· The Telegraph
· Deccan Chronicle
· The Economic Times
· The New Indian Express
· Mid-Day
· Deccan Herald
· Indian Express
4P’s Of Marketing associated
with, THE TIMES OF INDIA

1. Products:
Description of Paper:-
The Times of India Newspaper contain 24 to 30 pages & each
day 1 supplements, they are
Pages:-
1st National/International/Local News
2nd to 5th Local News
6th to 11th National News
12th to 14th Times Global
15th to 16th Times Business
17th to 20th Sports News
And 4 pages of Nagpur Times
Supplements:-
The Times of India comes with several city-specific
supplements, such as Delhi Times, Bombay Times, Lucknow Times,
Bangalore Times etc.
Other regular supplements:-

Monday :- Education Times

 Tuesday :- Nagpur Times

Wednesday:- Times Ascent

Thursday:- Nagpur Times

Friday:- Nagpur Times

Saturday:- Nagpur Times

Sunday:- Times Life/ matrimonial/ business/Nagpur

Times

Nagpur Times contain 6 pages from Saturday & Sunday

& 4 pages other 3 days.

2. Prices:
Prices of newspaper called cover price for Nagpur.

Days Supplements Price

Monday Education Times Rs. 1.50

Tuesday Nagpur Times Rs. 2.00

Wednesday Times Ascent Rs. 1.50

Thursday Nagpur Times Rs. 2.00

Friday Nagpur Times Rs. 1.50

Saturday Nagpur Times Rs. 2.00

Sunday Matrimonial/ life/ Rs. 4.00

classifieds/business

Weekly price Rs. 14.50/-

Monthly prices Rs. 61-65/-

Yearly prices Rs. 754/-

 3. Place:
There is a traditional channel of circulation of paper as
follows
Press Agent Vender Line boy Customer

There is also annual subscription plan for that Reader

Relationship Executive (RRE) is appointed and this channel works as
follows
RRE Customer Line boy vendor Agent
Company
 4. Promotion of products:

 DSP (Direct Sale Promotion)

 Door to door
 Upgrade product
 Product mix
 Age over competition

Every year come with new scheme like discount scheme,

Sunday times free etc.
2 C’s Of THE TIMES OF
INDIA

1. Customers:
The customers of Times Of India are divided into three
classes called SEC(Social Economic Class).

SEC A for high class person

SEC B for high-middle class person

SEC C for middle class person.

Or other customers of our students, businessman, etc

The other customers of TOI are as follows:-

o A student who are studying professional degree/courses

as well as who has an age of 15 years and above.
o All businessmen who are attached with share market.
o Brokers.
o Politicians.
o Salaried person who are attached with corporate
sector/world.
 o Teachers as well as Professors.
o Old age people.
o Women’s:- house wives and working women’s.
o The person who are frequently searching for jobs.

All the educated people having the knowledge of English

always prefer to read The Times of India. All the professionals, self
employed people like lawyers, doctors, etc., executives, managers
like to read Economics Times and Times of India. All School going
students, college students, pursuing post graduates, freshers prefer
Times of India as their first choice.
Education, interests, profession, income level, knowledge all
affects the relationships of the customers with the product.

Banks, Hospitals, offices, Educational Institutions, etc., are

the potential areas for the times of India Newspaper

There are 2.6 million daily copies sold all over India and there
are over 8.4 million readers all over India.
2. Competitors:
 International Competition:
There is yet no International competitor for Times of India.

 National Competition:
 The Indian Express: The Indian Express began its journey
in 1932. It is one of the big competitors for the Times of
India. It has also long history. The main purpose of
establishing this newspaper was to fight with the corruption
after the independence.
 The Hindu: This newspaper also started long back in 1878
as a weekly edition and later started its daily edition from the
year
1889. It has a circulation of over 10 lakhs.

 Local Competition:
 The Hitvada: This is local competitor for the Times of
India. It was launched over 25 years in Nagpur city. It has
very well captured the local market in the newspaper
industry
 Lokmat Times: It is yet another competitor for the Times of
India. It is also giving tough competition to the Times of
India. It has been launched 5 to 6 years back.

The Times of India is the leading English daily in the India.

So It is the leader in the National Competition.
 The Times of India is again leader in the national
competition. Challengers for the Times are Indian Express and the
Hindu.
The Times of India’s local competitor is The Hitvada. It has
captured the Nagpur’s market over 25 years. It will take time for The
Times Of India to capture local market of Nagpur.

The biggest competitor of TOI in Nagpur is The

Hitavada News paper.
Comparative features between both are as follows:-

Feature The T O I The Hitavada

Cost Rs. 2 Rs. 2.5
Pages 24 28
Page quality Better Good
Business news 2 pages 2 Pages
Politics Mix Mix
Science News Nil 1 Page
Nation 4 Pages 6 Pages
World 2 Pages 1 Page
Opinion Page Nil 1 Page
Sports 3 Pages 2 Pages
Supplement
Monday Education Times Money
Tuesday Nagpur Times Nil
Wednesday accent Womens world
CHAPTER II:

RESEARCH METHODOLOGY

METHODOLOGY

The objective of the present study can be accomplished by conducting a

systematic market research. Market research is the systematic design,
collection, analysis and reporting of data and findings that are relevant to
different marketing situations facing the company. The marketing research
process that will be adopted in the present study will consist of the following
stages:

a. Defining the problem and the research objective:

The research objective states what information is needed to solve the problem.
The objective of the research is to derive the opinion of the readers and the
advertisers of the TOI and use that to develop the recently launched Nagpur
Edition.

b. Developing the research plan:

Once the problem is identified, the next step is to prepare a plan for getting the
information needed for the research. The present study will adopt the
exploratory approach wherein there is a need to gather large amount of
information before making a conclusion. If required, the descriptive and casual
approaches may also be used.

c. Collection and Sources of data:

Market research requires two kinds of data, i.e., primary data and secondary
data. Being a firm in the newspaper industry, data gathering will involve usage
of both primary and secondary data though there will be an extensive usage of
primary data. Well-structured questionnaires will be prepared for both the
readers and the advertisers. There will be personal interview surveys mostly in-
home (door-to-door) surveys. The questionnaires will contain both open-ended
and close-ended questions. Here, open-ended questions will be more useful, as
it is an exploratory research being conducted, wherein the main objective is to
get an insight into how people think rather than measuring how many people
think in a particular way. Secondary data will be collected from various
journals, books and web sites.

Sampling Plan:

Sampling Units:
The respondents, i.e., the readers of Nagpur edition will be stratified according
to certain parameters. The readers of The Times of India will be stratified
according to their age and gender.

Sample Size:
Door-to-door surveys will be conducted for 100 respondents. If the situation
demands more accuracy, a telephone survey will be conducted where in the
respondents will be asked questions about their opinion on the Times of India
Nagpur edition over the telephone and their responses will be recorded.

d. Analyze the collected information:

This involves converting raw data into useful information. It involves
tabulation of data, using statistical measures on them for developing frequency
distributions and calculating the averages and dispersions.

e. Report research findings:

This phase will mark the culmination of the marketing research effort. The
report with the research findings is a formal written document.
CHAPTER III.

OBJECTIVES:-

1. To study the company profile.

2. To understand the H.R. policies of the company.

3. To study the SOWT Analysis of the company.

4. To understand the environment of the company.

5. To study the organization structure of the company.

6. To achieve the target, this is assign by the company guide and the faculty guide.

7. To gain deep knowledge of the “Time of India” product, promotion activities,

strategies and other information.

Business Objective:-
To achieve beyond the target…
 Daily Objective:-

To sell 4 annual subscription & generate business

of Rs.3016 for Times Of India.

 Weekly Objective:-

To sell 28 annual subscription & generate

business of Rs. 21112 for Times Of India.

 Monthly Objective:-

To sell 75 annual subscription & generate

business of Rs. 56550 for Times Of India.

 Total objective of 45 Days :-

 To sell 180 annual subscription & generate business of Rs.

1,35,7200 for Times of India.

CHAPTER IV.

TARGET AND TASK.

I worked as a RRE i.e. Readers Relationship Executive and

this is my Executive Training Title:-
To sell 168 annual subscriptions and generate the business
of Rs. 126672/-for “The Times of India”.
Targets:-

1. DAILY Target:
To sell 4 annual subscription and generate a business of Rs. 3016/- For
Times of India.

2. WEEKLY Target:
To sell 28 annual subscription and generate a business of Rs. 21112/- For
Times of India.

3. MONTHLY Target :
 To sell 75 annual subscription and generate a business of Rs. 56550/- For
Times of India.

4. TOTAL Target OF 45 Days :

To sale 168 annual subscription and generate business of Rs. 1126672/-
For Times of India.

BUT, I performed beyond the target what they give me. And my
performance is…

I sold annual subscriptions per day is an average 4-5 per day.

I sold annual subscriptions per week is an average 28-29 per week.
 Strategy we used…
Every individual or organization has their own strategy for
achieving their goal or completing their target. In this regard we had
also adopted some strategy for completing our task.
As we mention, we have also given targets that are Business
generation and acquiring selling & communication skill. During this
executive training we have made strategy which we have change
according to the situation.
In very first week we understood the company’s product that
is the newspaper Times of India annual subscription we marked out
the positive as well as negative points of Times of India and
competitors then we had understands the scheme which we supposed
to tell and convinced to customer.
After that we have been made one demonstration in English,
Marathi and Hindi language according to the convenient language for
customer. In our demonstration firstly we greed the customer and
understand the language of customer according to customer response.
The next step we introduce ourself and company then we follows a
rule to ask about the time to tell about our product if he allowed to
tell the scheme, our step is to give him demonstration about the
product and in between we gives complements to customer about his
home, child , car, interiors to feel customer friendly. After the
demonstration we asked to customer about their queries and gives
answer of queries handles their objection and then we close deal by
asking question how you are making payment by cash or by cheque
if customers are not interested or not convinced then we asked them
about reference and we close call by wishing them. We had achieved
66.48% target up till now but we are not satisfied with our
performance. We are thinking to make changes in our strategy to
achieve 100% target we are started work out in morning 7:30am to
11:00 am and after 11:00 we work to generate business from offices ,
school and institutes up till we have visited Anjuman engineering
college at sadar, J.D. college of engg., Jhulelal Institute of Mgmt. and
Tech. and KTR school at pachpouli but in colleges admission and
examination processes are going on that’s why we can’t able to
generate business from this institute. and in bank audit work was
going on so they also not entertain us.
We often use existing customer’s data go to their houses &
ask them about new scheme & renew the scheme & using their
references it’s easy to reach the customer directly.
We tell our customer to give us other reference like their
friends or relatives to aware them about this scheme. By this strategy
we get more and more data.
Provide all information and feedback to the company,
which are collected from customers. Whenever we meet any
customer he gives his opinions, suggestions, complaints and other
information.From this they can use this customer to provide better
service.
 Target Vs Achievement
Wee Target Achievement in Achievement Business
k No. unit in % Generation

1 28 annual 28 annual 100% 21000/-Rs.

subscription subscription
2 28 annual 31 annual 110% 23250/-Rs.
subscription subscription
3 28 annual 16 annual 57% 12000/-Rs.
subscription subscription
4 28 annual 28 annual 100.% 21000/-Rs.
subscription subscription
5 28 annual 48 annual 171% 36000/-Rs.
subscription subscription
6 28 annual 47 annual 167% 35250/-Rs.
subscription subscription
Total 168 annual 198 annual Above 100% 148500/-Rs.
Sub. subscriptions

Other than annual subscription I sold 11

magazines.
.
 SWOT Analysis of the
TIMES OF INDIA
Strengths:
 Large Network: The Times of India newspaper has the large
network of about 13 distribution centers in Nagpur and about
1200 vendors across the city.
 Good Customer base: The TOI has the customer base of about
43000 customers which is quite large.
 The Brand Name: The Times of India is such a brand that
people like to purchase the newspaper as their status symbol as
well as for the worth of the news.
 Advance Technology: The technology used by The Times of
India is very advance. The software used is SAP Net Weaver
which is proving very collaborative and successful.
 Qualified Personnel: The staff members are well qualified.
The human resource is very good and large.
Weakness:
 Not able to meet cultural requirement of Nagpur: The Times of
India is enforcing its culture in Nagpur and not yet has
understood the culture of Nagpur.
 Cannot reach rural areas: It has no circulation of the newspaper
in the rural areas where it can have possibilities of increasing
their sale because the people in rural areas are getting educated.

 Nagpur time is not likes by the senior citizens.

 Not concentrating on differentiation to the competitors

Opportunities:
 Better chances of market coverage as only started one and half
years back.

 Total population 35 lakhs.

 Use of English is increasing.
 SAP Net Weaver software has been implemented so better
chances of giving best services to the customers.
 Large population of Nagpur city: The Nagpur city has been
developed day by day. The people of Nagpur prefer the Times
of India because of its brand name. The employment is
increasing in the Nagpur city so people preferring to live in
Nagpur which is very good opportunity for increasing the sale
of the times of India.
  High education: In Nagpur the education is very good, there is
no such course which is not available in Nagpur. So good
education is better opportunity for increasing English readers
indirectly increasing opportunity for sale of TOI
 Demand by students increase: The students are demanding
more for the Times of India because TOI provides them better
language which they like to prefer “Simple and grammatically
correct”.

Threats:
 Many newspapers have been published before Times in the
Nagpur City and had better coverage of local news than Times
of India Nagpur Edition.

 No. of competitors

 Rapidly changing Environment.

 Readers are very loyal for their brands.

 Customers of times are not loyal with times.

Mid-course Correction
The target is changed in mid it is at least 2 magazine in
one month. Earlier it is not compulsory for “Times of India.” If there
is not any booking of magazine then the incentive will be reduced.
The RPF i.e. Readers Profile Form should be filled up
by the customer only.
If we are going to give renewal to any customer then
the old order number should be taken.
 Learning’s
While doing this project, we understood many concepts in
print Medea market. The company guide trained us on how to
negotiate with customers, how to deal with different people with
different attitudes etc.
 We understood the basic fundamental of marketing.
 We learned how to manage time.
 We know my limitation while doing marketing
 We got the knowledge about the particular sector.
 We learned the importance of build and maintain the
relation.
 We learned how to interact with customer, how to
convence them.
 We learned how we understand the mentality of people
and requirement of them.
 After completing the SIP we are able to make a
segmentation of market.

Because of help of my Faculty Guide Mrs. SMITA

LANDGADE, Company Guide Mr.DEVANDRE RAMTEKE.
Group Leader Mr. Amit Lambat and the Company’s staff.
 Limitations
 Compare to the last scheme of the Times of India
customer has to pay the lump sum amount for the whole year
i.e. 399/- or 299/-for a year. Many customers want the last
scheme.

 The new scheme is quite complicated as compare to the

last one in this customer has to pay 100/-Rs.for a year and still
they have to pay certain bill amount in a month it may be 36 or
40 Rs. for a month.& it is quite confusing to the customer as
well. To less the amount of Sundays paper & also 8.25 Rs from
the bill.

Also this scheme is little costlier than the last one it cost almost
543/-Rs for a year.

There are some limitations of the product like page 3 news,

local news, results, but Times Group become more better than
last time, it become much improve at this time and this
improvement is continue last one year.

 We don’t have a permission to give scheme to those

customers who are already taking Times of India in normal
plan [Monthly billing 62-65 Rs.]
 Conclusion
According to both year scheme (last year scheme and
current year scheme) the last year scheme is better for the customers
because the cost of last year scheme was low as compare to current
year scheme.
In the last year scheme whole amount is to paid at the
time of booking but in the current year scheme at the time of booking
customer is to paid Rs.99/-and after that they paid monthly 37 to 40
Rs/- according to both condition last year scheme is easy as
compared to current year scheme.
The Percentage of booking of last year scheme is high as
compare to current year scheme so we can say that last year scheme
was good for customers but new scheme is also good for some
customers who cannot afford to pay at one time.
This new scheme is also good that’s why the “Times of
India” Launched it, So it is become very essential for us to tell the
benefits of this scheme to customers and help to company to generate
more and more profit.

References
  The Times of India website

 The Times of India ePaper (Epaper - Digital Replica of the

newspaper)

 Times Syndication Service Content licensing and

syndication wing of The Times Group.

COMPANY CERTIFICATE.
To,
The Director,
Global Business School, Amravati
Amravati
 
Mr.Gaurav Tiwari has completed summer Internship Program (SIP)
from June/30/2009 to August/15/2009 in our company successfully. He
has generated business of 184 annual subscriptions in 45 days attendance.
His performance is appreciated and we wish him best career and same
success throughout his life.
 
There are “No Dues” pending. All financial transactions have been
completed from our end.
 
 
 
Times of India
 
 
Devendra Ramteke
DSP Head
Asst Manager, RMD.