Report of the Summer Internship project

For

IDENTIFICATION AND TESTING OF

DISTRIBUTION CHANNEL FOR

TOPPER INTEGRATED LEARNING SYSTEM

Company Name: Greycells18 Media Pvt. Ltd.

Company Type: Media Broadcasting
Location: Noida, New Delhi
Duration: 15th April 09 – 25th June 09

Submitted on: 06th July 2009

Submitted by: Puneet Kumar, MBA, 1st Year
ACKNOWLEDGEMENT

1
 I would like to acknowledge and thank from the deepest
portion of my heart to all the people who were always behind me,
whenever I needed any help for successful competition of my
internship and this report. To start with I would like to thank my
institute, Pearl School of Business for providing me this opportunity.
To start with, I would like to thank my course coordinator Mr. Sanjay
Kumar, who not only gave me valuable inputs but also helped me as
much as he could during my internship. I would like to thank my
mentor here Ms. Namita Chawdhary who gave me her valuable
inputs so that I could start my interns from the right direction. I
would also like to thank Mr. Samit Chopra, Sr. Sales Manager at
Greycells18, who acted as a supervisor as well as a teacher when it
comes to learning organization behavior and culture. He gave us
valuable tips and tricks of marketing. Along with him I would like to
thank Mr. Vikas Jain, Sales Manager for always being helpful and
cooperative whenever I was stuck with any problem. I would like to
thank Mr. Sushil Kumar Bhatti for becoming a great team member
to work with. Without his support I wouldn’t be able to perform as
fine I have done now.

Last but not the least; I would like to thank my parents and
teachers for supporting me to achieve this level.

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TABLE OF CONTENTS
1. Acknowledgement

2. Table of content

3. Summary

4. Introduction

5. Industry Analysis

6. Company Analysis

7. Organization Chart

8. Organization Structure

9. Competition

10. Product Analysis

11. Existing Sales and Marketing Scenario

12. The Project:

a. Identification Phase

b. Testing Phase

i. Schools

ii. coaching or tuition centers,

iii. housing societies or apartments,

iv. corporate houses,

v. government buildings,

vi. malls,

vii. commercial markets,

viii. museums a

ix. theme parks.

x. Clubs

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 13. Conclusion

a. Schools

b. Coaching Center

14. Learning Outcome

EXECUTIVE SUMMARY

The purpose of this report is to summarize my summer

internship project for my evaluation. This project was done at
Greycellls18 Media Pvt Ltd. and was done for nearly two months
duration (15th April 2009 to 25th June 2009) at their Noida and New
Delhi office.

In this report I have detailed the industry analysis and

company analysis and the target market. These are also correlated
with the concepts taught in the first year of MBA. The project given
and the work done has been explained in the report later. The final
result, conclusion, achievements and expectations have been
mentioned in the closing of the report.

4
INTRODUCTION

This report is the description of the project undertaken by me

at Greycells18 Media Private Limited. The project identification and
testing of distribution channel for Topper learning system was
assigned to me and six other MBA students.

The product Topper was launched in 2008 and was aired free
of cost initially. The right strategy for creating awareness among
target market and right distribution channel was still not found till
year end. Our project dealt with this situation and we were assigned
the task of finding and testing the right distribution medium for the
product. We were divided into teams to two members and I was
grouped with Mr. Sushil Kumar. We were given the area of Noida
and Faridabad to cover. We visited number of schools and coaching
institutes and worked out the right approach to follow for about a
week. After the strategy was finalized, testing phase was on. We
visited 21 schools and 38 coaching institutes for this purpose. We
finalize that those people who has more than one coaching center or
schools running or has contacts in more than one coaching center or
school should be contacted and make them our Associates. We
planned to give them commissions on sales which they would be

5
able to make. We could provide them promotion materials and
marketing assistance if necessary.

At the end of the internship, we were able to make 14

coaching centers as our associates and 5 schools are ready to allow
us to promote our product at their premises once their schools are
reopened in July.

INDUSTRY ANALYSIS

According to the latest statistics, over 300 million children are

enrolled in schools across India. Out of these, over 50 million are in
the secondary and senior secondary classes. This figure is huge in
front of only 2 million seats that are available in various colleges
and universities in India. The number of seats for professional
courses like medicine and engineering is 7 lakhs. Thus, there is a
huge demand for suitable teaching aids, which allow students a
better chance to enter into these courses.

The biggest problem in our education system is that it

predominantly focuses on the urban population. The rural has either
has to compromise on quality of education or has to relocate to
urban areas. The level of schools, the teachers and the overall
education standards in small towns and villages is lower. Thus, there
exists a significant opportunity to supplement the existing school
system so that children can get the best out of their educational
years.

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 Television in India has grown many folds over the last decade.
From a one-channel system, we now have more than 300 channels
airing all types of content into India. The total number of TV homes
is now crossed over 100 million and about 60% of all households in
India owns a TV set. Thus, television is easily one of the most
widespread communication medium in the country.

Being a video medium, television provides for pictorial and

graphical view of concepts and theorems with the help of
animations and special effects, thereby allowing children to learn
faster. Concepts that are difficult to teach in theory become much
easier when depicted visually, especially when explained with the
help of real-life situations and animations

Internet has made more than 4.73 million users who are
connected through high speed broadband connections. The figure is
of August 2008 and the number is growing rapidly.

Education through new media like TV and internet is now set

to explode even further with the rapid modernization and
digitization of our lives. New distribution technologies such as DTH,
CAS, IPTV, etc. also enable interactivity. Along with extensive
broadband penetration, these modern communication technologies
provide a strong infrastructure to drive quality education across
India.

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COMPANY ANALYSIS

The company is focusing on niche market of secondary and

senior secondary school students which has not been served well by
the use of latest technology. The company’s mission is to create a
comprehensive interactive learning service that will help students
understand their subjects better, and enable them to excel in their
exams.

The company is a Joint Venture between Network18, which is

one of India's leading full play media conglomerate with interests in
television, internet, filmed entertainment, mobile content, print,
magazine and allied businesses and Educomp, an innovative
educational company and is called Greycells18 Media Private
Limited. This Company works in the field of education, providing
education with the help of latest technology and media like TV,
computers and internet. Mr. Sunil Khanna, former head DTH,
Reliance and Mr. Sricharan Iyengar, former VP and Business Head,
ESPN Star Sports are company’s joint MDs. It is co-promoted by Mr.
Raghav Bahl of Network18 and Mr. Shantanu Prakash of Educomp,

8
in their personal capacities and Capital18, Network18’s private
equity initiative. The majority stake in this company is with
Network18 and that is the reason behind ‘18’ being attached with its
name.

To help teachers and students make best use of latest

technology and access provided by television and internet, company
has created a unique education service called Topper Integrated
Learning System, which is an interactive learning system for the
school students. It is the company’s most successful brand. It has
more than 10000 users of its TV channel and more than 25000
users of its web portal across the globe.

This year another product range has been launched called

Cracker, which is a unique form of question series for preparing for
engineering and medical entrance exams like AIEEE, GRE, BITSAT,
CET and PMT.

The company is based in its newly shifted office at 426,

Ghitorni
MG Road, New Delhi -- 110030
ORGANIZATION CHART

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WORK FLOE OF THE COMPANY

10
COMPETITION

Direct Competition

11
 Topper Learning System is first of its kind service which is
dedicated to the school students. Now various websites like
www.extramarks.com are coming up. They are claiming to help
school students are only providing either written materials or
providing online test or both, but Topper’s main advantage is its
episodes which no body other is providing till date. So there is no
direct competition for this product in the market.

While roaming in the market we came across few schools and

coaching institute owner were looking for shooting their own videos.
They could give competition in near future.

Indirect Competition

Topper Learning System is designed in such a way that it

doesn’t substitute the school and coaching center learning but
supplements it. User use it for self study but school students require
a push for studying which only a teacher physically present could
give. So neither school nor coaching center is taking is as a threat
and they are happily welcoming this product. Some narrow minded
tutors are seeing this as a threat and trying to motivating students
to go against it, are causing indirect competition. But once one
student uses it and carefully understands its benefits, these things
could be overcome.

PRODUCT ANALYSIS

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 As briefed earlier, the Topper Integrated Learning System is
developed to help the students and teachers to use latest
technology in the field of learning. It involves media like TV,
computers and internet to reach to homes and make learning easy
and convenient. The product is available with two mediums: TV and
internet. These media are as follows:

Topper TV Channel
The Topper TV channel is a 24 x 7 TV channel. It is available
on direct-to-home (DTH) platform. Currently channel is available
with two companies – Airtel Digital TV and Tata Sky.

The features of TV channel are:

• Videos – in the form of episodes, are of 30 minutes duration.
The basic concept, solved questions and exam decoded
sections are of 10 minutes each in the whole 30 minute
episode. The concepts are explained with the help of real life
examples and animated visuals. Presenters of the episodes
are faulty from IITs and foreign universities. Each episode is
repeated four times in a week at different time slots so that
user can watch without disturbing his/ her current schedule.
Videos cover the syllabus of secondary and senior secondary
level following latest CBSE guidelines. Topper covers Physics,
Chemistry and Mathematics for Classes 11 and12 and Science
and Mathematics for Classes 9 and 10.

• Interactivity is provided through the platform’s middleware

that is on pressing the red button on the remote. The
interactive elements include daily quizzes, tips, exam decoded
and more.

• Special videos like Exam Special and Careerwise are aired in

Jan-Feb when students are preparing for their final exams. It
gives them overall quick revision of the syllabus and also
gives special tips for the exams. Careerwise is career
guidance for the students who wish to go in engineering or
medical college after school. It gave them the complete

13
 information about various courses, entrance exams colleges
and institutes. it also give them a small introduction (scope
and future) of various streams offered at various colleges

The price to subscribe this channel is Rs 1000.00 for a year. To

subscribe one can contact the DTH service provider or can call at
our customer care number.

Topper Web Portal (www.topperlearning.com)

The web portal is much interactive and has more features

than the TV channel. It is available in two types:
1. Individual use: where it requires a broadband
connection of minimum 256kbps speed installed in a
computer having speaker systems.
2. In – School Model: this is for mass use. This model is for
places where there is a large gathering especially in
schools. All it needs in a school is having computer
laboratory with broadband connectivity. The Topper is
installed on all computers and students and teachers
can access Topper during their free times in school.

The web portal has following advantages:

• Lessons on demand: As all the episodes are preloaded on the

website, one can watch any video and any desired time and
any number of times. User just has to search the desired topic
to watch and the video gets started.

• Interactivity: as the internet is a two way process, the

interactivity of the web portal is much higher than the TV
channel. Website has additional features like ask the experts,
in which you can ask any doubts by sending emails to the
faculty. Study online section has all the topics in written form
which could be read once user logins into the website. Test
online section has test papers; user can give test online and
has the option to save the score. This helps teachers and

14
 parents to monitor their child’s performance throughout the
year.

• Topper community: Website has an additional feature called

Topper Community. All the members can chat with each other
or can share their views on any subject.

• Careerwise: The TV episode is loaded on the website and user

can watch it at any point of time. Additionally, it has features
like asking any query form our career analyst Ms. Tanvoy
Gogia. Various articles upon education are posted on this
section on a regular basis.

If anybody wants to have the website subscription, he/ she has to

purchase the retail pack from any of these medium
- Associates.
- Call our call center.
- Through credit card by login in the website.
- Order on Homeshop18, sister concern of Greycells18.

Prices
TV Subscription: Rs 1000.00 (inclusive of all taxes)
Web Subscription: Rs 1300.00 (inclusive of all taxes)
TV + Web Combo Pack: Rs 1500.00 (inclusive of all taxes)
Airtel Bundle: Rs 2500.00 (inclusive of all taxes) – this package
contains Airtel Digital TV Set top box + one TV
subscription

p.s.:
- All the subscriptions are valid for one year only.
- Web subscription is available in the form of retail packs
consisting of a demo CD, a user guide and the login key.

15
EXISTING SALES & MARKETING SCENARIO

The existing sales and marketing of the product was covering

the broad market area. The market was not in direct touch with the
product. When we entered the company, the marketing and sales
was done by broad mediums like tickers on sister concern TV
channels like IBN 7, CNBC, Homeshop18 etc, and the DTH service
provider for the TV channel only. The existing sales scenario with
these media was like:

• Advertisements – Scrolling advertisements on sister concern

news channels were aired. The common channels were IBN 7,
CNBC Awaaz etc. The advertisements consisted of a tagline
and call center numbers from where a customer can get more
details and finally order the product. If got an order, a sales
team would visit the customer’s premises t give a
demonstration and install Topper.

• Call Center Back Hand – The back hand people search for the
data of students studying in secondary or senior secondary
classes and make sales calls to them and their parents. They
use to get data from schools, coaching centers, internet
databases, data collected ay any event (kiosks or event
organized by Topper)

• DTH service provider – The DTH service providers provide

marketing and sales assistance for Topper TV only. Last year
Topper TV was aired free of cost on Tata Sky in its Active
Topper feature. For this year, Tata Sky started charging its
users. Airtel Digital TV is also doing marketing for the Topper
TV Channel.

• Online through credit card – The website itself act as its

salesperson by selling its subscription online through credit
card payment option. One can pay and receive the login
password on email id.

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 • Homeshop18 is the Group’s online & on-air retail marketing
and distribution venture which is India’s first 24 hour Home
Shopping TV channel.
OUR PROJECT

The basic problem with Topper was to find the right marketing
and sales approach. Till now they were looking their marking with a
broader view, in order to reach to the masses they have to
concentrate their efforts to the niche market of secondary and
senior secondary school students and their parents. To start with,
we identified the various means and places to find our target
market. For this, we followed CPS model for problem solving.

17
IDENTIFICATION PHASE

This phase was executed during the first week of our

internship. This phase focused upon identifying the various
destinations from where we could spread awareness. We started
with brainstorming sessions and then filter out the feasible one. We
use the CPS model as:

• Mess/ Objective finding – this was clear, to get maximum

sales.

• Fact finding – the facts were

• Problem finding – the problem was to find the right marketing

and sales strategy. The existing sales and marketing system
was not effective. To start with we have to list all the possible
places where we could find our potential market.

• Idea finding – a brain storming session was held in which we

listed more than 50 places. Only feasible and potential holding
ideas were filtered for further operation. These were –
Schools, Coaching or Tuition centers, housing societies or
apartments, corporate houses, malls, commercial markets,
clubs, museums, theme parks or fun parks.

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TESTING PHASE

This was the Solution Finding or Idea Evaluating phase of the

CPS model. These ideas were tested by the group members and
then evaluated in group meetings. The briefs of which is as follows:

Schools
As Topper follows CBSE pattern, our search was only for those
schools who were following CBSE pattern of education. The schools
chosen for testing phase were either in nearby locality or have some
personal contacts because we want to go to other schools with our
full preparation. Schools were also first choice for us as the
company’s existing marketing team was already doing this.

METHODOLOGY
We listed out few schools nearby and made a visit after taking
earlier appointment or visiting in meeting hours of the principal.
After interaction with the concern person as well as listening to our
marketing team’s reviews, it was clear that schools are the major
market potential.

ADVANTAGES
• Parent Teacher Meetings are the best platform for our
business as students and their parents both are available at
the same time specially parents has their ward’s education
concern in his mind at that time.
• Teachers can also recommend to the students if they are
convinced that the product will certainly help in student’s
learning. Also they can make any special comment on the
product which would help us in making Topper better.
• In – schools model could be proposed.
• Value addition to the school.

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DISADVANTEGES
• Difficult to get permission. As the school’s decision making is
a long process as they are usually run by a trust or society.
• They don’t give much importance to another media apart from
their regular system. They have faith in the existing system
and don’t want any changes.
• Teachers usually take this as a threat to their extra tuition
classes and thus don’t support Topper.
• Schools could not be attracted simply on the basis of
commissions which we would be providing on sales volume
achieved.

CONCLUSION
The school holds the major part of the market. The school
market requires less effort and yields maximum output. Also further
marketing is easier for us as we can use the school’s goodwill with
our brand.

Tuition/ Coaching Centers

With increasing competition among students for achieving
good marks in exams, there is an increasing in coaching centers
business. These coaching centers are interested in money making
so they can be easily fit into our business plan.

METHODOLOGY
We use to start with internet finding the list of coaching centers in
nearby area with their contact details. Then take appointments so
that when we visit coaching institute, the concern person is ready to
devote at least half an hour’s time. Presentation of the product and
its features was given and we ask for their reviews for selling
strategy.

ADVANTAGES
After our interaction in coaching centers, we found that most of
coaching centers are interested in doing business with us. They
could get sales by making Topper a compulsory to every student.

20
They can also have Topper episodes running in their classes to
assist their coaching.
Another advantage is that we could use the goodwill of a teacher. As
there are few famous teachers for particular subject visiting one or
two coaching centers. If he/ she recommend Topper to his/ her
students, they will definitely going to buy it.

DISADVANTAGES
The only disadvantage with coaching center was number of
students being low as compared to schools.
They can treat us as their competitors. They can take it as end to
the extra coaching classes.
Few coaching centers demanded their own content to be added on
Topper.

CONCLUSION
Coaching centers are opened for making money and doing business.
They can be our Associates who would be selling in a particular area
and will be paid commissions on margin basis.

Housing Societies and apartments

To reach the consumers as well as the buyers at the same
point, we decided to go to households. We chose societies over
normal sector colonies because of the easiness in reach. A society
has common gates, parks, buildings and regular meetings are held.
We could use these things to promote our product. We could have
promotional activities in their premises.

METHODOLOGY
We chose one society and took the permission for putting a kiosk or
canopy in their premises. We have to pay some amount for society
fund and they provided us the space and electricity. We arranged
materials like canopy, LCD screen, DVD player, pamphlets, demo
CDs, broachers etc. from the company and put up stalls for few days
in different societies.

ADVANTAGES
• User and buyer can watch a demo at their premises.

21
 • One can recommend it to friends, relatives etc.
• Students from different schools and different coaching centers
can be targeted. Word of mouth publicity will spread
awareness to other schools and coaching institutes.
• Common views from students as well as parents can be
obtained.

DISADVANTAGES
• Return on Investment of the fee could not make on any of the
stall.
• Senior secondary students could not be found with their
parents walking in society. They were mostly found riding on
bikes. Parents were found driving in their cars. So no footfalls
of the target audience.
• Fewer footfalls because of climate.

CONCLUSION
The idea of Apartments and societies was a failure.

Corporate Houses/ Offices

In order to reach the actual buyer i.e. parents and guardians,
we decided to go to corporate houses.

METHODOLOGY
Contacting the HR department for having a presentation for their
employees if not, a canopy could be installed in the premises.

ADVANTAGES
• Place where we could reach only the parents.
• Showing the demo.
• One can recommend it to friends or relatives.

DISADVANTAGE
• Getting permission is a hard nut to crack.
• If got, target audience is not found

CONCLUSION

22
It was a flop.

Malls
Commercial places are common for any marketing activity.
Mall premises are for used for these purposes. Also LCD Screens are
installed in various locations on which we can air our advertisement
while our stall is ut in their premises. Malls are the places where we
could find families on weekends.

METHODOLOGY
One of our college has personal contact in one of the busiest malls
in Delhi. We make an arrangement for meeting with the concern
person. After frequent discussions it was decided that the malls are
not feasible as the fee for putting canopy and advertising was very
high.

ADVANTAGES
• Spreading awareness on large scale. Lots of people can be
make aware at the same time
• Place where we could reach both the parents and students.
• Showing the demo.
• One can see and recommend it to friends or relatives.

DISADVANTAGE
• Expensive
• Most of the families comes to watch movies and they are
alwys in a hurry.
• People come here to enjoy and relax not to take serious
matters like studies.

CONCLUSION
It is only successful if we have to spread awareness only.

Commercial markets
We also tried our hand at commercial markets. This is the
place where every one visits. This place also has parents, teachers
and students.

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METHODOLOGY
It was simple to install the canopy but at some places we could not
do so because of Police interruptions. They did not allow such
canopies and stalls to put up in a commercial market.

ADVANTAGES
• Place where we could reach every one.
• Showing the demo.
• One can recommend it to friends or relatives and they can
also come and visit the stall.

DISADVANTAGE
• Getting permission form Police authorities is a hard nut to
crack.
• If got, market found is very broad. The target audience is not
easily found

CONCLUSION
It was a flop.

Museums (like National Science Museum, Rail

Museum etc.)
A lot of education companies use this platform for their promotional
activities. Here we can find refined target of class wise schools
students.

METHODOLOGY
We visited the National Science Museum, Pragati Maidan authorities
and ask for our requirements.

ADVANTAGES
• Place where we could reach students of various schools at the
same place along with their teachers.
• We can also find general visitors.
• Showing the demo.

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DISADVANTAGE
• Fees for putting stall were too high.
• Senior secondary students would not be found as visiting
museums are done in smaller classes only.
• Students will only see it and will their parents after going back
to their homes. We will again have to visit either their school
or their homes for sales.

CONCLUSION
It was a flop.

Theme Park/ Fun Park

This idea was selected by us but was later rejected by our CEO
when we show them our list.

Clubs
Social clubs like new friend’s club were targeted as we could find
parents in weekends.

METHODOLOGY
We visited the club and met the club’s secretary. We took the list of
all members ith contact details and also did telecalling.

ADVANTAGES
• Place where we could reach parents and guardians.
• Showing the demo.
• Attract by giving discounts to the club members.
• One can recommend it to friends or relatives and they can
also come and visit the stall.

DISADVANTAGE
• Most of the clubs don’t allow outside activities.
• If got the permission, market found is very broad. The target
audience is not easily found

CONCLUSION

25
It was also not successful.

OVERALL CONCLUSION AND EXECUTION OF

THE RESULT

From the testing phase we concluded that Schools and

Coaching Centers would be targeted. These were the places where
we could find our users and hence obtain high yield with less efforts.

In schools, another way found was utilizing the PTMs as we

could find user and the buyer at the same place. The coaching
center could be made our Affiliate who would be selling and
promoting Topper in his defined area.

Schools
Initially we tried to focus more on schools as summer
vacations were approaching. First few days, we visited the principals
directly in their visiting hours. We would explain the concept by
giving presentations with the help of demo CD provided to us. We
show them the presentations and one demo episode. Generally they
were not prepared to devote half an hour for us so they use give us
some other day to visit. We learnt from this experience and we
started taking appointments with the principals initially. We also
started sending emails detailing the product and the proposal. After
the meeting and presentation we use ask for the permission for
putting canopies in their premises during Parent Teacher Meetings.
The main problem aroused those days was summer. Due to rise in
temperature, CBSE guided schools to close down earlier than
scheduled. So the PTM were either cancelled or postponed in July.
We visited 18 schools in Faridabad details of which can be seen in
the report attached.

2
Total number of schools contacted 2
1
Number of schools visited 5
Tie-ups 4

26
Coaching Centers

After the closing of all the schools coaching centers were only
left. We started visiting the areas where numbers of coaching
centers could be found nearby. We met coaching center owners and
demonstrated the product and then explain the business proposal.
Once the coaching center owner is ready to be associated with us,
we make them our Affiliate. The affiliate purchases the retail packs
form us at 30% discounted price on MRP and sells it at MRP. The
remaining becomes his profit.

Total number of coaching centers 3

contacted 8
2
Number of caoching centers visited 4
1
Tie-ups 4

27
LEARNING OUTCOMES

1. To make a marketing strategy for marketing and distributing a

product for niche market. This was the major learning
outcome from this project. The real challenge was to reach
the niche market which was also not undefined (market
consisting of only parents, only students or both).

2. It is more beneficial to look for those people who are into big
business of this kind. For example, we contacted SMD
Tutorial’s Mr. Ankur Banga, he was also running another
business of providing his study materials to students of
classes 1st to 7th in various schools across Delhi, Haryana,
Punjab and few others metropolitan cities like Mumbai, Pune
etc. We focused more on him because he has an existing
network and our product is compatible with it. Also he is
deficient in providing materials for higher classes so he could
use our product there. This tie up is in their testing phase as
they have started introducing it to their associates.

3. Dealing with variety pf people: Every new school or coaching

institute is different and this difference is due to te authority
running it. This project introduced us to number of different
form different locations. This experience was a major
confidence booster when I go to another new school or
coaching center.

4. In the testing phase of our project, I learnt to test and filter

out ideas. This cannot be done by sitting in office and doing
brainstorming, but one has go to the actual market and face
the heat.

28
5. Don’t focus on individual selling like door to door marketing.
This cost a lot of money and yield is very low because of utility
of the product in a household.

6. Starting on a business requires some background work to be

done. Before making a deal the background and potential of
the second party is looked upon. The party must be genuine
and its goodwill will be added on to our business. We did this
by observing the location of the coaching center or school.
Our product would mainly used by children of middle, upper –
middle and high class income group peoples who has
computers and broadband internet at their homes. If the
locality of a certain coaching institute or school is poor then
definitely we would our target market.
Background check was also needed to check the potential.
This was seen after asking questions some like how many
students are studying? Students have computers at their
homes? What is the fee structure? Etc. this gave us the
potential of the party. And if the party has its network in
schools and coaching centers, that party is very fruitful to us.

7. Deal as professionals do: This way to start with a new party is

always appreciated by others and they also feel privileged to
be associated with a company like this. Weather its first
meeting or just normal phone conversation, being informal
doesn’t in long run.

8. Major learning was to know the culture of a media company.

The media culture is more vibrant and colorful as compared to
other corporate. The crowd is young and full of energy. This
thing makes the difference from other businesses.

9. Last but not the least; I learnt to make use of my personal

contacts. I never realized earlier that people I knew could be
of so much help. Some personal contacts were efficiently
utilized during testing phase.

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