A

PROJECT REPORT

ON

“TO STUDY THE SALES AND PROMOTION PRACTICES IN TIMES OF INDIA”

SUBMITTED IN THE PARTIAL FULFILMENT OF THE

REQUIREMENT FOR THE DEGREE OF

BACHLOR OF BUSINESS ADMINISTRATION

SESSION 2018-2019

SUBMITTED TO: Lovely Professional University SUBMITTED BY

Department: BBA Ashish Kumar

Regis. No: 11606100

 TABLE AND CONTENTS

Chapter TITLE Page

No:- No:-
Declaration
Certificate by Guide
Acknowledgment
Executive Summary
CHAPTER-1
i. Introduction
1.1 Conceptual Framework
1.2 Company/ Organization profile
1.3 Background of study/History
1.4

CHAPTER-2

ii. Research Methodology

2.1 Objectives of the Study
2.2 Scope of the Study
2.3 Data Collection ( Primary and Secondary Data)
2.4 Sample Size and Sampling Technique used for
data collection
2.5 Limitation of the Study
2.5 CHAPTER-3

iii. Data Analysis and Interpretation ,Forms and

coupons
CHAPTER-4
iv. Finding, Conclusions and Recommendations
v. References and Question hire.
 DECLARATION

I hereby declare that project Titled “To Study the Sales and promotions Practices in Times of
India” is an original piece of research work carried out by me during the period from 01-06-
2018 to 15-07-18 under the guidance and supervision of Mr. SHASHI RANA, Deputy Sales
Manager, Results and Market Development at Times of India, CHANDIGARH and DR.
DEEPAK Our Mentor and it was not submitted to any other organization, university or
institutions or published any time before. The information has been collected from genuine &
authentic sources. The work has been submitted in partial fulfillment of the requirement to our
University.
 ACKNOWLEDGEMENT

I take this opportunity to extend my sincere thanks to Lovely Professional University and The
Times of India Group for offering a unique platform to earn exposure and garner knowledge in
the field of Sales and Marketing. First of all, I extend my heartfelt gratitude to my project guide
Mr. SHASHI RANA, Deputy Sales Manager, Results and Market Development at Times of
India, CHANDIGARH for having made my summer training a great learning experience by
giving me his guidance, insights and encouragement which acted as a continuous source of
support for me during this entire period. I would also like to thanks supervisors of TOI,
CHANDIGAR for their help and guidance in sales and all my colleagues for their sincere
cooperation. Without which the success of this project wouldn’t had been possible. I would also
like to express my profound gratitude to my faculty guide DR. DEEPAK for his constructive
support during the summer internship period, which leads to successful completion of my
internship at Times of India, CHANDIGARH.

Place:- PANCHKULA Ashish Kumar

Date:- 15th July,2018. BBA-MBA 2018-19

 EXECUTIVE SUMMARY

Theory and practice are the two eyes of the management education. Management education
without practical training at an organization remains incomplete. The training prescribed by the
Lovely Professional University student have various objectives like helping the student to
acquire knowledge, give an opportunity to know the difference between theory and practice,
enable the student to interact with experienced and knowledgeable persons of business world .

As a student of BBA, I got an opportunity to undergo on a training. The training title is “TO
STUDY THE SALES AND PROMOTION PRACTICES IN THE TIMES OF INDIA”.

I successfully completed my training report within the specified time. It was really a thrilling
experience for me with senior officials of Industry and to interact with different members,
employees of the organization. It was an experience of enjoyment through hard work and
dedication.

Through this finding of this report, I hope that the Industry in India as well as outside the country
will benefi
 CHAPTER - 1

INTRODUCTIO

INDUSTRY INTRODUCTION

The News Print media is one of the most powerful and cost effective medium to transfer
information and knowledge. The print media industry in India is more than a century old. Also it
is a well established industry. This industry mainly comprises of publishing newspapers and
magazines. India has the second largest population and one of the fastest growing economies in
the world. Along with these the increasing level of income of peoples and the robust competition
in this industry help print media in its growth. Producers are increasing day by day, new entrants
from outside India is also a factor of tough competition. Indian readers prefer Hindi magazines
rather than English Newspapers & magazines. This survey also said that more than 300 million
literate individuals do not read any publications. Even people are now consuming news and
information from internet through computers or mobiles,

The revenue of newspapers, mazines consists of subscription sales, trade sales and mainly from
advertising. More than 80% of the total revenue comes from advertising. The Times of India
Group, being the market leader in the industry World Wide Media, a subsidiary of TOI Group is
producing high quality magazines newspapers , speaking tree in India and worldwide. But still
they are facing some problems. They are losing subscribers. By having an opportunity to be a
part of the group, by acting as an summer intern, this research has been done with the objectives,
To explore the customer demand in terms of price, Quality and Services. To find out the reasons
for discontinuing subscriptions. What drives a customer to adopt a product? His demand and
needs. The product must be able to fulfill the needs and wants of the customer. When a product
has less demand in comparison with other products? Thus what a customer a wants? This study
is mainly to explore the customers’ demand for the magazines of World Wide Media (WWM) in
terms of price, quality and services. We can say, to explore what customer wants from the
publisher and what publisher gives to the customer. It is also being taken to find out the lacks
behind fulfilling the demand.
 Sales Promotion
Meaning and definitions:-

Sales Promotion is the short-term incentive to encourage trial or purchase of a product or service
refers to sales promotion. Whereas advertising offers a reason to buy; sales promotion offers an
incentive to buy, Since sales promotion directly push up the sales, increasing number of
companies are undertaking sales promotion activity.

The word “promotion” comes from a Latin word meaning “to move forward”. So, in this case
any tools, methods techniques that stimulate the growth of the sales can be considered a part of
sales promotion.

Definitions

“Sales promotion consists of a diverse collection of incentive tools, mostly short-term designed
to stimulate quicker and greater purchase of a particular product by consumers or the trade”
(Kotler,1988 )

“Sales promotion is the method or techniques for creating public acceptance of or interest in a
product, usually in addition to standard merchandising techniques, such as advertising, and
personal selling; generally consisting of the offer of free sample, gifts made to purchaser etc.

Objective of sales and promotion

1) To increase the sale volume in short-term

2) Building product awareness
3) Creating interest
4) Attract more customer
5) Encourage the customer for buying
6) Increase the level of motivation
7) Getting market information
8) Encourage selling a new product
Advantage of Sales and Promotion

1) Increased Buying Confidence Customer

2) Increased Retention
3) Increased Repeat purchase
4) Increased short-term sales
5) Increased Brand switching
6) Good short-term promotional tool
7) Provide quicker result

Disadvantage of Sales and Promotion

1) Damage the image of product in customer mind

2) Reduced the effect over the customer
3) Risk factor getting high
4) Less profit margin

Sales and Promotion Tools

Many tools can be used to accomplish sales promotion objectives. Description of the main
promotional tools are as follows;

1. Consumer Promotion Tools

2. Trade Promotion Tools
3. Business Promotion Tools
1) Consumer Promotion Tools :- The main consumer promotional tools are as follows;
 Free Sample:- Company provides sample of the product by hand of the
customer.
E.g.:- Company provides the free sample of “The Times of India
Newspaper” of the customer at time Subscription
 Coupons:- Company provides coupons to their customer inside the pack of
product or inserted in Newspaper and magazines ads.
E.g.:- Company (TOI) provides Free Car Service coupons.
 Discounts:- Company provides discount offer to their customer when they
buy the product .e.g.:-TOI provider the free discounts Booklet of customers.
 Buy 1 Get 1 Free :- Company provides offer to their consumers to buy 1
product and get another free.

2) Trade Promotion Tools:- More money is spent by companies on trade promotion

(58%)than on consumer promotion(42%). The major trade promotion tools are as
follows;
 FREE GOODS
 ALLOWANCE
 COMBO OFFER

3) Business Promotion Tools:- Company spend huge amount on promotion s focused on

industrial consumer. The major business promotion tools are as follow
 Trade Shows and convention
 Sales Contests
 COMPANY/ ORGANISATIONS PROFILE

The Times Group (Also referred as Bennett, Coleman & Co. Ltd.) is the largest company in
media and entertainment industry in India and South Asia. It has completed 175 years of its
journey in media industry from 1838, established in Mumbai. Starting off with The Times of
India – which is now the largest English publication in the world, BCCL and its subsidiaries
(called The Times of India Group), are present in every existing media platform – Newspapers,
Magazines, Books, TV, Radio, Internet, Event Management, Outdoor Display, Music, Movies
and more. Having strength of more than 11,000 employees, its revenue is exceeding $1.5 Billion,
it has the support of more than 25000 advertisers and a vast audience spanning across the world.
About BCCL

BCCL is India's most diversified media company with power brands across publishing,
television, internet, radio and outdoor domains. The story of BCCL goes back to November 3,
1838, when the flagship publication – The Times of India – was published as a bi-weekly going
by the name, The Bombay Times and Journal of Commerce. Since then, it has consistently
moved up the growth curve by successfully entering new markets and launching new titles. A
simple thought has guided the success of the organization – treating the newspaper not as a
commodity or product but as a Brand, whose prime objective is to serve its readers and
advertisers. At BCCL, we believe in a culture of constant learning and innovation. Over years,
BCCL has evolved and gotten many "Firsts" to its credit. Click on the link below to catch a
glimpse of how Innovation has shaped our Growth!
https://www.youtube.com/watch?v=YP1RWXlipuA Watch all our Ads here:
https://www.youtube.com/channel/UC21EB4E0-zmA0slzLUazf5Q Here you will find many
opportunities to evolve your skills and expertise, through world-class training programs of
leading global institutions. If you are curious and look for avenues of continuous improvement,
this is the place to be! A career at BCCL boasts of not only ample talent development
opportunities but a comprehensive Total Rewards program comprising benefits such as a life,
medical, accident insurance, education assistance not only for employees but also for their
children, a great monetary as well as non-monetary reward and recognition program – Applaud;
and well-being benefits such as Corporate Holiday Packages, Employee Clubs etc. Above all, a
career at BCCL provides you the opportunity to work with teams and colleagues from diverse
backgrounds who collaborate to write our success story!

 INDUSTRY :- Newspapers
 Company Size :- 5001-10,000 employees
 Founded :- 1838
 TYPE:- Privately Held
 HEADQUARTERS :- 7, Bahadurshah Zafar Marg New Delhi, 110103 India
Key Business areas:

 Publishing
 Television
 Digital
 Out of Home
 Other Activities

Publishing:-

 Largest publisher in India: 13 newspapers, 18 magazines, 16 publishing centers, 26

printing centers
 Largest English newspaper in India by circulation (and the world), the Times of India.
 Largest Business newspaper in India by circulation (2nd largest English Business daily
in the world, behind WSJ), the Economic Times.
 Largest Non‐English newspapers in Mumbai, Delhi, Bangalore by circulation (India’s
three largest cities).

Television:-

 Largest English News TV Channel, No. 2 English Business News TV Channel.

 Largest Bollywood News and Lifestyle TV Channel, No. 2 English Movies TV Channel.

Digital:-

 Largest Indian network based on traffic and revenue (behind Google, Facebook, Yahoo).
 Operates 30+ digital businesses, most of which are Top 3 in their competitive segment.
 Most popular B2C mobile short code in India, across SMS, voice, WAP, and USSD
Radio.
 Largest radio network in India by revenue and listenership, with 32 stations.

Out-of-home:-

 Largest Out‐of‐home advertising business in India with presence in all major metros
 THE TIMES OF INDIA

The Times of India (TOI) is an Indian English-language daily newspaper. It is the third-largest
newspaper in India by circulation and largest selling English-language daily in the world
according to Audit Bureau of Circulations (India). It is the oldest English-language newspaper in
India still in circulation,[3] with its first edition published in 1838. In 1991, the BBC ranked The
Times of India among the world's six best newspapers.

It is owned and published by Bennett, Coleman & Co. Ltd. which is owned by the Sahu Jain
family. In the Brand Trust Report 2012, The Times of India was ranked 88th among India's most
trusted brands and subsequently, according to the Brand Trust Report 2013, The Times of India
was ranked 100th among India's most trusted brands. In 2014 however, The Times of India was
ranked 174th among India's most trusted brands according to the Brand Trust Report 2014, a
study conducted by Trust Research Advisory.
 The Times Group
Bennett Coleman & Co. Ltd

Type Private

Industry Mass media

Founded 4 November 1838 (178 years ago)

Headquarters Mumbai, Maharashtra, India

Indu Jain
(Chairperson)
Samir Jain
(Vice-Chairman)
Key people
Vineet Jain
(Managing Director)
Raj Jain
(Chief Executive Officer)

Publishing
Broadcasting
Radio
Products
Film
Entertainment
Web portals

Revenue ₹8,778 crore (US$1.4 billion) (2015)

 HISTORY

1838

In November 3, 1838 the first edition of The Bombay Times and Journal of Commerce were
published, reflecting basically the business community of Bombay. It was a bi-weekly
publication. Dr. J.E. Brennan was the Editor.

1850

Shareholders decide to increase the share capital and the paper is converted into a daily.

1859

Bombay Standard and Chronicle of Western India merges into The Bombay Times and Journal
of Commerce to form Bombay Times & Standard.

1861

Editor Robert Knight amalgamates The Bombay Times & Standard and Bombay Telegraph &
Courier to form The Times of India - giving it a national character.

1892

T. J. Bennett becomes the editor and enters into a partnership with F.M. Coleman to form a joint
stock company - Bennett, Coleman & Co. Ltd. (BCCL).

1907

Editor Stanley Reed revolutionizes news production by extending the deadline to midnight. Until
then any news that came in after 5 pm was held over for the next day. The newspapers’ first price
war was also initiated with cover price being cut from 4 annas to 1 anna – leading to a five-fold
increase in circulation.

1946

The Times of India gets Indian ownership with Seth Ramakrishna Dalmia buying the company.
1947

Exclusive Sunday edition of Times of India launched in Mumbai. The company also launches its
Hindi daily – Nav Bharat Times in Delhi.

1948

Sahu Jain Group takes over as the owners of the company after Ramakrishna Dalmia sells the
firm to his son-in-law Sahu Shanti Prasad Jain - who becomes the first Chairman of the group.

1950

The Times of India launches in Delhi.

1952

Filmfare launched.

1959

Femina launched.

1961

The Economic Times is launched.

1962

Maharashtra Times launched.

1965

Femina Miss India contest started.

1988

Times of India complete 150 years. Special stamp released by Government of India to
commemorate the occasion.
1996

The Times of India crosses 1 million marks in circulation. It also carries the first-ever color
photograph.

1997

BCCL enters into music market with Times Music.

1999

India times web portal launched; BCCL enters music retailing business with Planet M. Also
operates the first-ever private FM broadcast through Times FM (which later becomes Radio
Mirchi).

2000

The Times of India crosses the 2 million mark in circulation.

2001

Radio Mirchi - Nationwide private FM broadcasting starts. 360 Degrees - Event management
business also launched. TOI goes all colour and storms Delhi by being "Number One".

2003

Launch of the Times Private Treaties as a strategic business division. Launch of the Jobs portal
Times Jobs. TOI E-paper launched. Entry into TV business with the launch of India’s first
lifestyle and entertainment channel Zoom.

2005

Launch of a Matrimonial website Times Matri – later rebranded as Simply Marry. Mumbai
Mirror, the city-centric daily tabloid launched in Mumbai.
2006

Launch of a television News Channel called Times Now.

Radio Mirchi holding company ENIL (Entertainment Network India Limited) lists on the Indian
stock markets. It is the first Times Group Company to list on the bourses with IPO being
oversubscribed by more than 41 times.

Launch of a Property services portal Magic Bricks. Times of Money launch Remit2Home, to
cater to global remittance market.

Acquisition of Karnataka’s leading newspaper company Vijayanand Printers Limited makes

BCCL the dominant force in Karnataka.

2007

Launch of Bangalore Mirror, Ahmedabad Mirror, ET (Gujarati) and Whats Hot – a premier
weekend entertainment supplement. The Times of India becomes largest English daily in the
world with circulation breaching the 3 million mark and beating Sun (tabloid) of UK.

2008

Launch of ET (Hindi), Pune Mirror and The Times of India editions at Jaipur, Goa and Chennai.
Acquisition of Virgin Radio (now rebranded as Absolute Radio) in the UK.

2009

TOI Crest edition launched. Launch of ET Now – premier business channel having integrated
newsroom with ET print edition.

2010

Private Treaties re-branded as Brand Capital. The Speaking Tree newspaper launched. ET
Wealth launched. Maharashtra Times launches Pune edition. Vijay Next (premier weekly
newspaper from Vijay Karnataka) launched. India’s first HD-only premium movie channel –
Movies Now (HD) launched.
2011

Sunday ET re-launched as a tabloid.

Bodhivriksha (spiritual weekend newspaper in Kannada) launched.

Launch of The Times of India, Coimbatore and Madurai/Trichy Editions.

2012

Launch of The Times of India, Kerala, Visakhapatnam and Raipur(Chhattisgarh) Edition

2013

Launch of the Times of India, Kolhapur Edition.

Subsidiaries of Times Group

TIML & ENIL

Times Innovative Media Limited (TIML) & Entertainment Network India Limited (ENIL) that
together control,

 Radio Mirchi National network of Private FM stations

 360 Degrees Events
 Times Outdoors (TIM Delhi Airport Advertising Private Limited.
 Mirchi Movies Limited Filmed Entertainment. Producers of BEING CYRUS,
VELLITHIRAI, MANJADIKURU.
Times Internet Limited

Times Internet Limited is one of the largest internet companies of India. It has interests in
online news, online business news, Hindi, Marathi, Kannada, and Bengali news, mobile, e-
Commerce, music, video, and communities. Some of the larger properties of TIL include:

1 India times shopping - one of the largest and earliest ecommerce portals in India

2 India 3 Times of India

4 Economic times.com 5 Navbharattimes.co
6 Maharashtra Times 7 Timescity.com
8 Gaana.com BoxTV.com 9Times Deal

World Wide Media

World Wide Media - started off as a 50:50 magazine joint venture between BCCL and BBC
magazines. In August 2011, it was announced that Bennett, Coleman & Co. bought out the
remaining 50 per cent shares of Worldwide Media from BBC Worldwide thereby making
World Wide Media a fully owned subsidiary of BCCL.

1 Filmfare 2 Filmfare Awards

3 FeminaFemina 4 Miss India A Beauty Pageant
5 Top Gear Magazine 6 India BBC Good Homes
7 Femina Hindi 8 Grazia
9 What to Wear

Brand Capital

Brand Capital provides funding to growth oriented enterprises for their long term brand building
needs.

Online shopping

Satvik shop, an online shopping website dedicated to organic and ayurvedic products.
DISTRIBUTION STRUCTURE OF THE TIMES OF INDIA
CHANNEL MEMBERS OF THE TIMES OF INDIA

PRINTING PRESS

 It takes the content from the editorial team and prints using high capacity advanced press
machines that deliver the product in packaged condition
 Situated in Chandigarh for U.P. region.
 Capacity to print over 10 lac copies.
 Printing starts around 1-1:30 am usually
 After Printing, stacking is done before dispatching newspapers to depots
 Labeling done to match stacks with destination
 Usually stocks for depots situated the farthest are dispatched earliest.

Depots

 The distribution centre receives the copies from the transporter and stocks it for a short
duration
 Close to numbers of depots in Chandigarh
 Keep publications (newspaper + magazines) for various companies
 Serviced by salespersons who are company employees
 Unorganized – keep newspapers / magazines scattered on pavements or on steps of some
malls etc
 Records are kept at depots in the following format:-

NEWSPAPER 1 NEWSPAPER 2

VENDOR QTY TO BE QTY QTY TO BE QTY

CODE DELIVERED ACTUALLY DELIVERED ACTUALLY
DELIVERED DELIVERED

Y
AGENTS

 Employed where distribution is not organized

 Exclusive agents of TOI
 Work on commission, themselves act as salesmen
 Chandigarh Market- Working with depot
 Chandigarh- Working with agency system

VENDORS

 Like retailers. Link between depot and end consumer

 Go to nearest depot everyday. Pick out publications they want

 They sell via : door-to-door beat boys/single point newspaper stands

 MDI vendor serve in areas. He collects newspapers from Old Bus Stand Agents.

BEAT BOYS

The delivery boys have demarcated regions/housing societies, which they serve. Hawkers are
individuals who do not have established customers and sell at road sides, bus stands etc. They
make small quantity purchases

 Deliver required publications to proper destinations.

 Have route-wise list of addresses and their required newspaper/publications .
 3-4 beat boys cover an area via their routes.

INFORMATION FLOW

 New consumer/Existing consumer taking or terminating subscription

 Inform their Vendor( increase/decrease his order by one )
 Vendor Informs the distributor
 Distributor informs the company.
CHANNEL MARGIN

 Margin given by TOI to channel members is around 30%

 More or less uniform rate across the industry
 Agents get 5-10%, salesmen on payroll get fixed salary
 Vendor receives 20-25%, to cover the costs incurred due to travel, beat boys etc. It depends
on the type and language of newspaper. (Hindi – 25%; English – 20%)

PROMOTION SCHEMES:-

TRADE SCHEMES

 Offered to channel members

 Incentive to increase sales

 Challenge for channel member: Balance reader interest while trying to increase sales to
avail benefits of the scheme

 Discounts for purchase of larger volumes by vendor

 Bonus of 50 paise for each new account generation by vendor

DISCOUNTS

 Mainly for institutional sales

 Eg. Bulk sale at schools at discount rates

READER SCHEMES

 Directed at final consumer/reader. Mainly to draw in new customers

 Varies depending on location & demography
 Could include trials, discounts, freebies, combo offers etc

SWOT ANALYSIS

Strengths:

 Being the largest company of its kind, it has the largest market share in India. It can be said
as the most awarded brand of its kind in Chandigarh.
 It provides best quality contents including all magazines and newspapers in low prices.
 Having tie-up with BBC, increases the brand value.
 Parent company’s presence in all media i.e television and radio etc., becomes easy to reach a
wide range of consumers for its campaign.

Weaknesses:-

 Tough competition in the industry raises limited scope for increasing market share.

Opportunities:-

 It has better opportunity in regional language publications in India. For example many
people asks about Gujarati magazines.
 It can also penetrate in the online market, by making its contents available online. So that
users can avail this on their computers and mobiles.

Threats:-

 Main threat comes from its competitors.

 Basically local language publications can take over its market share.
 CHAPTER - 2

Research Methodology
RESEARCH METHODOLOGY

Task

As a part of the Summer Internship Program we have been assigned to book subscriptions for the
various Newspapers’& magazines published by World Wide Media and sold and distributed by
Times Of India and also to collect renewal from the expired subscribers.

Research Methodology:-

This Exploratory research has been conducted through primary data. The data will be qualitative
as well as quantitative. The data has been collected through personal interview, door to door visit
and telephonic interview.

Research design:

 Geographical location: The geographical location taken for the purpose of data collection
and the research in Chandigarh city.
 Sample size: The sample size for collecting primary data 150 respondents. The sampling
will be done through Random Technique.

Table:-

Reader 100

Non-Reader 50
  Data collection method:
i. Primary data :- Personal interview, Telephonic interview etc.

ii. Secondary data :- Books, magazines, Official web site etc.

Primary Data :- The data has been collected through personal interview, door to door visit and
telephonic interview.

 Target group: The respondents consist of existing subscribers, discontinued subscribers

and non-readers.

Objectives

1.Influence of direct selling on buying behavior.

2.Buyer decision making.

3.Types of customer on the basis of buying.

4.Influence on the brand by direct selling or marketing.

5.How customer perceive the brand.

6.Comparison of different brand being used and perceived by a consumer.

7. To predict and explore the customer demands in terms of Price, Quality and Services for
magazines published by World Wide Media (WWM).

8. To find out the reasons why subscribers are not renewing or discontinuing their subscription.
Problems and difficulties:

1. The most important problem that we face while trying to make subscription was to
convince and turn Readers of the Tribune newspaper to TOI. As The Tribune is the oldest
newspaper in Mohali and Chandigarh region, so its customer base and loyalty is very
much high.
2. One of the problem was to find out the house sometimes.
3. Many people are not used to English newspaper so it was difficult to convince them to
turn from Punjabi and Hindi newspaper to the English one. For example, Punjabi tribune
and Ajit.
4. Many people refused to take newspaper due to vendor problem.
5. We lost many subscription as we were only instructed to take payments either in the
form of Cheque or Card.
6. Sometimes customers also abused us but we did control our anger and keep calm then
again went for work with same energy and dedication.
7. The field work for the purpose of research was limited to some part of the Chandigarh
city only. Therefore it may not represent the overall consumers as perceptions of the
consumers may vary place to place due to demographic factors.

Scope of study

1) To collect the information that media practitioners and professionals need to know to
do their job more effective
2) To obtain benchmark data regarding the views of key target audience group
3) To plan, develop or possibly refine media program, activity or affairs.
4) When facing a sudden and unexpected crisis, to put the issue involved into proper
perspectives through emergency monitoring
5) To evaluate the overall effectiveness of a particular communication program or
activity, by measuring output against a predetermined set of objectives.
 CHAPTER – 3

DATA ANALYSIS

&

INTERPERTATION
 DATA ANALYSIS AND INTERPRETATION

1. Sample Size Distribution:

Table:-

Reader 100
Non-Reader 50

Readers include Existing subscribers and Expired subscribers. The Expired subscribers are
divided into two parts, 1) Discontinued subscriber, who doesn’t want to renew their subscription
and 2) Continued subscriber, who have renewed their subscription.
2.Reason for not-reading:

i.

Among the Respondents covered under Non-reader criteria, 20% said that they are not able to
afford a Newspaper & magazine, 24% do not read due to non-availability of time, 22% prefer to
read online and the remaining 34% are not interested in reading Newspaper & magazines.

3. Rating upon features:

Respondents were asked to rate the features with number between 1 to 10.

A) Entertainment:

It shows that only 16% subscribers are fully entertained by the Newspaper & magazines who
gave 10 out of 10. The highest 44% subscribers gave 8 out of 10. They are less entertained than
other 24% subscriber who gave 8 out of 10. Therefore it shows that maximum percentage of
population want more entertainment in the Newspaper & magazines.
B) Information:

Survey indicates that all the respondents are well satisfied with the information delivered through
the Newspaper & magazines. They are giving 8, 9 and 10 out of 10.

C) Gossip:

It shows that customers are demanding less

gossip in the Newspaper & magazines. They
rated this feature with 7,8,9 and 10. The personal
interviews on this topic also shows their demand to
avoid gossiping.
D) Updates:

The contents in the Newspaper & magazines are well updated as the diagram shows that 55%
respondent gave 9 out of 10. Only a few percentage of respondent think that Newspaper &
magazines are not well updated.

E) Price:

In case of price, survey shows that 27% are highly satisfied and another 45% are less satisfied
than the first one. By seeing other responses we can say that subscribers are well satisfied with
price of the Newspaper & magazines. But still their demand is to decrease the price due to
human behavior of expecting more than what they get.
F) Services:

Services is one of the main factor which helps in maintaining the customer loyalty and keeping
the readership size constant. The survey shows that there are less percentage of people who are
well satisfied with the services who give higher rating. Their demand is to improve the services
including the distribution system and customer care system.

G)Language:

Customers are well satisfied with the language used in the Newspaper & magazines. Maximum
percentages of the respondents give higher rating.
 Forms And Coupons

1.Gold Form- Gold form is basically for existing customers. Those customers who are already
using it with a scheme of 365 rupees we have to just go and renew it.
2. Silver Form.- It is basically for new customer we convince customers and fill their details
in silver form and payment by cheque.

Silver form for New customers

 WHY COUPONS

 Coupons is basically use for influence customers.

 It’s a tools for selling times of India newspaper.
 Better way to Attract Customer.

COUPONS

1. Verma Store Bhawan it is providing 50% flat off in every branded items it is
basically for kitchen appliances so most of the women got attract by this schemes.
2. Swami automobiles it is a good tools to influence men in this coupons 8 services are
totally free services include-car washing, wheel alignment, balancing, general checkup,
even A/C check-up is totally free. It’s a onetime offer.
3. Headmaster a haircut coupons basically focus to youth and ladies.
4. YO CHINA has discount coupons and several other coupons like sagar ratna thander
zone etc also providing disc. And combo pack.

This coupons really helps in selling The Times Of India Newspaper.

 CHAPTER – 4

FINDINGS, CONCLUSION

& RECOMMENDATION

FINDINGS

 Newspaper and Magazines are well entertained, updated and well informative.
 The price according to the quality of the Newspaper & magazines is satisfactory.
 Subscribers have high demand in the improvement of services.
 There is a tough competition among Newspaper & magazines in CHANDIGARH.
 Maximum people prefer Hindi rather than English.
 Subscription schemes attract more customers.
 Schemes with gift are playing a good role in increasing readership as there are a lot of
customers who have subscribed only for gift.
 There are a big number of boutiques and designers in CHANDIGARH and most of them
deals with Indian traditions. That’s why the contents should specific customer centric.
 Peoples are highly interested in Newspaper & magazines but low awareness about the
schemes.

RECOMMENDATION

 Improvement of Services: The first and foremost recommendation that can be

suggested from the findings of the research is the improvement in services. As there are
high demand of the Newspaper & magazines The customers now have huge options for
selecting a Newspaper & magazine, as there are so many producers of Newspaper &
magazines in different language and increased usage of internet. Therefore a small
problem faced by a customer may lead to losing that one.
 A better distribution channel: I would also like to recommend that by implementing a
better distribution channel, TOI can increase its market share.
  A better renewal reminder system: A better renewal reminder system can also be
implemented. There is a system of reminder but customers are complaining that they are
not getting the reminder alarm.
 Appointment of new staff: TOI can also improve their services by appointing new staff
as ‘Customer care Executive’ by giving well training so that they will be able to respond
the customers well who have problems. Because currently customers are not well
responded.

CONCLUSION

The summer internship project plays an important role in management education where students
get a golden opportunity to apply his knowledge and learning gained from classroom lectures in
practical business environment.. I have also learnt a lot by my Internship at Times of India . This
research has been done to study sales and promotion of maziagne in Times Group’s Newspaper
& magazines TRI CITY. The people in PANCHKULA still preferring printed contents despite
of technology adaption. In posh areas like in tri city Chandigarh, Panchkula etc. people prefer
English Newspaper & magazines rather than Hindi or Gujarati and Panjabi. But maximum areas
still prefer to read a Punjabi or Hindi Newspaper & magazine. There is high demand and high
awareness about TOI newspaper in Chandigarh. But less people are aware that TOI has
magazines also. And there are some people who are aware about it but they are not aware about
the subscription schemes. They are interested in subscribing. When they came to know about
the schemes, they immediately bought subscriptions. But still there are some areas where
awareness about these magazines is very low. Customer loyalty towards TOI magazines is very
high. Survey shows that only 22% of the customers don’t renew their subscription. But this is
only happening mainly because of service problems. TOI is not able to provide accurate service
to all customers. There are some other reasons also.
Questionnaire

Newspaper and magazine

1. What is your Favorite source of News and Information

o Television
o Internet
o Newspaper
o Magazines
2. How much average time do you devout to each of them every day
o Television________________
o Internet ____________________
o Newspaper_____________________
o Magazines_________________________
3. Your Favorite news channel
o Times now
o Headline today
o NDTV 24X7
o Aaj Tak
o India TV
o ABP News
o Others
4. Your Favorite newspaper
o The Times of India
o Hindustan Time
o Tribune
o Indian Express
o Punjab Kesri
 o Amar Ujala
o Dainik Bhaskar
o Others
5. Which English newspaper do you currently subscribe to at your home
o The Times of India
o Hindustan Time
o Tribune
o Indian Express
o Others
6. According to you, which 3 out of the section listed below are the most important section
in newspaper
o Political News
o Regional News
o National News
o Business
o Sports
o International
o Local News
o Others
7. What binds you most to your current newspaper
o Habit
o New content
o Authenticity
o Supplements
o Pricing
8. Is your newspaper on monthly billing or annual subscription
o Monthly billing
o Annual Subscription
o Others
9. Would you be interested in trying other newspaper option with attractive subscription
o Yes
 o No

Questionnaire of Magazines

1. Do you read magazines? Yes / No

2. If No, then Why?

 Non-availability of time
 Online preference
 Non-interest
 Affordability

3.Which type of magazines you prefer to read?

 Fashion and lifestyle

 Interiors and design
 Travel
 Automobile
 Bollywood and movie masala
 Sports
 Other

4. Name of the magazine you read/subscribed._____________________________

5. How do you like this magazine? Please rate the features.

 Entertainment 1--------10
 Information 1--------10
 Gossip 1--------10
 Updates 1--------10
  Price 1--------10
 Services 1--------10
 Languages 1--------10

6. What would you like to do to improve the quality and services of a magazine?
________________________________________________________________
________________________________________________________________

7. References

 ___________________________
 ___________________________

8. Reason for discontinuation:

________________________________________________________________

Name:-

Contact No:-

Address:-

THANKS FOR YOUR VALUABLE TIME AND COOPERATION

 REFERANCE

 https://en.wikipedia.org/wiki/The_Times_of_India
 From The Times Of India Members And Our Mentor
 Questions From Survey forms
 The Times Of India Articles
 Customers Survey