ibsiuO

O u t l o o k I n d i a P v t L t d

Page 1 IBS GURGAON
1. Introduction

RAJAN RAHEJA
GROUP



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 2 IBS GURGAON

1.1. RAJAN RAHEJA GROUP

The Rajan Raheja Group is a diversified conglomerate which has interests in sectors such
as building materials (through Prism Cement, H&R Johnson (India) and RMC Ready-mix
(India)), automotive and industrial batteries (Exide Industries), cable T.V. (Hathway
Cable & Datacom and Asianet Satellite Communications), financial services (in life
insurance and asset management through joint ventures with ING), publishing
(OUTLOOK group), retail (Globus, H&R Johnson (India) TBK, Food world and Health
& Glow), real estate development, software, petrochemicals and hotels.

1.2 INTRODUCTION OF GROUP COMPANIES
Rajan Biharilal Raheja (born 1954) is an Indian businessman who lives in Mumbai.
Forbes magazine has identified him as a billionaire with a net worth of $2.15 billion,
making him the 30th richest person in India. Rajan Raheja made his beginning in the
construction business. After building a huge presence in the realty market, his Rajan
Raheja Group diversified laterally into manufacturing, financial services and media
each venture initiated, and executed, to fulfill the objective of assuming leadership in
core areas.
The list of his Group's successes is long and eclectic. Today, H&R Johnson (India)
Limited is the top name in ceramic tiles in India. Exide is the strongest brand of batteries
in the automotive and industrial field. Co-promoters of Supreme Petrochem Ltd. along
with Supreme Industries Ltd, largest processor of plastic materials in India. The Group
also joined hands with Oberoi Hotels as co-promoters of Trident Hotels and luxury
resort Rajvilas, which Conde Nast Traveller ranked as one of the 25 best villa
hideaways in the world.
Prism Cement Ltd has a production capacity of 2.5 million tonnes; The Group is a Co-
promoter of Sonata Software Ltd, one of the leading software companies in India. As
owners and operators of a fiber optic cable network in Kerala through Asianet Satellite
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 3 IBS GURGAON
Communications, Co-promoters of RMC Ready-mixed (India) Pvt. Ltd. along with
RMC Group plc, U.K, the worlds largest manufacturer of Ready-mixed concrete.
Hathway Cable & Datacom Pvt. Ltd has extensive cable network in 6 major cities and
7 large towns across India. Globus Stores Pvt. Ltd. is Indias one of the largest apparel
brand chain. A 50% JV with the ING group of Netherlands in ING Life Insurance. The
venture is already the 5th largest insurer in India.

Our Websites:

www.OUTLOOKindia.com, www.oberoirajvilas.com
www.tridenthotels.com, www.prismcement.com,
www.sonata-software.com, www.ingim.co.in,
www.supremepetrochem.com, www.asianetindia.com,
www.healthandglow.in, www.foodworld.in,
www.globus.in, www.exideindustries.com,
www.inglife.co.in, www.hrjohnsonindia.com,
www.hathway.com,











ibsiuO
O u t l o o k I n d i a P v t L t d

Page 4 IBS GURGAON


1.2 Outlook Group


In October 1995, group company Hathway Investments Private Limited entered the print
media. OUTLOOK, a weekly newsmagazine headed by Mr.Vinod Mehta, galvanized a
sluggish market reeling under the impact of satellite TV.
OUTLOOK quickly carved a significant niche for itself among discerning readers who
value its in-depth, investigative reporting as well as its stylish visual format. Known to be
fiercely independent, OUTLOOK has shaken the establishment on events ranging from
Kargil to Kashmir to cricket, sensitized the reading public to important issues like big
dams, education and gender, and provided an unremitting focus on South Asian
geopolitics.
Today, OUTLOOK is the preferred magazine of 1.5 million readers in India, and sells
more than 11.2 million copies over the year.
OUTLOOK is one of India's four top-selling English weekly newsmagazines. Like many
other Indian magazines it is reluctant to reveal its circulation, but the 2007 National
Readership Survey suggested 1.5 million copies. OUTLOOK's competitors are India
Today& The Week. Currently it has several magazines like OUTLOOK Business,
OUTLOOK Money, GEO, Marie Claire, People, Traveller, and Career 360 to name a
few.




ibsiuO
O u t l o o k I n d i a P v t L t d

Page 5 IBS GURGAON
1.3 ORGANIZATION HIERARCHY


NAME: - Rajan Biharilal Raheja
Net Worth: $2.15 billion
30th richest person in India










ibsiuO
O u t l o o k I n d i a P v t L t d

Page 6 IBS GURGAON

Mr. VINOD MEHTA
Editor-in-chief (OUTLOOK Magazines)
He is at present an advisor to the magazine.
Vinod Mehta's is an extraordinary story. He grew up as an army brat from a Punjabi
refugee family in the synergetic culture of Lucknow of the 1950san experience that
turned him into an unflagging 'pseudo secularist'. Leaving home with a BA third class
degree, he experimented with a string of jobs, including that of a factory hand in
suburban Britain, before accepting an offer to edit Debonair, a journal best known for
featuring naked women. With the eclecticism and flair that were to become his hallmark,
he turned it into a lively magazine while managing to keep the fans of its center spreads
happy.










ibsiuO
O u t l o o k I n d i a P v t L t d

Page 7 IBS GURGAON




VICE PRESIDENT


ASST VICE PRESIDENT


GENERAL MANAGERS


DY GENERAL MANAGERS


NATIONAL HEADS


REGIONAL MANAGERS



SENIOR MANAGERS



ASSOSIATE MANAGERS



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 8 IBS GURGAON
1.4. INDIAN ADVERTISING INDUSTRY

Indian economy is growing and the market is on an expansion mode. Businesses
are looking up to advertising as a tool to cash on business opportunities. Growth in
business has led to a consequent growth in the advertising industry. Indian advertising
industry has emerged as one of the major industries and has broadened its horizons be it
the creative aspect, the capital employed or the number of personnel involved. The
industry today offers a host of functions to its clients that include client servicing, media
planning, media buying, creative conceptualization, pre and post campaign analysis,
market research, marketing and branding.


23%
30%
16%
26%
5%
Advertisement Revenue %
North
South
East
west
NCR
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 9 IBS GURGAON


The mediums considered for advertising is Television, Radio, Print Media (newspapers
and magazines), Cinema, Internet and Out Of Home (OOH) advertising. Out Of Home
further encompasses street furniture, transit advertising and hoardings. Currently, TV
and Print media occupy more than 80% of total ATL advertising spends in India.








45%
40%
4%
5%
6%
Advertising shares
Print
TV
Radio
Digital
OOH
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 10 IBS GURGAON
1.5 OUTLOOK vs. INDIA TODAY
INDIA TODAY is considered as major competitor of OUTLOOK, thirty five years old
brand, which has touched all the segments of the market and shown a ray of light to Print
Media. During my Internship, I have gathered customers feedback, which show a
gradual change in the preferences of customers, which is being discussed in the following
figure:





In fig, customers feedback is being compared, amongst two print-media Groups and it is
found that India Today, which is 35-years old brand, has been performing well
consistently and OUTLOOK Group has surprised everyone by aggressive marketing
during the last 15-years and beaten the Champion of its field by circulating its eleven
magazines which fulfill the needs of different age group people belonging to different
sectors.
INDIA TODAY
OUTLOOK GROUP
0
0.5
1
1.5
2
2.5
3
3.5
4
4.5
5
1995 2000 2005 2010
3.7
4.1
4.3
4.5
2
2.9
3.6
4.7
INDIA TODAY OUTLOOK GROUP
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 11 IBS GURGAON
1.6 DISTRIBUTION CHANNEL
Two ways of distribution






1. Subscription (division contributes 60% revenue)
2. Retail (division contributes 40% revenue)
In case of Subscription, magazines are delivered at readers' doorsteps through
courier in top 10 cities of INDIA like Delhi, Mumbai, Chandigarh, Ahmedabad, Chennai,
Kolkata, Lucknow, Hyderabad, Bangalore and Pune and for other places magazines are
delivered through speed post.

In case of Retailing, the magazines are printed in NOIDA and the number of copies or
the print order depends upon the requirements of various retail points.



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 12 IBS GURGAON

1.7 AWARDS & ACCOLADES

Department of Tourism, Government of India Award, National Tourism Award 2001-
2002 awarded to OUTLOOK Traveller for Excellence in Publication.
OUTLOOK Traveller " 100 Holidays in the Hills" won the 2004, PATA Gold Award
In 2002-2003 the Government of India recognized "OUTLOOK Traveller Getaways" as
the Best Travel Publication".
Weekend breaks from Delhi was in the BESTSELLERS top three, non-fiction category
for 14 consecutive weeks in North India
Weekend breaks from Mumbai was in the BESTSELLERS list top three for 8
consecutive weeks in West India
OUTLOOK Money Awards:
The awards started in 2002, and are presented to the best in the following key personal
areas:
Value-Creating Companies
Wealth Creators(Mutual Funds)
Banks
Online Brokers
Home Financiers
Hall of Fame


ibsiuO
O u t l o o k I n d i a P v t L t d

Page 13 IBS GURGAON
2. Business practices of Outlook group

2.1 Products:-
OUTLOOK weekly magazine


(Hindi/English)
Outlook, a weekly newsmagazine headed by Vinod Mehta, galvanised a sluggish market
reeling under the impact of satellite TV. Outlook quickly carved a significant niche for
itself among discerning readers who value its in-depth, investigative reporting as well as
its stylish visual format. Known to be fiercely independent, Outlook has shaken the
establishment on events ranging from Kargil to Kashmir to cricket, sensitised the reading
public to important issues like big dams, education and gender, and provided an
unremitting focus on South Asian geopolitics. Today, Outlook is the preferred magazine
of 1.5 million readers in India, and sells more than 11.2 million copies over the year.


ibsiuO
O u t l o o k I n d i a P v t L t d

Page 14 IBS GURGAON
The OUTLOOK Group has reached an agreement with U.S. based publishing company
Time Inc. to bring People, one of its most successful and popular editorial products to
India in 2008. Time Inc. which is the largest publisher in the U.S. and U.K, redefined
personality journalism in 1974 with People magazine and its unique mix of news and
lifestyle features.
Every week the People brand reaches 43 million readers with latest news, exclusive
interviews and in-depth reporting on the most compelling people of our time.

OUTLOOK Business, in the true tradition of the OUTLOOK group, has as its aim no less
an objective than the complete rewrite of what has been tried by the way of business
journalism in the magazine space. Targeted at decision makers, the product focuses on
important business issues and developments with a view to providing clear takeaways
impact and implications for decision-making. A holistic approach ensures all influences
on business: economic, political, and markets driven are examined.



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 15 IBS GURGAON



In July 1998, the Group launched "Intelligent Investor" re-christened as "OUTLOOK
MONEY" as of 30-Nov-2002, India's first personal finance magazine, which offers sound
strategies for the lay investor, especially the growing segment of salaried middle and
upper middle-class and self-employed professionals. Its message is clear and simple:
'Invest well, borrow wisely, and spend smartly'. Evidently, that message has gone down
well: the magazine sold upwards of 1, 00,000 copies a fortnight within a year. One of its
distinguishing characteristics is that about 93 per cent of readers retain all past issues of
OUTLOOK Money.


OUTLOOK Traveller is a monthly magazine from the stable of OUTLOOK Publishing
India Pvt. Limited and the only significant magazine aimed at the travel reader. Every
month since June 2001 OT has introduced readers to the wonders of unknown
destinations while also encouraging travelers to take a fresh look at familiar places.
Whether people are planning a holiday, or simply dreaming of one, OUTLOOK Traveller
continues to take them closer.
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 16 IBS GURGAON





The European print media company owned by the German media major Bertelsmann, is
making its India debut with GEO, its premium science and geography magazine. The
magazine was launched under a licensing arrangement with the OUTLOOK Group in
India and positioned as a family magazine. The OUTLOOK Group says that there is a big
market for knowledge magazines in India and GEO will help the Group in increasing its
market share.


MC is French magazine and being promoted by different group in different countries and
in India it is being promoted by OUTLOOK Group with Indian edition, best magazine for
those who want to update themselves with latest fashion & trends. Mostly women and
girls, who are linked with fashion, subscribe this magazine. MC is considered as women
brand with a punch line, let me be me.




ibsiuO
O u t l o o k I n d i a P v t L t d

Page 17 IBS GURGAON


It gives you an all around perspective on the latest career trends, fresh avenues, admission
alerts, careers, courses and updates your general knowledge with the literacy rate of
different states and courses offered by colleges in these states. This magazine contains
well researched information for the youth and young professionals, which may help them
in taking decisions related to their careers.



















ibsiuO
O u t l o o k I n d i a P v t L t d

Page 18 IBS GURGAON
2.2 OUTLOOK e-Magazine site


1. outlookindia.com
2. outlookmoney.com
3. outlooktraveller.com

outlookindia.com: In 1998, OUTLOOK went online as OUTLOOKindia.com;
OUTLOOKindia.com is both OUTLOOK magazines home on the Internet and an online
publication. Apart from OUTLOOK's print edition in its entirety - supplemented with
links to related articles on its own site. OUTLOOKindia.com also offers an array of
original Web-only columns and news updates every day with a very lively interactive
section.
outlooktraveller.com: Inaugurated as a web resource in 2000, this travel Website
has since come a long way. Outlook Traveller began by opening up new vistas in web-
driven vacation planning, with its highly focused editorial features on an array of
destinations, from selecting your destination, to choosing your mode of transport, finding
your way around the map, selecting a place to stay to catching the local festivities, plus
ferreting out the nearest ATM, fuel stop or cybercaf. Here there is something for
everyone; themed vacation ideas from 'A for adventure' to 'W for wildlife', honeymooners
dream destinations.
OUTLOOKmoney.com: OUTLOOKmoney.com takes forward the philosophy
and beliefs usher in by Intelligent Investor (the personal finance magazine that was
launched in mid-1998, now known as OUTLOOK Money). The site has six channels --
Stocks, Mutual Funds, Loans, Retirement Planning, Taxation and Insurance -- that
address broad areas of the personal finance spectrum. OUTLOOKmoney.com comes with
many interactive tools.

ibsiuO
O u t l o o k I n d i a P v t L t d

Page 19 IBS GURGAON
2.3 Outlook Sales & revenue

Fig. 3
In fig.3, OUTLOOK quarterly sales doughnut is being described and it is observed
that during 2
nd
quarter (Jul Sep) and 4
th
quarter (Jan Mar) maximum revenue is
earned reasons thereof are as follows:
1. In the middle of 1
st
and 2
nd
quarter, company appoints college interns, who are
really enthusiastic and focused towards their work. Secondly, company launches
Bonanza offers during this period.

2. During last quarter, every employee gives his/her best performance to achieve the
annual targets and company earns maximum profit through its Subscription &
Retail division.



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 20 IBS GURGAON

2.4 OUTLOOK Group revenue performance

Outlook remains on track with the transformation of their publishing capabilities
to support the development of a multi-platform media business to be completed by
the end of 2013. Outlook also making good progress with the digital magazine
investments announced at their preliminary results.
Their investment in the Digital magazine markets is progressing well and they are
now live in everywhere and plan to launch in a number of other e-magazine by the
end of 2013. Subscriber numbers are already over 950,000 and we expect further
growth over the remainder of the year.














ibsiuO
O u t l o o k I n d i a P v t L t d

Page 21 IBS GURGAON

2.5 OUTLOOK & Its Competitors


OUTLOOK Group

COMPETI TORS

OUTLOOK MONEY

MONEY TODAY

OUTLOOK BUSI NESS

BUSINESS ECONOMY, BUSINESS
TODAY

OUTLOOK TRAVELLER

TRAVEL TODAY

OUTLOOK HI NDI

SAPTAHIK

OUTLOOK GEO

NET GEO

MARI E CLAI RE

COSMO,FEMINA,NEW WOMAN,VOGUE

CAREER 360

NO

OUTLOOK (ENGLISH)

INDIA TODAY



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 22 IBS GURGAON

Outlook comes under top 10 english magazine










ibsiuO
O u t l o o k I n d i a P v t L t d

Page 23 IBS GURGAON
3.Project work
3.1 PURPOSE OF PROJECT:
The purpose of the project is to identify the segments for the newly launched products (
in this case, magazines ) in business-to-business markets and promote these new products
by creating awareness among the potential business clients in generating sales for the
outlook group.
There is reduction in the cost
This gives an add on value to the clients, thus enhancing customer satisfaction
Understanding the role of database and how its helpful for CRM in print media
Try to compare with different media group, like Times India Group.
To get the full idea behind an organizations brand-value in the market and various
strategies to be implemented to get a true band-value
Understanding Consumer Behavior importance in the Magazine publishing
industry
After analyzing the business markets on the basis of significant parameters like
promotional requirements, order size, costing, database, location etc. thus developing the
marketing strategies for business development in sales promotion for the organization
3.2 Objectives
Market survey of advertising by outlook magazines in its new avatar

To improve the circulations of the magazines

Identifications of new segments and list out potential clients in each segments




ibsiuO
O u t l o o k I n d i a P v t L t d

Page 24 IBS GURGAON
3.3 METHODOLOGY:
1 Study 5 years data.
2. Feedback Analysis.
3. Various magazines sales year wise in Delhi N.C.R analysis.
4. Data collection through different organization.
5. Use secondary data and telephonic conversation with customers.
6. Objective oriented sales approach.
7. To get more references from old customer.
8. Corporate tie-ups for increasing business.
9.Data collection and take feedback from telephonic conversations.

3.4 Description of project work
My Experience with Outlook
My experience with OUTLOOK Group is unforgettable. During my training
session, I am doing lots of activities and learnt marketing, selling & promotional
techniques. It was all systematically planned and implemented.
I am in marketing & online sale division in outlook head office Delhi. I have
Projects with us, which is to be completed in 2 3 months. Our main task is
sale online magazine subscription and achieves 75000 targets with the help of
available data.
First month, we get old data which is collected from last several years, and
then analyze the customer.
After analyzing contact with customer and try to convince them to take
subscription.
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 25 IBS GURGAON
Then we send them mail and guide them to chose magazines and how to pay
for subscription, through on-line payment or as per as their convenience.
Second month, we directly approached the customers and learnt how direct
marketing is work.
And we also visited several Govt. offices like Banks, Patiala house court,
Supreme Court, Lic building etc. and corporate offices like Godrej, Mahindra,
Reliance, etc. in Delhi & NCR respectively to meet potential customers.
We together always try to achieve our personal as well as professional goals
and we give lots of business to the company.

3.5 Needs & Objectives of Study
Summer Internship is a crucial period of an MBA program, during this period we get
an opportunity to be a part of some organization, where we get matured and learn:-
How strategies are made and implemented?
How work is done in teams?
How performance is evaluated?
Why targets are important to achieve?
How and why we manage Database?
How e-commerce work for an industry
Primary Objectives
To conduct a market study for Outlook Business Magazine in Delhi-NCR.
To assess the Consumer perspective of Business Magazine with respect to
price, content and brand.
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 26 IBS GURGAON
Secondary Objectives
Competitive analysis of outlook Magazine and identification of probable
destinations where Outlook business magazines can be targeted. (Generation of
sales).
To suggest feasible and viable strategies to increase the sales of outlook
business magazines.
3.6 Research Methodology
During research, non- probability sample method has been used; under it I
chose Convenience sampling & Judgmental sampling for conducting the
research.
I designed a questionnaire and get it filled by the respondents and at
situations I have used primary method of data collection - By Observation
& through Personal Interview. These respondents were magazine readers,
prospects and suspects.
For my research, I went to Govt. offices, corporate houses, saloons, tour
operators, stock broking companies, coaching institutes and schools.

Types of data collection

1. PRIMARY DATA
By Observation.
Through Personal Interview.

2. SECONDARY DATA
Internet



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 27 IBS GURGAON
4. My Achievements in Outlook Group during my Internship

I have done Rs. 233070/- sales of Outlook Magazines during my Internship and its a
great pleasure for me that I am the top most seller in Outlook Group among all the interns
there. I have over achieved my target in all the three months and got very much
appreciation from my Mentor and all the seniors of Outlook.

Some post for me from the Knowledge Jockey Group which is the Group on Facebook of
Outlook and all the employees almost daily check this group because the daily incentive
and any appreciation for any employee is announced in this Group.
I have copied some post which is for me on my achievements:
Priya Rai phenomenal performance from a new KJ...
Rs 22,228/- in a single day so far (22-Mar-2013). Keep it up!
Congratulations!
Lets all give her a round of applause. :)
Winners for the 23rd May scheme ______________________________
Priya Rai Rs 5395 Rs 100
______________________________
Congratulations!


ibsiuO
O u t l o o k I n d i a P v t L t d

Page 28 IBS GURGAON

5. Customer Relationship Management (CRM)
5.1 Meaning of CRM
Customer relationship management (CRM), a concept that has been around since the mid
90s, has its roots in the technology of sales automation and call center operations. At that
time, it was thought that merging the customer data from the field (sales) with the call
center interactions would result in more informed interactions with the customer. The
concept resonated with user organizations and soon mergers and acquisitions created a
host of software vendors all claiming to have an integrated set of capabilities that became
known as CRM.
On a parallel track, Internet-based tools such as e-commerce, Internet marketing,
personalization, and self-help were evolving. These products competed outside of the
CRM sphere due to the newness of the technology, and they were referred to as e-
business. When the concepts of CRM and e-business melded together there was a short
period of e-madness where vendors talked about eCRM and e-everything. There are still
vestiges of this transition in the industry such as essentially using e-business to add value
to vendors and referring to it as partner relationship management (PRM) or providing
tools for employees and referring to it as employee relationship management (ERM).
On the other hands, CRM can be defined as a process or methodology used to learn more
about customers needs and behaviors in order to manage and develop stronger
relationships in an organized way with them.






ibsiuO
O u t l o o k I n d i a P v t L t d

Page 29 IBS GURGAON



5.2 Components of CRM




ibsiuO
O u t l o o k I n d i a P v t L t d

Page 30 IBS GURGAON

1. Contact an Account Management:
Relevant data for customer profile is captured with the help of the software.
Necessary information is captured from prospective customers. CRM system stores data
in common customer database. The database integrates customer account information and
presents it in desirable format to the company. The data is used for sales, marketing,
services and other applications.

2. Sales:
Sales process management follows a customized sales methodology with specific sales
policies and procedures. Sales activities include Product information, Product
configuration, sales prospectus and sales quote generation. CRM also provide the history
of customer account so that the sales call can be scheduled accordingly.

3. Marketing and fulfillment:
CRM helps the professionals in product marketing, target marketing, relationship
marketing and campaign management. By analyzing customer and business value of
direct marketing can be estimated. CRM also helps in customer retention, behavior
prediction, channel optimization, personalization. Customer response and requests can be
quickly scheduled and hence sales contacts.

4. Customer Service and support:
CRM system provides service representatives with adequate access to customer database.
It also helps to create, assign and manage the service requests by customers. Calling
format is designed to route customer calls to respective attendants as per the skills and
authority to handle special cases. Help desk system is developed to help customer service
representative to help customers who face problems with product or service to resolve it.
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 31 IBS GURGAON
Web-based Self Service means help customer to access personalized information at
company website.

5. Retention and loyalty programs:
The primary objective of CRM is to enhance and optimize customer retention and
loyalty. CRM systems are also useful in determining most loyal and profitable customers
and reward.

5.3 Work Profile (Role and Responsibilities)

Meet clients : Delhi & Gurgoan
Tele-calling (all over India)
Marketing of various Outlook magazines
Report on customer requirement on daily basis.
Preparation of customers feedback report about the services provided by
OUTLOOK PUBLISHING (INDIA) PVT. LTD


Companies I visited

Gurgoan Delhi
Airtel Assit Engineer (CGO Complex)
American Express A.K.Sinha (Doctor )
Philips Electronics Pitala house Court
Coveidene
Samsung


ibsiuO
O u t l o o k I n d i a P v t L t d

Page 32 IBS GURGAON
Responses by Various Companies

Positive Things
Brand value of Outlook Group was shown.
Nice treatment by Customers (Receptionist and Admin Head)
More References
Negative Things
Due to increase in use of internet, Tablet, Smart phone, people prefer to read
e-papers.
Due to increase competition in the market, other magazines also provided
same information and price of the magazines are also almost same.
5.4 Feedback to the Organization

Adaption of Digital Format.
People can access internet 24*7.
No one want to waste time and Money.

5.5 Description of Live Experiences

This training has been a good learning experience, where I could understand the
realities of the corporate world.
Real exposure to the corporate world, which helped me a lot in understanding the
mind set of executives to a certain extent.
Learned about customer requirements, customer mind set how to convince others.
It helped me in improving my communication skills, presentation skills and how
to behave in front of executives.
I used to come across different types of customers, which increased my confidence
level.
ibsiuO
O u t l o o k I n d i a P v t L t d

Page 33 IBS GURGAON
6. Offer Page of Outlook Magazines
Old Offer



ibsiuO
O u t l o o k I n d i a P v t L t d

Page 34 IBS GURGAON
New Offer




ibsiuO
O u t l o o k I n d i a P v t L t d

Page 35 IBS GURGAON
Knowledge Jockey
This box shows no of sells converted during my internship. i.e. (122)

This box shows no of sells
converted during my
internship. i.e. (122)

This box shows total no. of
Commission earned during my
internship which is 10% of
revenue generated by me for
OUTLOOK i.e Rs. 233070.


O u t l o o k I n d i a P v t L t d


Page 36 IBS GURGAON
Questionnaire
OUTLOOK INDIA GROUP
Dear Sir / Madam,
I am a summer intern at Outlook India Group and need your valuable feedback for the
purpose of my Summer Internship Project. Please spare some time to fill up the adjoining
questionnaire. All information provided by you will be used solely for the aforesaid
purpose and shall not be shared / communicated with any person / organization
whatsoever. I shall be highly obliged and thankful for your kind support.
Name

Age

Gender

Contact No.

Profession

What is your location?

1.You have been reading Outlook magazine since how many year?

2. Which is your favorite magazine from Outlook group .

3. When you receive a new issue what you prefer to see first in outlook magazine?

4. What are the other topics would you like to read other than the above. Please
mention below in priorities of your liking?

5. Please rate the following criterias according to your preference at the time of
buying magazine Mark only one oval per row.

Not Important Important Very Important
Price

Brand


O u t l o o k I n d i a P v t L t d


Page 37 IBS GURGAON

Not Important Important Very Important
Cover Design

General contents/theme

6. According to you which is more attractive digital edition or print edition?

7. What payment option you would like to prefer for magazine subscription?
Online
Demand Draft
Cheque
Cash
8. Do you feel our gifts and discounts attract you? Mark only one oval.
Yes
No
Other:
9. What are the major difficulties you are facing while receiving the Magazines ?


10.. Please tick mark your choice on Magazines from the under mention list. (Rank
ONLY ONE as the 1st priority, ONLY ONE as the 2nd priority, etc): Mark only one
oval per row.

1st
priority
2nd 3rd 4th 5th 6th 7th 8th
Outlook Weekly

Outlook Business

Outlook People

Outlook GEO

Outlook Marie Claire

Outlook Money

Outlook Traveller


O u t l o o k I n d i a P v t L t d


Page 38 IBS GURGAON

1st
priority
2nd 3rd 4th 5th 6th 7th 8th
Careers 360

11.Any suggestions that you would like to give OUTLOOK Group?

Submit




























Data analysis & Interpretation

O u t l o o k I n d i a P v t L t d


Page 39 IBS GURGAON


AGE GROUP

AGE
GROUP
RESPON
SES
%
10 to 20 10 6%
21 to 35 35 35
%
36 to 50 15 35
%
51 to 60 20 19
%
60+. 20 5%



From the above responses we are able to identify most of subscribers are either 36 to 50
or 21 to 35. Age groups less than 20 are mostly not interested in magazine. Also more
than 60 age groups are very less magazine subscriber.

Gender

Male 55
Female 45




Male Subscriber are more than female subscriber.



What is your location?
Male
55%
Female
45%
Gender

10%
35%
15%
20%
20%
Age Groups
10 to 20
21 to 35
36 to 50
51 to 60
60+

O u t l o o k I n d i a P v t L t d


Page 40 IBS GURGAON



On the basis of location we are able to find 37% subscriber from south India, that shows
that magazine subscriber are more than other area. North India comes on second position
with 32 % in which Delhi NCR also included. East India have 21% subscriber and on the
last position West India with 10% only because its cover very less part of India.

1. You have been reading Outlook magazine since how many year?



0-1 year 12 12%
1-3 year 39 39%
3-5 year 33 33%
5+ years... 16 16%




With the help of this graph we are able to find that before 5 years no of subscriber are
very less but now growth of subscriber increase very rapidly and from last the years the
reader of Outlook Magazine is more.


32%
21%
37%
10%
Locations
North India
East India
South India
West India
North India 32 32%
East India 21 21%
South India 37 37%
West India 10 10%
12%
39% 33%
16%
Years
0-1 year
1-3 year
3-5 year
5+ years...

O u t l o o k I n d i a P v t L t d


Page 41 IBS GURGAON
2. Which is your favorite magazine from Outlook group?


Outlook Weekly 25 25%
Outlook Business 10 10%
Outlook GEO 11 11%
Outlook Traveller 23 23%
Outlook Money 13 13%
Marie Claire 7 7%
Outlook People 6 6%
Careers 360 5 5%




With the help of this graph we are easily able to find that most favorite magazine is
Outlook Weekly and outlook Travellar is on second position. From the sample responses
Marie Claire is on last position with getting zero response. Other magazine like GEO,
Business, and Money are on the same position almost.


3. When you receive a new issue what you prefer to see first in outlook magazine?
25%
10%
11%
23%
13%
7%
6%
5%
Favorite magazine
Outlook Weekly
Outlook Business
Outlook GEO
Outlook Traveller
Outlook Money
Marie Claire
Outlook People
Careers 360

O u t l o o k I n d i a P v t L t d


Page 42 IBS GURGAON



On the basis of responses most of subscriber want to see pictorial analysis which is 30%,
and 20 % population want to see Data analyses and only 15 % population believe to see
factual analysis. So-on the basis of this result outlook Group needs to improve Pictorial
analysis in their magazine.
4.What are the other topics would you like to read other than the above. Please
mention below in priorities of your liking?
The other topics in which people are interested are General Knowledge and Political
news
30%
20%
15%
15%
10%
10% Pictorial analysis
Data analysis
Factual analysis
Beauty Tips
Business News
Geographical News
Pictorial analysis 30 40%
Data analysis 20

30%
Factual analysis 15 15%
Beauty Tips 15 5%
Business News

10 10%
Geographical News 10 10%
General
knowledge
30
Political News 25
Current Affairs 15
Beauty Tips 15
Cooking Tips 5
Economic News 10


O u t l o o k I n d i a P v t L t d


Page 43 IBS GURGAON






5. Please rate the following criterias according to your preference at the time of
buying magazine Mark only one oval per row.]

On the basis of these five criteria most of the respondent prefers general contents brand
of magazine important but not so important, price also important factor for magazine
subscription.





0
10
20
30
40
50
60
price Brand cover Design general contents
Not Important
important
very important
30%
25%
15%
15%
5%
10%
15%
Other Topics
General Knowledge
Political News
Current Affairs
Beauty Tips
Cooking Tips
Economic News

O u t l o o k I n d i a P v t L t d


Page 44 IBS GURGAON
6. According to you which is more attractive digital edition or
print edition ?


According to population responses 49% population like print edition and 31 % population
like digital edition and only 24 % population agree with any one either print or digital
edition.
7. What payment option you would like to prefer for magazine subscription?

Payment option Responses

online 54
Demand draft 13
cheque 10
cash 23


According to payment responses most people prefer to online payment that is 54% and
23% people want to pay by cash. Very less people pay by cheque.








31%
49%
20%
Digital edition
print edition
any one (can't say)
Digital edition 31 31%
Print edition 49 49%
Any one (cant say) 20 20%

54%
13% 10%
23%
Payment option Prefernse
online
Demand draft
cheque
cash

O u t l o o k I n d i a P v t L t d


Page 45 IBS GURGAON
8. Do you feel our gift and discount attract
you?

yes 78 78%
No 18 18%
Other 4 4%



On the basis of this data we are able to analyze 78% population attracted by gift and 18%
are the peole are not attracted by gift.

.
9. What are the major difficulties you are facing while receiving the Magazines?













78%
18%
4%
yes
no
others
Difficulties Responses

%
Delivery 43
Customer service 15
Old News 14
Nothing 28


O u t l o o k I n d i a P v t L t d


Page 46 IBS GURGAON

According to this data most of the people are not satisfied by Delivery system of Outlook
because they dont get magazine on time that is 43% and after that Customer Service that
is 15%.


10. Please help us to prioritize the Eight magazines of Outlook Group below,
which have been identified as top concerns, by ranking EACH in relative
order of importance (rank ONLY ONE as the 1st priority, two as the 2nd
priority)
magazine Priority 1 priority2
Outlook Weekly 33 27
Business 17 23
People 8 8
Geo 15 10
Mariclaire 5 8
traveller 6 4
careers 360 14 7
money 7 16


43%
15%
14%
28%
42%
Responses
Delivery
Customer service
Old News
Nothing
In this graph I am trying to show how subscriber
priorities different magazine .like most of them
like outlook weekly as there 1
st
priorities after
then outlook business then GEO and career 360.
For second priorities outlook weekly then
business then money like that

O u t l o o k I n d i a P v t L t d


Page 47 IBS GURGAON






0
5
10
15
20
25
30
35
Outlook
Weekly
Business
People
Geo
Mariclaire
traveller
careers
360
money
A
x
i
s

T
i
t
l
e

Outlook
Weekly
Business People Geo Mariclaire traveller careers 360 money
Priority 1 33 17 8 15 5 6 14 7
priority2 27 23 8 10 8 4 7 16
Priorities of Outlook Magazines

O u t l o o k I n d i a P v t L t d


Page 48 IBS GURGAON
SWOT Analysis
STRENGTHS:
Well organized and experienced staff.
Innovative and customer oriented products.
Direct approach to the customer.
Customer satisfaction.
Strong distribution network.
Efficient and fast delivery system.
WEEKNESS:
Price of some magazines is high.
Customer perception that outlook serves to a political party.
OPPORTUNITIES
It has many products capturing all sectors information so it has an opportunity to
become a market leader.
THREATS:
Number of competitors in the market.
India today has already captured the big market share.









O u t l o o k I n d i a P v t L t d


Page 49 IBS GURGAON
Findings and Conclusion:

The USP of outlook magazines is its various types of magazines it sell and the
different prices level at which magazines are sold. This is so because clients and
customers have various types of magazines to choose from and get them according
to their budget.

Magazines are not a critical product for any organization. Hence, magazines have
to be pushed for sales. This is because a client will usually use a magazine for
communicating with its clients and advertising. However, there are numerous
other channels available for this purpose. Therefore, selling magazines can only be
successful only if organization is proactive.

The client will only be interested in placing an order for the magazine if it adds
value to the service being provided by it to its customers without adding to its cost.
The options offered by outlook i.e. cover on cover, flap and strip were very useful
as they enhanced the service being provided by the clients to its customers.

The segments covered in the project are:

Airtel CGO Complex

American Express Doctor Clinic

Philips Electronics Pitala house

Coveidene Court

Samsung









O u t l o o k I n d i a P v t L t d


Page 50 IBS GURGAON
Recommendation:

There should be a system of Daily Sales Report (DSR) to improve efficiency of the sales
executive.

Since a sales executive goes on an average on 4-5 calls, there should be a system wherein
he is supposed to come back and record each and every detail related to the call in a DSR.

Follow up is very crucial for any call and hence should be done very thoroughly by the
sales executive. As magazines are not a critical product for any organization and have to
be pushed for sale, hence if regular and thorough follow up is not done, the client may
soon lose interest in the product and forget it. Hence, the sales executive should try and
maintain a relationship with the client and pursue him with great interest.

A personalized sample copy taken on the first appointment would appeal more to the
client and also save time. If a sales executive takes a customized sample copy on the first
appointment, it would definitely create a greater impact on the client as he would be able
to visualize better the effect that the product is going to have on its customers. Other
segments that could be opened are:

Investment Firms
Credit Cards Companies
Hospitals / Nursing Homes
MBA Institutes








O u t l o o k I n d i a P v t L t d


Page 51 IBS GURGAON
REFERENCES:


a. Deputy Manager, Business Development, Sales & Promotions : Mr. Sumit Bhardwaj

b. www.outlookindia.com
c. Head Business Development, Sales & Promotions : Mr. Himanshu Pandey

d. www.google.com

e. www.wikipedia.com

f. Marketing Management, Kotler & keller