I

INTERNSHIP REPORT

COVERING THE INTERNSHIP UNDERTAKEN WITH

CEECO TECHNOLOGIES PVT. LTD.

FROM 2-06-2009 TO 24-07-2009

BY

GHANSHYAM BARUA [ TM/08/16]

AN INTERNSHIP REPORT Submitted to

BHARATI VIDYAPEETH UNIVERSITY

In partial fulfillment of the requirements for The award of the POST GRADUATE DIPLOMA

In

TELECOM MANAGEMENT

Bharati Vidyapeeth University-Amplify DITM, [ JULY 2009 ]

II

DECLARATION

I, Mr. Ghanshyam Barua, a student of BVU-Amplify DITM, hereby

declare that this project report entitled Ceeco Technologies Pvt.Ltd. is the record of

authentic work carried out by me during the academic year 2008-2010 and has not

been submitted to any other university or Institute towards the award of any

degree.

An attempt has been made by me to provide all relevant and important details

regarding the topic to support the theoretical edifice with concrete research

evidence. This will be helpful to clean the fog surrounding the various aspect of the

topic.

I hope that this project will be beneficial for the Organization.

Place: Pune (GHANSHYAM BARUA)

Date:10:07:09 TM/08/16

BVU Amplify DITM

III

CERTIFICATE

Certified that this internship report titled “Dealer Development

Program For CEECO ” in ” CEECO TECHNOLOGIES PVT. LTD.

is the bonafide work of Mr. Ghanshyam Barua who carried out

the internship under my supervision from 01-06-2009 to 05-08-

2009. Certified further, that to the best of my knowledge the work

respond herein does not form a part of any other project report or

dissertation on the basis of which a degree or award was conferred

on an earlier occasion on this or any candidate.

Project Guide

Mr. Suresh Rathi

General Manager

CEECO TECHNOLOGIES PVT. LTD.

IV

ACKNOWLEDGEMENT

I avail this opportunity to express my deep sense of gratitude

to those who were really involved and helped me to complete this

task.

With utmost sincerity, I would like to express my whole

hearted indebtedness to my Company Guide Mr.Suresh Rathi

[General Manager] and Faculty Guide Col V.J.Gomes [ HOD BVU-

Amplify DITM.] and Prof. Prashant Hinduja.

I wish to state goes to all the staff of CEECO TECHNOLOGIES

who help me by giving advice, personal training and technical

knowledge about the Sales, marketing and also activity and schemes of

competitors of the company. I would like to thank the respondents

without whom this project couldn’t have been a success.

V

LIST OF CONTENT

1. ABOUT INDUSTRY

2. ABOUT COMPANY OBJECTVES OF COMPANY

3. ABOUT STUDY Objective of study Research Methodology Advantages Limitations

4. PRODUCT PORTFOLIO Projectors Interactive Board Interactive monitor Visualizer Wireless tablet

5. MARKETING ACTIVITIES

6. MARKET SEGMENTATION

7. ROLE & RESPONSIBILITY

8. DATA ANALYSISI & INTERPRETATION

9. WOT ANALYSIS

10. CONCLUSION

11. RECOMMENDATION

12. APPENDIX

13. BIBLIOGRAPHY

ABOUT IT INDUSTRY

VI

The information technology (IT) industry has become of the most robust industries in the world. IT, more than any other industry or economic facet, has an increased productivity, particularly in the developed world, and therefore is a key driver of global economic growth. Economies of scale and insatiable demand from both consumers and enterprises characterize this rapidly growing sector.

Information Technology is one of the most important industries in the Indian economy. The IT industry of India has registered huge growth in recent years. India's IT industry grew from 150 million US Dollars in 1990-1991 to a whopping 50 billion UD Dollars in 2006-2007. In the last ten years the Information Technology industry in India has grown at an average annual rate of 30%.

The liberalization of the Indian economy in the early nineties has played a major role in the growth of the IT industry of India. Deregulation policies adopted by the Government of India have led to substantial domestic investment and inflow of foreign capital to this industry. In 1970, high import duties had forced IBM to leave India. However, after the early nineties, many multinational IT companies, including IBM, have set up their operations in India. During the ten year period 1992-2002, the Indian software industry grew at double the rate as the US software industry.

The Information Technology Association of America (ITAA) explains the “information technology” as encompassing all possible aspects of information systems based on computers.

Both software development and the hardware involved in the IT industry include everything from computer systems, to the design, implementation, study and development of IT and management systems.

Owing to its easy accessibility and the wide range of IT products available, the demand for IT services has increased substantially over the years. The IT sector has emerged as a major global source of both growth and employment.

Features of the IT Industry at a Glance

VII

Economies of scale for the information technology industry are high. The marginal cost of each unit of additional software or hardware is insignificant compared to the value addition that results from it.

Unlike other common industries, the IT industry is knowledge-based.

Efficient utilization of skilled labor forces in the IT sector can help an economy achieve a rapid pace of economic growth.

The IT industry helps many other sectors in the growth process of the economy including the services and manufacturing sectors

The role of the IT Industry

The IT industry can serve as a medium of e-governance, as it assures easy accessibility to information. The use of information technology in the service sector improves operational efficiency and adds to transparency. It also serves as a medium of skill formation.

MAJOR STEPS TAKEN FOR PROMTION OF IT INDUSTRY

Domain of the IT Industry

A wide variety of services come under the domain of the information technology industry. Some of these services are as follows:

Systems architecture Database design and development Networking Application development Testing Documentation Maintenance and hosting

VIII

Operational support Security services

Some of the major reasons for the significant growth of the IT industry of India are –

Abundant availability of skilled manpower Reduced telecommunication and internet costs Reduced import duties on software and hardware products Cost advantages Encouraging government policies India's IT industry caters to both domestic and export markets. Exports

contribute around 75% of the total revenue of the IT industry in India. The IT industry can be broadly divided into four segments - IT services Soft wares (includes both engineering and Research and Development)

ITES-BPO Hardware

What is the future of IT industry in India ?According to leading reports, Indian software industry is set to

achieve a turnover of 10 billion dollars by the year 2005. The projected demand for trained I.T. professionals is estimated at over 400,000 per year. There is a clear imbalance between the demand and supply of IT professionals with the result that this sector offers one of the highest remuneration packages. The Internet is a new revolution that is sweeping the world. It promises to change the way we work, live, shop, communicate and entertain ourselves.

ABOUT COMPANY

IX

Ceeco Technologies is an information technology & electronic communication company.

It is a twenty-five years old company. It is owned by Mr. Sanjeev Bhasin Who is the managing director of the company. It is situated at New Delhi.

Ceeco head office is in Narayana and another office is in Mahipalpur . (New Delhi).

This company is a highly professional organization that believes in perfection, Quality, innovation and team work. Company is mainly a Centralize organization but there is little bit decision making power is given to each level. The company has over 2 decades of experience in providing solutions for Board Room, Professional Audio/video, Interactive Class room solutions for educational institutes and distance learning.

The organization has evolved over a period of time into a multiproduct and divisional organization. In order to provide sharp focus in every activity each division functions independently and comprises of highly experience professional working as a team.

Ceeco deals with next generation or advanced technology product.

It has a wide range of Audio Visual products like :---

Interactive White Board ( E-learn ). Interactive Touch Screen Monitor ( E-learn ). Wireless Tablet / E-Slate ( E-learn ). Multimedia Projectors (Vivitek).

Ceeco is the national distributer of Vivitek Projectors.

Vivitek is the largest OEM (Original Equipment Manufacturer) in the whole country.

X

E-learn is the brand name of Ceeco Pvt. Ltd.

OBJECTIVES OF COMPANY

Objective of Ceeco is to aware more and more people about new technology.

They want to enhance technological environment so that our country and students become Hi-tech.

They wants to provide Best product at Best price and achieve maximum profit. And not want to compromise with quality.

Ceeco also has an objective to provide more and more employment.

ABOUT STUDY

In Marketing there are two types of marketing.

1. DIRECT Marketing.

XI

2.CHANNEL Marketing.

In direct marketing, manufacturer has direct contact with customer not any other mediator present in this. Like door to door sales (Amway).

CHANNEL OF DISTRIBUTION:

Physical distribution is a process of reaching a product to consumer. It consists of all the activities in the physical transfer of goods from manufacturer tom the ultimate consumer. Distribution is one of the 4p’s of Marketing Mix. product, price , place and promotion.

Theoretical Aspect:

Main problem of a manufacturer can broadly be divided into two parts, production and distribution. After production, the next main problem faced by the producer is that selling distributing because the production is made to safety the needs of consumers, so it must reach the consumers for whom it is made.Thus a way through which goods flows from the producer to the consumer is called “Channel of Distribution”

The term of “Channel of Distribution” has been defined by many eminent authors as follows:-

“Every producer seeks to line together the set of marketing intermediaries that about fulfill the firm’s objectives. This set of marketing intermediaries is called the marketing channel also trade channel of distribution.”

Philip Kotler

“A channel of Distribution (sometimes called trade channel) for a product is the route taken by the title of the goods as they move the producer to the ultimate consumer or industrial users”.

Whilom J.Stanton

XII

Function of channels of Distribution:-

The following are certain functions, which generally are performed by different channel of distribution or middlemen.

Helpful in price determination

Channel of distribution are very helpful in determining the price of the product because they are in direct touch of consumer. They can estimate paying capacity of the middlemen while determining the price of his product.

To manage finance

All the manufactures have limited financial resources. A middleman helps manufactures in adequate financial resource available.

To manage the process of distribution easy.

It is not possible for a producer particularly a producer of consumer goods tobe in direct touch of all consumers. Therefore, it is not very practical for the producer to distribute the goods produced by the producer at the tight time and right place to the right consumer.

Promotional Activities

Channel of distribution help the producer not only in the distribution of goods and services but also in promoting the sales of these producers. Wholesalers advertised for the good dealt by them and retailers help in increasing the sales by adopt in the method of sales promotion.

Manufacturer Customer

XIII

In channels marketing mediators are present between manufacturer and customer.

Manufacturer Mediators Customers

There are four level of marketing in the corporate world.

Zero level or Direct Marketing. (Manufacturer → Customers) One level. (Manufacturer → Dealer → Customers) Two level. ( Manufacture → Dealer → Wholesaler → Customers ) Three level. ( Manufacturer → Agent → Dealer → Wholesaler → Customers )

In the past Ceeco used to do direct marketing for selling. But now they switch to channel marketing. They are making their channels in each & every region like North Region, South Region, East Region and West Region.

So they have been giving me that work to appoint new potential dealer for them.

As soon as I get this work I started work on it & give best efforts to appoint good efficient dealers for them.

OBJECTIVES OF STUDY

XIV

Every work has been done for achieving some objectives. Without setting some objectives we cannot get appropriate results.

My objective behind do this work is to increase volume potential. To know the distribution method adopted by the organization. To formulate & to understand the relationship between sales and

customer satisfaction level. To find out the loyalty of dealers. To find out the marketing strategies of company. To increase sales of company‘s product. To spread business all over country by appointed potential dealers. To provides employment or business for that people who are ready to

work. To reach every organization, institutes, etc with these smart class

rooms solution.

RESEARCH METHODOLOGY

XV

Research methodology deals with the various methods of research. The purpose of the research methodology is to describe the research procedure used in the research. Research methodology overall includes the research design, data collection method and analysis procedure which are used to explore the insight information form the research problem. Research Methodology helps in carrying out the project report in by analyzing the various research findings collected through the data collection methods.

To performing this study I adopt a methodology which is as follows. Firstly I take a sample from the population. Because I cannot reach to the whole population so that I take this sample and sample size is hundred.

The success of any project or market survey depends heavily on the data collection and analysis. It is necessary that the data collected is a reliable data in order to achieve the research objective. All data sources can be classified into two data:

• Primary Data.

• Secondary Data.

1) PRIMARY DATA: - Primary data is the data which are fresh and collected for the first time, and are original in character. There are various Primary data collection techniques, which have helped in data gathering.

The primary data collection techniques used in the project is as follows:

a) PERSONAL INTERVIEW METHOD

b) SURVEY METHOD

c) QUESTIONNAIRE METHOD

d) OBSERVATION METHOD

e) EXPERIMENTATION METHOD

2) SECONDARY DATA- Secondary data are those data, which have been already collected or published for the purpose other than specific research need at

XVI

hand .This data is simply used up by the researcher for his purpose of collected the data and its use is now not the same The secondary data source here in this project are:-

a) MAGAZINES

b) WEBSITES

c) JOURNALS

I collected primary data from Telephonic interview & dealer survey & secondary data from database which provided on websites like alibaba.com, fundudata.com, & several magazines etc

By collecting data through such steps I made a new database for Ceeco. After that I did calling to the selected people and take telephonic interview. I asked some questions to the people-:

Q: 1:- Which brand are they recently working for?

Q: 2:- What method they apply for selling any product?

Q: 3:- Do they know about projectors and Interactive boards.

After asking such kind questions I selected some person and then I gave them information about my products & fixed an appointment. After that I met that person if I found everything fine I closed the deal.

ADVANTAGES

XVII

By doing this summer internship I gain knowledge and face the real corporate world.

During internship I understood.

How to deal people? What are the need & want of customers and how can we satisfy them? How to manage people? How to work in corporate? How to behave in corporate? How to improve myself and my confidence? How to convince customer for deal? How to make strategies to cope up with competitive scenario?

I really learn many practical things in these two months period of training.

 

LIMITATIONS

Some time people showed disinterest in giving the telephonic services. Some time people showed lack of time. As the training was meant for 60 days, it was a kind of time constraint for

me. Due to high temperature in this season it was almost impossible to me to

conduct face to face interviews outside the organization. Being a trainee the data provided to me by the company was not sufficient.

PRODUCT PORTFOLIO

Ceeco has a wide range of Audio visuals products. Ceeco has next generation product which made a classroom smarter. Products are as follow-:

XVIII

1. PROJECTORS (Vivitek)

2. INTERACTIVE WHITE BOARD (E-Learn)

3. INTERACTIVE TOUCH SCREEN MONITOR (E-Learn)

4. WIRELESS TABLET (E-Learn)

5. VISUALIZER (E-Learn)

Ceeco has alliances with some of the world leaders:

BARCO - for display servers, projection cubes, LED walls and large screen DLP Projectors.

CANON- For LCD Projectors and Network Cameras.

LG - For Plasma display panels and LCD Panels.

PENSTAR -Interactive educational aids.

CRESTRON- For Control systems and automation.

Depending upon the diverse requirements of various clients

CEECO designs the right solutions for the following areas:

1. Media Applications – Digital Signage

2. Security Applications – Control Room & Network Cameras

3. Education Interactive - Educational aids for Distance learning.

PROJECTORS

Ceeco has Projectors under Brand name VIVITEK.

XIX

Vivitek is the largest OEM ( original equipment manufacturer)in the whole country and ceeco is the national distributor of these projector.

Projectors are available at different models as follows-

• D325 series

• D220 series

• D7 series

• D335series

• D8 series

Projectors are based on DLP (Digital Light processing) Technology . Nowadays in market many LCD technology based projectors are available but DLP is more advance than LCD(Liquid Crystal Display).

Difference between LCD &DLP Technology-:

XX

Vivitek projectors are classic projectors designed specifically for users in Pursuit of high efficiency, effectiveness, and elegance in presentations. The Vivitek projectors are remarkably user friendly in its setup and operation,which helps presenters focus more on the presentation and less on its preparation.

Projectors has series of smart functions such as auto search for input sources , auto keystone correction for distortions, and optimization for the projected image in an instant, to set up for a presentation.

In projectors they provided many connecting input &output ports like composite video, s-video, component video, USB port, DVI-I.Remote is also provided with projectors through which we can navigate Slides and also pointed anything which we want through pointer given in the remote

VIVITEK also promote new short throw projectors for the customers who have limited space. Short throw projectors project light from a very short distance approx 3ft. From the distance of 3ft these projector project an image of 100

DLP TECHNOLOGY LCD TECHNOLOGY

No. of pixels is more No. of pixels is less

More clarity in picture Less clarity in pictures

Colour wheel is present Here colour panel is present

More resolution Less resolution

XXI

inches. These projectors are mainly used where the rooms or seminar halls are not spacious.

FEATURES-:

• DLP projectors has high resolution (XGA 1024*768 native and support up to SXGA 1280*1024).

• Excellent picture quality.

• Higher Brightness (2000 Lumens native)

• Contrast ratio (2000:1)

• Easy to carry due to light weight

• Long lamp life

• Aspect ratio is 4:3 (native) & 16: 9 (compatible)

• Manual zoom facility

• No filter requires, resistance to dust and dirt.

• Quick start, no need to wait for the projector to warm up.

• Security lock is built into the projector to prevent theft.

• Super low noise operation.

ADVANTAGES-:

XXII

• Improved vivid colour wheel technology.

• Provides outstanding vivid colour suite for all application.

• True Multi-Purpose model for office, school, or home use

• Rapid start and cool down

• Upto 3000 hours lamp life time for extended use.

• Also use for personal uses like for watching movies, videos.

• It reduces the expenses of purchasing many slides which people have been used before and also saves time.

INTERACTIVE BOARD ( E-LEARN)

XXIII

The E –learn interactive White Board has opened up new opportunities for

presenters and teachers to present represent and communicate. This unique

technology not only brings teaching and presenting at your fingertips, but also lets

you present the information in more interactive and engaging ways

Interactive board emerging as a useful tool for the classroom for teacher

input to the whole class.

It can use not only in classrooms but also in corporate sectors for

presentation, seminar and board meetings.

E-learn interactive board is connected with pc and projectors through USB.

This board is Aluminum coated. It has sensor around it.It operated with the help of

twelve hot keys which present at the left side of the board.

E-learn interactive board is more advanced than any other boards available

in the market because there is no electronic circuit at the back of the board so it

doesn’t require power to operate. Software that use in this is white board

XXIV

FEATURES-

Reduce power consumption Support third party software application save time Economic in cost because there is no recurring cost. Free from dust and electromagnetic radiations. Touch sensitive Recognize pen coolers Durable and rough & tough Recording facility Give print out of the material that write at the board and also mail it. Different pen shapes & tips. Annotation facility Digital and analog clock and timer facility.

USAGE OF INTERACTIVE BOARD

Nowadays many colleges use interactive boards to give lectures to their students to improve their teaching style n also improve the student’s attention towards lecture.

By using interactive boards there is no need to make any notes No need to repeat any lecture if any student miss it , he can take same

lecture by using recording facility No need to use any chalk or ink pen. We can write any thing on it by using

dummy pen or finger tips. Through this we can make powerful and impressive presentation Also highlight any point by using highlighter. Also annotate anything. Through this we can send e-mails and take print out. We can also watch movie on it.

XXV

Playschools can use it to learn kids by displaying pictures So by using this technology our country can improve teaching method and

also become a technological advanced country.

ADVANTAGES: -

Enables you to write directly on the board, circle thing, highlight or label elements on the screen and erase errors.

Office an on-screen keyboard that floats over the software, allowing you to enter text or data into almost any application.

Enables you to edit on screen and record any or all changes or additions. Enhances presentation content by easily integrating video, animation,

graphics text and audio. Allows students to adsorb discussion by freeing them form copious note –

taking. Saves valuable preparation time through the use of readymade content,

resources and activities. Allows notes to be stored and made available to students who missed the

lecture.

INTERACTIVE MONITOR ( E-Learn )

XXVI

The E-learn Interactive Monitor is an evolutionary touch writable device that offers you extreme control, great comfort and higher productivity. By using a stylus or hand directly on this monitor’s screen, presenters can work quickly and naturally.

What’s more, the E Learn Interactive Monitors can be seamlessly integrated with E learn White Interactive Boards to enable a thoroughly interactive teaching and learning session

These monitors available in two sizes 15” & 17”.

XXVII

FEATURES-:

Options of 15” & 17” TFT LCD with high brightness and high contrast. Write on the monitor with your finger or use a battery free stylus. Annotate on any computer application and project on large screen. Easily installable & maintenance free. Adjustable tilt angle for user convenience. Ultra fast response for real time writing.

ADVANTAGES-:

Enables you to do everything that an E-learn Interactive White Board can do while sitting at your desk or standing at a podium.

Have the ability to do, undo and redo different pictures and text which can’t be done on a piece of paper.

Get edge to edge comfort with completely flat surface. Face your audience all the time maintaining Eye Contact while

teaching. Connect your monitor to the computer and save any changes you make

with your hand or stylus on the monitor.

VISUALIZER

XXVIII

E-Learn Visualizers are the perfect tools to make your presentations smooth, seamless and effective. When these efficient visualizers are connected to data projectors, they can be used to magnify & display images from Books to newspaper, Charts to Photographs on to screen. Be

It projecting 3D objects or using them as a video camera in teleconference applications, these versatile PC and A/V interfaces are perfect tool for use in education, presentation, seminars, industries and teleconferences.

FEATURES-:

Up to 220 times Zoom (22x x 10x). Motorized head permits captures of images from larger sheers like

newspapers without having to shift them manually. In-built switcher offers convenient and economical system integration

capability. Image storage facility enables PC less presentation. Multiple output ports allow connectivity with latest data projectors as

well as with older TVs having video connectivity only. Miniature card remote facilitates use from a distance.

XXIX

Excellent output quality due to the Even Lighting, Smooth Auto Iris and Perfect Focus.

Equipped with negative- positive conversion. Split images for comparison. Mirror image and freeze image option.

ADVANTAGES-:

Provides outstanding resolution & colour reproductiondue to their progressive scan camera.

Capture pictures at high speed. Connect one or more computers directly to the visualize and switch

between a visualize image and a computer image. Equipped with a fast USB 2.0 port that can transfer and save

images to a computer.

WIRELESS TABLET

XXX

Wireless tablet is an innovative technology. It is an electronic slate free as air. In present scenario students live in a multimedia world. Students want to get new learning experience through projector, interactive monitor , interactive boards. Wireless tablets also one of them.

Today’s it is need for educational segment & corporate segment to adopt new technology to survive in competitive market.

A dummy pen is also attached with this wireless tablet which is also operated through battery. During giving a presentation students use this tablet by reducing awkward interaction, just grab a pen & go to draw, add anything, write on board, hide shapes & more. This slate is user friendly so anyone can easily use it. There Is a device which is called Bluetooth used in wireless tablet. Due to this tablet works around 10m range. This Bluetooth chip is inserted in PC.

FEATURES-:

5 x 3” 125 inch working area.

XXXI

2000 IPI resolution for pinpoint accuracy. 1024 pressure sensitivity levels. Support for window vista & Mac x Wireless so you can move anywhere in 10m area. Light weight so easy to carry. User friendly

ADVANTAGES/ USAGE-:

You can write anything on board by sitting your place without going on board.

For sending & writing mails. Work easily on Msword. Annotate anything. Highlighted anything in your presentation. Use in reality game shows when participants write their answer on

this wireless tablet & answer will be display on screen or monitor.

MARKETING ACTIVITIES

XXXII

Marketing is asocial process by which individual and group obtain what then need and want through creating offering and freely exchanging products and services of values with others.

Philips Kotler

The tools of marketing mix are combined in such manner that they give maximum mileage to the product from the factory to the consumer’s hand.

Product

Price

Place

Promotion

Position

Probing

Perpetual Mappin

Route market:

Outlet in this market caters to those people who are engaged in shopping, eating outgoing to and from work, in amusement center etc.

Home market:

XXXIII

Outlets in the market cater to people buying predominantly for home consumption either by case or loose bottles.

At work markets:

Outlets in this market enter to people working in offices, factories etc an attempt is always made to make soft drinks readily and conveniently available all day long while people are actively working.

Ceeco Pvt. Ltd. has high efficiency audio visuals product. They distributed it nationaly with the Brand name E-learn & Vivitek.

It has efficient Sales executive, managers & technical Engineer & other supporting staff due to these people company get success day by day. Ceeco get several prizes & certificate in last years for their superior work & products. People who once associates with Ceeco they always remain associate this company due to its healthy working environment, clear working policy, Best quality products & better future prospects & growth.

VISION

“Description of something (an organization corporate culture, a business, a technology, an activity) in the future”

Philip Kotler.

In other words we can say that vision is defined as a mental image for foresight. Ceeco Pvt. Ltd. Company says its vision “CEECO Pvt. Ltd. enters the next few years with the confidence of a learning knowledge based and happy organization”.

XXXIV

MISSION

“Essential purpose of the organization, concerning particularly why it is in existence, the nature of the business it in, and the customers it seeks to serve and satisfy”

Thomson

“Ceeco Pvt. Ltd.” derives their mission statements from a particular set of tasks. They are called upon to perform in the light of their individual, national or global priorities.

Indian IT Industry into Globally strong and competitive industry following:-

a) Through Dealer’s sales contestb) Sales promotion through sales man that is personal selling.c) Sales promotion through special event market

GOAL SETTING

Goals denote what an organization hopes to accomplish in a future period of time. They represent a future state or an outcome of the effort put in now. A broad category of financial and non-financial issues is addressed by the goals that a firm sets for Director of “Ceeco Pvt. Ltd.”expressed the purpose of his organization as “our goal is to be the most competitive and progressive institution in our industry.”. The company stated goals were “growth innovativeness, high profits as a barometer of efficiency highly involved employees distinctively charged with pride…”

The main goals of Ceeco Pvt Ltd. Is as follows:-

XXXV

Growth had been achieved in terms of customers & average business per employee.

Good product quality & service. Innovativeness was reflected in a number of new schemes. A high profit between its competitors and become industry leader. Employee involvement had been sought through the delegation of authority

and devolution of power to grassroots levels through a change in administrative structure and the creation of circle.

PROMOTIONAL POLICIES-:

Promotional activities play a greater and important role in the entire marketing effort being carried out by Ceeco Pvt. Ltd. “to generate more sales as well as the create and maintain an image of its product.”

Thus Ceeco pvt. Ltd. carried out its promotional activities as a controlled and integrated program of communication and material design to present its soft drink to the prospective customer. It also helps in communication the need satisfying qualities of product, to facilitate the sales and eventually to contribute towards the profit in long range.

The tools used by Ceeco Ltd. fulfilling the various purposes of its promotional activities are the Advertising

Dealer’s sale contest:

This is the method of sales promotion being used by the Ceeco Pvt. Ltd.

through its distributors is to conduct dealer’s sales contest. In it the dealer’s are

XXXVI

given prize in the form of cases of extra sales. In the contest at first his or her

respective distributors. According to their categorize each dealer. And then each

distributor fixes a target of minimum sale for each category to which every

dealer according to his or her category has to achieve during the contest period.

The dealers achieving highest sales over and above the target set is giving the awards.

Special event market-:

They also promote their product through participated in special events like National or international conferences or seminars. They recently take part in India’s largest ICT event.

Sales man contest:

Sales men contests are held to motivate the sales man. Under the scheme salesmen are given monetary incentive on the basis of sale made in their given route.

Media planning:

A very important part of advertising is to decide the medium of advertising and how much to spend in each media:-

Magazines, Newspaper, Hording

Advertising is one of the important factors which all put together results sales. It has to be backed by the distribution network, effective servicing,

XXXVII

dealer, goodwill and so on. Thus advertising has to be very carefully woven with the entire demands of marketing.

ADVERTISING POLICY

Advertising is a fascinating and important aspect of marketing. The health of many businesses depends on the generations of effective advertising. Advertising is basically communication and persuasive and such as long leaved on the insight of psychology and the study of consumer behavior

ADVERTISING STRATEGY OF CEECO

The main motive behind the purpose of advertising of the CEECO Company is to maintain the brand loyalty through recalling the memory of the users of construction as to attract the potential consumers.

As it was time when CEECO did not rely on the advertising in the electronics media, they just were in touch with print media (magazines) at the prime location of any institutes, colleges & companies.

PRICING POLICY-:

The company first has to decide what it wants to accomplish with its particular product offer. If the company has selected its target market and market positioning carefully, then its marketing mix strategy including price-will be fairly straightforward.

Determining Demand:

XXXVIII

Each price that the company might charge will lead to a different level of demand and will therefore have a different impact on its marketing objectives. The relation between alternative prices that might be charged in the current time period. In the normal case, demand and price are inversely related. That is, the higher the price, the lower the demand, and the lower the price, the higher the demand.

CEECO Company’s product has skimming pricing. It is targeted higher income people. But they have different priced products according to demand & need of the customer.

Demand sets a selling on the price that the company can charge for its product. And company costs set the floor. The company wants to charge a price that covers its cost of producing, distributing, selling the product, including a fair return for its effort and risk.

Price of a product also depends upon the competitor pricing strategies. To cope up with competition company has to keep in mind the prices of the products of the competitors.

MARKET SEGMENTATION

XXXIX

Segmentation can be defined as division of heterogeneous market into homogeneous market. These homogeneous market have similar need want & demand.

Companies targeted these segments according to customer’s need, want & demand to satisfy them.

Sometime companies targeted only one segment & serve customer better and sometime companies targeted two – three segments.

Ceeco targeted two segments-

1. Education Sector

2. Corporate sector

Education sector is a segment & sub segment are-

I. Schools

II. Colleges

III. Training institutes

IV. Competitive institutes

Similarly Corporate sector is also a segment & sub segments are-

I. IT Companies

II. Consultancy

ROLES & RESPONSIBILITY

XL

My roles & responsibility in CEECO-:

Preparing the database-:

As soon as they gave me this work I started to prepare a database. They provided me some data & some data I collected from Magazines like Digital learning ,IT alibaba.com etc. After collecting data I prepared a database.

Cold calling-:

After preparing a database I started calling to the people to aware them about my products and also told them about our proposal of Dealership and try to get appointment.

Conduct telephonic interview-:

I also conduct a telephonic interview when I did calls to check the potential of the people, how much they are aware about our products etc.

Taken appointment-:

After I got a potential client I asked them for an appointment.

Sending & receiving mails-:

After calling peoples I sent emails to them to aware them about our company profile and products. And also wrote about our proposals so that they can know entire things which we want to communicate. After this I also got some mails in response in which I generated some enquiries and also got some appointment.

Follow up the clients-:

XLI

After getting appointment I met to the client with one company executive on the fixed date & time to discuss with them about the deal.

Communicate them with our products& company-:

When I met them I communicate them with our products & company. Also told them about the benefits which are company offered to them.

Close the deal-:

After meeting if we found everything alright then close the deal and arrange 10 days training for them so that they become expert to handle all the products and easily give demonstration to the customer.

Ask him for references-:

After appointing a dealer I asked him for further references like if anyother person wants to take an dealership he gave him our company reference.

Taken feedback-:

After providing them 10 days training as soon as they started their work I used to get feedback time to time. As if they face any problem to convinced to the customer or faced any technical problem I send sales executive or technical person to help them.

XLII

DATA ANALYSIS & INTERPRETATION

I collected data from last 3-4 years databases. And also collect recent data from magazines like –Electronics 4 you.comDigital learningITVARSecurity TodayPC WorldTotal productionAvishkarAfter collecting data I did my work and analyze the data to test that how many people are interested with dealing us.For this I conducted telephonic interview and responses which I get from calling are as follows-Sample size- 100

XLIII

ANALYSIS-:

From above Pie chart we can analyze that when I ask questions to the people 50% people give me a positive response. It means they were ready to give a telephonic interview when I told them about it. Among these 50% people I can converted into dealer were 10% after met them. 22% people after telephonic interview not give any response. 28% people were not interested to give answers of my questions.

I asked such questions in telephonic interview-

Q-1 Do they know about projectors & Interactive board or smart board?

Sample size-100

Responses-:

YES- 30%

NO- 70%

YES NO0

1020304050607080

Awareness

Awareness

Analysis- from this data we can analyze that people are less aware about these products so firstly we have to aware them.

XLIV

Q-2 Do they have dealership for any other Projector brand?

Sample size- 100

Responses-

Yes – 20%

No- 80%

YES NO0

102030405060708090

Dealership

Dealership

Analysis-

from above data we can say that our competitors approach people before then us. & we have to apply some good strategies so that we can reach with a positive approach to the remaining population.

XLV

Q-3 which brand they recently working for?

Sample size- 20

Responses-

BRAND PERCENTAGE

CANON 30EPSON 20SHARP 40LG 10

CANON EPSON SHARP LG05

1015202530354045

BRAND PERCENTAGE

COMPETITORS

ANALYSIS-:

From above analysis we can say that market has scope for our company to establish dealers. Because there is only 20 percent population from 100 has dealership of other brand.

XLVI

Q-4 Are they ready for dealing with customers if we trained them for it?

Sample size-100

Responses-

YES- 45%

NO- 35%

Can’t say yet-20%

YES NO CAN'T SAY YET0

10

20

30

40

50

DEALER'S RESPONSE

DEALER'S RESPONSE

Analysis-

This data show us that people are ready to associate with us if we provide them sufficient training.

\

XLVII

SWOT ANALYSIS

I also analyze strength, weakness, opportunity & threat of the company in the market.

S- STRENTH

W-WEAKNESS

O-OPPORTUNITY

T- THREAT

STRENGTH-: Strengths of the companies are its healthy working condition, more than of 2 decades of experience in Audio/ Visual products. It is also the strength of the company that they are the national distributor of Vivitek projectors. The biggest strength of the company is they provide best product in best and affordable price.

WEAKNESS-: Weakness of the company is that they deal, with next generation products about which mostly people are not aware. So to create awareness they do more work for it.

OPPORTUNITY-: There are many opportunity for this company in the market. They have opportunity in event companies, schools, Training institutes etc. Nowadays people also use these products for personal use so this is also opportunity for them.

THREAT-: There are also some threats for the company in the market. They have threat from any new competitor who will come with same products and capture the whole market and have same threat with existing competitors. So they have to make competitive strategies to cope up with these threats.

XLVIII

CONCLUSIONS

The conclusion of this project report is that CEECO & its Products are Profitable. Its main Competitors are Canon & sharp. Now Ceeco also become popular among the customers due to its good quality & services. Keeping pace with changing time & an evergrwoing need for specialized services. In the present scenario CEECO is facing the challenge from its competitors like Canon, Sharp, Epson etc due to pricing & features differences.

According to Industry data we can see that large no. of players are in dealership & Sub dealership segment. So CEECO should increase their dealership Network by reducing selling price in the market.

Customers are diversifying to other brands in present scenario due to high publicity & popularity.

CEECO can get high achievement in the market due its best quality & best price in comparison to other brands.

Sales of Interactive Boards & E-slates are less due to unawareness among customers.

XLIX

RECOMMENDATION

Huge competition arise due to other brand who selling same product with more features. Ceeco creates its goodwill among customers due to its good quality & affordable prices which can afford by any institutes & company.

To increase sales they should increase advertising of their products through print Media or electronic media so that more people become aware to these things & want to buy these products.

In the new market scenario price is considered as the main attribute of a product, which can stimulate maximum number of customer.

More improvement is required in distribution network. So they should give dealership of their products in right hand. Because if they could not sale product properly, the competitors will get opportunity to selling their products in the market.

They should provide extra benefits to the dealers like if they will do the sale of Rupees 1lakh & above in a month they can get a holiday package , some kind of allowances , bonus etc. so these things motivate him to work effectively & efficiently.

L

APPENDIX

DEALER SURVEY

1. Do you have any dealership of Audio Visuals Product? Yes No

2. Which Brand do you have? Epson Canon Sharp Ceeco

If any other brand so tell the name?

3. From how many years you are in this market?

………………………………………………………..

4. Do you provide home delievery to your customer? Yes No

5. Do you have your own transport or, you outsource? Yes No

If yes then which type of vehicle do you own?……………………………………………………………

6. Do you know about Interactive Board, E-slates etc? Yes No

LI

7. Do you know the difference between Dlp & lCD technology? Yes No

8. What quantity of products you sold in a month?……………………………………………………………

9. On which price does the customer demands the most?…………………………………………………………….

10.Do you face any problem in selling these products?……………………………………………………………….

11.If we provide you training, are you ready for it? Yes No

12.Do you want some extra benefits from us?……………………………………………………..

13. Any suggestion or recommendation for CEECO?

……………………………………………………….

LII

BIBLIOGRAPHY

Reference to Book -:

a) Kotler Philip. ‘Marketing Management”b) Ramaswami & Namakumari, “Marketing Management”

Reference from magazines -:

a) Digital learningb) ITVarc) Electronics for you.comd) Avishkare) IT todayf) PC World

Reference from Web pages-:a) www.ceeco.inb) www.alibaba.comc) www.fundudata.comd) www.justdial.come) www.wikipedia.org