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Vikas Chandra Pandey

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CONTENT

Chapter 1 Page No.

Student’s Undertaking 4 Company Certificate 5 Acknowledgement 6 Executive Summary 7

Chapter 2

Preface 8 Growth of ELearning 8 Industry overview 9 Benefits of E Business 12 E Business & competition 14 Matrimonial search 14

Chapter 3

Company profile 17 Company’s Guiding Philosophy 18 Company’s Infrastructure 19 Customer Care Division 19 Management Team 20 Products &Offerings 20 Company’s marketing strategy 30

Chapter 4

Objective Of Study 33 Research Methodology 34 Primary Data 34 Secondary Data 34

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Chapter 5

Business Proposal Of E Services 35 Test Merit 41 Comparative Position Of Company 45

Chapter 6

Problem Recognition & Justification 46 Determinants Of Online Shopping 46 Adoption Theories & Analyzing Consumer Behavior 49 Key Findings 52 Suggested Marketing Strategy 54

Chapter 7

Format Of DSR 56 Conclusion 56 Reference 57

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STUDENT’S UNDERTAKING

I do hereby declare that this piece of project report entitled “Marketing and Promotion of E-Services and Online Education” for partial fulfillment of the requirements for the award of the degree of “Post Graduate Diploma in Management” is a record of original work done by me under the supervision and guidance of Mr. Rajesh Tiwari, HR and Regional head of Compark E Services Pvt. Ltd . This Project work is my own and has neither been submitted nor published elsewhere.

Place: Delhi Student Name

Date: 13 July 2009 VIKAS CHANDRA PANDEY

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Acknowledgement

Sometimes words fall short to show gratitude, the same happened with me during the project. The immense help and support received from Compark E-Services Pvt. Ltd overwhelmed me during the project.

The satisfaction that accompanies the successful completion of any task would be incomplete without the mention of the people whose ceaseless cooperation made it possible, whose constant guidance and encouragement crown all efforts with success

Above all I thank my family for their love and motivation at each and every stage of the project.

I am also grateful to our project guide Mr. Rajesh Tiwari (HR and Regional head, Compark E- Services Pvt. Ltd) for the guidance, inspiration and constructive suggestions that helped me in the preparation of this project. I would also like to extend my thanks to Mr. Rahul Garg (Sales Head, Northern Zone Compark E-Services Pvt. Ltd) who has helped us in each and every step of the project.

I also thank to our college project guide Ms. Priyanka Arora and Ms. Rashmi Taneja and all other faculty members, who had made countless effort for the successful completion of the project.

Last but not the least I thank my friends and their family who helped and motivated me to complete the project whenever I was down.

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Executive Summary

Service industry is growing at a very fast pace not only in India but also all over the world. It has been the frontrunner to the splendid growth of our country in last 6-7 years. It constitutes more than 50% to our GDP. Today’s world is running with the speed of the internet and internet has made the life at its minimum ease. So the service industry has also chosen to run with the speed of internet to provide the better service at the finger tips of their customers. This growth potential attracts me to work in this field and the Compark e- services Pvt. Ltd has given me this golden opportunity to work.

My project was to understand the different marketing strategies adopted by the companies to increase their market share and then promote our services. As a management trainee, the project was to find desirable locations to open new branches and finding out the prospective retailers to give the franchisee and also to find out the self motivated, energetic distributors for the different services and the products. My project dealt with the two different arena of e- business:

Marketing and promotion of e-services like railway ticket, air ticket and online mobile recharge

Marketing and promotion of online education (Mock test papers for the different competitive exams). On the basis of competitive analysis, industry analysis, business potential, feasibility analysis, marketing strategy, population base, diversity, cost analysis and business projections, I have send the list of some prospective retailers for the franchisee and one enterprise for the distributor ship in Lucknow region.

My summer training helped me to gain an insight of consumer behavior, effect of promotional medium for success of a product and a glimpse of what lies ahead in corporate world. Simultaneously my training has also given me a glimpse of daily management function in an organization.

The entire details of the sale of the e- services and online education are discussed in the project.

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PREFACE

E-Learning lessons are generally designed to guide students through information or to help students perform in specific tasks. Information based e-Learning content communicates information to the student. Examples include content that distributes the history or facts related to a service, company, or product. In information-based content, there is no specific skill to be learned. In performance-based content, the lessons build off of a procedural skill in which the student is expected to increase proficiency.

The worldwide e-learning industry is estimated to be worth over thirty-eight (38) billion euros according to conservative estimates; although in the European Union only about 20% of e-learning products are produced within the common market. Developments in internet and multimedia technologies are the basic enabler of e-learning, with content, technologies and services being identified as the three key sectors of the e-learning industry. ELearning is a catch-all term that covers a wide range of instructional material that can be delivered on a CD-ROM or DVD, over a local area network (LAN), or on the Internet.

GROWTH OF E-LEARNING

E-learning is capturing a large portion of learning activities both in academics and in industry.IndustryThe use of self-paced (asynchronous) e-learning in training continuously grew till 2007 reaching 20% of consumed learning. In 2008 there was a first drop in synchronous e-learning to 16%. The use of virtual class (synchronous) e-learning in training is dropping year-by-year from 16% of learning consumption in 2005 to 8% in 2008.High EducationBy 2006, nearly 3.5 million students were participating in on-line learning at institutions of higher education in the United States. Many higher educations, for-profit institutions, now offer on-line classes. By contrast, only about half of private, non-profit schools offer them. The Sloan report, based on a poll of academic leaders, says that students generally appear to be at least as satisfied with their on-line classes as they are with traditional ones. Private institutions may become more involved with on-line presentations as the cost of instituting such a system decreases. Properly trained staff must also be hired to work with students on-line. These staff members need to understand the content area, and also be highly trained in the use of the computer and Internet. Online education is rapidly increasing, and online doctoral programs have even developed at leading research universities

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INDUSTRY OVERVIEW

Scope and Status of different Online Services In India

A recent study done by the International Air Transport Association (IATA) shows that during the second half of March this year, more than 20 per cent of tickets sold by airlines that are members of the global association were e-tickets, up from about 5 per cent during the same period in the previous year.

Data compiled by IATA shows that close to 95 per cent of the tickets sold by the US carrier, continental, were e-tickets, while in the case of German airline Lufthansa, close to 83 per cent of the tickets sold were e-tickets.

Similarly, in the case of British Airways close to 92 per cent of tickets sold were e-tickets while more than 65 per cent of the tickets sold by Air France were e-tickets.

Among Indian carriers, while Jet Airways sold more than 37 per cent of its tickets as e-tickets, Air Sahara sold close to 28 per cent of its tickets as e-tickets.

"We expect that there will be a significant jump in the numbers as both Air India and Indian Airlines are expected to join shortly," said the IATA Country Manager, Mr. Robey Lal.

The many benefits of going in for e-ticketing include faster realization of funds for the airline involved apart from reducing the cost of issuing the ticket by as much as 10 per cent. The reduction in cost savings comes due to a variety of factors, including the fact that the airlines no longer need to store paper tickets.

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B2C market in e-commerce put at Rs 4,160 crore

EstatsIndia, an Internet research and consulting firm, estimates that the business-to-consumer (B2C) market in e-commerce in terms of revenues for the fiscal 2006-07 would be Rs 4,160 crore.

Within this, it estimates the market size of retail segment and job portals at Rs 200 crore each, with e-greetings and Internet Service Providers (ISPs) each bagging Rs 20 crore of online retail.

The matrimonial and dating services would contribute Rs 120 crore and e-broking based transactions would be Rs 80 crore. As consumers prefer to book tickets online, based on the billing figures the e-ticketing market is estimated at Rs 1,400 crore and bookings of hotels, cars and e-tours at Rs 300 crore.

Mobile value added services have been placed at Rs 580 crore and e-gaming at Rs 480 crore. The report reveals that online classified advertisements would comprise the biggest platform with the market slated at Rs 500 crore, while online advertisements would be at Rs 220 crore.

EstatsIndia estimates that the overall B2C e-commerce market in India will grow at a CAGR of 49.91 per cent to touch Rs 9,259 crore by the end of 2009. The e-travel bookings segment would form the largest chunk of the B2C e-commerce market, and this would grow at a CAGR of 47.53 per cent to touch Rs 3,700 crore by the end of 2009. CAGR in the report has been calculated over a period of next 2 years, beginning with 2006-07.

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LIC policies to be accessible online

LIC is investing over Rs 600 crore on digitizing all policy documents. The system will finally turn LIC into a paper-free office.

You may soon be able to get an instant loan against your LIC policy. All you need to do is log on to the Internet and mail your application. LIC will be able to process the application on-line and credit the loan amount to your bank account in a matter of few hours.

This will be possible with LIC converting all policy documents into electronic format. More than 50 per cent of the LIC policyholders take loans against savings-based insurance plans.

Digitizing Documents

LIC is investing over Rs 600 crore on an "Electronic Document Management System" that will digitize all policy documents. "Policyholders will be able to access their own documents on-line and use them for any purpose. This will also make it easy for policyholders to visit any branch and make a change in the nomination or other official modifications," said Mr. Thomas Mathew, Managing Director LIC.

The system will finally turn LIC into a paper-free office. LIC has given the contract for this to a consortium led by Hewlett Packard. The project is expected to take off in two months. "This is a huge project since all the documents of more than 19 crore policies have to be scanned. Since each LIC branch has over 2 lakh policies, the entire project will take around 4 years to be completed," said Mr. Mathew.

LIC's has been spending a lot of money on IT. This year the corporation has earmarked Rs 360 crore, up from last year's Rs 275 crore. Information technology has been a crucial tool in LIC's strategy for holding on to its market share. Almost all of the corporation's 2,048 branches are networked. "LIC got networked long before the PSU banks started working on a core banking solution," said Mr. Mathew.

Large Volumes

In 2005, LIC introduced satellite offices which allows policyholders to pay their premium anywhere in India. The corporation has around 94 satellite offices, which will be increased to 105 this fiscal. Next year, the number of offices will be 200, Mr. Mathew estimates.

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The Benefits of e-Business and Marketing

In introducing this resource, it is important that you understand the implications of this definition.

Firstly, marketing is a process - it occurs over time and evolves.

Secondly, it is about identifying, anticipating and satisfying consumer needs. These needs

are both real and imagined by the consumer. We need food to survive. We don't need

chocolate-covered doughnuts, however, but a business might be interested in creating this

'need'. Identifying needs is about finding out what consumers want now; anticipating needs

is about finding out what consumers might want in 2, 3, 5, 10, 20 years' time and satisfying

those needs is making sure the consumer gets what they want.

Thirdly, it is about satisfying those needs profitably. This means that having identified

the consumer need, a product or service can be devised to meet that need. If the cost of

developing that product means that the price to consumers would be extortionate, it is likely

that it would not be profitable - consumers wouldn't be able or willing to pay the sort of

price that might be necessary to bring the product or service to market.

Definition

E-Business refers to any form of transaction (exchange) that uses an electronic medium to facilitate the transaction.

E-Business, therefore, can include the following:

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Internet-based companies that operate wholly through the Internet to conduct their

business. Examples are eBay and Amazon.

Companies that combine traditional business formats with information on the business

provided via the Internet: for example, Ikea.

Companies that combine traditional business formats with the opportunity of buying

online. Examples include Marks & Spencer, John Lewis, HMV, Tesco and Argos.

Companies that collect information on customer profiles and markets and sell this

information to interested parties for example Experian and Mintel.

Any device used to facilitate exchange, such as 'Chip and Pin' technology, automatic

ticketing, electronic ticketing, and credit card transactions and so on.

Business to business (B2B) activity.

Using the opportunities that IT presents to improve the flexibility of working patterns

The Benefits of e-Business

There are a number of benefits to e-business but in thinking about these benefits it is essential that we make the link back to our definition of marketing in order for the benefits to be fully understood.

The benefits can be summarised as:

The opportunity to reduce costs of production by reducing overheads - for example, not

having a retail outlet in a busy high street location with high rents, reducing stock costs etc

The opportunity to increase sales

The opportunity to access new markets across the globe

The chance to target market segments more effectively

Provide more accurate information and improve customer service experience

Improves the efficiency of the supply chain

Improve employee motivation through more flexible working methods

Allowing 24/7 access to the firm's products and services

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Provides convenience and comfort for customers

E Business and Competition

Apart from offering the benefits that we have explored here, there are also other aspects to e-business that firms have to consider. The Internet makes information transfer far easier and as a result, people are able to share information about goods and services and the quality of a company - wherever they are.

Businesses such as Amazon provide opportunities for customers to review all the products they sell to help inform other customers. There are also more dedicated sites that provide information to help consumers make decisions. Look at the following example: Tripadvisor.com.

In the relevant box, type the name of a hotel near where you live and find out what people have to say about this hotel.

Matrimonial search

India has one of the youngest populations and the fourth largest Internet Population in the world with 38.5 million Online Indians today and all set to touch 100 million by 2007-08.

The Web has revolutionized matchmaking as a business and has brought affordable and convenient matchmaking to the masses as it addresses better matches, better searches, better tools and greater ease of use. It allows flexibility in finding the right partner as a simple search across multiple parameters filtering databases a service which is immediate, convenient and comprehensive.

Online Matrimonial Search Services have sky rocketed in the last 2 years and Matrimonial Websites are continuing on the path of high trajectory growth garnering Rs 58 crores in 2005- 06 and expected to cross Rs 98 crores in 2006-07. There has been a surge in subscription from 4 million subscribers in 2004-05 to 5.5 million in 2005-06 to an estimated to grow to 7 million users by 2006-07. Single important reason for this growth in the last one year can be attributed to the growing social acceptance which has been fuelled by pure play Internet Companies having offline centers spread across more than 10 cities, where not so savvy consumers are aided by executives to subscribe to multiple services as well as search the existing database first hand.

To better understand the exact demographics of the online matrimonial match seekers as well as parallel online activities they do online Internet & Mobile Association (IAMAI) of India mandated a study in collaboration with Cross tab Marketing Services in March 2006 with a base of 832 respondents who seek matrimonial match online.

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Key Highlights

Demographic Profile:

Age: 37% of the Respondents who use the Internet for Matrimonial Search are in the 18-25 age group, 52% are in the 26-35 age group, 11% are in the 36-45 age group, 9% are in the 46-60 age group and 2% above 61 years.

Gender: 69% of the Respondents who use the Internet for Matrimonial Search are Male and 31% are Female

By Marital Status: 63% of the Respondents who use the Internet for Matrimonial Search are Unmarried, 7% are Married without kids, 25% are Married with Kids and 4% are Divorced

Educational Qualification: 4% of respondents who use the Internet for Matrimonial Search have an education up to SSC/HSC, 13% have some college experience (Including. Diploma) but not a graduate, 44% are Graduate / Post-Graduate General (BA, BSC. MSC, B.com etc.), 35% are Graduate / Post Graduate in the professional realm and 4% mentioned ‘other’ qualification than options given.

Occupation: 8% of respondents who use the Internet for Matrimonial Search are Students, 4% are Clerical/Salespersons, 10% are Officers and Supervisors, 12% are Junior Executives, 22% are Mid Level Executives, 10% are Senior Executives, 12% are Self Employed Professionals, 5% are Business Man/ Industrialists, 1% are Skilled/Unskilled, 2% are Housewives and 2% are Retired.

Vehicle Ownership: 25% of respondents own a car / 4 wheeler, 38% own a motorbike, 21% own a scooter and 33% do not any vehicle.

Credit Ownership and Usage: 78% of respondents who use the Internet for Matrimonial Search own an ATM Card, 42% own a Credit Card and 57% own a Debit Card. 20% of the Respondents who use the Internet for Job Search have used a credit card online before, 17% have used a debit card before and 17% have used a Credit and Debit Card before.

Internet Access: 52% of respondents who use the Internet for Matrimonial Search access the Internet from Home, 58% access the Internet from Office, and 44% access the Internet from Cyber Café, 8% from Friends place and 9% from Mobile.

Internet Usage by Years: 38% of respondents who use the Internet for Matrimonial Search have used the Internet for more than 6 years, 47% for 3-5 years, 9% for 1-2years, 4% for 6- 11 months and 1% for less than 6 months.

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Internet Usage by Hours Per Week: 30% of Users who use the Internet for Matrimonial Search use the Internet for more than 21 hours a week, 24% use the Internet for 11-20 hours a week, 23% use the Internet for 5-10 hours and 16% for up to 5 hours a week.

Geographical Representation:

States: 25% of respondents who use the Internet for Matrimonial Purposes access the Internet from Maharashtra, 16% from Delhi, 12% are from Tamil Nadu, 7% from Karnataka; and 6% from West Bengal and Uttar Pradesh. 5% are from Madhya Pradesh, 4% from Kerala; 3% from Andhra Pradesh and Gujarat, 2% from Assam, Bihar and Rajasthan and 1% are from Chandigarh, Haryana, Jharkhand, Pondicherry and Punjab.

Cities: 17% of the respondents who use the Internet for Matrimonial Related activity are from Mumbai and 16% from Delhi. 6% are from Chennai, 6% from Kolkata, 5% from Bangalore, 3% from Pune and Lucknow, 2% from Ahmadabad, Hyderabad, Cochin and Indore, and 1% from Vadodara, Bhopal, Chandigarh, Guwahati, Jaipur, Kanpur, Nagpur, Patna and Thiruvanthanapuram. 28% come from ‘Other Cities’ outside of these cities dismissing the notion that the Internet is metro specific and allowing marketers to target their marketing activity to

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Company Profile

Compark E-Services Pvt. Ltd was formed by an IIM alumnus Vikas Gupta with a vision to make sure the reach of technology to the every Tier 2 and Tier 3 cities.

Compark E-Services Pvt. Ltd is a corporate license holder of Indian railway (IRCTC) besides railways compark has also tie up with many big organization like ICICI bank and many other air ticketing services.

Compark has 1000 franchisee across India. Compark is looking for ambitious expansion of 40000 business and information services franchisee across India.

Compark has its core organizational values which makes organization better than any other organization like:Discipline: 1. In exercising freedom & power given by the organizational work 2. In using organizational resources and in conforming to work standards & policies agreed upon by self 

Honesty: 1. In dealing with customers and business associates and in making promises and delivery of those promises 

Freedom: 1. Of expression within the organization and to stand up for right Innovation 2. To ease the lives of masses for whom our services can make meaningful difference.

Innovation: 1. To ease the lives of masses for whom our services can make meaningful difference.

Compark has its mission in near future to create online e services distribution network of 40000 centers by 2012 offering wide range of innovative technology based services.

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SNAPSHOT

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Company’s Guiding Philosophy

“Center of ideas like Compark is required to speed up the process of change to pull out technology-deprived population. Virtual world of Internet requires sophisticated physical infrastructure to reach masses that do not have resources to procure such infrastructure. Small towns of India, where digital divide is expected to create economic deprivation and distorted social polity, require physical centres that make wide range of technology enabled services within the reach of common man. Moreover these centres work as the source of awareness about technology and its uses, cushioning people against the sudden shock they might get upon being hit by being on the wrong side of digital divide.”

Summarily, Compark identifies following reasons for its existence:

1. Bridging Online-offline Divide: Information services primarily are in demand due to information asymmetry. Consistent with its focus on small towns and villages, Compark chose to create a network of e-services centres. This network would bridge online-offline divide on one hand and would earn profits in the process of doing that.

2. Convenience has great demand: Most transactions services provided by Compark e-services centres provide convenience (apart from knowledge based services) to customers. As online transactions are substitute for complex physical effort, the demand for these services is instant and huge.

3. Emergence of new business centres: Most businesses are information based and there is a need for such centres which can conduct business using information. Many services reserved for physical business models may now be sold to customers simply by using pure information & good relationship.

4. Need for a unified entity: Compark merges the online business and physical shops. It fulfils the need for credibility by online business and also need for efficiency by physical shops. This is one of the most important reasons as to why small towns and villages have accepted the presence of Compark.

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COMPANY’S INFRASTRUCTURE

Compark E-Services Pvt. Ltd has its franchisee base of 1000 in all over India and as the company deals with the E-business so the company has also opened some of its branches all over India. Company has established its corporate office at the very prime location in the fast growing area of the capital of India i.e. Delhi’s NCR (near to capital region) in Ghaziabad.

The corporate address of the company is:

Compark E-Services Private Limited A-12, Aditya Corporate Hub, F-502, 5th Floor, Rajnagar District Center, Ghaziabad – 201001 (Nation Capital Region) Phone: +91-120-4113331

COMPANY’S CUSTOMER CARE DIVISION

Compark E-Services Pvt. Ltd. has extensive customer care division which is opened up 24*7 for the remedial solution of their customer. Company’s customer care division is also operated from its corporate division. Compark e services Pvt. ltd has set up individually different customer care division for its all business verticals.

Customer Care Numbers – ComparkFor Mobile Recharge

Mr. Sourabh Kumar Mail:

mobilecare@compark.in sourabh@compark.in Call: 09212319778

For Air Ticketing Mr. Triloki Pandey Mail: aircare@compark.in triloki.pandey@compark.in Call: 09212088766

For Railway Ticketing Mr. Sachin Sharma Mail: railcare@compark.in sachin.sharma@compark.in Call: 09212244768

For Compark Cash CardMr. Monu Sharma Mail: comparkcash@compark.in monu.sharma@compark.in Call: 09212244769

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Management Team

Vikas Gupta: Managing Director

An alumnus of IIM-Ahmadabad with a strong desire for social entrepreneurship. Compark is a step to make information based services more accessible for masses. Services delivery and innovation in business processes are his strong areas.

Manoj Gupta: - Director

An industrialist with experience in varied industries, he takes care of the finance side of the business. He is passionate about new verticals development and defining investment strategy of Compark Group. 

Raju Moza: Director

With a diverse background in business development, marketing, consulting & strategic alliances across various industries. He is passionate about internet as a catalyst of change. Strategic collaborations and new business ideas are his strong areas.

COMPANY’S PRODUCTS & OFFERINGS

Compark E-Services Pvt. Ltd deals in many business verticals and has very wide range of products and services which helps its customers to get extensive beneficial services under one roof. The wide range of products and services also makes the company distinct to the other companies. The different verticals of compark are:

Compark E-Services- Compark E-Services is the name of a pack of services provided by the company under one name. E-Services include three type of services

Railway- Railway e ticketing service allows you to book and cancel railway reservation tickets as the authorized agent of IRCTC. This service is provided through IRCTC. The company is authorized by IRCTC to appoint IRCTC agents. The agents can charge services charges from the customers as per the IRCTC rules.

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Key Features • Commercial license of selling railway reservation tickets • Book tickets at your convenience • Easy cancellation • Waiting tickets can also be booked • Increase customers loyalty • Increase in customers footfall • A gateway to enter online services business

Best mode of payment at IRCTC site is Internet Banking of PNB, Bank of Baroda, Syndicate Bank or Union Bank of India. There is no service charge or transaction charge through these banks. The money remains in your account and you earn interest also. In case you still require cash card, you can take cash card by depositing money in our account.

For the benefit of our agents and customers, we have launched a Cash card (in collaboration with ICICI Bank) that allows you to book railway tickets

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Air-

One of the other value added services on Compark platform is Air Ticketing services. We have collaborated with www.travelepoint.com to provide this service. Through our platform you can book both domestic as well as international ticket on very economical cost.

Key Features • On the instant air e-ticketing. • Simple to operate • Center can book both domestic as well as international air tickets. • All the airlines and all the air designation are available. • Good commission structure • Commission credited to your online account instantly

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Bus-

We provide bus ticketing through our partner www.travelepoint.com . Bus ticketing is a growing service with various state transport corporations now providing online bus ticket booking. Our agents can make a very good business by selling bus tickets.

Mobile

Mobile recharge is again a very lucrative service provided by Compark. You can provide the recharging facility for all operators in your circle with just a few clicks. You earn commission on the same as per the operators’ policy for a particular recharge voucher. No need to keep any recharge coupons. Enjoy the facility for truly efficient service.

Key Features • No need to keep separate inventory for each mobile operator • Single account for every recharge including Dish TV & Tata Sky • All circles and all operators recharge at your request • Easy complaint handling • Complete MIS of transactions for easy tracking.

Courier

Compark in collaboration with the leading courier service providers give the option to its centers to book courier packages. This provides opportunity for extra income. Centers can also use courier services to send tickets to their customer and charge extra for such service.

Hotel

Hotel booking is yet another complementary service offered by Compark. Booking of hotels can be done for any city depending upon the list of hotels available for a particular location. You view hotels according to your budget. Various classes of hotel are available for booking.

We are also looking for more tourism portals to provide better and best customer services. Compark agents are able to book hotel through our travel portal   www.travelepoint.com.

Key Features • On the instant hotel reservation. • Simple to operate • Center can book almost all Class 1, 2, 3 domestic hotels. • Good commission structure • Commission credited to your online account instantly.

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Holidays

Holidays booking is high value business for Compark Centers. Holiday booking is a big business in large cities but it is also growing in smaller cities. Compark Centers can book holidays through our travel portal www.travelepoint.com .

DTH

Recharge the monthly subscription for the TATA SKY and DISH TV and earn a flat commission of 4% on the amount of recharge. No need to keep any scratch card.

Key Features • You can generate the monthly voucher of Tata Sky & Dish TV. • Center will get 3-4% commission of sale of the vouchers. • Commission will be paid directly to the online account. • No physical cards require, vouchers will be generated online. • Facility to check all transaction record and sale record. • Credit can be easily monitored.

Compark Cash

Compark Cash (www.comparkcash.com) provides an all-in-one payment card in collaboration with ICICI Bank. This payment card can be used for following purposes: • Railway E-Ticket Booking • Air Ticket Booking • Online Mobile Recharge • Online Bill Payment • Online Shopping • ATM Cash Withdrawal • Shopping or Bill Payment at points where VISA swipe machine exists • Payment for all the future online services by Compark and its partner companies • Any other use of Debit Card

Key Feature Compark-ICICI Payment card is virtually like a bank account without customer worrying about minimum balance etc. • Instant Receipt of funds • No Minimum Balance Requirement • Usable at any VISA enabled POS or ATM • No need to keep track of an additional account • Card Flash Value • SMS alerts on every reload

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• Monthly statements via email • Balance enquiry at ICICI Bank ATM's & Call Centers • Easy Lost card replacement process • 24 hours call centre assistance • Safe to carry

Financial Services

Compark center can provide following financial services at the click of mouse:

• Car Loan • Home Loan • Personal Loan • Education Loan • Business Loan • Loan against Property • Insurance • Mutual Fund • Credit Card • Prepaid Card

Center earns either on per lead basis or commission on actual conversion of the customer.

OTHER SERVICES-

Compark E Services Pvt. Ltd has also added many utility and financial services to this E-Services business for the convenience of their customer. The other services available to the customers of the compark E-Services Pvt. Ltd are:

Post Paid bills can be paid Premium of Insurance can also be paid Classified ad bookings can also be done. Bus and Car rental facilities are also available to the customers.

The whole services provided by Compark E-Services Pvt. Ltd can also be seen in the diagram shown below…………..

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Compark Cash • Compark Cash is an affiliate concern of Compark E-Services Pvt. Ltd. Compark Cash provides easy payment solutions to its affiliates and retail customers. • Compark Cash provides an all-in-one payment card in collaboration with ICICI Bank. • This payment card can be used for online-offline payment purposes and also for cash withdrawal at ATMs.

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Common E-Point

Common E-Point is a place where people can avail comprehensive range of e-services. Compark is in the process of opening one Common E-Point per two lakh population. Under Common E-Point, complete technology hardware is provided by Compark and store design is undertaken by a branding team. Common E-Point offers huge business opportunity to its franchise and amazing convenient experience to its customers.

Education

Compark Group has following business verticals for delivering various education & assessment services.

Test Merit E-Learning Pvt. Ltd.

Test Merit is an online education portal for providing cost effective entrance examination practice to students. Students can prepare for the following entrance examinations by purchasing the practice packages: • Common Admission Test (CAT) for IIMs • MBA Entrance Tests for other institutes • Management Aptitude Test (MAT) • IIT-JEE for IITs • AIEEE for other engineering institutes • Regional Technical University Entrance tests

Skill Merit

• Skill Merit is an Institutional and Corporate Skill Assessment vertical of Test Merit E-Learning (P) Ltd. • Skill Merit is a venture initiated to improve quality of learning in professional institution and promote awareness through assessment among professionals. • Skill Merit aims to promote better self understanding among professionals through online testing mechanism. • Skill Merit develops & conducts scientifically proven tests and instruments for individuals which offer useful insights into knowledge, skills and attitude of test taker.

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School Merit

• School Merit is an School Assessment vertical of Test Merit E-Learning (P) Ltd. • School Merit is a venture initiated to improve quality of learning in educational institutions and promote awareness through assessment among students. • School Merit aims to promote better self understanding among students through online testing mechanism. • School Merit develops & conducts scientifically proven tests and instruments for students which offer useful insights into knowledge, skills and attitude of test taker.

Compark Academy Pvt. Ltd.

• Compark Academy is a chain of professional training institutes for offering career-oriented education to students and professionals. Programs & Courses offered by Compark Academy are as follows: 

Professional Courses o Retail & Marketing Certification o Financial Services Certification

Finishing School o Attitude & Behavior Training o NAC-Tech Training & Certification

Vocational Courses o Office Executive Certification o Computer Accountant Certification

Online Learning o E-Learning Certification o Online Competitive Test Coaching

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ESTATE

Compark Estates is still at the concept stage and aims to target niche areas of real estate. The underlying theme of Compark Estates is to provide natural work and living environment to people. At the same time, our projects will factor in sustainable living in small towns where for want of scale and less profitability, big developers do not pay enough attention.

Compark Estates also aims to develop organized chain of property brokers across India so that standardized and credible services can be given to customers.

Thrust areas of Compark Estates are as follows:

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• Low Cost Housing • Good Life Clubs • Campus Apartments • Real Estate Projects Retailing • Real Estate Projects Rating • Real Estate Fund • Clean Up India

Foundation

Compark Foundation complements the guiding philosophy of online business by focusing on rural and under privileged areas. Compark Foundation aims at creating viable centers in these areas which can provide various relevant online services to information-deprived customers.

Compark Foundation also identifies talented children in under privileged areas so that they get right career guidance and financial support to pursue a career of their choice. We also conduct various information surveys and research which helps in public policy formulation.

Compark Foundation has following main activities:

• Rural ICT Development • Educational Assessment • Talent Search & Support • E-Governance Consulting • Public Policy Research • NGO network Development

Opportunities for Collaboration

Compark Foundation is seeking to collaborate with following partners:

•Non-Government Organizations  – For developing ICT centers in rural areas. •Research Institutions – For conducting research activities on behalf of our research partners. •Marketing Organization – For conducting marketing surveys and developing distribution system for various marketing organizations looking for a foothold in rural India. •Governments Departments – For providing e-governance consulting and advice in public policy formulation.

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COMPANY’S MARKETING STRATEGY

Compark e-services pvt.ltd is applying basically two types of marketing strategy which have been able to provide a large customer base in a short span of time. In the last three years compark e-services have been able to reach to the 1000 franchisee outlet which itself talks about the excellent marketing techniques used by compark. The two marketing techniques used by Compark e-services Pvt. Ltd. are:

INTERNAL MARKETING-

Internal marketing refers to the marketing task done by the employees of the company whether the personnel’s are from sales or any other department. Compark have been able to apply this kind of attitude in its organization. Compark recruitment technique is the cause of its good internal marketing strategy.

RECRUITMENT AND PROMOTION GRAPH IN COMPARK

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EXTERNAL MARKETING-

External marketing refers to the product or service portfolio provided by the company and the external work done by the company for the good brand image among the customers. External marketing starts with the brand recognition of the service by the customer and leads to the customer satisfaction.

What customer expect What Compark offer

Wide service range under one roof Compark offers wide range of Services through internet

24 Hr service and ease of access Compark provides enhanced Customer service

Personalized attention Personalized service through employees

Understand local dynamics.

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COMPANY’SMARKETING STRATEGY AT A GLANCE

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OBJECTIVE OF THE STUDY

Frankly speaking any job or the task has the specific objective i.e. what is need and the requirement of the particular work. In the same way my objective is to learn something from the summer internship program. It means that the training program in any reputed company give the market knowledge of its subject matter of the study. The main objectives are:

To make a comparative study of competitor of compark in Lucknow city. To study compark product and services. To find out potential buyer for compark e-services and Compark’s Test merit franchisee. To analyze the marketing strategies of compark and suggest new strategies.

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RESEARCH METHODOLOGY

The methodology adopted for marketing and promotion of e-services and online education was a

mix of direct interviews and data from various sites on internet. I carefully analysed them.

Sources of Data

Primary data

I took a sample size of 200 people (from cyber cafe owners, mobile recharge shops, educational

institutes and coaching centres and interviewed them. Information was gathered from them and

on the basis of their responses each day I change the question and information given to them and

then again recorded their responses and information about exact offering of our competitors.

Secondary data

I also gathered data from company’s websites and other websites related to e-services and online

education which provided information on changing consumer behaviour, preferences, size of the

market, scope, opportunities for company and prospective customers.

It was purely consulting and selling. I was given a daily report format and required to note

responses accordingly. On the basis of those findings I zeroed upon our advantages and

disadvantages and accordingly gave suggestions to company and changed my way of

approaching customers and providing necessary information and suggestions.

LIMITATIONS

1. Uneven size of respondent.

2. Small size of data for test merit.

3. Reliability on general consumer test and preference about country as a whole (lack of specific

information about consumer behavior of people of Lucknow).

4. Questioning was done on each day improvement basis, so no common set of questionnaire for each respondent

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Business Proposals Of E Services

Franchise

Franchise or E-ticket agency from Compark makes one an authorized IRCTC agent who can book and cancel the reservation tickets. To take the E-ticket agency from Compark, you have to follow the simple process: 1. Compark provide railway e-ticketing license for which you require computer and internet connection. 2. You can book railway reservation tickets (confirmed, waiting and tatkal) through this license. 3. You will earn by charging booking fees on every ticket from customers. 4. To take this ticket booking agency you need to send following documents to our office address. 5. Copy of Voter ID card or Driving License with three passport size photographs. 6. You will receive your license and software within 25 days of receipt of documents.

Investment- Rs.15000 (one time non refundable license fee)

Support- Advertisement support, Customer care support, Flex board for franchise, Technology support, Transparent pricing, Ethical business practices.

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Commission to franchise-

Railway Ticketing   Service Charge From Customers

Air Ticketing   5%-8%

Mobile Recharge   3%-4%

DTH Recharge   4%

Hotel Booking   5%-7%

Bus Ticket   Rs 10 per ticket

Courier Service   20%

Financial Service   10%

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Franchise Earning Potential-

Service Transactions Per Month

Commission Per Transaction

Monthly Commission

Railway Tickets 300 30 9000

Air Tickets 50 200 10000

Mobile Recharge 600 7 4200

DTH Recharge 100 12 1200

Courier Service 100 12 1200

Bus Ticketing 20 10 200

Hotel Booking 10 52.5 525

Financial Services 20 100 2000

Total     28325

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Distributors

Compark is appointing Distributors for spreading its centre network across India. Distributor is responsible for marketing and selling our services in their respective regions. Compark is looking for following types of Distributors: District Distributor (DD): Responsible for operations in at least one district of a region. DD will have authority to appoint agents and centres in his area. Master Distributor (MD): Responsible for operations in at least five districts of a region. MD will have authority to appoint District Distributor. Business Partner (BP): Responsible for the operations in the entire state. BP will have authority to appoint Master & District Distributor in his state.

Investment- Rs.100000 for 10 franchises.

Support- Advertisement support, Customer care support, Flex board for franchise, Technology support, Transparent pricing, Ethical business practices.

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Commission to Distributor-

Franchise creation Rs 5000 per Franchise

Railway Ticketing Rs 1 per Ticket

Air Ticketing Rs 20 per Ticket

Mobile Recharge 0.2% of Franchise's Turnover

DTH Recharge 0.2% of Franchise's Turnover

Hotel Booking Rs 20 per Booking

Bus Ticket Rs 1 per ticket

Courier Service 2.5% of Franchise's Turnover

Financial Service 10% of Franchise's Income

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Distributor earning potential-

Service Number of Franchise

Amount Per Franchise Monthly

Commission

Acquisition Margin (On Franchise Creation)

10 5000 50000

ServiceTotal Transactions

Commission Per Transaction

Monthly Commission

Railway Tickets 3000 1 3000

Air Tickets 500 20 10000

Mobile Recharge 6000 0.4 2400

DTH Recharge 1000 0.6 600

Courier Service 1000 1.5 1500

Bus Ticketing 200 1 200

Hotel Booking 100 20 2000

Financial Services 200 10 2000

Turnover Earning on 10 Franchises 21700

Turnover Earning on 30 Franchises 65100

Turnover Earning on 50 Franchises 108500

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TEST MERIT

Test Merit is an effort to provide expert and cost-effective entrance test practices to millions of young aspirants in India. Company’s endeavour is to provide top-class online study material at every nook and corner of the country.

You will find online test practice packages best in the industry. What is even more important is our personalized attention to students after they get registered.

You can ask any queries or clarify your doubts from experts’ team which is available to you in making most of your efforts to get into best institutes of the country.

Presently company is focusing upon MBA entrance examinations like CAT, MAT and employability tests like NAC-Tech (approved by NASSCOM). At regular intervals we shall be including a lot of other entrance tests to make Test Merit as the most preferred practice portal for the young aspirants.

In order to take advantage of our preparation center, you have to purchase our test practice packages.

You can select any of our packages by clicking on the test you wish to appear in. If you are appearing in CAT then choose any of the packages which suit your requirement. You may select the package depending upon the intensity of your preparation.

Even if you are taking classroom coaching from any of the MBA entrance coaching institute, you will benefit from our test preparation program.

We provide answer keys after you submit your answers. Your performance evaluation sheet is sent along with a detailed feedback and comparison with other test takers

Test Merit Is Appointing Franchisee At The Following Three Levels:

1. Local Franchisee (LF): Local Franchisee Will Be The Selling Point For Test Merit Packages.

Franchise fee- Rs 30000.

Earnings- 33% on every study package.

Support to franchise-

Marketing and training.

Advertising through online medium.

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Listing of franchise name on the website.

Franchise Earning Potential-

Product Packages Per

Month Earning Per

Package*

Monthly Earning

CAT 20 600 12000

IIT-JEE 30 600 18000

AIEEE 40 400 16000

MAT 30 400 12000

MCA 20 300 6000

Other Tests 30 300 9000

Total  170   73000

2. Master Franchisee (MF): Master Franchisee Will Be Responsible For Developing Franchisee Network In A Particular Area Allotted By The Company. 

Franchise fee-

1. Rs 200000 for 10 franchises worth Rs 300000.

2. Rs350000 for 18 franchises worth Rs 540000.

Earnings- Up front income on franchise creation, 5-7% on franchise turnover.

Support to franchise-

Marketing material and training.

Advertising through online medium.

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Franchise Earning Potential-

Product Number of Franchise

Amount Per Franchise

Monthly Commission

Acquisition Margin (On Franchise Création)

5 10,000 50,000

Product Total Packages Per

Franchise Earning Per Package

(5%) Monthly Earning Per

Franchise CAT 20 90 1800IIT-JEE 30 90 2700AIEEE 40 60 2400MAT 30 60 1800MCA 20 45 900Other Tests 30 45 1350

Turnover Earning Per Franchise 10,950

Turnover Earning on 10 Franchises (@ 6%) 1,31,400

Turnover Earning on 20 Franchises (@ 7%) 3,06,600

Why Test Merit Franchisee

Test Merit is a wonderful tool for students in helping them to prepare for tough entrance examinations. Following reasons make test merit even more attractive for students and franchisee:

1. All the entrance tests will be conducted online in future hence there is huge market in online entrance test coaching. For example GRE/GMAT preparation is mainly done online or through computer.

2. Classroom entrance test coaching is very expensive (Rs. 20000-30000) and is only available in big cities. While the similar packages are available at Test Merit for a price range starting from Rs. 600/- till Rs.3400/-. for students who are away from big cities or do not have too much money, Test Merit preparation packages are great help.

3. Test Merit preparation packages are developed by experts and have the best content for high chances of success in entrance examinations.

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4. For a local franchisee, return on investment is huge as he can recover his initial investment by selling various packages to 15-25 students.

5. Test Merit comes with an all India distribution network that makes Test Merit packages available in every city.

Process For Franchisee Appointment

Fill out the business enquiry form attached with this proposal or submit it online. Send us a mail on Testmerit@gmail.com and attach the enquiry form in your mail. After evaluating your application, we will get in touch with you. Upon confirmation of your franchisee application, you have to issue a demand draft in

favour of ‘Compark Education’ Payable at New Delhi with in 7 days of confirmation. Amount of investment will be according to the franchisee level. Your package limit and franchisee account will be activated with in 5 days of receipt of

demand draft.

COMPARATIVE POSITION OF COMPARK CASH CARD IN MARKET

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Compark has got an extra edge over the other company in the same industry. The different verticals comparative position in the market can be summarized as follows:

Compark Cash ITZ Cash Done Card

Withdrawals Yes No No

Swipe Yes No No

Electronic Use Yes No No

Bank Involvement Yes No No

Global Acceptance Yes No No

PROBLEM RECOGNITION AND JUSTIFICATION

Selling in the cyberspace is however is very different from selling in physical market and require a critical understanding of consumer behaviour and how new technologies challenge the traditional assumptions underlying theories and models.

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Online consumer behaviour is defined as activities directly involved in obtaining, consuming and disposing of the products and services online, including the decision process that precede and follow these actions.

Problem statement- The above discussion leads to identify following research statement:

“ To gain a better understanding of online consumer behaviour in India, that will result in gaining knowledge regarding the factors that affect the Indian customers to purchase goods and services through internet in general and specifically buying tickets through internet.”

DETERMINANTS OF ONLINE SHOPPING

Determinants of intention

to shop online

Determinants of online

Shopping behaviour

Determinants of attitude

towards online shopping

Attitude Innovativeness Trust

Perceived usefulness Experience Experience

Innovativeness Intention Perceived usefulness

Perceived behavioural control Internet usage Ease of usage

Risk Perceived risk Perceived risk

Social norm Enjoyment Habit

Experience Perceived behavioural control Innovativeness

Perceived consequences Demographic variables

Ease of use

Habit

The definition of determinants of intention to shop online, online shopping behaviour, attitude towards online shopping are as under:

ATTITUDE-

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Attitude refers to the one’s evaluation about the consequences of performing a behaviour. Attitude is a significant antecedent of intention to shop online.

INTENTION TO SHOP ONLINE-

Intention to shop online refers to the likelihood that a customer actually buys the products and services online.

PERCEIVED USEFULNESS-

Perceived usefulness refers tio the degree to which a person believes that using a particular system would his or her job performance. In other words it can also be said that perceived usefulness affects the attitude of online shopping.

PERCEIVED EASE OF USE-

Perceived ease of use refers to the degree to which a person believes that using a particular system would be free of effort.

PERCEIVED BEHAVIOURAL CONTROL-

perceived behavioural control refers to one’s perception about the ease or difficulty in performing the behaviour. Perceived behavioural control is important in explaining human behaviour since an individual who has an intention of accomplishing a certain action may be unable to do so because his or her environment prevents the act from being performed. In the context of online shopping computer access, internet access and availability of assistance are all behavioural control factors that are important in facilitating online shopping behaviour.

TRUST-

Internet is a new form of commercial activity, which tends to involve a higher degree of uncertainty and risk when compared with traditional shopping. Internet stores appear to be less well known to the customers, as they cannot examine the quality of the products before making a purchase, nor they can fully monitor the security and safety of sending sensitive personal and financial information through the internet to a party whose behaviours and motives may be hard to predict. Thus, the concept of trust becomes very important in the context of online consumer behaviour. Trust refers to the confidence of a person has in his or her favourable expectation of what other people will do, based in many cases, on previous interaction.

PERCEIVED RISK-

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Perceived risk refers to a consumer’s perception of uncertainty and adverse consequences of buying from the internet.

EXPERIENCE-

Consumers who have previous experience in online buying will be more likely to purchase online than those who lack such experience.

INNOVATIVENESS-

Innovativeness refers to the degree and speed of adoption of innovation by an individual. Shopping on the internet can be considered as an innovative behaviour because it is more likely to be adopted by innovators than non innovators.

HABIT-

Habit is a situation behaviour sequences that have become automatic and occurs without self instruction. It is a behaviour tendency developed from historical situations that an individual experienced in past. Such tendency will elicit behavioural response from the individual automatically upon a stimulus which most likely is a situation similar to the past.

PERCEIVED CONSEQUENCES-

Each act or behaviour is perceived as having a potential outcome that can be either positive or negative. An individual’s choice of behaviour based on the probability that an action will provoke a specific consequence.

DEMOGRAPHIC VARIABLES-

Demographic variables include age, income, gender and education. Specifically income and education are the dominant variables in consumer’s online buying behaviour.

ADOPTION THEORIES AND ANALYZING CONSUMER BEHAVIOUR

Shopping on the internet is a voluntary individual behaviour that can be explained by behavioural theories such as the theory of reasoned action(TRA) proposed by Frieshbein and

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Ajzen , theory of planned behaviour(TPB) proposed by Ajzen and technology acceptance model proposed by Davis.

THEORY OF REASONED ACTION

The theory of reasoned action regards a consumer’s behaviour as determined by the consumer’s behavioural intention, where behavioural intention is a function of “attitude towards behaviour” and “subjective norm”. The theory predicts intention to perform behaviour by consumer’s attitude toward that behaviour rather than by consumer’s attitude toward a product or service.

Also consumer’s intention to perform certain behaviour may be influenced by the normative social belief held by the customer. So the theory of reasoned action is concerned with rational, volitational and systematic behaviour.

THEORY OF PLANNED BEHAVIOUR

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The person’s believe that the behavior leads to certain outcomes and his or her evaluations of these outcomes.

The person’s believe that specific individuals or groups think he or she should or should not perform the behavior and his or her motivation comply with the specific referents.

Attitude toward the behavior

Relative importance of attitudinal and normative consideration

Subjective norm

Intention Behavior

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Theory of planned behaviour is a cognitive model of human behaviour, in which the central focus is the prediction and understanding of clearly defined behaviours. It extends the theory of reasoned action to consider perceived behavioural control for reflecting user perception regarding possible internal and external constraints on behaviour.

The principal predictor of behaviour is intention. People tend to act in accordance with their intention to engage in a behaviour. Intention can be regarded as a motivation to engage in a particular behaviour and represents an individual’s expectancies about his or her behaviour in a given setting. Intention is influenced by attitude, subjective norm and perception of control over the behaviour. Attitude toward a particular act represents a person’s overall positive and negative belief and evaluation of the behaviour. In turn attitude is derived from salient behavioural beliefs of particular outcomes and evaluation of those outcomes.

Subjective norm is an individual’s perception of general social pressures from important others to perform or not to perform a given behaviour.

TECHNOLOGY ACCEPTANCE MODEL

The technology adoption model is one of the most widely used models of IT adoption. It can also be applied to E commerce and adoption of internet technology.

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Behavioral beliefs and outcome evaluations Attitude

Normative beliefs and motivation to comply

Subjective norm

Control beliefs and perceived facilitation Perceived behavioral

control

Intention Behavior

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According to TAM , IT adoption influenced by two perception: Perceived ease of use and Perceived usefulness. Perceived usefulness is defined as “ the degree to which a person believes that using a particular system would increase his or her performance.” Perceived ease of use, in contrast refers to “the degree to which a person believes that using a particular system would be free of effort.” Two other constructs in TAM are attitude towards use and behavioural intention to use. Attitude towards use is the user’s evaluation of the desirability of employing a particular information system application. Behavioural intention to use is a measure of the likelihood a person will employ the application.

TECHNOLOGY ACCEPTANCE MODEL

It‘s may be correct to say that evaluation and comparison of different theories reveals that they are not so different in terms of their differential predictions.

In the TAM as in the TRA, attitude predicts intention and intention predicts behaviour. Unlike TRA TAM does not include a subjective norm component as a determinant of

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External variables

Perceived usefulness

Perceived ease of use

Attitude Behavior intention

Actual behavior

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intention because of its uncertain theoretical ad empirical psychometric status. On the other hand if we compare TRA and TPB were formulated as generalization of a wide area of individual’s behaviour, including the use of information technology.

So a conclusion can be drawn by using all the three theories together.

KEY FINDINGS

The research shows that perhaps the most important factor influencing online ticketing adoption is the subjective norm. following the subjective norm, Perceived behavioural control, attitude and trust were found to be the other major factors of the online ticketing intention. This may be due to the fact that online services has been recently in India, hence most of the passengers as well as referent groups that influence the passengers intention are not aware of existence of such a system. This indicates the relative importance of the social influence on potential users with no prior experience.

Perceived behavioural control was found to be another factor of online ticketing intention. This result was expected since passengers cannot use the online ticketing system unless they don’t have the knowledge necessary using for the system.

The importance of trust in forming, the attitude and intention of the inexperienced users of the online services. This suggests that the passengers will not try the services unless they are assured of the security of the system in online transaction process and trustworthiness of the receipts issued.

During the summer training, according to these theories I also found these facts about the Compark e-services Pvt. ltd.:

Compark is although a very new company but the people of Lucknow knew about the company.

Compark is providing long range of services than any other company. Retailers of the Lucknow city has doubt about the credibility of the company initially

they did not believe in company but after some discussion about the company, people have started believing on the company.

The collaboration of the company with the leading bank makes the image of the company more stable than any other company.

The only one problem that I found during my training that company is still not able to capture the good market share that is the unavailability of the office in the Lucknow city, which downs the image of the company and leads to the less sale of the franchisee in Lucknow City.

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The price of the offering is a major concern as some of the companies selling few important services in much cheaper rate.

Retailer wanted quick returns. Few wanted license for free but revenue sharing based formula. Those who do not have computer system consider it as quite an expensive proposition.

SUGGESTED MARKETING STRATEGIES

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During my summer training I found some loopholes and some very strong facts about the company and according to my experience and as per my knowledge and finding I would like to suggest these measures to the company:

Positioning as a market challenger- company should position its brands as a market challenger because the service provided by the company are very attractive and beneficial for the franchisee holder and the most important thing is that the service are available at a very low cost. The positioning will include three types of its objective:

1. Strategic objective

2. Attack Strategy

3. Specific Strategy

Compark is a service organization so company should apply some customer development process.

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COMPETITORCOMPARKR

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Organize some promotion seminar for their customers. Advertisement is the area where compark need to care a lot. Advertisement will

make the company more familiar in the market. Back office staff should be more integrated to franchisee.

FORMAT OF DSR (DAILY SALES REPORT)-

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During my training we were also supposed to fill the daily sales report of the people whom we have met for the marketing and promotion of the e-services and also we were supposed to mention their feedback and we were also supposed to give our comment on the customer feedback. The format of the DSR is:

Name of the contact person Contact details of the person Email ID of the person Name of the city Customer feedback Trainee’s comment

This report had to be submitted to company on Saturday evening of every week.We were also required to follow up the prospective customers.

Conclusion-

Compark E-Services Pvt. Ltd is a fast growing firm in the E-business and online education. Director and CEO have a clear vision about the future which lies ahead and started a relentless pursuit to emerge as a force to reckon. Company has a clear target market for e-services and Test Merit ,but to see it light company has to promote itself strongly as it has relatively less brand recognition which is proving to be very costly as competitor are also geared up to take advantage of first movers in rural areas. Company also needs to open up various offices near to customer. Time is for some splurging to promote the offering without it a good company with a good product can fail. It was a great learning experience which will definitely add to my learning of consumer behavior and corporate world.

ReferencesBooks

E-Commerce by Houghton Mifflin Harcourt

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Successful franchising by Bradley J. Sugars

Adams, D. Nelson, R.R. and Todd, P.A(1992) ‘Perceived Usefulness, Ease Of Use and Usage Of Information technology

Ajzen I. (1985) “From Intentions To Action: A Theory Of Planned Behaviour”

Bhatia, A. (2004) E Ticketing: The cost Effective Alternative’ Travel and Tourism express

Websites

www.infibeam.com

www.franchise-chat.com/books

www.ecommercetimes.com

www.threebrix.com

Journals

Enabling of the Ubiquitous e-Service Vision on the Internet

CONTENTS

S. No. Contents Page No.

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1. Student’s Undertaking 3

2. Acknowledgement 4

3. Executive Summary 5

4. Preface 6

5. Growth Of E Learning 7

6. Industry Overview 10

7. Benefits of E-Business 14

8. E-Business & Competition 15

9. Matrimonial Search 16

10. Company Profile 18

11. Company’s Guiding Philosophy 20

12. Company’s Infrastructure 27

13. Customer Care Division 34

14. Management Team 36

15. Products & Offerings 38

16. Company’s Marketing Strategy 45

S. No. Contents Page No.

17. Objective Of Study

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18. Business Proposal Of E-Services

19. Test Merit

20. Comparative Position Of Company

21. Problem Recognition & Justification

22. Determinants Of Online Shopping

23. Adoption Theories & Consumer Behavior

24. Key Findings

25. Suggested Marketing Strategy

26. Format Of DSR

27. Conclusion

28. Bibliography

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