Professional Documents
Culture Documents
NAME OF ORGANIZATION’S:
1. DAINIK JAGRAN
2. NAV DUNIA.
3. PATRIKA.
SUBMITTED TO:
PROF. A S KHALSA
SUBMITTED BY:
GOVINDA KHANDELWAL
PEERZADA M. MUSADIQ
PRATIBHA SINGH
(SECTION-B)
TABLE OF CONTENT
Introduction To Newspaper..................................................................................................4
Introduction to Dainik Jagran..............................................................................................6
Dainik Jagran Bhopal Edition..........................................................................................6
Overview..........................................................................................................................6
Management Organisation Structure...............................................................................8
Their Competitive Strengths............................................................................................9
Their Strategy.................................................................................................................12
Readership and Circulation Drivers...............................................................................13
Sales and Circulation.....................................................................................................14
The Newspaper Publication Process..............................................................................16
Thematic flow chart of Dainik Jagran...........................................................................18
SWOT Analysis ............................................................................................................19
Introduction To Naidunia...................................................................................................23
Marketing Department ..................................................................................................27
Revenue Generation.......................................................................................................28
Distribution Channel......................................................................................................30
........................................................................................................................................31
........................................................................................................................................31
Thematic Flow Chart of Navdunia................................................................................31
Introduction To Patrika......................................................................................................33
Patrika Motto.................................................................................................................35
Group companies...........................................................................................................36
The selling process ........................................................................................................40
Distribution Process of Patrika .....................................................................................42
Revenues Generation.....................................................................................................42
Comparison between Patrika And Bhaskar Advertisements..........................................44
Thematic flow chart of Patrika .....................................................................................45
Annexure............................................................................................................................47
INTRODUCTION TO NEWSPAPER
Newspaper is the most powerful tool of distributing news on various subjects to the
world through the most descriptive of manners. Since the time that the world’s first
newspaper was born, there has been much progress in the way they presented their
news to the readers. Newspapers are the most popular choice when it comes to
grasping news simply because newspapers cater to readers of all ages and
communities. Moreover, the newspaper industry in India achieves greater milestone
because of the existence of newspapers of various regional languages. The Indian
newspaper industry witnesses the flourishing of newspapers in English, Hindi, and
other regional languages, which cater to people speaking different languages. This
multilingualism in newspapers increases the hits of newspaper reading in the
country. Indian Hindi newspaper, for instance, has the largest number of circulation
since Hindi is the national language of India and is spoken in most parts of the
country. Ever since newspapers in the country have innovated their approach in
targeting more readers by using colored pages, better paper materials, etc, the
scope of growth in newspaper advertising and marketing has also become more
possible. Newspapers serve as perfect platform for advertisers and advertising
agencies to promote their products in print in the most creative manner possible.
Keeping in mind the popularity of newspapers and their readability, advertisers are
targeting popular newspapers more and more. An Indian Hindi newspaper, being a
very popular choice because of reaching out to the masses at all levels has become
an option that has caught the attention of advertisers and marketing companies.
Moreover, advertisers and marketing agencies have the opportunity to showcase
their concepts and ideas in the most constructive and creative manner in print. The
scope for a commendable progress in newspaper advertising and marketing makes
major popular Indian newspapers, including an Indian Hindi newspaper, a strong
contender as an impressive platform for advertisements and marketing concepts.
The Indian advertising and marketing scenario has witnessed a steep increase
because of the application of such platforms as newspapers, magazines, television,
Internet advertising, and so on. However, the conventionalism and undying
popularity of newspapers makes them the favored choice for advertisers to promote
their products
INTRODUCTION TO DAINIK JAGRAN
DAINIK JAGRAN is a Hindi daily newspaper. It is principally published in Northern
India. As of October 2008, "Dainik Jagran" has 32 editions and the only daily to print
over 200 sub-editions, each one customized in content to the needs of the readers in
different geographical areas.
Today, Dainik Jagran has 29 Printing Centers in 10 States, with over 200 sub-
editions. It is published from Uttar Pradesh, Uttarakhand, Bihar, Jharkhand, Punjab,
Haryana, Madhya Pradesh, Delhi, Jammu and Kashmir, Himachal Pradesh.Dainik
Jagran located in Bhopal comes under the Brand Name of Dainik Jagran but has
independent in its work.
OVERVIEW
They publish India’s largest read and highest circulated daily newspaper, Dainik
Jagran. (Sources: IRS 2005, Round 2 and ABC certified figures for January-June
2005.) Dainik Jagran, a Hindi daily newspaper, has a total readership of
approximately 19.2 million readers per day as per IRS 2005, which we believe is the
highest readership of any publication in the history of IRS, and a total readership of
21.2 million per day as per NRS 2005. Net paid sales of Dainik Jagran were
approximately 2.4 million copies per day for January-June 2005 as per ABC certified
figures. Dainik Jagran, then known as Jagran, was first published in 1942. It is now
published in 28 editions across 10 states. They publish Dainik Jagran in 25 editions,
one of their associated companies publishes two editions of Dainik Jagran and an
unrelated firm publishes one edition of Dainik Jagran.
They also publish Sakhi, a monthly magazine targeted at women, Jagran Varshiki,
an annual general knowledge digest, and various national and state statistical
compilations.They print from 25 facilities with a total installed capacity of
approximately 1.28 million copies per hour. They distribute our newspapers through
a multi-tiered network of agents and vendors.
Editorial Excellence
With nearly 60 years of history, They believe that Dainik Jagran is recognized for its
superior editorial content and for its unbiased and independent reporting. They
believe that Dainik Jagran is the first newspaper in India to have two editorials in
each edition. Jagran journalists and editorial teams have won numerous media
industry awards and are well known for their excellence.
Localized and timely news – Their large network of district offices and large
number of on the ground reporters enables us to gather information whenever and
wherever newsworthy events occur in their footprint, including small towns and
villages that may be overlooked by other newspapers. They` believe that the Hindi
dialect in India changes approximately every 25 kilometers. By publishing over 200
sub editions, they are able to use the dialect in each market and customize the
content of the newspaper to reflect the interests of readers in each market.
Increased ability to attract advertisement revenue – They have 30
business offices which give them the ability to leverage their advertising relationships
across geographies and to leverage these relationships when expanding into new
markets and new businesses.
Economies of scale – Due to the large size of their print media business, they
are able to benefit from economies of scale, which includes:
the nationwide coverage of their marketing team;
favorable newsprint supply contracts; and
A scalable IT infrastructure.
THEIR STRATEGY
Following the acquisition in 2000 of four businesses that published a total of eight
editions of Dainik Jagran, their strategy has been to expand Dainik Jagran’s footprint
so as to increase its circulation and readership and to establish a dominant position
in the Hindi newspaper segment. They have successfully implemented this strategy,
launching 13 new editions and more than doubling Dainik Jagran’s readership, whilst
increasing Dainik Jagran’s lead as the most read newspaper in India in each of the
last five IRS surveys.
Having established Dainik Jagran’s dominant position, their goals are to:
consolidate Dainik Jagran’s position as the most read and most widely
circulated newspaper in India and for Dainik Jagran to become the market
leader in all of its current markets;
increase their advertising revenue from Dainik Jagran;
acquire and invest in other newspapers, magazines, journals and other media
related businesses in India to expand our business and improve their
competitive position;
increase their printing capacity, particularly color printing capacity; and
Modernize and upgrade our existing printing centers, which will reduce
operating costs by increasing productivity, reducing staff costs for mailroom,
handling and other allied operations and decreasing newsprint waste.
They believe that the following are drivers of readership and circulation:
Quality of content. The belief of the reader in the independence and
integrity of the reporting and analysis is an important factor in readership
and circulation.
Width and breadth of content. Readers look for what they view as
an appropriate mix of national, regional and local news. We believe that
effective coverage of local and regional events fosters within the reader a
feeling of importance and closeness to the newspaper, encouraging them to
read the paper.
Targeted content. Supplements or other “add-ons” within the main
newspaper may target particular demographic or geographic groups of
readers, such as women, youths or young children.
Quality of product. The design, layout of the newspaper and quality of
newsprint and printing may attract customers and enhance the reading
experience.
Level of advertising. The nature and level of advertising will also drive
readership.They believe that classified, tenders, cinema and local
advertising are particular drivers.
Pricing and incentives. Circulation can be influenced by the price of a
newspaper and incentive and promotional schemes/ campaigns.
Brand pull. Brand recognition and brand loyalty, often based on a family
history of reading the same newspaper, also drive readership.
Capability of distribution network. The availability of a particular
newspaper in a timely fashion may also influence readership.
They earn revenues mainly from selling Dainik Jagran and from selling advertising
space in Dainik Jagran. The circulation of Dainik Jagran was approximately 2.4
million copies as per ABC certified figures for January to June 2005.
The cover prices for our editions of Dainik Jagran do not cover our newsprint costs
but we take into account the cost of newsprint in setting our cover prices. However,
the cover prices of our editions of Dainik Jagran are largely driven by competition.
Newspaper buyers in India are price sensitive and cover price is a significant factor
in their purchasing decision. In looking at increasing cover prices, in addition to
newsprint prices and competition, we also look at Dainik Jagran’s positioning in a
particular market and readers’ sensitivity to the price in that area. The cover prices
we charge for our editions of Dainik Jagran depend on the location and on the point
of sale. Customers often pay prices below the cover price when purchasing by
subscription.
The sale of our newspapers can be classified as follows:
Regular sales through trade and vendors;
Subscription sales;
Institutional sales, such as to airlines and hotels; and
Sales to young readers through schools.
Advertisements
In order to maintain readership and the quality of our newspaper, we constantly
maintain the balance between advertisements and editorial content. There are three
broad categories of advertisements in the main section of our newspapers:
The Hindi newspaper has an image of being the newspaper of the masses that is the
ones that are meant for the actual readers. Hindi newspaper dailies are low in terms
of fun and beatification part and high in terms of news coverage and content based.
Regular local supplements of each and every part they are covering give them a
definite edge over other newspapers. These newspapers bank heavily on the local
news coverage that they provide daily.
The readership of this newspaper was built up on the shoulders of people who
wanted the real news with less fanfare and those, which spoke to the point about the
subject.
In terms of reach the Newspapers were excellent as they had circulation base in
even remotest of corners. Being in the language of the masses i.e. Hindi these
newspapers provide a huge read up audience.
Being the newspaper of the masses the newspapers scored high with the advertisers
looking for good reach and high impact.
Dainik Jagran has high favorable in terms of readership in the old city
area.
The most popular media vehicle for advertising was newspaper as it was
cost effective, spontaneous and provides excellent reach. A close favorite
were the local cable channels, which scored high interims of combining
audio and visual, effects and had good reach as well.
Dainik Jagran again came out as majority holder for newspaper people
like most to advertise into, primarily due to its superb reach; closely
following was times of India and Amar Ujala as well.
Newspaper’s reach is the major driving force in selection of a particular
newspaper to advertise into. Other parameters being the impact created
and budget allocated.
Weakness
The established and old outlets like jewelers, clothing go in for daily
advertisements as an image building and regular reminder
advertisements. But the majority of advertisers were seasonal advertisers
that went in for advertising for sales promotion or other occasions as
required.
Opportunities
Dainik Jagran, although being one of the best Newspaper should work on
its image, of being a Newspaper of locals to being a Newspaper of
national importance.
Dainik Jagran should also improve the paper and picture quality, although
it may mean putting a few extra efforts and budget; it will certainly give
returns in terms of facing competition from English dailies.
The looks and feel of the Newspaper should be changed from time to time
to keep up with taste of readers.
It is high time that Dainik Jagran started a advertising campaign for itself,
being a super brand as well as the number one newspaper daily in India,
way ahead of any English Newspaper, it should work more in getting
these facts to the masses.
With the changing trend it would be extremely beneficial to incorporate
some English or bilingual features regularly in the Newspaper.
Threats
HINDI DAILIES:
1. Dainik Bhaskar
2. Raj Express
Banking on their image of being the newspaper of the people with class, these
newspapers scored high on terms on good looks, language a better advertising
quality.
The readership generally comprised of young people who looked fro fun and frolic
part in the newspaper than hard core news items only.
English newspaper dailies rely heavily on image building and periodically make it a
point to change their looks and style of presentation to keep up the level of interest of
the readers.
Having close competition from leading Hindi newspaper dailies like Dainik Bhaskar,
the newspapers go in foe weekly local supplements as well.
However it was this image building that provided these papers a little edge in the
new areas. People here are looking for class products and that is what these
newspapers deliver. Also their good paper quality and creative presentation style
provided them that extra point.
INTRODUCTION TO NAIDUNIA
NaiDunia Media Pvt. Ltd.
(Leading Media House and publisher of Hindi Dailies- NaiDunia & NavDunia)
Nava Bharat is the most circulated Hindi language newspaper of Bhopal. News
items based on local entertainment industry, politics, sports, crimes and society are
generally published in the pages of Nava Bharat. Bhopal is one of the prime cities of
India. Nava Bharat as an efficient and prompt newspaper keeps a tag on all the
ongoing happenings of Bhopal and prints them in the daily versions.
The entire look of Nava Bharat newspaper of Bhopal is quite appealing and the
quality of print is of international standard. The page textures are also of fine quality.
“In Bhopal City, NavDunia has 20 pages daily with 16 color pages including four
pages pull-out ‘Bhopal City’. NavDunia is also circulating in nearby Vidisha, Sagar,
Raisen, Sehore, Hoshangabad, Harda, Betul districts of Madhya Pradesh. NavDunia
has introduce two fortnightly magazines- ‘Spectrum’ for kids and ‘Sehat’ for the
health conscious, which are already popular in NaiDunia circulation area, apart from
weekly supplements like Nayika, Glamour Dunia and Tarang. Priced reasonably at
Rs.1.50/- daily, NavDunia is eyeing for No.2 slot from day one”.
Plans are to promote NavDunia through a multimedia campaign. “With a heavy
promotion strategy, NavDunia is expected to catch the eye of readers at Bhopal
soon. We are targeting a circulation of 1, 50,000 copies in first quarter after the
launch”
NaiDunia presently has five editions across Madhya Pradesh & Chhattisgarh at
Indore, Gwalior, Jabalpur, Raipur and Bilaspur. The 60 years old publication house
has re-evolved in past two years and is one the fastest expanding Media houses of
the country. NaiDunia and NavDunia will soon venture out in other states of the Hindi
belt.
Legacy
NaiDunia represents Hindi print media fraternity as one of the oldest, most reputed
and pioneer of Hindi dailies. Established on 5th June 1947, just before independence
by Freedom Fighters Babu Labhchand Chhajlani & Shri Basantilal Sethia, NaiDunia
has traversed across the independent era of modern day India. Over the years even
though NaiDunia’s geographical boundaries were limited to central India, NaiDunia
made its mark on national press scene because of its quality journalism & technical
excellence. Through its 60 years journey NaiDunia has successfully instituted norms
of credibility and truthfulness for an ideal print medium. It has set itself apart in the
society by its issue based, unbiased and non-prejudiced reporting. NaiDunia is also
recognized as school of Hindi Journalism where most of the top editors and reporters
of India graduated. Every Hindi Newspaper of India can be claimed to have someone
who began his or her Journalistic career at NaiDunia.
Technical Excellence
Technically NaiDunia has always been ahead of trends in the industry. For its quality
printing and technical expertise NaiDunia has been thrice awarded First prize and
twice awarded Second prize by Govt. of India and also won the Birla Matushri
Award. NaiDunia now has state-of-the-art machines and CTP processing technique
being used at all print locations.
Roadmap to Excel
NaiDunia has made significant strides in recent. In April ’08, NaiDunia News &
Network Pvt. Ltd. transformed into an Integrated Media Company with change in
name to ‘NaiDunia Media Pvt. Ltd.’ with plans to diversify in various other forms of
media. NaiDunia Media Pvt. Ltd. has recently launched another Hindi daily in
Madhya Pradesh Capital- Bhopal in name of ‘NavDunia’ with a circulation of 1.3 lac
copies. With this launch NaiDunia & NavDunia have a combined circulation of more
than 6 lac copies across Madhya Pradesh and Chhattisgarh states, with an equal
spread from metropolis Indore- the industrial and commercial capital of the state to
political city Bhopal and developing cities like Gwalior, Raipur, Bilaspur and Jabalpur.
NaiDunia Media has recently ventured into New Delhi- NCR with NaiDunia. Other
than it, a weekly Hindi Newspaper and Magazine ‘Sunday NaiDunia’ is being
launched at 9 state capitals- Lucknow, Patna, Ranchi, Dehradun, Chandigarh,
Jaipur, Mumbai, Bhopal and Raipur.
MARKETING DEPARTMENT
Marketing Department, in any organization, (so as in navdunia) plays a vital and
important role. In the print media, marketing department will play very crucial role as
regards collecting local advertisement of local advertisers, combined advertisements
in case of multiple editions, mini metro and metro market advertisement,
Government clients are also very huge advertisers and hence marketing department
also does public relation work with the client of private market as well as with the
government department of central/M.P. State. Henceforth, the responsibility of the
marketing department becomes quite sensitive and important.
Bhopal being the capital of M.P., business potential is seen from the govt.
department as well as from the local market where clients like Big Showrooms,
Durable Companies, F.M.C.G. Companies, T.V., Automobiles, Builders, Education,
etc. Apart from Bhopal, clients like Indore, Gwalior, Jabalpur and neighbour State
capital Raipur, will also be adding strength in the business. Regional market (Up-
country market) will also contribute substantially; hence catering of Up-Country
market also becomes very important.
Marketing Team
Navdunia marketing team will be very-very composite, experienced in print media
and shall be fully capable of handling clients, agencies and servicing in terms of
relation building with the clients.
Print media working would be through advertisement agencies recognized by INS,
which will ensure the payments. An experienced print media person who has been in
leading newspapers for five years is heading the marketing team. Other members
also have substantial print media experience and are fully competent of dealing with
any segment in and outside Bhopal. Modus operandi of the NaiDunia marketing
would build sound and well-established relationship with the government clients as
well as with the agencies. We will ensure satisfied client based services for a long-
term business association. As regards up country market the team of well
experienced persons will ensure the total coverage of All Major districts is also
capable of handling regional market in total.
Plan of Marketing
Navdunia marketing team is monitoring each and every advertiser who is having
funds for advertisement of any kind as all those are considered to be our
competitors, to ensure, maximum close monitoring is being done on competitors'
activities for encountering any situation well in time. Daily MIS is being prepared of
competitor's newspaper.
Though a different event, Navdunia will ensure proper branding, maximizing
advertisement revenue and will create hype in the entire state of Madhya Pradesh
step by step.
REVENUE GENERATION
The revenue generated from consumers or circulation revenue is not enough to
cover the cost of newsprint used. It is because cost of one copy of NaiDunia is much
more than the price that is charged from the customer. The main source of revenue
for print is advertising. The revenue that is generated from circulation is 15-20% of
total revenue and the rest from advertising. But the interesting thing is even being
priced so low vis-à-vis global standards; it is the pricing that drives circulation. Hence
if the pricing increases by a rupee, there is direct effect on the circulation numbers
which will decrease. The extent of advertising a particular media house receives is
dependent on extent of readership or viewership depth it has.
There are different organizations that measure the readership and viewership reach
in naidunia. In this business it’s the winner that takes away the lion’s share of
business. It is because newspaper that has been rated higher on the
readership/audience by the rating agencies will attract more business. As far as the
ratings are concerned.
Print media have different parameters that are used as a base for deciding cost of
space and time for advertising. The unit for measuring space in case of print media
is sq cm while for magazines it is half page or full page etc. The navdunia rate for
advertising in Bhopal edition is Rs 1970 per sq cm for the column on the first page.
The space set for allowing advertisement in navdunia is defined in terms of edit ratio.
It is the ratio of news space and advertisement space for a given newspaper or
magazine. The edit ratio at which navdunia operates is 45: 55.
Thus we can see the extent of uncertainties involved in media business. In order to
diversify the risk media businesses have moved to TV from print or vice versa or
other businesses. There are few non media businesses which make an attempt to be
in media not for the reason of just being in media.
Advertising
Most newspapers make a majority of their income from advertising; the income from
the customer’s payment at the news-stand is small in comparison. The portion of the
newspaper that is not advertising is called editorial content, editorial matter, or simply
editorial, although the last term is also used to refer specifically to those articles in
which the newspaper and its guest writers express their opinions.
There are three main categories of perishable goods: Goods that are perishable only
when considered by the customer; Goods that are perishable only to the
manufacturer; and Goods that are perishable to both the manufacturer and the
customer. Newspapers fall into this later category. Newspaper companies cannot
print the news sections of the newspaper in advance because of the requirement
that news be timely. Additionally, with the increase in commuting times, especially in
the large, metropolitan markets, late delivery is also not entertained. Therefore,
newspaper production/distribution is the problem of distributing highly perishable
products under severe time constraints.
Printing
Loading of
Newspaper in
private carrier for
distribution
Distributor
Agents
Sub- Agents
Hawkers
The glorious journey of Patrika started way back in 1956, when Shri. Karpoor
Chandra Kulish laid the foundation of Rajasthan Patrika, which is now the 5th largest
Hindi daily in India (IRS 08). The idea of starting a newspaper from scratch was a
challenging proposition but Shri Kulish ji took up the crusade with absolute fortitude
and determination. The newspaper grew with the growing faith of expanding number
of readers and today it stands tall as one of the most credible newspapers in India.
The success story of Patrika from a local quarter-size double-sheet evening daily
(1956) to a full-fledged sixteen-page newspaper has been an epitome of sheer hard
work & determination of each & every employee of the organization. Rajasthan
Patrika is the initiator in the development of ‘Journalism in Rajasthan’. It is committed
to provide reliable, authentic, and apolitical news, to educate the masses and give
voice to issues that concern their lives.
Rajasthan Patrika is the no.1 Hindi daily in Rajasthan, Gujarat, Karnataka and Tamil
Nadu. (IRS 08). In Rajasthan alone more than 1 Crore 32 lakh 90 thousand readers
(IRS 08 TR) read Rajasthan Patrika. The readership of Rajasthan Patrika alone is
more than the combined readership of rest of all newspapers in Rajasthan, put
together (IRS 08).
It has workforce strength of 2000 correspondents, reporters and stringers spread all
across the country. The company has a vast network of 3,500 agents and 12,000
Hawkers. A motivated workforce of 4000 personnel is associated with the company.
Rajasthan Patrika has a wide network of corporate offices across some major cities
of India to carry out our various business operations smoothly. The major cities are
as follows:
Bhopal, Chandigarh, Coimbatore, Dehradun, Delhi, Hubli, Hyderabad, Indore,
Jabalpur, Kanpur, Lucknow, Mumbai, Nagpur, Pune, Raipur, Vishakapatnam.
PATRIKA MOTTO
GROUP COMPANIES
The Patrika Conglomerate
Patrika group enjoys a strong presence in various media and also in several other
fields. Let’s have a brief look at some of major group companies from The Patrika
Conglomerate.
• Daily News:
• News Today:
• Radio Tadka:
Enjoying a multi state presence, a FM station known for its distinct play list
and contents. Rightly Declared No.1 FM channel in Jaipur, leading with 1 lac
70 thousand more listeners than nearest competitor (IRS 08)
The web division of Rajasthan Patrika that proudly represents its 2 unique
Hindi language News portals; www.rajasthanpatrika.com & the very recent
www.patrika.com . Patrika.com is first of its kind portal with extensive
coverage of over 54 cities across India and is responsible for 24 hours news
publishing on the Internet, with around 3 millions page views per month.
Patrika Events:
For below the line solutions, hosts events that enjoy footfalls as high as 18 lac
which have been recognized thrice in Limca Book of record. National Book
Fair, Property Fair, Health and Wellness Fair, Career Fair, Mega Trade Fair,
Food Festival, Indian Festival at Dubai etc are some of our popular event
properties.
• Planet Outdoors:
• Cable Networks:
Local Cable Network spread across the important cities in state. Channel 24,
Aaradhana, My Music, and Sky Movies are some of the popular cable
channels of the company.
• Patrika-in-education (PIE):
• Find it:
Find it Yellow pages are available not only in print but also on web and CD,
supported by 24 hours online phone services and are available in the states
major cities. Largest Yellow pages of the state of Rajasthan. We are now
expanding in M.P. and Gujarat.
• Patrika TV:
• Patrika Prints:
• Patrika Junctions:
• Year Book:
• Patrika Publications:
Has over 200 titles published in over 12 Languages. Patrika yearbook sold
around 1,50,000 copies last year, will now be published in Gujarati and
English, as well.
A public charitable trust started by Patrika Group, to serve the society. The
trust mainly focuses on supporting the relief work during any epidemics.
Also supports Prime Minister Relief Fund through monetary help during any
national emergencies. The trust promotes Public Awareness programs
related to various social issues. The JMT provides services to the Society,
which is not confined to any Caste, Community and Religion.
THE SELLING PROCESS
The selling process of Patrika in India involves various steps like:
This is the stage where potential customers are found and evaluated. It is first
necessary to identify that the potential customer has the willingness, ability and
authority to buy the product. This would involve first generating sales leads. In the
case of newspapers customers could be Financial Institutions, IT employees,
students preparing for their CAT examination MBA students and other institutions like
Hotels, Airlines etc. Most of the times when a company or offices are approached
with subscription offer the gatekeepers are encountered who are actually the
receptionists and security guards and they don't have the authority to buy the paper
but pose a challenge to the final sale from happening.
2. Pre approach:
In this stage the process of approaching the client is decided. This involves deciding
on the approach establishing objectives of the sales call and preparing for a
presentation. We need to analyze what are the newspaper features in which the
customer will be interested and focus on those during the presentation.
This stage involves deciding whether it will be enough to do a simple cold call or to
set up an appointment which is needed in case we want to set up a stall. Like in the
case of setting up stalls in IT companies where a larger section of our targeted
population can be met it becomes essential that we first fix up an appointment with
the facilities manager asking his permission to set up the stall.
3. Approach:
This stage involves getting in initial contact with the customer by meeting him and
generating interest in the product. Once the salesmen we are with the customer they
would make a presentation making him aware of the characteristics of the paper, the
discount and the magazines that are on offer.
4. Handling Objection:
The most common objection which is encountered during the selling is the fact that
most customers who are regular readers of others newspapers are very loyal and
are unwilling to change. This is the time when distinguishing features of the products
need to be highlighted. And of course the magazines which are offered are another
reason why most of these customers get ready to buy the subscription. Also the
supplements like Brand Line, Life by Business Line, and The Smart Investor by
Business Standard are highlighted to entice the consumers to purchase the
subscription.
5. Closing
At this stage the customer is more or less aware of the product and has made up his
mind to either go ahead with the sale or not. If the subscription are attractively priced
most customers prefer to go for the plan offered and want to first get a look at the
service being provided. Thus most people will either back out at the middle of the
presentation, while others stick around to try and see what they are getting for their
money. By the time salesman pops the final question whether the customer wants to
pay by cash or cheque the customer usually has made up his mind.
DISTRIBUTION PROCESS OF PATRIKA
The newspaper sales involve distributing highly perishable products under
severe time constraints.
The printed newspapers have to be dispatched to various distributors
across the region. Transportation is normally through private contract
carriers within local area, public transport in case of longer distances and
through couriers in other cases
The newspaper distributor has the rights to distribute the newspaper in his
area. The revenue of the newspaper distributor is based on a commission
on the sale of every newspaper. The circulation is normally through
salesmen appointed and salaried by the distributors, who in turn pass it on
to hawkers.
Hawkers, vendors and book stall owners are the last link of the supply
chain before newspaper reaches readers. The hawkers' remuneration is
also normally based on the commission system and is generally the
highest in the entire supply chain.
Responsiveness and efficiency play an important role in newspaper
distribution channel. Responsiveness includes supply chain's ability to
respond to wide a range of quantity demanded (due to demand
fluctuations) and meet short lead times. On the other hand efficiency is
the cost of making and delivering the newspaper to the readers.
REVENUES GENERATION
COMPARISON BETWEEN PATRIKA AND BHASKAR ADVERTISEMENTS
THEMATIC FLOW CHART OF PATRIKA
ANNEXURE
Short term Project on “Business Model”
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Telephone No.
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Institute of Professional Education and Research, Bhopal
November 2008
5 What is the Value Proposition and added niches of the company’s products /
services?
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