1. Business model of Naukri.

com:
Naukri.com is almost a cross between a brokerage model and an Advertising model since it is involved in a B2B and as well as B2C and acts like a broker. It is a medium where employees and corporate shake hands and both are customers. As a website it provides content and services mixed with advertising messages as well. Naukri.com has a clear revenue model from the beginning.There is direct floe of revenue for the services rendered to customers. Naukri.com is not just in the business of online recruitment advertising, it is, in fact, in the business of providing a match between the job seeker (who is looking for a career) and the employer (who is looking for the right candidate) using an online medium. Thus, naukri.com is in the market of recruitment advertising (advertising that communicates the availability of a position or a job designed to recruit staff of any kind).

2. Who are the customers?

As of March 31, 2009 Naukri.com had a database of about 17 million registered job seekers, and over 70,000 live job listings from Corporate Customers. During the Fiscal year 2008-09 Naukri.com serviced approximately 34,000 Corporate Customers, respectively. An average of over 14,000 resumes were added per day to the Naukri.com database in Fiscal year 2009.
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10% clients from placement agencies, contributing 60% of jobs 30% of revenue IT firms contributing 23% of job recruitments. FMCG 5% contribution to jobs.

Some of the top employers include Synechron, Accenture, L&T, Deloitte Cognizant, IBM Jindal, Mcafee and many more.

3. Key decision areas for customers in the buying process?

Naukri.com provides different facilities for both the recruiters and the customers. For Recruiters
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Best Place to work: - exclusive section for top companies, ensuring maximum branding and visibility Hot Vacancies : premium job listing, greater visibility in less cluttered space Classifieds: designed to be brief and to point information. Cheaper than its competitors monsterindia and jobsahead. Resdex (Resume database access) : product making recruitment exercise simple and targeted.

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For Job seekers

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Resume Flash:- sending of resumes to 1000+ leading consultants Resume Development:- help in developing powerful and effective resume Job mail:- Prospective job mailed to job seeker Resume display:- paid resume displayed to every recruiter/HR manager

4. Role of advertising and sales force in connecting with the customers:

Advertising:
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Advertising enables a broader reach among the customers. Good and innovative advertisements leaves an impression among the customers and they can associate with the brand. Advertising is one of the many marketing tools that are used to attract attention of prospective customers to a business or its products or services. The more effective an advertising campaign, more the customers it draws, and with greater frequency. Advertising should be used for job seekers as it helps create awareness and trial (TV advertising had shown immediate impact in the US. Within 24 hours, after airing an advertising spot on the super bowl, searches on monsters site increased by 450%). The company should use reminder advertising (through TV) to gain mindshare and informative advertising (through print media) to provide information to the job seekers.

Sales force:
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Generating income and revenue are the primary roles of the sales force. A sales team must work together to increase brand awareness and drive sales forward. In addition to generating income, the sales force builds trust with customers. Sales representatives engage customers at all stages of the relationship. New customers need to be convinced and must have confidence in the brand. They need more interaction and opportunities to learn about the brand. Current customers gain trust through consistent follow-up and communication with the sales representative. Sales representatives also work to re-engage previous customers through promotions, discounts, and communications. Building trust throughout the customer sales cycle increases customer satisfaction. The companys salesforce would be important for recruiters as they would need to be convinced about the services offered by naukri.com through demonstrations.

5. Suggestion for Sanjeev Bhikchandani

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Tie up with more international sites to provide better international job opportunities Co operate with Govt. Employment exchanges in order to gain entry into rural areas and reduce the burden on the part of the Govt. To provide employment Many English speaking individuals are so exposed to non English media Naukri.com may benefit from experimenting with advertising on the national network, Hindi, and other regional language TV channels. Actual participation in popular social networking sites since they attract maximum traffic.