A Assignment Report Of

Sale and distribution

FMIT-JAMIA HAMDARD

UNDER THE GUIDANCE OF: DR.RESHMA NASREEN

SUBMITTED BY: MANSI JOSHI SYED AHMAD AFZAL

OVERVIEW

Educomp Solutions Limited , founded in 1994 is a globally diversified education solutions provider and the largest education company in India. Educomp Group reaches out to over26,000 schools and 15 million learners and educators across the world. We have 27 offices worldwide including an office in Canada, 20 in India, two in Singapore, one in Sri Lanka, and three in the United States.In addition, the Company operates through its various subsidiaries including authorGEN, Threebrix eServices, Learning.com, USA, AsknLearn Pte Ltd, Singapore and via its associates such as Savvica in Canada. We are now Indias number one education company. For many years, we have been at the forefront of various pioneering initiatives in the e-education space. Educomp has range of Products , Services and also they have their own school & Colleges. To talk about their Products it includes: EDUCOMP SMARTCLASS Educomp smartclass is a digital initiative pioneered and invented by Educomp and has already been adopted by over 5500 progressive schools in India. smartclass is transforming the way teachers teach and students learn in schools. Its a new age technology movement that is fast

becoming an imperative for schools. Soon it will touch every class and every progressive school in India.

QUEST Educomps QuESTTM (Quality Education for Students and Teachers) program is based on the core premise that every school can become a Learning Organisation by bringing in a collaborative culture and dynamic practices in the school system.

Our QuEST program provides multifold services to help schools to reflect on their current reality and reach highest level of effectiveness. From training programs to whole school development projects, we have services and solutions for all stakeholders in the education set up. EDUCOMP ONLINE Educomp Online is an edu-content and online school management resource for new age schools. Educomp Online provides smartclass videos, calibrated assessments, online learning management and edutainment learning. Educomp Online is also a powerful platform for the school, students and the parent to interact with each other seamlessly in a secure environment.

The curriculum reach unfolds from kindergarten to grade 12th covering subjects like Mathematics, Science, English, EVS, Social Studies, Physics, Chemistry, Biology, History, Geography, Economics and Business Studies.

MATHGURU MathguruTM is an innovative math-help program designed to provide solutions to the students problems, in a step by step fashion, using a pen and virtual notebook. WIZIQ WiZiQ is an web learning platform that connects students and teachers all around the world regardless of their age, nationality or school/ college. LEARNING HOUR Learning Hour is an online, educational-assistance portal, offering a complete suite of assistance services to students across the world. The main services offered are Academic Assistance to school students, Test Preparation and Application Assistance. Like wise they have many online products like Eduacomp Leap , Edulgnite , Edulearn , Pave etc Educomp is basically having Product which works online ,which requires a proper hardware setup in school & colleges.It caters to the need of each individual weather it is a student , Teacher or Parent. Educomp Smart Class , Mathguru ,QUEST ,WIZIQ , Learnhub , Topper etc each having different features which cover and caters the need of K-12 Segmnet in all forms. SALES & DISTRIBUTION And SUPPLY CHAIN MANAGEMENT The Products of Educomp are all technosavy , to make the most efficient use of the product it is the sole responsibility of the Educomp to explain their customers the correct benefits of their product ,to provide good demonstration.Educomp has already made a mark in the industry.Their target customers are School , Institutions and Colleges. The Sale & Distribution of various

product like Mathguru , Topper etc is done by internet only they have separate websites for these kind of products.For product like: Smart Class provides educational instructor led content catering to schools for students from kindergarten to class 12 and has developed over 8,000 content modules for various subjects in more than 10 languages Educomp has 2 content development facilities in India at New Delhi and Bangalore with 140 specialists including 60-70 developers on its roll. Educomp enters into 36-60 months contracts, wherein Smart_Class program is licensed on BOOT (build own operate and transfer) model for content delivery and infrastructure set-up. The hardware cost per class adds up to around Rs 60-70,000. Recurring costs include maintenance charges and the salaries of the full time resource coordinators deployed in the school to train and support teachers. The company earns profits after a mark up is applied over the total costs. Company receives quarterly payments over the tenure of the contract and at the end of contract period the computer hardware is transferred to the schools at zero cost while the content and other IPR protected software is retained by the company. Educomp continues to provide content and maintenance services to the schools even after the completion of initial contract period, leading to sustained revenue streams.The company is supported by 10 marketing executives and 18 business partners. At present, major activities are in North and South India and mainly confined to A level cities. New SmartClass sales Model: In the new SmartClass business model Educomp will sell, both hardware and content as a package to a third party vendor. The vendor will install the equipment in the schools and also provide services of installation, commissioning, maintenance and servicing the customer. The vendor will securitize the 5 year receivables from the schools from a consortium of banks and pay Educomp towards the hardware and content. The contract with the school will be a tripartite agreement which lays down the responsibilities of Educomp and the vendor. Assuming that the tripartite contract with the school is worth $ 100, Educomp will sell the HW + Content package for $ 75. The vendor will securitize its $ 100 receivable from the school from the bank and receive approx. $ 54-60 which is the discounted value of the receivables and the same will be paid to Educomp upfront. $ 25 will be retained by the vendor to meet its obligation to the bank, and its cost of servicing, operating and maintenance. The vendor will be left with a

profit of $ 4 after discharging its obligations. This is in line with the profitability of system integrators and depending on the efficiency of the vendor this profit may increase.

ICT Solution ICT division has covered around 598 schools and is currently executing projects with State Governments of Karnataka, Tripura, Orissa, Nagaland, Assam, UP and Uttaranchal. It successfully completed a Rs 34mn project with Delhi Govt in 2005. The division comprises of 6 marketing, 20 technical and 200 teaching professionals. The company enters into contracts with various government / semigovernment bodies for setting up and maintaining IT infrastructure, and providing educational software, digital content and professional development training in schools across the country. It taps funds from various government schemes including the Sarva Shiksa Abhiyan and the ICT@School projects as well as budget allocations for bridge the digital divide In 2004, the company received ISO 9001:2001 certification for application of ICT in computer aided learning, training and computer literacy projects in schools. The company enters into a long-term (usually 5 years) contract to execute turnkey projects with a BOOT arrangement, where it makes investments at the start of the project. About 40% of the total contract size is the infrastructure component while the rest is the service s and IP component. Recurring costs include maintenance charges and salaries for 2 teachers per school. All assets and custom made contents are transferred to the school at a nominal residual value at the end of the contract period. Debtor Days extend to 6-7 months as the government usually makes delays in payments. 4-5 tenders are floated by the government every year aggregating to around Rs 1,250mn. Educomp carefully tracks all the tenders and request for proposals floated by the various states and participates in them. It maintains a success rate of 50%. Marketing efforts are targeted according to the annual fund allocation towards IT education by the central government to various states. Educomp ensures that it is able to compete on price as well as on product features. A lot of emphasis is put on customer education to expose the customers to the special features of the products.

Professional Development The company partners with various corporates and NGOs in executing prominent teacher training projects for both technology aided learning and pedagogy & cognitive learning. It has trained over 290,000 teachers across 5,000 schools covering 20 metro cities and 40 peripheral towns in India as well as country teams from Korea, Jordan, Pakistan, Thailand and Vietnam. Educomp has teamed up with WIPRO, Microsoft, Azim Premji Foundation, Learning Links Foundation ( for servicing Intel Teach to the Future Program ) and Learning Leadership Foundation ( for servicing Microsofts Project Shiksha) for providing technological support, contents as well as qualified teachers. It has ongoing partnerships with 15 state governments in India for professional development. Moreover, Educomp runs its own training program branded as Quality Education for Students and Teachers (QuEST) It has emerged as the top training brand in India providing consultancy according to schools requirements. The program is directed towards teachers, students and parents and has covered 18 schools since May 2005. The segment has a dedicated 130-member team of trainers. QuEST is a customized program of short duration where schools are charged on a per teacher per session basis. Educomp has entered into a blanket contract with Microsoft since February 2004 for their initiative Project Shiksha which is involved in imparting IT education to government schools. A team of 49 professionals handles the project. Monthly payments are made by Microsoft on per location basis. Under the contract, Educomp covers 506 Navodaya Vidyalayas, 600 schools in Punjab and 200 schools in Karnataka. In partnership with Wipro since 2001, Educomp has provided training sessions spread across 2 years to 2,200 teachers across 78 schools (mainly private schools) in Hyderabad, Mumbai and Delhi. Two-third of the total payments are made by WIPRO and the rest by schools on a per teacher basis based on milestones achieved. A team of 22 and 8-9 freelancers handles the project. Developed and launched 50 high-end multimedia based educational CD ROMs for Azim Premji Foundation Partners with Worldlinks to provide professional curriculum in AP & Delhi and with Intel for its elementary and secondary education programme. The QuEST program is marketed to schools through direct mailers and proposals. The company also participates in events and seminars to create awareness. Leads are generated followed by a demonstration and sample workshops in schools. Marketing efforts also involve cross-selling initiatives for QuEST and Smart_Class.

Online Tutoring in Maths Mentoraide In order to tap the $8bn tutoring market in the US driven by the SES component of the No Child Left Behind Act, Educomp started an online math tutoring service, called Mentoraide in January 2005. The unique stylus based service priced at $15-20 an hour, offers one-on-one support to US students in real time and acquires retail customers directly through www.mentoraide.com. Educomp is directly marketing Mentoraide in schools and targeting retail customers through online advertisements in the US and Canada. For every $100 marketing expenses, the registration rate is 4-5 people. The segment has 8 tutors in Delhi, with 2 tutors working in 4 shifts a day. Three other full time employees are involved Project Manager, Head Mentor and a person for taking service calls. With the help of a Paypal account, payments made by customers through credit cards are directly transferred to the companys account. Retail Education Software and Games Educomps retail initiative started in 2000 with the promotion of CDROMs and was extended to education toys in 2003. At present, it has 250 products (toys/CDs) under the Play-N-Learn brand which is owned by Educomp. Also, it has launched 52 CD-ROM titles based on PlanetVidya content owned by Educomp. It imports toys from Hong Kong & China and CD-ROMs from UK. The company is an exclusive licensee for toy brands - Playgo, and Learning Road. It is also an exclusive licensee for marketing the products of V-tech and Dorling Kindersley & Global Software Publishing. Learning Portal - PlanetVidya.com Launched in 1999, PlanetVidya.com is one of Indias largest student centered education portals comprising educational resources in the form of web-based study material, Internet links, activities, and educational projects. It provides community services to over 670 schools and has over 15,000 registered users and 570 modules for class 3 to 12. This portal serves as a marketing tool for Educomp and provides a platform for building relationship with schools throughout India. It also serves as a platform for Educomp to introduce broadband enabled content targeted at individual learners. Educomp is likely to announce new online products under the PlanetVidya umbrella shortly. These are some of the sales and distribution strategy and Supply Chain Management ways of Educomp.

Customer service receives a lot of lip service and press , but when it comes down to using it as a sales goal, it presents some problems ? If you simply give lip service to your customer service effort, you are bound to fail. The entire culture of an organization must be pointed toward the final goal of service excellence 1. One of the first steps in creating a culture of quality customer service is to rate how far along in the process you already are. 2. There should be a clearly defined service strategy and each employee understands how they make it happen in their particular job. We concentrate on exceptional customer care, rather than cost-cutting, to increase earnings and profits. 3. Service marketer should examine all moments of customer contact to ensure a positive experience. Service provider place close attention to the cleanliness, attractiveness and appearance of any part of our business that the customer sees. 4. Service provider evaluate their policies, procedures and systems for serving customers to make sure they are enabling all our employees to give the best service. 5. Their hiring criteria are that applicants are customer-focused and employees are welltrained in both the technical and interpersonal parts of their job. 6. Employee orientation and training includes learning the companys service strategy and ways to deliver high quality service. 7. There should be regular staff meetings to get input from the customer service front line. Develop a possible customer service goal that could be used in a B2B setting?

1. Understand first that Marketings goal is to get and keep more customers and to do so more effectively than our competition. 2. Realize that, especially in B2B, we need to help our sales people sell stuff. 3. Help your organization to the conclusion that the best way to do this is to focus on customers needs. 4. Orchestrate a company-wide content strategy that delivers valuable content that our customers want in all the places they go. 5. Set clear goals for all marketing activity that is mapped to business outcomes. 6. Create an integrated annual marketing plan mapped to buyers journeys and media consumption patterns. 7. Work closely with partners on a pay-for-performance basis. 8. Drive customer-centric content into all channels and test out as many variables as possible. 9. Focus on optimizing your plans not on tactics and execution.