Submitted By: Prashant Philip Vargis 069 Ramandeep Singh Arora 081 Rishinath 087 Sandeep Raj 092 Shantanu Seth 096 Shriker Parth 100

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Submitted by: Prashant Philip Vargis 069 Ramandeep Singh Arora 081 Rishinath 087 Sandeep Raj 092 Shantanu Seth 096 Shriker Parth 100

Company Overview  Product Line  About the Business  Organizational Structure  Digital Delivery  Physical Distribution  Sales Promotion  Sales Force Management  Forecasting and Sales Quotas  Challenges 

Headquartered at Kolkata, West Bengal  1901, First Overseas Branch of EMI  1946, Incorporated as “Gramophone Company (India) Limited”  1985, Taken over by RPG Group  2000, Renamed to Sa Re Ga Ma India Limited  Music Labels: Sa Re Ga Ma, RPG Music & HMV (under license from EMI) 

     



Film Music (Old and New) – 70% of music ever recorded in India. Devotional (National and Regional) Ghazals and Classical (Hindustani and Carnatic) Indi pop and World music Remixes and POP Bhangra Regional – Punjabi, Bengali, Tamil, Malayalam, Kannada, Telugu, Gujarati, Marathi, Assamese, Oriya, Chattisgadi. Home Video – Bollywood, Warner Bros., Universal, New Line Cinema, Paramount, BBC, MGM

Content is King  Physical and Digital Delivery 

◦ Physical – Cassettes, CDs serve as medium of delivery of the content ◦ Digital  Radio Mobile HamaraCD.com



Actual Distribution is Outsourced ◦ Kühne and Nagel



Four channels ◦ Wholesalers (25%) ◦ Large Format Outlets – Organized Retail (MusicWorld, PlanetM, Landmark) (30%) ◦ Pure Retail (25%) ◦ Corporate Clients

Wholesalers are not exclusive  Credit Sales to Wholesalers – Recovery in 30 to 90 days 

Selective Distribution strategy followed  Active conflict resolution  Title of Goods Transferred at each step of the chain  Damaged Goods Recovery and Claims Settlements carried out by SOs/ Long Arms  Selling Method – Pull Based, content driven  New Channel Member Appointment – Similar to FMCG sector; LFOs appointed nationally 



Stages of Evolution ◦ Supplementary ◦ Parallel ◦ Replacement



Distribution Through ◦ Radio Pay per minute of Air Time

◦ Mobile Revenue Sharing

◦ HamaraCD.com Hybrid

Online order can be placed at Hamaracd.com  It is the largest legal site offering customization of Indian songs globally.  Choose from over 27000 popular and rare songs spanning over a period of 100 years  Now you can Compile a CD upto 76 mins instead of 60 mins @ Rs. 275  Sms Music to 56060 available on AIRTEL 

Step 1: Select up to 76 minutes of your favourite music.  Step 2: Personalise your CD, Choose a cover and add a title  Step 3: Place your order. Pay by Credit Card, Cheque, Demand Draft (DD),3D Secure VISA, ItzCash Card  Step 4:Your CD will be shipped to you within 10 days 

POS display material provided by company  End retailers provide space  Company representatives visit and put up promotional material  LFO stores – Promotions through listening posts and piped music 



Motivation ◦ Sales based incentives for frontline ◦ Annual Bonuses and Appraisals for Tier 2 and 3 ◦ Regular training for all sales personnel



Route Planning ◦ Major retailers and wholesalers visited on daily basis ◦ SOs based out of Major cities ◦ 15 days of uptown travel



Content Classes ◦ Catalogue ◦ Supplementary ◦ New Recording

Quotas in terms of Sales Volume, Sales Value and Contribution or Profitability  Forecasting Approaches 

◦ Catalogue – Steady Demand ◦ Supplementary – Based on analysis of past performance of similar offerings and time of year ◦ New Recording – Based on past sales of similar recordings and Expectations of Management

Dwindling Industry  Customer Relationships  Alienation of Brand Loyal Customers  Technology Changes  Piracy 



Say NO to Piracy!

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