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!
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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