PROJECT REPORT

ON
ANALYSIS OF SUPPLIERS PERCEPTION TOWARDS
THE ONLINE PROMOTIONAL ACTIVITIES OF
INDIAMART INTERMESH
Partial Fulfilment of the Requirements for the Award of
Post Graduate Diploma in Management
(Recognized ! A"CTE# $inistr! of %R&# 'o(t) of "ndia*
By
+,+%O-AN .ANERJEE
PG10-092
Batch 2010-12
Under the guidance of
Professor) /A$A0 ',PTA
Professor)($ar1eting*
"N$ANTEC# 'haziaad

Integrated Academy of Management and Technology
Ghaziabad
20.07.2011
ANALYSIS OF SUPPLIERS PERCEPTION TOWARDS
THE ONLINE PROMOTIONAL ACTIVITIES OF
INDIAMART INTERMESH
at
INDIAMART INTERMESH LTD
By
SUSHOVAN BANER1EE
Batch 2010-12
Under the guidance of
Prof) /amal 'u2ta
"N$ANTEC# 'haziaad
Integrated Academy of Management and Technology
Ghaziabad
1ULY, 2011
CERTIFI CATE FROM THE ORGANISATION
Acknowledgement
"t gi(es me immense 2leasure to 2resent this 2ro3ect re2ort on 4ANALYSIS OF
SUPPLIERS PERCEPTION TOWARDS THE ONLINE PROMOTIONAL
ACTIVITIES OF INDIAMART INTERMESH LTD" carried out ! online
research in 2artial fulfillment of 2ost graduate di2loma course) This 2ro3ect is the
result of time# efforts and 1nowledge contriuted ! (arious memers of the
organization "N$ANTEC) The &issertation 2rogramme was the great e52erience
for me as in this " got the o22ortunit! to learn and e52erience the research wor1
No wor1 can e carried out without the hel2 and guidance of (arious 2ersons) " am
ha22! to ta1e this o22ortunit! to e52ress m! gratitude to those who ha(e een
hel2ful to me in com2leting this 2ro3ect re2ort) The! ha(e een the source of guide
and moti(ation for the com2letion of the 2ro3ect)
" would ta1e the o22ortunit! to than1 $r) /amal 'u2ta (Prof# "N$ANTEC* for
2ro(iding me a chance to wor1 eing a mentor for the 2ro3ect)
Finall! " would li1e to than1 m! 2arents# friends and all well6wishers who
encouraged me to do this research wor1)

Table of Contents
1. Executive Summary
2. Introduction
2.1. "ndustr! O(er(iew
7)7)8 +er(ice o(er(iew
7)7)7 .usiness Enhancements
7)7)9 Awards : Achie(ements
7)7); Cor2orate <esites
1. Research Objectives
2. Literature Review
7)8) "ndia$art6 -alue Pro2osition
7)7) -alue Pro2ositions
7)9) .enefit to .u!ers
7);) .enefit to +ellers
7)=) Online director!
2.6. Trade 0eads
3. Conceptual Framework
=)8 E Commerce +olution
=)7 &!namic Product Catalogue
=)9 Enter2rise $ailing +olution
=); 0ead $anagement +er(ice
4. Research Methodology
;)8)Research &esign
;)7)&ata Requirements
4.3.&ata Collection $ethod and "nstrument
;);)+am2ling and +am2le +ize
;)=)&ata Anal!sis Techniques
5. Data Analysis and Interpretation
6. Findings of the Study
7. Recommendations
8. Conclusions
References...........................................................................
Annexures...........................................................................
Annexure A
Annexure B
EXECUTIVE SUMMARY
<or1ing with "N&"A$ART "NTER$E+% 0T& was a great o22ortunit! and a great 2leasure to
me) &uring the whole research " was considered as the 2art of the "ndia$ART famil! and this
2ro(es the co o2eration among the (arious de2artments and the em2lo!ees of "ndia$ART)
The main o3ecti(e of the research was to stud! the efficienc! of the mar1eting strateg! of
"ndia$ART and to 3udge its mar1eting 2osition#its strength o(er the com2etitors and the wa! to
utilize it to ha(e the enefit )+ince "ndiamart is a 2rominent .7. industr! # it actuall! acts as a
2latform where the u!ers and the sellers meet to 2erform their usiness) The research was
conducted 1ee2ing the o3ecti(e as the main and the conclusions drawn were that the
"ndia$ART holds a (er! good 2osition in .7. industr!)
The mar1eting strateg! of the com2an! was also fulfilling its aims and was u2 to the mar1) The
main strength of the com2an! was its customized solutions and the wea1ness was that it holds a
good ser(ice range ut is costl! as com2ared with the com2etitors) The com2an! 2erformance
gra2h is rising da! ! da! showing its 2rogress which could also e 3ustified on the asis of the
(aluation 2ro(ided ! Ale5a)com) "n this 2ro3ect the su22liers> 2erce2tion o(er the online
2roducts> 2romotion is highlighted) <hat the su22liers thin1 and what are their adequate
strategies through which their 2roduct is e52osed online through "ndia$ART is eing
researched) &uring the course of this 2ro3ect " was also fortunate enough to e ale to stud! the
2romotional acti(ities li1e cou2on distriution #2artici2ation in trade fair #etc)The re2ort contains
the findings arri(ed after detailed anal!sis of the data recei(ed through filling the questionnaires
! the different su22liers)" went to se(eral su22liers> organization and had a detailed discussion
aout their 2romotion of 2roducts ! "ndiamart)com)
C%APTER

7
"NTRO&,CT"ON



COMPANY PROFILE
"ndia$ART)com is the "ndia?s largest online .7. mar1et2lace for +mall : $edium +ize
.usinesses# connecting gloal u!ers with su22liers) The com2an! offers a 2latform : tools to
o(er 8 million su22liers to generate usiness leads from o(er = million u!ers# who use the
2latform to find reliale : com2etiti(e su22liers) The com2an! has o(er ;@@@ em2lo!ees located
across A= offices in the countr!) "ts e5isting in(estors include "ntel Ca2ital and .ennett# Coleman
: Co) 0td)
"ndia$ART)com offers ser(ices that enale small : medium size usinesses generate usiness
leads (online catalogsBstore6fronts*# estalish their crediilit! (third 2art! (erified trust 2rofile*
and use usiness information (finance# news# trade shows# tenders* for their usiness 2romotion)
"ndia$ART)com has won numerous awards o(er the !ears# which include co(eted CRed %erring
Award># CEmerging "ndia Award># and man! others) The com2an! has also een widel! co(ered
! media for its 2ioneering role in 2romoting +$E usiness in the countr!)
SERVICE OVERVIEW
"t 2ro(ides a com2rehensi(e online mar1eting 2rogram that 2ro(ides enhanced enquir!
generation of different 2roducts through their &DNA$"C CATA0O',E of 2roducts)
<ith star su22liers # it hel2s to gi(e a 2remium 2ositioning among su22liers in all rele(ant
categories)
"t 2ro(ides TR,+T +EA0 which is a usiness (erification ser(ice that chec1s su22liers
records of e5istence# crediilit! and trustworthiness for the enefit of the u!ers)
"t 2ro(ides leading su22liers which are the right choices for the com2anies who ha(e a right
mi5ture of infrastructure #management ca2ailities and e52erience in ser(icing gloal u!ers)
"t also 2ro(ides anner ad(ertising to uild the rand so as to attract the u!ers)
"n short it is a .,+"NE++ PRO$OT"ON CO$PAND offering ser(ices and solutions to small
and medium le(el usiness in "ndia for increasing re(enues or reducing cost using internet :
internet technolog!)
CORPORATE INFORMATION

<e ha(e uilt oursel(es to e self6sufficient) Our guiding 2rinci2les are a mElange of
traditional usiness ethics and contem2orar! good go(ernance needs) <e set higher and
tougher 2erformance : go(ernance enchmar1s in our industr! as we mo(e ahead)
Our customers ha(e alwa!s found an integrated usiness 2romotion solution more
(aluale than a sim2le we 2resence) &ri(en ! this 2reference of our customers# we
ha(e uilt oursel(es on the 1e! 2illars of smart 2eo2le : smart solutions for usiness
2romotion) <e ha(e de(elo2ed an integrated solution deli(er! framewor1 which
incor2orates .7. mar1et2laces# "nternet technolog! and industr! 1nowledge)
)
""0>s first .7. mar1et2lace 6 "ndia$ART)com# mar1ed the eginning of online 2resence
of "ndian usinesses for a gloal e52osure) The di(ersities of usinesses ma1es it
im2erati(e for us to custom deli(ers our solutions) This 2resents a great challenge of
accumulating : using industr! 1nowledge to deli(er high qualit! solutions)
ABOUT INDIAMART INTERMESH LTD
<e endea(or to ma5imize (alue for our customers ! offering those efficient and cost6
effecti(e solutions for usiness 2romotion# 2rocess su22ort and transaction
accom2lishment)
Our customers ha(e alwa!s found an integrated usiness 2romotion solution more
(aluale than a sim2le we 2resence) &ri(en ! this 2reference of our customers# we
ha(e uilt oursel(es on the 1e! 2illars of smart 2eo2le : smart solutions for usiness
2romotion) <e ha(e de(elo2ed an integrated solution deli(er! framewor1 which
incor2orates .7. mar1et2laces# "nternet technolog! and industr! 1nowledge)
""0?s first .7. mar1et2lace 6 "ndia$ART)com# mar1ed the eginning of online 2resence
of "ndian usinesses for a gloal e52osure) <e toda! ser(e our customers through a
networ1 of o(er =@ industr! B 2roduct mar1et2laces# ma1ing us the largest integrated .7.
mar1et2lace networ1 from "ndia)
<e ha(e alwa!s seen "nternet as a usiness facilitator rather than a technolog!
2henomenon) Our usage of "nternet technolog! has therefore een directed towards
usiness 2romotion of our customers) Toda!# we cater to o(er F#@@@ customers and ma1e
"nternet technolog! wor1 for their usiness) The di(ersities of usinesses ma1es it
im2erati(e for us to custom deli(ers our solutions) This 2resents a great challenge of
accumulating : using industr! 1nowledge to deli(er high qualit! solutions) ""0 has
de(elo2ed and estalished standards for solution deli(er! and is "ndia?s first organization
of its 1ind to recei(e an "+O certification) TEA$ ""0 is 2oised to ma5imize the (alue
deli(ered to our customers through continuous inno(ation and learning)
Vision and Mission
<e endea(or to ma5imize (alue for our customers ! offering those efficient and cost6
effecti(e solutions for usiness 2romotion# 2rocess su22ort and transaction
accom2lishment)
VISION
<e stri(e to ecome an integral 2art of e(er! organisation>s usiness 2romotion 2lan)
<e en(ision 2ro(iding com2lete usiness enhancement and 2romotion ser(ices to our
clients)
MISSION
<ith firm elief in our (ision and with com2lete dedication integrit! and honest!# we
endea(or to generate 2rofitale returns for our customers through high qualit! usiness
2romotion ser(ices and solutions that enhance re(enues and are cost effecti(e at the same
time)

Fact Sheet
""0 started its o2erations in 8GGH and has stood its ground e(en in the toughest times) <e
had a 2rofitale usiness e(en when other com2anies in this domain found it hard to
sustain) Toda!# we o2erate from a 8F#@@@ sq) ft) office in Noida (near &elhi*# and ha(e 7@
ranch offices s2read all o(er the countr!) Our team includes o(er ==@ 2rofessionals from
di(erse ac1ground# ound together to ser(e o(er F@@@ customers)
%ighlightsI
8GGH6GA
J 0aunched "ndiamart)com as "ndia?s first online .7. director!
J +uccessfull! introduced the conce2t of free listing and free6quer! forwarding to
familiarize "ndian +$Es with the enefits of "nternet for usiness 2romotion
J Accom2lished "ndia?s first e6commerce 2ro3ect for Nirula?s (htt2IBBnirulas)com*
J .ro1e6e(en within si5 months of launch
8GGA6GF 8GGA6GF
Crossed 8@@ clients mar1
0aunched Tra(el)indiamart)com ("ndia?s largest tra(el 2ortal toda!*
J "nitiated franchisee networ1 uilding
8GGF6GG
J 0aunched %andicraft# A22arel and Finance channels
J <or1force increased to ;@
J .7. mar1et2lace networ1 crossed 8 million 2age (iewsBmonth mar1
8GGG67@@@
J Accom2lished ?.harat On 0ine? 6 $TN0?s online 2ortal 2ro3ect
J 0aunched auto industr! channel
J O2ened ranch office in $umai
7@@@6@8
J Touched = mn 2age (iewsBmonth
J Crossed 8@@@ clients mar1
J Crossed 8@@#@@@ usiness queriesBmonth
J Accom2lished Online 2ro3ects for %%EC# Jindal Organization# $odiCor2#
J <on .ritannica (."'* Award for Tra(el)indiamart)com
J New .ranch Office in Chennai
J Profits increased ! 87)FK o(er last !ear
7@@86@7
J &eclared as Lthe onl! 2rofitale "ndian &otcom# with 2ositi(e cash flowsL !
.usiness <orld 6 Co(er +tor!I 8; $a! 7@@8 issue
J Added to its ser(ice 2ortfolio 6 Electronic Trade Offers# and Request for
Muotation B Request for Pro2osal
J Recognized ! CN.C "ndia as one of the onl! 2rofitale dotcoms in "ndia
ased on re2ort ! $c/inse!
7@@76@9
J $o(ed o2erations to state6of6the6art NO"&A de(elo2ment center
J 0aunched Online %otel Reser(ation +!stem
J 0aunched E5im)indiamart)com
J Crossed 7 la1h usiness queries mar1 with 87 million 2age (iews
7@@96@;
J 0aunched Trust +EA0 to ridge the trust ga2 in .7. trade
J Crossed 9@@@6clients mar1
J Touched 7H million 2age (iews 2er month# generating more than 9 lac
usiness queries)
7@@;6@=
J .ecame the first "+O G@@8I7@@@ com2an! in its domain
J 0aunched an online 2a!ment gatewa! A.CPa!ments)com
J Crossed F@@@ clients
7@@=6@H
J "ndia$ART)com com2leted ten successful !ears (8GGH67@@H*
J Crossed 8@#@@@ clients mar1
J 0aunched $&C# a four62age online catalog for clients
J "m2lemented cor2orate6wide <E.ERP
J Acquired new office at .6H# +ec F# NO"&A
J ""0?s "ndian 'ifts Portal ("'P* team hit the charts with Rs) 8)9 crores
Future Growth Initiatives
""0 has een successfull! ser(ing usinesses through its we6ased usiness 2romotion
ser(ices) <e ha(e een ale to ma1e a mar1 on the gloal trade ma2 ! assisting our
customers reach out to their customers gloall!)
<hile we inno(ate continuousl! to offer greater (alue through our usiness 2romotion
ser(ices# we wish to model oursel(es into a gloal# com2lete usiness 2romotion
solutions organization)
<e are acti(el! 2ursuing our wa! into the world of .7. 2ulishing and Trade fairs) Our
entire suit of solutions shall e gi(en an international dimension to ser(e a trul! gloal
customer ase) ,sing our e52erience of ser(ing "ndian usinesses# we 2lan to scale our
solution deli(er! framewor1 to the international le(el and ser(e customers across national
oundaries)
Core Values
For us the! are sim2le and straightN Ta1e res2onsiilit!# wor1 with 2assion and
commitment# mo(e ahead as a team and conser(e the integrit!)
<e firml! elie(e that core (alues 1ee2 organizations stale and focused to the common
goal) Our core (alues ha(e hel2ed us achie(e our mission to ring measurale enefits to
our customers)
Res2onsiilit!
Res2onsiilit!# not 3ust of qualit! wor1 ut also of continuous self6de(elo2ment# of our
decisions and of our actions) This hel2s us thin1 rationall! and 2ro(ides a sense of
accountailit! to oursel(es# our commitment to customers and to our colleague)
Passion
<or1 at ""0 in(ol(es constant inno(ation and creati(it!) "t in(ol(es a continuous thought
2rocess to get tangile enefits to our customers# ta1ing into account the uniqueness of
their 2ur2ose) Passionate 2eo2le with a determination to ma1e the difference are the ones
who ma1e this 2ossile)
Team <or1
LTogether we can achie(e the im2ossileL is our elief) Our success is a result of our
teamwor1) E52erts from the field of management# mar1eting# "T# arts# content : (arious
other disci2lines wor1 as a team on e(er! 2ro3ect# e(er! endea(or) &edication# 2assion
and teamwor1 are the true means to our mission fulfillment)
"ntegrit!

<e realize the im2ortance of the 3o : information we handle) <e understand the
res2onsiilit! that each memer of our team has to shoulder and we do that with highest
le(els of trust# honest! and integrit! 6 of 2ur2ose and action)
Performance "ndicators
""0 started with a team of ; 2eo2le in a 8@@ sq) ft) room in 8GGH and launched "ndia?s first
trul! interacti(e online usiness director!) +ince then# we ha(e grown to a team of o(er
F@@ 2eo2le o2erating from 7= offices in "ndia toda!
Awards : Achie(ements
+uccess of our customers is our greatest achie(ement) Their confidence in us and our
inno(ation# to gi(e them the est# has got us a22lauds from (arious sources
J ""0?s successful usiness model featured on CN.C "ndia as anal!zed ! $c/inse!
J &eclared as "ndia?s onl! 2rofit6ma1ing dotcom com2an! ! .usiness <orld
(Co(er stor!*
J +2ecial footage for ""0?s contriution in enaling e6usiness for e52orters from
$oradaadN $r) &inesh Agarwal inter(iewed ("ndia Tomorrow 6 ..C News*
J <ww)indiantra(el2ortal)com
ags eighth L."'L Award from .ritannicaindia)com
J "ndia$ART)com nominated for .ritannica "nternet 'uide (."'* Awards for
e5cellence on "nternet)
J "ndia$ART)com listed among To2 "ndian <esites under .usiness 6 to
usiness categor! ! Ecomread!
J The est "ndia related !ellow 2ages on the Net 6 Cosmo2olitan
J To2 "ndian +ite ! www)indiatimes)com
J Termed as ?Online 'atewa! to "ndian mar1et2lace?6 The Economic Times
J .est Tra(el +ite6 www)indiantra(el2ortal)com ! "ndia OnlineI && News
J +ite of the da! 6 %andicraft)indiamart)com ! Oee News
0isted in the To2 "ndian "T organizations sur(e! ! &ataquest)
J "ntermesh +!stems listed in the to2 A@ "ndian "T organizations !
Communications <orld)
J "ndiamart)com# handicraft : finance to26rated amongst "ndia?s most wanted
+ites 6 PC <orld
J "ntermesh +!stems listed amongst "ndian "T com2anies 6 &ataquest
J Nominated amongst the To2 = "ndian +ites ! $icrosoft
J Termed as The $ost "nteracti(e Trading Oone on the Net ! The Economic Times
SOLUTION
L+mart +olutions for .usiness PromotionL is the guiding factor for our R:& and
solution inno(ation) Our a22roach to customer satisfaction is ased firml! on
our elief that we offer com2lete solutions (is6P6(is stand6alone ser(ices)
<e assist our cor2orate customers in realizing their usiness enhancement goals through
our e52erienced# multi6disci2line teams and a com2rehensi(e set of ser(ices# all under
one roof) <e understand the factors influencing usinesses# their mar1ets and di(erse
needs) This hel2s us assist our customers ! identif!ing the right solution and im2lement
it in the est 2ossile wa!)
,nli1e most cases where different com2onents required for cor2orate wesites are
sourced from different com2anies# our customers find it con(enient in dealing with a
single entit! for e(er!thing)
Our main o3ecti(e is to ring tangile and intangile enefits to our customers through
2rofessionall! de(elo2ed and well6mar1eted 7 2roduct catalogs) <e ta1e into account
indi(idual needs and offer assistance in 2lanning : im2lementing online mar1eting
strateg!) Each customer is assigned a 2ro3ect manager# with a team of 2roficient wesite
designers# 2rogrammers# content writers and we mar1eting 2rofessionals) <e also
underta1e the tas1 of we 2romotion and ensure online (isiilit!) An online u!ing
2rocess# .7. or retail# would ne(er e com2lete without e6commerce de2lo!ment an! e6
commerce de2lo!ment requires three asic thingsN an online catalogue# a sho22ing cart
and a 2a!ment gatewa!) <e offer all three under one roof) <e ha(e our own 2a!ment
gatewa! LA.C2a!ments)comL to 2ro(ide single 2oint solution to our customers)
BUSINESS ENHANCEMENT
<e offer usiness enhancement solutions that can e customized to ser(e the interests of
the +$E segment as well as large enter2rises# from di(erse industries)
<e understand the factors influencing usinesses# their mar1ets and di(erse needs) This
hel2s us assist our customers ! identif!ing the right solution and im2lement it in the est
2ossile wa!) <e assist cor2orate to interact with their customers# 1ee2 the sta1eholders
u2dated and augment their rand identit! on the we)
<or1ing with customers from different industries hel2ed us de(elo2 a multi6feature
2roduct that ma1es online 2roduct management eas!) &esigned for the +$E segment# it
offers gloal e52osure to manufacturers# su22liers : ser(ice 2ro(iders to enhance their
sales) <e understand gloal u!er?s information needs : eha(ior cou2led with e52ertise
in communicating the right message to them)
<e offer technical s1ills : tools along with good usiness 2rocess
1nowledge for online commerce setu2# whether .7. or retail)
<e are geared to ada2t to our customers? unique demands and offer customized solutions
with equal ease)
)
Corporate Websites
Cor2orate need to interact with their customers# ha(e to 1ee2 the sta1eholders u2dated#
create and maintain a rand identit! and 2ro3ect (arious as2ects of usiness) "nternet
ased communication : mar1eting is toda! an integral 2art of their strategic mar1eting :
communication 2lan and therefore it needs a different treatment than a sim2le wesite for
a usiness)
<e assist our cor2orate customers in realizing their usiness enhancement goals through
our e52erienced# multi6disci2line teams and a com2rehensi(e set of ser(ices# all under
one roof) ,nli1e most cases where different com2onents required for cor2orate wesites
are sourced from different com2anies# our customers find it con(enient in dealing with a
single entit! for e(er!thing)
<e ta1e into account indi(idual needs and offer assistance in 2lanning : im2lementing
online mar1eting strateg!) Each customer is assigned a 2ro3ect manager# with a team of
2roficient wesite designers# 2rogrammers #content writers and we mar1eting
2rofessionals) <e also underta1e the tas1 of we 2romotion and ensure online (isiilit!)
<ith our e52erience in managing com2le5 and multi6 disci2line cor2orate wesite
2ro3ects# we ensure etter results for our customers with least hassles)
)
C%APTER
9
RE+EARC%
O.JECT"-E+
RESEARCH OB1ECTIVES
1. To understand the online 2romotional acti(ities of a 2roduct li1e 6 Trade fare
#Print media #Electronic media)
2. To 1now how international u!ers are ale to access the largest dataase of
"ndian su22liers through "N&"A $ART)CO$)
9) To gain 1nowledge aout the (arious ma3or com2onents of online
2romotions li1e Online &irector!B"ndiamart Dellow Pages# Online Product
Catalogs# Trade 0eads # Product 2ortals)
;) To understand how usiness 2romotions are done through online to attract
customers through (arious 2ortals)
=) To sur(e! the mar1et through questionnaire 2re2aration and understand the
customer?s 2erce2tion regarding the online 2romotional acti(ities of the
$+$Es
C%APTER
;
0"TERAT,RE
RE-"E<
+tarting the 3ourne! from 8GGH# with a small memer in the functioning 2rocess# "ndia$ART has
tried to gi(e a smart 2ro2osition in the field of online 2romotional acti(ities)
IndiaMART.com- Shaping The Value Proposition
"ndia needed to im2ro(e its foreign earnings) The lieralized "nternational Trade
decisions in 8GGH included I
"ncenti(es on "m2ort and E52ort#
Focus on small and medium usiness)
Opportunity for IndiaMART

"nternet was widel! eing used in ,+ for usiness at a (er! low cost)
'loal u!ers saw "ndia as a lucrati(e su22lier in a numer of industries#
%ardl! an! organized su22lier information was a(ailale from "ndiaN E52ort
Promotion CouncilsBTrade Agencies did not offer enough informations also)

.ased on the ao(e #the targeted mar1et for us wasI

.usiness in "ndia Q matches with our geogra2hical 2resence#
+mall : $edium +ize Q willing to ta1e more ris1 in order to achie(e higher
growth#
"nterest in "nternational Trade6 high (alue 2ro2osition for sellers)
PURPOSE
Thus the main 2ur2ose of us that# <e are a usiness 2romotion com2an!#
offering +ER-"CE+ : +O0,T"ON+# to small and medium sized le(el
usiness in "ndia for increasing the RE-EN,E+ and RE&,C"N' CO+T+
using internet and "nternet technolog!)
B 2B MATCHMAKER

SELLERS
BUY
ERS IndiaMART
ON0"NE &"RECTORD <"T% 0AR'E N,$.ER OF RE'"+TERE& .,+"NE++E+ ATTRACT"N' 0AR'E N,$.ER OF .,DER+ AN& +E00ER+ T%,+ PRO-"&"N' A +O0,T"ON FOR .OT% T%E .,DER+ AN& T%E +E00ER+)
B2B MARKETPLACE
B2B Marketplace is a 42latformR where manufacturers# su22liers# distriutors and e52orters
meet through with the hel2 of search engines) +earch Engines are asicall! a we tool designed
to search for information on the world wide we) 0ist of search engines includes 'oogle# Dahoo#
$+N# as1)com etc) 4B2B marketingR meaning information or dataases of 4business to
business marketing) .7. $ar1et2lace is the hu of mar1eting tools through which search
engine scrolls dataases a(ailale on the net) B2B marketplace therefore 2ro(ides immense
1nowledge aout the 2roducts one wishes to u! or sell through or gi(e information regarding
their 2roducts# 2rofiles# ser(ices etc)
B2B Marketplace offers wide enefits to the manufacturers# su22liers# u!ers# e52orters as
well as im2orters)
ON0"NE &"RECTORD <"T% 0AR'E N,$.ER OF RE'"+TERE& .,+"NE++E+ ATTRACT"N' 0AR'E N,$.ER OF .,DER+ AN& +E00ER+ T%,+ PRO-"&"N' A +O0,T"ON FOR .OT% T%E .,DER+ AN& T%E +E00ER+)
0AR'E N,$.ER OF
.,DER+
0O< $AR/ET"N' CO+T+
T"$E ( FA+T +E00"N'*
RE0"A.0E .,DER+
LARGE NUMBER OF SELLERS
FAST & EASY INTERACTION
0AR'E N,$.ER OF
+,PP0"ER+
0O< $AR/ET"N' CO+T
T"$E (FA+T +E00"N'*
These benefits are as follows:
S One sto2 mar1et2lace for sellers and u!ers)
S $a1es Trading more eas! and con(enient)
S Pro(ides etter o22ortunit! for manufacturers# su22liers and con(enient sho22ing for u!ers)
S Time sa(ing and fastest mode of trading through online)
S Cost sa(ing and reduce ele(ated cost)
S "ncrease sale (olume ! 2ro(iding (arious online trading tools tools ! we 2ortals)
S "ncrease 2roducti(it! and hence generate re(enue to the com2an! ! 2ro(iding techniques and
more ad(anced method of online trading)
Therefore# B2B marketplace is a huge mar1et hu for manufacturers# u!ers# su22liers#
im2orters and e52orters) These 2ro(ide an o22ortunit! to trade etter and a(ail new usinesses
or ser(ices ! 3ust rowsing sites through online)
.usiness nowada!s in(ol(es man! more com2le5ities and intricacies include 'o(t) Rules :
Regulations# Countr! Trading 0aws# ET"$ Polic! and Other Trade 0aws : Associations)
+o# usiness o22ortunities ecomes (er! essential as it sa(es time and hel2s in a(oiding
usiness com2le5ities)
B2b PORTALS
.7. (usiness6to6usiness* wesites include all internet6ased technical solutions which
facilitate ser(ices in the estalishment of new trading relationshi2s etween com2anies and
su22orting the e5isting relationshi2s) "t can e termed as an e6mar1et for e6usiness transactions)
A .7. 2ortal 2rimaril! ser(es as a 2latform for wholesalers# retailers# distriutors and
manufacturers to carr! out their usiness acti(ities online) "t allows electronic transfer of orders#
in(oicing and 2a!ments) .7. stands for usiness to usiness# so in .7. site the communication
and transaction is etween one usiness (entures to another usiness (enture# here the targeted
customers are not a22roached directl!# it does not sell directl! to the end user)
.7. site has ecome one of the most sorts out and techno6sa((! mode for usiness transactions
as well as a 2latform for sales) "t 2ro(ides the user the o22ortunit! to reach out to com2anies and
usinesses gloall!) $ar1eting done through the .7. 2ortals is e5clusi(el! online thus there are
no 2rint# distriution or 2ostage costs 2lus it is measurale through so2histicated trac1ing
software) .7. online mar1eting is an essential 2art from u!er>s 2ers2ecti(e as well as seller>s
2ers2ecti(e) For u!ers it facilitates in searching new su22liers# 2ost u!ing requests# and search
for used or new in(estment goods) For a seller 2oint of (iew# it ma1es eas! to find out u!ers for
their 2roducts# the! could sell online new as well as used 2roducts) The! could e(en access the
information aout their com2etitors)
IndiaMART.com & The Network- Benefit to the Buyers
"nternational u!ers are ale to access the largest dataase of "ndian su22liers instantl!)

"ndia$ART)com is the onl! "ndian mar1et2lace which offers trusted su22lier 2rofiles#
which ma1es it easier for the u!ers to ta1e an informed decision)

0argest (ariet! of 2roducts# of desired qualit! from "ndia# it is the fastest mode of
communicating with a large numer of sellers simultaneousl!# there! reducing the total
cost of 2urchasing)
Onl! "ndian mar1et2lace which offers single62oint source of not 3ust su22lier data :
catalogs ut also offers industr! and 2roduct information along with general trade and
e5im information)

&ue to large numer of sellers on the mar1et2lace# u!ers get the most com2etiti(e
2ricing)
This is how it gi(es most of the enefits to the u!ers so as to get an international access
of the su22liers according to the need of their 2roducts)
IndiaMART.COM & The Network- Benefits to The Sellers
"ndian su22liers get access to a large 2ool of international u!ers instantl!#
Reduce the communication cost and "nternational mar1eting cost which amounts u2to
7@K of the total turno(er#
O22ortunit! to the u!ers and sellers to o2erate from a (irtual office and access usiness
enquiries without an! need for 2ro2er official setu2)
.u!ers and the sellers deal with each other directl!# without an! intermediar!) .usiness
queries generated are forwarded to the su22liers without an! intermediation)
IndiaMART.com - MARKETPLACE FACTS
9 +ER-"CE PORTA0+#
89U "ndustr! 2ortals#
87HU 2roduct 2ortals#
8@@U Tra(el 2ortals#
= 0acU registered com2anies#
= 0acU usiness enquiries e(er! month#
=@ $illion U unique (isitors e(er! month#$ost (isited "ndian .7. mar1et2laces
MA1OR COMPONENTS
ON0"NE &"RECTORD#
ON0"NE PRO&,CT CATA0O'+
TRA&E 0EA&+
"N&,+TRD -ERT"CA0+
PRO&,CT PORTA0+
ONLINE DIRECTORY

"ndia$ART offers I
Com2rehensi(e usiness director! of "ndianBForeign manufacturers #su22liers and ser(ice
2ro(iders)
Facilit! of inter(iewing their com2an! 2rofile# 2roduct catalogs# (erified usiness details#
+ending an online request for quote#

All the 2roductBser(ice categories ha(e their own unique ,R0s which are indi(iduall!
2romoted on internet as manufacturers# e52ortersBser(ice 2ro(iders of res2ecti(e
2roductsBser(ices#
+earch engine o2timization of com2an! listing 2ages#
ONLINE PRODUCT CATALOGS
"ndia$ART has o(er 8=@@@ usiness catalogs of "ndian su22liers (ahing more than 8@@@@@
unique 2roduct 2ortals in total) This is the largest collection of 2roducts from "ndia)
,ser friendl! ad(anced search ased ma1es it eas! to find out an! 2roduct#
"nformation is well laid out and categorized in a wa! that it ma1es na(igation
through the 2latform eas! and fast#
+2ecial identification for the latest catalogs added which hel2s the re2eat (isitors to easil!
identif! new 2roducts#
&irect lin1 to catalogs of related categories and 2roducts
&irect (isiilit! of (arious 2roduct 2ages in search engine)
BENEFITS I
"t is the largest aggregation of catalogs from "ndia# there! ma1ing it most
com2rehensi(e source of 2roduct information for the u!ers#
Catalogs e52edite the decisions ma1ing 2rocess of u!ers there! ma1ing it one of the
most 2referred sources for 2roduct sourcing ! the u!ers#
Customers can (iew all the 2roducts : its (ariation # allowing them to ma1e informed
decisions#
Routine tas1s : queries such as downloading files : clarif!ing 2roduct s2ecifications
can e automaticall! handled on the wesites#
+u22liers reach man! new entities without the need for the t!2ical mar1eting e52enses :
in(estment#
En3o!s to2 searches 2ositions on all ma3or search engines # ecause of which a good
amount of u!er traffic is generated through online catalogs)
Dou can search the catalogs online through catalogs)indiamart)com
TRADE LEADS

"t 2ro(ides for the u!ersBsellers to 2ostBre2l! to offer for for u!ing : selling of
2roducts and estalishing usiness association in "ndia)
.u!ers and sellers can 2ost their trade offers to either u! or sell a 2roductB ser(ice or to
enter into a usiness association)
Once an offer is 2osted# the interested u!er #seller or 2otential usiness associate can
re2l! to this trade offer online)
The re2l! generated reaches the 2erson who 2osted the original trade offer# there!
initiating a usiness dialog)
Effecti(e tool for faster usiness res2onse)
BENEFITS
.u!ers can search for (endors who can su22l! the 2roducts : ser(ices the! need Q oth
for ad hoc as well as regular 2urchase)
"f the! do not find the 2roduct on their choice on sale #the! can 2ost a u!ing requirement
and get the quotations right at their des1to2# rather ha(ing to search for a su22lier)
"t is the fastest wa! for the u!ers to access direct 2roduct information # 2ut on sale ! a
seller#
"t also 2ro(ides 2riorit! listing to the client offers
INDUSTRY VERTICALS
A com2lete mar1et2lace in itself
Focus on a s2ecific industr! or 2roduct onl!#
For eg6 while "ndia$ART)com co(ers all the industries#handicraft)indiamart)com
focuses on the "ndian handicrafts industr!#
Aggregates dis2arate content and ser(ices of interest to a 2articular industr! and
ma1es it a(ailale to u!ers and sellers from that industr!#
"n case of (ertical 2ortals the audience or 2artici2ants ma! e smaller # ut the! 2ossess
higher interest as the audience is highl! targeted#
0i1e "ndia$ART)com# all its memer (ertical 2ortals ha(e a director!# catalogs# trade
leads# newsletter# search and industr!B2roduct information section of their own)
BENEFITS
"t is the source of generating usiness enquiries#
No other mar1et2lace in "ndia has such a wide and information rich 2ortfolio of industr!
(erticals#
Offers multi2le 2romotion to su22liers who uild a wesiteBcatalog with ""0 #
"t hel2s to get focused u!ers# resulting in etter qualit! enquiries

C%APTER
=
CONCEPT,A0
FRA$E<OR/
B2B Product Catalogs

$anufacturers# e52orters# su22liers and ser(ice 2ro(iders from the +$E segment need domestic
: international e52osure to enhance their sales) A static 7 2roduct catalog is an ideal first ste2
for them for gloal 2resence) Our 7 2roducts catalogs are full! managed# including designing#
content editing# hosting# strategic we 2romotion and its annual maintenance)
"t is a cost effecti(e tool that reduces time and costs in(ol(ed in reaching out to a 2ros2ecti(e
u!er) An online 7 2roduct catalog is not 3ust a showcase of the com2an! and its 2roducts# ut
also a great mar1eting tool to enhance re(enue generation as it caters to the scattered domestic
mar1et as well as the international mar1et)
Our main o3ecti(e is to ring tangile and intangile enefits to our customers through
2rofessionall! de(elo2ed and well6mar1eted 7 2roduct catalogs
)
E- Commerce Solution
An online u!ing 2rocess# .7. or retail# would ne(er e com2lete without e6 commerce
de2lo!ment) Though the most common form of online sho22ing is reflected in retailing of goods
and ser(ices# our e6commerce solution is suitale for the .7. segment (for negotiated 2rices#
ul1 deals# sam2le e5change* also)
For an e6commerce setu2# usinesses usuall! a22roach different ser(ice 2ro(iders to consolidate
all com2onents required) <e ma1e it easier for our customers ! offering full!6managed#
consolidated e6commerce solutions)
An! e6commerce de2lo!ment requires three asic thingsN an online catalogue# a sho22ing cart
and a 2a!ment gatewa!) <e offer all three under one roof) <e ha(e our own 2a!ment gatewa!
LA.C2a!ments)comL to 2ro(ide single 2oint solution to our customers)
Dynamic Product Catalogs

<or1ing with customers from different industries hel2ed us de(elo2 a multi6feature
d!namic 2roduct catalog that ma1es online 2roduct management e5tremel! eas!)
+ome com2anies change their 2roduct catalogs frequentl! as their 2roduct designs change fast or
the! ha(e new 2roducts to offer) The cost of u2dating : sending the u2dated staticB2rinted
catalogs in such cases is (er! high) A d!namic 2roduct catalog# is a cost6effecti(e inno(ati(e
solution that allows a com2an! to de(elo2Bu2date its online 2roduct catalog with full control
o(er its 2roduct na(igation and 2roduct information)
Our d!namic 2roduct ca talog offers following features

J &is2la! management s!stem that allows 2ersonalized design and 2resentation of the catalog)
This in(ol(es de(elo2ment of a home2age# 2rofile 2age# enquir! form# static information 2ages
and 2roduct 2resentation la!out# ased on which the 2roduct catalog is dis2la!ed)
J Product management s!stem that allows clients to u2date and dis2la! 2roducts and details) "t
allows adding or editing 2roduct and 2roduct details# and u2load the changes)
J Enquir! as1et that allows (isitors to select multi2le 2roducts : add to the (irtual cart to send a
consolidated order B enquir! and request a quote for the same
) "t is a s!stem that re2licates the 2h!sical catalog and at the same time offers the
fle5iilit! of u2dating it as 2er the customer?s con(enience of time and location

Multimedia CD Presentation

"nteracti(e 2resentation aout an organization or its 2roducts is amongst the est wa!s to garner
attention of 2ros2ecti(e u!ers and customers) <ith increasing com2etition# su22liers recognize
the (alue of 2ositioning themsel(es ahead of their com2etitors) $ultimedia C& 2resentations are
an ideal wa! to achie(e the same)
Our team>s e52ertise in deli(ering usiness enhancement solutions gi(es us an edge while we
de(elo2 multimedia C& 2resentations for our customers) <e assist our customers through
2lanning# designing and content management to Our main o3ecti(e is to ring tangile and
intangile enefits to our customers through 2rofessionall! de(elo2ed and well6mar1eted 7
2roduct catalogs) E6 Commerce +olutionI An online u!ing 2rocess# .7. or retail# would ne(er
e com2lete without e6 commerce de2lo!ment) Though the most common form of online
sho22ing is reflected in retailing of goods and ser(ices# our e6commerce solution is suitale for
the .7. segment (for negotiated 2rices# ul1 deals# sam2le e5change* also) For an e6commerce
setu2# usinesses usuall! a22roach different ser(ice 2ro(iders to consolidate all com2onents
required) <e ma1e it easier for our customers ! offering full!6managed# consolidated e6
commerce solutions)
An! e6commerce de2lo!ment requires three asic thingsN an online catalogue# a sho22ing cart
and a 2a!ment gatewa!) <e offer all three under one roof) <e ha(e our own 2a!ment gatewa!
LA.C2a!ments)comL to 2ro(ide single 2oint solution to our customers)
&!namic Product CatalogsI
8;
<or1ing with customers from different industries hel2ed us de(elo2 a multi6feature
d!namic 2roduct catalog that ma1es online 2roduct management e5tremel! eas!)
+ome com2anies change their 2roduct catalogs frequentl! as their 2roduct designs change fast or
the! ha(e new 2roducts to offer) The cost of u2dating : sending the u2dated staticB2rinted
catalogs in such cases is (er! high) A d!namic 2roduct catalog# is a cost6effecti(e inno(ati(e
solution that allows a com2an! to de(elo2Bu2date its online 2roduct catalog with full control
o(er its 2roduct na(igation and 2roduct information)
Our d!namic 2roduct catalog offers following featuresI
J
&is2la! management s!stem that allows 2ersonalized design and 2resentation of the catalog)
This in(ol(es de(elo2ment of a home2age# 2rofile 2age# enquir! form# static information 2ages
and 2roduct 2resentation la!out# ased on which the 2roduct catalog is dis2la!ed)
J
Product management s!stem that allows clients to u2date and dis2la! 2roducts and details) "t
allows adding or editing 2roduct and 2roduct details# and u2load the changes)
J
Enquir! as1et that allows (isitors to select multi2le 2roducts : add to the (irtual cart to send a
consolidated order B enquir! and request a quote for the same
)
"t is a s!stem that re2licates the 2h!sical catalog and at the same time offers the
fle5iilit! of u2dating it as 2er the customer?s con(enience of time and location
$ultimedia C& PresentationI
"nteracti(e 2resentation aout an organization or its 2roducts is amongst the est wa!s to garner
attention of 2ros2ecti(e u!ers and customers) <ith increasing com2etition# su22liers recognize
the (alue of 2ositioning themsel(es ahead of their com2etitors) $ultimedia C& 2resentations are
an ideal wa! to achie(e the same)
Our team>s e52ertise in deli(ering usiness enhancement solutions gi(es us an edge while we
de(elo2 multimedia C& 2resentations for our customers) <e assist our customers through
2lanning# designing and content management to
8=
create and im2ressi(e and engaging 2resentation) Our customers would commonl! use these C&
2resentations for trade shows and e5hiitions# u!er 2resentations#2roduct catalog or as gi(e
awa! reference material) $ultimedia C& 2resentations are not 3ust con(enient means of
2resentations# the! are hand!# ha(e a longer shelf life and can easil! relate to the com2an!?s
rand image
)
Customized Solution

<e offer usiness enhancement solutions that can e customized to ser(e the interests of the
+$E segment as well as large enter2rises# from di(erse industries)
+ome of our customers ha(e s2ecific requirements that cannot e ser(ed with our standard
solutions) Their requirements are highl! s2ecific to their usiness and are unique in nature) +uch
requirements need s2ecial in2uts and custom solution de(elo2ment) For such instances we
customize our solutions or e(en create new ones# if need e)<e ha(e een ale to use our
e52ertise in usiness enhancement comined with e52ertise in areas li1e "T# content editing#
designing and online mar1eting to successfull! im2lement customized solutions for our
customers)

MAILING/COMMUNICATION

<e offer Lfull! managedL mailing solutions that encom2ass management of mailing s!stem#
online (irus loc1ing : +2am 2rotection and streamlining of usiness communication 2rocess)
Emails ha(e ecome an integral : critical 2art of e(er! organization>s e5ternal as well as
internal communication s!stem) Organizations are finding it e5tremel! difficult to fulfill their
need for secure# reliale : multi6disci2line mailing from asic facilities offered ! "+P and <e6
ased ser(ices)
Our solutions are aimed reducing communication costs a2art from offering a secure and
reliale communication solution) <e are e52erienced in ser(ing mail users across small#
medium : large enter2rises and ha(e de(elo2ed the most ine52ensi(e email management
s!stem# with fle5ile utilities) <e offer the est tele2honic and online su22ort to our customers
as and when required) LFull!6managedL enter2rise mailing solutions are aimed at offering hassle
free mail management for medium and large enter2rises) A we6ased# eas!6to6use tool for
structured usiness communicationmanagement# it comes with 2ower62ac1ed smart re2orting
features)Online Anti6+2am : anti6(irus enaled roaming POP aBc?s with we mail offers 2eaceof
mind to usiness users)
Enterprise Mailing Solution

"t is an estalished fact that almost F@K of the (irus attac1s are through e6mails and o(er H@K of
the mails are +2amming) "magine what ha(oc a (irus attac1 can cause to an enter2rise where
each indi(idual is handling crucial data) Add to it the wor1 hindrance due to hea(! +2am and
ser(er downtime) <ith our e52erience and technical s1ills# we ha(e de(elo2ed an enter2rise
mailing solution that s1illfull! tac1les these issues) This s!stem can wor1 with !our e5isting
mailing s!stem as well# with ad(anced features)
A2art from ensuring GGK u2time for the mail ser(ers# we also 2ower our managed enter2rise
mailing solution with online (irus scanner : +2am controller that enales users to wor1 more
efficientl!) <e offer managed mail ser(ers for com2anies with large setu2 and hea(! mail traffic
that are secure# maintain 2ri(ac! : confidentialit! and are ale to handle as man! users as an
enter2rise ma! ha(e)
Our managed mail ser(er solution also allows all internal users to communicate o(er 0AN with
other cost6effecti(e features li1e Auto &ialing# Address $a22ings# Auto Re2l!# Forwarding# and
$ailing lists etc) Our solution also lets our customers retain control o(er certain functions# e)g)
creating a new user or maintaining mailing lists etc)# gi(ing sufficient inde2endence to them)
POP A/c's with Web mail
POP accounts with we mail are a 2erfect solution for 2eo2le constantl! on mo(e) Our 2o2 aBc?s
with we mail ser(ice allows the users to chec1 mail from an!where# using e6mail 2rograms
such as Eudora or Outloo1) All !ou need is a com2uter and access to the "nternet) A2art from the
standard features# our 2o2 accounts are 2owered with online (irus and +2am 2rotection software
that enales the user to wor1 more efficientl!) +ome of the other features of 2o2 accounts areI
J $ulti featured we mail interface# accessile worldwide)
J Regular technical su22ort
J GG)GK u2time)

Lead Management System

+ince our ince2tion# we ha(e een offering usiness enhancement solutions for generating high
qualit! usiness enquiries) To ensure that su22liers ha(e higher con(ersion rates# we ha(e
de(elo2ed an effecti(e lead management s!stem (0$+*)
The 0$+ automaticall! organizes all incoming mails and maintains a threaded histor! of the
entire communication) The users ha(e the facilit! to set the schedule for follow6u2) The! can
com2ose mails with 2re6defined content and use it for regular res2onses) The users can also feed
offline leads recei(ed from an! other source li1e 2hone etc) and maintain a com2lete histor! of
communication)
0$+ also generates useful $"+ re2orts that assist indi(idual users to measure the effecti(eness
of their res2onses and gi(es the administrator a com2lete o(er(iew of what is ha22ening at the
lead management front in the organization)
B2B MARKETPLACE SERVICES
<e ha(e the 2ri(ilege of launching "ndia?s largest .7. mar1et2lace 6 "ndia$ART)com and
more than =@ other industr! s2ecific mar1et2laces) These attract focused usiness (isitors
and generate usiness enquiries for their memers)
<e use our networ1 of .7. mar1et2laces to assist usinesses gain gloal e52osure and do
usiness with gloal u!ers) These mar1et2laces ha(e a memershi2 of more than 9@@#@@@
com2anies) The! together generate more than ;@mn 2age (iews and o(er 9=@#@@@ trade
enquiries e(er! month) The! are therefore est 2ositioned to offer ma5imum e52osure and
(isiilit! to su22liers to reach out to gloal u!ers with their 2roductsBser(ices) %ighl!
targeted# animated anners to get high 2rofile u!ers and generate qualit! usiness enquiries
assured genuine usiness enquiries# e5clusi(e access to com2lete ad(ertising s2ace and a
customized 2roduct catalog)
To2 2osition in usiness listings to dri(e high6(olume# high qualit! u!ers from across the
gloe 7@#@@@U go(ernment and cor2orate tenders from "ndia# with eas! access on the we or
through e6mail) +ellers gain instant crediilit! with Trust +eal and get qualified enquiries
from high (olume u!ers) The wide range of .7. mar1et 2lace ser(ices include the
following ser(ices offered ! the "ndia mart intermesh limitedI
Banner Advertising
A anner is the most con(entional and 2o2ular mode of reaching out to the target audience
on the "nternet) "t wor1s oth as a rand uilding and traffic generation tool for the
ad(ertiser)
<ith our =@62lus industries oriented .7. mar1et2laces# which garner highl! targeted
(iewershi2 from gloal u!ers and "ndian sellers# we are est 2ositioned to ser(e the usiness
generation : rand uilding needs of large and small usinesses)
Our industr! e52erts wor1 with the ad(ertisers to identif! strategic locations for anner
2lacement and ensure highest clic16throughs) <e firml! elie(e that a meticulousl! 2lanned
ad(ertising cam2aign is the onl! wa! to deli(er etter (alue for our ad(ertiser?s mone!) <e
ha(e well defined 2ositions on almost e(er! 2age of our networ1N usuall! in the first screen
itself) <e ser(e animated and real media anners in the standard sizes of ;HF 5 H@ 2i5els and
87@ 5 G@ 2i5els and are equi22ed to handle custom sizes for s2ecific cam2aigns)
Premium Listings
The 2remium listings are an im2ortant element that draws high qualit! traffic to a su22lier?s
wesite B 2roduct catalog# there! generating effecti(e usiness enquiries for the su22lier) "t
is one of the est wa!s to reach out to 2otential gloal u!ers and get them to (iew 2roducts
and ser(ices offered ! the su22lier)
Pac1ed full of features# it offers to2 2ositions to a com2an!?s listing in usiness director!#
catalogs and trade leads) +tudies ha(e 2ro(en that to2 ran1ed listings get a higher clic1 rate
than the rest) According to our internal assessment# these to2 ran1ed listings recei(e 96=
times as man! clic1s as the normal usiness listings# thus creating an o22ortunit! to garner
etter qualit! and quantit! of usiness enquiries)
<e offer two (ersions of 2remium listings 6 Featured and Normal) The first three listings in a
categor! are reser(ed for Featured Premium 0istings and the ne5t three for Normal Premium
0istings) E(er! listing contains the com2an! name# rief 2rofile# contact information# and
direct lin1 to catalog and a lin1 to online enquir! form)

Portal Sponsorships
Portal s2onsorshi2 is a s2eciall! designed online 2romotion 2rogram that assists u!ers in
rea2ing ma5imum enefits from a 2roduct B industr! focused mar1et2lace with least time :
cost)
As gloal u!ers 2refer to (isit focused and com2rehensi(e 2ortals for their 2roduct sourcing
needs# hence these 2ortals garner a niche target audience# most rele(ant for a su22lier) .!
offering the com2lete ad(ertising rights of the 2ortal to the s2onsor# we ma1e sure that no
u!er misses out the s2onsor)
Along with the s2onsorshi2# we also de(elo2 a customized 2roduct catalog section for the
s2onsor within the 2ortal# which can e referenced ! the u!ers for sending enquiries) This
leads to high qualit! enquiries eing generated for the s2onsor)
Online Tenders
Thousands of tenders are floated in "ndia ! different organizations and through different
media) To 1ee2 a trac1 of them is a monumental tas1 for an! indi(idual) To facilitate access
to all tenders floated ! the go(ernment and 2ri(ate organizations all o(er "ndia# we started
online tenders ser(ice)
<e collect tenders from multi2le sources and categorize them to feed it in our classified
dataase) <e 2ro(ide access to o(er 7@#@@@ current go(ernment# cor2orate tenders and
2rocurement notices from "ndia)
The suscriers can (iew a tender on htt2IBBtenders)indiamart)com using a username and
2assword or can get the notifications e6mailed to their mailo5)
Trust Seal
+uccess in usiness is all aout ma1ing right : informed decisions) A(ailailit! of rele(ant#
(erified information is therefore a 1e! requirement) <ith greater uncertainties associated
with international trade# the im2ortance of this information is further enhanced) "n order to
offer end6to6end solutions to gloal u!ers and sellers# u!ers need rele(ant# uniased
information aout the usiness status of the sellers) And here ste2s in Trust +eal)
Trust +eal is an indication of trustworthiness of a usiness ased u2on its (erified record of
certified documents 2ertaining to 2roof of e5istence# legal status# statutor! a22ro(als#
affiliations and qualit! certification) "t aims at ser(ing the dual 2ur2ose ofI
Offering international u!ers the desired usiness information aout the
su22liers so that the! can ma1e a more informed decision# and
Assisting the sellers mar1et themsel(es etter to the gloal u!ers)
Trust +eal is not an e(aluation ser(ice ut is a s!mol of authenticit! to the information
2ro(ided ! the su22lier) "t denotes that information 2ro(ided ! the client has een
authenticated and (erified ! a third 2art! with document 2roof) This information is a(ailale
to the u!er on request) A Trust +eal can e offered onl! to those com2anies# which qualif!
the minimum defined 2arameters of usiness e(aluation)
ONLINE PAYMENT GATEWAY
<e offer end6to6end online 2a!ment solutions that are as feasile for .7.
transactions as for retail)
<e offer online 2a!ment solutions to our customers through A.C2a!ments)com) "t is a full!
managed online 2a!ment solution that facilitates memer com2anies transact with their
customers) "t has een de(elo2ed to ser(e the needs of .7. as well as retail transactions)
$emer users can select from multi2le 2a!ment acce2tance o2tions to suit their
requirement) The! can integrate it with their sho22ing cart or can use o2tions such asI
online in(oicing# quic1 2a! etc) to recei(e 2a!ments from their u!ers)
A.C2a!ments)com has a solution for almost e(er! online 2a!ment requirement#
including
I +mall (alue 2a!ment for sam2les or an ad(ance
Pa!ments for custom made 2roducts#
Negotiated 2rice 2a!ment)
A.C2a!ments)com is one of the most secured 2latforms in the world# which acce2ts
2a!ments through ma3or credit cards ($asterCard# -isa# &iners* and e6an1ing from almost
all the ma3or "ndian an1s)
<e ado2t stringent securit! measures to ensure that criticall! sensiti(e information# such as
!our customer>s 2ersonal information and their credit cardB deit cardsB net an1ing details
are 2rotected)
+ome of the main features of A.C2a!ments)com areI
Fraud detection tool)
No merchant account required)
Prom2t 2a!ments# short 2a!ment c!cles)
Com2atile with third62art! sho22ing carts)
$ulti2le transaction ser(ices)
%ighl! secure Q 87F it ++0 encr!2tion)
%ighl! secure Q 87F it ++0 encr!2tion
+ingle 'atewa! with $ulti2le Pa!ment O2tionsI
A.C2a!ments)com is a com2lete online 2a!ments solution for !our usiness enhancement)
This is one of the most secured 2latforms a(ailale an!where that also enales !ou to recei(e
online 2a!ments ! most of the ma3or credit cards and through e6an1ing from all the ma3or
.an1s 2ro(iding online an1ing facilit!)
/ED FEAT,RE+N
J
All ma3or online 2a!ment modes acce2ted)
J
%ighest le(el securit! a(ailale in "ndia)
J
$ulti currenc! su22ort)
77
Online and off line technical su22ort)
Online in(oice management s!stem)
Online 2a!ment acce2tance interface)
SECURITY
A.C2a!ments)com offers the highest le(el of +ecurit!)
Thawte Certified 87Fit ++0Encr!2tion +us2ect Alert : Ris1 $inimization +!stem also
facilitates the securit! s!stems)
QUALITY
<e are the first "ndian com2an! in our domain to ha(e recei(ed "+O G@@8I7@@@ certification for
o(erall qualit! management and the organization>s ailit! to successfull! Lmeet customer#
regulator! and statutor! requirementsL)
4"+O CERT"F"CAT"ON %A+ EN&OR+E& O,R PO0"CD OF EN%ANC"N' T%E
-A0,E &E0"-ERE& TO O,R C0"ENT+ .D CONT"N,A00D "NPRO-"N' T%E
M,A0"TD OF +ER-"CE+ OFFERE& T%RO,'% +TR,CT,RE& +D+TE$+ AN&
"NTERNA0 &E+C"P0"NE)R
Our a22roach to qualit! has a customer focus 2hiloso2h!) Our focused
a22roach towards qualit! ensures 2rofitale returns for our customers)
<e are accredited with "+O G@@8I7@@@ for our usiness 2rocesses and
management s!stem# the first of its 1ind in its domain in "ndia
)
<e utilize our technical s1ills and usiness acumen to ring the est usiness
solutions to our customers)
OUR APPROACH
<e are the first "ndian com2an! in our domain to ha(e recei(ed "+O G@@8I7@@@ certification for
o(erall qualit! management and the organization>s ailit! to successfull! Lmeet customer#
regulator! and statutor! requirementsL)
<e ha(e teams that include 2rofessionals from the field of management# sales : mar1eting#
data management# gra2hic design# content editing# online mar1eting and "T) <e use our
multi6disci2line s1ills to determine customer needs# con(ert them into requirements and
fulfill them with an aim of achie(ing customer satisfaction)
CERTIFICATIONS
<e are the first "ndian com2an! in our domain to ha(e recei(ed "+O G@@8I7@@@ certification
for o(erall qualit! management and the organization>s ailit! to successfull! Lmeet customer#
regulator! and statutor! requirementsL)
Our qualit! management s!stem in(ol(es a set of 2rocedures to followI
<e ha(e a well6defined s!stem of recruiting 2eo2le ased on the requirement) The asic
criteria for this are adequate education and training or e52erience as necessar!)
<e ha(e 2rescried training schedules for the newl! recruited as well as the
e5isting de2ending u2on their com2etenc! requirements#
Our customer related 2rocedures in(ol(e requirement identification# re(iew# and
2roduct im2lementation and customer communication#
The 2rocesses are 2lanned as 2er the customer requirements)
+et 2rocedures are followed for design and de(elo2ment)
"nternal software>s are used to chec1 the correctness of the designed 2roduct)
Each stage of wor1 2rogress is monitored and measured to e(aluate 2erformance)

HOW WE ENSURE QUALITY

<e are the first "ndian com2an! in our domain to ha(e recei(ed "+O G@@8I7@@@ certification
for o(erall qualit! management and the organization>s ailit! to successfull! Lmeet customer#
regulator! and statutor! requirementsL)
<e utilize our technical s1ills and usiness acumen to ring the est usiness solutions to our
customers) +ince our ser(ices are human resource oriented# we need to wor1 with a 2ro2er
2lan to get the est) There are 2rescried set of 2rocedures that we follow right from
recruiting 2eo2le to deli(ering the ser(ices and their further e(aluation and im2ro(ements)
Training and de(elo2ment of the em2lo!ees is well ta1en care of to enhance em2lo!ee s1ills)
<e de(ote e5tra man6hours ! in(ol(ing more 2rofessionals for each 2ro3ect) The 2ro3ect
team generall! includes 2rofessionals from (aried fields such as sales and mar1eting# data
management# software de(elo2ment# gra2hic designing# content editing and online
mar1eting)
Our clients get a consistent in2ut of wor1 2rogress through the team manager) <e ensure that
each team memer follows the set 2rocedures and chec1s at e(er! stage of 2ro3ect
de(elo2ment and im2lementation) <ith all our efforts we deli(er solutions that delight our
customers ! their qualit!# 2resentation and 2rofitale returns)
STRATEGIES UNDERTAKEN DURING THE TRAINING
" ha(e used following strategies to achie(e our sales and lead generation target)


COLLECTION OF RELIABLE DATABASE

"ndiamart 2ro(ided us alread! registered client detail of indiamart)com# tradeindia)com#
alliaa)com and others)
<e got client dataase from wesite of indiamart)com of free listed# 2aid u2 and dro2 out clients
of tradeindia)com and aliaa)com) The director! of indiamart)com has 2ro(ided us renewale
client list from dir)indiamart)com wesite) Also " referred the !ellow 2ages# tele2hone director!
of notified area of Naihati# 1amar2u1ur# 'aria# .agha3atin # to sort out the 2ros2ect clients)
" was gi(en 2ro2er guidance and details aout the clients of small manufacturing industries of
/ol1ata# who were either dormant or inacti(e) The frequenc! of the 2urchases was (er! much
less) Then " was as1ed to identif! m! 2ros2ects and then sell them 2romotional ser(ices and
generated leads ! a22l!ing our own methodolog! and 1nowing the su22liers 2erce2tion towards
our methodolog!)
CLIENT SEGMENTATION

As the gi(en dataase was huge it was not 2ossile to do cold calling for each and e(er!
customer) For this 2ur2ose " identified eligile clients and most interested 2ersons) This categor!
of customers had a great 2otential for in(estments in online mar1eting of their 2roducts and were
much easier to con(ince) For e5am2le " ha(e identified $a1tel Control +!stem and P(t 0td#
'aria Te5wa!# +hi( +ha1ti Chemicals and +himmer Chemicals# who are ale to s2end mone! to
get the online 2romotional ser(ices for their 2roduct to enhance their sales acti(ities ultimatel!
which leads to increase usiness (olume and re(enue of organization)
As 2er m! mar1et research ! questionnaire tool " deri(ed that the clients who ha(e alread!
2artici2ated in e5hiitions and further willing to do mass mar1eting through ad(ertisement and
internet) "ndustries situated at %aldia li1e Ad(ance +!nte5 and Fine5 P(t 0td had 2artici2ated in
the tradefair which were organized earlier in the Raindra +adan ground) And the! are willing to
2artici2ate once again in mass mar1eting li1e tradefair and also we would li1e to cater online
2romotion ser(ices after our a22roach)
For the segmentation of interested clients " used questionnaire to e filled u2 ! clients) " ha(e
ado2ted door to door 2olic! to ma1e them aware and to get their res2onses aout online
mar1eting through www)indiamart)com# www)tradeindia)com# www)aliaa)com#
www)indiane52orters)com# etc))# mass ad(ertisements through e5hiitions# tradefair and 2rint
media of indiamart)com and an! more .7. usiness 2ortals) &uring this mar1et sur(e!# "
differentiate interested clients who ha(e gi(en the 2ositi(e res2onse to me and non6interested as
well as not eligile to ser(e them online 2romotional ser(ices who ha(e gi(en negati(e res2onses
towards the online mar1eting 2olic!) " ha(e sort listed Ja! "ndustries# %i Tech Engineering#
Amrodia Remedies P(t 0td# &an1e Electrical Power P(t 0td# Econi5 %i Tech Com2onents P(t
0td# %eat Technologies P(t 0td and Arihant "ndustries# which are the non interested and not
eligile to register in the online mar1eting usiness 2ortals li1e www)indiamart)com#
www)tradeindiamart)com #etc) On account of their udget constraint# demand of 2roduct in local
region onl!# so the! are not required to ser(e this 1ind of online mar1eting of their 2roduct at
international and national le(el)
" ha(e differentiated small scale industries on the asis of their sales li1e gloal sellers !
im2orts6 e52orts# local sellers or national sellers) As 2er these criteria " must a22roach industr!
which 2la!s roles in selling acti(it! at gloal and at least at national le(el li1e Clima5 +!nthetic
P(t 0td# /a2s Engineers and +ameer 0in1ages (e52ort* P(t 0td generate sale order on
international le(el from different countr! li1e ,)/)# Euro2ean countries and in "ndia too) The
Prime Com2onents Com2an! is su22lier to 'o(ernment onl!# so " ignore this com2an! on an
account of his local selling acti(it! or due to fi5ed u!er)
AWARENESS OF THE PROSPECT CLIENTS

After identif!ing the 2ros2ect " do a little anal!sis of 2rofile of that client) " studied his le(el of
turno(er# 2roduction ca2acit!# current status of his usiness# his needs for generating sales
(olume# range of 2roducts# 2roduct categor!# com2etitors of his usiness# other manufacturing
units of same client# his mar1eting 2olic!# awareness aout online 2romotional ser(ices#
1nowledge of indiamart)com and man! more organization which 2ro(ides online mar1eting of
his 2roduct# his 2roduct>s consum2tion in (arious field# his e52enditure towards the mar1eting of
his 2roducts# his future 2lanning of action# his client dataase# etc) .ecause these are the factors
which decide what t!2e of 2ro2osals or est offer would e suitale for satisf!ing his needs)
"f the client is ha(ing more than =@ 2roducts then " offered him to dis2la! all 1ind if 2roducts
i)e)# unlimited numers of 2roduct on www)m!india)com 2ortal which is another .7. 2ortal of
indiamart)com) +o he would e ale to attach his 9@@ no) of 2roduct at time and we 2ro(ide him
zoom u2 facilit! to oser(e each 2roduct indi(iduall! on wesite of indiamart)com)
Also " offered them to launch their own wesite followed ! www)indiamart)com 2ortal and
others more than 8@@ .7. 2ortals which are sister concern of indiamart)com 2ortals as well as
their e6mail id to create trans2arenc! etween seller and 2urchaser to 1ee2 confidentialit! due to
their mono2ol! in the 2lastic industries)
+imilarl! for new clients and old manufacturers willing to ta1e little ris1# " ad(ise them to
de(elo2 wesites ! "T 2rofessionals of indiamart and register for the 2remium listing to get the
(er! first 2resence among all other listed com2anies and rotator! ad(ertisement anner in their
2roduct categor! wesite on www)indiamart)com to ensure ma5imum traffic and more hits on
their own organization>s online 2latforms)

FRESH CALLING AND COLD CALLING
After identif!ing 2ros2ects " did cold calling to these customers) " 1e2t m! target as F calls 2er
da!) " a22roached to them as customer ser(ice e5ecuti(es and as1ed them whether the! are
satisfied with the ser(ices gi(en ! "N&"A$ART)CO$ or are# the! facing an! 2rolemsV Then
" also as1ed them the reason for their less in(estment in online mar1eting ser(ices# if an! )After
listening to their arguments# " ga(e them information regarding new online 2romotional 2ro2osal
launched ! indiamart)com and tried to con(ince them to gi(e me an a22ointment)
" was succeeded ! a22l!ing this strateg! of fresh calling and cold calling in case of +himmer
Chemicals and $a1tel Control +!stems and P(t 0td) to generate the leads)
<e called those clients who are not ale to gi(e us time from their us! schedule and tr! to ma1e
them aware aout online 2romotion of their 2roduct and how much it would e eneficial for
their usiness if the! once login into www)indiamart)com .7. 2ortals) " informed clients that if
the! are free listed on indiamart)com 2ortal# how much enefits the! can recei(e due to rele(ant
usiness inquiries generated) <e also tr! to collect the e52erience of those client who ha(e o2ted
for free listing registration and tr! to 1now their interest for the online mar1eting ser(ices so that
it would e easier for us to con(ert them into 2aid clients to show them more enefits and the
enefits of guaranteed 7= no) of u!ers free list and A@ to F@ usiness inquiries after login into
the www)indiamart)com 2latform) +ome clients do not 2ermit us to meet them in their officeN at
that time we tr! to e (er! fle5ile with their time con(enience a22roaching and con(incing the
2ro3ect)
After getting a22ointment# " would (isit customers wor1ing area or his administration offices and
start sol(ing his queries or gi(ing him the information of (arious 2romotional ser(ices which is
more eneficial to him) " would alwa!s equi2 m!self with all the documents li1e 2roduct
rochure includes 2roduct detail# 2rint media li1e magazine of indiamart)com# Performa
in(oices# and m! log oo1) " alwa!s inform the customer the est offer a(ailale according to his
requirements) " would then gi(e a detailed fundamental and technical anal!sis of those online
2romotional ser(ices which is eneficial and interesting to customer) This fundamental anal!sis
has hel2ed me a lot as it creates an im2ression in mind of customer aout the online mar1eting
field) .ut this fundamental anal!sis has to e more clear and 2recise) Customer ecomes (er!
much ha22! if he gets com2arison of (arious fundamental and technical as2ects of different
com2anies li1e tradeindia)com and aliaa)com from ale5a)com and ran1ing)com to do the
com2arati(e anal!sis) As it ma1es the online 2romotional ser(ices self e52lanator! and eas! to
com2are) This t!2e of information creates confidence and 2ositi(e im2act in the mind of the
customer which hel2s in con(incing the 2ros2ect easil!) $oreo(er " also lea(e m! contact
numer to each customer " (isit# so that he can contact me in case of an! queries at later stage)
CLOSING THE MEETING
At the end of the meeting# the customer would fill u2 questionnaire form for generating leads and
if the! show more interest then " offer new 2ro2osal of online 2romotion ser(ices) " as1ed them
if " can a22roach them in near future for dealing with indiamart)com
The success ratio for me to generate a 2ros2ect into a customer is around =9K) The main aim of
selecting rele(ant clients is that the! ha(e a lum2 sum usiness inquires at their online 2latform)
+o if " get a single a22lication# it will hel2 me to accom2lish m! monthl! target)
SALES SUPPORT SERVICE
Once the customer 2urchases online 2romotional ser(ices " alwa!s gi(e him a feedac1 call if he
has some douts regarding his 2roduct catalogs or whether he is reall! feeling comfortale or not
with our wor1outs) +ometimes customer demands inquir! statements during mid of the 2eriod
for which " am alwa!s read! to ser(e) "f client requires an! editing in we 2ages li1e adding
more 2roducts or adding details of the 2roducts# changes in some im2ortant information) These
all queries are gi(en first 2riorit! and alwa!s tr! to maintain their le(el of satisfaction)
ACHIEVEMENTS
8) understood the conce2t of 4online 2romotional ser(icesR
7) T!2es of schemes a(ailale in online mar1eting
9) 'ot 1nowledge of how the organization functions
;) %ow to interact with clients)
=) ,nderstanding client>s 2erce2tion)
H) %andling client queries and o3ections)
A) Filling u2 questionnaire forms# Performa in(oices# /now !our client (/DC*
Requirements)
F) ,nderstood conce2t of .7. 2ortals# online mar1eting and mass ad(ertising)
G) ,nderstood functioning of organizational hierarch!
8@) All formal communication channels used in organization
11.%ow organization measures 2erformance of their em2lo!ees#
87) %ow to de(elo2 and maintain cor2orate relationshi2# etc
C%APTER
=

RE+EARC%
$ET%O&O0O'D
RESEARCH METHODOLOGY

RESEARCH METHODOLOGY
Research refers to Wa search for 1nowledge ) "t can e defined as a scientific and
s!stematic search for 2ertinent information on a s2ecific to2ic)
Research com2rises defining and redefining 2rolems# formulating h!2othesis or
suggested solutionsN collecting# organizing and e(aluating dataN ma1ing deduction and
reaching conclusionsN and at last carefull! testing the conclusions to determine whether
the! fit the formulating h!2othesis Q Clifford <ood)
RESEARCH METHODOLOGY
"t is a wa! to s!stematicall! sol(e the research 2rolem) "t ma! e understood as science
of stud!ing how research is done scientificall!) "n it we stud! the (arious ste2s that are
generall! ado2ted ! the researcher in stud!ing his research 2rolem along with the logic
ehind them) "n general methodolog! is an o2tional framewor1 within which the facts are
2laced so that the meaning ma! e seen more clearl!) The sources of data shown that
designing of a research 2lan calls for decision on the data sources are research
a22roaches (2rimar! and secondar! data* research instruments (oser(ation sur(e!
e52eriment* sam2ling 2lan and contact methods(2ersonal inter(iews*)
RESEARCH DESIGN
A research design is the determination and statement of the general research a22roach or
strateg! ado2ted for the 2articular 2ro3ect) "t is the heart of the 2lanning) "f the design
adheres to the research o3ecti(es# it will ensure that the client need will e ser(ed)
Research design is a 2lan structured and strategies of in(estigation) "t is the arrangement
of condition and anal!sis of data in a manner to comine rele(ance to the research
2ur2ose with econom! in 2rocedure)
"n order to achie(e the o3ecti(e it was necessar! to tal1 to the su22liers and 2ulic to
draws the conclusions regarding the o3ecti(e)
For (isiting the su22liers and 2ulics to collect the rele(ant informationN a questionnaire
has to e designed) The questionnaire was designed in such a manner to achie(e the
o3ecti(e of the research) The sam2le size ta1en is =@ res2ondents)
TYPE OF RESEARCH
"n this 2ro3ect # &escri2ti(e Research has een used)
Descriptive Research
This is a 1ind of research structure which is concerned with descriing the characteristics
of the 2rolem) "n this wa! the main 2ur2ose of such a research design is to 2resent a
descri2ti(e 2icture aout the mar1eting 2rolem on the asis of actual facts) For this it is
im2ortant to otain the com2lete and actual information aout the su3ects)
NATURE OF RESEARCH
Muantitati(e t!2e of research has een used) As all the data was ased on numerical
figures otained in the sur(e!)
TYPE OF QUESTIONS
The questions were self6administered# with a (iew to otain ma5imum information from
the res2ondent that is wh! the questions were straightforward)
TYPE OF QUESTIONNAIRE
The entire questionnaire was standardized and formalized)
TYPE OF ANALYSIS
As all the data found in the sur(e! are totall! numericals so the t!2e of anal!sis was
statistical)
SOURCE OF DATA
PRIMARY DATA
The data which is collected fresh and for the first time and thus ha22en to e the original
one characteristic is called 2rimar! data)
SECONDARY DATA
The data which is alread! collected ! someone else and which ha(e een 2assed through
the statistical 2rocess is 1nown as the secondar! data)
METHODS OF COLLECTING PRIMARY DATA
Interview Method
"n this 2ro3ect " ha(e ta1en the questionnaire method for collecting necessar!
information) "n this method a questionnaire is gi(en to the 2erson concerned with
question to answers the question and return the questionnaire) A questionnaire consists
of numer of questions 2rinted in a definite order on a form or a set of forms)
SELECTION OF THE SAMPLE/SAMPLING PLAN
This is one of the most im2ortant ste2s of a research design 2rocedure) 'enerall! in most
of the mar1eting studies on sam2le or most of the su grou2 of the total 2o2ulation
2ertaining to the su3ect is included on 2lace of the uni(erse)
The following things are 2rimaril! considered in the sam2leI6
Sample Size
The sam2le size of the 2o2ulation was =@ res2ondents)
Sample Extent
East /ol1ata
<est /ol1ata
Sampling Methods
The sam2ling method for the sur(e! was random sam2ling) Random sam2ling suggest a
wa! of sam2le selection where in an! item of the 2o2ulation is li1el! to e selected in a
sam2le as an! other item it means that all items of the 2o2ulation ha(e equal 2roailit!
of eing selected in the sam2le)
SECONDARY DATA COLLECTION
The re2ort mainl! consists of data from the 2rimar! source gathered through the
schedule of questions and from other sources of wesites#news2a2aers#etc)

TABLE SHOWING PRECISELY THE RESEARCH METHODOLOGY
Project Research Type: &escri2ti(e Research
Data Sources: Primar! &ata # +econdar! &ata
Research Approach: +ur(e! $ethod
Research Instrument: Muestionnaire
Data Analysis: 0ogical anal!sis
Sampling Procedure: Random +am2ling
Sample Size: =@ Res2ondents
Geographical Coverage: East and <est 1ol1ata
Duration of the Survey: H wee1s


C%APTER
A
ANA0D+"+ :
"NTERPRETAT"ON
FOR HOW LONG YEARS YOU ARE USING INTERNET?
"NTERPRETAT"ONI
" wanted to 1now the duration of using internet of the su22liers)After calculating the o2tions "
found that it was onl! =K of the su22liers who are using internet for a !ear)$ost of them are
familiar with the internet for more than 9 !ears which is aout 7AK out of the =@ res2ondents)
HAVE YOU DONE ANY TRANSACTION OVER INTERNET ?
"NTERPRETAT"ON I
<hile as1ing the question of the usage of internet# F=K of the su22liers ha(e done se(eral
transactions o(er internet) "t im2lies the fact that as internet is (er! 2o2ular among the
usiness#so a rief 1nowledge of that is also 2resent with them)
WHICH TRANSACTION HAVE YOU MADE OVER INTERNET?
"NTERPRETAT"ON I Through this question " can clearl! formulate
that #man! of the su22liers use internet in their usiness 2ur2ose#others use for recharging
moile#tic1et reser(ation and enquiries)"t is clearl! e(ident that internet usage is of (ast
im2ortance in their usiness transactions)
WHAT IS THE NATURE OF YOUR BUSINESS?
"NTERPRETAT"ON I
Through this question " wanted to 1now the nature of the usiness of the su22liers# and found
that ==K of the su22liers are into manufacturing# and a (er! little 2ercentage is in other t!2es)+o
the nature of the usiness is a (er! essential criterion which is required to 1now to carr! out m!
2ro3ect)
IS YOUR BUSINESS GLOBALLY RECOGNISED?
"NTERPRETAT"ON 7=K of the su22liers> usiness are
gloall! recognized are not A=K)Through this " ha(e come to 1now that most of their usiness
are not ha(ing a gloal e52osure) 0ac1 of 2romotional strategies ma! e a factor as acce2ted !
man! and also the com2etition in the e5isting mar1et)
LEGAL STATUS OF YOUR BUSINESS
"NTERPRETAT"ON
Aout the organization 9@K was 2artnershi2#7@K was %,F and 2ri(ate ltd and 0T& CO# and
8@K was 2ro2rietorshi2) The nature of the usiness gi(es a clear idea aout their dealings)
WHERE DO YOU CURRENTLY GET THE MA1ORITY OF SALES LEADS?
"NTERPRETAT"ON
Through this it is (er! e(ident that most of the su22liers earn their re(enue through sales
networ1ing(;=K*#some use cold calling(8@K*#Trade shows(9@K*# and the rest use wesites)+o
there is a definite urge of the e commerce for them)
ADVERTISEMENT MEDIUM OF YOUR COMPANY
"NTERPRETAT"ON I
Out of the (arious res2ondents#ma5imum numer of the su22liers use T-# and the others use
news2a2ers# magazines and the! also 2artici2ate in Trade shows and E5hiitions)
ADVERTISING BUDGET OF YOUR COMPANY
"NTERPRETAT"ON I
There are (arious su22liers whose ad(ertising udget e5ceeds 7@@@@(9=K*# and the others range
in etween 8@@@@67@@@@ margin)A lot of mone! is s2end on the 2romotional of their 2roducts)
HAVE YOU EVER USED ANY PORTALS FOR THE PROMOTIONS
"NTERPRETAT"ON
;=K of the su22liers ha(e used 2ortals for their 2romotions of the 2roducts# and ==K ha(e not
used !et) The reasons are inadequate informations# high costs#etc
RANK IN ORDER OF YOUR PREFERENCE THE VARIOUS PORTALS PROVIDED
BY THE COMPANY(RANK 1 FOR THE BEST)
"NTERPRETAT"ON
Around =FK of the su22liers thin1 that indiamart)com 2ro(ides the est online 2romotional
ser(ices# 9FK thin1s it is Tradeindia)com# and the rest o2ts for aliaa)com)
DO YOU THINK THAT PROMOTING A BUSINESS THROUGH
DEFINITE BUSINESS PORTALS WILL ULTIMATELY GIVE YOU THE
GLOBAL EXPOSURE?
"NTERPRETAT"ON
"n this case around H=K of the su22liers thin1 that online 2romotions do definitel! hel2 in
getting a (ast gloal e52osure# and 9=K thin1 it does not)
WHICH IS THE BEST MEDIUM OF PROMOTING THE PRODUCTS
FEATURES THROUGH ONLINE?RANK IN ORDER OF YOUR
PREFERENCE(I FOR THE BEST)
"NTERPRETAT"ON I
$ost of the su22liers are of the o2inion that trade fare and 2rint media can e the est medium of
2romoting a 2roduct>s features through indiamart)com)The! thin1 that it is a (er! user friendl!
format 2ro(ided ! indiamart in order to ad(ertise the su22liers> 2roducts)
C%APTER
A
F"N&"N'+
After " com2leted m! training in india$ART# " had a (er! mi5ed e52erience regarding the
online 2romotions)"ndiamart is ha(ing a (er! good standing in the mar1et at the 2resent mar1et
outset) .eing an online 2romotional com2an! # the! ha(e ta1en sutle online 2romotional
strategies which is fruitful for the com2an!)&uring this session #" had managed to interact to
man! su22liers #2re2ared the questionnaire for their su22liers> 2erce2tion towards the acti(ities
of "ndiamart)com and " come u2 with the com2an!>s 2ositi(e and the negati(e as2ects alongwith
some limitations)
8) +ome of the im2ortant findings in "ndiamart was that most of the su22liers were (er!
reluctant to s2end mone! on the online 2romotions of their 2roducts)
7) The! ha(e a (er! good 1nowledge of the online 2romotional tools which are 2re(alent in
the mar1et and the! are interested also)
9) The! are also aware of the other com2etitors in the mar1et li1e aliaa)com#
tradeindia)com# etc
;) $ost im2ortantl! the! ha(e enough faith on indiamart)com and the! are (er! much
interested in 2romoting their 2roduct through the indiamart as the! 1now the numer of
clients in "ndiamart are (er! high)
=) The! are also in the elief that if the! want to 2romote their usiness gloall!# online
2romotions are necessar!)
H) The su22liers are also in the o2inion that 2rint media# trade fares are (er! much
eneficial in the online 2romotion acti(ities)
A) &uring the interaction with the su22liers#it was (er! much clear of the fact that the
ser(ice rendered ! indiamart is of su2reme qualit! and the! want to e the client of the
com2an!)

SWOT ANALYSIS

Organization 2erforms +<OT (+trength# <ea1ness# O22ortunit!# Threats* anal!sis to
identif! and e(aluate their com2etiti(e 2osition)

STRENGTHS

The most power full point in hand of the company is that they provide the
customized solution to the customers.
8* The com2an! has e5cellent distriution s!stem)
7* The com2an! has uilt a strong image among the customers)
9* The com2an! e52eriences e5cellent .rand lo!alt! for its Products from the
customers)
;* The com2an! has made its Product range attracti(e# which lures the
customers# and consequentl! the 2roducts are fa(orite among the customers
)
WEAKNESSES

8* +ome 2roducts ha(e high 2rices as com2ared to the other 2roducts)
7* The com2an! ranches are not s2read through out the regionN as a result load
of the wor1 at the head office is tremendous)
9* The com2an! 2a!s less attention towards the matured clients
)
OPPORTUNITIES

8* "ndia has a (ast 2otential mar1et# which the com2an! can get hold u2)
7* The com2an! can 2ro(e to e ma3or threats for its com2etitor>s if it increases
its mar1eting efforts)
9* ""0 should concentrate on the 2remium segment mar1et)
THREATS

8* The ma3or threat that com2an! faces is from its com2etitors who are introducing 2roducts with
lower cost ac1ed ! aggressi(e 2romotional schemes to attract the customer)
The arri(al of the $NC is a ma3or serious threat for the com2an!)
ANALYSIS

$ost of the usinessman is aware of the "nternet or online usiness) .ut the! are not aware of
the e5act 2rocess neither the! are in a mood to 1now until nor unless the! are eing told of the
enefits the! can ha(e ! entering into this usiness 2romotion)
"t was also concluded that "ndiamart is the most 1nown com2an! in this 1ind of
industr!) The ma3or hand to achie(e this goal is ecause of the strateg! followed ! "ndiamart
that is their mode of calling the 2otential clients and generating awareness aout them) The
follow u2 2rocess made ! the com2an! also has a good hand in the awareness aout the
"ndiamart)
The good 2ercentage of satisfied clients is also an additional factor for its 2ulicit!)
$ost of its clients are satisfied and the! 2lace "ndiamart as the est com2an! in this industr!)
The a22raisal made ! them 2ro(es an addition to its image in the mar1et)
The wide range of 2roducts offered ! the com2an! hel2s the customer to ha(e the
2roduct of his choice and the (er! tool of the customized solution in an additional factor# which
attracts towards "ndiamart)
Thus it could e said the com2an! is in a good 2osition in the mar1et and
is e52ected to ha(e a right future ahead)
LIMITATIONS OBSERVED
Following are some limitations which affect our 2erformance in the organization) "ndiamart)com
is 2ro(iding eminent facilities so as to increase and maintain the 2erformance of each and e(er!
em2lo!ee in the organization)

8) The asic 2rolem that e(er!one faces toda! is of recession) The same case is with small scale
sectors) The most li1el! argument is not getting enough return on their in(estment so it>s
difficult for them to in(est at this 2oint of time)
7) +ome of the su22liers are satisfied with the 2resent status of their usiness) The! don>t want to
e52and further due to limited resources or lac1 of (ision and li1e to a(oid ris1) For e)g) if
com2an! gets regular order from go(ernment# shows no interest to online 2romotional ser(ices)

9) The 2rice factor also 2la!s 1e! role in generating leads ecause aware customers are li1el! to
res2ond to that ser(ices which offer ma5imum ad(antages at minimum cost) For e)g)
tradeindia)com 2ro(ides almost same ser(ices ut at consideral! low amount as com2ared to
indiamart)com)
;) +ome of the clients are not ale to afford the cost or 2rice that indiamart)com offers) "t
necessitates 1ee2ing record of their status at regular inter(al) For e)g) with the hel2 of
a22ointment at regular inter(als# the 2roailit! of con(erting the 2ros2ect into regular client can
e found out)
=)$an! of the clients had ad e52eriences as a result the! ha(e withdrawn from it) The most
li1el! reasons are unsatisfactor! inquiries and fa1e inquiries) +ome of them had suffered hea(!
losses ! acce2ting those fa1e inquires
)
H) $ost of the organizations are controlled from their res2ecti(e headquarters as a result the
decision remains 2ending for a long 2eriod of time) Regular follow u2 is required to maintain
their 2ro2er status)

A) The asence of res2ecti(e de2artmental head ecause of meetings or on lea(e requires follow
u2 on continuous asis)

F) +ome of the clients are (er! satisfied with their usiness as the! are generating enough
usiness locall! and so the! donot go for online mar1eting)
G)Few clients are satisfied with their 2resent ser(ice 2ro(ider in all res2ect so the! don>t want to
change it)

8@) +ome of the organizations are 2ositi(e aout online 2romotional ser(ices ut the! can>t
afford it at 2resent due to low turno(er or 2rofit
)
88) $an! of the clients are not willing to fill u2 the questionnaire ecause the! feel that it will
result into lea1ing out im2ortant information which is harmful to their organization at later stage)
+ome of them neglected to fill u2 such questionnaire without the authorit! of their res2ecti(e
su2eriors
87) +ome of the organizations ha(e their own we 2ages and also ha(e contacts of wesite
de(elo2ers who hel2 them to de(elo2 wesite for com2anies in more cost effecti(e wa!)

C%APTER
F
RECO$$EN&AT"ON
+
RECOMMENDATIONS I
For an effecti(e online 2romotional mar1eting strateg! for a manufacturer# there are some
recommendations which need to e followed so as to increase the re(enue of the com2an!)
REGISTRATIONS AT B2B MARKETPLACES
0e(eraging ser(ices of an online .7. mar1et2lace o2ens u2 numerous doors of
o22ortunities) "t offers oth o2tions for registrations Qfree and 2aid) The latter offers
additional features to enhance usiness 2ros2ects) To gain ma5imum e52osure
manufacturing com2anies should register at man! online .7. mar1et2laces as 2ossile
and e (isile to u!ers (isiting from across the gloe)
BUILD A WEBSIT E
A wesite that co(ers com2lete 2roduct and com2an! information alongwith client
testimonials has ecome a 2rerequisite for manufacturers loo1ing for we 2resence)
,2dating the 2roduct catalogue and other latest ha22enings such as trade fare
2artici2ations at regular inter(als is also essential to 1ee2 the customers and (isitor>s
interest) The com2an! must e 2rom2t in re2l!ing to usiness queries from u!ers o(er
email or 2hone)
SEARCH ENGINE OPTIMISATION

A s2ecialized com2an! needs to e engaged to underta1e the +EO acti(ities for !our
com2an!) Also the manufacturer firms should register themsel(es at 'oogle 0ocal #
'oogle $a2s# and similar ser(ices across all search engines# oth ma3or and minor)
EMAIL MARKETING
A concrete dataase of the target customers from a reliale source should e otained
and send mailers using a ser(ice that gi(es detailed statistics of its rate #clic1 through #etc)
BUILD TRUST
Online mar1eting is mainl! ased on trust)Dou can ca2italize on mechanism which
ridge the trust ga2 associated with the online medium and enhance !our
crediilit!)"ndiamart)com has a usiness (erification ser(ice CTrust +eal> and that needs
to e used in a (er! fair wa! to otain the customer>s trust)
SOCIAL MEDIA MARKETING I
"t is a 2owerful tool to s2eed the word aout !our com2an! and increase networ1
2ossiilities # social media # holds immense 2otentials) +ending regular u2date messages
in !our 0in1ed"n networ1 # u2dating com2an!>s 2roducts at (arious logs#u2loading
2roduct 2ictures on 2hoto sharing sites li1e Flic1r#2utting 2roduct (ideos on all (ideo
sharing sitesli1e Dou Tue# 2lacing com2an! 2resentations and documents on document
sharing sites# such as +lide shares# +crid#etc can im2ro(e the su22liers> 2erce2tions
o(er the online 2romotional 2roducts)



CONCLUSION
The main 2ur2ose of +ummer "nternshi2 Program (+"P* is to gain 2ractical 1nowledge and a22l!
our s1ills in 2ractical and real en(ironment) "t is the time when we ha(e to shar2en our s1ills#
ailities and 1nowledge which would hel2 me in getting final 2lacement)
"n "ndiamart)com# " ha(e got an o22ortunit! to e52lore m! 2otential) .! 2re2aring e5tensi(e
research re2orts " ha(e attained fundamental 1nowledge of online 2romotional ser(ices# its
sco2e# the su22liers> 2erce2tions towards the different online 2romotional tools 2ro(ided ! the
com2an! and its im2ortance in coming !ears) " ha(e also come across (arious technicalities
related to online 2romotional ser(ices) " am (er! confident that after com2leting m! internshi2 in
"ndiamart)com Com2an! " would ha(e mastered in (arious online 2romotional ser(ices)
REFERENCES &
ANNEXURE
QUESTIONNAIRE
NA$EI
CO$PAND>+ NA$EI
A&&RE++I
P%ONEI
8) For how long !ears are !ou using the internetV
a) 8 !ear #
) 7 !ears#
c) 9 !ears#
d) $ore
7) %a(e !ou done an! transaction o(er internetV
a)Des
) No
9) <hich transaction ha(e !ou made o(er internetV
a) Recharging moile
) Railwa! tic1et reser(ation
c) Flight reser(ation#
d) Others

;) <hat is the nature of !our usinessV
a) $anufacture
) &irect sales
c) E52ortd) .u!ing agent
=) 0egal status of !our usiness)
a) %,F#
) Partnershi2#
c) Pri(ate 0T&)
d) Pro2rietorshi2
8) "s !our usiness gloall! recognizedV
a) Des
) No
7) <here do !ou currentl! get the ma3orit! of !our sales leadsV
a) +ales networ1ing
) Cold calling c) Trade shows d) <esites#
9) <hat is the ad(ertisement medium of !our 2roductV
a) News2a2er#
) T-
c) $agazines#
d) E5hiitionB trade shows

;) <hat has een !our ad(ertising udget for !our 2roduct>s 2romotionV
a) 8@@@@#
) X8=@@@
c) X7@@@@#
d) 7@@@@ or more

=) %a(e !ou e(er used an! 2ortals for !our 2roduct>s 2romotionV
a) Des
) No
H) Ran1 in order of !our 2reference the (arious 2ortals 2ro(ided ! the
com2an!)(ran1 8 for the est oneYY))*
a) "ndiamart)com
)Tradeindia)com
c) Aliaa)com


A) &o !ou thin1 that 2romoting !our 2roduct through a definite usiness 2ortal
will ultimatel! hel2 in e52osing !our 2roduct gloall!V
a) Des
) No
)
F) <hich is the est medium of 2romoting the 2roduct>s features through
onlineV(RAN/ "N OR&ER OF PREFERENCE*86.E+TY
a) Trade fare ) Print media# c) Electronic media

REFERENCES:

References:-
/otler# Phili2 4Marketing ManagementR 2ulished ! -i1as 2ulishing house P(t) ltd)
New &elhi)
/othari# C) R) )4Resear! Met!"#"$"g%R) (third) edition 7@@A* 2ulished !) new age
international (P* ltd)
&CMA Maga'ine (Cement $anufacturers Association*R
Aa1er# &)A) and +hans!# J) (8GF7* 4Positioning !our Product#R B(siness H"ri'"ns) 7=#
($a!BJune*# =H6H7
Crawford# C) $) (8GF=* 4A New Positioning T!2olog!#R 3o(rna$ "* Pr"#(t Inn"+ati"n
Management) ; # 7;967=9
&omzal# T) and ,nger# 0) (8GFA* 4Emerging Positioning +trategies in 'loal
$ar1eting#R 3"(rna$ "* C"ns(mer Marketing) ; # 796;@
%oole!# ')# +aunders# J) and Pierc!# N) F) (8GGF* Marketing Strateg% an# C"m,etiti+e
,"siti"ning (7
nd
edi*# %emel %em2steadI Prentice6%all
/otler# P) (7@@@*) Marketing Management# ($illennium Ed*# ,22er +addle Ri(er# NJI
Prentice6%all
Par1# C) <)# Jawors1i# .) J) and $c0nnes# &) (8GFH* 4+trategic .rand Conce2t6"mage
$anagement#R )3"(rna$ "* Marketing) =@ (Octoer*# 89=68;=
$uhlacher# %)# &reher# A) and 'ariel6Ritter# A) (8GG8* 4$"P+6$anaging "ndustrial
Positioning +trategies#R In#(stria$ Marketing Management) 79# 7FA67GA
News Papers:-
Times of India
Hindustan Times
Economic Times
Web Based References:-
http://www.birlacorporation.com
http://www.amzon.com
http://www.wikipedia.com
http://www.answer.com
http://www.cma.com
http://www.scribd.com