INTERIM REPORT

ON

“Selling 1 web based online B2B promotional services worth Rs.20, 000/-p.m. for
IndiaMART InterMESH Ltd. @ Baroda.”

SUBMITTED TO: SUBMITTED BY:

MR. AMOL RANADIVE KEYUR A. PRAJAPATI
(FACULTY GUIDE) (8NBVD062)

1
 Title Page:

EXECUTIVE TRAINNING TITLE:

“Selling one web based online B2B promotional services worth Rs.20, 000/-p.m. for
IndiaMART InterMESH Ltd. @ Baroda.”

2
 INDEX

NO PARTICULARS PAGE NO.

1. PREFACE 4

2 ACKNOWLEDGEMENT 5

3 INTRODUCTION OF INDIAMART.COM 8

4 OBJECTIVES 9

5 TARGET OR TASKS 11

6 STRATEGY 13

7 ACHIEVEMENTS 18

8 MID-COURSE CORRECTIONS 19

9 LIMITATIONS 20

10 CONCLUSION 21

11 SUMMARY ON PROGRESS TILL DATE 22

3
 PREFACE

This report has been prepared for ICFAI national college as “interim Report. This report would define the
work done during one and half months for “IndiaMART InterMESH Ltd”. These report states targets set
for entire three months of summer internship program and progress made during these one and half
months. This report also mentions type of strategies used for achieving these targets.

This report mentions all type of field work done for the organization during these one and half months.
The report also states achievements during one and half months of Summer Internship Program.

4
 ACKNOWLEDGEMENT

It gives me great pleasure and satisfaction in presenting this report for our Management Thesis.
Before writing the project, I would like to take this opportunity to express my sincere gratitude
towards several persons who helped me and encouraged me throughout the project.

I am also thankful to my college, The ICFAI National College, which has given me chance of
exposure from the practical business world through the means of SIP.

I am thankful to my SIP trainer who has given me the opportunity in getting the executive training
and to explore my knowledge in practical market in marketing field.

I am thankful to my Faculty Guide Mr. Darshan Bhavsar. He has given me proper direction for the
project as well as SIP.

I take this opportunity to thank all those people who have rendered their valuable service in the
preparation of this Interim Report for Management Thesis.

I am grateful to almighty God, because he has given me strength and wisdom for the study.

Keyur A. Prajapati

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ABOUT THE COLLEGE

The ICFAI National College (INC) of Vadodara

The College came into existence in year 2005. INC offers full-time campus-based programs in
management, commerce and information technology. INC has set up 155 centers all over India.

1 The education methodology at INC includes lectures, discussions, cases, self study, field
projects, simulations and other learning tools.

2 It provides high quality, value-based, career-oriented education

3 It facilitate in understanding, developing, integrating and applying both core and specialized
concepts and practices.

4 It provides with stimulating and learning-friendly atmosphere to utilize a higher level of their
intellectual capacity, required to specialize in the respective areas of study.

5 It produces energetic, effective, efficient and ethical professionals to meet the desired needs of the
dynamic world and serve the society.

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 SUMMARY:

The satisfaction is the difference between customer expectations of the product and the price to purchase
the product. When the customer’s expectation is fulfilled by use of product or service, it is said to be
customer satisfaction.

The satisfaction here means satisfaction derived from prompt services, price, and convince. No doubt
IndiaMART.com is one of the fast service providers among other major players in the market. Remittance
services of the competitors should be carefully watch to determine the status of own service level. These
should not be difference between what company says and what company does. This will lead to customer
dissatisfaction for e.g. If company says customer dissatisfaction changes for transaction from
IndiaMART.com to My.india.com in India for remitting funds from limited product promotional services
to unlimited promotional services, then indiamart must either to the promise that they have made to the
customer. In case they charges transfer fees, the customer faith gets disturbed. In future customer will be
reluctant to obtain the promotional services from Indiamart.com organization.

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IndiaMART.com is a B2B marketplace that assists buyers and sellers trade with each other at a reliable
and common platform.

 At India’s largest B2B marketplace since 1996

 You are talking to over 10 million buyers every month.

 Helping generate US$ 1 billion worth of B2B sales annually for its members.

The IndiaMART advantage

 500,000 business enquiries for our members every month.

 More than 15000 catalogs and 200000 products.

 Features over 300000 suppliers in over 20000 product categories.

 Participation in more than 50 international and 150 domestic trade shows.

 A strong network of 28 offices across India.

 Comprehensive visibility on internet.

Facts and Figures

 Over 3% of global B2B trade show now takes place online.

 Online B2B trade from US alone is more than US$ 30bn.

 Internet has replaced TV as the top media consumed by people in US and EUROPE.

 More than 3 lac Indian manufacturers and suppliers are online and growing.

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 EXECUTIVE TRAINNING TITLE

During my internship program I have been assigned following executive training title for which I have to
work during entire period of summer internship Program.

“Selling one web based online B2B promotional services worth Rs.20, 000/-p.m. for IndiaMART
InterMESH Ltd. @ Baroda.”

OBJECTIVES TO BE ACCOMPLISHED DURING ENTIRE SIP (summer

internship Program):

During this Summer Internship Program I have to do following jobs on top priority basis.

To do extensive research for making report on “selling 1 web based online promotional services worth
Rs.20,000/- p.m. for IndiaMART InterMESH Ltd. @ Baroda.”

1. To achieve sales target worth Rs 60,000/- during 3 months of Summer Internship Program.

2. To prepare the questionnaire to find out interested clients in small scale industries from various
industrial regions.

3. To develop prospect customers by doing market research with the help of questionnaire tool.

4. To Prepare, appear and clear indiamart dealing & registration process so as to brighten my
prospects during placements.

5. To generate the 20 leads per week to hand over our seniors to bring final hosting from generated
leads.

6. To study and learn the regards features of all kind of services of indiamart.com from
www.indiamart.com website

7. To provide the after sales services once client has been finalized like correction in catalogs and
product details during their working period on job site of client.

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8. To sort out the registered clients from competitors like tradeindia.com and alibaba.com. from
internet

9. Generate interest in clients of key competitors like tradeindia.com and alibaba.com and others by
taking appointment by cold calling or direct fresh calls.

10.To follow-up the clients who have given the positive response for their online product promotion
towards the indiamart.com organization.

11.To contact the clients who are registered in the free listing on their website www.indiamart.com

12.Generate the appointment of clients who are never approached by indiamart or any other
organization who provide this kind of promotional services.

13.To create awareness among untapped small scale industries for online promotional services
provide by indiamart.com and continue to follow up to register for their aniline marketing of their
product.

14.To find out and approach customers who are visited by sales executives of tradeindia.com,
alibaba.com, indianexporters.com and indianyellowpages.com executive recently

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TASKS ACCOMPLISHED OR IN PROGRESS TILL NOW:

1 Generated 32 lead using questionnaires and have done market research during 3rd week, 4th week,
and 5th week.

3rd week: - 11 lead out of 20 filled questionnaires as per given target per week

4th week: - 12 lead out of 20 filled questionnaires as per given target per week

5th week: - 9 lead out of 20 filled questionnaires as per given target per week

2 During sales and research process I have developed good contacts with some small scale industries
owners, employees of organizations, sales executives of indiamart.com.

I have further mentioned my weekly targets and achievements for a particular week in following
table.

WEEKLY ASSIGNMENT AND ACHIEVEMENT OF TARGETS:

Week No. Target Set Target Achieved Plan for next week

Week 1 product training completion of product 20,000

training
Week 2 20,000 nil 20,000

Week 3 20,000 & 20 lead 11 lead 20,000 & 20 lead

Week 4 20,000 & 20 lead 12 lead 20,000 & 20 lead

Week 5 20,000 & 20 lead 09 lead 20,000 & 20 lead

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OTHER TASKS WHICH I HAVE ACCOMPLISHED DURING THIS 6 WEEKS:

1 Visited Waghodia, Makarpura and Sardar Estate, for selling services of Indiamart.com during
these five weeks.

2 During this visit I have made contacts with Maktel Control Systems and Pvt Ltd, Jay Industries,
Ambrosia Remedies (P) Ltd, Danke Electrical Power Pvt Ltd, Heat Technologies Pvt Ltd,
Arihant Industries, Bhagyodaya Metals, Rajni Forgings, Shiv Shakti Chemicals and Shimmer
Chemicals. From this I have learnt art of marketing. I have also learnt about how to interact with
big entities of industries and prospects customers. How to influence the mindset of local small
scale units.

3 I gave them knowledge about various promotional services and encouraged clients to register
themselves on indiamart.com to get advantage of global world.

5 Prepared hard copy of listed clients of tradeindia.com to penetrate into the market of competitor.

6 Most important thing which I learnt is “Art of diverting clients towards indiamart.com from their
narrow sense, influence of other company”. This begins with understanding client’s perception
regarding product, influencing his mindset, convincing him that our product is best and will cater
to his requirement and finally close the deals successfully. In this regard I would like to add that
we always follow ethical practices to influence customer’s mindset.

7 Whenever any existing customer requires any type of assistance in filling up its product details in
website of indiamart.com, finding the relevant business inquiries to increase their business
volume. We guide them in doing so. I take every query as a challenge and try to satisfy the clients
in best possible manner. The performance of sales department is measured on number of queries
that manager is able to solve in a current year.

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STRATEGIES USED FOR SELLING PROMOTIONAL SERVICES AND
GENERATING LEADS:

I have used following strategies to achieve our sales and lead generation target.

1 COLLECTION OF RELIABLE DATABASE:

Indiamart provided us already registered client detail of indiamart.com, tradeindia.com, allibaba.com

and others.

We got client database from website of indiamart.com of free listed, paid up and drop out clients of
tradeindia.com and alibaba.com. The directory of indiamart.com has provided us renewable client
list from dir.indiamart.com website.

Also we referred the yellow pages, telephone directory of notified area of Makarpura GIDC,
Waghodia GIDC, and GIDC in Sardar Estate to sort out the prospect clients.

We were given proper guidance and details about the clients of small manufacturing industries of
Baroda, who were either dormant or inactive. The frequency of the purchases was very much less.
Then we were asked to identify our prospects and then sell them promotional services and generated
leads by applying our own methodology.

1 CLIENT SEGMENTATION:

As the given database was huge it was not possible to do cold calling for each and every customer.
For this purpose we identified eligible clients and most interested persons. This category of
customers had a great potential for investments in online marketing of their products and were much
easier to convince. For example I have identified Maktel Control System and Pvt Ltd, Baroda
Texway, Shiv Shakti Chemicals and Shimmer Chemicals, who are able to spend money to get the
online promotional services for their product to enhance their sales activities ultimately which leads
to increase business volume and revenue of organization.

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 As per our market research by questionnaire tool we derived that the clients who has already
participated in exhibitions and further willing to do mass marketing through advertisement and
internet. Industries situated at Makarpura GIDC like Advance Syntex and Finex Pvt Ltd had
participated in the tradefair which were organized earlier in Vadodara at Navlakhi ground. And they
are willing to participate once again in mass marketing like tradefair and also we would like to cater
online promotion services after our approach.

For the segmentation of interested clients we used questionnaire to be filled up by clients, we have
adopted door to door policy to make them aware and to get their responses about online marketing
through www.indiamart.com, www.tradeindia.com, www.alibaba.com, www.indianexporters.com,
etc.., mass advertisements through exhibitions, tradefair and print media of indiamart.com and any
more B2B business portals. During this market survey, we differentiate interested clients who have
given the positive response to us and non-interested as well as not eligible to serve them online
promotional services who have given negative responses towards the online marketing policy. I have
sort listed Jay Industries, Hi Tech Engineering, Ambrodia Remedies Pvt Ltd, Danke Electrical
Power Pvt Ltd, Econix Hi Tech Components Pvt Ltd, Heat Technologies Pvt Ltd and Arihant
Industries, which are the non interested and not eligible to register in the online marketing business
portals like www.indiamart.com, www.tradeindiamart.com ,etc. On account of their budget
constraint, demand of product in local region only, so they are not required to serve this kind of
online marketing of their product at international and national level.

We have differentiated small scale industries on the basis of their sales like global sellers by imports-
exports, local sellers or national sellers. As per these criteria we must approach industry which plays
roles in selling activity at global and at least at national level like Climax Synthetic Pvt Ltd, Kaps
Engineers and Sameer Linkages (export) Pvt Ltd generate sale order on international level from
different country like U.K., European countries and in India too. The Prime Components Company
is supplier to Government only, so we ignore this company an account of his local selling activity or
due to fixed buyer.

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2 AWARENESS OF THE PROSPECT CLIENTS:

After identifying the prospect I do a little analysis of profile of that client. I study his level of
turnover, production capacity, current status of his business, his needs for generating sales volume,
range of products, product category, competitors of his business, other manufacturing units of same
client, his marketing policy, awareness about online promotional services, knowledge of
indiamart.com and many more organization which provides online marketing of his product, his
product’s consumption in various field, his expenditure towards the marketing of his products, his
future planning of action, his client database, etc. Because these are the factors which decide what
type of proposals or best offer would be suitable for satisfying his needs.

If the client is having more than 50 products then we offer him to display all kind if products i.e.,
unlimited numbers of product on www.myindia.com portal which is another B2B portal of
indiamart.com. So he would be able to attach his 300 no. of product at time and we provide him
zoom up facility to observe each product individually on website of indiamart.com.

Also we offered them to launch their own website followed by www.indiamart.com portal and
others more than 100 B2B portals which are sister concern of indiamart.com portals as well as their
e-mail id to create transparency between seller and purchaser to keep confidentiality due to their
monopoly in the plastic industries.

Similarly for new clients and old manufacturers willing to take little risk, we advise them to develop
websites by IT professionals of indiamart and register for the premium listing to get the very first
presence among all other listed companies and rotatory advertisement banner in their product
category website on www.indiamart.com to ensure maximum traffic and more hits on their own
organization’s online platforms.

3 FRESH CALLING & COLD CALLING:

After identifying prospects I did cold calling to these customers. I kept my target as 8 calls per day. I
approached to them as customer service executives and asked them whether they are satisfied with

15
 services given by INDIAMART.COM or are, they facing any problems? Then I also asked them the
reason for their less investment in online marketing services, if any .After listening to their
arguments, I gave them information regarding new online promotional proposal launched by
indiamart.com and tried to convince them to give me an appointment.

I was succeeded by applying this strategy of fresh calling and cold calling in case of Shimmer
Chemicals and Maktel Control Systems and Pvt Ltd. to generate the leads.

We called those clients who are not able to give us time from their busy schedule and try to make
them aware about online promotion of their product and how much it would be beneficial for their
business if they once login into www.indiamart.com B2B portals.

We informed clients that if they are free listed on indiamart.com portal, how much benefits they can
receive due to relevant business inquiries generated. We also try to collect the experience of those
client who have opted for free listing registration and try to know their interest for the online
marketing services so that it would be easier for us to convert them into paid clients to show them
more benefits and the benefits of guaranteed 25 no. of buyers free list and 70 to 80 business inquiries
after login into the www.indiamart.com platform.

Some clients do not permit us to meet them in their office; at that time we try to be very flexible with
their time convenience.

4 APPROACHING AND CONVINCING THE PROSPECT:

After getting appointment, I would visit customers working area or his administration offices and
start solving his queries or giving him the information of various promotional services which is more
beneficial to him.

I would always equip myself with all the documents like product brochure includes product detail,
print media like magazine of indiamart.com, Performa invoices, and my log book. I always inform
the customer the best offer available according to his requirements. I would then give a detailed
fundamental and technical analysis of those online promotional services which is beneficial and
interesting to customer. This fundamental analysis has helped me a lot as it creates an impression in
mind of customer about the online marketing field. But this fundamental analysis has to be more

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 clear and precise. Customer becomes very much happy if he gets comparison of various
fundamental and technical aspects of different companies like tradeindia.com and alibaba.com from
alexa.com and ranking.com to do the comparative analysis. As it makes the online promotional
services self explanatory and easy to compare. This type of information creates confidence and
positive impact in the mind of the customer which helps in convincing the prospect easily. Moreover
I also leave my contact number to each customer I visit, so that he can contact me in case of any
queries at later stage.

5 CLOSING THE MEETINGS:

At the end of the meeting, the customer would fill up questionnaire form for generating leads and if
they show more interest then I offer new proposal of online promotion services. I asked them if I can
approach them in near future for dealing with indiamart.com

The success ratio for me to generate a prospect into a customer is around 53%. The main aim of
selecting relevant clients is that they have a lump sum business inquires at their online platform. So if
I get a single application, it will help me to accomplish my monthly target.

6 SALES SUPPORT SERVICES:

Once the customer purchases online promotional services I always give him a feedback call if he has
some doubts regarding his product catalogs or whether he is really feeling comfortable or not with our
workouts. Sometimes customer demands inquiry statements during mid of the period for which I am
always ready to serve. If client requires any editing in web pages like adding more products or adding
details of the products, changes in some important information. These all queries are given first
priority and always try to maintain their level of satisfaction.

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 ACHIVEMENTS

1. understood the concept of “online promotional services”

2. Types of schemes available in online marketing.

3. Got knowledge of how the organization functions.

4. How to interact with clients.

5. Understanding client’s perception.

6. Handling client queries and objections.

7. Filling up questionnaire forms, Performa invoices, Know your client (KYC)

Requirements.

8. Understood concept of B2B portals, online marketing and mass advertising.

9. Understood functioning of organizational hierarchy

10. All formal communication channels used in organization

11. How organization does measures performance of their employees.

12. How to develop and maintain corporate relationship, etc.

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MID-COURSE CORRECTION

The executive training title, “Selling 3 web based online B2B promotional services worth Rs. 20000 p.m.
for Indiamart Intermesh Ltd.” has been reviewed and the new executive training title is being referred to
as, “selling 1 web based online B2B promotional services worth Rs. 20000 p.m. for Indiamart Intermesh
Ltd.”

The below mentioned reasons are the supreme cause to reformulate the executive training title.

 The current market share of Indiamart Intermesh Ltd is 60% in this segment. The remaining 40%
of the market includes the market share of tradeindia.com and Alibaba.com. It also includes those
SSI units which are either unable to enjoy this services due to limited financial resources or
satisfied with their present level of turnover.

 Recession has caused limitations to each and every business activity. The unwillingness to spend
too much amount on the marketing tool online promotional services due to same kind of services
provided by competitors and that too at low prices. Some positive respondents have also
restricted themselves due to low volume of profit or losses.

 The limited period of training is also one of the reasons responsible for reviewing the executive
training title because this kind of selling is a concept selling which requires more than one
meeting with the superior authority to make them understand each and every aspect of it. In
normal course of business, it is really difficult to arrange appointment with them. It requires
continuous follow-up and updating the status of the client. It may happen that the client takes
more than six months to answer on it and that too not sure whether response will be favorable or
unfavorable.

 Many respondents are currently paid client of tradeindia.com and Alibaba.com, who like to take
benefit of the services offered by the Indiamart Intermesh Ltd but due to their registration with
the competitors of indiamart intermesh ltd i.e., tradeindia.com and Alibaba.com, which last for at

19
 least one year.

LIMITATIONS

Following are some limitations which affect our performance in the organization. Indiamart.com is
providing eminent facilities so as to increase and maintain the performance of each and every employee
in the organization.

1. The basic problem that everyone faces today is of recession. The same case is with small scale sectors.
The most likely argument is not getting enough return on their investment so it’s difficult for us to invest
at this point of time.

2. Some of the customers are satisfied with the present status of their business. They don’t want to expand
further due to limited resources or lack of vision and like to avoid risk. For e.g. if company gets regular
order from government, shows no interest to online promotional services.

3. The price factor also plays key role in generating leads because aware customers are likely to respond
to that services which offer maximum advantage at minimum cost. For e.g. tradeindia.com provides
almost same services but at considerably low amount as compared to indiamart.com.

4. Some of the clients are not able to afford the cost or price that indiamart.com offers. It necessitates
keeping record of their status at regular interval. For e.g. with the help of appointment at regular intervals,
the probability of converting the prospect into regular client can be found out.

5. Many of the clients had bad experiences as a result they have withdrawn from it. The most likely
reasons are unsatisfactory inquiries and fake inquiries. Some of them had suffered heavy losses by
accepting those fake inquires.

6. Most of the organizations are controlled from their respective headquarters as a result the decision
remains pending for a long period of time. Regular follow up is required to maintain their proper status.

7. The absence of respective departmental head because of meetings or on leave requires follow up on
continuous basis.

8. Some of the clients are very satisfied with their business as they are generating enough business locally

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so they don’t want to go for online marketing.

9. Few clients are satisfied with their present service provider in all respect so they don’t want to change
it.

10. Some of the organizations are positive about online promotional services but they can’t afford it at
present due to low turnover or profit.

11. Many of the clients are not willing to fill up the questionnaire because they feel that it will result into
leaking out important information which is harmful to their organization at later stage. Some of them
neglect to fill up such questionnaire without the authority of their respective superiors.

12. Some of the organizations have their own web pages and also have contacts of website developers
who help them to develop website for companies in more cost effective way.

CONCLUSION

The main purpose of Summer Internship Program (SIP) is to gain practical knowledge and apply our
skills in practical and real environment. It is the time when we have to sharpen our skills, abilities and
knowledge which would help me in getting final placement.

In Indiamart.com, I have got an opportunity to explore my potential. By preparing extensive research

reports we have attained fundamental knowledge of online promotional services, its scope and its
importance in coming years. I have also come across various technicalities related to online promotional
services. I am very confident that after completing my internship in Indiamart.com Company I would
have mastered in various online promotional services.

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SR.N COMPANY NAME LOCATION
O
01 MAKTEL CONTROL SYSTEMS &PVT LTD WAGOHODIA

02 JAY INDUSTRIES WAGOHODIA

03 HI TECH ENGINEERING WAGOHODIA

04 AMBROSIA REMEDIES (P)LTD WAGOHODIA

05 DANKE ELETRICAL POWER PVT LTD WAGOHODIA

06 ECONIX HI TECH COMPONENTS PVT LTD MAKARPURA

07 ARIHANT INDUSTRIES MAKARPURA

08 BHAGYODAYA METALS MAKARPURA

09 RAJNI FORGINGS MAKARPURA

10 BARODA TEXWAY SARDAR ESTATE

11 SHIV SHAKTI CHEMICALS SARDAR ESTATE

12 SHIMMER CHEMICALS SARDAR ESTATE

SUMMARY OF PROGRESS TILL DATE:

1 Identification of potential clients for conducting survey was done successfully.

2. Second step was to take appointments and collect the basic information about the business carried
out by the organization.

3. Third step is formulation of Questionnaire for carrying out research regarding the awareness about
online promotional services, awareness about the companies providing such services and their

22
willingness to promote their business online customer satisfaction. Those respondents, who reply
positively and show their interest, are consulted to our respective heads to arrange appointments.

Questionnaire

1. Company Name :

2. Address:

3. Contact number:

4. Email id :

5. Website :

6. Nature of Business:

 Manufacturer
 Exporter
 Domestic supplier
 Export house
 Import house
 Buying agent
 Stockiest
 Wholesaler
 Retailer
 All

7. Legal Status of your Business?

 H.U.F  Partnership  Private Ltd Co.

 Proprietorship  Ltd Co.

8. What kind of source of media you use to promote your company?

 Print media  personal reference

 Online promotion services  others

 Exhibition/ trade shows

9. Have you ever opted for online promotion services?

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  Yes  No

10. Do you know the companies which provide online promotion services?

 Yes  No

If, yes

Indiamart.com  Tradeindia.com 

Exportersindia.com  Alibaba.com 

Madefromindia.com  Indianyellowpages.com

11. How much amount of money you spend to market your product/service annually on Internet?

Less than Rs.10000  Rs.10000-20000 

Rs.20000-30000  Rs.30000 and More 

12. Are you interested in promoting your services online?

 Yes  No

13. At which level would you like to promote your product?

 Local  national  global

14. Are you satisfied with the present service provider?

 Yes  No

15. Are you interested to participate in Exhibition/ trade shows?

 Yes  No

16. Why would you like to advertise in Trade shows?

 Maximum exposure through international distribution

 Global buyers preferred choice

 Minimum cost per business enquiry

 International quality print, paper and design

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  Ensure virtual participation in major International trade shows

17. Does your service provider provide you with existence verification, credibility factors and
statutory approvals?

 Yes  No

18. Are you aware of online promotion services provided by INDIAMART.com?

 Yes  No

19. Rank the following?

Indiamart.com  Tradeindia.com 

Exportersindia.com  Alibaba.com 

Madefromindia.com  Indianyellowpages.com 

20. Rank the following benefits which would you like to reap from the internet?

 Tap new markers across the world

 Reach potential buyers from over 200 countries

 Lowest client acquisition cost

 Be available to buyers 24 x 7

 Get a global presence

 Showcase an entire range of products

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 Findings and Analysis

1 Small Scale Industries (SSI) situated in Makarpura, Waghodia and Sardar Estate are surveyed
based on above questionnaire. I have derived prima facie conclusion based on the response of
above questionnaire. The data needs to be more analytically analyzed by using statistical tools
which would be done in coming days. Analysis for above 12 positive clients is:

2 About type of organization, 3 organizations were partnership firms, 7 were private limited and 2
were proprietorship firms. All the organizations were located in Baroda. All of them are
manufacturers and one of them is already involved in the business of export.

3 Out of 12 small scale industries, 3 have already used online promotional services and the rest are
using personal reference, print media and participate in exhibitions or trade shows.

4 As far as awareness is concerned, out of 12 positive respondents, 6 are aware about the online
promotional services and also about the companies which are involved in providing such
services. 3 respondents were aware about indiamart.com and 1 respondent was aware about
tradeindia.com. The rest didn’t have any idea about them.

5 Annual expenditure incurred by 3 SSI was more than 30000 rupees per year. The rest of the SSI
refused to give information on it.

6 All positive respondents are interested in promoting their product or services online and also like
to promote the same globally. Some of the negative respondents are satisfied with recognition at
local or national level only.

7 Out of 12 respondents, 7 are currently participating in exhibitions and tradeshows. The rest SSI
had participated in past but they didn’t get any desirable result or business so they have stopped
spending on such services.

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8 The most preferred benefits that they want to derive from exhibitions or tradeshows are ,

a. maximum exposure through international distribution.

b. global buyers preferred choice.

c. minimum cost per business enquiry.

9 Out of 12 respondents, 9 were aware about online promotion services provided by

INDIAMART.com.

10 The most likely benefits that they would like to reap from internet are ,

a. Tap new markets across the world

b. Lowest client acquisition cost

c. Be available to buyers 24 x 7

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