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Analysis of Sales Process Effectiveness to Increase Sales

Summer Training Project Report submitted in partial fulfilment of


the requirements for the

Post Graduate Diploma in Management

At

Jaipuria Institute of Management, Lucknow

By

SHIVAM CHAURASIA

JL18FS047

Faculty Mentor: PROF. ATHAR MAHMOOD

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TO WHOMSOEVER IT MAY CONCERN

This is to certify that the Summer Project Study Report, Titled Analysis of Sales Process
Effectiveness to Increase Sales submitted by Mr. SHIVAM CHAURASIA as partial fulfilment
of requirement of the two year PGDM F.S. (2018-2020) is a bonafide work carried out by the
student at our Institute.

This Summer Project Study is his/her original work and has not been submitted to any other
University/Institute.
Prof. ATHAR MAHMOOD Prof. REENA AGARWALLA
Faculty Mentor Program Director- PGDM(FS)
Date:
Place:

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DECLARATION BY THE STUDENT

I, SHIVAM CHAURASIA , student of PGDM FS batch (2018-20) declare that the project
entitled Analysis of Sales Process Effectiveness to Increase Sales, is my own work
conducted under the supervision of ASHISH YADAV as a partial fulfilment of Summer
Internship Program for the course of PGDM submitted to Prof. ATHAR MAHMOOD and
Jaipuria Institute of Management, Lucknow
I further declare that to the best of my knowledge the project does not contain any part of
any work which has been submitted for any other project either in this institute or in any
other without proper citation.

Place :

Date: Signature of the Candidate

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ACKNOWLEDGEMENT

I would like to take this opportunity to express my sense of gratitude to all those who guided
me in the correct path to finalize this report because without their help it was very difficult to
complete this report.

I am thankful to my industry mentor Mr. Ashish Yadav who guided me so well in completing the
whole internship and making this report prepared.

I also take this opportunity to thank all my college faculty for their constant assistance
throughout this project.

I am also thankful to my Mentor Prof. Athar Mahmood for her constant support and guidance
throughout the project.

Lastly, I would like to thank all the employees of Hostello for giving their time and information
which was necessary for the study.

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EXECUTIVE SUMMARY

I did my summer internship project in Hostello India Pvt Ltd where my profile was as a Sales
Intern. Hostello is in business from last 2 years and they have diversified their business from 2
hostels, they are now at 15+ hostels. The main objective of my work there was generating leads
i.e. converting the prospects into customers.

My main work was in Hazratganj’s Hostel named Sarojini Naidu (girls hostel) and JC Bose
(boys hostel). Since, Hostello is a Start-up my work was not only looking after sales but also
performing other tasks like operations and finance.

The tasks I performed in these two months are Converting prospects into customers. There were
two ways through which we performed this task. Firstly, by visiting customers in the coaching
centres and then assisting them to the hostels, explaining the facilities. Secondly, when
customers visited our hostel we explained the facilities and showed them rooms.

Looking out for the maintenance of the hostel: When there was no warden hired for the new
hostel I worked as a supervisor for the electricians working in the hostel, installing electrical
components like switchboards, LEDs and cleanliness.

Promoting Hostello in different coaching centres in Hazratganj, Gomtinagar and Aliganj. I


visited numbers of coaching centres both in Hazratganj Market, Gomtinagar market and Aliganj
Market where we gathered information like what course they provide, fee structure, total
students present in coaching, total outsiders in the coaching. We distributed our brochures and
pamphlets in those centres explaining them the amenities and room rents etc.

Cold calling: It’s just a confirmation call to the queries that they willing to take our hostel or not .

Checking inventory: When the construction work was going on the data for the inventory
required in the floor like mattresses, chairs, tables, hangers, almira’s, LEDs, fans was my
responsibility.

Maintaining Records: Maintaining data like how many total enquiries visited our hostels in a day
in all the location like Hazratganj, Aliganj, Kapurthala, Alambagh.
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Operational Activities: In this, task are assign to me like finishing work of Hostello buildings,
have to see the working of labours, construction work.

The working duration of my project was of 60 days. During my internship days I also visited
many coaching centres and also visited PGs and hostels near the coaching areas. The main
reason to visit these PGs and hostels was to check what quality services they provide and how it
is different from Hostello and the reason for visiting coaching centres was firstly promoting
Hostello and secondly knowing the total students present in coaching and the total outsiders so
that we can get an idea and can accordingly start building new Hostels.

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TABLE OF CONTENTS

Chapter 1 INTRODUCTION

1.1 Problem Statement……………………………………………………………………


1.2 Objective of Study……………………………………………………………………

1.3 Methodology………………………………………………………………………….

1.4 Scope of the Study……………………………………………………………………

1.5 Limitations of the Study……………………………………………………………...

Chapter 2 DETAILS OF THE ORGANIZATION

2.1 Company Overview………………………………………………………………….


2.2 Industry Overview PESTEL Framework…………………………………………….

Chapter 3 APPROACH & METHODOLOGY

3.1 Tasks to be performed……………………………………………………………….


3.2 Detailed Analysis of the Task……………………………………………………….

3.2 Approach of performing Tasks………………………………………………………

3.3 Final Conclusion of Tasks…………………………………………………………....

Chapter 4 ANALYSIS & OUTCOME

4.1 Choice of Data Analysis Techniques…………………………………………………


4.2 Outcomes and Interpretation of Outcomes……………………………………………

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Chapter 5 Conclusion & Learning Outcome

5.1 Conclusion…………………………………………………………………………….

5.2 Learning from the project……………………………………………………………...

5.3 Limitation of the Project……………………………………………………………….

5.4 Challenges Faced by Company………………………………………………………...

5.5 Solution for Challenge’s……………………………………………………………….

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CHAPTER 1

INTRODUCTION

1.1 Problem Statement:

From Students Side: Students migrating for the purpose of education, seek quality residential

accomodation with full service housing facilities, so they focus on study

From Coaching Side: Do not provide residential accomodation. Find themselves in the business

of education, NOT hospitality.

Unorganised PG Market: Students left to depend on unorganised PG market, living Experience

Marred by poor standards of food, amenities & safety. Also does not justify rent paid.

The shelter is considered to be the next most important basic need of man after food. The level of

students’ satisfaction with hostel facilities goes a long way in making life comfortable for them

and may have an impact, positive or negative, on their academic performance and physical well-

being, amongst others. Although there are limited studies that investigate factors influencing

resident satisfaction with their housing, in studies that place the critical lens on students' level of

satisfaction with their university accommodation, the units of focus have been diverse, such as

on the influence of the physical attributes, and psychological and management aspects. Most of

these studies indicate that there is a direct correlation between the satisfaction levels and the

hostel environment.

Presently, the problem of hostel accommodation revolves around an inadequate number of

hostels, limited or poorly maintained facilities and poor funding. Many of the PGs and hostel

have failed in the maintenance and management of the hostels which has led to the lack of, and

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decay of basic infrastructures like regular water supply, sufficient and well-managed

accommodation, electricity, toilets, which are often characterized by lack of running water and

broken down doors amongst others. A factor which created a cult-friendly environment is the

excessive increase in student’s population without corresponding increase in hostels and hostel

facilities. These have led to overcrowding of the hostels thereby putting pressure on available

infrastructure and attendant stress on students, leading towards anti-social behavior. It has,

therefore, become necessary to prevent the reoccurrence of these problems in cities and one way

of doing this is to look into the quality of maintenance and the management of these hostel

facilities.

1.2 Objectives of the Study:

The aims of the research were as follows,

• To explore the perception of students about hostel life.

• To study gender differences among hostel students.

• To study the psychological and behavioral impacts of hostel life.

• To study the influence of the multicultural peer group.

• To make suitable recommendation for the improvement of hostile facilities in cities.

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1.3 Research Questions:

The present study explored the diversity of experiences of males and females hostel students.

Q1: How does hostel impact on the life of hostel students?

Q2: Which gender affected more during hostel stay?

Q3: How does the adjustment vary among hostel roommates?

1.4 Methodology:
1.41 Participants

A sample of 10 hostel students for in-depth informal interviews was selected from different PGs
and hostel. Convenience purposive sampling was used to select the hostel students. The sample
consisted of five male and five female hostel students.

1.42 Material

Semi-structured interview was used for data collection. Interview protocol was prepared for
semi-structured interviews. The semi-structured interviews are the data gathering source in many
qualitative research studies. In this technique face-to-face conversation has done for gathering
relevant information. Usually open ended questions are used.

1.43 Procedure

A study was done on hostel students to identify the significant questions for the semi-structured
interview. A questionnaire was constructed it contained open ended questions these questions
were designed to explore the hostel life experiences and impact of hostel life on students’
behaviors.

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1.5 Results

Result of this study reveals that hostel has great importance in education system. Hostel life
affects students in different ways, the finding of the study is depicted in the picture

1.6 Discussion:

A qualitative research study was conducted to understand the impact of hostels on the life of
students such as behavior and personality. In-depth informal interviews were conducted to
collect information about the hostel life experiences. Students spoke about hostel life very
elaborately, they indicated that hostels have a great importance in our country as they provide
shelter to students, and it also reduces the distance to educational institutions. It provides an
opportunity for students to continue the process of education. It provides an ideal environment
for study. Female hostel student stated about hostel that

“Hostel is a place where students stay for a limited period, and pay for the accommodation
facilities. Most of the educational institutions have hostel. It helps those students who are not
able to come daily from their homes to educational institutions.”

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Study revealed that hostel and home are interrelated. At home individuals have the support of
parents and siblings and in hostel students have to deal with their problems with the help of
hostel friends and roommates. Nature of responsibilities changes in hostel. They learn to take
care of themselves, become sensitive toward others, and learn to avoid others irritating
behaviors. Students independently handle all matters. One of male hostel student reported that

“In hostel students become more responsible because in hostel students live without their
parents and they got support from their hostel fellows to complete their works.”

When students come in hostel the first problem they have to face was to adjust with the hostel
environment and roommates. Students reported that in starting days they missed their home and
family too much and sometime after talking with parents on cell phones they started to weep for
some time and then get control of their emotions. At that time roommate and hostel friends
provide helps to adjust in a hostel. One male hostel student stated that

“When I go back to my home after spending some time in hostel at home I treated like a guest.
My mother prepared special dishes for me and I really missed my mother’s cooked food in
hostel.”

It is difficult for students to adjust in hostel because the hostel life was entirely different from the
home, and especially when the roommates have different temperaments. But it becomes as a
compulsion for hostel students to adjust with the roommates. Male hostel student of reported that

“I have two roommates their nature was totally different from me. On an occasion one of my
roommates violates the hostel rules and in that matter I also suffer with him only because he was
my roommate after that event I prefer to live in cubical room.”

For adjusting in hostel students develops friendship with each other that may help students to
live in a hostel. Hostel friends and roommates live together like a family member and that
facilitate the hostel life.

The main reason to stay in a hostel is the continuation of education. Students prefer to live in
hostel as they feel they can better concentrate on studies where alone and solitude environment
provided for study. That gives them opportunity to polish their educational abilities. Also study
periods are specially arranged and all other activities are prohibited in this period. Thus all these
actions lead to improve the educational performance of the hostel students. One of the female
hostel students reported that

” I was an average student but after staying in hostel I properly focused on my study and
improves my educational results.”

Hostel life also affects the behaviors of students. It helps students to adapt new behaviors. It
boosts the confidence level, improves the sense of dressing, students learn to compromise, and it
also enhances the management abilities of students. A male student stated that

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“Hostel life made me more confident, it also enhanced my communication style. Before going
there, I felt hesitant to talk with others but now I can speak on any platform on any topic.”

Hostel students reveled that hostel life affects the student’s way of living. Hostel makes students
more punctual, independent, confident, social, realistic, disciplined, and also sharp. They also
learn to live independently. They learn to solve their own problems by themselves without the
parental guidance and support that may enhance their problem solving skills.

Hostel life is the combination of different individuals where all students live like a social group.
During hostel life the confidence level of students increased the reason is that they learn to
preserve themselves, and acknowledge their self-worth. Hostel life also makes students' self-
dependent. A female hostel student reported that

“In hostel I learned to depend on myself because no one provides help. Other people and even
parents provide limited help.”

It was revealed that hostel life experiences make students more realistic. During hostel stay
students are directly exposed to the external world of reality, and that experience makes them
mentally mature. A student or individual who stays at home has less opportunity to learn about
the external world as compared to those students staying in a hostel. In hostel students have the
opportunity to gain knowledge from other hostel fellows. One of the male hostel students stated
that

“Hostel life definitely changed the personality of the students. Hostel was a new place for me
where I learnt to fight with the life problems and also learn to utilize my energies.”

While staying in hostel students learns how to move in society, it also provides opportunity to
learn about society, individuals, and world. Meanwhile by observing others they improve their
social skills such as communication, relating with others, management and leadership qualities.
It indicated by the statement of a male student

“I was very reserved at home, but now because of hostel life I became social and expressive.”

While living with different students, each individual has the opportunity to decide about their life
goals. Students become aware of what is right and what is wrong for them. Hostel life also
contains the message of mutual cooperation and healthy competition. As roommates and hostel
fellows also motivate students each other, and facilitate in making future plans. A male hostel
student stated that

“Before staying in the hostel I never thought about my future, when I came to the hostel I saw
others talking about their life goals, that leads to think and plan about my future.”

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All students reported very clearly that hostel life made them responsible, boosts their levels of
confidence, increases sociability, and made them punctual. During the extended duration of
hostel stay students learn to tolerate, accommodate, and compromise with others.

Hostel students learn to handle and organized their finances. They became aware how to deposit
money. This ability helps students in their practical life. Become mentally mature especially
students learn in hostel how to handle the complicated situations by themselves without parental
support. A female hostel student stated that

“In hostel sometimes you confront with any serious problem and learn to handle them on your
own.”

To sum up the findings of the study hostel is a best place to learn about personal worth. Students
also develop some emotional affiliation with each other. Hostel students stated that hostel life is
memorable period of their lives.

1.7 Suggestions by Students:

• Attached washrooms should be provided.

• Hygienic and healthy food should be given to hostel students.

• Cooperative hostel staff should be provided.

• Tutors facility should be given to students for conceptual understanding.

• Generator facility should be provided in all hostels.

• Level of hostel security should be increased at boy’s hostel.

Expenditures of hostels should be reduced.

1.8 Conclusion:

The study explored the impact of hostel life on hostel students. It highlighted the experiences,
behavioral changes, and personality characteristics of the hostel students. It also studies the
gender differences among the roommates. Female hostel students adjust in hostel more easily
than male students. Positive behavioral changes involved character building and preparing
students for future practical life. The negative behavioral adaptations included students become
lazy, show careless attitude toward studies, wasting time with friends, in male hostel most people

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waste their time in games. Personality characteristics related with hostel students are as such they
considered to be realistic, punctual, disciplined, independent, compromising, and well organized.

1.9 Limitation:

 The results of this qualitative research study cannot be generalized because of the small
sample size.
 A very limited number of studies were done in our country on this topic consequently
very limited literature existed on this topic.
 The information in this study was only collected from the Lucknow city that may restrict
the findings. The sample might be extended to other provinces of other cities in the
country for gathering rich information about of the experiences of hostel students.

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CHAPTER 2

2.1 ABOUT THE COMPANY

It’s a private sector company which deals in hospitality industry and provides
accommodation in Lucknow city right now and planning to expand their business at Delhi,
Kota and Banaras next Year.

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The Hostello India Private Limited was founded by IIM’s Graduate. Alumini aiming to provide
quality living space to students migrating to other cities in search of coaching centres and
colleges to become successful in life. We believe that finding a good place to stay takes you
halfway to success. It is Lucknow's first branded student hostel. Hostello promises to deliver
what students need to succeed. Hostello provides an environment which nurtures, encourages
and motivates its residents to achieve their goals.
Their story for this business:
After spending more than 10 years in on campus and off campus hostels we realized student
housing is a highly fragmented multifamily industry that was more focused on assets than
people. We envision the need for a very professional approach, highest integrity and character in
delivering best in class services to residents, property owners and investors in student
accommodation space. With a winning strategy and a focus on people, we set out to meet that
need. We understand what’s important to people when it comes to a place to call home and the
services that enhance the living experience, and that’s why we put our heart and soul into
providing beautiful living environments.

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HOSTELLO INDIA PVT LTD

Hostello India Private Limited is a Private incorporated on 11 April 2018. It is classified as Non-
government company and is registered at Registrar of Companies, Kanpur. Its authorized share
capital is Rs. 1,000,000 and its paid up capital is Rs. 100,000. It is involved in Restaurants, bars
and canteens.

Hostello is Lucknow's first branded student hostel chain founded by IIM graduates. Hostello
promises to deliver what students need to succeed. Hostello provides an environment which
nurtures, encourages and motivates its residents to achieve their goals.

Established in the year 2017, Hostello India Private Limited in Mahanagar, Lucknow is a top
player in the category Hostels in the Lucknow. This well-known establishment acts as a one-stop
destination servicing customers both local and from other parts of Lucknow. Over the course of
its journey, this business has established a firm foothold in its industry. The belief that customer
satisfaction is as important as their products and services, have helped this establishment garner a
vast base of customers, which continues to grow by the day. This business employee’s
individuals that are dedicated towards their respective roles and put in a lot of effort to achieve
the common vision and larger goals of the company. In the near future, this business aims to
expand its line of products and services and cater to a larger client base. In Lucknow, this
establishment occupies a prominent location in Mahanagar. It is an effortless task in commuting
to this establishment as there are various modes of transport readily available. It is at, Behind
Neera Nursing Home, which makes it easy for first-time visitors in locating this establishment. It
is known to provide top service in the following categories: Hostels, Paying Guest
Accommodations, Paying Guest Accommodations for Men, Hostels for Women, Hostel for Boy
Students, Paying Guest Accommodations for Women, Hostels for Men, Hostel for Girl Students.

Hostello India Pvt.ltd. in Mahanagar has a wide range of products and services to cater to the
varied requirements of their customers. The staff at this establishment are courteous and prompt
at providing any assistance. They readily answer any queries or questions that you may have.
Pay for the product or service with ease by using any of the available modes of payment, such as
Cash, Visa Card, Debit Card, Cheques, Credit Card.

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MISSION STATEMENT

“TO TAKE END TO END CARE OF ALL RESIDENTIAL NEEDS OF STUDENTS BY


DELIVERING HIGHEST STANDARDS OF HOSPITALITY WITH THE PRIME FOCUS OF
ENSURING AN INCLUSIVE AND ENGAGING LEARNING ENVIRONMENT IS PROVIDED
TO ALL STUDENTS.”

VISION STATEMENT

“TO CREATE FUTURE LEADERS OF INDIA BY PROVIDING STUDY FOCUSSED


HOUSING FOR STUDENTS.”

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WHY HOSTELLO?

Coming to a new city and finding a good place to stay is always a huge challenge. In a world
where you need healthy environment to stay and study, Hostello promises to deliver what you
need to succeed.

At Hostello, we care about our residents. We didn’t set out to


be the largest, only to be the best. We focus on people,
genuine relationships, and shared values which sets us apart
from others.

These are some pictures which shows hostel facilities given by Hostello.

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WHAT SETS THEM APART?

They care about their residents and it is evident. They didn’t set out to be the biggest, only to be
the best. They focus on people, genuine relationships, and shared values and created a unique
and defining hostel culture.

THEIR JOURNEY MAP

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BUSINESS MODEL

1. WHOLLY INTEGRATED

We customize, own and manage the student accommodation properties ourselves. We can
take a your ready to move in project, building, apartments and can convert it into living space
for students.

BENEFITS
Higher Rental income
Long term consistent earning source
Better maintenance commitment\

Above picture shows the cost structure of company, what percentage of cost incurred in
property, food, employee’s salaries, maintenance cost, customer acquisition cost.
Out of total income 20% was profit for the company.

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2. PARTNERSHIP MODEL
We coinvest in properties to make the project financially viable for investors. Once built we
own and manage the property during the lease period.

BENEFITS
Lower cost capital availability for project
Long term lease and commitment to get the desired ROI
Better maintenance commitment

3. MANAGEMENT ONLY

If you own a hostel and need our brand and management services to earn additional
revenue, we can help you.

BENEFITS
Hostello brand name benefit
Higher yield
Better occupancy

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Picture shows that we provide good study environment with better facilities to students so they
generally focused on their studies. Generally, each property has 35 to 200 beds in hostel.

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About Hostels at various area in Lucknow:
So right now we have 15+ hostels running in Lucknow.
KAPURTHALA:
1. ARYABHATT(Boys)
2. ANANDI JOSHI(Girls)
3. A P J KALAM(Boys)

MAHANAGAR
1. KALPANA CHAWLA(Girls)
2. C V RAMAN(Boys)

HAZRATGANJ:
1. SAROJINI NAIDU(Girls)
2. J C BOSE 1(Boys)
3. J C BOSE 2(Boys)

ALAMBAGH:
1. RAMANUJAM (Boys
2. SHAKUNTLA DEVI(Girls)

PURANIYA:
1. BHASKAR(Boys)
2. BHABHA(Boys)
3. TAGORE(Boys)
4. PUSHKAR(Boys)

There are many properties which are proposed and some under construction. Some hostels might
start from the month of August and rest will start from the next season. They also plan some
more hostel in Kota and Delhi from next year.

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SERVICES OFFERED:

We provide better and quality services to the students living in the hostel. The facilities are
mentioned below:

SECURITY
 Hostels are kept under CCTV surveillance.
 24*7 Security Guards.
 24*7 Warden + Caretaker.
 Biometric Entry gates.
 In Girls hostel care taker and warden are ladies employees only.

FOOD
 The head of food department Manmohan Sir is an IHM Graduate.
 The employees in food department are an ex pizza hut employee.

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 Centralised kitchen.
 We also take care about student’s health and hygiene and employees wear gloves while
making food.

LOCATION
 The hostels are always leased out near the coaching centres.
 Hostel is leased within the range of 1 km so that students time is not wasted in
travelling.

OTHER FACILITIES
 Professional house staff and daily cleaning
 Reading rooms
 Water cooler + RO
 Wi-Fi
 Door step laundry service
 An Application of Hostello has been introduced to quickly resolve any maintenance
issue.
 Power Backup
 Hospital Tie up
 Reading rooms

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MARKET SIZE:

Above picture shows the total market size of Hostel in Indian Market which is 43 lakhs out of
which 35 lakhs was focused by Hostello.

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HOSTELLO STORY

Picture shows Revenue model of Hostello which is 1.33 crore in 2018-19.


And second thing we see the development of business at various cities as told above next year
we target Delhi and Kota market. Expected Revenue till 2022-23 is 400 crores which shows nice
growth of business.

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OUR COMPETITION

In pictures we see that Placio comes under Affordable segment but its only for University
Students.
Oxfordcaps comes in Expensive Segment it also only for University Students.
No such company provide hostel to students who are coming for preparation of various
competitive exams like medical, IIt etc. Hostello provide nice and affordable hostel to students
so they mainly focus on their studies.

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COMPETITIVE ADVANTAGE

As Hostello is the first mover in Competitive Exams Coaching Segment it is easy to set up
business and the growth of the business is also good as we see above they start with one hostel at
Mahanagar (2 years back) and right now they have 17 hostels in Lucknow and next year they are
planning for other cities.

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PESTEL ANALYSIS

PESTEL analysis of any company consists of six types of external environmental factors such as
Political factors, Environmental factors, Economical factors, Social factors, Technological
factors and Legal factors.

POLITICAL FACTORS:

There were no such political issues before however because of election season this year our
operations and logistics activities were influenced.

Operational: Due to having our very own centralised kitchen now and then due traffic jam or
stormy season food delivery gets delayed.

Logistics: Inventory as Almira sleeping cushions, Table and Chairs were delayed for 2-3 days
because of election season.

ENVIRONMENTAL FACTORS:

The partitions which are done in the hostel is done by cement boards which saves in fire
situation.

We are planning to buy an electricity censor which when any student leaves the room all lights
and fan automatically turn off.

The room with the emergency exit has been allotted to the warden.

Awareness is created in the hostels for students to not waste food and not waste electricity.

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SOCIAL FACTORS:

Society plays a main role in this. Consumers judgement regarding any company changes
according to the reputation or brand image. They are now aware that they want best coaching for
their students unlike the situation before where they were not much interested in finding best
coaching for their children.

TECHNOLOGICAL FACTORS:

In Hostello, we have a complaint system made which resolves the issues related to maintenance,
security, etc. By this we get the information like in which room there is an issue and then after
the complaint is resolved students get an OTP in their phone which after they submit tells us that
the complaint has been resolved.

ECONOMICAL FACTORS:

Parents from tier 2 and tier 3 are also willing to pay higher rates in hostels so that their children
get better facilities. Property prices also affects the rates of hostel. Rates in Hostello are quite
nominal and are decided according to the location where hostel is present and also decided
through the rates in market.

LEGAL FACTORS:

There are very less people who are thinking like these concepts. Players like Hostello are
thinking about this so that students preparing for any competitive exams can get better facility
and have the study environment. There are no stimulated guidelines to run hostels yet but it
might come in near future.

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PORTER’S FIVE FORCES MODEL

Michael Porter observed five forces that have significant impact on a firm's profitability in its
industry.

THREATS OF NEW ENTRANTS


Threat of entry is high through as it is a new concept in hospitality industry. There are very less
companies who invest in this business not everyone wants to invest in centralize hostel industry
but anyone can enter into this business. Owner owing houses are a big competitor they start their
own PGs. Starting a centralised hostel like this requires heavy capital to start and profit margin in
the beginning is low but yes it increases as the business expands.

BARGAINING POWER OF SUPPLIERS


Bargaining power of suppliers is high as Hostello gives an assurance to its customers for
providing hostels within a range of 1 km. Finding properties within radius of 1 km of coaching
area is quite difficult. If this is not done, they might lose their customers. This gives suppliers an
upper hand to set their leasing prices high.

BARGAINING POWER OF BUYERS


Bargaining power of buyers is moderate for the customers because Hostello has fixed prices for
the students who choose to stay in the hostels. By Industry perspective we can say that the
bargaining power of buyers in PG accommodation can be seen. Owners in PG give discounts to
customers. In Hostello, discounts are only provided in some special cases like when students
score great ranks as a gift otherwise there is fixed pricing strategy for one and all.

THREAT OF SUBSTITUTE
Threat of substitute is high as there are many unorganised PGs and hostels present in every
locality in Lucknow and many individual opt for that too. If students do not find facilities in our
hostel up to the mark they can accommodate in other PGs. Hostello has a plus point in this part
because in other PGs there are students present who are from different backgrounds opting for
graduation, competitive exams, working etc. but Hostello provides room only to the students
who are preparing for competitive exams, so that they get a study environment all around.

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INDUSTRIAL RIVALRY
There are no such rivals present in the market who are providing centralised hostels. In
Lucknow, Hostello are the first to bring this concept in working but it is an upcoming industry.
However, any company which can provide better facilities can command the market. Therefore,
we can expect rivals in near future.

This picture shows Hostello in comparison of PGs and Flats.

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SWOT ANALYSIS

STRENGTHS
1. Private and larger space.
2. Quality services are provided.
3. Within the range of 1 km of coaching area.
4. Focussing on only one market i.e. at Coaching level.
5. Customer centric company.
6. Clean and hygienic premises.
7. Modern security features.
8. Complaint maintenance system. - Application has been made with the help of which
complaints can be resolved.
9. Residents in the hostels are the ones who are preparing for any competitive exam to gives
student a study environment.

WEAKNESSES
1. Sales Team is not much experienced.
2. Promotion is not done properly.
3. No proper training given to Sales team.
4. No proper job boundaries for individuals
5. Since, it is a start-up things are not organised well.
6. Employees turnover rate is high.
7. When the admission season is over business is slow.
8. No concession is provided.
9. Organisation is unstructured.

OPPORTUNITES
1. Tie ups with different coaching centres to attract more and more customers.
2. Promotion of Hostello at all levels.
3. Maintaining relationship with individuals helps in gaining more customers.
4. Innovation and technology developments.
5. New concept in the market

THREATS
1. Unorganised PGs and hostels present within the range of 1km.

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CHAPTER 3

APPROACH AND METHODOLOGY

3.1 TASKS TO BE PERFORMED

 In first week we are visiting various PGs and Hostels and have to notice about the quality
of service provide by the other competitors in the market according to the customer’s
choice. Availability of various offers and service provided by Hostello to the students.
Visited various coaching centres and present our hostel facilities to them and pleased
them to refer their coaching students for staying in our hostels. Managing operation work
too in the hostels of Hostello Private India Limited. Converting the various queries
regarding with our hostels.

 After the first week we handle query regarding to hostels at various coaching centres like
Aakash, Times, Lamplighter etc.
 Managing Operations during construction of new hostel of company at Halwasiya.
 Visiting various coaching centres, tell them about our hostels and services provided by
our hostels as compared to other hostels in market and at last request them for referring
our hostels to students who are coming from outside Lucknow.
 Trying to form official tie with various coaching so they recommend our hostels to
students.
 Collecting various payments from students and deposit them to our head.
 Handling various queries tell them about our hostels and facilities of hostel, take the
students to our hostels and show them location and at last convert them to take our
facilities.

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3.2 DETAILED ANALYSIS OF THE TASK
The task was given to improving sales in the Hazratganj hostel (Sarojini Naidu) and JC Boys
Narahi Boys Hostel. Where I and 2 other interns were also present. After 1 week of observing
sales pitches of other sales person and getting full information about our hostels room rents,
facilities, etc.
After a month we were given targets which were to be achieved during the last month of our SIP.
Sometimes, parents themselves visited our hostels and we convinced them by explaining about
our facilities and showing them rooms according to their preference. Sometimes, we visited the
coaching ourselves and accompanied parents to our hostel. And covert them to take our hostel
for their children’s. According to me I performed all task in a good way and also achieved targets
given by company.

3.3 APPROACH OF PERFORMING TASKS


We have to visit various Coaching centres for handling queries. And have to show the various
hostel according to their need, after that explaining all the services given by us to them, convert
them to our services by booking taking booking amount, and at last seat was locked for that
person who give the booking amount.

3.4 FINAL CONCLUSION OF TASKS


As a sales intern, one should have the following:
 Confidence

 Good communication skills.

 Positively handling failures.

 Quick decision maker.

 Ability to work under pressure.

 Convincing power.

 Cooperative and coordination.

 Good sales pitching

 Punctuality

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CHAPTER 4

4.1 Choice of Data Analysis Techniques

So we simply use MS Excel for our work, company hire us for sales profile, we have to record
each and every detail of queries handled by us.

Sales Data of Queries handled by me:

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46
4.2 Outcomes and Interpretation of Outcomes
Above pictures are the data which have to updated on regular basis. Data shows the total queries
handled by me in the month of June as the target slab was given to us first slab was of 35
admissions and second slab was of 50 admissions. According to the given target we have to
handled queries from various coaching centres.

So the conversion rate out of overall query is 10% which is quite good but not satisfactory, as
there are 15 sales people in a company and we have very less queries to attend as shown in
picture 65 queries handle by me out of 359 queries.
Conversion Rate of queries handled by me is 57% which is a very nice number as I am just an
intern in a company. There are more people who have more experience than me but after that I
perform well and achieved all the task on time which are given by company officials.

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Above pictures shows conversion rate of queries handled by me which is 57%.
Open Queries Rate is 25%.
Rejected Query Rate is 18%.

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Total Admission Of June Month
60
49
50

37 38
40
29
30

20 14 12 12 10 12 10 9
10 4 6
2 2 2 1
0

The above picture shows the overall admission done in hostels by all the sales person of the
company.
If we talk about effective sales person of June month, Pratap done 49 admissions, Pranjali done
38 admissions (one of the intern in the company from my college) and 37 admissions done bye
me.

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Above picture shows Total No. of Queries handled by each sales person of the company out of
which,
How many Queries are converted?
How many Queries are rejected?
How many Queries are open?
With that, table also shows the conversion rate of each employee. Some of them have very high
conversion rate just because they handled very less queries and all of them are converted.

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As told above the graph shows Converted, Open and Rejected Queries of the month of June in
the company.

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Conversion Rate Per Sales Person
100

90

80

70

60

50

40

30

20

10

Above diagram shows Conversion Rate of all the employees of the company. Some of
employees have very high conversion rate just because, they attend very less queries as compare
to others.

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CHAPTER 5

5.1 CONCLUSION

As the main customers are the students so I concluded my report on the student’s perspective.
The study explored the impact of hostel life on hostel students. It highlighted the experiences,
behavioral changes, and personality characteristics of the hostel students. It also studies the
gender differences among the roommates. Female hostel students adjust in hostel more easily
than male students. Positive behavioral changes involved character building and preparing
students for future practical life. The negative behavioral adaptations included students become
lazy, show careless attitude toward studies, wasting time with friends, in male hostel most people
waste their time in games. Personality characteristics related with hostel students are as such they
considered to be realistic, punctual, disciplined, independent, compromising, and well organized.

It’s a great and challenging experience working in a company. Many challenges are faced during
SIP period like no convence was provided for hostel visit for various queries handled. I also
learnt performing task in dual field sales and operations. Problems handling in start-up of
company. In some case there are some flaws in operation where company have to work for better
service. They need to more work upon their operational activities for better services provided to
students.

5.2 LEARNING FROM THE PROJECT

 Convincing skills
 How to do sales
 Working under pressure
 Importance of good sales pitching in sales.
 How to manage challenges in a new start-up?
 Management Skills
 Customer Dealing
 Importance of Time
 Customer Conversion

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5.3 LIMITATIONS OF THE PROJECT

 Due to less awareness about the company sometimes it was difficult to convince
customers.
 Some of the coaching centres were not interested in sharing the information to us.
 There should be some research should be done hostels as it’s a major problem for
students who are preparing for various competitive exams don’t get better services and
study environment which affects their studies.

5.4 CHALLENGES FACED BY COMPANY

 Less room space as many queries return just because of less room space.
 No book shelf.
 Lack of Work Force.
 Flaws in operational activity
 There should be one Doctor at Hostel Campus.
 Lack of Time Management
 No online Booking System
 Colour Combination of Building and Rooms
 Over Booking of beds.

5.5 SOLUTION FOR CHALLENGES:

 There should be online booking system for the hostels by which various problems are
solved:
a) No over booking of rooms.
b) Less time taken.
c) Less workforce
d) No Paper work
e) Paper was also saved by this which also helps in Sustainability.
f) No need to see floor chart, for which room was booked or which room was not
booked.
g) Easily availability of information and detail of student.
h) Once seat was locked it was not interchanged.

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5.6 SCOPE OF FURTHER WORK

The company should do more of promotional activities not only at a particular area but all over
Lucknow so that people have Hostello in their mind. Proper training should be given to
employees so that they work effectively. It should be kept in mind that none of employee feels
over-burdened due to work.

5.7 CHALLENGES FACED BY US:


 Convincing parents
 Timings
 Coaching centres not pro

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