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Submitted by:Prashant Philip Vargis 069

Ramandeep Singh Arora 081Rishinath 087Sandeep Raj 092

Shantanu Seth 096Shriker Parth 100

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Company Overview Product Line About the Business

Organizational Structure Digital Delivery Physical Distribution Sales Promotion

Sales Force Management Forecasting and Sales Quotas Challenges

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Headquartered at Kolkata, West Bengal 1901, First Overseas Branch of EMI 1946, Incorporated as Gramophone

Company (India) Limited 1985, Taken over by RPG Group 2000, Renamed to Sa Re Ga Ma India

Limited

Music Labels: Sa Re Ga Ma, RPG Music &HMV (under license from EMI)

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Film Music (Old and New) 70% of music everrecorded in India.

Devotional (National and Regional) Ghazals and Classical (Hindustani and Carnatic)

Indi pop and World music Remixes and POP Bhangra Regional Punjabi, Bengali, Tamil, Malayalam,

Kannada, Telugu, Gujarati, Marathi, Assamese,Oriya, Chattisgadi.

Home Video Bollywood, Warner Bros.,Universal, New Line Cinema, Paramount, BBC,MGM

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Content is King Physical and Digital Delivery

Physical Cassettes, CDs serve as medium ofdelivery of the content

Digital RadioMobile

HamaraCD.com

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Actual Distribution is Outsourced Khne and Nagel

Four channels Wholesalers (25%)

Large Format Outlets Organized Retail(MusicWorld, PlanetM, Landmark) (30%)

Pure Retail (25%)

Corporate Clients

Wholesalers are not exclusive Credit Sales to Wholesalers Recovery in 30

to 90 days

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Selective Distribution strategy followed Active conflict resolutionTitle of Goods Transferred at each step of

the chain Damaged Goods Recovery and Claims

Settlements carried out by SOs/ Long Arms Selling Method Pull Based, content driven

New Channel Member Appointment Similar to FMCG sector; LFOs appointednationally

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Stages of Evolution Supplementary

Parallel

Replacement

Distribution Through RadioPay per minute of Air Time

Mobile

Revenue Sharing HamaraCD.comHybrid

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Online order can be placed atHamaracd.com

It is the largest legal site offeringcustomization of Indian songs globally.

Choose from over 27000 popular and raresongs spanning over a period of 100 years

Now you can Compile a CD upto 76 mins

instead of 60 mins @ Rs. 275 Sms Music to 56060 available on AIRTEL

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Step 1: Select up to 76 minutes of yourfavourite music.

Step 2: Personalise your CD, Choose acover and add a title

Step 3: Place your order. Pay by CreditCard, Cheque, Demand Draft (DD),3DSecure VISA, ItzCash Card

Step 4:Your CD will be shipped to youwithin 10 days

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POS display material provided by company End retailers provide space Company representatives visit and put up

promotional material LFO stores Promotions through listening

posts and piped music

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Motivation Sales based incentives for frontline

Annual Bonuses and Appraisals for Tier 2 and 3

Regular training for all sales personnel

Route Planning Major retailers and wholesalers visited on daily

basis

SOs based out of Major cities

15 days of uptown travel

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Content Classes Catalogue

Supplementary

New Recording

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

Catalogue Steady Demand

Supplementary Based on analysis of pastperformance of similar offerings and time of year

New Recording Based on past sales of similarrecordings and Expectations of Management

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Dwindling Industry Customer Relationships Alienation of Brand Loyal Customers

Technology Changes Piracy

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Say NO to Piracy!