Welcome to the Indian Story
Oct 21, 2014
Welcome to the Indian Story
Interesting facts on INDIA
* Population: With over 1.2 billion people, India is second only to China
* India is the largest democracy in the world, the 7th largest Country in the world
* Government: India is governed under a parliamentary system and is a federal constitutional republic. There are 28 states and 7 union territories in India.
* Multi-lingual: There are 1,652 dialects and languages spoken in India. The four religions born in India - Hinduism, Buddhism, Jainism, and Sikhism
* Language: Hindi is an official language used in many regions, English is also commonly used in many regions.
* Borders: India shares land borders with Pakistan, China, Nepal, Bhutan, Burma and Bangladesh. Sri Lanka and the Maldives are neighboring ocean countries.
* Age demographic: More than 50% of India is younger than 25 and more than 65% are 35 or younger. The average Indian age is much younger than most other nations.
* India is the world’s largest tea producer, and tea (chai) is its most popular beverage
* India experiences six seasons: summer, autumn, winter, spring, summer monsoon, and winter monsoon.
The Indian Story
The second biggest source market for international students INDIA still needs to be better understood by international Institutes specially from US. India with huge diversity keeps challenging institutes and their strategies, this session will apprise the participants on:
1. The education system in India and New trends in India2. When do students start planning their overseas education
journey 3. Mapping of Programs of interest by Region4. How to enter the Indian and the subcontinent market 5. Effective Agency management : Relationship mapping and
expectations
Indian Education System
When do students start
planning their overseas
education journey
When do students start planning their overseas education journey
This decision varies in each state, starts with the ‘local mindset’ hence its important to understand local requirements of each major city / state :
• South India : Plan from their bachelors and mostly study for Post Grad • North India : Plan when they reach 5th standard and keep working on till
the time they don’t reach overseas • Eastern India : plan from their year 11 UG or early bachelors for PG• Western India : Broken into 2 major centers :
Mumbai : they plan from their early bachelors and then mostly go for Post grad
Gujarat (Ahmadabad, Vadodra) : plan way early from their 8th – 9th
standard and ALL that they dream is of US – mostly apply for Post Grad
Mapping of Programs of interest by RegionPOPULAR PROGRAM MATIRX
NORTH
INDIA
SOUTH
INDIA
WEST
INDIA
EAST
INDIA
PUNJAB :
Business (not MBA)
Nursing
Teaching
And some times : IT
and Engineering
DELHI:
MBA
Business
Finance
IT & Engineering
BANGALORE,
CHENNIA and
HYDERABAD
Engineering
IT
Comp science
Nursing
MUMBAI, PUNE
&AHMEDABAD
(Gujarat)
Engineering
Chemical and Bio
tech
Computer science
IT
MBA
KOLKATA and
Other cities
Engineering
Finance
Business
Arts and
Communication
Some
Main
cities
in India
How to enter the Indian & The
Subcontinent market
How to enter the Indian & The Subcontinent market
Direct Approach : Fairly time consuming, expensive and needs a lot of commitment individually
• Identify key markets / cities • Approach High schools and colleges of interest and conduct
seminars and focused sessions on regular basis• Advertise in local Newspapers or dedicated promotional
activities to build interest level of students in your institutes OR do dedicated session in hotel venues
• Build student data base. Follow up directly from overseas and try and convert students
• Open a ‘off shore’ India office – Really ? this should be done if you are targeting high numbers or have a strategy to move beyond just recruitment
How to enter the Indian & The Subcontinent market
Appointing Education consultants (Agents) : Much organised approach with fairly less hassles and performance based outcomes / commitment
• Identify professional, certified and well established consultants ( agents) in markets of interest
• ICEF, AIRC or Agents associations in local markets are best way to identify good certified companies / agencies
• Follow a structured process with them and agreement • Agents provide ALL local support and market information• Discuss your requirements and target “only” markets that
have Potential for your institute and programs at “First stage”
How to enter the Indian & The Subcontinent market
Institutional Partnership Approach : Not so common process, takes a longer period for ROI and needs a lot of nurturing of relationships
• Identify key markets / cities to entre and then explore working relationships with Local institutes
• Structure a MOU and identify key outcomes from the MOU• Collaborative models : Top Up’ to your programs, Credit
transfers for their students, or part program delivery on shore in India or sub continent
• Long term project does not give student outcomes for atleast 2 years and Needs regular visits and committed team for this.
Effective Agency Management :
Relationship mapping and
expectations
AGENCY EXPECTATION IS QUITE LIKE THIS….
Effective Agency management :
Relationship mapping and expectations
Answer : Very simple “work with the agent” – treat them like your extended office minus your secrets, share your strategies and expectations openly and follow up on them
• Move Beyond just the agreement> Active discussion with the agent to build a long term and short term
strategy, move beyond the dotted lines and get into Action !> Align your thought with the agent and share your goals
• Discuss “openly” what you expect from agents : student numbers expected : support required from you to get that: Investment required “Time & Money” by you to get that : overseas trips required by you to do get that + + +
• Understanding local Agency market and building Local knowledge> Social cultures, education system, Cultural thought process for
parents and students, financials, banking system etc..
Effective Agency management :
Relationship mapping and expectations
• Focused Approach
> Identify your product acceptability and develop a focused approach to student recruitment in agents local market : PG or UG driven markets ?
> Institutes must have active presence minimum 2-3’ visits per year and regular training for counselors is important : use ‘Skype Training'
• Communication :
> When you are developing the marketing plan for agents market “involve them in the process”, discuss on yearly plan with the agent
• Commissions / incentives
> Its always advisable to develop a progressive incentive model along with standard per student commission, this amount is mostly used for internal incentive for staff or further marketing for institute
> Good agents don’t charge high service Fees to students so their revenue source is ONLY commission received by Institute, incentives can play important role in building numbers through the agent
SOME INTERESTING
SNAP SHOTS
Thank You for Attending the session
Mr. Pushpinder Bhatia
Managing Director
Mob: +91 9810039841
Mail: [email protected]