VIJAY KUMAR SIP ON VIVO

DISSERTATION

ON

DIRECT MARKETING

OF

Vivo

SUBMITED BY:

BIJAY KUMAR RACHAMALA

ROLL NO: 1406258028

UNDER THE GUIDENSE OF:

INTERNAL GUIDE: EXTERNAL GUIDE:

MR. VARUN AGARVAL MR. SATYAKAM PANDA

(MARKETING) (EVENT MANAGER)

SUBMITED TO:

BIJU PATNAIK INSTITUTE OF INFORMATION TECHNOLOGY AND MANAGEMENT STUDYS

UNDER BIJU PATNAIK UNIVERSITY

(2014-2016)

INTERNAL GUIDE CERTIFICATE

COMPANY CERTIFICATE

Declaration

I hereby declare that this summer project report titled “Direct Marketing of vivo” satisfaction of

vivo customer in “BHUBANESWAR.” is the result of my own effort in the training which I did

as a part of the curriculum, for the fulfillments of MASTER IN BUSINESS

ADMINISTRATION (MBA). It has not been duplicated from any other earlier works and all

information provided in this report is genuine.

This report is submitted for the partial fulfillments of MBA program. It has not been submitted

to any other university or for any other degree.

Date: BIJAY KUMAR RACHAMALA

MBA (MARKETING)

BIITM BBSR

ACKNOWLEDGMENT

I have benefited a lot from project during the third term of our Course MBA. This project has

been a rewarding knowledge. I have got into the various aspects of vivo by analyzing various

information sources on the work field and internet.

I take this opportunity to acknowledge the invaluable assistance of those People who helped me

in successful completion of this project and also express my special thanks to Mr. Varun

Agarwal (Marketing Faculty Guide) and Mr. Satyakam Panda (Event Manager of vivo

Bhubaneswar) who provided me an opportunity to do this project.

Last but not least I express my thanks to all the person and friends who always encourage me

and provided me support at all times. And I am also grateful to my parents for providing me the

continuous support which helped me to fight against all odds.

Table of contents

TITLE PAGE

INTERNAL GUIDE CERTIFICATE

COMPANY CERTIFICATE

AKNOWLEDGEMENT

DECLARATION

INTRODUCTION

CHAPTER 1: INTRODUCTION….………..

OBJECTIVE OF THE STUDY

SCOPE OF THE STUDY

CHAPTER 2: PROFILES……………

vivo PROFILE

HISTORY OF vivo

HISTORY OF vivo IN INDIA

VISION & MISSION OF vivo

CHAPTER 3: 3C REPORT

COMPANY

CUSTOMER

COMPETITOR

CHAPTER 4: DIRECT MARKETING:

TYPES OF DIRECT MARKETING

KIOSK MARKETING

CATALOG MARKETING

TV MARKETING

CHAPTER 5: METHODOLOGY…………

RESEARCH METHODOLOGY

DATA ANALYSIS

CHAPTER 6: TARGET AND ACHIEVEMENT………….

CHAPTER 7: CONCLUSION………………

CONCLUSION

FINDINGS

SUGGESTION

CHAPTER 8: BIBOLOGRAPHY…………

BIBOLOGRAPHY

INTRODUCTION:

In this 21ST century smart phone became a very essential part of human life. All the age group and different sex uses

smart phones in their daily life, ‘Mobile phones became’ an important part of human life. Today we can see a drastic

change in mobile industry. Mobile phones started with many new features, and now it reaches the era of Smartphone’s.

Smartphone’s bring a new revolution in human life which makes life more efficient and effective.

Smart phones gain huge popularity because of its feature and facility provided to the people. Now through smart phone

we can do our personal as well as professional task effortlessly and cost effectively. It provides facilities like Internet,

Video calling, Social networking, E-mail, Huge storage capacity ,HD camera facility, Easy asses to web pages, MS office

packages, Ticket booking facilities and many more which can make life more easy and interesting.

Therefore now a day the Smartphone market is booming. There are many mobile Phone companies establishing

themselves globally as a result competition is more in market. Companies give more emphasis on High quality and

technology with affordable price.

There are companies like Apple i phone, Blackberry, Samsung, Microsoft like company’s titan their roots in the smart

phone industry. But new companies like HTC, Micromax, Intex, Lenovo etc give healthy competition to the existing

brands by new features and technologies in economical price.

A new company enters in to the market and grabs the attention of customers quickly through its unique features and new

technology. The company is “vivo smart phone”. This multinational brand has everything that is needed for success in

the industry. The USPs of this company are healthy management, HiFi features ,distribution channel, interesting way of

promotion, innovative thinking, quick after sales service ,friendly environment ,Greeter working condition, quality

product, Satisfactory managerial policy, appreciation of work, quick after sales service etc.

Objective of the study:

My project entitled “Direct Marketing of vivo” aims at studying the scope of vivo smart phone in the Bhubaneswar

Market.

The objective of doing this project is defined as under:

Generating leads for the sales force or retail network.

Improving the effectiveness of other forms of customer communication.

Raising awareness of a company, product, or service among clearly identified customers and prospects.

Maintaining effective contact and building relationships with customers and prospects.

Relevance of the Study:

The smart phone market in India is driven in all areas. Due to the increase in competition and trends towards creating

stronger visibility, Indian smart phone market is poised for further growth. India is an emerging economy with a huge

population base. Rising income levels coupled with the Government’s impetus on educating the masses will lead to the

development of the smart phone market. Rising interest rate towards gadgets is a chief pointer towards growth in the

smart phone sector. Hence, it is essential to evaluate how “Direct Marketing” impacting the smart phone business of India.

SCOPE OF THE STUDY:

To achieve the above objective I have not restricted my study to just Direct Marketing of vivo smart phones. In order to

study about the smart phone business in India, and to understand the scope that Direct Marketing of vivo has in this

business, I have extended my project to do a detailed study of Smart phone market of the competitors of vivo. Through a

comparative study between the competitors and vivo smart phone, I could arrive to a conclusion of the scope of Direct

Marketing of vivo.

Limitations:

To make mistake is human nature and I’m no exception. I have tried to make this project approachable and helpful for the

company, but at the same time I accept the occurrence of intermittent mistakes and do accept them sincerely.

vivo PROFILE:

The brand logo of vivo is in sky-blue.

The mobile phone industry has entered the era of smart phones; consumers now have quite different views and demands

of mobile devices. In this context, BBK have started a new mobile phone brand “vivo” for smart phone era, which is their

promotion focus over the years to come. BBK is a corporate brand, which has carried years of reputation for reliable

quality and strong manufacturing capability serving new brand vivo.

vivo specializes in creating smart user-friendly products with exceptional sound quality and a trendy appearance for

young and fashionable generation. Creating new surprises and pursuing excellence are hallmarks of vivo brand.

It takes ages to gather dots to build up your reputation and establish a brand, which bears our corporate dedication to

superior product performance, fine service quality, and commitment to customer satisfaction. The vivo brand provides us

with an opportunity to build a brand-new corporate image. To this extent, we shall do what is right and do them well, and

stay on track along the way.

The word “vivo” comes from Ancient Latin and Italian. It was from 600 B.C to 600 A.D., when great heroes like Caesars

and Octavian made great achievements; and to express their respect to these heroes, many Roman citizens gathered in

front of the

Senate and hailed with flowers, when they could not help but making “[‘vi:vəu]” sounds, which helped people then to

establish the adjective—vivo.

In modern times, with the Italian opera getting more and more popular, we feel it is quite hard to express our amazement

and compliment of masterpieces by music masters like Verdi and Puccini. Therefore, the word vivo has been employed,

which adds implications like likeness and vitality of outstanding arts to the word vivo.

In short, vivo does not only convey “dynamics and vitality”, but also expresses our heart-felt respect to heroes,

masterpieces and the like. Its primitive but concise pronunciation is the very first response we have the minute we witness

the birth of newborns or occurrence of great events.

HISTORY OF VIVO

Vivo smart phone company is started by BBK which is a Music Phone company.

Vivo is a China based smart phone company which founded in 2009 by Shen wei. The Headquarter is situated at

Dongguan, Guangdong, China. The parent company of vivo is BBK electronics.

Registered in 2009 and listed in 2011, vivo's brand has been verified in more than 100 countries and regions around the

world until 2015. The year of 2015 marks the full launch of international exploration. The first group of overseas markets

includes India, Thai, Malaysia and Indonesia.

It is a 50-50 joint venture between Petugal telecom and Telephonica Mobiles. It is a premium brand in China. It has 40%

of market share in china.

CORPORATE HISTORY OF VIVO:

1995~1996:

In September, 1995, Guangdong BBK Electronics Industry Co., Ltd was founded.

In October, 1996, the Company obtained ISO9002 International Quality System Approval.

In November, 1996, BBK Electronics had its commercial ads played during prime time on CCTV.

1997~1998:

In November, 1997, BBK Electronics won the bid for commercial ads during prime time on CCTV as top bidder.

In 1997, BBK cordless phones were recommended “Consumer Trustworthy Products” by China Consumer

Protection Foundation.

In August, 1998, Beijing Sino Marketing Research Co., Ltd worked out a ranking for retail sales of main brand

phone sets and conducted a survey of their market share, indicating that BBK phone sets hold the largest

domestic market share.

In October, 1998, BBK phones was on the exhibition for “Scientific and Technological Achievements over the

Past 20 Years of Reform and Opening up to the Outside World” as the only modern phone brand, and collected

by the Museum of the Chinese Revolution.

1999:

In May 1999, BBK phone set plant successfully passed ISO9001 certification.

In June 1999, Mr. Duan Yongping, GM of BBK Electronics was awarded as one of 20 “Millennium Leaders” in

the commercial and financial circle in Asia by Asian Weekly.

In October 1999, the Company title-sponsored the BBK World Cup Men’s Table Tennis Tournament‘99.

2007~2013:

In July, 2007, we had the honor to invite Ms. Song Hye Kyo a Korean star to speak for BBK music phones.

In April, 2010, we exclusively title-sponsored “If You Are the One” reality dating show on Jiangsu TV in the

name of BBK Music Phones.

In July, 2010, BBK Music Phones established strategic partnership with MTV for global music TV broadcasting.

In May, 2011, we exclusively title-sponsored “Super Girls 2011” singing contest on Hunan TV in the name of

BBK Music Phones.

In November, 2012, we held a press conference at the Water Cube in Beijing and witnessed the bird of vivo X1.

In January, 2013, we exclusively title-sponsored “Happy Camp” reality show on Hunan TV in the name of Vivo

Phones.

INDIAN HISTORY OF vivo:

It enters into India in 2014 December 24 with the name of world slimmest phone X5 MAX. Its head office is in

Delhi.

Very soon vivo will be manufactured in India as the construction is already started in Gurgaon Delhi.

vivo launch its product in Bhubaneswar in 12th of March 2015.With in three months it achieve 6% of the market

share in Bhubaneswar and it is targeting acquire 6 to 7 % of Indian market with in the year of 2017 .

MISSION:

FOR CONSUMER: TO Provide quality product and services.

FOR EMPLOYEE: Create a harmonious working atmosphere of mutual respect.

FOR BUSINESS PARTNER: Provide fair, reasonable and mutually beneficial Cooperation platform.

FOR SHAREHOLDERS: Use their invested capital to have higher than average Social return.

CORPORATE VESION:

To become a healthy world–class enterprise for long.

CORE VALUE:

Obligation, integrity, team spirit, superior quality, sustained learning and customer orientation.

ADVANCED R&D SYSTEM:We have taken independent research and development, and technical innovation as key approaches to enhance our core

corporate competitiveness since establishment, with considerable investment in building up R&D centers to specialize in

research and development of electronic information products.

Duty(Obligation)

Team

Quality

Innovation

Consumer

guide

Honesty

Study

We have established R&D centers in Meilin, Shenzhen and Changan, Dongguan, Guangdong, China, responsible for

research and development of mobile phone products. Currently, the R&D centers provide jobs to 800 R&D and designing

personnel, and have become medium-scale full-time mobile communication R&D institutes.

STRICT QUALITY CONTROL SYSTEM:

We believe that the product quality is guaranteed by design instead of management. We manufacture and operate up to

international standards for quality assurance, and have passed the International Quality System Authentication of

ISO9001. Our tens of inspection procedures add to the strict quality assurance system and help vivo communications

products to be known as superior-quality products.

Modernized manufacturing system:

We own computerized SMT workshops and modernized assembly workshops, which consist of around 30 production

lines, with monthly production capacity of more than 1 million units. vivo manufacturing also features a complete and

advanced testing and manufacturing process control, which are operated by a professional technological development

and testing team.

3C Report

(Company, Competitors & Customer)

Company profile:

Vivo is a China based Smartphone Company which is established in 2009.The headquarters is situated at

Dongguan, Gaungdong, China .It has 40% of market share in china. It has its business over many countries

like Indonesia, Thailand, India, Malaysia, Myanmar and China. It enters into India in 2014 and launches its

product in Bhubaneswar in 12th of March 2015.With in three months it achieve 6% of the market share in

Bhubaneswar.

The immediate operation team is promotion team and we have Mr. Satyakam Panda the Event manager of the

company as our company guide.

The departmental heads of vivo are as follows

CEO-Mr. Jacky Leo (India)

GM-Mr. Tommy Lan

DGM-Mr.Pradeep Pattnaik

Marketing head-Mr. Aminoor Rahman

HR head-Mrs. Upani Das

CUSTOMER:

PRODUCT:- Currently vivo provided two categories of product i.e. ‘x’ category and ‘y’ category. ’x’ category

product names are x3s,xshot,X5Max Pro and x5max.’y’ category product names are y11,y15,y22 and y28.

Price chart

‘x’ series ‘y’ series

NAME MRP MOP NAME MRP MOP

X3S 15990 14990 Y11 6990 5990

XSHOT 20990 19990 Y15 8990 7990

X5MAX 30990 29990 Y22 9990 8990

X5MAX PRO 29980 28980 Y28 10990 9990

SEGMENTATION:-

DEMOGRAPHIC SEGMENTATION

On the basis of age And income

AGE OCCUPATION MODEL

18-30Yr Below 10,000 Y11,Y15,Y22,Y28

22-30Yr 10k-20k Y28,X3S

26-35 15k-25k X3S,XSHOT

30-40 25k-40k XSHOT,X5MAX,X5MAX PRO

GEOGRAPHIC SAGEMENTATION:-

Urban cities like Bhubaneswar, Cuttack, Puri, Rourkela and Berahampur etc.

PSYCHOGRAPHIC SEGEMENTATION:-

Social class - Middle class, lower-middle, upper-middle, upper-class, lower-upper, Upper- Upper.

Life style - Students, Corporate People, Office Persons etc.

Personality - Ambitious, Smart and Stylist people.

BEHAVIORAL SEGEMENTATION:

Loyalty status-

o Split loyal-buy 2or 3 brands

o Shifting loyal-shift one brand to another

o Switcher-no loyalty to any brand

User status - Potential user, first time user, regular users.

Usage rate - Medium, heavy product users.

Benefit-Easy access and new features.

Attitude- Positive, Enthusiastic, Indifferent.

PRODUCT POSITIONING :-

Vivo creates smart products that have excellent appearance, professional acoustic fidelity, extreme video display, and

joyful experience for vigorous, young and fashionable urban main stream groups. vivo dare to pursue perfection and

constantly create surprise.

Currently in Bhubaneswar vivo divide the total market into 5 zones.

Zone-1: Bapuji Nagar

Zone-2: Sahid Nagar

Zone-3:CRP

Zone-4: Damana

Zone-5: Old town

Every zone have one promotion team consist of some promotional executive and one TL(team leader).On the

other hand every zone have some outlets. Where vivo position it’s product with the help of promotion team and many

promotional tools like Arc gate, Movable mascot, Fixed mascot and Canopy etc .As a whole vivo position its products in

big malls and colleges of 5 zones (CRP, Sahid Nagar, Bapuji Nagar, Damana and Old town) in Bhubaneswar and also other

district like Puri, Cuttack, Barahampur and Rourkela.

DISTRIBUTION CHANNEL OF vivo

Distribution:-Distribution is the process of moving a product from its manufacturing source to the customers with the

help of intermediaries.

Distribution channel:-It is the set of interdependent organizations involved in the process of making a product or

service available for use or consumption. It is the way products and services get to the end-user, the customer. For every

company distribution channel plays very important role. A stronger the distribution channel increases the sales, attracting

customer, increase company goodwill on the other hand avoid channel conflict.

vivo has a very strong distribution channel. vivo uses a Three-level channel that consists of Regional office,

Distributer and Retailor.

(Distribution process of vivo)

COMPETETIORS

COMPETETIORS: The major competitors of vivo smart phones are Micromax, Samsung, Sony, HTC, LG etc.

SWOT ANALYSIS-

SWOT ANALYSIS OF VIVO SMART PHONE

STRENGTH WEAKNESS

o Innovative features o Limited product line

o Fun touch operating system o Less credibility

o Better sale service o High range price

o Better promotion and sales team o New to the industry

OPPORTUNITY THREATS

o More no. of potential customer o Strong competition

o Huge market o Perception of the customer

o Other smart phone companys

DIRECT MARKETING

Direct Marketing is the interactive use of advertising media, to stimulate and (immediate) behavior

modification in such a way that this behavior can be tracked, recorded, analyzed, and stored on a database for future

retrieval and use.” Direct marketing is a sub-discipline and type of marketing. There are two main definitional

characteristics which distinguish it from other types of marketing. The first is that it attempts to send its messages directly

to consumers, without the use of intervening media. The second characteristic is that it is focused on driving purchases

that can be attributed to a specific "call-to-action." This aspect of direct marketing involves an emphasis on tractable,

measurable positive responses from consumers regardless of medium.

Direct Marketing (DM) is an interactive system of marketing that:

Uses one or more advertising media to effect a measurable customer response

Or transaction at any location

And stores information about that event in a database.

FORMS OF DIRECT MARKETING

vivo DIRECT MARKETING:

vivo has various types of direct marketing. Which includes?

Kiosk marketing

Catalog marketing

Television

KIOSK MARKETING:

Kiosk-a small, temporary, stand-alone both used in high foot traffic areas for marketing purposes.

A kiosk will usually be manned by one or two individuals who help attract attention to the booth get new customers.

The name describes new stands, refreshment stands, and freestanding cart whose vendors sell many items.

KISOK MARKING

TELEMARKINGTELEVISION

CATALOG MARKETING

vivo is organizing kiosk marketing in front of different mobile outlets every day in different locations of

Bhubaneswar.

Attracted a lot of people who came in and stopped by the kiosk and got information about the vivo smart phone.

vivo is also targeting the college youth as it organized a kiosk marketing in colleges.

Organized kiosk marketing campaign in BIITM which is one of the best MBA College in Bhubaneswar.

The objective of this is to create awareness of the product and to increase sales.

And I was the part of this kiosk marketing and we succeed in it.

Catalog marketing:

In this type of marketing seller prepare catalogues of merchandise or products and sells directly to customers.

Catalogues are generally in printed form but can also be distributed in the form of CDs.

To reduce printing and distribution cost catalogues are being increasingly made on line.

Products of same company which are different may be combined in one catalog to grab attention of all category

customers.

As in above catalogue of vivo we can see that it has information of different phones of vivo.

By the help of this it became easy to grab the all category people where they can find there smart phone and its

details.

DIRECT RESPONSE MARKETING OR TV MARKETING:

Direct marketing via television has two basic forms:

1. Long form usually half hour or an hour that explained the product in detailed and commonly non as

infomercial.

2. Short form which refers to typical 30 to 60 seconds that asks viewer for immediate response

Vivo is having the short form which shows the advertisement of vivo x5 max

RESEARCH METHODOLOGY

Research Type My research is based on the primary data. Primary data has been used to understand the scope of smart phone business in

India and then to make suggestions useful for the company under study i.e. vivo.

Data Type Primary data has been used for the purpose of study of ' Direct marketing of vivo smart phone for penetrating vivo offers

into Bhubaneswar smart phone market '.

Sample Selection

To collect primary data regarding the Direct Marketing of vivo, I worked for vivo and visited smart phone outlets of

Bhubaneswar over a period of two months. The list of the outlets was given by my mentor. I had worked in all different

outlets. At the same time, I also enquired about smart phone customers are currently using and if they were interested in

taking vivo smart phones. With the help of my own on field knowledge as i had done marketing activities for vivo I

prepared the sample by myself.

Data Collection Method In order to collect the primary data, I worked for vivo in the field of Direct Marketing activities.

Apart from an interaction with the customers and the shopkeepers at the Mobile l Stores gave an overview of the

performance of the company on the individual level.

Tools Used for Data Analysis

As no study could be successfully completed without proper tools and techniques, same was with my project. For the

better presentation and right explanation I used tools of statistics and computer very frequently. And I am very thankful to

all those tools for helping me a lot. Basic tools which I used for project from statistics are-

Bar Charts

Pie-Chart

Tables

Bar charts and Pie-Charts proved really useful tools to show the result in a well clear, ease and simple way. Because I

used bar charts in project for showing data in a systematic way, so it need not necessary for any observer to read all the

theoretical detail, simple on seeing the charts anybody could know that what is being said.

ANALYSIS OF DATA

DATA ARE COLLECTED FROM DIFFERENT LOCATION:

1: ZONE ONE -BAPUJI NAGAR

2: ZONE TWO–SAHEED NAGAR

3: ZONE THREE- PATIA

4: ZONE FOUR- CRP

5: ZONE FIVE-OLD TOWN

1. Graphical presentation of the impact of Direct Marketing on sales In Bhubaneswar:

March April May June July0

200

400

600

800

1000

1200

1400

1600

1800

2000

Sales

Sales

(Five month Sales record of vivo in BBSR market)

On the above figure the sales record of first five month (March-July) is shown graphically.

We can see the trend of sales which is in increasing rate. As the first month that is, March the sale was 623

Phones, in the month April it increase to 846, in the month May it increases to 1012, in the month of June

And July during our internship the sales jump to 1564, 1782 respectively. So we can say due to the

Dedication and creativity in direct marketing activities the sales is growing rapidly.

SURVEY ANALYSIS

THE SURVEY ANALYSIS WAS CODUCTED IN DIFFERENT LOCATIONS AND TOTAL SURVEY OF 120 OUTLETS WAS CONDUCTED.

OUTLET COMPOSITION

Sr. No. Sales No. of Outlets in %1 Only vivo outlet 02 Only other exclusive outlet 20%3 Mixed 80%

17%

33%

50%

Sr. No.1 2 3

SALES EFFECTING DIRECT MARKETING

DIRECT MARKETING SALES %TELEVISION 65%KIOSK 10%CATALOG 15%TELIMARKETING 10%ONLINE MAIL MARKETING 5%

GRAPHICAL REPRESENTATION

TELEVISION KIOSK CATALOG TELIMARKETING ONLINE MAIL MARKETING

0%

10%

20%

30%

40%

50%

60%

70%

SALES %

SALES %

CUSTOMER ATTRACTED: IN PERCENTAGE

ACTIVITIES SALES IN %

DIRECT MARKETING 30

ATL 10

BTL 20

SELLS PROMOTION 25

BRANDING ACTIVITIES 15

30

10

20

25

15

SALES IN %DIRECT MARKETING ATL BTLSELLS PROMOTION BRANDING ACTIVITIES

MARKET SHARE :

Product % Share

vivo 4%

Lenovo 6.50%

Micromax 4%

Samsung 24.40%

xiaomi 4.50%

Apple 17.90%

Huawei 5.10%

LG 4.50%

Others 29.10%

4.00% 6.50%4.00%

24.40%

4.50%

17.90%

5.10%

4.50%

29.10%

% Sharevivo Lenovo Micromax Samsung xiaomiApple Huawei LG Others

TARGET& ACHIEVEMENTS

TARGET

As vivo is a new company in Odisha its aim is to create brand awareness and its product knowledge in

Customers mind. As vivo is china base company the most important thing is to achieve the credibility of

the Customer and deliver quality product.

The ultimate target is to grab more and more customers and more market share By sell more products. It is

important for vivo to get competitive advantage to survive in Bhubaneswar market. I have done my

internship in vivo and the task allocated to me is Direct Marketing and my target is to do the brand

promotional events.

ACHIEVEMENT

As I am in Direct Marketing I have promote the brand in throughout the 45 days of period and

Interacting with number of customers. I have learnt Kiosk marketing, Catalog marketing, in-shop

branding, on-road branding, selling tricks, customer interaction, face quires, employee relation etc. We

have done many events in place like SUM hospital, Bigbazar, Market building ,BIITM college, Kiit

campus, Palhights, Khandagiri etc with our promotional tool like Arc gate, Mascot, Standee, Canopy,

Dummy and live phones, Pamphlets and attracting people towards vivo.

Due to my good performance and product knowledge within seven days of working they

promoted me as TL(Team Leader) of zone-3 Patia.

We was in launch of vivo at Cuttack, Puri and Barhampur. We launch a new product y11.During this

period we have achieve a sales of 1564,1782 phones respectively in the month of June and July. Now

customers are aware about vivo and vivo is growing its customer base.

CONCLUSION:

Vivo is a Chinese brand which came to India in the year 2014 December 25th.

In Bhubaneswar it launched its product in 12th March 2015. It is new to the Indian

market and has tuff competition with other competitors.

So in this type of competition no company can rely on single direct marketing form.

So companies are using all types of direct marketing at so vivo need to do remaining

direct marketing forms.

REMARKS AND FINDINGS:

Stock is not available in all zones.

Promotion and sales are two different things but they are mixing it .

All variant types of mobiles are not provided by vivo such as Tablets, CDMA.

Promotional activities are very well managed.

Outlets are selling the vivo mobile below the DP rates.

SUGGESTION:

Need to launch more mobile phones in between 10000 to 25000.

Need to do good T.V advertisement to attract more customers.

Its time target online market which can generate more customers.

Maintain DP price so that price should be shame in all out lets.

BIBLIOGRAPHY:

Marketing Management , second revised edition; Philip Kotler

http://www.vivoglobal.com

www.google.com

www.wikipedia.com

SPSS tutorials

Microsoft office word 2007

Microsoft Office XL 2007.