A PROJECT REPORT ON

Feasibility study on Epson India Pvt ltd Submitted By

Hafiz Suleman Unawala

IN PARTIAL FULFILLMENT OF

Masters in Business Administration (MBA) (2008 2010)

AMITY GLOBAL BUSINESS SCHOOL Infinity Towers, 4th floor, Malad (w), MUMBAI- 400064

Job profile
The job profile assigned to I was Channel sales. Mr.Wasat Hussain and Mr. Anand Jeere were the concerned person who guided us and to whom I have to report on my work and they both has showed me the approach towards our internship. My job profile included understandings the products and services that the company provides. We were given certain areas to be covered in terms of meeting to the partners which left Epson and the Segment which is not covered by Epson To give complete details of the existed and new partner to supervisor Understanding the competitors products and services. Analyzing and collecting the requirement for printers, scanners, projectors, Pos.

AIM AND OBJECTIVES OF PROJECT

To covered the Area which is not covered by Epson yet and to maximize sales through channels sales.. As there was decline in sale of inkjet printer from back four years and due to this some counters of Epson has been were grabed by competor of Epson so,to again start that counters. There were some counters were closed down because of some service and other problem and which were prospect counter of Epson so to restart and to pay particular attention on those counters and to promote sale from such counters To aware about Epson to those segment which are unaware of Epson regarding sevices and other information of Epson. To learn and demonstrate attributes like intellectual ability, professional judgment and decision making ability, inter-disciplinary approach, skills for data handling,

ability in written and oral presentation, sense of responsibility during training period.

LIMITATION
Some target segment left out to meet due to complete of duration of internship tenure and resons like heavy rainfall, sickness,holidays,demo day. Initially I were facing much problem in convencing the customer as I was not aware of the fetures of product because there were no training from channel side so ,in those days I unable to convence properly and hence could not generate sales properly from such Partners.

Pre training Without any teaching how well we can performon a field. supervisor told us to go on field without any teaching in order to check how well we can perform without training.so, when we go at field we face various problems like product knowledge, features,catridges,durability,etc .customers ask various questions to us.it was tough time for me to answer to customer without any training ,but any way on the spot I use to give call to my supervisor to solve customer matter . I used to find out some knowledge from internet like this way I use to get rough knowledge of product and IT field which helped me in answering to customer.I use to note each and every querries .Initially I was having 0% knowledge of the product. but after working continuously and aggesively I builded some knowledge of the

product. all the querries are noted by me to clearify in the training session. Then I demanded for group discussion on every Saturday to gain some knowledge of product aswell about company also.

Pro training After working without training for so long period and after demanding, supervisor conducted only one training session . In training session he use to teach about products and its complete knowledge along with brief information of company. training was practically also by visiting new customer . After gaining good knowledge of product, there was tremendous changing come in me and the way I use to convence to customer was so execellent that mostly every customer was convence by me easily.I was in channel that is B-B and convencing to the B-B customer is very difficult job because they know evey pros and cons of product and also as per regional managers challenged to me that sell atleast one Epson inkjet printer because selling an Inkjet printer of Epson is really a challenge for every one which is

new in this field because there are lots of limitation in Epson inkjet printers.but any way with the help of my excellent convencing power and good relationship building power ,it becomes very easy for me to handle any type of customer and I sold 22 printers .

Positive Experience Helped in maintaining good customer relationship

We developed our communication skills We developed the various approaches & strategies to penetrate in Market Helped us to build a good Network It helped us to become more dynamic in terms of building confidence , acting as per situation arises.

Negative experience I unable to entertained with some partners because they were slight rude . Some partners were preferring competitors printers inspite of giving many positive features of our products Many partners were not satisfied with after sales services of our products.

NO OF DAYS WORKED IN FIELD

I was on field for about twenty three to twenty five days
for some of

the days we were not able to do field work due college work, rains, personal reasons.
four days went in attending Demo in Hi Tech Technologies at Jogeshwari.I 1 whole day went in employee purchase plan.( we tried to arrange our stalls in

one of

the towers in andheri, for that we took various permissions

I got

product trainning after 10 working days,before that we just went to companies without having product knowledge
After we

got product knowledge then we all closed many deals.

O I was not aware of some selling techniques before product knowledge.for example . Approaching customer with Buy back schemes, approaching as a marketing surveys.


When my heads came with me in demo & for some cold callings then I came to

know the penetration strategies in companies.

Hence as per the total working days,I done 7 calls per day,taken into

consideration the days which we spent on demos & employees purchase plan .I got outdated data base in starting of first week given a list where some of the data were not correct,so we wasted our time in travelling, and there was no outcome.

Learnings
The approach towards conducting sales. The skill of convincing which we think is of vital importance in Sales. How to be self motivated. Also got to learn the process as to how sales of printer in channel sales goes

work. How the partner in Channel sales behave and cooperate to sales executive.

OVERALL EXPERIENCE

I got a very good experience in EPSON in terms of job profile, the vibrant and positive environment in the office.
My respective heads

Mr.Wasat Hussain and Mr.Anand Jeera l gave us insights into various aspects of our career and life.
I am very pleased by the way our internship was handled by our seniors. They shared there experiences and also made us aware of the challenges in

the field of

marketing.
It was indeed a learning experience for us I thank our senior/mentor during this process

, for giving us valuable knowlegde and sharpen our skills also for giving us the opportunity to work in the esteemed company EPSON .

WORK DONE IN AREAS

I had given authority by my seniors that I can covered each and every areas of mumbai irrespective of suburb areas and central areas.so I covered all station of suburban ares from Dadar to Borivali .as the major work done in jogeshwari area because there were lots of Partners and mostly all werec new . List of Partners

PROFILE OF EPSON

EPSON, which is part of SEIKO EPSON CORPORATION, Japan, is a Total Digital Imaging Solutions company. It manufactures the entire range of input and output imaging devices like inkjet printers, dot matrix printers, lasers, scanners, and LCD projectors. EPSON's product portfolio also includes Systems & Crystal Devices, Integrated Circuits, Optical products, factory automation systems and watches. EPSON has developed a reputation as a visionary company with a commitment to developing technologies that enhance multiple aspects of people's lives EPSON INDIA PVT LTD is a 100% subsidiary of EPSON SINGAPORE PTE LTD which is an affiliate of SEIKO EPSON CORPORATION, JAPAN. Meeting the demands of a fast growing market is always challenging. EPSON'S success in India is a measure of not just ground-breaking technology, but also its understanding of the Indian consumer. Our endeavor is to provide all-round imaging solutions to those who need it - whether it's for the home, office or studio. In the world of digital imaging, EPSON has always led the revolution. Brilliant innovations that give the photo enthusiast and professional the power to create or recreate the images of life. The colour, the light, the reality. Just as life is. Just as perfect imaging should be. EPSON is constantly trying to improve on the natural methods of imaging and reproduction. 5760 optimized dpi resolution, exclusive 6 color photo printers for the professionals, Borderless Printing, 80 years light fastness, PRINT Image Matching Technology ideal for digital camera users who want faithful reproductions of images, high resolution, international award-winning scanners, worlds highest selling LCD technology for projectors, highly reliable Dot Matrix Printers.the list is endless. In India, EPSON has the distinction of having an impressive client portfolio for its imaging products. These include leading ad agencies, graphic artists, architects, top photographers, film producers, directors, large studios and corporates

SUPPORT
At EPSON, we believe that no sale is complete without after-sales service. EPSON INDIA PVT LTD has invested heavily in Service & Support infrastructure. We have 169 service centers covering 134 cities. We have also initiated the EPSON TOLL FREE HELPLINE NO - 1800 4250011 (9am to 9pm), and for CDMA & mobile users - 1860 3900 1600 ( 9am to 6pm) (prefix your city code) for easy and quick accessibility between.

PRODUCTS of EPSON

printers

Business begins with Absolute Speed, Excellent Colour.

Scanners
Providing the widest applications for homes, offices and graphic art professionals. Epson scanner series deliver high quality, full feature and unsurpassed speed in every scan

Epson Professional Graphics

Epson Professional Graphics products offer a new standard of affordable, professional quality output for the design profess

PROJECTORS

Peak Performance Multimedia Capability At Work and At Play

Suppliers and Accessories

Compact, Increased Efficiency, Flexibility and Low Cost of Ownership

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Jun 1994 Worldwide launch of the desktop colour inkjet printer, MJ-700V2C (Epson Stylus Color) with 720dpi resolution. This product is a huge hit around the world.

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Apr 1994 Epson's HM-3000 IC test handler, introduced to the market in April 1994, represented the coalescence of Epson's robotics technologies.

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Jul 1993 The SED1560 Series, which went into full production in July 1993, was the world's first single-chip dot matrix LCD driver to feature on-chip energy-saving power supply logic.

Mar 1993 The Epson Stylus 800 inkjet printer, with a newly developed print head is launched.

Mar 1993 Monsieur, the world's smallest microrobot (listed in the Guinness Book of World Records), is launched

Oct 2002 Complete elimination of CFCs from manufacturing processes is achieved at all factories and affiliates in Japan. Epson receives the 1992 Stratospheric Ozone Protection Award from the U.S. Environmental Protection Agency

Jun 1992 The PC-486GR, Epson's high-performance PC-98 compatible PC makes its debut.

Jun 1989 The PC-286 NOTE Executive, the world's first laptop personal computer is introduced prior to its September launch

Jan 1989

The VPJ-700, the world's first liquid crystal video projector, makes its debut.

Aug 1988 The EVF Liquid Crystal Panel Module became the World's first commercially produced, ultra-compact, full-colour liquid crystal panel module for video camera viewfinders.

Sep 1987 The GQ-3500, Epson's first laser printer, is launched.

Apr 1987 The Epson PC-286, a PC-98 compatible personal computer is introduced to the market.

Oct 1984 Epson's first inkjet printer, the SQ-2000 (marketed in Japan as the IP-130K) makes its debut.

Jul 1986 The GT-3000, Epson's first scanner, is introduced.

Aug 1984 The ET-10 (Epson Elf in U.S.), the world's first pocket-size LCD TV makes its debut.

Feb 1983 The QC-10, a Japanese-language personal computer is launched.

Jul 1982 HX-20, the world's first hand-held computer, is launched. This A4-size computer is equipped with a keyboard, display and printer.

Oct 1980 Epson branded impact dot matrix printer, MX-80 is launched and became "de-facto" industry standard for dot matrix printers

Jun 1977 The EX-1, an office computer for accounting firms, is launched

Sept 1968 The world's first mini-printer, the EP-101 is launched. Weighing only 2.2kilograms at a time when printers generally weighed around 30 kilograms, the EP-101 is a huge hit.

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Name Founded Paid-in capital Head office

Seiko Epson Corporation May 18, 1942 53,204 million yen 3-3-5 Owa, Suwa, Nagano

Number of Epson Group (Consolidated): employees 72,326, Parent Company: 13,139

(As of March 31, 2009) Main business Development, manufacturing, sales, marketing and servicing of information-related equipment (computers and peripherals, including PCs, printers, scanners and projectors), electronic devices (semiconductors, displays, and quartz devices), precision products (watches, plastic corrective lenses, and factory automation equipment) and other products

Group 108 (Japan: 26, Overseas: 82) (As companies of March 31, 2009) Net sales Trends in net sales for Seiko Epson More information

Operating income Trends in operating income for Seiko Epson More information

Consolidated Results for the First Quarter Ended June 30, 2009
TOKYO, Japan July 30, 2009 Consolidated Financial Highlights Income statements and cash flows data (Millions of yen, thousands of U.S. dollars, except for per share data)

Three months ended June 30 2008 2009

Change Three months ended June 30, 2009

Statements of income data Net sales 304,277 213,398 Operating income(loss) 22,374 (12,441) Ordinary income (loss) 21,977 (15,058) Net income (loss) 10,300 (22,365) Statements of cash flows data Cash flows from 6,592 operating activities Cash flows from (17,800) investing activities Cash flows from (14,135) financing activities Cash and cash 298,008 equivalents at the end of the period Per share data Net income (loss) per share -Basic -Diluted Balance sheets data

(29.9%) -% -% -%

$2,222,664 (129,580) (156,837) (232,944)

2,245 (22,045) (3,306) 262,809

(65.9%) -% -% (11.8%)

23,382 (229,610) (34,433) 2,737,308

52.46 (113.24)

-%

($1.17)

-%

$-

(Millions of yen, thousands of U.S. dollars, except for per share data) June 30, March 31, June 30, 2009 2009 2009 Total assets 917,342 $9,127,924 876,372 Net assets 318,631 287,813 2,997,739 Shareholders' equity 302,623 286,367 2,982,678 Shareholders' equity ratio (%) 33.0% 32.7% 32.7% Shareholders' equity per 1,541.16 1,433.18 $14.92 share Notes I. The consolidated figures are prepared on the basis of accounting principles generally accepted in Japan, which are

different in certain respects as to application and disclosure requirements of International Financial Reporting Standards, and are compiled from the consolidated figures prepared by the Company as required by the Financial Instruments and Exchange Law of Japan. II. Figures in 'Change' column are comparisons with the same period of the previous year. III. Diluted net income per share is presented only if there are dilutive factors present. IV. Shareholders' equity is equity excluding minority interests in subsidiaries. V. U.S. dollar amounts are included solely for the convenience of readers. These translations should not be construed as representations that the yen amounts actually represent, or have been or could be converted into U.S. dollars at that or any other rate. The rate of 96.01 = U.S.$1 at June 30, 2009 has been used for the purpose of presentation. Click here to see a full version of the consolidated results and supplementary information, and an explanatory presentation.

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Copyright SEIKO EPSON CORP 2009

Management Newsline
Management Newsline periodically reports on various topics concerning Epson's management and business strategies. It also includes interviews with senior management. 2009

Looking Ahead April 2009 While hard hit by the downturn in the global economy, Epson is looking to return to growth with a new long-term vision. PDF Link (296KB) 2008 Top Niche Player November 2008 Epson boasts industry-leading semiconductor technologies that are likely to play key roles in our technologically ubiquitous near future. PDF Link (396KB)

Aspiring Higher August 2008 New Epson President Minoru Usui seeks to leverage the company's outstanding assets into an enduring pattern of growth. PDF Link (430KB)

Creating Customer Value April 2008 A thorough knowledge of one's own competence and business customers' markets is key to building win-win partnerships. PDF Link (446KB)

Built on Innovation January 2008 As a company that takes pride in developing its own unique technologies, Epson gives special importance to building its business strategies around intellectual property rights. PDF Link (366KB)

Back to Top 2007 Symbol of Resurgence October 2007 Although Epson is best known today as a world-leading manufacturer of printers

and other imaging devices, watch making has always been an integral part of its operations. It has continued to develop and manufacture innovative Seiko-brand watches throughout the company's 65-year history, including the world's first quartz watch in 1969, the first digital quartz watch in 1973, and the first automatic power-generating Kinetic watch in 1988. PDF Link (383KB)

Building the Dream Product July 2007 Over a span of nearly two decades, Epson has gone a long way toward fulfilling the dreams of photo enthusiasts with groundbreaking inkjet printers, inks, and media that have revolutionized the world of digital photography. The unique Micro Piezo technology behind Epson's celebrated Stylus printer lineup was developed in the late 1980s by a team of engineers headed by Minoru Usui, now a board director. Having been named general administrative manager of the Production Engineering and Development Division last year, Usui is currently also directing his foresight and enthusiasm to the question of not just what to make, but how exactly to make it. PDF Link (695KB)

Micro Piezo Takes Epson into the Future April 2007 Over 250 media representatives and securities analysts gathered at the Epson Business and Technology Forum 2007 on March 27 in Tokyo to view a variety of new commercial and industrial applications for Epson's proprietary Micro Piezo technologythe core component of the company's inkjet printers. The range of applications for this unique technology is potentially huge, and it promises to become a key driver of future profit growth. PDF Link (607KB)

Devising a Crystal Clear Future January 2007 Epson Toyocom Corporation ("Epson Toyocom") is a model for how business integration should work at its best. Before their operations were amalgamated in October 2005, Seiko Epson Corporation ("Epson")'s crystal device business and Toyo Communications Equipment Co., Ltd. ("Toyocom") were struggling to enhance their respective market positions. But today, Epson Toyocom finds itself a frontrunner in the burgeoning market for crystal devices and commands

massive orders from the world's biggest manufacturers of cellular phones and other digital devices while enjoying their overwhelming confidence. PDF Link (310KB)

Back to Top 2006 Turning Technology into Income October 2006 While most consumers will not immediately notice the changes, Epson is thoroughly revamping its operations and remaking itself into a company that steadily and consistently generates high profits. Under a sweeping reform program spearheaded by Executive Officer Toru Oguchi, Epson's finished products business is embarking on a new course that will lift it above the pitfalls that caused last year's disappointing performance. PDF Link (402KB)

Restoring Stakeholder Confidence July 2006 On April 1, 2006, Seiko Epson Corporation ("Epson") thoroughly reorganized its Head Office, streamlining its various functions into two main organizations for corporate strategy and management control, the latter including human resources, finance, and other administrative functions. This was part of the company's efforts to turn its fortunes around from a disappointing performance in 2005, when it registered a net loss after downwardly revising its business projections on repeated occasions. PDF Link (1.31MB)

A Sharper Focus on Core Strengths April 2006 On March 16, 2006, Epson President, Seiji Hanaoka released the details of a three-year program of sweeping reforms-an outline of which was announced in January-to shore up the company's earnings potential. Called "Creativity and Challenge 1000," it maps out a strategy to generate pretax profit of 100 billion by fiscal 2008 (April 2008 to March 2009). PDF Link (619KB)

Information Management Reformer

January 2006 In his role as head of Epson's business strategy, Managing Director Hiroshi Komatsu is looking to ring in fundamental changes in business attitude that make it possible to reach decisions quickly and chalk up higher profits. PDF Link (1.03MB)

2005 Quality from the Ground Up October 2005 For Masayuki Morozumi, Epson's chief production officer and senior managing director, a manufacturing plant is much more than just a place where products are assembled. It is also a showroom, where potential manufacturing customers can visit to determine whether or not they can trust the company to supply key devices and components. It is also a studio where Epson's brand strength is created. And most importantly, it is the place where answers can be found to most production-related issues. PDF Link (716KB)

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Anticipating the Future July 2005 "We employ what we call the pathfinder approach to R&D," explains Masao Akahane, who in April 2005 became Epson's chief technology officera post held by President Seiji Hanaoka while he was executive vice-president. "This means gaining a strategic head start by anticipating future needs and nurturing core technologies until the time is ripe to apply them in products with a decisive technological edge." PDF Link (881KB)

Charting Epson's New Path April 2005 The announcement on February 23, 2005, that Epson President Saburo Kusama would hand over the reins of the company to Executive Vice-President Seiji Hanaoka took many by surprise. PDF Link (623KB)

The Magic of Creation January 2005 If there is a word to sum up Epson's approach to manufacturing, it would probably be nonconformist. "We've always avoided moving with the pack," contends President Saburo Kusama. "I think this commitment to originality and innovation is part of our genetic makeup." PDF Link (1,110KB)

2004 Embracing a Luminous Future October 2004 Sanyo Epson Imaging Devices, launched on October 1, combines the various LCD businesses owned by Seiko Epson and Sanyo Electric. In this article, Seiji Hanaoka of Seiko Epson discusses the background to the groundbreaking joint venture. PDF Link (619KB)

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Creating A New Photo Culture July 2004 With the maturation of the PC market, booming digital camera sales, and an intensifying war of attrition in the inkjet sector, Epson has opted to expand its vision under a bold new strategy of making the brand synonymous with photography. PDF Link (740KB)

Epson's Plans for Growth April 2004 Ushering in a new business year on April 1, Seiko Epson Corp. (Epson) has issued a concrete, three-year plan of action called Action07 to turn the mediumterm management goals outlined in its SE07 corporate vision-formulated the previous year -into reality. PDF Link (802KB)

Marketing Epson's Potential January 2004 For Toshio Kimura, 2003 was a frantic whirlwind of a year. Almost immediately after being named executive vice-president and chief financial officer of Seiko Epson Corporation (Epson) in April, Kimura traveled to Europe and the United States to meet with investors in preparation for Epson's June 24 listing on the Tokyo Stock Exchange. PDF List (710KB)

2003 Bold New Step October 2003 On June 24, 2003, Seiko Epson Corp. took the bold step of making an initial public offering of its shares on the Tokyo Stock Exchange with the aim of ensuring its future growth. President Saburo Kusama explains that of the more than 100 billion yen in capital gains from the IPO, Epson will be channeling 80 percent into its three core operations centering on printers and other imaging products, including projectors and displays for mobile equipment, based on the new five-year plan, dubbed SE07. PDF Link (297KB)

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RESULTS
Following are positive result and the sales done by me collected around 80 database . Mostly all database generated by me and that was excellent database four partners which was Epson prospect customers which left Epson in 2-3 years back due to some issues, I made them rejoined again and they started business again with Epson Out of 75 partners I got 30 new partners and out of 30 partners 15 is the prospect parties who can give excellent business to Epson I sold 22 printers in my internship period which was highest in such short time and none of person in Epson as a fresher has achieved this number ever.

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