ORGANIZATION

Vivo is a leading global smart phone brand focusing on introducing products with
professional-grade audio, extraordinary appearance, and fast and smooth user experience.
Vivo was founded in 2009 as a sub-brand of BBK Electronics. The brand entered the
telecommunication and consumer electronics industry with landline phones and wireless
phones. In 2011, Vivo started manufacturing and marketing its own range of smart
phones. Vivo entered the Indian market in 2014.

Currently 20,000 operators work in Vivo, and 3,000 engineers are in four R&D centers in
Dongguan, Shenzhen, Nanjing and Chongqing. From hardware design and manufacture,
to software development (Android based Funtouch OS), Vivo has built a complete and
sustainable ecosystem.

1
 WHY IT WAS SELECTED?

The mobile phone industry has entered the era of smart phones; consumers now have
quite different views and demands of mobile devices. To achieve the above objective I
have not restricted my study to just Marketing strategies of vivo smart phones. In order to
study about the smart phone business in India, and to understand the scope that
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
Marketing of vivo.

Objective of my study:

To understand marketing strategy of vivo company.

To understand marketing mix used by vivo company.

To understand customers thinking towards the smart phone

To increase my marketing knowledge with the help of this project.

To understand promotional activities used by vivo company

To understand distribution strategies of vivo company.

To gain the practical knowledge in the real business world .

To learn more about the professional atmosphere and adopt the professional
behavior .

To learn how to innovate your ideas and achieve the main objective of the
organization .

To know about sales departments .

2
 INDIAN HISTORY OF VIVO:

It enters into India in 2014 December 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. With in three months it achieve
21% of the market share in india and it is targeting acquire 6 to 7 % of Indian market
with in the year of 2017 .

(world slimmest phone x5max i.e.4.75mm)

3
 WHAT TYPE OF ORGANIZATION

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.

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.

4
 WORK CULTURE

Work culture plays an important role in extracting the best out of employees and
making them stick to the organization for a longer duration. The organization
must offer a positive ambience to the employees for them to concentrate on their
work rather than interfering in each others work.

The staff their are very nice and kind. They provide all the primary & secondary
services that other companies. They are up to date with technology. I like to visit
in this company as compared to another. This vivo company is good.

Culture in the Organization involves a system of employees behaviors, beliefs,

attitudes and value. It develops over time and is passed on from one generation of
workers to the next. It is also a reflection of what organizational leadership value.
(For example, the Google workplace culture is bases on 10 Things we know to
be true. Need for information crosses all borders and You can be serious
without a suit. In addition to an overall culture, there are subcultures within an
organization

Characteristics of a work Culture in Sadguru Vivo mobiles:

Employees have cordial relationship with each other.

Employee are treated as one.

Motivate the employees.

MBO system is followed.

Promote team building activities to bind the employees together.

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 MISSION

To customers, we promise to provide quality products and superior services.

To employees, we commit to build up harmonious work atmosphere of mutual
respect.
To business partners, we shall furnish a fair and square cooperative platform on
the basis of equality and mutual benefit.
To shareholders, we are devoted to rendering higher investment returns than
average.

VISION:
To become a healthy worldclass enterprise for long

CORE VALUE:

Vivo India general business principles describe our groups core values, responsibilities and
the principles & behavior by which we do business.

OUR VALUE
Vivo India employees share a set of core values:

Integrity
Team Spirit
Superior Quality
Sustained Learning
Customer Orientation

6
 ORGANIZATION STRUCTURE OF VIVO COMPANY:

CEO :

The responsibilities of an organization CEO OR MD are set by the organizations

board of director or other authority , depending on the organizations legal structure.
They can be far- reaching or quite limited and are typically enshrined in a formal
delegation of authority. Typically , the CEO/MD has responsibilities as a director,
decision maker , leader , manager and executor. The communicator role can involve the
press and the rest of the outside world , as well as the organizations management and
employees; the decision making role involve high-level decision about policy and
strategy . As a leader of the company , the CEO/MD advises the board of directors,
motivates employees , and drives change within the organization . as a manger , the
CEO/MD presides over the organizations day-to-day operations.

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 TYPES OF PRODUCT & SERVICE OFFRED BY
ORGANIZATION:

2012, Xplay, worlds first Hi-Fi smart phone integrated with OPA2604 amplifying
power .2013, Vivo X3, worlds first Hi-Fi smart phone integrated with ES9018
decoding chip
2013, Xplay3s, worlds first 2K display Hi-Fi music smart phone with extreme
display performance
2014, X5Max, worlds slimmest smart phone with a totally new framework of Hi-Fi
2.0
2015, X5Pro, the extreme Hi-Fi and slim body model was launched
2015, Vivo India joined the Make in India movement by inaugurating our first
manufacturing unit in Greater Noida
2016, Vivo India launched V3/V3Max with Faster Fingerprint Unlocking System &
Camera Capture along with the opening of VIVO IPL 2016
2016, V5/V5Plus, worlds first 20 MP Moonlight Selfie Camera
From 2011, Vivo has been certified in over 100 countries and regions worldwide,
choosing the path of internationalization and moved on. Currently Vivo is present in
India, Malaysia, Indonesia, Thailand, Myanmar, Vietnam and Philippines.

Service centers across the country. Vivo is one of the fastest growing companies in
India.

Vivo believes in diversity and creativity in India and hence has been actively involved in
some of the most popular properties such as Colors Comedy Nights with Kapil, MTV
Roadies, MTV Bollyland Festival and Vh1 Emerge. Regionally Vivo sponsored Vijay
TVKoffee with DD (Season 2), ETV TeluguExtra Jabardast, ETV KannadaMajha
Talkies, Mazhavil ManoramaD 4 Dance (Season 2), and Zee KannadaOnduurnalli Raja
Rani. As a new brand for Indian consumers, Vivo believes in reaching out to every
person in every state and this increases the kind of effort to establish the brand in the
hearts of consumers. Vivo looks forward to more such associations in the future to create
a brand visibility amongst the Indian masses.

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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 29980 28980 Y28 10990 9990

PRO

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

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MARKETING STRATEGY

10
 4Ps OF MARKETING MIX

A retailer must engage in planning, research and analysis before implementing a

marketing strategy. At the core of any marketing plan is the mix consisting of the four Ps
(Product, Price, Place and Promotion) of marketing.

Retailers usually employ a combination of various elements of promotion mix to achieve

promotional and business objectives. The degree and the nature of usage of each of the
promotion methods depend on the objectives of the retail firm, product, market profile
and availability of resources. Small retailers generally depend on point-of-purchase
material provided by the companies which provide the merchandise.

Promotion mix employed by the retailers should be compatible with the

desired store image, provide scope for modification if need arises and fit
within the budget allocation. Therefore, various retail promotion methods
can be compared on the basis of degree of control, flexibility, credibility
and cost associated with them.

THE FOUR IMPORTANT TYPES OF MARKETING MIX ARE DISCUSSED

BELOW:

1. The Product Mix

Every organization has a product mix that is made up of product lines. The variety of
products that a company produces, or that a retailer stocks is known as product line. It is
a broad group of products, intended for similar uses and having similar characteristics.
The product mix is the set of all the products offered for sale by a company.

It refers to the length (the number of products in the product line), breadth (the number of
product lines that a company offers), depth (the different varieties of product in the
product line), and consistency (the relationship between products in their final
destination) of product lines. Product mix is sometimes called product assortment.

11
The basic components of product mix are:

Services

Packaging

Brand

Product Item and

Product line

The various product mix strategies are:

(i) Launching new products from time to time

(ii) Alteration of Existing Products

(iii) Eliminate an entire line or reduce assortment within it

(iv) Trading Up

(v) Trading Down

(vi) Product life cycle management

The retail product mix is device so as to develop an appropriate promotion strategy for
the store depending on the target market to be reached. Once the target market is
identified and positioning strategy defined, the retailers employ various tools of product
mix to reach out to consumers. These efforts also aim at building store image.

Retailers usually employ a combination of various elements of product mix to achieve

promotional and business objectives. The degree and the nature of usage of each of the
promotion methods depend on the objectives of the retail firm, product, market profile,
and availability of resources.

2. The Price Mix

Price has always been one of the most important variables in retail buying decision. It is
the factor which makes or mars a retail organization. It is also the easiest and quickest
element to change. Pricing helps an organization to achieve its objective. This is
particularly significant for new market entrants who need to first establish a brand and

12
then enjoy increasing profits as the brand gets market acceptability. For a customer, price
is the main reason to visit a particular store.

A pricing strategy must be consistent over a period of time and consider retailers overall
positioning, profits, sales and appropriate rate of return on investment. Lowest price does
not necessarily net be the best price, but the lowest responsible price is the best right
price.

To survive in the retail business, retailers need to seek cash flow, profitability and overall
growth in order to consolidate their market position. But pricing cannot be determined in
isolation. Costs and operating expenses are equally important while establishing the retail
price.

Servicing pricing pursues the doctrine of pricing of goods, therefore, they are either
cost-based or market based. Within this, these pricing can be profit oriented, government
controlled, consumer oriented or competition oriented. Pricing needs certain
considerations before actually determining it. The market position of the product,
consumer perception and stage of the product life cycle, competitors strategy and overall
marketing strategy needs to be considered.

The components of price mix are:

(i) Organizational objectives

(ii) Competition

(iii) Cost and profit

(iv) Credit terms

(v) Discount etc.

(vi) Fixed and variable costs

(vii) Pricing options

(viii) Pricing policies

(ix) Proposed positioning strategies

(x) Target group and willingness to pay

13
3. The Place Mix
The retailer should keep in mind the fact that his product should be available near the
place of consumption so that the consumers can easily buy it. If the brand preferred by
the consumer is not easily available at a convenient location, he may buy some other
brand in the same product category.

Hence, the retailer has to ensure that the product is available to the target consumers
whenever required. There are two major components of place: marketing channels and
physical distribution (logistics management). Channel decisions affect considerably the
elements of marketing mix and involve a long term commitment of resources.

Intermediaries involved in channel network are independent (at times contractual)

organizations hence their needs must be taken into account while evaluating channel
alternatives. The success of marketing efforts, to a large extent depends on the sound
distribution network.

Physical distribution involves transportation, warehousing, material handling, bulk

packaging etc. Some of these activities are carried out by intermediaries. A considerable
coordination is required among various channels to seek maximum results of marketing
operations.

Following are the components of a retail price mix:

(i) Distribution channels

(ii) Intermediary

(iii) Distance Factor

(iv) Inventory Level

(v) Transportation

(vi) Warehousing and Storage

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4. The Promotion Mix
After deciding upon the budget, retailer should determine the appropriate promotional
mix a combination of advertising, public relations, personal selling and sales
promotion. Small retailers having limited funds may use store displays, hoardings, direct
mail, flyers and publicity methods to attract customer traffic, while on the other hand,
retailers having no bar on finance, may use print or television media for their sales
promotion activities.

The retail promotion mix varies from retailer to retailer and nation to nation depending
upon technological advancement, nature of competition and availability of finance etc.
Retailers design a promotional mix in compliance with stores objectives such as
positioning of the organization, attracting customers, increasing sales turnover, clear out
seasonal merchandise, announcing special events and educating public about the
organization and its offerings.

Retailers generally spend their promotional budget on developing advertisement

campaigns and on other sales promotion activities. A retailer has a variety of sales
promotion methods to promote its goods and services. Therefore, promotion mix used by
the retailer should be compatible with the desired store image, budget allocation and
flexible enough to modify whenever need arises.

These various promotional vehicles may by compared on the basis of following

issues:

(i) Cost of the method

(ii) Its reach

(iii) Degree of flexibility

(iv) Credibility(v) Control over media

ADVERTISING IN RETAIL
Promoting a brand is more important than opening a store. It is essential to create brand
awareness for the customers to know about the brands existence. The retailer must strive
hard to communicate the USPs (Unique selling Proposition) of the brand to influence the

15
buying behavior of the customers. In simpler words, advertisements help the end-users to
know to which brand a particular product belongs.

Advertisements play a crucial role in promoting a brand and creating its awareness
amongst the masses.

They help in creating an image of a particular product or brand in the minds of the
potential customers. Such a mechanism is also called Brand Positioning.

What is advertising?

Advertising is a medium through which an individual or organization highlights the USPs

and benefits of a product or service to influence the buying behaviour of the individuals.

It helps to create a positive image of a particular brand in the minds of the customers and
prompts them to buy the same.

Role of Advertising in Retail

The retailer through various ways of advertising strives hard to promote his brand
amongst the masses for them to visit the store more often.

Advertisements attract the customers into the store. They act as a catalyst in
bringing the customers to the stores.

The advertisement must effectively communicate the right message and click on the
customers. It should be a visual treat and appeal the end-users.

Advertisements have taglines to create awareness of a product or service in the most

effective way.

The tagline has to be crisp and impressive to create the desired impact.

The tagline should not be lengthy else the effect gets nullified.

It has to be catchy.

It should be simple to memorize.

16
The moment an individual hears Just Do it, he knows he has to visit a Nike Store.
Thats the importance of a tagline.

Modes of Advertising
Nothing works better than promoting a brand through signboards, billboards,
hoardings and banners intelligently placed at strategic locations like railway
stations, crowded areas, heavy traffic crossings, bus stands, near cinema halls,
residential areas and so on. Such advertising is also called as out of home
advertising.

Out of home advertising is a way to influence the individuals when they are out of
their homes. The hoarding must be installed at a height visible to all even from a
distance.

Make sure it catches the attention of the passing individuals and influences them
to visit the store.

Keep it simple and make sure it doesnt confuse the customers; instead it should
convey the information in its desired form.

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.

17
 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

GEOGRAPHIC SEGMENTATION:-

Urban cities like Bhiwandi, khaler, Purna, kopar and kalyan naka 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:

18
Loyalty status-

Split loyal-buy 2or 3 brands

Shifting loyal-shift one brand to another

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 BHIWANDI vivo divide the total market into 5 zones.

Zone-1: DHAMANKAR NAKA

Zone-2: KALYAN NAKA

Zone-3:ANJURFATA

19
Zone-4: MANDAI

Zone-5: OTHER AREAS

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 its 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 (DHAMANKAR NAKA , KALYAN
NAKA , ANJURFATA , MANDAI, OTHER AREAS)

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.

20
 COMPETETIORS

COMPETETIORS: The major competitors of vivo smart phones are Micromax,

Samsung, Sony, HTC, LG etc.

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.

21
FORMS OF DIRECT MARKETIN:

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.

22
MARKETING AREAS OF VIVO MOBILES

23
 vivo is organizing kiosk marketing in front of different mobile outlets every day
in different locations of BHIWANDI.

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

24
 vivo is also targeting the college youth as it organized a kiosk marketing in
colleges.

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

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.

25
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.

PROMOTION MIX

PROMOTIONAL ACTIVITIES

Sales promotion a key ingredient in marketing campaigns consists of a collection of

incentive tools, mostly short term, designed to stimulate quicker or greater purchase of
particular products or services by customers.

26
Promotional activities play a key role in the entire marketing effort being carried out by
Company. These promotional activities generate more sales as well as create a good
image of the product in the mind of the customer.

The promotional tools used by company for its marketing activities are

Point of sale display

Incentives to retailers
Sales promotion through sponsoring special events
Advertising

POINT OF SALE DISPLAY

There are many ways to communicate with consumers at the point of sale. In-store
advertising includes shopping carts, cart straps, aisles and shelves. The appeal of the
point of sale advertising lies in the fact that in many categories consumers make the bulk
of their final decision regarding purchase in the shop.

This is particularly true for those brands which have very low
customer loyalty. Smart phone is one such product in which most of the time buying
decision is made at the spur of the moment based on the brand which is readily available
and catches the eye of the customer. For this reason company invest heavily in this
category by supplying the shop owners with stands so that they can keep the bottles
outside on those stands so that customers have an eye contact with them as he/she is
entering the shop.

INCENTIVE TO RETAILERS

27
Another method of sales promotion being used by companies by running special
incentive schemes for retailers. This type of promotional strategy is conducted mainly
during the peak season.

ADVERTISING

A very important part of advertising is to decide the medium of advertising and how
much to spend on each medium.

The different mediums used by Pepsi are:

TV
Hoarding
Newspaper/Magazines
Product of sales material(painting, glow signs, D. Board)

IMPACT OF BTL ACTIVITIES ON VIVO SMART PHONE

Below the line marketing (BTL) is the ability to tailor their messaging in more
personal manner to audience.

It is a targeted approach.

To reach consumers directly through alternative forms of marketing

OBJECTIVES

Encouraging purchase of larger-sized units, building trial among nonusers

Attracting switchers away from competitors brands
Short-run sales impact as well as long-run brand equity effects
encouraging off-season buying

28
 encouraging stocking of related items

offsetting competitive promotions

building brand loyalty, and
support of a new product or model
Encouraging more prospecting

How BTL activity relate to marketing

Examples: distribution of pamphlets, stickers, promotions, brochures etc

Involve product demos & samplings at busy places like malls and market places
or at any event.

Ensure recall of the brand while at the same time highlighting the features of the
product.

BELOW THE LINE (BTL) ADVERTISING

Direct mail marketing

Product demo

29
 Event marketing

Promotional marketing

DIRECT MAIL MARKETING

Below the line advertising also focuses on direct mail marketing and e-mail
marketing, often using highly targeted lists of names to maximize response rates.

PRODUCT DEMO

It could also involve product demos at busy places or residential complexes.

EVENT MARKETING

Various companies sponsor sport events to promote their brand so vivo also sponsor
various sport events like cricket match, special occasion etc.to promote their product and
also give a prize to winners in this event.

PROMOTIONAL MARKETING

Promotional marketing is the use of any special offer intended to raise a customers
interest and influence a purchase, and to make a particular product or company stand out
among its competitors promotional materials can exist as a part of direct marketing, like
mail or email materials that include coupons.

30
31
32
33
(Some Events)

34
Make In India
We came to India with a vision to give our customers ingenious, Made In India
products. A year later, with an assembly unit all set to operate from Greater NOIDA, our
vision has now become a reality.

The first part of our expansion plan in India, we setup the assembly unit to contribute to
the Make In India initiative with our exclusive Made for India V-series smartphones.

The 30,000 square metre production facility, located at World Trade Centre, is Vivos 7th
largest assembly facility outside China. The assembly unit has a maximum production
capacity of 1 million smartphones per month, which can be further increased as per future
requirements.

35
 LEARNING OBJECTIVES

Internship at sadguru agency, was my first experience. i learn about lot many new things
in vivo store. initially, i got to know about the variety of vivo mobiles. then deeply , i
learned about their features , internal memory, ram, camera mp, etc.

after gaining the each mobile details, i started knowing their prices. i also learned about
the accessries which has been provided with the new handheld phones. headphones,
phone charger etc.

My guide was to explain me and help me to learn this things. he initially taught me the
way i should greet customer. greeting maintains our sincerity.

He also taught about how to deal with the customers. firstly, i should ask customers,
should be polite while interpreting with the customers. i must know have about the details
of each phones. if any customers ask for any mobiles, i must know about it, i should have
that knowledge. this can make customers satisfied.

36
 LEARNINGS:

I had lot many things after working two months in vivo smart phone. I have
all the theoretical knowledge in marketing but dont know how this will be implemented
practically in the field, but after working two months in vivo Smartphone I had learned
all those things, such as :-

How branding will be done?

How promotional activities will be done?

How all the events will be done?

How to interact with different customers?

How to push the customers to purchase our product?

How to maintain a group?

37
 DETAILS OF INTERNSHIP

The organization I chose is most favorable the society its gives

better quality of mobiles and new technology.

Vivo is one of the largest store/shops in Bhiwandi.

Vivo is a young and dynamic company, full of enthusiasm and determination

to achieve the vision of becoming the Most Favoured brand in mobiles.

Vivo company looks forward to a strong and mutual business relationship

with other company.

They believe in making Good Quality Product at the right time, at the right
Quantity and at the right price. They are exclusively dealing in mobiles in
various models across India.

38
 DESIGNATION

My skills related I was chosen the marketing in Vivo mobiles.

Which I can sell the mobiles.

Vivo is the company where all people meet with each other such
that vivo gives you better quality of product to customers.

I was working under the promoter where my promoter gives to me

work such as handling the customers.

Sometimes I have to go for field visit in some places to sell the

mobiles.

I have to handle the data of each customers.

39
 DEPARTMENT

There was not any separate department to me.

I was worked under the promoter so I do not have any

separate department.

But I was handle all works there as handling of customers

data and information

There was promoter teach to me how to sell the product to

customers because my topic is related to marketing strategy
of vivo.

I worked in the marketing department.

40
 WORK AND RESPONSIBILITY

In vivo store there was so many work I have to handle there was
several work in vivo store.

I have so many works because there was no any department in the

promoter under.

I have to weekly 3 times to field visit to various location.

Sometimes there was handle the data of daily customers data

visited by I what there feedback of customers.

41
 ACHIEVEMENT

The first week of the internship we study the different types of

products of vivo and then while the field work we are given the
target I have achieved the target and I get the incentive as a
motivation to my work.

As my internship was about 45 days in that my promoter and my

team has achieved the target of selling the mobile. We get best
team award.

As I am the worker of vivo I improved many of my skills due to

this internship and achieved the leadership quality.

Many of the achievement are done by the vivo is also achieved the
trust of many people by providing the best customers service.

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PROBLEMS FACED DURING INTERNSHIP

Sometimes the client give the appointment and not present at the
given time is create problem to the worker.

While working in vivo store the problem faced by the worker is

the environment was not proper .

While handing the client the major problem was the language
many of the client or a customer was of different language it makes
the worker difficult to co-ordinate with them.

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 TIMING

I used to go for internship by 10am to 9pm.till 4pm I used

to work, then I get a break for refreshment . in that break
time (1 hour) I be relaxed . I used to have TEA and some
snacks.

After that, by 5pm, I again get back to my work. In

between hour till 9pm, my guide used to teach me and
share me his knowledge. My working hours were like
knowledge gaining. I used to clear my doubts with my
manager about daily experience.

Till 9pm, I be there in the vivo store and then after I leave
by 9pm. Till was my time schedule at vivo store.

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 OTHER DEPARYMENT

SALES DEPARTMENT:
This department is mainly concerned with the sale of the new mobile
and is headed by sales manager{SM}. The internal employee of vivo store
is the development officer who has the job of communicating and training
the free lancing employees. It is the development officer who continuously
encourage the employee to get new business and the income, performance
and commission through mobiles selling knowledge under the manager.

ACCOUNTS DEPARTMENT:
It is responsible for processing of all the cheques and loans which come
to it. The details regarding financial aspects are covered under this
department.

PROMOTION DEPARTMENT:
Advertising and publicity , organization of conferences and seminars,
incentives to customers are impersonal communication. Arranging
exhibitions, participation in fairs and festivals , rural wall paintings and
publicity drive through the mobile publicity van units would be effective
in creating the impulse buying and the rural prospects would be easily
transformed into actual customers.

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 STUDENT OBSERVATION
STRENGTH WEAKNESS

Innovative features Limited product line

Fun touch operating system Less credibility
Better sale service High range price
Better promotion and sales New to the industry
team
OPPORTUNITY THREATS

More no. of potential Strong competition

customer
Huge market Perception of the customer
Other smart phone company

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 EXPERIENCE

It has been great to work in vivo store as it help us to improve our

skills toward the marketing and selling while working with the
promoter we learn many more about the organization.

After working in vivo store for 45 days we have come to know

about the objective of the vivo company and about the service
which is provide by the vivo company to client.

It is great to be a part of the vivo company as it improve the

standard of the customers.

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 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

Hoardings are not provided to all the outlets.

Leaflets are not available all the times.

Stock is not available in all the zones.

Dealers are happy with vivo products. They got the products by

The company at the time due to good distribution channel.

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 SUGGESTION AND RECOMMENDATION
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.

There should be sufficient stocks provided to all the outlet as per the customer
requirement.

The distribution channel should be improved.

There should be more promotional activities done in the public area.

The ad campaign should be made with the brand ambassadors.

New ideas should be implemented to grab customer attention.

vivo should be start EMI service for those customers who need.

Vivo should launch tablets to motivate the customers.

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 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.
Since BTL is effective than ATL so vivo should reconsider its marketing strategy
with higher advertising money going for BTL (preferably in the proportion of their
respective effectiveness).

Setting up of canopies at commercial places, market place and mall will certainly
show great results.

We cant afford to neglect the importance of ATL activities, they may not be as
effective but give information to a larger population creating a brand awareness. As
we have already seen, brand awareness has a significant association with customer
base. Print media presented a very poor show and vivo should reconsider its plans of
pouring in any significant amount of money in this media. Rather, that money should
wisely be used to set-up more number of Hoardings and banners.

Vivo is a china based smart phone company, but it provides better

quality product with compare to other china based smart phones. Vivo
smart phone is popular for hifi features and funtouch OS.

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 BIBLOGRAPHY
https://in.linkedin.com

http://www.vivo.co.in

http://www.vivoglobal.com

www.wikipedia.com

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