SUMMER INTERNSHIP PROJECT

April’18-June’18

“Business Development and B2B Marketing for the new product

Zepo Prime”

Name: Parag Mittal

Faculty Guide: Dr. V Ekkirala
Batch: PGDM 2017-19
Reporting Manager: Mr. Aravind Menon
 About the Company-

• Zepo Technologies is an internet based E-commerce solution

providing company.
• It was founded in the year 2011, by Nitin Purswani.
• It caters to 2000+ businesses for their online needs.
• It has 6 logistic partners, 1 online ads partner and 1 website host.
• It provides Website, Marketing, Marketplace & Couriers.
Internship Overview: Zepo Prime
About the company

Objectives of the study

Study of services provided by the company

Results and findings

Learnings

Recommendations
Objectives of the project -

To analye the concepts of e-commerce for the company

To analyze the importance of digital marketing for the company

To generate the potential leads for the company.

Providing suggestions to the company to gain competitive edge.

Understanding the market scenario in volatile contexts of dynamic environment.

Planning expansion and diversification strategies for Zepo.

To help in business development by tapping the potential clients.

No. of Websites handled by Zepo-

Total
800000

700000
678402
600000
603806
500000

400000

300000

200000 269568 Total

100000 150498 174788

128350
150 82816 419
0
Competitor Analysis-

MARKET SHARE
0% 5%
4%
3%
Kart Rocket
30%
9% Magento
MonsterCommerce
OpenCart
Shopify
Squarespace Online Stores
WixStores
0% WooCommerce
20%
Zepo
Others

23%
6%
 Process of Lead generation -

Qualifying the lead into

Searching of client on
potential on various
various platforms such as on
parameters such as on Profiling the client on the
marketplaces like amazon ,
marketplaces having 100+ basis of structure defined by
flipkart or any other social
reviews or on social media the company.
media platforms like
having 1k+ likes or having a
facebook or instagram
good offline presence

Collecting the lead data in

excel sheet and later Extracting the contact
uploading the same on information of the client by
pipedrive so that it becomes the help of various tools i.e
accessible to other team who is ,wapalyser etc
members as well
Figure 1.1 – Snapshot of the Lead Database generated
The process of sales of the services of the company -

If the proposal serves its

If the client shows interest,
Once the lead is generated purpose than a meeting is
proposal is sent to the client
the business development arranged with client , if
regarding our services
people gets in touch with possible, either face to face
tailored as per their needs
the client by e-mail or call or through video conference,
whichever is feasible

During the meeting we try to

understand the basic and
If everything goes well we
hidden needs of the client
bring the client onboard and
and try to negotiate on that
close the deal.
basic as per the suitability of
both parties.
Results & Findings
• Out of every 10 calls made, about 1-2 would be ready to listen to
the offer.
• Out of every 100 mails sent, 1-2 would get a reply.
• Majority of Indian sellers lack an understanding of online business.
• Zepo’s competitors such as Shopify and Woocommerce are
already well established and Zepo requires a change in marketing
strategy.
• Indian market is flourishing with the advent of online selling.
Learnings-
• How online selling takes place and what all is required.
• An understanding of E-commerce websites and online
marketplaces.
• How to pitch to a customer (specially over phone call).
• Developed an understanding of customers.