Sales & Management:

Media Industry: HT MediaGroup 6

Aditya Gudihal D022
Shantanu Agarwal H008
Karan Paul Garg H019
Ameet Joshi H027
Parthivi Singh H052
Prarthna Tandon H059
 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

INDUSTRY OVERVIEW
Average Qualifying sales of Use of online news platforms across India in
Newspaper till Mid 2018 2019
• Operating in English, Hindi and 20 regional languages
• One of the largest in the world with 20% market share
• Over 2,00,000 newspapers publishers, 1600 satellite, 400 news channels– highly
fragmented Indian Express - 16%
• Growing industry
Hindustan Times - 1.004
• Industry growing at a CAGR of 3.4% valued at 288 Billion INR in 2016, 308
Billion INR in 2017 and is expected to reach 338 Billion INR till 2020 The Hindu - 19%

Net Indian Industry Value The Hindu - 1.397

350 Hindustan Times - 21%

300 Amar Ujala - 2.610

BBC News - 23%

250 Sales in
Millions Share of
Hindustan Dainik - 2.625 Respondant
200 India Today - 24% s

150 In Billion INR TOI - 2.826 Yahoo - 24%

100
Dainik Jagran - 4.144 TOI Online - 40%
50
0 Dainik Bhaskar - 4.318 NDTV - 47%

007 008 009 010 011 012 013 014 015 016 017
2 2 2 2 2 2 2 2 2 2 2 0%
0 2 4 50% 2
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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

COMPANY OVERVIEW
Print- English HT and Mint

HINDUSTAN TIMES: Read by 3.7 million readers

Print- Hindi Hindustan across India, who turn to it daily for news,
information, analysis and entertainment.

Internet Firefly eVentures Ltd

HINDUSTAN: Second-largest daily in the country
with a total readership of 36.6 million,(based 0n
Indian Readership Survey (IRS)
Businesses Radio Fever 104 FM

Mint: The second-largest business newspaper in

HT Events,Fever Entmt India. Company has an exclusive agreement with the
E&M solutions
Wall Street Journal to publish Journal-branded news
and information in India
Partnerships Strategic Partnerships

Education HT education, HT-PACE

Sources of Revenue

Advertising Circulation Airtime Sale Job Portal Education

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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

SALES
ORGANISATION
GROUP CEO

PRINT CEO

Across 13 categories Region wise

CATEGORY HEAD CATEGORY HEAD CATEGORY HEAD CATEGORY HEAD

(NORTH) (UP&UK) (WEST&SOUTH) (BIHAR & KOLKATA)

I E I E I E I E

SALES EXTERNAL SALES EXTERNAL SALES EXTERNAL SALES EXTERNAL

MANAGER AGENCY MANAGER AGENCY MANAGER AGENCY MANAGER AGENCY

Categories: Automobile, BFSI, Classifieds, FMCG, DAVP (Govt.), Durables, E Commerce, Education, Energy, Entertainment, Retail, Industrial, IT
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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

MARKETING ORGANISATION

CEO/MD

CMO

Product wise

HEAD MARKETING HEAD MARKETING HEAD MARKETING HEAD MARKETING

(HINDUSTAN TIMES) (HINDUSTAN) (E&M SOLUTIONS) (MINT)
PORTFOLIOS

BRAND MANGER(S) BRAND MANGER(S) BRAND MANGER(S) BRAND MANGER(S)

PORTFOLIOS: HT Supplements, Brunch, MINT supplements, Hindustan Jobs, Jaano English, Nandan, Kadambini, HT mobile solutions etc.,

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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

Category Manager Account Manager Sales Manager

• Handles different brands • Build new customers

• Handle different categories
• Every category manager handles 3- • Account managers are appointed • Manage current accounts
for brands that bring in more
4 categories
revenue • Pitch HT events and properties for
• Reports directly to the Print CEO sponsorship.
• Every account manager handles 4-5
• Accompanies for sales pitches in
brands. • Achieve quarterly targets of
case of big clients revenue
• Account managers also see over a
• Expand business opportunities with
team of 10-12 sales managers. • Maintain proper database of their
existing clients customers/clients
• Expand business opportunities with
existing clients

• Accompany sales manger for sales

pitch Incase of big client

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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

The sales process at HT media consists of 4 steps prospecting, evaluation,

presentation and closing and after sales service

• While prospecting the salespeople look for high, medium, and small clients who can be potential
customers. They also look at the size of the customer and customize thier sales pitches. These leads are
Prospecting 1 then contacted through calls, e-mails and meets.

Evaluation • After the prospecting the next step is evaluation. They aim to get an idea about client’s
STEP 2 business type, product or service, advertising message, target market, marketing goals and
advertising budget. They analyze this information to help the prospect develop a campaign that
Presentation
is within his budget and will help his company reach its target customer.

Closing and • In the proposal presentation stage the salesperson present details regarding ads will begin running,
after sales 3 estimated number of people it will reach and, of course , and the price. They also
explain what the client must provide as well as the details HT media provides

• The next step of the ad sales process is to close the sale and submit the client’s ad to your
SALESFORCE 4
The tracking of activity based goals is done on this production or ad review department. The closing might involve negotiations and at this
software. The salespersons and account managers have to stage if required account managers and category managers are involved based
continuously update the number of calls made, number of
on the size of the client. The last step is to nurture the client and provide after sales support. After
presentations made, no of sales closed etc. on a daily basis.
This allows close monitoring of salesperson’s time and sales support usually involves communication of the results of the campaign .
enables the managers to know the various bottlenecks in
the sales process.

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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

RECRUITMENT TRAINING

Quarterly training for salesperson using

There are no specific Recruitment for roles Strong Interpersonal
educational
decks prepared internally, leveraging on HT
of MT and DME are and communication
requirements for done through campus skills are desirable
Media’s tie up with Nielsen
salesperson programs

Specialized training is conducted internally

when a new product is launched

Candidates with work experience and industry contacts who

could become potential clients for HT Media are given Currently, sales team being trained for
preference digital selling using LinkedIn Sales
Navigator

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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

Setting Sales Targets

Targets based on performance Decline rate in the sale of print

Client industry growth rate
of last year media

Organisation objective:
if the company wants to increase revenue by 5%, it gets reflected in the sales target of last year

Sales targets are revised on a

quarterly basis
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 Sales & Marketing
Overview Roles & Responsibilities Sales Process Recruitment & Training Sales Targets Major Accounts
Organization

SECTORS
AUTOMOBILE BFSI CLASSIFIEDS FMCG DAVP(Govt.) DURABLES

ENTERTAINMEN INDUSTRIAL &

E-COMMERCE EDUCATION ENERGY RETAIL
T IT

MAJOR
CLIENTS

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Thank You

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