CERTIFICATE OF APPROVAL

The following Summer Project Report titled "Understanding the strategy & requirements for ITC

Stationery Supplies, for penetrating ITC offers into Institutions is hereby approved as a certified

study in management carried out and presented in a manner satisfactory to warrant it’s acceptance as a

prerequisite for the award of Post-Graduate Diploma in Management for which it has been submitted.

It is understood that by this approval the undersigned do not necessarily endorse or approve any

statement made, opinion expressed or conclusion drawn therein but approve the Summer Project

Report only for the purpose it is submitted.

ACKNOWLEDGEMENT
I would, at the very onset like to thank Mr. Sanjay Banerjee, Area Manager, ITC Classmate, ITC

Limited for providing me the opportunity to perform my Summer Internship Program in the

Company.

I would like to give special thanks and gratitude to Mr. Sujoy Banerjee, Mr. Gautam Salu, Mr. Asim

Chanda for mentoring and providing the necessary data and information as and when required

throughout the project. Their support and encouragement has been a source of inspiration for me and

made my journey in ITC Classmate a delight

I would also offer my thanks to my Dean Mr. Srinivasan Govindrajan, Praxis Business School

Kolkata

My thanks also go to Mr. Charanpreet Singh, Associate Dean, Praxis Business School

I would also like to thank my classmates and seniors for extending me their help and cooperation

whenever I approached them.

EXECUTIVE SUMMARY
Stationery Industry which is basically my concern industry around which my project has to be

revolved is really a very complex industry. The project titled "Understanding the strategy &

requirements for ITC Stationery Supplies, for penetrating ITC offers into Institutions" was basically a

research based project. The main motive behind doing this project is to

• know the industry,

• have an overview of how ITC Classmate could penetrate the various Institutions,
• know the working of distributors and TSI (Territory Sales In charge) in ITC Classmate,

My project was totally based on primary data. The project started with a visit to various institutions in

order to gain information about the stationery they use. This was done thoroughly in order to

understand about scope of ITC Classmate to generate leads in those Institutions, before this I was

given a thorough overview of different products of ITC Classmate.

My next step was to visit Stationery retail stores and gather information about stocks and problems

faced by stores. My basic objective was to find out if the supply chain could be made better. In this

survey Thad to visit stationery shops with the ITC classmate TSI (Territory Sales in charge).

My findings through this project were that there is a huge market and there is can be scope of

improvement Institutions have the capacity to give good business to the ITC Classmate and more

sales could be achieved if the services given by the TSIs are improved.
INTRODUCTION
"We don't want satisfied customers. We want delighted customers. It is the new marketing mantra

today. The same applies to stationery industry as well. Stationery Industry is a very heterogeneous

group of business usually associated with the Schools Colleges, and Office and plays a very crucial

role in working of any organization across the globe. It includes Paper stationery which comprises of

a vast collection of products like exercise books, notebooks, stitch. glued & tape pads, refill pads,

Map over pads, subject books, plastic cover books etc. The huge greeting card market, autograph

books, party invites etc. is also a part of this segment.

Paper and paper related products are tremendously gaining demand in the market. Out of which paper

stationery market over the years has gained immense popularity in the school and office segment

thoughout the world. Revolution for these products has come to birth from the past few year's

majorly in developing nations and it's having immense value in terms of export and import. It is

expected that Stationery industry has a flourishing future in its coming years in India and over a

period is estimated to grow at 10 to 15% p.a. To achieve this objective, one can actually see that how

acceptance of Internet technology has opened plethora of opportunities of sourcing the desired

supplier in any part of the world. The manufacturers of various countries including India, China,

Indonesia ete have started building new product strategies, which helps in reducing their overall cost

without compromising on quality thus producing a good quality product at competitive price.
Falling under the category of Small and Medium Enterprises (SMEs) in majorly most of the countries,

this sector has lotto offer in terms of employment, tax revenues, it can be an important source of new

inovative products, extensive local knowledge of resources, and can be a major service provider to

the larger organizations. However, this sector like other sectors have certain bottlenecks which hinder

the growth of this sector like Burdensome regulatory frameworks, Lack of tax incentives and

subsidies, Absence of investor-friendly environment. Lack of access to finance, Lack of capacity-

building programs and inadequate provision of vocational training etc.

Indian Stationery Industry: Opportunities and Challenges
In the international arena India is providing more scope for development and trends, however, with

excellent quality, the Indian products are very much in demand. The Indian SME's associated with

stationery market has witnessed tremendous dynamic changes. In the last decade the Indian market

has increased varieties to be exported in markets and has produced big market percentage. Indian

Paper Stationery Industry, which is a part of the huge and scattered Indian stationery Industry, has

been going through tremendous alteration in recent years. Despite fierce competition from

neighbouring markets, its scattered nature and the constantly changing trends, the paper stationery

industry makers continue to make every effort, due to which the fruitful results are coming slowly and

steadily, Indian companies have learnt that innovation, performance and versatili

be focused upon. Taking the points under consideration, the businessmen are now researching and

developing new products, as the market is now more of consumer oriented which is always looking

for cost effective prices. This is because of the attitude of buyer which is now ready to spend more if

are liable product is offered to him.

With seasonal export market which stays from April-June major importing countries like U.S.A..

Australia, Canada, major African countries and Middle East are the ones which accept Indian designs

and style comfortably. With extreme precautions, and the good quality products offered and new

marketing strategies are followed, the government has also come out with various incentives for

SME's. Particularly for stationary industry if we quote would be the education enhancement schemes

which are giving growth to this sector. The Indian stationery market is also influenced by

macroeconomic development, national income and last but not the least the ever-growing Indian

population. The Indian stationery Industry is highly unorganized and the organized players are

than the unorganized sector players due to which unorganized stationery players

are expanded throughout the industry and controls major market share.

However, Indian stationary industry is facing major competition from the Importer especially Chinese

manufacturers are the most competitive among all the otherworld market players as they have an

advantage of mass production capacity, aggressive favourable government export policy, simplified

low taxation and well developed infrastructure.

A BRIEF OVERVIEW OF ITC CLASSMATE:
Classmate is the lead provider of all student stationery needs. ITC launched its Classmate brand in

2003 with the notebooks category. Subsequently, Classmate added new products to its portfolio which

now consists of pens, pencils, mechanical pencils and geometry boxes, erasers and sharpeners.

Classmate aspires to partner young minds in discovering, nurturing & believing in ideas that reside

inside each one of us. Have fun exploring, creating & believing in your ideas, in classrooms &

bevond, Ideas that defy & change beliefs: ideas that allow you to lead rather be led: ideas that are

inside each one of us but only await self recognition & belief. Your belief makes your ideas work for

you & become big: allowing you to be all that you can.
Objective of the Study:
My project entitled "Understanding the strategy & requirements for ITC Stationery supplies, for

penetrating ITC offers into Institutions" aims at studying the scope of ITC Classmate.

The objective of doing this project is defined as under

• 1) To study the know the industry,

• 2) To study working of distributors and TSE in ITC Classmate, and

• 3) To study how ITC Classmate could penetrate the various Institutions.

Relevance of the Study:

The stationery market in India is driven by not only growth in the education sector but also industrial

growth. Due to the increase in organized retailing and trends towards creating stronger visibility,

Indian stationery 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 stationery market. Rising literacy rate is a chief pointer

towards growth in the education sector. Hence, it is essential to evaluate different factors impacting

the stationery business of India.

SCOPE OF THE STUDY:
To achieve the above objective I have not restricted my study to just ITC Classmate. In order to study

about the stationery business in India, and to understand the scope that ITC Classmate has in this

business, I have extended my project to do a detailed study of stationery market of the competitors of

ITC Classmate. Through a comparative study between the competitors and ITC Classmate, I could

arrive to a conclusion of the scope of ITC Classmate in India in Institutions.

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.

ITC PROFILE

ITC Limited or ITC is an Indian public conglomerate company headquartered in Kolkata, West

Bengal, India. Its diversified business includes four segments: Fast Moving Consumer Goods

(FMCG), Hotels, Paperboards, Paper & Packaging and Agri Business. ITC's annual turnover stood at

$7 billion and market capitalization of over $33 billion. The company has its registered office in

Kolkata. It started off as the Imperial Tobacco Company, and shares ancestry with Imperial

Tobacco of the United Kingdom, but it is now fully independent, and was rechristened to India

Tobacco Company in 1970 and then to I.T.C. Limited in 1974.

The company is currently headed by Yogesh Chander De veshwar. It employs over 26,000 people at

more than 60 locations across India and is listed on Forbes 2000. ITC Limited completed 100 years on

24 August 2010

ITC has a diversified presence in FMCG (Fast Moving Consumer Goods), Hotels, Paperboards &

Specialty Papers, Packaging, Agri-Business and Information Technology. While ITC is an

outstanding market leader in its traditional businesses of Hotels, Paperboards, Packaging, Agri-

Exports and Cigarettes, it is rapidly gaining market share even in its nascent businesses of Packaged

Foods & Confectionery, Branded Apparel, Personal Care and Stationery.

HISTORY OF THE COMPANY

ITC was formed on August 24, 1910 under the name Imperial Tobacco Company of India Limited.

Later the name of the Company was changed from Imperial Tobacco Company of India Limited to

India Tobacco Company Limited in 1970 and then to I.T.C. Limited in 1974. ITC contains a wide

range of businesses - Cigarettes & Tobacco, Hotels, Information Technology, Packaging, Paperboards

& Specialty Papers, Agri-business, Foods, Lifestyle Retailing, Education & Stationery and Personal

Care. Finally the company changed its name to 'ITC Limited on September 2001.

The earlier decades of the Company's existence were mainly depending on growth and consolidation

of the Cigarettes and Leaf Tobacco businesses. In the Seventies it started to transform into a

corporate. In 1975 the Company launched its Hotels business with the acquisition of a hotel in

Chennai which was rechristened ITC-Welcomgroup Hotel Chola'. The objective of ITC's entry into

the hotels business was rooted in the concept of creating value for the nation. In 1979, ITC entered the

Paperboard business by promoting ITC Bhadrachalam Paperboards Limited, which today has become

the market leader in India.

In 1985, ITC set up Surya Tobacco Co. in Nepal as an Indo-Nepal and British joint venture. Since

inception, its shares have been held by ITC, British American Tobacco and various independent

shareholders in Nepal. In August 2002, Surya Tobacco became a subsidiary of ITC Limited and its

name was changed to Surya Nepal Private Limited (Surya Nepal). Also in 1990, leveraging its agri-

sourcing competency, ITC set up the Agri Business Division for export of agri-commodities. The

Division is today one of India's largest exporters. ITC's unique and now widely acknowledged e-

Choupal initiative began in 2000 with soya farmers in Madhya Pradesh. Now it extends to 10 states

covering over 4 million farmers. ITC's first rural mall, christened Choupal Saagar' was inaugurated in

August 2004 at Sehore. On the rural retail front, 24 'Choupal Saagars' are now operational in the 3

states of Madhya Pradesh, Maharashtra and Uttar Pradesh.

In 2000, ITC forayed into the Greeting, Gifting and Stationery products business with the launch of

Expressions range of greeting cards. A line of premium range of notebooks under brand "Paperkraft

was launched in 2002. To augment its offering and to reach a wider student population, the popular

range of notebooks was launched under brand "Classmate" in 2003. "Classmate" over the years has

grown to become India's largest notebook brand and has also increased its portfolio to occupy a

greater share of the school bag. Years 2007-2009 saw the launch of Children Books, Slam Books,

Geometry Boxes, Pens and Pencils under the "Classmate" brand. In 2008, ITC repositioned the

business as the Education and Stationery Products Business and launched India's first environment.
friendly premium business paper under the "Paperkraft" Brand. "Paperkraft" offers a diverse portfolio

in the premium executive stationery and office consumables segment. Paperkraft entered new

categories in the office consumable segment with the launch of Textliners, Permanent Ink Markers

and White Board Markers in 2009.

ITC also entered the Lifestyle Retailing business with the Wills Sport range of international quality

relaxed wear for men and women in 2000. The Wills Lifestyle chain of exclusive stores later

expanded its range to include Wills Classic formal wear (2002) and Wills Clublife evening wear

(2003).

In 2000, ITC spun off its information technology business into a wholly owned subsidiary, ITC

Infotech India Limited, to more aggressively pursue emerging opportunities in this area. Today ITC

Infotech is one of India's fastest growing global IT and IT-enabled services companies and has

established itself as a key player in offshore outsourcing, providing outsourced IT solutions and

services to leading global customers across key focus verticals - Manufacturing, BFSI (Banking,

Financial Services & Insurance), CPG&R (Consumer Packaged Goods & Retail), THT (Travel,

Hospitality and Transportation) and Media & Entertainment.

ITC's foray into the Foods business is an outstanding example of successfully blending multiple

internal competencies to create a new driver of business growth. It began in August 2001 with the

introduction of 'Kitchens of India' ready-to-eat Indian gourmet dishes. In 2002, ITC entered the

confectionery and staples segments with the launch of the brands mint-o and Candy man confectionery

and Aashirvaad alta (wheat flour). 2003 witnessed the introduction of Sunfeast as the Company

entered the biscuits segment. ITC's entered the fast growing branded snacks category with Bingo! in

2007. In just over a decade, the Foods business has grown to a significant size with over 200

differentiated products under six distinctive brands, with an enviable distribution reach, a rapidly

growing market share and a solid market standing.

In 2002, ITC's philosophy of contributing to enhancing the competitiveness of the entire value chain

found yet another expression in the Safety Matches initiative. ITC now markets popular safety

matches brands like iKno, Mangaldeep. Aim, Aim Mega and Aim Metro. ITC's foray into the

marketing of Agarbattis incense sticks) in 2003 marked the manifestation of its partnership with the

cottage sector. ITC's popular agarbattis brands include Spriha and Mangaldeep across a range of

fragrances like Rose, Jasmine, Bouquet, Sandalwood, Madhur, Sambrani and Nagchampa.

ITC introduced Essenza Di Wills, an exclusive range of fine fragrances and bath & body care

products for men and women in July 2005. Continuing with its tradition of bringing world class

products to Indian consumers the Company launched 'Fiama Di Wills', a premium range of

Shampoos, Shower Gels and Soaps in September, October and December 2007 respectively. The

Company also launched the 'Superia' range of Soaps and Shampoos in the mass-market segment at

select markets in October 2007 and Vivel De Wills & Vivel range of soaps in February and Vivel

range of shampoos in June 2008.

LIST OF PRODUCTS & BRANDS

In FMCG, ITC has a strong presence in:

• Cigarettes:

• W.D. & H. O. Wills,

• Gold Flake Kings,
• Gold Flake Premium,
• Navy Cut,

• Insignia,
• India Kings,
• Classic
• Verve.
• Menthol,
• Menthol Rush,
• Regular, Citric Twist,
• Mild & Ultra Mild,

▪ 555.
▪ Benson & Hedges,
▪ Silk Cut,
▪ Scissors,
▪ Capstan,
▪ Berkeley,
▪ Bristol,
▪ Lucky Strike,
▪ Players and
▪ Flake.

Foods:
• Kitchens of India;

• Aashirvaad,

▪ Minto,
▪ Sunfeast.
▪ Candyman,
▪ Bingo,
 ▪ Yippee
• Sunfeast Pasta brands in Ready to Eat, Staples, Biscuits, Confectionery, Noodles and
Snack Foods.
• . Apparel:
• Apparel
▪ Wills Lifestyle and
▪ John Players;

• Personal care:
▪ Fiama di Wills:
▪ Vivel;
▪ Essenza di Wills;
▪ Superia;
▪ Vivel di Wills brands of products in perfumes, hair care and skincare
• Stationery:
▪ Classmate and
▪ PaperKraft brands
• Safety Matches and Agarbattis:
▪ iKno;
▪ Mangaldeep;
▪ Aim brands
• Other businesses include:
• Hotels: ITC's hotels (under brands including WelcomHotel) have evolved into being
India's second largest hotel chain with over 80 hotels throughout the country. ITC is also
the exclusive franchise in India of two brands owned by Sheraton International Inc.- The
Luxury Collection and Sheraton which ITC uses in association with its own brands in the
luxury 5 star segment. BrandsBrands in the hospitality sector owned and operated by it
subsidiaries include Fortune and Welcome Heritage brands.

• Paperboard, Specialty Paper, Graphic and other Paper;

• Packaging and Printing for diverse international and Indian clientele.

• Infotech (through its fully owned subsidiary ITC Infotech India Limited which is a SEI
CMM Level 5 company)
RURAL INITIATIVES TAKEN BY THE COMPANY

ITC's Agri-Business is India's second largest exporter of agricultural products. ITC is

one of the
India's biggest foreign exchange earners (US $ 2 billion in the last decade). The
Company's 'E-
Choupal' initiative is enabling Indian agriculture significantly enhance its
competitiveness by empowering Indian farmers through the power of the
Internet. This transformational strategy, which has already become the subject
matter of a case study at Harvard Business School, is expected to
progressively create for ITC a huge rural distribution infrastructure, significantly
enhancing the Company's marketing reach.

The company places computers with Internet access in rural farming villages; the
E-Choupals serve as
both a social gathering place for exchange of information (Choupal means
gathering place in Hindi)
and an e-commerce hub. What began as an effort to re-engineer the
procurement process for soy,
tobacco, wheat, shrimp, and other cropping systems in rural India has also
created a highly profitable
distribution and product design channel for the company—an e-commerce
platform that is also a low-
cost fulfilment system focused on the needs of rural India. The E-Choupal system
has also catalyzed
rural transformation that is helping to alleviate rural isolation, create more
transparency for farmers,
and improve their productivity and incomes.
CORPORATE PHILANTHROPY

ITC E-Choupal creatively leverages information technology to set up a meta-

market in favour of
India's small and poor farmers, who would otherwise continue to operate and
transact in 'un-evolved'
markets.

As of July 2010, services through 6500 E-Choupal across 10 states, reach more
than 4 million farmers
in about 40,000 villages. Free access to Internet is also opening windows of rural
India to the world at
large.

ITC E-Choupal is now being regarded as a reliable delivery mechanism for

resource development
initiatives. Its potential is being tested through pilot projects in healthcare,
educational services, water
management and cattle health management with the help of several service
providers including non-
governmental organizations.

Classmate notebooks were launched with the initiative of contributing 1 rupee

towards the education
of poor children, from every four notebooks it sold.

Classmate, has launched a programme called Classmate Ideas for India challenge.
The programme
would be a part of the company's centenary initiative. The nation-wide
programme would invite ideas
of the youth, who have the potential to transform India. Classmate Ideas for India
challenge plans to
reach out to 25 lakh students across 30 cities, 500 schools and 200 colleges across
the country.
COMPETITORS OF ITC LTD.

Industries Where ITC Limited Competes

• Tobacco Product Manufacturing
• Crop Production
• Information Technology Services
• Consumer Products Manufacturing
• Apparel Manufacturing
Main Competitors of ITC Itd.:
► Hindustan Unilever
► Golden Tobacco Ltd.
► Godfrey Philips India Ltd.
► RTCL Ltd.
► VST Industries Ltd.
► Marico Ltd.
RESEARCH METHODOLOGY

Research Type

My research is based on the primary data. Primary data has been used to
understand the scope of stationery business in India and then to make
suggestions useful for the company under study i.e. ITC Classmate.

Data Type

Primary data has been used for the purpose of study of Understanding the
strategy & requirements for ITC Stationery supplies, for penetrating ITC offers into
Institutions'.

Sample Selection

To collect primary data regarding the scope of stationery business of ITC

Classmate, I had to visit educational institutes over a period of one month. The list
of the institutes was given by my mentor. I had a few questions for the
institutions I visited. At the same time, I also enquired about stationery they are
currently using and if they were interested in taking stationery from ITC
Classmate. In the next phase, I visited Stationery Retail stores to observe the
supply chain maintained by the company. I had a set of Questionnaire for the
shops. I even asked the shopkeepers about the supply chain maintained by the
competitors of ITC Classmate. I visited the shops with the TSI (Territory Sales In-
Charge) of the company.

Data Collection Method

In order to collect the primary data, the method used was personal interview of
the person in-charge of the stationery of schools. A questionnaire was prepared in
order to collect the data a sample of which is attached in the report.

Apart from talking to the person in-charge of the stationery of schools, an

interaction with the staff members and the shopkeepers at the Stationery Retail
Store gave an overview of the performance of the company on the individual
level. This helped to look at the retail business from different perspectives and
better suggestion could be given to the company under study to improve upon
the same.
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 chaits 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.
THE STUDY

PHASE 1: The following study is based on our finding through various

institutions I visited.

Here, I visited various institutions which include schools and colleges in order to
gain information about the stationery they use. Identifying the scope of Classmate
during Summer Camps in Schools, I visited the school regarding that also. This was
done thoroughly in order to understand about scope of ITC Classmate to generate
leads in those Institutions, before this I was given a thorough overview of
different products of ITC Classmate.

SCHOOLS

GENERAL INFORMATION ABOUT SCHOOLS

o Total No. of Schools visited: 15

o No. of students in those schools ranges from 600 to 3600.
o Academic Session of schools starts from: April
o Tuck Shop:
 7

33

60

No. of Schools having Tuck Shop = 9 No. of Schools which have any Tuck Shop = 5 Did not disclose any
information=1
REMARKS

1. The database of schools is old; they should be maintained as many new schools
are comingup and they might need stationery.
2. Most schools told to contact in the month of August and September when they
decide theplace of buying stationery.
SUMMER CAMPS

SCHOOLS VISITED

NORTH:

• North point day school

• Auxilium Convent
• DCS High School
• Our Lady Queen of Mission
• CA English Medium High School
• Calcutta Public School
• Loretto Day School
• Mother International
• Adamas International
• Apeejay Salt Lake
• Central Modern School
• Aditya academy
SOUTH:

• Heritage School
• The Good Shepard School
• South City International
• Lakshmipat Singhania Academy
• Gokhale Memorial Girls Higher Secondary School
• MP Birla High School
Total number of schools visited:- 18

1st Qtr Total school from South = 6

SUMMER CAMPS IN SCHOOL

ACTIVITIES DURING SUMMER CAMP

On visit to these schools I found out that different activities happen during
summer camp. Some of
them are:
o Excursion camps
o Drawing competition
o Dance competition
o Essay writing
o Different games like Cricket, Football
o Crafting

OTHER INFORMATION:
o I found out that in most of the schools summer camps take place after 10 of
May. The peak period being from 14 may to 21" may

o The Products used in these activities are Pen, Pencils, Rubber, Eraser,
Drawing Books, Scrap Books, Colors.

o On asking whether ITC can put a stall only one school out of 7 agreed and
others did not want to disclose unless they get a hard copy of proposal
from ITC.
REMARKS

o I noticed that most of the schools do organize summer camps but this time
they are not doing so due to hot weather.

o ITC should target schools for summer camp in the month of April because
most of the schools decide their summer camps' period, sponsors during
that period.

o Most of the Schools organize summer camps on a very low scale.

BUSINESS SCHOOLS AND ENGINEERING COLLEGES

BUSINESS SCHOOLS AND ENGINEERING COLLEGES I

COVERED:

o Pioneer college of Management

o Meredian school of Hotel Management

o School of Management and Information Technology

o Alchemy Leadership School

o Indian Institute of Software Technology

o Razabazar Science College

o Bhartiya Vidya Bhavan of Management science

o Indian Institute of Technology

o Asia Pacific School of Hotel Management

o Army Institute of Management

REMARKS AND FINDINGS
o I found out that most of the institute don't have tuck shop.

o Institute generally provided only text books. Notebooks and other

stationery products are on students' own choice.

o The ones which have a tuck shop, already ITC Classmate products were
there along with other brands like Pioneer, Shiea, Lokenath.

o Most of the institute who get their office stationery from local vendor
showed their interest and took price list from us.

o There was some institute which already placed their orders so asked us to
contact coming year in the month of March or April.

o There were some institutes which were kind enough to give us their
suppliers name and same was been intimated to our mentor.
PHASE 2: Working with the TSI

In this phase, I visited Stationery Retail stores and gather information about
stocks and problems faced by stores. My basic objective was to find out if the
distribution can be made better. In this survey I had to visit stationery shops with
the ITC classmate TSI (Territory Sales In charge).
I worked with the following TSI (Territory Sales In-charge):
• Mahadev Naskar,
• Raja Mondal, and
• Dilip Kundu

o No. of TSE I worked with: 3

o I worked over a span of 20 days.

o Covered shops in places like:

• Ballygaunge, Gari ahat, Jadavpur, Tollygaunge, Beliaghata,
Phoolbagan, Park Circus, Beckha gan.

o Total No. of Shops Covered: 62