SIP Atos Report Bhagesh - Final PDF

8/22/2019 SIP Atos Report Bhagesh - Final PDF

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A Summ

Strategic sales in reta

at

Christ U

C

r Internship Project Report on

l closed user group on Atos Worl

lada Infotech, Bangalore

Submitted by

Bhagesh Kumar

Register No.: 1221208

Under the Guidance of

Dilipchandra S

Professor (Marketing)

iversity Institute of Management

Institute of Management

hrist University, Bangalore

MBA 2012-2014

line project


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DECLARATION

I, Bhagesh Kumar hereby declare that the project report entitled Strategic sales in retail closed

user group is a record of bonafide work/study carried out by me under the guidance of Prof.

Dilipchandra S, Christ University Institute of Management (CUIM), Bangalore and Mr. Vishal

Narvekar, South Head, strategic sales, Atos Worldline, Bangalore.

I also declare that this work has not been submitted for the award of any degree, Associate ship or

Fellowship or any other title in this University or any other University.

Place: Bangalore Bhagesh Kumar

Date: Registration No.:1221208

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This is to certify that the report

closed user group is record of bunder my guidance and supervisi

degree of Master of Business Ad

any degree, Associate ship or

University.

Place: Bangalore

Date:

CERTIFICATE

submitted by Bhagesh Kumar on title Strate

onafide work done by him during the academion in partial fulfillment of the requirements fo

ministration. This work has not been submitte

ellowship or any other title in this Univer

Prof. Dilipchandra S

iii

ic sales in retail

c year 2013-2014the award of the

for the award of

ity or any other


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CERTIFICATE FROM THE COMPANY

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ACKNOWLEGEMENT

I am indebted to many people who helped me accomplish this internship successfully.

First, I thank the Vice Chancellor Dr Fr Thomas C Matthew of Christ University for giving me the

opportunity to do my summer internship project.

I thank Prof. Ghadially Zoher, Associate Dean, Fr Thomas T V, Director, Prof. C K T

Chandrasekhara, Head-Administration and Prof Kshetragna CN, Head-Marketing of Christ

University Institute of Management for their kind support.

I wish to take this opportunity to express my deep sense of gratitude to thank Mr. Vishal

Narvekar, (South Head of Strategic Sales) for his invaluable guidance throughout my project. I

sincerely thankAtos Worldline and Uphaar card for providing me with an opportunity to work

in the Sales department of Plada Infotech to get an insight about corporate gifting and loyalty

cards.

I thank Prof. Dilipchandra S, for his support and guidance during the course of my summer

internship. I remember him with much gratitude for his patience and motivation, but for which I

could not have submitted this work.

I thank my parents for their blessings and constant support, without which this summer internship

would not have seen the light of day.

Bhagesh Kumar, Register No: 1221208

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PREFACE

Corporate gifts are used by business people to distribute among target audience and increase brand

awareness. There are many unique corporate gifts that are used to meet the sales target. The world

is moving at a very fast pace on a wide scale of modernity, technology and competition in

business. The tough competition in business has given way to promotional products and corporate

gifts for promoting, advertising and marketing business.

Various researches on the subject verified the Paretos 80-20 principle which is 80% of the sales

are because of the 20% of the customers/end user. Also, the cost of retaining an existing customer

is vey less compared to the cost of attracting /acquiring a new customer, compelled the retailers to

think about it. Hence, the concepts of loyalty card came into the existence and help the merchants

to make their customers loyal.

In this modern business scenario, corporate gifting in form of loyalty card or reward, hold a key

place and influence the performance with plethora of benefits. The prime objective of unique

corporate gifts holds the function of retaining existing customers, creating brand awareness,

attracting new customers, reaching the global market, and maintaining longevity in company-

client relationship.

Both the key players and small business people are looking out for new, stylish, innovative and

unique business gifts so that they can attract more audience and enhance brand awareness along

with increasing the sale and generating high revenue for the company.

In this report, at giftdedo, the corporate gifting strategies are designed and implemented in such a

way that merchants join us in order to enrich the experience of corporate gifting/loyalty

programme and at the same time getting a sizable customer base which generates revenue and

becomes a win-win situation for both the merchants as well as the clients.

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EXECUTIVE SUMMARY

The project was based on the purview of corporate gifting in terms of loyalty cards and rewards in

Bangalore. The marketing & sales strategies were designed and executed to connect the merchants

and the corporate customers using the website interface and gift card known as Giftdedo.com

and Giftdedo card as well as customized loyalty card respectively.

The idea was introduction of a flash card known as the giftdedo card along with the existing

electronic data collection (EDC) customized cards having magnetic strips on them designed in

order to capture each financial transaction details. Complete business and marketing package was

offered to the merchant where in the corporate selling of the gift vouchers under listing, Best deals

from the merchant in terms of special offers/discounts as well as providing the merchants a unique

option of making their own customized cards or the retail closed user group (RCUG) which has

many add on facilities such as daily management information system (MIS) reports, bulk short

messaging services (SMS) facility, free electronic data collection (EDC) machine, call centre

facility as well as loading different loyalty programs on the card which shall help in enhancing

their business.

The project started in April 2013 in Bangalore and sales strategies were formulated and executed

in order to acquire merchants for any of the above mentioned services such as Best deals, Listing

as well as the customized cards. Various researches on the subject verified the Paretos 80-20principles i.e. 80% of the sales are because of the 20% of the customers (Srivastava, chetan, & G,

2011). Also the fact that the cost of retaining an existing customer is much less compared to the

cost of attracting a new customer made the retailers to think about it.

It was observed that through customer loyalty programs, merchants can get in touch with their top

clients or customers throughout their association and can predict the customer behavior accurately

which will help the merchant immensely to excel his business and generate profits.

The databases of the merchants were prepared followed by making cold calls, sending business

proposal and negotiation before the final closeout of the deal. Towards the end of the project, total

of 50 deals were closed by me under the guidance and support of my mentor Prof. Dilipchandra S

and corporate mentor Mr. Vishal Narvekar, South Head, strategic sales at Atos Worldline.

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TABLE OF CONTENTS

DECLARATION.ii

CERTIFICATEiii

CERTIFICATE FROM THE COMPANY..iv

ACKNOWLEDEMENT.v

PREFACEvi

EXECUTIVE SUMMARY.vii

TABLE OF CONTENTSviii

LIST OF CONVERTED MERCHANTS....x

CHAPTER I

1.0 Introduction1

1.1Background..1

1.2 Objective..2

1.3Purpose..2

CHAPTER II

2.0 About the company..3

2.1 Atos Worldline..3

2.2 Uphaar Cards ........5

CHAPTER III

3.0 Retail Market: India..7

CHAPTER IV

4.0 Loyalty Program..10

4.1Evolution of Loyalty Program12

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4.2 Developing, Implementing & Controlling an

effective loyalty program..14

4.3 Loyalty card: local and international player

CHAPTER V

5.0 About the product17

5.1 Program features21

5.2 Prepaid Program Workflow................25

CHAPTER VI

6.0 ANALYSIS..31

6.1PEST ANALYSIS.31

6.2 SWOT ANALYSIS..32

6.3 PORTERS FIVE FORCE ANALYSIS33

6.4 COMPETITOR ANALYSIS36

CHAPTER VII

7.0 General Sales Strategies.37

7.1 Specific Sales Strategies (CASE BY CASE)40.

CHAPTER VIII

8.0 Customer feedback41

CHAPTER IX

9.0 Conclusion45

CHAPTER X

10.0 Recommendation...46

References .....47

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CHAPTER Iint r oduct ion


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1. INTRODUCTION

Everyone values loyalty presidents, generals, and friends. Thats no less true for corporations.

US companies spend $50 billion a year on loyalty programs. When done right, loyalty programs

can generate as much as 20 percent of a companys profits.

Loyalty marketing:

Customer loyalty and marketing is gaining importance and due importance and transformed into a

discipline. Studies suggest that making new customer is expensive when compared to retaining

existing customers. The discipline of customer loyalty marketing has been around for many years,

but expansions from it merely being a model for conducting business to becoming a vehicle for

marketing and advertising have made it omnipresent in consumer marketing organizations since

the mid- to late-1990s.

Loyalty marketing is an approach to marketing, based on strategic management, in which a

company focuses on growing and retaining existing customers through

incentives. Branding, product marketing and loyalty marketing all form part of the customer

proposition the subjective assessment by the customer of whether to purchase a brand or not

based on the integrated combination of the value they receive from each of these marketingdisciplines.

1.1 Background:

To create a solution for merchants for their daily payments convenience, increase footfalls of the

customer, brand visibility for everyone involved in the ecosystem.

The solution will help merchants in the following elements:

Cash Management

Change Management

Prominent Branding of Merchant

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Spends / Visits to Merchant Restaurant (migration)

Real-time Customer Engagement

Innovative offering

Ease of use

Convenient solution

Listing online

Corporate selling of the cards/vouchers

1.2 Objective:

The objective of this project is selling the product and services offered in form of loyalty cards and

flash cards by Atos Worldline in the organized retail in Bangalore.

The organized retail is the target sector for this project which consists of Restaurants, Bar and

Pubs, Saloon & Spa, Dance Studio, Fitness studio, Exclusive garment stores and clients.

1.3 Purpose:

Keeping the above in mind, a complete marketing package has been designed which consists of

Listing, Best deal as well as RCUG prepaid and loyalty program has been envisaged for merchantand the program dynamics is covered in the following sections.

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CHAPTER IIABOUT THE COMPANY


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2. ABOUT THE COMPANY

2.1 Atos Worldline:

Atos is an international information technology services company with annual revenues of EURO8.7 billion and 78,500 employees in 42 countries. Through a global delivery base, Atos delivers hi-

tech transactional services, consulting and technology services, systems integration and managed

services to a client base across multiple industry sectors, including Banking & Financial services.

Atos Worldline, a subsidiary of Atos, implements Hi-Tech transactional services in the field of

payments, eServices for customers, citizens and communities (eCS) and financial markets. A

leader in end-to-end services for critical electronic transactions, Atos Worldline specializes in

electronic payment services - issuing, acquiring, terminals, card and non card payment solutions &

processing ; eServices for customers, citizens and communities ; as well as transactional services

for financial markets with revenue of about EURO 1 billion.

2.1.1 Some facts and figures:

In Payment:

470 million remote payment

2.2 billion acquiring transactions 36 million credit cards and debit cards

850 000 terminals

In eCS:

2.1 billion calls (IVR & Contact Centre)

1.6 billion SMS

61 million eMail boxes

166 billion internet pages viewed

70 million archives with evidentiary value.

In Financial markets:

340 million trades

450 billion assets under management

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Atos Worldline capitalises on over 30 years of expertise in the development of transactional

services with high added value intended for customers, citizens and communities. Atos Worldline

solutions help its clients optimize their client relations through all interaction channels.

Loyalty program management, marketing databases

Contact management - virtual contact center, multichannel push

Development and hosting of Internet services: websites, eCommerce, eBanking

Mobile services - Mobile Internet, innovative applications, mCommerce, boarding passes,

loyalty cards, SMS, MMS

Voice services - IVR systems, speech recognition, natural language

Dematerialization services: as a trusted third party, Atos Worldline covers the complete

chain of dematerialization: invoice dematerialization, archiving, online contracting,

electronic signature

Atos Worldline India is a wholly owned subsidiary of Atos. More than 50 Banks and Corporates in

India employ the services of Atos Worldline for executing a comprehensive range of activities

associated with payments. Apart from managing end-to-end activities for about 1 million credit

cards issued by our bank customers, our issuing portfolio also manages the largest prepaid card

program in India with more than 3 Million cards with approximately 5 Million transactions per

month. They manage more than 220,000 terminals across 1600+ locations in India. They also have

the largest card personalization bureau in the country and personalize more than 36 million cards

per annum.

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2.2 Uphaar cards (a subsidiary of Plada Infotech):

Plada Infotech is a front-end customer service company with people consisting of varied

experiences in the financial services industry backed by powerful management team as corporate

members. They have their regional offices across major metro cities mainly Ahmadabad,Bangalore, Chennai, Hyderabad, Kolkata, New Delhi, Pune having head office in Mumbai and

many other resident locations for customer operations.

Plada started merchant acquiring services during the year 2006, June and successfully acquired

nearly 45,000 plus merchants till year 2010 for various service providers and associated Banks.

Plada which has been servicing customers since 2005, started with merchant acquiring services

and gradually stepping into field management services. Their mission was to bring systematic

approach in service delivery to achieve customer promises, which they gained through continuous

research and new developments in service delivery.

Pladas field management services are presently servicing around 7500 merchant establishments

with dedicated resources customer wise. They have well experienced coordinators and field

associates who have been recruited from similar service industry background with a strong

screening HR process and in-house training sessions in place.

During this last one year of their field operations, they have established themselves self strongly in

Northern, Eastern and Western India and spreading our wings to other part of the Country. They

have started field operations for South since March 2011.

Plada Infotech has been appointed the all India direct selling authority (DSA) and the incubation

of the idea of corporate gifting started and eventually Giftdedo happened with the help of

collaboration between Plada Infotech and Atos Worldline.

The giftdedo was launched in Mumbai on 24th January 2013 and the project started in April 2013

with the mission of becoming the largest aggregator of gift cards and gift vouchers and to start Gift

card for sensible gifting.

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The web portal offers you wide range of gift cards and vouchers that suits every occasion you

name. We have researched at our best to bring you the enormous varieties of products and

services. And thus we have associated with the best brands that will offer you remarkable journey.

The whole process of gifting card to your loved ones is very simple and easy. You just have to login, select your appropriate gift card and place your order. The card will reach you in 4 days at your

chosen address.

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CHAPTER IIIRet a il mar ket in INDIA


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3. Retail market in India :

The real GDP is expected to grow at 8-10 per cent per annum in the next five years. As a result,

the consuming class with annual household incomes above Rs. 90,000 is expected to rise from

about 370 million in 2006-07 to 620 million in 2011-12. Consequently, the retail business inIndia is estimated to grow at 13 per cent annually from US$ 322 billion in 2006-07 to US$ 590

billion in 2011-12.

The retail market is booming in Bangalore especially the organized retail market. The rise in

the income levels of the young professionals working in various multinational companies in and

around Bangalore has led the organized retail sectors to flourish.

The reason for the paradigm shift in retail market in the city is growing affluence. In the last 10

years Bangalore's population has increased around 30 per cent; it is ranked the seventh most

affluent city in India. It is estimated that over one-third of the households in Bangalore have an

annual expenditure between Rs 50,000 and Rs 1 lakh, while 40 per cent of the city's population

has annual incomes ranging between Rs 70,000 and Rs 1.4 lakh. The 15-45 age group is a

retailer's delight (Giriprakash, 2005) .

The high end streets in Bangalore such as Koramangala, M.G. Road, Brigade road, Commercial

Street, Indira nagar, ITPL Road, Whitefield etc. are the prominent places where these organized

retail in form of Restaurants, Bar and Pubs, Saloon & Spas, Dance Studios, Super market,

Hyper market etc.

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There has been a phenomenal growth of organized retail in Bangalore which is evident from

table no. 01.

Source: (Sheela, 2010)

The advent of organized retail market started way back in 1970 when big retailers such as

Nilgiris in food segment, Viveks in consumables and others started their operations from

Bangalore. Slowly, Tatas (Star Bazar), Birlas (More), Ambani (Reliance Retail), Shoppers

Stop, Future group (Big Bazar), Auchan etc. entered Bangalore and are doing quite well.

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The traditional shops slowly started fading from the city as branded items were available in the

big retail outlets with lot of discounts and schemes. More number of people or inhabitants has

started to spend on food, fun, clothes, Spa etc. through the services provided by the organized

retailers in Bangalore.

Due to attractiveness of organized retail, many unorganized retailers started realizing the

importance of the organized way and started to convert their traditional kirana shops to mini

super market in order to increase their business.

This transition of the unorganized retail to the organized retail changed the face of retail in

Bangalore and also provided the new market to tap in with the loyalty programme by means of

loyalty cards.

Source: (Sheela, 2010)

The table above shows that discount on prices and offers on purchase of certain variety of

products were found predominantly in the organized outlet.

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CHAPTER IVLoya l t y pr ogr am


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4. Loyalty program:

Definition:

Loyalty program is a program that allows customer to accumulate free rewards/incentives in form

of points or cash back etc. when they make repeat purchases with a firm.

The term customer loyalty program was coined by Neiman Marcus in the retail industry which is

also called InCircle.

Thus, loyalty is a multi dimensional construct and needs to be viewed as an attitude that leads to

relationship with the brand/store, outcome in terms of revealed behavior, relational in terms of

advocacy, word of mouth communication and buying is moderated by the individualscharacteristics, circumstances and /or the purchase situations.

Why we need a loyalty programme?

In the modern era of retailing, when every street side retailer is providing the same goods and

services at almost the same price, there is nothing to choose from. Here come loyalty cards in

handy and stands out to be a great differentiator.

Factors influencing loyalty:

The factors which influence/shape loyalty are:

Satisfaction emanating from prior purchase experience with a retail outlet motivating a

consumer to come to the store again.

Switching barriers, once a consumer signs a loyalty program, if he leaves it, he loses thepoint accumulated on previous purchases made. Thus once a consumer becomes a member

of any loyalty program, switching barriers get created.

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Interpersonal relationships, particularly in the context of a retail store, floor persons,

billing persons in charge and customers interact. If a customer frequently visits the store,

interpersonal relationships develop as shopping of groceries requires frequent visits to the

store. This also helps in strengthening loyalty & creating a switching barrier.

Attractiveness of alternatives, in the context of retail store if there is any new outlet

which is closer than the current store; proximity enhances the attractiveness of it & may

create a barrier to loyalty.

If a retail store comes out with a very special promotion then also temporarily it may become very

attractive to a potential customer & hence may trigger a drift on that purchase occasion. If the

customer has signed in a particular loyalty programme then he would weigh alternatives &

accordingly decide to stay loyal or drift.

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4.1 Evolution of Loyalty Programmes:

It is believed that in mid 1800s, co-operatives pioneered this concept. Literature mentions the

famous Green Shield Stamp a co-operative dividend programme. However, real impetus was

seen in 1990s with technological developments in developed markets. Wide ranging programmes

were in existence from save your till receipts to sophisticated smart cards and complex coalition

programmes involving huge customer base and large number of loyalty partners with greater

diversity of rewards.

Early adoption of loyalty programmes was found in airline sector. Hotels, retail, financial services,

leisure sectors followed suit. FMCG sector also experimented through continuity programmes and

loyalty clubs. It is observed that durable goods manufacturers, many service businesses (like

entertainment businesses-multiplexes, credit card providers) and organized retail outlets have been

using varied loyalty programmes.

In UK, 92%of UK consumers participated in a loyalty program of which 72% were members of 2

or more programs. According to recent studies, there were 150 schemes in operation resulting in

the circulation of more than 40 million cards.

In US, the value of loyalty programs was worth $6 billion in early 2000, and there were 2,250

separate loyalty programs. Recent study found that 90% of Americans actively participate in some

type of loyalty programs. Forrester research study found that 54% of primary US grocery shoppers

belong to 2 or more programs.

Following are the two means for running the loyalty programme:

a) Loyalty cards:

Loyalty cards are the easiest and cheap ways for running the loyalty programme. Its applicationsare most common in retailing. Specially coded credit/debit cards or other special scanner-readable

cards are issued which are swiped at point of sale.

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It is a mechanism for identifying and rewarding loyal customers. They resemble to debit and

credit cards of banks yielding credibility and value. They are durable, cheap and versatile. Card are

of various types: point cards, coalition/multi retailer cards, co-branded cards, store cards etc.

Loyalty card scheme operates by awarding points according to customer spend on each

transaction. These points are used for giving discounts for future/current purchase at store where

earned, Gifts, member-only deals, rebates at some threshold level of spending and /or eligibility to

participate in lucky draw, contests.

b) Rewards:

The rewards attached to a loyalty programme may be categorized into tangible and intangible

rewards. Some of the tangible rewards are personal tangibles like gifts, utilitarian tangibles like

household appliances, and amusement tangibles like music system, video game or economic

rewards like discounts. Intangible rewards may vary in the form of CSR (corporate social

responsibility activities), amusement intangibles like invitation to a music, fashion show, free

packaged tours, information in the form of newsletters, leisure related services like boating, golf,

exclusive preview of new items or ecological activities like preserve wild life, no to plastics

campaign etc.

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4.2 Developing, implementing and controlling an effective loyalty program:

In order to develop, implement and control an effective loyalty program, following steps are

suggested to be pursued:

1. Outline objectives of loyalty program: Objectives should be quantified as far as possible.

2. Develop budget: The top management should agree to apportion budget to undertake the

activities under the program.

3. Determine eligibility for program: Qualification criteria need to be decided upfront so

that it becomes self sustaining and not a drain on bottom line.

4. Select rewards: Careful mix of rewards tangible and intangible, price cut and value added,

experiential and aspirational will ensure involvement of various consumers.

5. Explore partnerships: Explore partnership with others so that costs can be shared.

6. Plan for development, maintenance and possible marketing of database to share its costs.

7. Plan for managing data warehouse & data mining capacity either internally or through

outsourcing.

8. Monitoring: Evaluate success or failure of a program once launched.

9. Take corrective action.

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Fig. Flow chart for developing, implementing and controlling an effecting loyal

15

Outline

objectives

DevelopBudget

Determine

eligibility

Select rewards

Explore

partnership

Maintain

database

Managing data

warehouse

Monitoring

Corrective

action

ty program.


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4.3 LOYALTY CARD: LOCAL AND INTERNATIONAL PLAYERS

4.3.1 INTERNATIONAL SCENARIO:

In the international market, there is a mixed response on the loyalty card scheme. On one side

there are players like Tesco (launched its Clubcard in 1995 and has currently around 15 million

cardholders) and Sainsbury (launched its Reward Card in 1996 and has currently around 18

million cardholders) who are focussing more and more on loyalty card schemes then on the other

side we have ASDA and Safeway who have abandoned their loyalty card schemes.

4.3.2 INDIAN SCENARIO:

Loyalty as a market is still growing in India. There are a certain percentage of sales which can be

set aside from a customer-value-proposition point of view.

Unlike U.K and U.S where this loyalty card programs is on peak. In India it is still in the growth

phase. In India majority of the multi brand retailers and single brand retailers are offering loyalty

card. Recently, in a move Indias biggest retailer Future Group scrapped their old loyalty card

scheme and switched to the Germans most famous Payback Card scheme, where all the data

compilation and calculation is done by the third party which is Payback.

Clients typically spend about one per cent of their retail sales on loyalty/retention programmes.Some part of it goes into managing the programme, while the remaining goes into giving away

reward points to customers. Typically, you would give out 70 per cent towards reward points, and

30 per cent into managing systems, software etc. If you look at the sectors which use loyalty

programmes, be it retail, banking or telecom, these are all organised sectors. So, one per cent of

their retail sales are a pretty big number. In that sense, its a massive market.

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CHAPTER VAbout t he Pr oduct


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5. About the Product:

A)

The giftdedo flash card is the concept initiated inorder to make the whole process of gifting asensible approach towards gifting which is called Sensible gifting. The flash card is a pan India

card where in the owner of the card can access lots of offers on various brands, exciting offers and

discounts, gift vouchers and other value added services.

The card is transferable card and does not have any magnetic strips so no records are kept at this

level but the card bears to unique things which are:

An unique 5 digit number

A validity period on the card.

The card can be shown to the merchant who is onboard and has signed a contract with us and avail

the best offers on Restaurants, Saloon & Spa, Bar & lounge, Dance studios, Fitness studio,

Garments etc.

These giftdedo cards are being sold to the corporates wherein the corporates give these cards to

their employees as part of their contribution to the company. The employee shall visit the website

and check for the offer and on showing the card to that particular merchant, can avail the offer

mentioned on the website.

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Key Benefits of this card:

We have various deals rolling on our website: www.giftdedo.com/bestdeals in best deals

section. Please visit to get updates of new merchants.

Your cardholder can flash privilege card at any of the mentioned store and avail the

discount mentioned at our website.

It helps getting discounts upto 20% to 50 %.

Save yearly on shopping, dining, health & beauty, Travel & many more.

Benefits in more than 300 shops in Mumbai and 50 shops in Bangalore with categorization

of Restaurant & Bar, Hotels, Electronics & Watches, Jewellery, Fashion and Health &

beauty, Fitness , Dance studio etc.

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B)

These are the customized closed user group cards created for one of our clients in Bangalore.

These cards help the merchant to introduce various loyalty programs for its clients. The card has

following unique features:

Atos Worldline will be responsible for the following:

Card Generation & Dispatch

Card Management & Authorization

Card Validation

Loyalty program Management

Loyalty Campaign design and set-up

Terminal Management

Field Services

Settlement & Reconciliation

Reporting & MIS

In addition to this, Atos will also be enabling the facility of loading, reloading, and refund on these

cards. All the cards issued will be sent in inactive state. These customized cards are closed user

loop card and Reserve Bank of India (RBI) does not have any regulations to keep on these kinds of

cards.

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The customized cards are gaining popularity amongst the merchants and help to be in the elite

group by creating brands of them. The concept provides a full proof transactional service for the

retailers or the merchants and helps their business to grow.

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5.1 Program Features:

Giftdedo.com, which is an online portal, launched on 24th January2013, already has a plethora of

big brands like TAJ, Life style, Big Bazaar, Jugheads, Mainland China, Lakme Salon, On Toes,

Rhysetta ,Westside, CCD, COSTA COFFEE, Titan, Reliance Digital, Nike, Baskin and Robins,

Monginis, Esbeda, HomeTown, Tresmode, Yebhi.com,jabong.com ,spas like Placid, Sohum,

Mudd, Empire, Aroma Thai, Megamart, Zaras, The couch, The pub world etc.

Giftdedo is an online platform to run offer-based or discounted reward catalogues to provide

tangible additional value for your channel partners, customers and employees. It uses a built in

secure payment gateway for convenient credit card transactions.

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Ideal for:

Employee benefits, Seasonal offers, Channel/Partner value adds etc.

Advantages:

- Online platform

- Customisable home page

- Quick and easy to deploy

- Secure payment gateway

- Customisable deals and offers

- Branded merchandising

- Customised communication

Given below were the areas assigned to me during the internship:

A) ALL GIFT CARD:

Under all gift card segments, we will list merchant business forfree on giftdedo.com which will

help to increase customer base of his business online.

Due to corporate selling of card, the corporates can view online on the website, merchants gift

vouchers/coupons can be sold into the corporates. On every purchase, merchants have to pay a

mutually agreed commission rate as mentioned in the contract to the company (giftdedo.com).

B) BEST DEALS:

The listing of merchants business on giftdedo.com under best deals for their privilege card and will

flash the deal that they want to offer to the corporate customers. This will definitely help

merchants to increase the customer footfall and increase your revenue generation. The deals that

merchants will be offering can be changed 6 times in a year depending on the time of the year,

occasions or special days.

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The corporate sales team, has distributed the privilege cards on a large scale and they have noticed

a large demand for cafes, lounges, salon and spa and resorts for the employees of these MNC`s

Our corporate clients where giftdedo.comprivilege cards have been distributed are Bharti Axa,

Tata Sky, Club Mahindra etc.

C) MAKE MY CARD/ RETAIL CLOSED USER GROUP:

You can offer loyalty cards, gift cards and prepaid cards for your customers.

Advantages of make my card:

Easy to Implement:

a. Once Merchant is signed into the program, the following items will be provided for the

program

i. A KIT containing 1,000 prepaid Cards or such higher number as may be

required by Merchant (designed as per your branding)

Such cards will be chip cards

ii. A POS device (terminal) designed for accepting the cards

Enabled with a tap reader

iii. Real-time Loyalty Solution will be a part of this bundled packageiv. Report/MIS to track portfolio and manage funds.

Not easily replicable:

a. Since it is technologically linked and has cards and terminals managed (along with

loyalty, MIS) are customized to the requirement of merchant, there will be very high

time to market for competition to roll-out such a program.

Low Cost:

a. Cost will be kept a minimum by making use of a common platform on a shared service

basis and will be on a services model.

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Prominent Branding:

a. The Card will be uniquely designed for merchant with its logo & the face of the card

will be open for designs as provided by merchant.

b. SMS alerts will also be designed to increase customer engagement and will be sent by

the name of merchant (optional cost impact).

Innovative Customer Engagement:

a. Flavor of Loyalty and campaigns will be included (as per the presentation sent earlier).

b. Dynamic campaigns can help Merchant to design promotions based on the transaction

history of your customers. Rewards can be different for different customers, based on

their spending patterns on the card.

Cash Management:

a. With the use of CUG Card, Merchant will have access to funds in advance

b. Easier for front staff because it will reduce cash handling at the counter

c. Convenient for staff (cashier) and employees as they do not have to carry cash and the

troubles of cash (change) are completely eliminated

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5.3 Prepaid Program Workflow:

5.3.1 Enrollment of Merchant:

5.3.1.1 Sales Team will close the deal and have the enrollment form filled by the Merchant.

5.3.1.2 Sales team will collect the funds through cheque/DD upfront along with Enrollment form

from the merchant and will hand over the same to the Finance team.

5.3.1.3 Finance Team will have the cheque cleared or DD deposited. On realization of funds in our

account, they will mark the form as approved and the enrollment/order form will then be

provided to Operation for further processing.

5.3.1.4 If in case Finance team come across any discrepancies (Like Cheque bounce) while

carrying out the checks & clearance process, they will redirect the form along with

Cheque/DD to the Sales team and Sales team will co-ordinate with the merchant on thesame.

5.3.1.5 Once the operation team is in receipt of the form, it will check if the form has been marked

as approved by finance team. If approved, they will proceed with creating the cards and

have them dispatched to the merchant.

5.3.1.6 Atos Ops will create corporate (Merchant) in Front-End which will allow capture of

following:

5.3.1.6.1 Details of the locations, where terminal needs to be set-up.

5.3.1.6.2 Terminal which will have functionalities like

5.3.1.6.2.1 Card Sale (Load)

5.3.1.6.2.2 Reload

5.3.1.6.2.3 Purchase

5.3.1.6.2.4 Refund

5.3.1.6.2.5 Void Transaction

5.3.1.6.2.6 Auto Reversal

5.3.1.7 Physical deployment of the terminal.

5.3.1.8 Cards Dispatch:

5.3.1.8.1 On setting-up the corporate (Merchant) in the system, an order for 2,000 cards will be

automatically generated.

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5.3.1.8.2 Provision will be available with Merchant on the front-end module to reorder more

cards.

5.3.1.8.3 Provision will be available with Atos Call center/ Atos Ops to order cards on behalf of

Merchant.

5.3.1.8.4 Once the orders are placed, VI Ops will process the requests, generate the cards and

dispatch it to the dispatch address. Such cards will be in an inactive mode.

5.3.1.9 Card Activation:

5.3.1.9.1 Once an employee agrees to opt for the prepaid program with merchant.

5.3.1.9.2 The cashier collects the card issuance amount / fee (optional) from the employee and

then conducts a Card Activation transaction on the POS terminal by swiping the card

on the terminal.

5.3.1.9.3 Every card sale is mapped to the inventory ordered by a particular Merchant outlet.

5.3.1.9.4 When the card is swiped for a card sale transaction the card number of the card swiped

is validated against the inventory of that particular Merchant outlet.

5.3.1.9.5 If the card does not belong to the inventory mapped to any of the Merchant outlet, the

transaction is declined and an error message is displayed on the terminal (A Merchant

outlet can only source cards from the allocated inventory lot).

5.3.1.9.6 Inventory Management and tracking will need to be managed based on card sale.

5.3.1.9.7 The cashier gets a form filled from the customer which captures basic details like

customer name, contact number, DOB & address (Merchant can collect more fields as

required and this is optional).

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5.3.1.9.8 This step is undertaken to validate the issued card & get customer data. These forms are

sent to Atos office in physical or electronic format and the same gets updated against

the issued card numbers.

5.3.1.10 Card Load/Reload:

5.3.1.10.1 This step is post the activation step.

5.3.1.10.2 All card load/ reload transactions can be carried out only on an active card.

5.3.1.10.3 The cashier will swipe the card and select load/reload option.

5.3.1.10.4 The cashier will input the load/reload value and submit the request.

5.3.1.10.5 If the transaction is successful, a charge slip will be generated providing the value

loaded/reloaded and the current balance on the card. (Optional: SMS alerts can be sent

to the employee with the valid load/reload amount and total balance available on thecard)

5.3.1.11 Purchase Transaction:

5.3.1.11.1 The customer will hand over the card to the Store clerk to make payment.

5.3.1.11.2 The cashier swipes the card and selects sale option.

5.3.1.11.3 The cashier inputs the payment value and submits the request.

5.3.1.11.4 On successful authorization, a charge slip will be generated providing the sale value

and the current balance on the card. (Optional: SMS will be sent for sale transaction as

well as provide the balance amount on the card).

5.3.1.12 Balance Enquiry:

5.3.1.12.1 The customer will hand over the card to the store clerk for balance enquiry.

5.3.1.12.2 The cashier swipes the card and selects balance enquiry option.

5.3.1.12.3 The cashier inputs the payment value and submits the request.5.3.1.12.4 On successful authorization, a charge slip will be generated providing current balance

on the card. (Optional: SMS)

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5.3.1.13 Call Centre Support:

5.3.1.13.1 Capture card order requests from Merchant.

5.3.1.13.2 To know the transaction/ card order status.

5.3.1.13.3 To know card status.

5.3.1.13.4 Card Cancellation.

5.3.1.14 Promotional Marketing / Loyalty Program (optional):

Atos Worldline has offered to integrate the Real-time Marketing Program platform

along with the prepaid program to add real-time dynamism to enrich the overall value

proposition for their end customer.

Real-time Promotional Marketing Program is described herewith;

5.3.1.15 Real-time Promotional Marketing:

5.3.1.15.1 All CUG cards will automatically be a part of the program.

5.3.1.15.2 The terminal would route the transaction to the real-time server to check / print / award

offers based on parameters (demographic or transaction, in nature) before passing it to

the payment switch.

5.3.1.15.3 This program will help in creating different buckets for CUG customers and treat them

with a different offer.

5.3.1.15.4 This unique ability will create customer delight as customers would tend to receive

unique reward as compared to others.

5.3.1.16 Benefits of the Promotional Marketing:

Helps increasing usage and spends.

Helps run incentive program for employees to spend more on the card in a limited

time frame.

Helps create loyalty towards merchant restaurant.

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The description of the awards are given below for greater understanding

Types of Awards

Instant

Discounts

Configuring varying levels of discounts to customers at POS, based

on parameters at the back-end

These could be either completion of an event or standard

The dynamism helps to offer greater discounts to more profitable

customers

Paper

coupons

This is yet another type of award, where the customer will be given a

paper coupon permitting with a gift for their current or subsequent

visit or a discount for their future visit or a discount / gift to be

redeemed at an alliance merchant partner

This paper coupon can be used to cross-sell, up-sell or undertake

movement across different participating stores

Marketing

Messages

Communication will be printed on their charge-slips to inform

them of their current award as well as information of similar benefits

in subsequent visits

This will complement other forms of marketing to cardholders

5.3.1.17 Enhanced Capabilities:

The core proposition of the Real-time Marketing Program is

With a single payment card swipe / dip / tap,

a. The customer is identified.

b. Linked to a promotion (at the back-end), based on his / her demographicprofile and / or transaction history (purchasing behavior).

c. Instantly delivers the right promotion to the right customer at the right

time (while the customer is making a payment).

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Fig: Flow chart for prepaid program workflow.

30

Enrollment ofmerchant

Card Activation

Card load/Reload

Purchase

Transaction

Balance Enquiry

Call centresupport

Optionalmarketing/loyalty

program

Real timepromotional

marketing


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CHAPTER VIAna l ysis


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6 ANALYSIS:

In this section, different tools such as PEST, SWOT, porters five force theory,

and competitor analysis are used to get insight about the project.

7.1 PEST ANALYSIS:

Political

Liberal government policies.

Minimal interference of reservebank of India (RBI) in closeduser group transactions.

Future legislation expected dueto foreign direct investment(FDI).

Economical

Highly economy driven.

Customer/end-user driven.

Seasonality issues.

International trade and monetary

issues

Social

Consumer buying pattern.

Buying access and trends

Social factors

Advertising and publicity

Brand & Company

Technological

Competing technology

Consumer buying

mechanisms/technology.

Information andcommunications (Social media)

PEST analysis (political, economical, social, and technological) assesses a market, including

competitors, from the standpoint of a particular proposition or a business.

From the above analysis performed, the market is favorable for these loyalty cards and corporate

gifting.

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6.2 SWOT:

SWOT MATRIX

Helpful

to achieving the objectiveHarmful

to achieving the objective

Inte

rnalorigin

(attributesofthesystem)

Strengths

Brand

Technical expertise

Worldwide presence

Economically stable

Good relationships with themerchants

Product features and attributes.

Weaknesses

No previous experience in retailindustry.

Product pricing.

Externalorigin

(attributesoftheenvironment)

Opportunities

Government liberal policies.

Exemption from RBIregulations.

Great market potential.

Threats

Other players in the market such

as giftbig on similar giftingconcept.

Other corporate companies

working on the concept of

corporate gifting but having

different offerings such as

Giftbig, Giftxoxo, Loylty

Rewardz Management Pvt.,

Creative cards and solutions etc.

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6.3 Porters Five Force:

Porters five forces analy

the industry.

7.3.1 Bargaining Power of Sup

The term 'suppliers' comprises all

services.

Supplier bargaining power is like

The market is dominated b

There are no substitutes fo

The switching costs from

In such situations, the buying ind

The relationship to powerful sup

sis can reveal insights about the potential future

liers: Less

sources for inputs that are needed in order to p

y to be less when:

y a many large suppliers.

r the particular input,

ne supplier to another are less,

stry often faces a high pressure on margins fro

liers can potentially reduce strategic options fo

33

attractiveness of

ovide goods or

their suppliers.

the organization.


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7.3.2 Bargaining Power of Customers: High

Similarly, the bargaining power of customers determines how much customers can impose

pressure on margins and volumes.

Customers bargaining power is likely to be high as

The supplying industry comprises a large number of small operators

The supplying industry operates with high fixed costs,

The product is undifferentiated and can be replaces by substitutes,

Switching to an alternative product is relatively simple and is not related to high costs,

Customers have low margins and are price-sensitive,

7.3.3 Threat of New Entrants: High

The competition in an industry will be the higher; the easier it is for other companies to enter this

industry. New entrants could change major determinants of the market environment (e.g. marketshares, prices, customer loyalty) at any time.

The threat of new entries will depend on the extent to which there are barriers to entry. These are

typically

High initial investments and fixed costs,

Brand loyalty of customers

Protected intellectual property like patents, licenses etc,

Scarcity of important resources, e.g. qualified expert staff

Access to raw materials is controlled by existing players,

7.3.4 Threat of Substitutes: High

A threat from substitutes exists if there are alternative products with lower prices of better

performance parameters for the same purpose.

Similarly to the threat of new entrants, the treat of substitutes is determined by factors like

Brand loyalty of customers,

Close customer relationships,

Switching costs for customers,

Relative price for performance of substitutes.

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7.3.5 Competitive Rivalry between Existing Players: Less

This force describes the intensity of competition between existing players (companies) in an

industry.

Competition between existing players is likely to be less when

There are few players of about the same size,

Players have dissimilar strategies.

Barriers for exit are high (e.g. inexpensive equipment).

On analyzing the results, we can say that the attractiveness of this industry is high.

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6.4Competitor Analysis:

FACTORATOS &

GIFTDEDO

GIFTBIG

(QWIKCILVER)ACCENTIV

IMPORTANCE

TO CUSTOMER

Products

Closed usergroup, Flash card,

Gift vouchers ,

corporate selling

of gift vouchers

Customized cards,

Gift vouchers, e-gift

vouchers, Gift

cards, e-gift cards

Customer,Employee and

Channel loyalty

programs.

Best brands with

best deals

Price

CUG is priced

high, Other

offerings are

fairly price

Fairly priced Fairly priced Value for money

Quality Good Good Good Good

Social media Moderate Aggressive Moderate Aggressive

Service Good Good Good Good

Reliability Fair Fair Fair Fair

AdvertisingModerate on

advertisingHigh on advertising

Moderate on

advertising

Moderate on

advertisement

Expertise

Magnetic Strip

based

POS based POS basedSecurity (Magnetic

strips)

CompanyReputation

Good Good Good Good

Location Global India Global Global

Appearance Good packaging Good packaging Good packaging Good packaging

Sales Method

Corporate selling

via electronic as

well as physical

medium

General selling via

electronic medium

Corporate selling

via physical

medium

Selling via both

electronic as well as

physical medium

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CHAPTER VIIGener a l sa l es

st r a t egies


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6 General sales strategies:

The sales strategy employed here helps in establishing plans and strategies to expand the customer

base in Bangalore. While framing strategies in order to expand our customer base, following

elements have been considered:

1. Defining target market:

Knowing this is critical to sales success. In this project, our target market is retail segment

and in particular the Hotels and Restaurants. Prominent Hotels and Restaurants are

considered in entire Bangalore.

A database of the Hotels and Restaurants needs to be developed in order to systematically

approach them and discuss the project with them. The database should have probable

clients who have enough infrastructure and capabilities to satisfy the needs of customers.

We may have to merge two similar target markets in order to have the numbers working in

your favors.

2. Determine our outreach:

Once weve defined our target and created the database, reach out to our networks to see if

we are connected in any way to the person or organization you seek.

This includes direct outreach emailing or calling them and exploring our LinkedIn

contacts or own network.

In this project, we will use following channels to reach our customers:

a) Direct or on-site sales.

b) Cold calling to our potential customers.

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c) Emailing (Direct marketing)

d) Own Network

e) Aggressive promotions on Social media such as Facebook, Pinterest.

f) Presentation/Brochures/Introductory letters.

Prospect, follow up and set up the meeting and then follow up to close deal!

3. Framing questions:

Before going for a sales appointment, a list of questions shall be created which we have to

ask the prospect. This is the time for us to really get to know them, their needs, and their

business practices.

In this project, we can ask following questions such as:

a) When did they start their business?

b) How many hotels and restaurants they have in Bangalore?

c) Do they have any gift vouchers/coupons/cards?

d) If they do not have any existing vouchers, how can you add value to their existing

systems (Best deals & Make your own cards).

e) Talk about Prepaid cards if they want to listen.

4. Competitor Analysis:

Analyze your competitors time to time and keep a close eye on their offerings. Watching

the competitor moves closely, we can update ourselves and prepare ourselves to get

conversions on faster rate.

5. Monitor:

This is one of the most critical aspects of a successful sales strategy. As we move forward

with our plan we must keep track of how well it is working.

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A daily reporting system shall be defined where each of sales guys has to report their

reporting authority. Effective monitoring can be done by asking ourselves these questions:

How did it go?

What worked?

What didnt work?

Did I hit my numbers?

Knowing what works and what doesnt give you the opportunity to tweak your process.

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6.5 Specific sales strategies employed: for identification & in getting closer to the merchants

(Case by Case).

A) The database of the clients who use our EDC terminals helped us to approach the vendor

in more organized and effective way. Sales strategies were designed keeping in mind that

particular customer set.

Sales Strategies: Case A

We approach the merchants by extending our free promotional solution to them in

recognition of their loyalty towards our company.

B) Check for the merchants who are giving offers through internet or physical verification by

visiting the market place. Sales strategies were designed keeping in mind that particular

customer set.

Sales Strategies: Case B

Approach these merchants by offering the free listing of their offer on the website and at

the same time providing the readymade client base for them.

Apart from the above mentioned strategies, contingency strategies were made in order to

convert the merchants supported by below mentioned activities:

Cold calling.

Fixing an appointment/meeting.

Sending business proposal via emails.

Constant and regular follow-ups.

Signing the contact.

Closing the deal.

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CHAPTER VIIICust omer f eedback


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7 Customer Feedback: M

Under this section, the findin

All the data shown below we

offering with the merchant.

Total of 86 merchants data w

8.1 Do you like the produc

Inference: 64 resp

Series1

0

10

20

30

40

50

60

70

No.

ofres

pondents

erchants opinion

gs in terms of the merchant opinion on the prod

re collected during the initial negotiations abou

ere collected to extract information.

& its offerings?

ondents liked the product.

41

yes

64

Liking for the product

ct are discussed.

the product & its

o

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8.2 If you dont li

Inference: Cost a

liked by the respo

Wh

Packagin

Many pla

e the product offering, what can be the probabl

d complexity of the Business model (both 34%

dents.

42

11%

21%

34%

you don't like the product off

Business model is comp

yers on the same functionality Costly

reasons?

) are equally not

34%

rings

lex


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8.3 Why do you think org

Inference: Being abl

0

5

10

15

20

25

30

35

40

S

res

pondents

anising a group gift online offers added value?

to see (tangibility) is considered as the preferr

43

ving of time Freedom to give as

much as working

Being able to se

the gift

Value add in online gifting

d value add

e


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8.4 Encouraging

Inference: Benefit

encouraging aspect

0

5

10

15

20

25

30

Rewardswhich give me

money off

products or

services

Series1 14

respondents

Encouragin

aspects of loyalty scheme for spending

and dedicated customer service are considered

s of loyalty scheme for spending.

44

Offers thatare relevant

to me

Its easy tounderstand

how I earn my

rewards

Earn and usepoints or

rewards with

my payment

or credit card

B

s

a

t

21 6 16

g aspects of loyalty scheme for sp

as the

enefits andedicated

customer

ervice that

e available

members

of loyalty

scheme

29

nding


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CHAPTER IXCONCLUSION


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9.0 CONCLUSION

The entire project was a learning experience. The pre sale of the card required lot of brainstorming

on strategies, formulating strategy as per the size of the retailer.

Target identification is always the key step towards closure of deal. Once, the target is identified,

the MAN (Money, Authority and Need) or the decision maker (Owner) is targeted and approached

through cold calls followed by sending e proposal, business meeting , follow-up and finally

closure of the deal.

Sales strategies were formulated considering the target identified .This systematic approach

towards acquiring merchants (acquiring the financial data) helped in getting best brands along with

best deals on the website which will ultimately boost the sale of card or customization of card.

Merchants were informed about the offering of the product and how the product can help their

business to grow manifolds by meeting and briefing them about the product. The merchant having

chain of centers can be identified as probable.

The greatest advantage in this context, is the loyalty programmes, which are not just points / cash

backs/instant gratification, the customer can get instant gratification in terms of cash which is

highly relevant.

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CHAPTER XRECOMMENDATION


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10.0 RECOMMENDATION

Following are my recommendations which I feel in my opinion can help the whole business to

grow and expand:

1. As most of the working population uses mobile apps, Tab etc. Launching the whole

package in mobile app concept can help in effective communication with target audience.

2. Introduction of e-gift cards which can be delivered instantaneously within 5 minutes can

attract lot of traffic.

3. Option of checking balance of your card online apart from the call centre can help in

allowing customer to spend more time on the website and spend up buying our offerings.

4. Active presence in social media such as face book, You tube etc can boost your social

presence. Customer engagement on social media is very important.

5. Remarketing is very beneficial to connect online. This is a cost efficient method and helps

the visibility of product or services on the online platform.

6. Friend, blend, spend (the open-loyalty economy): the open-loyalty economy enables

customers to exchange currency with trusted friends and businesses. Young tech-savvy

consumers in particular are embracing this technology, leading us into a future in which

points look more like currency.

7. Customers should be engaged or involved continuously throughout their association.

Customer opinion should always be considered at every strategic levels.

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REFERENCES

Ajay. (2012, May 17).Linkedin. Retrieved May 07.06.2013, 2013, from

http://www.linkedin.com/groups/Retail-Revolution-in-India-Loyalty-

4362148.S.116152429: http://www.linkedin.com/groups/Retail-Revolution-in-India-

Loyalty-4362148.S.116152429

Giriprakash, K. (2005, December 24). The Hindu Business line. Retrieved June 12, 2013, from

http://www.thehindubusinessline.in/bline/2005/12/24/stories/2005122400130100.htm:

http://www.thehindubusinessline.in

Hoogenberg, M., & Ruiter, F. (2010). Customer centric loyalty programs as key to High

performance retailing. US: Accenture.

Sheela, A. M. (2010). Impact of the growth of organized food retailing and its impact on

traditional retailers in Bangalore. Bangalore: St. Joseph's college of commerce.

Singh, B. B. (2013, April 27).Loyalty Card Scheme - Are they really loyal . Retrieved 5 May,

2013, from http://www.ideasmakemarket.com/2013/04/loyalty-card-scheme-are-they-

really.html: http://www.ideasmakemarket.com/2013/04/loyalty-card-scheme-are-they-

really.html

Srivastava, chetan, & G, B. (2011).Impact of loyalty program on retailing business in India:

creating long term customer relationships. India: International Academy of Business and

Economics.

Vyas, P. H., & Sinha, P. K. (2008).Loyalty Programmes : Practices, Avenue, Challenges.

Ahmedabad: IIM Ahmedabad.

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LIST OF CONVERTEDMERCHANTS


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Retailer Location

The couch Brigade Road

The pub World MG Road

Alibi the pub Church street

Zaras Spa and Salon Richmond Road

Megamart MG Road

Philips DEFA solutions Richmond Road

Forza MG Road

Guzzlers Inn MG Road

My salon Brigade Road

Empire Castle street

Body Art MG Road

B A Ink Malleshwaram

Fresh n Hot Koramangala

Anda ka Funda Koramangala

Fitness Maniac Koramangala

Cotton design Indira nagar

AanganKoramangala

Vinayaka EnterprisesKoramangala

DelightzKoramangala

Chocolat zoneKoramangala

Dancing ScissorsKoramangala

Car edgeKoramangala

Way 2 HomeKoramangala

Heavens tattooCastle street


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U for fashionKoramangala

Green ChillyzKoramangala

5th ElementIndira nagar

Downtown Indira nagar

Glenands Indira nagar

Fuzzy wozzy Indira nagar

Yashbans boarding kennels Indira nagar

little Italy Koramangala

brain freezer Koramangala

Hyderabad Biryani zoneBTM

Hip Hop India Koramangala

Ayoun Koramangala

Vasthraa Koramangala

Music and metal Koramangala

Bikes and Guzzlers Koramangala

Fashion cottage Koramangala

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