1. 1
D.A.V UNIVERSITY JALANDHAR (Punjab)
2016-2018
PROJECT REPORT
On
TO STUDY THE PERCEPTION OF CUSTOMER TOWARDS
HINDUSTAN TIMES
SUBMITTED IN PARTIAL FULFILMENT FOR THE DEGREE OF
MASTER OF BUSINESS ADMINISTRATION
By
ANISH SHARMA
11605669
MBA 3rd SEMESTER

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ACKNOWLEDGEMENT
First and foremost, I would like to thank the Almighty God for helping me to complete this
project successfully. I would also like to thank HINDUSTAN TIMES for giving me this
opportunity and also for their generous support.
I would like to express my heartfelt gratitude to my guide, Mr. Rajiv Rana (Sales Department
Head) for her tremendous help and encouragement with my project. I would also like to thank
all the circulation department team whom I met during my work, for giving all the required
information. I am highly indebted to them for their invaluable advice and intellectual guidance
throughout my project. During the entire period of the study, they were always available to show
the right direction and advice in spite their heavy and hectic work schedule.
I am highly indebted to all those who offered their tireless support during the course of the
project and grateful to everybody’s contribution and collaboration.
Anish Sharma

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INDEX
Executive Summery 6
CHAPTER 1 : Research Methodology 7-10
Objective of the Study 7
Scope of the Study 7
Managerial Usefulness of the Study 7
Types of Research and Research Design 7
Research Methodology 8
Research Design 10
Sample Size 10
Sample Method 10
Sample Type 10
Limitation of the Study 10
CHAPTER 2 : Introduction 11-17
Introduction to Circulation Department 11
Objectives 12
Products 12
CHAPTER 3 : Company Profile 18-37
History 21
Objectives 23
Mission 23
Vision 24
Organization Chart 24
CHAPTER 4 : Data Analysis 38-48
Detail Analysis 38
CHAPTER 5 : Finding, Conclusions 48-49
Finding 48
Conclusion 49

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CHAPTER 6 : QUESTIONNAIRE & Bibliography 50-53
QUESTIONNAIRE 50
Bibliography 53
TABLE DETAIL
S.No. Table No. Content Page No.
1 1 HT circulation 13
2 4.1 Do you have habit of
reading newspaper
37
3 4.2 Which is your favorite
newspaper
38
4 4.3 How many minutes
you spend to read
newspaper daily
39
5 4.4 Which of the
following points is
your choice
40
6 4.5 online news and news
on mobile phones will
see the decline of
newspapers
41
7 4.6 Do you have a habit
of reading each and
every line in
newspaper
42
8 4.7 Would you like to
read only main
headings
43
9 4.8 Which column you
like the most to read
44
10 4.9 How many times a
year you change your
newspaper
45
11 4.10 Are you using the
same newspaper from
last one year
46

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FIGURE DETAIL.
S.No. Fig No. content Page No.
1 4.1 Do you have habit of
reading newspaper
37
2 4.2 Which is your favorite
newspaper
38
3 4.3 How many minutes
you spend to read
newspaper daily
39
4 4.4 Which of the
following points is
your choice
40
5 4.5 online news and news
on mobile phones will
see the decline of
newspapers
41
6 4.6 Do you have a habit
of reading each and
every line in
newspaper
42
7 4.7 Would you like to
read only main
headings
43
8 4.8 Which column you
like the most to read
44
9 4.9 How many times a
year you change your
newspaper
45
10 4.10 Are you using the
same newspaper from
last one year
46

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EXECUTIVE SUMMARY
Hindustan Times is an Indian English-language daily newspaper founded in 1924
with roots in the Indian independence movement of the period ("Hindustan" being a
historical name for India). The newspaper is owned by Rajya Sabha M.P. Shobhana
Bhartia who was nominated by Congress and hence the newspaper has pro Congress
tone. It is the flagship publication of HT Media. Hindustan Times is one of the
largest newspapers in India, by circulation. According to the Audit Bureau of
Circulations, it has a circulation of 1.16 million copies as of November 2015.The
Indian Readership Survey 2014 revealed that HT is the second most widely read
English newspaper in India after The Times of India. It is popular in North India,
with simultaneous editions from New Delhi, Mumbai, Kolkata, Lucknow, Patna,
Ranchi and Chandigarh. The print location of Jaipur was discontinued from June
2006 and that of Nagpur edition was discontinued from September 1997. HT
launched a youth daily, HT Next, in 2004. The Mumbai edition was launched on 14
July 2005 and the Kolkata edition was launched in early 2000. In The Brand Trust
Report 2012, Hindustan Times was ranked 291st among India's most trusted brands
and subsequently, according to the Brand Trust Report 2013, Hindustan Times was
ranked 434th among India's most trusted brands. In 2014 however, Hindustan Times
was ranked 360th among India's most trusted brands according to the Brand Trust
Report 2014, a study conducted by Trust Research Advisory, a brand analytics
company.[10] Other sister publications of Hindustan Times are Mint (E2nglish
business daily), Hindustan (Hindi Daily), Nandan (monthly children's magazine)
and Kadambani (monthly literary magazine). The media group owns a radio
channel, Fever 104.0 FM, and organises an annual Luxury Conference which has
featured speakers like designer Diane von Fürstenberg, shoemaker Christian
Louboutin, Gucci CEO Robert Polet and Cartier MD Patrick Normand. Hindustan
Times is owned by the KK Birla branch of the Birla family.

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Research Methodology
OBJECTIVE & SCOPE OF STUDY
Objective of the Study
The objective of the project was “to develop strategies to enhance circulation by sales
promotion”
Primary Objective
 To study and understand the concept and process of marketing research
 To understand and get the concept of circulation department
 To get the practical implication of the process involved in any sales promotion
Scope of the Study
The project scope involves the comaparative analysis of major newspaper published from Tricity
and to arrive at certain fundamental conclusions .Strategies are developed to enhance circulation
by sales promotion measures like change in the product design, distribution of papers free of
charge, readership survey with a personal appeal and approach to potential readers.
Managerial Usefulness of the Study
This study helps to understand marketing research basic terminologies & different strategies for
different market situation.
Types of Research and Research Design
 Quantitative Research- Quantitative research generates numerical data or
information that can be converted into numbers. Only measurable data are being gathered
and analyzed in this type of research.

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RESEARCH METHODOLOGY
 A questionnaire was prepared to find the differentiator point in other newspapers so that
we could increase sales.
 As newspaper users are mostly from the employees of corporate offices therefore these
were our target customers.
 Survey has been done out of the company covering a wide cross-section of the industry.
 The question was presented in one to one interview with each of the respondents.
 Responses of the concerned persons had been thoroughly analyzed.
 Conclusions had been arrived at using the response of the concerned persons and not on
questionnaire alone.
MARKET SEGMENTATION
Track On will have market segmentation on three basis:
 Geographical Segmentation
Geographical Segmentation
The geographic target area is
 Chandigarh
 Mohali
 Kharar.
2.3. RESEARCH DESIGN
Research design specifies the methods and procedures for conducting a particular study. A
research design is the arrangement of conditions for collection and analysis of the data in a
manner that aims to combine relevance to their search purpose with economy in procedure.
Research design -:
 Exploratory Research Design

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Exploratory Research Design
Exploratory research, as the name states, intends merely to explore the research questions and
does not intend to offer final and conclusive solutions to existing problems.
Conducted in order to determine the nature of the problem, this type of research is not intended
to provide conclusive evidence, but helps us to have a better understanding of the problem.
When conducting exploratory research, the researcher ought to be willing to change his/her
direction as a result of revelation of new data and new insights.
Exploratory research design does not aim to provide the final and conclusive answers to the
research questions, but merely explores the research topic with varying levels of depth. It has
been noted that “exploratory research is the initial research, which forms the basis of more
conclusive research. It can even help in determining the research design, sampling methodology
and data collection method”. Exploratory research “tends to tackle new problems on which little
or no previous research has been done”. Unstructured interviews is the most popular primary
data collection method with this type of research.
DATA COLLECTION METHOD
 Primary Data: - Primary data means data that are collected by different techniques
like questionnaire, Depth interview, Survey, Schedules etc. In this project, primary data
has been collected by the means of questionnaire.
 Secondary Data: - Secondary data means data that are already available i.e.: they
refer to the data which have already been collected and analyzed by someone else.
Usually published data are available in: Various publications of the central, state/local
governments or foreign governments, technical and trade journals etc. The secondary
data involved in this project has been gathered from the internet.

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SAMPLE DESIGN
A Sample Design is a definite plan for obtaining a sample from a given population. It refers to
the technique to the procedure adopted in selecting items for the sampling designs are as below:
Sample Size
The sample size has been 100. Conclusions had been arrived at using the response of the
questionnaire.
Sampling Method
In this marketing research project, I am using Random sampling
method(a method of selecting a sample (random sample) from a statistical
population in such a way that every possible sample that could beselected has a predetermined pr
obability of being selected).
Sample Type
The area of sampling is Corporate offices in Mohali and Chandigarh
LIMITATION OF THE STUDY
 The sample area and sample size has been limited due to time constraint.
 Respondents are reluctant for their feedbacks & opinions, and authenticity of their
statements can’t be verified too.
 All the observation and recommendation will be made on the feedback obtained from
survey.

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Company Profile
ABOUT MEDIA
A newspaper shall mean any printed periodical work containing public news or comments on
public news. It is the most common non- personal communication channel. It is a type of print
media which has a great influence on both rich and poor people. The main advantage of
newspaper is their flexibility and timeliness. It is a media having good local news coverage it is
broadly accepted and provides high believability Moreover it needs only low cost.
A newspaper dies every morning & a new day comes with a fresh daily. It is a unique feature of
newspaper industry compared to other industries. Newspaper reading have turned out as a habit
of the people. It has an industrial part of men day today life.
Compared with many other developing countries, the Indian press has flourished since
independence and exercise a large degree of independence. British colonialism allowed for the
development of tradition of freedom of the press, and many of India’s great English – language
newspaper and some of the its Indian – language press was begun during the nineteenth century.
As India became independent, ownership of India’s leading English-language newspapers was
transferred from British to Indian business groups, and the fact that most English – language
newspapers have the backing of large business houses has contributed their independence from
the government. IN 1950 there were 214 daily newspapers, with forty- four in English and the
result in Indian languages. By 1990 the number of daily newspapers had grown to 2,856 with
209 in English and 2,647 in indigenous languages. The expansion of literacy and the spread of
consumerism during the 1980s fueled the rapid growth of news weeklies and other periodicals.
By 1993 India had 35,595 newspapers of which 3,805 were dailies and other periodicals.
Although the majority of publications are in indigenous languages, the English – language press,
which has widespread appeal to the expanding middle class, has a wide multi-city circulation
throughout India.
There are four major publishing groups in India, each of which controls national and regional
English – language and vernacular publications. They are The Times of India Group, the Indian
Express Group, The Hindustan Times Group.

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INDUSTRY PROFILE
In the case of Indian media scenario, during the first stage, Indian journalism evolves slowly and
in this period the freedom struggle takes place. The second period saw constant debut on the
freedom of press. The govt. first fixed the price and pages of daily. The third period has a
growing emphasis attained an equal status with other industry and they also depend on
advertisement and other promotional activities to increase their circulation.
The Indian press consists more than 15000 newspapers in 20 different languages with combined
circulation of more than 55 million most the major dailies are membership in Indian Newspaper
Society (INS). Printed dailies came in to existence in 15th and 16th century but they were very
expensive, and had a very small circulation.
As the daily become popular, they provide more and more changes. They began to change
according to the needs to the readers by offering more and varied information and services.
THE PRESS AT PRESENT
The growth of the press in India not limited and the expansion is in terms of number and
circulation. In the case of quality also there has been perceptible change for better. Today the
Indian press utilize almost all latest technologies. Computer controlled translation and type
setting, sophisticated printing, technologies, electronic disk storage , video display terminals etc
have become common features of news paper industry that leads to the growth and development
only a few Indian newspapers maintain production quality and circulation with the best among
the international dailies.

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COMPANY PROFILE
Hindustan Times is an Indian English-language daily newspaper founded in 1924 with
roots in the Indian independence movement of the period ("Hindustan" being a historical name
for India).The newspaper is owned by Rajya Sabha M.P. Shobhana Bhartia who was nominated
by Congress and hence the newspaper has pro Congress tone.
It is the flagship publication of HT Media. Hindustan Times is one of the largest newspapers in
India, by circulation. According to the Audit Bureau of Circulations, it has a circulation of 1.16
million copies as of November 2015.The Indian Readership Survey 2014 revealed that HT is the
second most widely read English newspaper in India after The Times of India. It is popular in
North India, with simultaneous editions from New Delhi, Mumbai, Kolkata, Lucknow, Patna,
Ranchi, Bhopal, and Chandigarh. In The Brand Trust Report 2012, Hindustan Times was ranked
291st among India's most trusted brands and subsequently, according to the Brand Trust Report
2013, Hindustan Times was ranked 434th among India's most trusted brands. In 2014 however,
Hindustan Times was ranked 360th among India's most trusted brands according to the Brand
Trust Report 2014,a study conducted by Trust Research Advisory, a brand analytics company.
Other sister publications of Hindustan Times are Mint (English business daily).Hindustan
Times is owned by the KK Birla branch of the Birla family.

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HISTORY OF HINDUSTAN TIMES
Hindustan Times was founded in 1924 by Sunder Singh Lyallpuri, founder-father of the Akali
movement and the Shiromani Akali Dal in Punjab Province.S Mangal Singh Gill (Tesildar) and
S. Chanchal Singh (Jandiala, Jalandhar) were made in charge of the newspaper. Madan Mohan
Malaviya and Tara Singh were among the members of the Managing Committee. The Managing
Chairman and Chief Patron was Master Sunder Singh Lyallpuri.
K. M. Panikkar was its first editor; Devdas Gandhi (son of Mahatma Gandhi) on the editor's
panel, and later editor.The opening ceremony was performed by Mahatma Gandhi on 26
September 1924. The first issue was published from Naya Bazar, Delhi (now Swami Sharda
Nand Marg). It contained writings and articles from C. F. Andrews, St. Nihal Singh, Maulana
Mohammad Ali, Cattamanchi Ramalinga Reddy, T. L. Vaswani, Ruchi Ram Sahni, Bernard
Haton, Harinder Nath Chattopadhyaya, Dr Saifuddin Kichlu and Rubi Waston etc.
K. M. Panikkar also known as Sadar Panikkar launched the Hindustan Times as a serious
nationalist newspaper. As an Oxonian, historian, and litterateur, Panikkar must have hoped to
make his paper eventually more than an Akali sheet. He became the editor and funds flowed
freely from activist Akali patrons. He exerted himself strenuously, but the paper made very little
headway. In two years Panikkar could not take the print order any higher than 3,000? By then the
Akali movement appeared to lose steam and funds dried up. The paper was saved from an
untimely demise when Pandit Madan Mohan Malaviya stepped in to realize his vision of a
newspaper in Delhi.
Malaviya raised ₹50,000 rupees to acquire the Hindustan Times along with the help of
nationalist leaders Lajpat Rai and M. R. Jayakar and industrialist G. D. Birla, who paid most of
the cash. Birla took full control of the paper in 1933. The paper continues to be owned by the
Birla family.
It has its roots in the Indian independence movement of the first half of the twentieth century and
even faced the noted "Hindustan Times Contempt Case (August–November, 1941)" at Allahabad
High Court.It was edited at times by many important people in India, including Devdas Gandhi,
Sri Mulgaonkar, B.G.Verghese and Khushwant Singh. Sanjoy Narayan was editor in chief of the
paper from August 2008 till July 2016.Recently[when?] the editorial page has seen a major

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makeover and has been named "comment" to bring in more flexibility and somewhat less
seriousness to the page.
HT Mumbai edition
HT Mumbai has an eight-page daily lifestyle supplement (in broadsheet format) called HT Cafe.
It has its education supplement called "HT Education" on Wednesdays. The paper also comes
with a magazine on Sundays called Brunch. The Mumbai edition is managed by Mohit Ahuja, an
alumnus of NMIMS, Bombay. The resident editor in Mumbai is Soumya Bhattacharya.
Ownership
The Delhi-based English daily Hindustan Times is part of the KK Birla group and managed by
Shobhana Bhartia, Rajya Sabha member of Congress party and daughter of the industrialist
Krishna Kumar Birla and granddaughter of Ghanshyam Das Birla. HT Media Limited is a
subsidiary of The Hindustan Times Limited which is a subsidiary of Earthstone Holding (Two)
Limited. The KK Birla group owns a 69 percent stake in HT Media, currently valued at ₹834
crore. When Shobhana Bhartia joined Hindustan Times in 1986, she was the first woman chief
executive of a national newspaper. Shobhana has been nominated as a Rajya Sabha MP from
Congress Party.
Along with Hindustan Times, HT Media owns Desimartini, Fever 104 FM, and Mint newspaper.
Supplements
B'rishu
HT Education
HT Estates
Shine Jobs
HT Livebhopal

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OBJECTIVE & VISION
Its main objectives have always been acting as the eloquent mouth piece of the progressive
forces with clear political vision on national and international issues. Its vision is to make
HINDUSTAN TIMES the largest circulated
VISION
1.To stand at a respectful position in this competitive marathon and also to keep up the pace of
the changing needs of their value readers
2. To win more and more readers to their cause.
MISSION
1. The mission is to create space for the market share of MINT by tapping uncovered market and
by taking bites from competitor’s bit from market share.
2. Getting the benefits of the paper to be known to the market.
3. They endeavor to improve the quality of people’s lives by empowering them through
information entertainment & education daily.

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ORGANIZATION CHART
Secretary CPI (M), State Committee
Printer & publisher Chief Editor
General Manager Resident Editor
Unit Managers
Desk Bureau
Business
Promotion
Manager News Editor Bureau Chief
Circulation
Manager Chief Sub Editor Sub Reporters
Personnel &
Administration Sub Editor Reporters
Manager
Accounts
Manager
Advertising
Manager
Marketing
Manager
Assistant Marketing
Manager
Senior Executives
Executives

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DIFFERENT DEPARTMENTS
There are six departments in the company apart from the editorial department.
They are:
1. Circulation department
2. Personal & Administration department
3. Marketing department
4. Advertising department
5. Brand promotion department
CIRCULATION DEPARTMENT
Section head
Circulation Department is regulated as central department in a newspaper industry since it is
confined with the responsibility of circulation of daily and publications. It is the most crucial
department that decides the future growth of the company. It is this department that acts as a
catalyst to increase readership. It has to coordinate the efforts of the staff to achieve the set
target. It also has the charge of circulation of bureau office in taluks and sub offices in the
districts were there is no unit.
These departments collect the market feed back and take remedial steps to boost the
circulation. This department monitors the work of the agents and find out the area where the
circulations is weak or less and take corrective steps to improve circulation by giving needful
support to the agents. It should ensure that the required number of daily and publications are
Circulation Manager
Asst. Circulation Manager

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supplied to the agent at the right time and right place. It also makes the follow up of the
collection from the agents and ensures that the agent makes their payment promptly. It also has
the duty to redress the grievances from the customers and agents regarding the circulation of the
daily and publications. It also makes market research prepares statistical reports to monitor the
current position of their circulations. It also undertakes promotional activities.
Duties and Responsibilities
1 In to the co-ordinate the efforts of office staff and field staffs.
2 To undertake the circulation of daily and publications.
3 To make the follow up of the collections from the agents and customers.
4 To maintain and increase the circulation.
5 To achieve the target set by the company.
6 To undertake the promotional activity.
7 To provide required help to the agents where circulation is weak or less and takes
remedial steps to improve circulation.
8 To appoint agents according to the geographical area.
9 To carry on market researches timely and prepare statistical reports for management
decision making.
10 To prepare performance appraisal of the subordinates.

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11 PERSONNEL & ADMINISTRATION DEPARTMENT
Personnel & Administration Manager
Asst.Personnel & Administration Manager
Section Head
Personnel and administration department plays a major role in every organization. The
successful running of an organization mainly depends upon the efficiency and effectiveness of
the department to provide and delegate quality manpower. Personnel and Administration
department performs a lot of functions.
The main functions of the Personnel and Administration Department are:
1 To identify the manpower requirements and make recruitments accordingly
2 To provide effective training to the recruited staffs.
3 To carry on periodical analysis of the performance of the employees.
4 To ensure that promotions are provided according to the performance reports.
5 To maintain good and harmonious relationship between the management and the employees.
6 To handle the grievances of the employees.

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HR Department
In the modern era of liberalization the employees of an organization plays a vital role in
the organizations existences. Now the new management experts consider Human Resource is the
most critical resource which leads the company to success.Unit manager controls and co-
ordinates all the activities of production, administration printing etc. Recruitment and selection is
done through written test / practical test and descriptive type. Two year training programme is
compulsory for all the selecting candidates irrespective of their position.
The parties deciding by management give training to the candidates. Promotion depends
upon the performance. Regular reading, class conducted by expert offers carrier planning for
future. Insurance (accident /medical), canteen, night shift allowance, gratuity are the welfare
benefit in HT.
HR Function
Human Resources are the most important factor in an organization. It provides adequate
supply proper quantity and quality as well as effective utilization of human resources. The HR
functions of HINDUSTAN TIMES are of the following:
1. Recruitment & Selection
When a vacancy arises an advertisement is published the newspaper. Applications are
invited and are called for a written test and a direct preliminary interview. Thereafter candidates
who are short-listed after the preliminary interview are called for a final round interview and
appropriate candidate are selected and posted as probationary officer for 2 years. Sometimes
direct recruitment is done from the department’s existing data bank.
After appointing as probationary officer it is the duty of the personnel and administration
department to provide training to the staff. In HINDUSTAN TIMES the method of training
adopted is on the job training. This enables to have a thorough knowledge about the job and
work environment.
These training enable the employees to be more focused about various aspects like self-
motivation, self-confidence and leadership qualities. It is the responsibility of P&A department
to identify the strength and weakness of the employees and provide training accordingly and
enable to suit for the respective job. The department also provides training to the existing

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employees to the changing work environment and to be rehabilitated to the new surroundings
and get them introduced to the practices, policies and purpose of the concern.
The department also makes the performance appraisal of the staff. Each department heads
are required to prepare a performance report of the employee and submit it to the P&A
department. The P&A department after studying the report provide rewards and promotions to
the eligible employee.
2. Training and development
Training is an organized procedure for increasing the knowledge and skill of people for a
specific purpose. The trainees acquire new skill of people for a specific purpose. The trainees
acquire new skill, technical knowledge, problem-solving ability etc. it also gives an awareness
of the notes and procedures to guide their behaviour. Training improves the performance of
employees on present jobs and prepares them for taking up new assignments in future.
In HINDUSTAN TIMES there are two year training programme is compulsory for all the
selecting candidates irrespective of their position. The parties deciding by management give
training to the candidates. These types of training programme help to widen the knowledge of
an employee. There are 98% of employees are satisfied with the training programmes provided
by the management, but 2 % of employees are not satisfied with the training programmes.
3. Manpower Planning
“Manpower planning is the strategy for the acquisition, utilization, improvement and
preservation of an organization’s human resources. It is aimed at coordinating the requirements
for and the availability of different types of employees”. It is the process of determining
manpower requirements. In HINDUSTAN TIMES manpower planning helps in utilization of
manpower sources like working environment, suitable performance appraisal etc.
4. Promotion
Promotion creates a feeling of discipline and respect for senior persons. It recognizes the
right of senior persons for promotions. The employees can know the future prospects of their job.
This system creates more peace in the organization because such promotions will be acceptable
to all. This is the cheapest system of recruitment. The existing manpower can be used to an
optimum level by giving them training and preparing for higher jobs. This system is very simple
to operate. In HINDUSTAN TIMES, promotion decisions are based on the efficiency and
performance of an employee. In 82% of employees agreed with the promotion decisions, but

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18% of employees did not agree with promotion decisions.
5. Welfare Policy and Measure
The company provides various types of health, wealth and safety. It provides insurance
(accident / medical ) canteen, night shift allowance, drinking water, facilities, houses, incentives,
remuneration etc. 86% of employees are satisfied with the welfare programmes provided in the
organization, but 14% of employees are not satisfied with the existing welfare programmes.
6. Performance appraisal
It is an established fact that people differ in their abilities and attitudes. The eraluction of
their performance is the most significant tool of an organization. This helps in assigning work
according to ability and capacity spotting people for higher responsibility jobs and recogning
training and developmental needs. In HINDUSTAN TIMES systematic evaluation of employees
with respect to their performance.
7. Placement
It makes assigning suitable jobs of selected candidates so as to match employees
qualifications with job requirements. In Hindustan times the parties deciding by management
give placement to the candidates.
8. Job Satisfaction
Job satisfaction is a pleaxrable or positive emotional state resulting from the apparel of
one’s job or job experience. In Hindustan times the job satisfaction Policies are.
1 The organization always makes sure that employees enjoy their work.
2 Co – operativeness between colleagues.
3 Equipment provided in the organization are sufficient to more productive.
4 Job station facilities employees’ development.
5 Communication between co-workers.
6 Team spint in high order.
7 Senior manages helping mentality.
8 Shift based work.
9 Present working conditions.
9. Carrier planning and development

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It involves planning the carrier of employees and implementing carrier plans so as to
fulfill the career aspiration of people. In Hindustan times regular needing class conducted by
expert offers career planning for future.
10. Compensation function
It refers to providing equitable and fair remuneration to employees for their contribution
to the attainment of organizational objectives. In Hindustan times they provides various
compensation like, bonus, wage and salary administration, job station, gratuity, incentives etc.
MARKETING DEPARTMENT
Space Marketing (Structure)
Senior Marketing Manager
Marketing Manager
Assistant Marketing Manager
Marketing Executives
NEWSPAPER MARKETING (Structure )
Circulation Manager
Assistant Circulation Manager
Senior Organizer
Organizer

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In Hindustan times the marketing as in two aspects. They Are space selling & Newspaper
marketing (Circulation) space marketing as done through accredited & non accredited
advertisement two different marketing aspects are shown above, Space marketing as done
marketing under marketing managers. But news paper marketing as under circulation manager
takes all the initiatives to get maximum advertisements. Through all the sources with the help of
business promotion department (Circulation department) Circulation manager identifies defects
and cleans the complaint of agent’s Assistant circulation manager, senior clerks and organizers
help him in these functions.
In India audit Bandeau of circulation (ABC) & National Readership studies council are the
authorized agencies and they give certificates after verification. There are different schemes for
the newspaper.There is a good relationship, mutual understanding and cooperation among
different departments. The communication system as direct approach, telephone-mail, Fax etc. in
space selling the payment method is cheque, DD and by cash for accredited agencies settlement
should be before due date, for non-accredited agencies 3 months credit policies are allowed. But
in news paper selling agents should remit month deposit and monthly billing system as done. 1
month credit policy as followed by them also. G.M., unit managers & Marketing managers in
each centre meet every month and they decide the various marketing activities.

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ADVERTISING DEPARTMENT
Advertising Manager
Asst. Advertising
Manager
The word advertising means turns to turn the people towards it. It means advertisements turn the
valuable attention of the consumers towards the product. Advertising is a communicative method
of informing mass or selective audiences about the product or service.
The activities of the advertising department include the placing and scheduling of the
advertisements. The advertising manager decides the place where a particular advertisement
should come and he also decides when to come.
On Festival seasons the advertisement rates will be different.
Executives

27. 27
BRAND PROMOTION DEPARTMENT
Brand Promotion Manager
Section Heads
Senior Executives
Executives
Retainers all over India
Activities of the Brand Promotion Departments are:
1 Interaction with major clients and media.
2 Rate negotiations with various agencies.
3 Designing advertisement tariff and contacting their major clients.

28. 28
PRODUCTION DEPARTMENT
Editorial Marketing Section
DTP
Layout
Plate Marketing
Printing
Bundling & Despatching
Distribution
News Collection/ Advertisement material collection
Compassing of news/ Advertisements design
Pre-press
Pagination/ Page layout
Printing
Bundling, dispatching & distribution
Advertisement Section

29. 29
Production depends upon the request from agents as per requirements. Production
planning as done through computers, daily needs/ demands. Assembled computers & scanners,
Plate making machines &Printing machine are the various machines used for production
Inventories are news print orders Normal wastage is 4-5%. They may be damaged copies, low
quality products etc. Maintenance system as efficient Daily checking, daily maintenance etc are
done. Throughout monitoring tailspin avoiding defects and there by quality defects done at the
time of Production. There are no returned goods in news paper selling.
EDITORIAL DEPARTMENT
The editorial department is considered to be the nucleus of all the newspaper industry.
The department plays a vital important role in every activity from gathering the news from all
part till it is composed and printed. A various group of officials work together for the above
function, the copy desk handles the general news and a local desk to handle the local news.
The news is gathered from sources like PTI, UTI, from bureau office outside the state and
from abroad. There are also agents, part-time reporters, and part-time correspondents etc to
provide various news.
The day’s work starts with a meeting conducted by the deputy chief editor with the sub
editors and the chief reporters to formulate a précis of the work. The news is collected through
the proper channel and ensures its truth ness before it is accepted. Different sub-editors are in
charge of different pages. The news are forwarded to the respective sub-editors from the news
desks for editing and is paginated according to the importance of the news and space and send
for composing and proof reading. The sub-editors read the module thoroughly and check the
headlines, caption and pictures and make corrections if required and send for printing at the
scheduled time. The scheduled time for first page is 8 pm. For all other pages common time is
between 7-10 pm. And should be made available before 11 pm for printing.

30. 30
INDUSTRIAL RELATION IN HINDUSTAN TIMES
Industrial relation is the collective relationship between union and employee which grows out of
employment. The subject of industrial relation includes.
1. Individual relation and joint consultation between employers and workers at work place.
2. Collective relation between employers and their organizations and the trade unions
3. The part played by the state in regularly the relations.
In HT, industrial relation is an outcome of employment relationship in an industrial enterprise is
professional and realistic. The rule-making by employer-employees trade unions of HT is within
the statutory frame work so that uninterrupted production take place. The method of adjustment
and co-operation is perfect within the work place.
The organization always makes sure that employees enjoy their work. The management
provides good incentive system. Team spirit is high in HT. The employer-employee relationship
is very effective in HT. The communication between co-workers is very effective and efficient.
The employees are justified with the recreational facility. Absenteeism is less in HT because the
employees are satisfied with the leave procedures.

31. 31
INTRODUCTION
INTRODUCTION ABOUT CIRCULATION
Hindustan Times (HT) is one the leading newspapers in India. It is distributed widely across the
country with numerous readers. The daily has been published and well received in many regional
parts of indianite and is one of the most circulated newspapers in India. It is because of the
authenticity of the news. It is one of the market toppers in north India. The newspaper has been
working since the Indian independence movement. Hindustan Times has reached nook and
corner of India. Leadership through quality and innovation is the main success element of the
Hindustan Times Limited. The paper has editions from New Delhi, Mumbai, Lucknow and
Kolkata. It is also printed from Bhopal, Jaipur and Ranchi. HT has also come up with India's first
youth daily called as HT Next. However, the print location of Jaipur HT was discontinued with
unknown reasons. Recently HT has launched a national business newspaper called Mint. Over
seven decades the organization has been a major force in the print media .The Hindustan Times
Ltd. plans to consolidate itself as a vibrant and modern media powerhouse through strategic
partnerships, ever-increasing scope of operations and a consumer focused approach.
Circulation is another major division of the business office and is usually headed by a major
executive, the circulation manager, since the newspaper ultimately stands or falls on the basis of
the number of steady readers that can be enrolled.
The circulation manager may have any or all of the following subdivisions under his supervision:
(i) City Circulation:
It involves the maintenance of circulation records for the city of publication; the recruitment,
supervision and reimbursement of carrier boys; the: supervision of district men who oversee
circulation by subdivisions of the city, taking responsibility for moving papers to the news-
stands, relations with news-stand operators, etc.
(ii) Area Circulation:
Responsibilities here include getting papers destined for the surrounding area into the mail and
operation of a fleet of tempos/taxis to carry the papers into surrounding areas where mail service
is not rapid enough.

32. 32
The circulation manager is also in charge of moving the papers into the appropriate distribution
channels as they move into the mailing room from the press room.
(iii) Sales Promotion:
It involves the direction of an office staff to keep records, notifying subscribers when their
subscriptions need renewing, the handling of complaints, new subscriptions and renewals over
the counter, by mail, etc.
Promotion is essentially the "public relations" department of the newspaper. Where a separate
promotion department exists, it usually is responsible for initiating promotion policies, subject to
the approval of the publisher, and usually coordinates the promotional activities of other
departments.
OBJECTIVES
1. To study about the Sales Department.
2. To find out various functions in the Sales Department.
3. To understand about the organization structure.
4. To find out the functions of circulation departments in the organization.
5. To compare the current marketing strategies and the long term marketing
strategies with previous years.
PRODUCTS
HT PACE, an initiative launched by Hindustan Times to induce reading among the youth, has
gone online. The website, according to Annaporna Singh, general manager - education, HT
Media Limited, adds a new dimension to classroom learning. "It integrates the daily newspaper
with high-tech avenues of learning providing students, educators, parents and the community
instant access to all the initiatives of PACE," she says.
Launched in 1998, PACE or Partnerships for Action in Education has a detailed programme to
initiate youngsters into the habit of reading. The website is a repository of information on PACE
and its activities, and through it the company is hopeful of reaching a large number of people in
the country.

33. 33
HT MINT
Mint is an Indian daily business newspaper published by HT Media, a Delhi-based media group
which also publishes Hindustan Times.It mostly targets readers who are business executives and
policy makers. It is India's first newspaper to be published in the Berliner
format. Mint exclusively carries WSJ branded editorial content in its pages by virtue of the
content sharing partnership between HT Media and Newscorp, which owns the Journal.

34. 34
HT BRUNCH
Hindustan Times’ supplements, HT City and Brunch, continued to gain popularity among
readers during the year. Research shows that about 75 percent of all Hindustan Times readers
read HT City, which offers them the best in Entertainment, City & Campus, Art & Lifestyle. As
part of its special focus on City & Campus, a special series on Women Safety called ‘Safe in the
City’ was launched in the wake of the tragic December 16 incident. Other initiatives included
Campus Calling, Fresh on Campus and Youth Nexus, which focused on the new session of Delhi
University. Brunch, HT’s weekly Sunday magazine, is the largest read English lifestyle
magazine in India with a weighted average per week circulation of 1.1 Million.
Table No:-1- HT circulation.
Hindustan Times - circulation
News paper City of Publication Area Covered
State City/District
Hindustan
Times
Bhopal Madhya Pradesh Bhopal
Chandigarh Chandigarh Chandigarh
Delhi Chhattisgarh Bilaspur
Durg
Raipur
Delhi Delhi
Haryana Ambala
Bhiwani
Bhiwani
Faridabad
Gurgaon
Hisar
Jhajjar
Jind
Kaithal
Karnal
Kurukshetra
Panchkula
Panipat

35. 35
Rewari
Rohtak
Sonipat
Yamunanagar
Himachal Pradesh Hamirpur
Kangra
Mandi
Shimla
Sirmaur
Solan
Una
Jammu & Kashmir Jammu
Madhya Pradesh Bhopal
Dewas
Gwalior
Hoshangabad
Indore
Jabalpur
Sagar
Ujjain
Vidisha
Maharashtra Mumbai
Nagpur
Punjab Amritsar
Bathinda
Faridkot
Fatehgarh Sahib
Gurdaspur
Hoshiarpur
Jalandhar
Kapurthala
Ludhiana
Mansa
Moga
Muktsar
Patiala
Rupnagar

36. 36
Sangrur
Rajasthan Ajmer
Alwar
Bikaner
Jaipur
Jodhpur
Kota
Uttar Pradesh Agra
Aligarh
Bareilly
Bulandshahr
Ghaziabad
Jhansi
Kanpur
Lucknow
Mathura
Meerut
Moradabad
Muzaffarnagar
Rampur
Saharanpur
Uttaranchal Dehradun
Hardwar
Nainital
Jaipur Rajasthan Jaipur
Kolkata West Bengal Kolkata
Lucknow Uttar Pradesh Allahabad
Gorakhpur
Kanpur
Lucknow
Rae Bareli
Varanasi
Mumbai Maharashtra Mumbai
Patna Bihar Begusarai
Bhagalpur
Bhojpur
Darbhanga

37. 37
Gaya
Munger
Muzaffarpur
Pashchim Champaran
Patna
Purba Champaran
Purnia
Saran
Vaishali
Ranchi Jharkhand Bokaro
Dhanbad
Hazaribagh
Palamu
Purbi Singhbhum
Ranchi
Orissa Sundargarh

38. 38
Data Analysis
Q1.Do you have habit of reading newspaper?
Table No:-4.1- Do you have habit of reading newspaper
GENDER
MALE M% FEMALE F% TOTAL
YES 30 60 40 80 70
NO 20 40 10 20 30
TOTAL 50 50 100
Fig.No:-4.1- Do you have habit of reading newspaper
ANALYSIS:
60
40
80
20
0
10
20
30
40
50
60
70
80
90
YES NO
Male
Female

39. 39
It can be observed that 70% of the samples agreed that they have habit of reading newspaper.
With that I can conclude that there are more than 70% people who read newspaper daily
Q2. Which is your favorite newspaper?
Table No:-4.2- Which is your favorite newspaper
Fig No:-4.2- Which is your favorite newspaper
NO. OF
PEOPLE
P%
HINDUSTAN
TIMES
25 25%
TIMES OF
INDIA
30 30%
TRIBUNE 15 15%
THE HINDU 20 20%
OTHERS 10 10%
TOTAL 100 100%

40. 40
ANALYSIS:
It can be observed that out of 100 samples there are only 25% people who are user of HT
newspaper.Most of the user like to read the times of india..
Q3.How many minutes you spend to read newspaper daily?
Table No:-4.3- How many minutes you spend to read newspaper daily
Fig No:-4.3- How many minutes you spend to read newspaper daily
25%
30%
15%
20%
10%
HINDUSTAN
TIMES
TIMES OF
INDIA
TRIBUNE THE HINDU OTHERS
P%
P%
NO. OF PEOPLE P%
10-20 MIN 40 40%
20-30 MIN 30 30%
30-40 MIN 20 20%
MORE THAN 40 MIN 10 10%
TOTAL 100

41. 41
ANALYSIS:
It can be observed that out of 100 readers there are only 10% readers those spend their time
more than 40 min while reading newspaper. And there are 40% who spend about 10 min while
reading newspaper.
Q4.Which of the following points is your choice?
Table No:-4.4- Which of the following points is your choice
NO. OF PEOPLE P%
CONTENT 10 10
ADVERTISMENT 12 12
EXCLUSIVE NEWS
COVERAGE
45 45
ENTERTAINMENT
LEAFLETS
33 33
TOTAL 100
Fig No:-4.4- Which of the following points is your choice
40
30
20
10
0
5
10
15
20
25
30
35
40
45
10-20 MIN 20-30 MIN 30-40 MIN MORE THAN 40
P%
P%

42. 42
ANALYSIS:
Out of 100 people there are 45% of people who choose to reda exclusive news coverage,while
there are only 10% of people who focuses on content.Remaining 55% of the people read
advertisement and entertainment leaflets.
Q5.Do you think that availability of online news and news on mobile phones will see the
decline of newspapers?
Table No:-4.5- online news and news on mobile phones will see the decline of newspapers?
NO OF PEOPLE P%
YES 63 63
NO 37 37
TOTAL 100
Fig No:-4.5- online news and news on mobile phones will see the decline of newspapers?
10
12
45
33
0
5
10
15
20
25
30
35
40
45
50
Content Advertisement Exclusive news
coverage
Entertainment
leaflets
No of people
No of people

43. 43
ANALYSIS:
Out of total no. of people surveyed 63% agree that only news and news on mobile phones has
decline the newspapers.while remaining 37% denies.
Q6.Do you have a habit of reading each and every line in newspaper?
Table No:-4.-6 Do you have a habit of reading each and every line in newspaper?
NO. OF PEOPLE P%
YES 43 43%
NO 28 28%
SOMETIMES 29 29%
TOTAL 100
Fig No:-4.6- Do you have a habit of reading each and every line in newspaper
63
37
0
10
20
30
40
50
60
70
YES NO
P%
P%

44. 44
ANALYSIS:
It has been observed that 43% of the people has habit of reading lines in the newspaper,29% of
people read sometimes read each and every line n the newspaper and remaining 28% never read
each and every line in the newspaper.
Q7.Would you like to read only main headings?
Table No:-4.7- Would you like to read only main headings
NO. OF PEOPLE P%
YES 53 53%
NO 27 27%
SOMETIMES 20 20%
Fig No:-4.7- Would you like to read only main headings
43
28
29
0
5
10
15
20
25
30
35
40
45
50
YES NO SOMETIMES
P%
P%

45. 45
ANALYSIS:
It is found that 53% people like to read only main headings,20% of the eople sometimes read
only min headings and remaining 27% does not like to read main headings.
Q8. Which column you like the most to read?
Table No:-4.8- Which column you like the most to read?
NO. OF
PEOPLE
P%
SPORTS 24 24%
POLITICS 26 26%
FASHION 31 31%
ANY
OTHER
19 19%
TOTAL 100
FigNo:-4.8- Which column you like the most to read?
53
27
20
0
10
20
30
40
50
60
YES NO SOMETIMES
P%
P%

46. 46
ANALYSIS:
It has been observed that 31% of the people likes to read fashion page,26% of people reads
politics,24% of the people reads sports, remaining 90% reads other columns.
Q9. How many times a year you change your newspaper?
Table No:-4.9- How many times a year you change your newspaper?
Fig No:-4.9- How many times a year you change your newspaper?
24
26
31
19
0
5
10
15
20
25
30
35
SPORTS POLITICS FASHION ANY OTHER
NO. OF PEOPLE
NO. OF PEOPLE
NO. OF PEOPLE P%
NO CHANGE 9 9%
1 TIMES 17 17%
2 TIMES 20 20%
3 TIMES 14 14%
UNCOUNTABLE 27 27%
NOT EXACTLY 13 13%
TOTAL 100

47. 47
ANALYSIS:
It has analyzed that out of 100 there are only 27% who does not change the newspaper,17% of
people change once year,20% of the people changes news year twice,14% changes thrice,9% are
uncountable,13% of the people not exactly change the newspaper.
Q10. Are you using the same newspaper from last one year?
Table No:-4.10- Are you using the same newspaper from last one year?
NO. OF PEOPLE P%
YES 72 72%
NO 28 28%
TOTAL 100
Fig No:-4.10- Are you using the same newspaper from last one year?
9
17
20
14
27
13
0
5
10
15
20
25
30
NO CHANGE 1 TIMES 2 TIMES 3 TIMES UNCOUNTABLE NOT EXACTLY
P%
P%

48. 48
ANALYSIS:
It has been observed 72% of the people using the same newspaper from last one year and 28%
of the people are not using the same newspaper from last one year
72
28
0
10
20
30
40
50
60
70
80
YES NO
P%
P%

49. 49
Findings and Conclusion
From the Analysis of the results and based on the objectives of the study the
Following findings can be ascertained:
1) It can be observed that 70% of the samples agreed that they have habit of reading newspaper.
With that I can conclude that there are more than 70% people who read newspaper daily.
2) It can be observed that out of 100 samples there are only 25% people who are user of HT
newspaper. Most of the user like to read the times of India..
3) It can be observed that out of 100 readers there are only 10% readers those spend their time
more than 40 min while reading newspaper. And there are 40% who spend about 10 min while
reading newspaper.
4) Out of 100 people there are 45% of people who choose to read exclusive news coverage,
while there are only 10% of people who focuses on content. Remaining 55% of the people read
advertisement and entertainment leaflets.
5) Out of total no. of people surveyed 63% agree that only news and news on mobile phones has
decline the newspapers .while remaining 37% denies.
6) It has been observed that 43% of the people has habit of reading lines in the newspaper,29%
of people read sometimes read each and every line in the newspaper and remaining 28% never
read each and every line in the newspaper.
7) It is found that 53% people like to read only main headings,20% of the people sometimes
read only min headings and remaining 27% does not like to read main headings.
8) It has been observed that 31% of the people likes to read fashion page,26% of people reads
politics,24% of the people reads sports, remaining 90% reads other columns.
9) It has analyzed that out of 100 there are only 27% who does not change the newspaper,17% of
people change once year,20% of the people changes news year twice,14% changes thrice,9% are
uncountable,13% of the people not exactly change the newspaper.
10) It has been observed 72% of the people using the same newspaper from last one year and

50. 50
28% of the people are not using the same newspaper from last one year.
CONCLUSION AND SUGGESTIONS
From the market research made regarding the newspaper conclusions can be made as follows
1. The add edit ratio made of HT with respect to its rivals was made. HT contains more adds on
local supplement as compared to the TOI which contains more no. of adds on the main book.
2. The news content of non-Chandigarh new in Chandigarh column was analyzed and the
reasons behind it.
3. Ads by Times Of India were found more as compared to The Tribune and HT which help
them in cutting the cost.
4. Everyday newspaper content of HT was found better as compared to TOI and The Tribune 5.
Headlines were found satisfactorily well as compared to the rivals.
6 To attract the advertisements, the various programs like citizen reporter, buzzphoria can help
out like that in TOI.
7. Entertainment column can be focused on so that it can be more reader friendly.
8. Panel was recruited to get the suggestive measures so as to work upon the problems in growth
and to improve the circulation of the newspaper in the tricity.

51. 51
Appendix and Bibliography
Website
http://www.htmedia.in

http://www.hindustantimes.com

Reference Books
 Marketing Management, Philip Kotler 14th Edition
 Research Methodology, C. R. Kothari Second Edition
 Strategic Marketing Management, Richard M. S. Wilson, 3rd Edition

52. 52
QUESTIONNAIRE
NAME OF RESPONDENT:
AGE OF RESPONDENT:
CONTACT NO. :
EMAIL ADDRESS:
NAME OF SUBSCRIBED NEWSPAPER:
The following are the questions based on newspaper market research. Please
answer all the questions.
Q1.Do you have habit of reading newspaper?
a) Yes
b) No
c) Sometimes
Q2. Which is your favorite newspaper?
a) Hindustan Times b) Times of India c) Tribune d) The Hindu
Q3.How many minutes you spend to read newspaper daily?
a) 10-20 minutes
b) 20-30 minutes
c) 30-40 minutes
d) More than 40 minutes
Q4.Which of the following points is your choice?
a) Content
b) Advertisement
c) Exclusive news coverage
d) Entertainment leaflets

53. 53
Q5.Do you think that availability of online news and news on mobile phones will see the
decline of newspapers?
a) Yes
b) No
Q6.Do you have a habit of reading each and every line in newspaper?
a) Yes
b) No
c) Sometimes
.
Q7.Would you like to read only main headings?
a) Yes
b) No
c) Sometimes
Q8. Which column you like the most to read?
a) Sports
b) Politics
c) Fashion
d) Any other
Q9. How many times a year you change your newspaper?
a) No change
b) 1 times
c) 2 times
d) 3 times
e) Uncountable
f) Not exactly

54. 54
Q10. Are you using the same newspaper from last one year?
a) Yes
b) No