SUMMER INTERNSHIP PROJECT REPORT
“Sales & Business Development of Educational Products
at Q-in-1”
Submitted in partial satisfaction of prerequisite of Post-Graduation
Diploma in Management
Under Supervision of:
Prof. Rajesh Sharma (Faculty Mentor)
Miss Aarti Gupta (Industry Mentor)
Submitted by:
Kumar Rishikesh
JN180074
PGDM (C) 2018-20
Jaipuria Institute of Management
A-32, Sector 62
Noida- 201309
Aug 2019
Page | 1
SUMMER INTERNSHIP PROJECT REPORT
“Sales & Business Development of Educational Products
at Q-in-1”
Submitted in partial satisfaction of prerequisite of Post-Graduation
Diploma in Management
Under Supervision of:
Prof. Rajesh Sharma (Faculty Mentor)
Miss Aarti Gupta (Industry Mentor)
Submitted by:
Kumar Rishikesh
JN180074
PGDM (C) 2018-20
Jaipuria Institute of Management
A-32, Sector 62
Noida- 201309
Aug 2019
Page | 2
DECLARATION
I, Kumar Rishikesh by this means state that the Summer Internship Project report with having
title “Sales & Business Development of Educational Products for Educational Products at Q-in-1”
is submitted by me in the partial fulfilment of the requirement for the award of Post Graduate
Diploma in Management is my original work and that it has not been previously formed on the
basis for the award of any other degree, diploma fellowship or any other similar website.
Date: (Signature of the Student)
Kumar Rishikesh
JN180074
PGDM (C)
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ACKNOWLEDGEMENT
A successful project can never be prepared by the singular effort of the person to whom the project
is assigned but it also demands the help and guardianship of some people.
I, Kumar Rishikesh, student of Jaipuria Institute of Management, Noida, would take this
opportunity to express my deep gratitude to my parents and family members, who have constantly
supported and encouraged me in shaping my career. Jaipuria Institute of Management (Noida),
who gave me the opportunity to do this project in the esteemed organization, KidAptivity.
I would like to thank my industry mentor and project guide, Miss Aarti Gupta, Co-Founder of
KidAptivity. She really helped me a lot by giving her precious time and valuable suggestions for
understanding the market and always helping me to boost my confidence. I would like to thank all
the respondents without that cooperation my study would not have been possible.
With a profound sense of gratitude, I acknowledge my sincere thanks to all my friends and family
for this kind of consideration, I am beholden to them in a special measure.
Kumar Rishikesh
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EXECUTIVE SUMMARY
This is an attempt to know how the theories can be applied to practical situation. As a student of
post graduate diploma in management of Jaipuria Institute of Management Noida, it is a part of
study for everyone to undergo summer internship project for 2 months. So, I got the opportunity
of summer internship at Q-in-1 and the topic for project is ‘Sales and Business Development of
Educational Products at Q-in-1’.
Education has emerged as a key sector in the present knowledge society both at national and global
level as well. Over the last two decades, India has extensively transformed its primary education
landscape with focus on widespread access to low-cost high-quality university education for
students of all levels. With well-planned expansion and a student-centric learning- driven model
of education, India has not only bettered its enrolment numbers but has dramatically enhanced its
learning outcomes further, with the effective use of technology.
Q-in-1 – Re-imagining Kids of 21st Century:
Kid Aptivity through Q-in-1 organizes summer camps for kids in private schools taking their
space. We were responsible for all operations getting done properly. There were 2 centers for
summer camps. I was associated to Ashok Vihar center in Delhi. I was directly reporting to Miss
Aarti Gupta, co-founder of company.
Q-in-1 is an aggregator organization which provides Education related product and information
which helps student to develop their IQ & EQ level and helps them to develop their interest in
science and technology. The course organized by Q-in-1 also helps students to build their career
interest in Robotics and Python. Q-in-1 helps students to learn robotics from basic level and teaches
them in a fun way so that they can create interest and develop their logic building skill.
We are Re-imagining Kids of 21st Century!! Q in 1 stands for Bringing all Qs in 1 child. Our after-
school programs focus on enabling children with all 21st century relevant skills apart from
academics. We are firm believers that passions drive biggest success and happiness in life.
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JOB DESCRIPTION
Q-in-1 is a learning platform focused on everything apart from studies. We are an ed-tech start-up
that is looking to pioneer the 360-degree development of children. We aim to start the next billion-
dollar revolution pioneering new ways of learning for kids. We have already closed our initial
funding and are targeting to launch our first centre in March.
About internship:
Selected intern's day-to-day responsibilities include:
1. Help generate demand for the summer camp
2. Work on onboarding schools, parents, etc. to ensure maximum conversion
3. Fulfilment of daily operations and connecting to market
ANALYSIS OF JOB DONE
As next steps, we get started with the customer initiative first where we called them and make
pitches to sell our product and understand their feedback.
To give a brief idea about the product, I was dealing. ‘Tech-Q’:
It’s a Coding + Robotics Program designed for Kids from 6-14 years of age to stimulate
design thinking, Science and Technology learning, logic building and curiosity.
Will be held at 2 centres: Noida, GD Goenka School Sec 50 and Ashok Vihar, Maharaja
Agrasen School Cambridge Wing (AC)
5 days a week, 3 hours a day, 3 weeks program starts from 20th of May up till 7th June
pick and drop are available with additional charges GDGoenka@2000 &
AshokVihar@1500
Course is designed by experts from IIT, Google, Flipkart & Ola
Course fee is Rs 3500 inclusive of everything.
I had been assigned to Ashok Vihar center handling all operations and fulfilment of daily need of
products from market required for classes. Beside this, I was also in charge of Transportation.
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TOPICS PAGE No.
1. Introduction about the industry 8
2. About the company 12
3. Swot Analysis 14
4. Job Description 16
5. KRA 18
6. Job Analysis 20
7. Data Set 21
8. Products 23
9. Learnings 26
10. Observations and Recommendations 27
11. Bibliography 28
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CHAPTER1: INTRODUCTION
1.1 About Industry:
“
India’s education sector offers a great opportunity with approximately 29 per cent of India’s
population being between the age group of 0-14 years. India’s higher education segment is is
expected to increase to US$ 35.03 billion by 2025. The education sector in India is estimated at
US$ 91.7 billion in FY18 and is expected to reach US$ 101.1 billion in FY19. As of December
2018, internet penetration in India had reached 46.13 per cent. Increasing internet penetration will
help in education delivery.
India has over 250 million school going students, more than any other country. It also has one of
the largest networks of higher education institutions in the world. Number of colleges and
universities in India reached 39,050 and 903, respectively in 2017-18. India had 36.64 million
students enrolled in higher education in 2017-18. Gross Enrolment Ratio in higher education
reached 25.8 per cent in 2017-18. In December 2018, the government of India published that 3.43
million candidates had enrolled in the Pradhan Mantri Kaushal Vikas Yojana (PMKVY) 2016-20
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scheme. Up to January 24, 2019 as many as 2.52 million candidates were trained under under the
scheme’s Short-Term Training (STT).
The Central Government plans to disburse US$ 1 billion to states for introducing skill development
initiatives. In November 2016, Ministry of Skill Development and Entrepreneurship launched
Pradhan Mantri YUVA Yojana, at a cost of US$ 74.68 million for providing entrepreneurship
education and training to students in the country. Skill India Mission 2015 aims at skilling 400
million Indian youths by 2022. As of December 2018, there were 15,044 Industrial Training
Institutes in the India. In October 2017, in order to boost the Skill India mission, two new schemes,
SANKALP and STRIVE were launched with an outlay of Rs 6,655 crore (US$ 1.02 billion).
Revitalizing Infrastructure and Systems in Education (RISE) by 2022 was announced in union
budget 2018-19 with an outlay of Rs 1 lakh crore (US$ 15.44 billion) for four years. Skill India
program has benefitted more than one crore (10 million) youth annually.
Education sector in India remains to be a strategic priority of the government. The Government of
India has allowed 100 per cent Foreign Direct Investment (FDI) in the education sector through
the automatic route since 2002.The sector has received cumulative FDI worth US$ 2.47 billion up
to March 2019. Indian education sector witnessed 18 merger and acquisition deals worth US$ 49
million in 2017. In May 2018, the Ministry of Human Resource Development, Government of
India launched Samagra Siksha scheme with the aim of achieving holistic development of school
education in the country. The Government of India is working on the draft of the New Education
Policy to address the changing dynamics in the education industry of the country as per the
requirement of the population. According to Mr Prakash Javadekar, Minister of Human Resource
Development, Government of India, New National Education Policy draft is ready and would be
given to the central government.
WHY ROBOTICS AT SCHOOL LEVEL?
Robotics as a branch of engineering involves the design, construction and operation of robots.
Robots have very much been a part of our lives for a long time now, working in industry floors
and assembly lines. Of late, humanoid robots have emerged to captivate the imagination and excite
the interest of humans across the world. Ongoing research and development in the field of robotics
and advancements made in the field of artificial intelligence, presents an exciting future for
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robotics and robots are poised to become more sophisticated and become an integral part of our
daily lives.
It is a highly technology driven world that we live in and things as we know keep on changing. It
is imperative that we prepare the students for the future and teaching robotics to young students
can help in instilling a scientific temperament in them. Subjects such as mathematics and science
when taught through robotics can be more engaging as well as effective. Such an enquiry based
hands on learning approach can also increase a student’s ability to be creative and foster innovative
thinking making them a more productive member of the society.
The job market at present is hugely dominated by ones in the field of STEM (Science, Technology,
Engineering and Mathematics). This trend will in all probability get stronger in the future with
most of the available jobs requiring STEM knowledge. Robotics empowers students to visually
comprehend the concepts on STEM and cultivates problem solving and higher-order thinking
capabilities in students. By introducing robotics early in the school educational curriculum,
students can build interest in this field and nurture their talents.
Building a robot involves inference drawing, model construction, testing and controlling a robot
calls for the ability to give precise inputs. When done in a team, robotics calls for collaboration
and communication for the project to work. This teaches students valuable life skills in teamwork,
communication and even community participation. The rationale for inclusion of robotics in
education is thus a well-founded one and stands on solid ground.
What then is standing in the way of large-scale introduction of robotics in schools? Lack of
awareness is probably the biggest barrier in the inclusion of robotics in schools. Schools as a center
of learning, has in a comical paradox been slow in adopting changes. From a teacher led instruction
system to the focus on theoretical learning, schools have not changed much over the years. But
things are picking up now and schools have been co-opting technology on an increasingly large
scale.
Affordability concerns may also have been a barrier in the inclusion of robotics in the educational
curriculum. In the present context however, this concern might not be true anymore as cost of
acquiring parts have fallen and with creativity robotics can be done cheap. Stories of young
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enterprising students who have displayed creative ingenuity in assembling their own robots often
from scraps and throwaways have cropped up with increasing regularity. Such stories besides
being hugely motivational demonstrate the appeal of robotics and that with creativity it can be
easily be taught and learned.
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ABOUT COMPANY
“
1.2 About Company:
Q-in-1 is subsidiary of KidAtivity Technologies Pvt Ltd. It focuses on classes for 21st century
children to cater to 21st century skill needs which the school doesn't teach. Qin1 focuses on 360
Degree Development of a child, not just IQ or EQ. That's why we are called Qin1, Making all Q's
every child's play. Skills taught at Qin1: Social- Emotional skills, Self Defence & Physical Fitness,
Communication Skills, Coding Robotics, Life skills like value of money and cooking & more. Our
programs are designed by experts from IIT-AIIMS-Google-Flipkart with personalized focused on
child and cater to his/ her specific needs & interests.
We are Re-imagining Kids of 21st Century!! Q in 1 stands for Bringing all Qs in 1 child. Our after-
school programs focus on enabling children with all 21st century relevant skills apart from
academics. We are firm believers that passions drive biggest success and happiness in life.
MISSION STATEMENT
We focus on 360 Degree Development of a child, not just IQ or EQ. That's why we are called
Qin1, Making all Q's every child's play.
Gamified & Entertaining (Each one, have fun):
What is not entertaining is not engaging. We believe, a child is best suited to learn via things which
interest them. What better than learning via gamification. We make sure your kid learns and that’s
why learning must change through their shoes.
Code Q:
Why coding is important?
building block to future career- AI & robotics will make up for more ~70 % of jobs in the
next 10 years. Coding or computer programming is a must have skill for this.
Improves IQ & Logic- Helps children learn structured and logical thinking, can
improve IQ by 16 points!
Best skill to hone a child’s creativity- Research shows coding to be the best skills for
enhancing creativity by ~90% more than other activities.
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Not just IQ or EQ,
we focus of 360 Degree Q.
Holistic Development
From coding to communication skills to self-defense, we ensure each skill important today is
learnt well. That’s why we call ourselves Qin1,
Making all round ‘Q’uotient every child’s play.
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1.3 SWOT ANALYSIS:
SWOT ANALYSIS OF ORGANISATION:
STRENGTHS
Course of summer camp is designed by experts from GOOGLE, Doctors from Child
Department of AIIMS and tops firms with a huge research on kid’s psychology and
syllabus.
Founders of organization are IITians. They have a huge brand image as being from IIT
and very much used for promotions of company.
WEAKNESS
As being start-up and self-funded, organization does not have their own space and run
camps on taking space from school with tie-ups. Therefore, camps’ timings and functions
must be according to school.
Again, as being start-up, company is still growing and developing. It is going through lot
of changes every now and then. Being first batch intern, we had to put extra efforts and
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were given less facilities. But then I enjoyed lot and very much happy working with them
and learned a lot.
OPPORTUNITY
As discussed on industry background, there is a huge market for education industry to grow
in our country. FDI is also cent percent therefore there are huge investments coming from
outside and expected to be US$ 35 Billion. Education Industry is being expected to be of
US$ 101.1 Billion.
To grow and establish in market, investment is huge, but government is providing subsidy.
THREAT
Competitions are very high in the market. Competitors play a major role to decide market
or strategies to capture market are always based on competitors. Hugh industrialist have
come down to education industry with advance systems. Investment is also high to get in
industry.
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CHAPTER2: JOB DESCRIPTION
“
2.1 JOB DESCRIPTION OF MY PROFILE IN INTERNSHIP:
Schools are increasingly encouraging students to learn robotics as part of the curriculum or even
as an extracurricular activity. Start-ups are beginning to perceive this trend as a business
opportunity despite private equity and venture capital investors shying away from this space.
According to 6wresearch, a market researcher, the total global market size for robotics in education
is under $500 million.
Q-in-1 is a learning platform focused on everything apart from studies. We are an ed-tech start-up
that is looking to pioneer the 360-degree development of children. We aim to start the next billion-
dollar revolution pioneering new ways of learning for kids. We have already closed our initial
funding and are targeting to launch our first centre in March.
About internship:
Selected intern's day-to-day responsibilities include:
1. Help generate demand for the summer camp
2. Work on onboarding schools, parents, etc. to ensure maximum conversion
3. Fulfilment of daily operations and connecting to market
ANALYSIS OF JOB DONE
As next steps, we get started with the customer initiative first where we called them and make
pitches to sell our product and understand their feedback.
To give a brief idea about the product, I was dealing. ‘Tech-Q’:
It’s a Coding + Robotics Program designed for Kids from 6-14 years of age to stimulate
design thinking, Science and Technology learning, logic building and curiosity.
Will be held at 2 centres: Noida, GD Goenka School Sec 50 and Ashok Vihar, Maharaja
Agrasen School Cambridge Wing (AC)
5 days a week, 3 hours a day, 3 weeks program starts from 20th of May up till 7th June
pick and drop are available with additional charges GDGoenka@2000 &
AshokVihar@1500
Page | 16
Course is designed by experts from IIT, Google, Flipkart & Ola
Course fee is Rs 3500 inclusive of everything.
My key role was to develop business in terms of strength of batch and business and maintaining
smooth operation flow in organization. KidAptivity through Q-in-1 organizes summer camps for
kids in private schools taking their space. We were responsible for all operations getting done
properly. There were 2 centers for summer camps. I was associated to Ashok Vihar center in Delhi.
I was directly reporting to Miss Aarti Gupta, co-founder of company.
Q-in-1 is an aggregator organization which provides Education related product and information
which helps student to develop their IQ & EQ level and helps them to develop their interest in
science and technology. The course organized by Q-in-1 also helps students to build their career
interest in Robotics and Python. Q-in-1 helps students to learn robotics from basic level and teaches
them in a fun way so that they can create interest and develop their logic building skill. Every
morning, I had to go with vehicles to bring all the students to school. This was part of policy of
our organization which takes safety and security of kids at most priority. leads are assigned by
Team leader for each person in the sales force. Daily evening, I had to report daily work progress
to Founder, Ishan Gupta and my mentor. It helps in predicting the best possible target for the
complete day and then daily requirements are assigned by them.
I joined this organization on 13th may’19. There
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2.2 Key Responsibility Area (KRA):
-calling to Parents who registered under online Campaign:
When I joined organization, company had planned to start summer camps at 2 locations after one
week. One was in Noida taking space from G.D. Geonka world school situated in sector 51.
Another was in Ashok Vihar, Delhi in Maharaja Agarsen Public School. Q-in-1 was running an
online campaign. Many parents had shown interests in campaign and I had been told to call them
and if they live near to our centers then pitch them for Tech-Q summer camp program to increase
batch strength and convert them for program. I had to be in contacts with them on daily basis to
maintain good relation and to build trust in them.
-distribution of Pamphlets in front of schools for promotion
Half of day, I had to do cold callings and for second half, I had to contact parents as much I can.
I had to distribute pamphlets to them. I had to visit all schools near to our center. When schools
got called off for day that time many parents come there to pick their kids. There I had to meet
every parent and make them understand our program. After completing day, I had to report to
office.
-meeting to Parents and clearing their doubts and make them understand the course
Few times I had to visit to parent locality to meet them and personally taking their time to make
them understand about the course. Maximum conversions are done on cold callings but for few I
had to take customers time and had to visit to meet them.
-maintaining relationship with school
I was introduced to Maharaja Agarsen Public School’s Principal and I was made representative of
Q-in-1. I had to see our work does not affect the operations of the school. We were working on
space provided by school, so our work does not affect any kind of disturbance in their activities. I
was in charge there to maintain balance with both organizations.
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-designing Transportation route and in charge of transportation along with adding of
vehicles
I was allocated with duty to arrange transportation for summer camp at Ashok Vihar location. I
had figure out vehicles which will support pick and drop the students and to prepare route chart
for my center. I added 2 minibus with cheapest rate in market. I along with one more employee
was assigned to move with vehicle every time pick & drop will be done. Safety and Security of
kids were of utter most priority.
-collection of Documents of students and maintaining their account
A file of students was made which contains ID’s of students along with passport size photographs
of both kid and parents and few undertaking forms. As I had to be in touch with parent, so I was
given responsibility to collect program fee from them.
-managing and keeping inventories in school premises
As program course was robotics classes, it contains many technical accessories which were used
in daily classes. At the end of the day, I had to make records of all inventories left and got used.
Along with this, I had to maintain and update stocks for inventory every weekend from market. I
had to purchase all items from Chandni chowk.
-meetings with other schools for promotion and expansion of program
For expansion and development of business, I had to meet other schools in Delhi/NCR for
expansion of our program and multiple centers can be created. I had to meet principals of those
school and explain our mission and vision.
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CHAPTER3: JOB ANALYSIS
“
3.1 Why I chose this internship?
There are many reasons to choose this internship. I belong to business family in school sector. My
father is running a CBSE affiliated school till 10+2. So, I have a keen interest in knowing and
understanding and exploring this sector. Other than this, there were many things in this internship
which motivated me to indulge.
Help in practicing many aspects of management profile:
As profile suggest I was into business development. I had to work for all round business
development. I was learning marketing, operation management and skills to develop
personal as well as professional relationship.
Developing managerial skills:
I oversaw many works which helped me to learn managerial and leadership skills. I was
directly reporting to co-founder of company and leading meetings with different schools
for business expansion. I oversaw transportation for my center.
For sale conversion, I had to show the importance of product and which will be beneficiary for
their kids. I had to make parents understand why coding is important.
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3.2 DATA SET:
Details of students converted by me:
Aarav Gupta (Model Town)
Ahaan (Roop Nagar)
Anay (Ashok Vihar)
Bhavya Bothra (Hudson Lane)
Chaitanya (Paschim Vihar)
Mishka (Ashok Vihar)
Parth Gupta (Punjabi Bagh)
Vivan Nanda (Ashok Vihar)
Yashvik (Punjabi Bagh)
Aarav Gupta (Ashok Vihar)
Asees Kaur (Mukharjee Nagar)
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Dhruv Diwan (Malka Ganj)
Rakshan Bhalla (Paschim Vihar)
Shaurya Bhatia (Punjabi Bagh)
Yagyani (Ashok Vihar)
Our summer camp courses were designed by Founder of company Mr. Ishan Gupta along with
experts from industry so that course can have utmost effect on kids. Our Founder (Mr. Ishan Gupta)
has been ex-senior Director for Olacabs and OlaShare ride was his creativity which is a huge
success in country.
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3.2 PRODUCTS:
Our Products range:
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I served for first 3 products which were part of our summer camp i.e. Starter, Junior and Explorer.
Our summer camp consists of 4 batches of fixed 20 strengths in each batch. Our organization hires
trainers for each summer camp. Trainers must go through a week session for understanding the
importance of course and course delivery design with other inputs of understanding psychology of
kids. Kids are taught in fun learning way through games and entertainment so that they learn with
enjoyment.
“
Responses from Parents:
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3.3 LEARNINGS
Learning Outcomes:
Every lead is important and can be converted. (never interpret or assume anything for lead)
How to start and close sales pitch is very important (understanding psychology of
customer)
After sales service plays a vital role in building brand equity of organization in market)
Learn how to communicate and deal with different mind-set of customers
Regular follow up with potential customers
Should have a good knowledge of product before selling
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3.4 OBSERVATIONS AND RECOMMENDATIONS:
Recommendation Suggested Actions
Own Space for summer camp School of whom we have taken space often creates problem
or its operation disturbs on flow course, many times.
Prices for course to low Course fee is very low comparable to competitors which
many times creates budget issue.
Discovered loss in transportation
Sim to be provided for calling We had to call from our personal number which turns into
headache at times of cold calling.
Other than few suggestions, it was a wonderful experience working with Q-in-1 and learnt many
things from this internship.
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CHAPETAR4: BIBLOGRAPHY
www.q-in-1.com
www.ibef.org/industry/education-presentation
www.slideshare.net/AnujGupta417/careers360-summer-intership-report-by-anuj-gupta-
jaipuria-institute-of-management
Few random internet sources and self-written
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