Samsung KTS

By Hitesh, Tousif, Ahamed

 Product profile
 Magnum Telesystem offers a
wide range of Samsung
Enterprises solution – Office
Serv IP PBX which ranges from
16 ports to 560 Ports.
Communication is the driving
force behind every organization,
and your own communications
infrastructure is your primary
asset providing effective links to
your mobile workforce and to
 Office Serv provides not just
the convergence of voice and
data, but also the convergence
of wired and wireless
communications. It gives you the
full functionality of traditional
communications platforms plus
the convenient, efficient,
nonstop access that wireless
appliances provide. For offices
with upto 40 users Office
Serv100 / 7070, for 160 users
Office Serv 500 (M Version) or
Office Serv 7200, for 360 users
CTI- Computer Telephone
Integration

Company
Ø Samsung is a global leader in the
manufacturing and supply of
innovative electronics solutions one
of the world’s largest companies
with global turnover exceeding
$100 billion and more than 170,000
employees.
Ø An annual R&D budget of over $ 2
Billion, and 63,000 staff committed
to the development of fixed and
Ø Samsung is the forefront of delivering
converged voice and data
technologies including voice over IP,
WAN Integration and SIP.
Ø
 Brand

Ø Founded in 1996, Magnum

Telesystem is a privately-held
company with headquarters in
Delhi and regional offices in
Bangalore, Chennai, Pune, Mumbai.
Ø With over 130 employees, Magnum
Telesystem is a one of the major IP
PBX supplier of country delivering
sophisticated state-of-the-art
telecom solutions.
Ø Magnum started its humble
beginning in 1996 as a consultancy
company basically for telecom
service solutions
Ø Later the company moved further
into the telecom business and got
appointed as National Distributors
for Samsung range of KTS (Key
Telephone System) with right
solutions and strong product
Ø with Digital, ISDN, iP, VOIP, Video
Phone, Networking all solutions in a
Ø Magnum has presence all over India
with 5 branch office and more than
100 channel partners.
Ø Centralized service centre facility at
Delhi main office and at Regional
office Mumbai and Bangalore,
Chennai, Pune, Cochin.
Ø Team of highly skilled manpower of
about 35 engineers.
Ø
Ø
SAMSUNG OFFICE SERV VOIP WORKING
LAYOUT PLAN
OfficeServ
  
Marketing Division
• Marketing Division is headed by Mr.
JD Singh – GM Sales & Marketing,
various marketing strategies are
taken into account for maximizing
profits and gaining the maximum
market share, following are some of
the important marketing strategies
adopted by the Magnum
Product Line
 Samsung has a wide range of Key
Telephone system with global
presence, marketing team makes
sure they pick the right kind of
models / systems from the Samsung
product line as per the market need
and demand. Thorough market
survey is done to understand the
competition, their offering, Govt
Policies and plans for Telecom
industry, Customer preference etc.
 Channel Partner Market
 A lot care is taken to identify the
right people to promote the product
in market. A distributor / dealer are
picked on various factors like
technical knowledge, experience in
the market, manpower strength,
financial capabilities etc.
Distributors / dealers are the people
who are exposed to the end user and
thus it makes it a very sensitive and
critical aspect of marketing.
 Market Promotional
activities
 Print media- Advertisement for
products is done through
newspapers, magazines. Newspapers
are chosen based on the city eg.
Besides regular adv in English
newspapers, adv appear in local
dailies having major circulations.
Exhibitions – Participation in IT
related exhibition all over
country.Live Demos. Corporate
clients are picked to demonstrate
Importance of marketing
channel
• Demand side factors
• Supply side factors
 Demand side factors
 Marketing channels are important
because they facilitate search. The
search can be on the both sides that
is the end users and the sellers.
 It makes easer for the buyer “where
to find”
 For the seller it is easer to know:
• Where to reach
• Whom to reach

 Supply side factors
• Routinization of transactions:
 Each purchase transaction
involves ordering, valuating, and
paying for goods and services. The
buyer and the seller must agree on
the amount, mode and timing of
payment. These costs of distribution
can be minimized if the transactions
are routinized; otherwise every
transaction is subject to bargaining,
• Reduction in number of contacts:
 Without channel intermediaries,
every potential producer would have
to interact with every potential buyer
in order to create all possible market
exchanges. As the importance of
exchange in a society increases, so
does the difficulty of maintaining all
these interactions.
 Intermediary
The term intermediary refers to any


channel member other than the

manufacturer or the end-user
(individual consumer or the business
buyer). We differentiate among three
types of intermediaries: Distributor
for particular region, Dealer and
specialized.

 Designing and
implementing a channel
 The design step involves the
segmenting the market, identifying
optimal positioning responses to the
segment’s demands, targeting the
segments on which to focus the
channels efforts, and establishing (in
the absence a pre-existing channel)
or refining (in the presence of an
existing channel) the channel to
manage in the market place
 The implementation step requires
an understanding of each channel
members’ source of power and
dependence, an understanding of the
potential for channel conflict, and a
resulting plan for creating an
environment where the optimal
channel design can be effectively
executed on an ongoing basis. This
outcome is called channel
coordination.
Segmentation
 One of the fundamental principles
of marketing is the segmentation of
the market. Segmentation means the
splitting of the market into groups of
end users who are:
 1) Maximum similarity within each
group and
 2) Maximum difference between
groups.

Positioning
 When the market has been
segmented into groups of
consumers, each of which can be
described a set of service output
demands, the channel manager
should next define the optimal
channel to serve each segment. This
is called positioning or configuring
the channel (positioning to parallel
the segmentation-targeting-
positioning paradigm in marketing
 Just as the positioning a product
means setting its product attributes,
price, and promotion mix to best fit
the demands of a particular
segment, so also positioning refers to
the design of the distribution channel
to meet the segment’s demands.

Targeting
 At this stage of analysis, the
channel manager is equipped decide
what segments to target. This also
means deciding which segments not
to target. This is very important as it
keeps the channel managers focused
on the key segments from which it
plans to reap profitable sales.

 Distribution channels
strategy
 Understanding and developing a
distribution channels strategy is
critical to the success of niche
marketing for profit Distribution
channels strategy is a conscious
selection of distribution channels to
move products from the
manufacturer to end-user. The choice
of distribution channel varies
according to products. Industrial and
engineered products require a much
 Benefits of distribution
channels strategy
üIncreases sales
üImproves sales coverage
üReduces selling costs

Sales
• Direct Sales team
 Magnum has a direct Sales team
at all the branch offices to provide
solutions to their corporate direct
clients and also support to the dealer
network. Direct sales team sales
executives job is to approach new
customer, collect information, and
pass the enquiry to senior sales
executives. There are Area
 Tele calling / emailing
 Data of customers is sourced from
various directories, exhibitions,
newspapers, data collected by field
sales executives during their cold
calling. Team of 5 agents is
appointed for telemarketing. The
existing customers are also called to
know the satisfaction level of the
service support and even asked for
the references. For every reference
converted to sales a surprise
complimentary gift in form of
Channel Sales
 A distributor / dealer are
appointed at all the cities and small
towns with market potential. Places
with heavy market potential are
appointed one of more distributors
who in turn supply material to our
appointed dealers at company’s fixed
price. Major portion of sales comes
through the channel partners .

 Sales Process

• A sales deal is completed once the

product / service is provided to the
end user / customer and payment
towards such a deed is made to the
seller. Here once a sales executive
or Telemarketing executive receives
a enquiry/requirement from the
buyer, a proper proposal by mail or
courier is forwarded to the
customer, showing clearly the
material/services asked for and the
• Once accepted by the customer, they
issue a purchase order for the same
along with payment terms. On
receipt of PO sales executives
sends it to commercial department
who verify all the parameters like
pricing, taxes, qty etc and then its
forward to the accounts
department to raise the invoice and
then gets material gets dispatched
from the company. Material is
either dispatched through Air
cargo/ Surface Cargo or material
 Logistics
• Product procurement
The products are procured from

Samsung Electronics – Korea, bill of

material is prepared after getting the
sales projection from the Marketing
and Sales Department and after
checking with the purchase trend for
the last couple of quarters. A
detailed bill of material Is then
forwarded to Samsung Korea along
with the payment through TT. Once
the material is shipped on its arrival
• The material is then taken into company
warehouse at Delhi, taken into account
ledgers and then on receipt of the
purchase orders get dispatched to the
customers/ dealers. Payments from
Customers / dealers
• Payment terms for customers are flexible
where customers sometimes pays some
advance by the mode of cheque or DD
and remaining on delivery or customer
could pay only after the complete
installation and programming of the
system but with dealers or distributors it
has to be 100% advance payment,
payment can be made through fund
 TOP MANAGEMENT
• Name Designation
• Mr. Anuj Sood Managing Director
• Mr. Pawan KumarDirector Finance
• Mr. JD Singh GM Sales
• Mr. R Rawat GM Works
• Mr. Rajesh Finance head
• Ms. Jyothi Senior Accountant
• Mr. Rajeev Manager Corporate
• Ms Deepthi HR Head
 Achievements
• Magnum always believed in hard
work and that is the reason that
Magnum has been chosen as the
only member from the South East
Asia to be part of Samsung Elite
Club. The third company from Asia
and first and only company from
South East Asia.
• Magnum is awarded NO1. Distributor
in South East Asia since 2002.
• Magnum has been appointed by
Samsung as their Official Trainer for
Office Series for entire south East
Asian countries besides providing
technical support to these
countries.

 Punch line
“ YOUR COMPLETE BUSINESS


COMMUNICATION SOLUTION
PARTNER “
We are open for queries