Posted on

Imc Strategies for Apple Stores

SIP/APPLE/IBS/09BSHYD0245 A PROJECT REPORT ON “THE VARIOUS IMC STRATEGIES THAT CAN BE ADOPTED TO ENHANCE THE PREFERENCE FOR APPLE ISTORE IN HYDERABAD” BY DEEPAM JAIN 09BSHYD0245 For Reliance Digital’s Apple iStore A report submitted in partial fulfillment of the requirements of the MBA program of Icfai Business School, Hyderabad Submitted to Prof. Sourabh Bhattacharya (Faculty-Icfai Business School) Date of Submission-14th May,2010 1 | P a g e SIP/APPLE/IBS/09BSHYD0245 Authorization letter I hereby declare that all the work shown in my project is true to my knowledge.

And has been completed at Reliance Digital’s Apple iStore. This research study was conducted over a span of 3 months from February 2010 to may 2010. This project is meant for a partial fulfillment of the MBA program of Icfai Business School, Hyderabad. Yours Faithfully Deepam Jain 09BSHYD0245 2 | P a g e SIP/APPLE/IBS/09BSHYD0245 Acknowledgements I  hereby  regard  my  sincere  thanks  to  Mr. Kaushal  Nevrekar,  Apple  iStore? Business  Head  and  Mr. Arpit  Panekar, Head of Operations, Apple iStore  for providing me with this summer internship. I would give my sincere thanks to Mr .

Nishanth Shah, Store Head, Hyderabad for providing me with his  support and assistance during the term of the project period under which this study was undertaken. I  express  my  gratitude  to  Prof. Sourabh  Bhattacharya,  faculty,  Icfai  Business  School,  Hyderabad  for  providing my with his guidance throughout the project   I am indebted to Mr. Francis and Mr. Vasu for helping me in obtaining the required information for the  consumer research during the study. Also, I would like to thank all the other colleagues of Apple iStore who have helped me during the course  of my study.

Yours truly Deepam Jain 3 | P a g e SIP/APPLE/IBS/09BSHYD0245 Table of Contents                    Scope of Retail in India  …………………………………………………………………………………………………….. 7  . Scope of Consumer Durables in India …………………………………………………………………………………………….. 8  1. 1 Introduction to Consumer Behavior   ……………………………………………………………………………………….. 9  1.  Consumer Behavior and IMC ………………………………………………………………………………………………… 10 Chapter 2  2. 1 Introduction ………………………………………………………………………………………………………………………… 11  2. 2Goals of IMC …………………………………………………………………………………………………………………………. 12  2. 3Benefits of IMC …………………………………………………………………………………………………………………….. 3  2. 4Barriers of IMC ……………………………………………………………………………………………………………………… 14  Chapter 3  3. 1 Objectives of a Report  ………………………………………………………………………………………………………….. 15  . 3. 2 Limitations of the Study ………………………………………………………………………………………………………… 15  3. 3 Research Methodology …………………………………………………………………………………………………………. 6  Chapter 4  4. 1 Company Profile …………………………………………………………………………………………………………………… 17  4. 2 Marketing Mix for Apple …………………………………………………………………………………………………… 18? 19  4. 3 IMC of Reliance Digital’s Apple iStore ……………………………………………………………………………………… 20  Chapter 5  5. 1 Factor Analysis ………………………………………………………………………………………………………………… 23? 5  5. 2 Cluster Analysis ……………………………………………………………………………………………………………….. 26? 29  5. 3 Chi Square Testing  ………………………………………………………………….. ………………………………………. 30? 33  . Findings ………………………………………………………………………………………………………………………………. 34? 35  Conclusions ………………………………………………………………………………………………………………………….. 6? 38  Recommendations ……………………………………………………………………………………………………………….. 39? 41  Things learnt during SIP …………………………………………………………………………………………………………….. 42  Links ………………………………………………………………………………………………………………………………………… 43  Questionnaire ………………………………………………………………………………………………………………………. 4? 45  References …………………………………………………………………………………………………………………………………. 4  4 | P a g e SIP/APPLE/IBS/09BSHYD0245 Executive Summary  This project has been carried out to understand the mindset of the customers coming at Apple IStore,Hyderabad. This research was carried out to understand the factors influencing the buying behavior of the consumers. This was also carried out to understand as to what IMC strategies and techniques that can be applied to enhance the consumer preference for iStore in Hyderbad.

For the same, initially a Pilot study was carried out to understand the various factors responsible for the same. Out of which we got six factors that were proving my study upto 80 percent. The next came in line the Final Survey where in I could mark all the important factors and include them in my questionnaire which would explain my result in an accurate manner. For this study a sample size of 80 people were taken on the basis of rule of thumb. these respondents also formed 3 group of people. That is, one group were those who came to the store, second were those who were the regular customers of iStore. nd the third set of people were those who were the prospective buyers. During the first phase of the study a few problems were faced with the questionnaire but later the same was rectified in the final survey. This study helped me in understanding the various factors influencing the buying decisions of the consumers and along with that as to what should be done to convert them into customers. An extensive study was carried out for the same and the analysis of the data was done on Spss v. 13. 0.

There were various analysis that were run on the data like Factor Analysis, Cluster Analysis & Chi square testing. The KMO test gave me a favourable value which proved my study to be significant. There were various factors which showed its correlation with that of the others. Also after a careful observation of them I could infer the findings, conclusions and the reccomendations for the study. 5 | P a g e SIP/APPLE/IBS/09BSHYD0245 List of Illustrations KMO and Barlett Test ………………………………………………………………………………………………………………… 3  Total Variance Explained  …………………………………………………………………………………………………………… 23  . Rotated Component Matrix ……………………………………………………………………………………………………….. 24  Component Transformation Matrix ……………………………………………………………………………………………. 25  Agglomeration Schedule ……………………………………………………………………………………………………….. 26? 8  Dendogram ………………………………………………………………………………………………………………………….. 28? 29                                  6 | P a g e SIP/APPLE/IBS/09BSHYD0245 Overview                    Scope of Retail in India  In the past few years, India’s retail journey seemed picture perfect with the most attractive “stops” still unexploited and under-penetrated. Favorable demographics, steady economic growth, easy availability of credit, and large scale real estate developments were fueling the growth of India’s approximately USD 25 billion organized retail market.

The opportunity was there for all to see and India was the destination of choice for top global retailers and with this major companies like Reliance, Bharti and Tata’s ventured with there high profile Retail stores. The existing players like Big Bazaar, Shoppers’ Stop, Piramyd are expanding to smaller towns and cities. Many other business houses are planning to enter the retail sector either on their own or through partnerships. New entrants like Reliance Retail Ltd and Wal-Mart are going to enter the market soon.

Even rural areas will provide a huge opportunity to be explored. Perhaps, it will be a good news for retailers that the Indian market is surprisingly concentrated and is likely to remain so and though this concentration makes it easier to reach shoppers it also creates intense competition in specific parts of the country. Knowing where the high-potential shoppers are located is only the first step in the game. Just as importantly, retailers need to think about how their priorities will change over the coming years as Indian Shoppers and the competition in the market evolve.

According to Mckinsey report, India is likely to have a small share and face intense competition. Second, organized retail will grow alongside traditional retail, not usurp it. Estimates and Predictions • • • The industry is estimated to be more than US$ 400 billion by a study of McKinsey. The Economist Intelligence Unit (EIU) estimates the retail market in India to increase to US$608. 9 billion in 2009 from US$394 billion in2005. A KPMG report says that the organized retail would grow at a higher rate than GDP in the next five years. 7 | P a g e SIP/APPLE/IBS/09BSHYD0245 Scope of Consumer Durables in India

The 2009 Cygnus report on the Indian Consumer Durables Industry says that the sector is expected to reach a turnaround of around $ 40 billion by 2010 by growing at a CAGR of 23% from 2007 onwards. Several Indian and MNC players are looking to strengthen their presence in India to leverage this opportunity. Success in the long term will require firms to develop a wide and robust distribution network, differentiate their products in areas of relevance to the consumer and innovate in the areas of promotion , product financing ,etc. The product and approach to the market need to be customized to suit the unique demands of the Indian market.

According to a study by the Mckinsey Global Indtitute (MGI), the Indian incomes are likely to grow three-fold over the next two decades and India will become the world’s fifth largest consumer market by 2025, moving up from its position in 2007 as the 12th largest consumer market . Further, according to the data released by Visa which is the worlds largest retail electronic payments network, by 2010 annual commercial spending in India is estimated at US $ 2. 6 trillion. Key Trends • • • • • • • • Rising Income and availability of Financing. Improved affordability of products. High end customized products gaining ground.

Competition is expected to drive sales. Entry of large retail players. Increasing depreciation of Rupee. Innovation in Advertising and Promotions. Attractive locations of the stores. 8 | P a g e SIP/APPLE/IBS/09BSHYD0245 Chapter 1        Introduction to Consumer Behavior  Introduction 1. 1 The field of consumer behaviour is enormous, and highlights the importance of the customer at the centre of the marketer’s universe. Each consumer is unique with different needs and wants and buying choices and habits are influenced by habit, and choice that are in turn tempered by psychological and social drivers that affect purchase decision processes.

It is a complex multi dimensional variable. Knowledge of consumer behavior is critical for influencing not only product purchase decisions but also important marketing decisions for commercial firms. Applications of consumer behavior decisions lie on marketing strategies, regulatory policies, social marketing, and informed individual. With the increase in the purchasing power of the people in India a simultaneous growth is also seen in the spending behavior of the consumers. The consumers are spending more on the consumer durables.

The consumer of this century has become much more educated and has a better idea on the alternatives of the product which he plans to purchase. This intelligent consumer knows exactly how to maximize his derived value. The complexity of the Indian marketplace is dramatically underlined every time one looks at the demographic and spends data and with the competition becoming intense by the minute, it becomes important for an organization to not only have a strong position in the market but also to have means and ways to enhance it from time to time.

The organizations in the current business environment try to exploit their resources for marketing activities to the maximum possible extent just to have a large share pie of the competitive market. Organizations are spending huge sums of money for advertising i. e, to create an effective marketing communication with the consumers to convince them to buy the product. But, at the same time it is essential to understand the behavior of the consumer and their preferences so that the invested amount churns out the maximum revenues for the business.  | P a g e SIP/APPLE/IBS/09BSHYD0245 The existence of the customer is integral to the existence of the retailer. The ability to understand the customers the key of developing a successful retail strategy. To be able to satisfy the customers, it is necessary to understand him, his needs and how he responds to the various marketing efforts which has been undertaken by the retail organization. An integral of understanding the customers for the product or service i. e, the target segment, and the demographics of this segment, their needs and buying behavior.

The decision making process by the customer is extensively examined. The consumers can be studied in a variety of ways including through observations, electronic surveillance, interviews and surveys, experimentation etc. 1. 2 Consumer behavior and IMC The most important application of consumer behavior study is the development of the marketing strategy. The firms and organizations improve their marketing strategies by understanding issues such as how• The psychology of how consumers think, feel, reason, and select between different alternatives (e. . , brands, products); • The psychology of how the consumer is influenced by his or her environment (e. g. , culture, family, signs, media); • • The behavior of consumers while shopping or making other marketing decisions; Limitations in consumer knowledge or information processing abilities influence decisions and marketing outcome; • How consumer motivation and decision strategies differ between products that differ in their level of importance or interest that they entail for the consumer; and •

How marketers can adapt and improve their marketing campaigns and marketing strategies to more effectively reach the consumer. • Hence, Integrated marketing communication channels depends completely on the behavior of the consumer and the effective promotions are advertising campaigns are formulated based on a careful study on these. 10 | P a g e SIP/APPLE/IBS/09BSHYD0245 Chapter 2     Integrated Marketing Communication   2. 1 Introduction Integrated Marketing Communications is a simple concept. It ensures that all forms of communications and messages are carefully linked together.

At its most basic level, Integrated Marketing Communications, or IMC, as we’ll call it, means integrating all the promotional tools, so that they work together in harmony. Promotion is one of the Ps in the marketing mix. Promotions have its own mix of communications tools. All of these communications tools work better if they work together in harmony rather than in isolation. Their sum is greater than their parts – providing they speak consistently with one voice all the time, every time. This concept includes many online and offline marketing channels.

Online marketing channels include any emarketing campaigns or programs, from search engine optimization (SEO), pay-per-click, affiliate, email, banner to latest web related channels for webinar, blog, RSS, podcast, and Internet TV. Offline marketing channels are traditional print (newspaper, magazine), mail order, public relations, industry analyst relations billboard, radio, and television. This is enhanced when integration goes beyond just the basic communications tools. There are other levels of integration such as Horizontal, Vertical, Internal, External and Data integration.

Here is how they help to strengthen Integrated Communications. Horizontal Integration occurs across the marketing mix and across business functions – for example, production, finance, distribution and communications should work together and be conscious that their decisions and actions send messages to customers. While different departments such as sales, direct mail and advertising can help each other through Data Integration. This requires a marketing information system 11 | P a g e SIP/APPLE/IBS/09BSHYD0245 which collects and shares relevant data across different departments.

Vertical Integration means marketing and communications objectives must support the higher level corporate objectives and corporate missions. Meanwhile Internal Integration requires internal marketing – keeping all staff informed and motivated about any new developments from new advertisements, to new corporate identities, new service standards, new strategic partners and so on. External Integration, on the other hand, requires external partners such as advertising and PR agencies to work closely together to deliver a single seamless solution – a cohesive message – an integrated message. 2. 2 Goals of Integrated Marketing Communications

A management concept that is designed to make all aspects of marketing communication such as advertising, sales promotion, public relations, and direct marketing work together as a unified force, rather than permitting each to work in isolation. In practice, the goal of IMC is to create and sustain a single look or message in all elements of a marketing campaign. A successful integrated marketing communication plan will customize what is needed for the client based on time, budget and resources to reach target or goals. Small business can start an integrated marketing communication plan on a small budget using a website, email and SEO.

Large corporation can start an integrated marketing communication plan on a large budget using print, mail order, radio, TV plus many other online ad campaigns. 12 | P a g e SIP/APPLE/IBS/09BSHYD0245 2. 3 Benefits of IMC Although Integrated Marketing Communications requires a lot of effort it delivers many benefits. It can create competitive advantage, boost sales and profits, while saving money, time and stress. IMC wraps communications around customers and helps them move through the various stages of the buying process. The organisation simultaneously consolidates its image, develops a dialogue and nurtures its relationship with customers.

This ‘Relationship Marketing’ cements a bond of loyalty with customers which can protect them from the inevitable onslaught of competition. The ability to keep a customer for life is a powerful competitive advantage. IMC also increases profits through increased effectiveness. At its most basic level, a unified message has more impact than a disjointed myriad of messages. In a busy world, a consistent, consolidated and crystal clear message has a better chance of cutting through the ‘noise’ of over five hundred commercial messages which bombard customers each and every day.

At another level, initial research suggests that images shared in advertising and direct mail boost both advertising awareness and mail shot responses. So IMC can boost sales by stretching messages across several communications tools to create more avenues for customers to become aware, aroused, and ultimately, to make a purchase Carefully linked messages also help buyers by giving timely reminders, updated information and special offers which, when presented in a planned sequence, help them move comfortably through the stages of their buying process… nd this reduces their ‘misery of choice’ in a complex and busy world. 13 | P a g e SIP/APPLE/IBS/09BSHYD0245 IMC also makes messages more consistent and therefore more credible. This reduces risk in the mind of the buyer, which in turn, shortens the search process and helps to dictate the outcome of brand comparisons. Consistent images and relevant, useful, messages help nurture long term relationships with customers. Here, customer databases can identify precisely which customers need what information when… and throughout their whole buying life.

Finally, IMC saves money as it eliminates duplication in areas such as graphics and photography since they can be shared and used in say, advertising, exhibitions and sales literature. Agency fees are reduced by using a single agency for all communications and even if there are several agencies, time is saved when meetings bring all the agencies together – for briefings, creative sessions, tactical or strategic planning. This reduces workload and subsequent stress levels – one of the many benefits of IMC. 2. 4 Barriers to IMC

Despite its many benefits, Integrated Marketing Communications, or IMC, has many barriers. In addition to the usual resistance to change and the special problems of communicating with a wide variety of target audiences, there are many other obstacles which restrict IMC. These include: Functional Silos; Stifled Creativity; Time Scale Conflicts and a lack of Management know-how. 14 | P a g e SIP/APPLE/IBS/09BSHYD0245 Report Overview 3. 1 Objectives of the Project • • • • • The Research so carried out would help in understanding the consumer’s attitude towards the product and its advertising.

The project would aim at understanding the Pre and post buying behavior of the consumers. To create and understand brand awareness and setting up a blueprint, a platform that shall continue to be a point of reference in future. The study would recommend all the suitable strategies to organization which will enhance the consumer preference for IStore in Hyderabad. The study of the consumer behavior in depth would be essential for the planning of long term successful marketing programme by the company. 3.  Limitations of the Study • • • • There is a constraint of time as the project spans a period of just 3 months. Since the project is not confined to the books, it becomes difficult to verify the results from past experiences. Moreover, it is a project involving interactions in real-time market conditions with different people wherein the probability of skewed or biased judgments seep in. The research was conducted was the 1st to be done in its area thus there is a lack of proper information and format. 15 | P a g e

SIP/APPLE/IBS/09BSHYD0245 3. 3 Research Methodology Type of Research Design Exploratory research is done at Reliance Digitals Apple iStore to understand the mindset of the existing customers. Information Needed The data that was needed secondary sources. for this report was collected through the primary sources and Data collection from primary sources Observation method is used to collect the data from competitor’s advertising and promotional strategies and survey method is used to understand the mindset of the consumers.

Data collection from Secondary sources The organizations database , competitors website has been used along with visit to competitors store to understand there promotions. Instruments for collecting Data The instruments used for collecting data are questionnaires. Population The customers coming to Apple iStore, the regular customers and random sample has been examined for this study. Sample size A sample size of 80 people has been taken for this final study Analysis Factor analysis, cluster analysis and chi-square have been applied to run the analysis on the data that has been collected. 16 | P a g e

SIP/APPLE/IBS/09BSHYD0245 Chapter 4                                  Company Profile  Reliance Digital Retail Limited has embarked upon an implementation plan to build the state of the art retail infrastructure in India which includes multi format store strategy of opening neighborhood convenience stores,hypermarkets,speciality stores and wholesale stores across India. Reliance Retail Limited launched its first Digital Store format in April,2007. And since then the operations are wide spreading. Reliance Digital Retail Limited, under its name opened the first Apple iStore in Bangalore,2007.

This was done after a collaboration between Apple Inc. and Reliance Digital under which Reliance Digital became the Apple Premium Reseller of all the products in India. Today, it has presence of its stores all across India covering cities like Jaipur, Bangalore, Ludhiana, Mumbai, Chennai, Delhi, Pune, Ahemdabad & Hyderabad. These stores are designed keeping in mind the class of customers which it caters to and is well equipped with the latest products and accessories. These stores give the customers a unique touch and feel experience of the products .

The iStores also conducts various workshops and seminars across all its stores for the benefits of the first time and prospective customers to gain some more knowledge on the products. The company plans to open up another 25 retail outlets under the brand name iStore in the coming years which will cover up all the major cities of India and will make it possible for all the Apple lovers to get a different experience all together. IStore by Reliance Digital is an Apple Premium Reseller and a local Apple expert. iStore offers a wide range of services and benefits which take care of your end-to-end equirements for all Apple products. 17 | P a g e SIP/APPLE/IBS/09BSHYD0245 Marketing Mix for Apple   Basic Customer Need • A mobile telephone with built in camera; able to store music, pictures and videos; can download applications and use the internet. • A music storage device which can be used on the move. Some models able to hold pictures and videos; some models able to browse the internet and play games. • Apple TV is a device allowing the user to play high definition videos from iTunes/you tube/their computer/etc on their television, in widescreen. A computer, either laptop or desktop. Target Market Huge worldwide market with target consumers aged 12+. Specific markets that are targeted include those who are willing to pay more for Apple products even though there are plenty of cheaper options. People who are really interested in being up to date with the latest technology, and who want to be connected to the internet all the time to keep up with the latest news. Music fans. Professionals who need to be able to connect to the internet any time anywhere. Products A convergence of technologies e. g.

An iPhone has a mobile phone, an mp3 player and internet surfing capabilities. • • iPhone3G/iPhone 3GS iPod shuffle (available in a range of colours) 18 | P a g e SIP/APPLE/IBS/09BSHYD0245 • • • • • • • iPod nano (available in a range of colours) iPod classic iPod touch Apple TV MacBook Pro/Air/mini iMac Mac Pro Price • • Premium price strategy Pricing rarely fluctuates, products benefit from low depreciation value Principle Promotional Tools • • • • • • Through Apple shops, supermarkets, and electronics shops. Internet sales TV adverts billboard advertising Internet adverts Print adverts in magazines

Place (Distribution) Products are available from various souces through the channel there are various distributors, and many retailers and e-tailers. Alternatively the products can be purchased from apple directly. 19 | P a g e SIP/APPLE/IBS/09BSHYD0245 IMC of Reliance Digital’s Apple iStore 4. 1 Promotional Activities by Apple iStore Marketing Communication activities for Apple iStore is carried out by the in house marketing team of Reliance Digital itself. The company has been carrying out the promotional activities for its store since the very first store launch.

Following are the main forms of communication or promotions mix which the company has been carrying out. The company has been advertising itself on a few social networking sites like face book and sites like blogspot. The company has organized various events where in it makes people participate in various activities like• iStore by Reliancedigital, India’s largest Apple Premium Reseller Chain and the high-end consumer durable and information technology arm of Reliance Retail today expanded its footprint in the city by opening its second store at AB 12 2nd Avenue, Anna Nagar Chennai today. The consumer launch for iStore is marked by a very interesting activity iDesire Wall. Apple fans can win a free MacBook, iPod or an iPhone if he/she proves that they desire it the most than anyone else. All they need to do is keep their finger on the desire product they want, till everyone drops or, for the longest period of time. • To celebrate the launch, Anusha Dandekar and her sisters of the desi musical group DMAJOR performed live at the FC Road store. Belting out Hindi and International hits and songs from their latest album, the group enthralled audiences at the opening with the crowd grooving to their music till late evening. The 10th iStore was opened on 11th July, 2009 at R City Mall, Ghatkopar. The launch saw Mr. Neil Nitin Mukesh the famous bollywood actor and existing iStore customer drop into the iStore and host a live radio show with Mumbai No. 1 RJ, Malishka- right from the store premises. • Rolling Stones, Rave Magazine, DJ from popularClubs and celebs like Luke Kenny and Hard Rockattended the master Classes along with Fans and consumers. 20 | P a g e SIP/APPLE/IBS/09BSHYD0245 • To provide a unique experience & workshop to the Gen- Y, showcasing the key features on iLife .

Position iStores as a creative zone for all kids to experience Apple Mac, this three day workshop puts them on edge to understand and learn how Apple Mac helps to discover the other side of creativity and imagination. • Bollywood actors Genelia D’Souza and Tusshar Kapoor at iStore to promote their forthcoming comedy film ‘Life Partner’. **The above information has been taken from the news and events section of www. iStoreindia. com 21 | P a g e SIP/APPLE/IBS/09BSHYD0245 Analysis 22 | P a g e SIP/APPLE/IBS/09BSHYD0245 Factor Analysis KMO and Bartlett’s Test Kaiser-Meyer-Olkin Measure of Sampling Adequacy.

Bartlett’s Test of Sphericity Approx. Chi-Square Df Sig. .523 250. 184 136 . 000 The KMO test shows a figure of . 523 which implies that factor analyisis is applicable in this case. Total Variance Explained Extraction Sums of Squared Loadings % of Cumulative Total Variance % 2. 905 17. 089 17. 089 1. 836 1. 579 1. 289 1. 275 1. 182 1. 180 1. 014 10. 801 9. 288 7. 580 7. 499 6. 954 6. 939 5. 963 27. 890 37. 178 44. 758 52. 257 59. 211 66. 150 72. 113 Rotation Sums of Squared Loadings % of Cumulative Total Variance % 2. 080 12. 237 12. 237 1. 898 1. 637 1. 555 1. 524 1. 252 1. 193 1. 119 11. 166 9. 628 9. 45 8. 966 7. 367 7. 020 6. 584 23. 403 33. 030 42. 176 51. 142 58. 509 65. 528 72. 113 Component 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 Initial Eigenvalues % of Cumulative Total Variance % 2. 905 17. 089 17. 089 1. 836 1. 579 1. 289 1. 275 1. 182 1. 180 1. 014 . 813 . 735 . 671 . 619 . 495 . 470 . 419 . 278 10. 801 9. 288 7. 580 7. 499 6. 954 6. 939 5. 963 4. 780 4. 322 3. 946 3. 642 2. 914 2. 767 2. 464 1. 633 27. 890 37. 178 44. 758 52. 257 59. 211 66. 150 72. 113 76. 893 81. 214 85. 160 88. 803 91. 717 94. 483 96. 947 98. 580 .241 1. 420 100. 000 Extraction Method: Principal Component Analysis. 3 | P a g e SIP/APPLE/IBS/09BSHYD0245 Rotated Component Matrix(a) Component 1 Which communication channel attracts you the most? What among the following will make you consider an apple product? Please rate the following based on your experience [movement within the store] Please rate the following based on your experience [ambience of the store] Please rate the following based on your experience [echnical k0wledge of the sales team] Please rate the following based on your experience [after sales support] Professional Income group How often do you engage yourself with internet buying in a year?

If yes, then the preferred mode of communication How often do you visit iStore? what made you come to the iStore? Please rate the following based on your experience [ease of parking] Please rate the following based on your experience [availability of the stock] occupation How did you get to k0w about iStore? Please rate the following based on your experience [product placement . 123 2 . 142 3 -. 011 4 . 052 5 . 752 6 . 209 7 -. 005 8 -. 106 .203 -. 164 -. 184 -. 827 .047 -. 050 .000 -. 075 .190 .706 -. 046 .139 .115 .182 .072 -. 140 .324 .659 -. 238 .107 -. 328 -. 044 -. 14 .085 .480 .124 -. 087 .153 -. 586 .137 .112 -. 075 .762 -. 238 -. 239 . 032 .177 . 638 . 171 . 048 .031 . 382 -. 753 . 224 -. 104 . 004 -. 032 . 009 -. 058 . 027 . 075 . 225 .039 . 004 -. 147 . 793 .272 . 125 . 077 . 024 -. 014 . 016 . 172 . 073 .113 . 035 . 313 -. 052 . 053 . 006 .039 -. 052 -. 118 -. 011 -. 055 . 767 -. 022 -. 055 . 046 .107 -. 068 -. 150 .109 . 893 -. 085 .926 . 117 -. 080 .316 .479 .137 -. 403 .012 -. 298 -. 308 .169 .776 .024 .053 .090 -. 007 -. 029 -. 220 .163 -. 098 . 002 .203 -. 118 .782 . 274 .018 . 198 .048 . 371 -. 019 -. 602 -. 011 . 322 199 -. 118 .365 .379 .213 -. 010 -. 535 .100 .057 -. 219 24 | P a g e SIP/APPLE/IBS/09BSHYD0245 within the store] Extraction Method: Principal Component Analysis. Rotation Method: Varimax with Kaiser Normalization. a Rotation converged in 14 iterations. From the rotated component matrix it can be observed that the following variables contribute to the formation of each of the factors. FACTORS  1. Over all experience of a customer  2. Physical layout of the store  3. Occupation  4. Purpose of visit  5. Communication Channel  6. Internet engagement  7. Frequency of visit  8.

Preference based on Income      Component Transformation Matrix Component 1 2 3 4 5 6 7 8 1 . 699 -. 215 -. 001 -. 531 . 032 . 387 . 114 2 . 586 . 332 . 048 . 714 -. 026 . 118 . 100 3 . 079 . 793 . 190 -. 365 . 225 -. 122 -. 361 4 . 079 . 219 -. 917 -. 129 -. 110 -. 157 . 122 5 -. 385 . 363 -. 017 -. 021 -. 130 . 733 . 398 -. 081 6 . 085 . 184 . 199 -. 127 -. 660 -. 420 . 402 -. 361 7 -. 018 . 039 -. 071 . 062 . 684 -. 234 . 507 -. 458 8 . 018 . 024 . 275 -. 195 . 126 -. 169 . 505 . 765 VARIABLES  5,6,14,2  3,4,13,17  15,7  12  1,16  9  11  10,8 -. 140 . 105 -. 015 . 191 Extraction Method: Principal Component Analysis.

Rotation Method: Varimax with Kaiser Normalization. 25 | P a g e SIP/APPLE/IBS/09BSHYD0245 Cluster Analysis Case Processing Summary(a,b) Cases Valid N 79 Percent 43. 9 N 101 Missing Percent 56. 1 N 180 Total Percent 100. 0 a Squared Euclidean Distance used b Ward Linkage Agglomeration Schedule Cluster Combined Stage 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 Cluster 1 9 8 66 31 26 5 1 3 21 55 2 32 10 1 60 18 47 30 20 24 13 10 15 19 15 53 27 29 33 16 Cluster 2 12 11 75 48 34 8 67 5 22 66 42 54 26 37 72 43 70 61 71 40 63 28 32 74 44 64 62 52 73 19 Coefficients 3. 00 6. 000 10. 000 14. 000 18. 000 22. 333 26. 833 32. 250 37. 750 43. 750 49. 750 56. 250 62. 917 69. 750 76. 750 83. 750 91. 250 98. 750 106. 750 114. 750 123. 250 131. 833 140. 667 150. 167 160. 083 170. 083 180. 083 190. 083 201. 083 212. 250 Stage Cluster First Appears Cluster 1 0 0 0 0 0 0 0 0 0 0 0 0 0 7 0 0 0 0 0 0 0 13 0 0 23 0 0 0 0 0 Cluster 2 0 0 0 0 0 2 0 6 0 3 0 0 5 0 0 0 0 0 0 0 0 0 12 0 0 0 0 0 0 24 Next Stage 37 6 10 56 13 8 14 36 55 31 32 23 22 31 46 38 39 50 44 41 34 50 25 30 60 44 59 48 43 62 26 | P a g e SIP/APPLE/IBS/09BSHYD0245 1 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 1 2 56 13 4 3 9 6 39 17 24 45 33 20 2 56 13 14 2 10 4 33 1 39 10 31 77 14 6 15 13 4 3 6 23 20 1 3 4 4 1 1 3 6 6 4 1 55 38 65 25 69 36 49 18 47 35 76 57 79 53 7 60 78 29 50 30 58 68 9 51 21 46 80 45 27 17 56 16 39 14 24 33 31 10 59 77 13 2 23 20 15 6 3 223. 417 234. 750 246. 250 257. 750 269. 750 281. 800 294. 133 306. 467 318. 967 331. 467 344. 133 357. 633 371. 300 385. 300 399. 717 414. 467 430. 467 447. 800 465. 250 482. 833 500. 833 518. 917 537. 306 556. 056 576. 847 598. 847 622. 47 649. 114 678. 581 708. 497 740. 622 772. 789 807. 461 842. 761 880. 094 919. 469 960. 247 1001. 518 1043. 827 1092. 518 1150. 493 1213. 583 1278. 132 1342. 862 1416. 723 1539. 004 1681. 436 14 11 0 21 0 8 1 0 0 0 20 0 29 19 32 33 34 0 45 22 35 43 31 39 50 4 0 48 38 25 47 51 36 59 0 44 53 63 62 69 67 71 68 64 74 70 72 10 0 0 0 0 0 0 16 17 0 0 0 0 26 0 15 0 28 0 18 0 0 37 0 9 0 0 42 27 40 46 30 54 58 41 52 56 55 0 57 61 49 65 66 60 75 73 53 45 46 47 51 63 53 59 54 60 65 58 52 66 49 61 61 58 72 55 62 66 67 63 68 67 70 64 64 75 71 69 68 74 73 74 71 73 70 76 72 77 77 75 76 78 78 27 | P a g e SIP/APPLE/IBS/09BSHYD0245 78 1 4 1961. 38 77 76 0 Dendogram * * * * * * H I E R A R C H I C A L Dendrogram using Ward Method Rescaled Distance Cluster Combine C A S E Label Num 9 12 49 66 75 55 1 67 37 31 48 46 60 72 56 65 13 63 25 78 2 42 38 7 50 24 40 76 23 21 22 30 61 26 34 10 28 8 11 C L U S T E R A N A L Y S I S * * * * * * 0 5 10 15 20 25 +———+———+———+———+———+ oo oooo o? o oo uoooo ou o ooo? ou ou o? ouoo ooo? ouoo o? uoo ouo? o o? oo o o o uoo o o o o o o o o o o o o o o uoooooooooooooo o o o o o o o o o o o o uoooooooooooooooooooooooo o o o o o o o o o o o o o o o o o o o o uoooo o o o o o o o o o o o o o o o o? uooo? uoo uooo? oooo o o? uo? ooo? oo oooo o? o ooo? oo oooooooo o? ouoo o? o ouoooooo o? o oo o ou o ooo? o? oo ou ooooooo? ooooooooooo? uooooooooooooo? uooo? 28 | P a g e SIP/APPLE/IBS/09BSHYD0245 5 3 36 C ou o? o o o o o o oooooo o * * * * * * H I E R A R C H I C A L C A S E Label Num 47 70 39 51 77 80 19 74 16 4 69 58 59 32 54 15 44 17 35 45 57 29 52 14 27 62 18 43 6 20 71 53 64 33 73 79 68 0 5 10 C L U S T E R 15 A N A L Y S I S * * * * * * 20 25 +———+———+———+———+———+ oo uo? o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o uoooooooooooo uoo o oooo o o? uo? ooo? ooouoooooo ooo? oo oooooo o? uoo o o o o? uo? uo? ooo? oo ou oooooo o? o? ouoooo o? ouoo o ooo? o ouooou o? oo o? oo oooooooo ou o? oo oooo ooo? o o o o o uoooooooo ouooo? o ooooooo? uooooooooooooooooooooooooooo? uooooooo? o o o o o o o o uo? o o o o o? uoooooooo o ooooo? uooo? o? uooo? From the dendogram we can see that 3 clusters can be identified at a rescaled distance of 10. On the  basis of buying behavior these clusters can be identified as aggressive, moderate and passive customers. 29 | P a g e SIP/APPLE/IBS/09BSHYD0245 Chi Square Testing 1. In order to find out whether the frequency of visit has any relationship with buying history, we did a  cross? abulation of the following nature:? How often do you visit iStore? (Banded) * Have you purchased from iStore earlier? Crosstabulation Have you purchased from iStore earlier? 0 How often do you visit iStore? (Banded) HIGH Count 12 % within How often do you visit iStore? (Banded) LOW Count % within How often do you visit iStore? (Banded) Count % within How often do you visit iStore? (Banded) 35 47 1 Total 25. 5% 14 43. 8% 26 32. 9% 74. 5% 18 56. 3% 53 67. 1% 100. 0% 32 100. 0% 79 100. 0% Total Chi-Square Tests Asymp. Sig. (2-sided) 1 1 1 . 091 . 148 . 092 . 143 2. 826 79 1 . 093 . 074 Exact Sig. 2-sided) Exact Sig. (1-sided) Pearson Chi-Square Continuity Correction(a) Likelihood Ratio Fisher’s Exact Test Linear-by-Linear Association N of Valid Cases Value 2. 862(b) 2. 096 2. 839 df a Computed only for a 2×2 table b 0 cells (. 0%) have expected count less than 5. The minimum expected count is 10. 53. Since the Pearson Chi Square significance is low, it can be inferred that our observation is significant. 2. Of the times people involve in buying over the internet, we were interested in finding out how often is  the buying related to that of electronic items. Hence we performed the following cross? abulation. 30 | P a g e SIP/APPLE/IBS/09BSHYD0245 How often do you engage yourself with internet buying in a year? (Banded) * Do you prefer buying electronics online? Crosstabulation Do you prefer buying electronics online? 0 1 58 11 84. 1% 6 54. 5% 64 80. 0% 15. 9% 5 45. 5% 16 20. 0% Total 69 100. 0% 11 100. 0% 80 100. 0% How often do you engage yourself with internet buying in a year? (Banded) LOW HIGH Total Count % within How often do you engage yourself with internet buying in a year? (Banded) Count % within How often do you engage yourself with internet buying in a year? Banded) Count % within How often do you engage yourself with internet buying in a year? (Banded) Chi-Square Tests Pearson Chi-Square Continuity Correction(a) Likelihood Ratio Fisher’s Exact Test Linear-by-Linear Association Value 5. 165(b) 3. 485 4. 365 df 1 1 1 Asymp. Sig. (2-sided) . 023 . 062 . 037 Exact Sig. (2-sided) Exact Sig. (1-sided) .038 5. 100 1 . 024 .038 N of Valid Cases 80 a Computed only for a 2×2 table b 1 cells (25. 0%) have expected count less than 5. The minimum expected count is 2. 20. Since the Pearson Chi Square significance is low, it can be inferred that our observation is significant. . In order to find a relationship between updates and preferred mode of communication we performed the following cross tabulation. 31 | P a g e SIP/APPLE/IBS/09BSHYD0245 If yes, then the preferred mode of communication * would you like to recieve updates on new products and offers? Crosstabulation would you like to recieve updates on new products and offers? 0 1 21 0 100. 0% 2 13. 3% 2 5. 3% 0 . 0% 1 20. 0% 26 32. 5% . 0% 13 86. 7% 36 94. 7% 1 100. 0% 4 80. 0% 54 67. 5% Total 21 100. 0% 15 100. 0% 38 100. 0% 1 100. 0% 5 100. 0% 80 100. 0% If yes, then the preferred mode of communication 0 2 3 4 Total Count % within If yes, then the preferred mode of communication Count % within If yes, then the preferred mode of communication Count % within If yes, then the preferred mode of communication Count % within If yes, then the preferred mode of communication Count % within If yes, then the preferred mode of communication Count % within If yes, then the preferred mode of communication Chi-Square Tests Asymp. Sig. (2-sided) . 000 . 000 . 000 Pearson Chi-Square Likelihood Ratio Linear-by-Linear Association N of Valid Cases Value 59. 815(a) 68. 438 35. 208 80 df 4 4 1 a 5 cells (50. %) have expected count less than 5. The minimum expected count is . 33. Since the Pearson Chi Square significance is low, it can be inferred that our observation is significant. 32 | P a g e SIP/APPLE/IBS/09BSHYD0245 4. In order to relate the purpose of visit with chances of recommending iStore to others, we ran the following cross tabulation. what made you come to the istore? * would you recommend apple istore to others? Crosstabulation would you recommend apple istore to others? 0 1 1 4 20. 0% 0 . 0% 0 . 0% 0 . 0% 1 2. 6% 2 2. 5% 80. 0% 4 100. 0% 3 100. 0% 30 100. 0% 37 97. 4% 78 97. 5% Total 5 100. % 4 100. 0% 3 100. 0% 30 100. 0% 38 100. 0% 80 100. 0% what made you come to the istore? 1 2 3 4 5 Total Count % within what made you come to the istore? Count % within what made you come to the istore? Count % within what made you come to the istore? Count % within what made you come to the istore? Count % within what made you come to the istore? Count % within what made you come to the istore? 5. In order to estimate the effect of age on consumer behavior we ran a chi-square analysis on age to check whether same proportion of people visit iStore from all age groups. Following was the observation.

Age 50 Total Observed N 46 24 30 48 148 Expected N 37. 0 37. 0 37. 0 37. 0 Residual 9. 0 -13. 0 -7. 0 11. 0 Test Statistics Age ChiSquare(a) Df Asymp. Sig. 11. 351 3 . 010 a 0 cells (. 0%) have expected frequencies less than 5. The minimum expected cell frequency is 37. 0. The low significance value suggests that the average frequency of visitors really does differ from one age group to another. 33 | P a g e SIP/APPLE/IBS/09BSHYD0245 Findings Through the Factor Analysis we found out that the KMO test shows a figure of . 523 which implies that factor analysis is applicable in this case.

The Total variance table explains that the first 8 variables explain 72. 113 % of the consumer behavior. Hence, we can conclude that the data can be reduced to 8 factors using factor analysis. From the component transformation matrix following conclusions can be drawn• • • • • • • • Factor 1 is explained by factor 2. Factor 2 is explained by factor 3 Factor 3 is explained by factor 8 Factor 4 is explained by factor 2 Factor 5 is explained by factor 7 Factor 6 is explained by factor 5 Factor 7 is explained by factor 8 Factor 8 is explained by factor 4

In the Cluster Analysis the agglomeration schedule shows the clustering process. For example, in the first step of clustering nodes 9 and 12 combine to form one cluster as they were closest to each other and they were next seen at stage 37 where they combined with node 49. From the dendogram we can see that 3 clusters can be identified at a rescaled distance of 10. On the basis of buying behavior these clusters can be identified as aggressive, moderate and passive customers. Through the cross tabulation we notice that people who visit iStore more often are mostly those who have purchased earlier.

This segment forms the set of our loyal customers. In 34 | P a g e SIP/APPLE/IBS/09BSHYD0245 our sample of 80, the number of loyal customers is 35, or 43. 75% which is pretty impressive for any store selling electronic items. Through the second cross tabulation result, an important observation came to the fore. Most of the people surveyed (86. 25%) did not use internet for buying purpose very often and most of them did not prefer buying electronics goods online (84%). From the above cross tabulation it can be inferred that most of the people preferred to be updated via SMS or email.

From the above table it may be inferred that almost all (97. 5%) of the customers were willing to recommend iStore to others. The low significance value suggests that the average frequency of visitors really does differ from one age group to another. 35 | P a g e SIP/APPLE/IBS/09BSHYD0245 Conclusion The different variables that are contributing towards the reduced factors are as follows• • • • • • • • Overall experience of a customer. Physical layout of the store Occupation Purpose of visit Communication Channel Internet engagement Frequency of Visit Preference based on Income

During the factor analysis we also noticed that these 8 reduced factors were somehow correlated to each other. The following chart explains it clearlyFactors Overall experience of a customer Physical layout of the store Occupation Purpose of visit Communication Channel Internet Engagement Frequency of Visit Preference based on Income Physical layout of the store Purpose of Visit Preference based on Income Physical layout of the store Frequency of visit Communication channel Occupation Purpose of visit Correlated factors 6 | P a g e SIP/APPLE/IBS/09BSHYD0245 There were 3 sets of clusters that were formed at a distance of 10 and these 3 clusters are identified as a set of 3 customers-Aggressive, moderate and passive. The customers who visited more frequently were those customers who have purchased earlier from iStore. This segment forms the set of our loyal customers. It was noticed that most people surveyed did not prefer internet buying and were not in favour of buying electronic goods online as they want to touch and feel there products.

The surveyed respondents showed that they did not want to be up dated on the offers and promotions by the company via the phone or newsletter. They just preferred SMS(s) or emails for communication. Majority of the respondents surveyed were ready to recommend iStore to others that is 97. 5 %. It was noticed that majority of customers surveyed belonged to the group of students who came for buying the products or browse through the products. The next set of people who visited the most were the Professionals from the creative field who usually came for there professional requirements and went for high end models of apple products.

During the survey it was also noticed that majority of the respondents would consider buying any product based on offers & financial options available to them and a good after sales service and training for the product. All the respondents also showed a keen interest towards the “extended warranty scheme by reliance” and were favourable towards the option. So, the company can think of starting a scheme like this soon. 37 | P a g e SIP/APPLE/IBS/09BSHYD0245 It was understood through the survey that the majority of the customers got to know about the store through the internet or through their friends.

This shows that the store receives a good amount of word of mouth publicity overall. The respondents of the survey were tech savvy and wanted to know more about the new products as and when they were launched. And that’s why they showed a curiosity in learning more about the products every time they came to the store. The survey also showed that majority of the respondents feel that television and newspaper were the two sources of communication channel which attracted them the most.

It was also mentioned by various respondents that they were not happy with the availability of the stock in the store and because of this the competitors might have an edge when it comes to sales. Since, all the repeat visitors of the store had previously purchased from iStore it can be concluded that they were comfortable with the location and ambience of the store as it was noticed during the survey. Through the reduced factors it could be drawn that the technical knowledge of the staff, ambience of the store and after sales support by the store plays an important role in making a customer consider a product. 8 | P a g e SIP/APPLE/IBS/09BSHYD0245 Recommendations Based on my research study I would like to infer these following recommendations which might be helpful to company. These recommendations are based on the total survey that was taken for 80 respondents on 3 different sample groups. They are as followsThe company should make sure that the sales team of the store keeps updating itself with the technical knowledge about the products as the customers give a lot of preference while considering a product. Hence, it plays a vital role.

Ambience of the store should be kept intact and the standard should be maintained as this makes the customers revisit the store which is really important for the company. The company has seen the set of regular customers who have been acting loyal by revisiting store over time again and again. The company should focus more on these loyal customers as they are the ones who are doing the viral marketing i. e. , word of mouth to others (friends & relatives). One of the major problems faced by the customers is the “availability of the stock” which makes the store lose a lot of customers and gives and edge to the other competitors.

Try to predict the future demand of the products by analyzing the previous year demands and simultaneously try to take reviews from the customers on their awareness of the new products. This will help the store in deciding about its inventory and this will never let it run out of stock. At the moment iStore should not think of launching an online buying option on its portal www. iStoreindia. com as most of the customers did not prefer buying electronics online 39 | P a g e SIP/APPLE/IBS/09BSHYD0245 and wanted to ‘touch and feel’ the product first.

Hence, this could be worked upon by making them aware on the safety of online buying. Make the customers aware of the latest offers and promotions through texting them or through the emails as majority of them do not prefer any other medium. Bulk messaging is a good option as its in expensive and fast. Also, the company can make a large number of customers aware of these promotions in no time. Through the research it was also found out that the customers were very favorable towards “Extended warranty scheme” by Reliance.

The company should plan out this scheme under which it ties up with an insurance company and get the laptops insured for the customers. This will make the product lucrative and in return increase the revenues of the store. Also, the company should introduce “Financial options” for the customers where in they can get the facility of EMI for the products they buy. This will bring a rise on the prospective customer’s level for the store. The store should increase its “Range of Accessories” as the store receives different classes of customers.

For example- Creative professionals usually require products like electronic slates, virtual player etc. which the store should introduce to meet there needs. On the part of Advertisements the company should give its ads in Newspaper as this was the second most attractive communication channel for the respondents. The respondents also showed a positive sign towards television as the most attractive communication medium. And, since the store receives a heavy foot fall of students it should try advertising on those channels and programs which are watched majorly by these class of customers. 40 | P a g e SIP/APPLE/IBS/09BSHYD0245

The company should sponsor the famous B-schools fests and seminars as it gives it a large audience in front of whom it can publicize itself really well. Simultaneously they should try to distribute discount coupons to the participants as this attracts them more towards the store. Possibly they should try approaching B-schools which has the largest student strength. *Please note that these recommendations are subject to changes depending upon the market situations and circumstances and should first be tried on a sample. 41 | P a g e SIP/APPLE/IBS/09BSHYD0245 Things learnt during the project February 2010? May 2010

Studied the competitors strategies and promotions in the 1st week of the project by visiting different retailers like Croma, E-zone, Hypercity etc. Developing plans for promotions and understanding the differences between the competitors. Approaching the MNC’S for permission of Apple kiosks in there premises which would offer their employees special discounts. Companies like De Shaw, Religare, Beam Telecom, KPMG, Google were contacted for the same. During the pilot study I could clearly understand the problems faced by the customers in terms of stock availability and this became more clear during the final survey.

Close to similar behavior was noticed among the same class of customers during the 3 months of study. At the same time I also learnt as to how the marketing department for Apple iStore works. The mall faced a problem of less walk ins as most of the stores have shut down but inspite of this the iStore was doing really well. This shows that no matter where ever an Apple iStore opens it would attract its buyers. During these 3 months I enhanced my knowledge more on the subject of Business Research Methods and Market Research as the whole project was research based. 42 | P a g e

SIP/APPLE/IBS/09BSHYD0245 Attachments Following are the links for the research study  please click on the same for  reference. 1) Customer Behavior towards Apple iStore . xls  2) Final Data Analysis (Chi Square). spo  3) Final Data Analysis (Cluster). spo  4) Final Data Analysis (Factor). spo  5) Final Data Analysis (Factor). spo  6) Final Data Coding. sav 43 | P a g e SIP/APPLE E/IBS/09BSHY YD0245 pam Jain a se econd year st student at IBS Hyderabad, is carrying out this S, d, I Deep survey on behalf of Reliance Digi n R gital’s Apple I IStore as a part of my Summer In y nternship Project.

I w would be gra ateful and obl liged if you co could help me out with my project by p e y providing me with t required information. the in Is this you first visit to iStore? ur o Yes No Have you purchase from iStore earlier? ed e Yes No How did y get to kno about iSto you ow ore? ? ? ? ? How ofte do you com to iStore? en me Newspaper Internet Friends Acquaintance ? ? ? ? Once in 3 mo onths Once in 6 mo onths Once in a yea ar Frequently What mad you come to the iStore? de ? ? Location of the Store t ? Pricing of the product e ? Promotional Offers ? Just to Buy ? Curiosity to know more ab the k bout products

Leave a Reply

Your email address will not be published.