1. Samsung KTS :
Samsung KTS By Hitesh, Tousif, Ahamed
Product profile :
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 the
outside world.
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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 Serv 100 / 7070, for
160 users Office Serv 500 (M Version) or Office Serv 7200, for 360 users Office Serv 500, for offices upto users 560
office Serv 7400 is offered
CTI- Computer Telephone Integration :
CTI- Computer Telephone Integration
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Company :
Company 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. An annual
R&D budget of over $ 2 Billion, and 63,000 staff committed to the development of fixed and wireless communications.
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Samsung is the forefront of delivering converged voice and data technologies including voice over IP, WAN
Integration and SIP.
Brand :
Brand Founded in 1996, Magnum Telesystem is a privately-held company with headquarters in Delhi and regional
offices in Bangalore, Chennai, Pune, Mumbai. 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.
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Magnum started its humble beginning in 1996 as a consultancy company basically for telecom service solutions 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 with Digital, ISDN, iP, VOIP, Video Phone,
Networking all solutions in a single system at affordable price Magnum entered the market.
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Magnum has presence all over India with 5 branch office and more than 100 channel partners. Centralized service
centre facility at Delhi main office and at Regional office Mumbai and Bangalore, Chennai, Pune, Cochin. Team of
highly skilled manpower of about 35 engineers.
SAMSUNG OFFICE SERV VOIP WORKING LAYOUT PLAN :
SAMSUNG OFFICE SERV VOIP WORKING LAYOUT PLAN
Marketing Division :
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 :
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.

2. Thorough market survey is done to understand the competition, their offering, Govt Policies and plans for Telecom
industry, Customer preference etc.
Channel Partner Market :
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 :
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 cost cutting features like IP telephony, CTI etc.
Importance of marketing channel :
Importance of marketing channel Demand side factors Supply side factors
Demand 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 :
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, with accompanying loss of efficiency.
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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 :
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 :
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
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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 :
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 :
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

3. is called positioning or configuring the channel (positioning to parallel the segmentation-targeting-positioning
paradigm in marketing management).
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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 :
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 :
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 different channel than a standardized product.
Benefits of distribution channels strategy :
Benefits of distribution channels strategy Increases sales Improves sales coverage Reduces selling costs
Sales :
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 managers, Zonal
managers who report to the GM Sales.
Tele calling / emailing :
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 Telephone system, mobile etc is given to
the customer as a token of appreciation to their support.
Channel Sales :
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 :
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 amount for the same.
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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 can be picked from the company
by the buyer.
Logistics :
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 at Delhi, custom duty etc is paid and
shipment is collected.

4. Slide 37:
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 transfer or cheque deposit in
company’s ICICI or AXIS bank account.
TOP MANAGEMENT :
TOP MANAGEMENT Name Designation Mr. Anuj Sood Managing Director Mr. Pawan Kumar Director 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 :
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.
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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 :
Punch line “ YOUR COMPLETE BUSINESS COMMUNICATION SOLUTION PARTNER “