INTERNSHIP RESEARCH PROJECT ON

“AN ANALYTICAL STUDY ON BUSINESS DEVELOPMENT (SALES)”

Undertaken at

“URBANCLAP”

Submitted in partial fulfilment of the requirements for the award of the degree of

Bachelor of commerce

To

St. Joseph’s college (Autonomous), Bangalore

Under the Guidance of Submitted by

MS. LITTY JOSEPH MOHAMMED MISHAL .P.A

Assistant Professor V Semester B.Com

17BCom52077

ST. JOSEPH’S COLLEGE (AUTONOMOUS)

Re-accredited A++ grade by NACC

Recognized as college of excellence by UGC

36 Lalbagh Road

Bangalore - 560027

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 ACKNOWLEDGEMENT

First and foremost, I am grateful to my Category Manager, Ms. Ashna Agarwal, She allowed
me to encroach upon her precious time freely right from the very beginning of this research
work till the completion of my internship. Her guidance, encouragement and suggestions
provided me necessary insight into the research problem and paved the way for the
meaningful ending the work in a short duration. I have no hesitation to say that, without her
constant support and valuable advice from time-to-time, I would probably fail to complete the
work in an appropriate manner.

My special gratitude goes to Mr. Kunal Ahuja, for his modern outlook and meticulous
supervision to carry out the job perfectly.

I perceive as this opportunity as a big milestone in my career development. I will strive to use
gained skills and knowledge in the best possible way, and I will continue to work on their
improvement, I order to attain desired career objectives. Hope to continue cooperation with
all of you in the future.

Sincerely,

MOHAMMED MISHAL P.A

Place: Bengaluru

Date:22/07/2019

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 DECLARATION

I, Mohammed Mishal P.A, do hereby declare that the internship research project has been
undertaken as a part in the degree of Bachelor of Commerce. I have carried out this project
under the supervision of Asst Professor. Litty Joseph, Department of Commerce, St. Joseph’s
College, Bangalore.

I also declare that this work has not been submitted for the award of any degree, diploma, and
associate ship or fellowship or any other side in this institute or any other institute.

Mohammed Mishal P.A

17BCOM52077

Place: Bangalore

Date: 22/07/2019

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 TABLE OF CONTENTS

CHAPTER TOPICS PAGE NO.

NO.
1 EXECUTIVE SUMMARY

2 INDIAN INFORMATION TECHNOLOGY

2.1 MARKET SIZE

2.2 CLASSIFICATION OF IT SECTOR

3 INTRODUCTION TO THE COMPANY

3.1 VISION & MISSION STATEMENTS

3.2 BRIEF HISTORY
3.3 HEAD OFFICE & BRANCHES
3.4 NATURE OF ORGANIZATION
3.5 STAFF STRENGH
3.6 BUSINESS VOLUME
3.7 TURNING POINTS
.8 LEADERSHIP
2.9 ORGANIZATIONAL STRUTURE
2.10 PRODUCT/SERVICE PROFILE
3 COMPETITIVE ANALYSIS
3.1 STRUCTURE OF DEPARTMENTS
4 FUNCTIONS OF HR DEPARTMENT
5 MY INTERNSHIP PROGRAM

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6 INTRODUCTION TO THE BRANCH
7 TASKS/PROJECTS
7.1 CRITICAL ANALYSIS
7.2 CURRENT & FUTURE PROSPECTS
8 LEARNING OUTCOME
8.1 SWOT ANALYSIS
8.2 CONCLUSION
9 REFERENCE
10 ANNEXES/APPENDICES
11

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 1. EXECUTIVE SUMMARY

My Internship Report consists of a detailed study on business development of UrbanClap

technologies india pvt ltd, where I was a business development associate and my main role was
to build sales by contacting and building relationships with new and existing clients. I would get
to know about the existing clients by looking through their resume provided in the urbanclap
service provider.

There are many categories at urbanclap such as beauty , repairs and many more, I as a business
development associate contributed my time and effort in developing the category named fitness
and yoga.

In yoga and fitness ,I had to first call the prospective leads and check on various aspects of their
profile before calling them for the onboarding process and if they were an eligible professional
,I would take over the onboarding process and follow up on them until they become a rightful
professional at urbanclap.

I have included a brief study about the company’s history , its visionaries , major investors ,
competitors and other aspects of the company.

I have mainly recognized various categories because of which urbanclap has been able to expand
itself in various cities and even globally, only because of so many categories present as it
achieved more than 100000 + professionals and 300000+ customers all over India.

I have also given a study about the current prospects and future prospects of urbanclap as its
profit maximization depends on how well they maintain their professionals and client
relationship.

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 2. INTRODUCTON TO THE SUMMARY

2.1 OVERVIEW

CO- FOUNDERS: ABHIRAJ BHAL, RAGHAV CHANDRA, VARUN

KHAITAN.

MAJOR INVESTORS: RATAN TATA, ACCEL, VY CAPITAL, SAIF

PARTNERS, BESSEMER VENTURE PARTNERS.

FOUNDED: OCTOBER 1, 2014

HEADQUARTER REGIONS: ASIA – PACIFIC (APAC)

TOTAL FUNDING: $110.7M

RATINGS: 4.2/5

ESTIMATED REVENUE: $7.6M

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2.2 VISION AND MISSION STATEMENTS

VISION:

Our Vision is to use technology and smart processes to structure the highly
unorganized services market in India. UrbanClap aspires to make hiring a service
professional as easy and straight forward as Amazon or Flipkart have made
buying products.

MISSION:

UrbanClap helps you find the right service professionals for activities important
to you. Whether you are looking to decorate your house get candid pictures of
your wedding, plan your kids birthday or get healthier, we are a sure shot
destination for your service needs.

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 3. A BRIEF HISTORY

1. How UrbanClap Started?

UrbanClap started 4 years back in 2014 by Abhiraj Bhal (IIT-Kanpur alumini), Varun Khaitan
(IIT Kanpur-alumini) and Raghav Chandra (University of California alumini). UrbanClap
focuses on providing services- plumber, carpenter, tutor, beauticians, and yoga instructors all
at home. They started in Bangalore and now have expended to all the major cities in India and
also in Dubai. Almost a year back UrbanClap raised $21M from the investors. UrbanClap has
also acquired handy Home, good service companies, also has a huge backing from Ratan Tata
as their investors!

2. UrbanClap revenue model:

UrbanClap model is pretty similar to what freelancing does that is professionals can register
themselves and they need to bid to do a job. Once job has been given to you, UrbanClap charges
15-20% commission fee. Now, let’s talk numbers:

3. Number of orders in a day: 10K

4. Avg. cost of order: 3K

5. Total Staff Strength: 1 Lakh

6. Head Quarters: Gurgaon, India

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3.1 BUSINESS VOLUME

We are solving a huge problem by helping customers discover, vet, and buy trusted local
services on the internet (USD 100 billion industry in India alone). In a short span of 4 years,
we have gone from 3 services in 1 city to 107 services across 11 cities and 2 countries, scaled
from 5-10 customers served per day to 1.5 million customers in total today, and 3 co-founders
to 800 team members.

3.2 BRANCHES

UrbanClap Technologies India Private Limited Company, spread across 18 cities in

India that is Delhi, Bangalore, Chennai, Hyderabad, Thane, Mumbai, Secunderabad,
Kolkata, Jaipur, Ahmedabad, Chandigarh, Faridabad, Noida, Navi Mumbai, Greater
Noida, Pune, Ghaziabad and also in Dubai and Abu Dhabi.

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 4. LEADERSHIP/VISIONARIES

ABHIRAJ BHAL

CO-FOUNDER

Abhiraj is responsible for operations and service provider on-boarding at UrbanClap,

he was a consultant with The Boston Consulting Group, advising fortune 500
companies across India, Germany and South East Asia. He holds a B.Tech in Electrical
Engineering from IIT Kanpur and an MBA from IIM Ahmedabad.

When not busy at the UrbanClap, Abhiraj enjoys immersing himself in interesting
experiences be it running marathons, sky-diving in Spain, scuba diving in the
Andamans or cooking his wife Urvi's favourite dish.

VARUN KHAITAN

CO-FOUNDER

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 Raghav leads the technology and product development at UrbanClap. He has spent
the majority of the last decade at the silicon valley. He was a software engineer at
twitter in San Fransisco after which he started an autorickshaw startup in India.
Raghav holds a Bachelor of Science degree in Computer Science and Engineering
from the University of California, Berkeley.

In his free time, Raghav loves to venture outdoors and try his balance while slack-
lining and bouldering. Raghav is a dance enthusiast who will miss no opportunity to
groove to Westcoast Swing and Rock-n-Roll.

RAGHAV CHANDRA

CO-FOUNDER

Varun is responsible for marketing and product growth at UrbanClap. Prior to the
UrbanClap Varun worked at the Boston Consulting Group where he advised leading
companies across USA, Turkey and India on business strategy and on Qualcomm Inc.
where he designed next generation mobile technology. He holds a B.tech in Electrical
Engineering from IIT Kanpur.

When not building UrbanClap Varun likes to check out new coffee shops, explore
Delhi with his Polaroid and go for a run at the Lodhi Gardens, his favourite spot in
the city.

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PRODUCTS & SERVICES PROFILE

BEAUTY INTERIORS WEDDINGS

• HAIRCARE • BASIC GUIDES • REAL WEDDING

• MAKEUP • PLANNING AND • WEDDING DECORS
• SKINCARE DESIGN • WEDDING FASHION
• DECOR & STYLE • WEDDING INVITES
• KITCHENS • WEDDING MAKEUP
• BATHROOMS • WEDDING MEHANDI
• BEDROOMS • WEDDING
• LIVING ROOMS PHOTOGRAPHY
• DINING ROOMS • WEDDING
• OTHER AREAS PLANNING
• REAL HOME TOURS

BEAUTY
Why look for a makeup salon in bangalore when you can get all the services at your
home . we, at UrbanClap ,have best makeup artists in bangalore who specialize in
giving you the best party makeup in Bangalore.we assure you of providing you with a
trained ,trustworthy and the best makeup artist, hair stylist and skincare specialist in
Bangalore.
INTERIORS
Get Carpenters in bangalore near you within 90 minutes with 30 day post service
guarantee and protection against damage upto INR 10000. Our experts are well
trained and well provide you with carpenter services without any hassle. choose a
time slot according to your convenience and get best class carpenter services at home

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in bangalore.
WEDDINGS
Get the wedding you always wished for, with our various choices of wedding
planners at UrbanClap. Everything and anything related to wedding such as mehndi,
wedding photography , bridal looks , wedding themes ,your just one click way for a
perfect wedding.

APPLIANCE
LIFESTYLE BUSINESS
REPAIR

• CCTV • HEALTH & • GRAPHIC DESIGN

• HOME DEEP WELLNESS • LEGAL
CLEANING • FOOD AND DIET • WEB DESIGN
• PACKERS AND • PARTY
MOVERS • BIRTHDAY PARTY
• PEST CONTROL • TRAVEL
TIPS

APPLIANCE REPAIRS
Avail AC services in Bangalore near you within 90 minutes with a 30 day post
guarantee. Our top rated technicians are background verified and trained ,they service
genuine parts at fixed pricing.
LIFESTYLE
Need the best yoga trainer in bangalore to help you in your transition to a healthier
lifestyle? Well, you’re at the right place ! you name it , we have it , as our list of
experienced yoga trainers in bangalore is endless.
BUSINESS
UrbanClap is connected to thousands of the best web designers in bangalore, who are
anxiously waiting for your call and want to help your business get that extra push
through a great responsive web design.

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 5. COMPETITORS

1.

Timesaverz has been one of UrbanClap top competitors. Timesaverz's headquarters is in

Mumbai, Maharashtra, and was founded in 2012. Timesaverz is in the Residential Services
industry. Timesaverz generates 131% of UrbanClap revenue.

2.

Housejoy is one of UrbanClap top rivals. Housejoy is a Private company that was founded in
Bengaluru, Karnataka in 2015. Housejoy operates in the Commercial Cleaning Services
industry. Housejoy has 246 fewer employees’ vs UrbanClap.

3.

Helpr is perceived as one of UrbanClap biggest rivals. Helpr was founded in 2015, and is
headquartered in Bangalore, Karnataka. Helpr operates in the Residential Services industry.
Helpr generates $5.6M less revenue vs UrbanClap.

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6. STRUCTURE OF THE VARIOUS DEPARTMENT

ADMINISTRATION & IT

BRAND & PR

BUSINESS
DEPARTMENTS

CUSTOMER EXPERIENCE

ENGINEERING

FINANCE

HUMAN RESOURCE

PRODUCT DESIGN

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 7.1 THE DEPARTMENT I WORKED

SENIOR CATEGORY
MANAGER
SALES
CATEGORY
BUSINESS MANAGER

BUSINESS
DEVELOPMENT
ASSOCIATE

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 FUNCTIONS OF THE BUSINESS DEVELOPMENT EXECUTIVE

 Identifying, qualifying, and securing business opportunities; coordinating business

generation activities; developing customized targeted sales strategies

 Building business relationships with current and potential clients

 Understanding client needs and offering solutions and support; answering potential client
questions and follow-up call questions; responding to client requests for proposals
(RFPs)

 Collaborating with sales and leadership to secure, retain, and grow account

 Creating informative presentations; presenting and delivering information to potential

clients at client meetings, industry exhibits, trade shows, and conferences

 Creating and maintaining a list/database of prospect clients; maintaining database

(Salesforce, CRM, Excel, etc.) of prospective client information

 Cold calling; making multiple outbound calls to potential clients; closing sales and
working with client through closing process

 Meeting all quotas for cold, active, inactive calls, appointments, and interviews; meeting
or exceeding annual sales goals.

 Maintaining a pipeline of all sales administration using CRM software.

 Collaborating with management on sales goals, planning, and forecasting; maintaining

short- and long-term business development plans.

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 7. MY INTERNSHIP PROGRAM

8.1 INRODUCTION TO THE MY BRANCH

ADDRESS : UrbanClap bangalore,2nd and 4th floor ,royal arcade,5th

block,kormangala,80ft road, khbcolony, kormangala industrial layout ,kormangala,
bangaore,karnataka – 560034

BRANCH GOOGLE MAP : https://goo.gl/maps/Fqv5v3xqzxw1fZVX6

COMPANY GUIDE : MS.ASHNA AGARWAL

COMPANY GUIDE CONTACT : +91 9599105494

COMPANY WEBSITE : https://www.urbanclap.com/

COMPANY CONTACT : help@urbanclap.com

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 8. TASKS / PROJECTS

UrbanClap Technologies India pvt. Ltd has provided me with an opportunity to apply my
theoretical knowledge into practical one by letting me work as a business development
associate.

I have been a part of various activities which was done by the business development
executives and also I have been the part of roles and responsibilities which was Carried by
the sales department for the better growth of the company .The major focus of interns was
to combine sales and skills in managing relationships in order to create growth and new
business for the company. I was mainly responsible for handling clients who were professionals
in fitness and yoga.

The task assigned to me by my category manager was initially to conduct telephonic calls and
explain the clients the outlook of the business model and call them down to the office for
further processing, which improved my communication skills and also boost my confidence
level to the maximum.

When I got familiarized with the working of sales department I got to perform other tasks
such as setting up meetings and client verification, which helped me to get a better
understanding of the force looking for jobs, on the other hand I even learned the employers
perspective further more I got to screen the candidates by testing their communication and
their knowledge about the particular job, which has been the company's eligibility criteria as
mentioned in the job description.

As a part of training, my category manager taught me to read a resume of a client, which is

available on UrbanClap search provider and also gave me a case study for better
understanding of the responsibilities of an business development associate.

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 9. CRITICAL ANALYSIS

10.1 CURRENT PROSPECTS OF URBANCLAP

UrbanClap, a four-year-old startup that offers home services across India, has closed a $50
million Series D round for expansion.

The round was led by Stead view Capital, a hedge fund with more than $1 billion under
management, and existing investor Vy Capital. It takes UrbanClap to $110 million raised to
date, according to data from Crunchbase.

Via its platform, UrbanClap matches service people, such as cleaners, repair staff or beauticians,
with customers across 10 cities in India. Co-founder and CEO Abhiraj Bhal told TechCrunch
that the business supports 15,000 “micro-franchisees” with around 450,000 transactions taking
place each month.

Beyond helping workers with their job, UrbanClap also provides training, credit, basic banking
and more. Bhal said that around 20-25 percent of applicants are accepted into the platform, that’s
a decision based on in-person meetings, background and criminal checks, as well as a “skills”
test. Workers are encouraged to work exclusively — though it isn’t a requirement — and they
wear UrbanClap outfits and represent the brand with customers.

While there is encouragement, there is also a level of monitoring. If a worker’s average review
for their last 30/50 jobs (dependent on vertical) drops below 4.0, the system stops sending them
work. There is an opportunity to appeal, retrain and return to the platform, except in cases of poor
attitude, misconduct and other serious misdemeanors, Bhal said. He declined to provide numbers
for dropouts but said that the retention rate is “healthy.”

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 10.2 FUTURE PROSPECTS OF URBANCLAP

UrbanClap expanded to Dubai, UAE, six months ago, so it would be logical to think this new
capital will go toward further expansions. No so, according to Bhal. The company is instead
going after tier-two cities in India and working to deepen its position in its existing locations. In
short, there’s no additional overseas plan at this point.

“In many ways, we think about the Dubai move as an extension of India [Dubai has a strong
presence of Indian and South Asia nationals] rather than an international expansion — a little
like a U.S. company going into Canada,” Bhal explained. “We believe we have enough headroom
to grow in India and Dubai; these are fairly unpenetrated markets.”

Elaborating on that thinking, Bhal said that online is just a small component of all local service
jobs in India.

“We need to get to double digital penetration of the offline market,” he said. “We think we could
grow 10, 20 or 100 times from where we are right now.”

The company isn’t profitable yet and Bhal isn’t sharing revenue details, other than the fairly hazy
detail that revenue is growing 3X per year. Rival Housejoy, which includes Amazon among its
shareholders, went through some fairly well-publicized issues this year resulting in layoffs and,
according to reports, efforts to sell the business.

Bhal didn’t comment directly on those reports, but he did say that if the company did do an
acquisition, it would be focused on “adjacent spaces we aren’t in yet” as opposed to a direct
competitor for growth.

He was somewhat more forthcoming on the future exit plan for UrbanClap, which did allow
some secondary sales within this Series D round. Bhal said he fully intends to take the company
public but he said that there’s no firm plan on when, or indeed where, that might happen.

“Eventually we will look to go public,” he said. “But we’re a few years away from that — we
need to earn the right, which means being a scalable and profitable company.”

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10. LEARNING OUTCOME

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 11.SWOT ANALYSIS

STRENGTHS OF URBANCLAP TECHNOLOGIES INDIA PVT LTD

 The business has many loyal and returning customers who are satisfied with the services.
 Customers recommend the service to their friends and family, generating positive word-of-
mouth.
 The professionals are spread
 Relationships with other local businesses are yielding referrals.

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 WEAKNESSES OF URBANCLAP TECHNOLOGIES INDIA PVT LTD

 Lacking a marketing budget and strategy to systematically generate more leads.

 Most new clients come from word-of-mouth, which limits the reach to a new audience.
 The website is static, purely informational, and not optimized for search engines.

OPPURTUNITIES OF URBANCLAP TECHNOLOGIES INDIA PVT LTD

Drive more traffic with social media marketing and advertising as the target market is active
on Facebook, Instagram and youtube.

 Increase walk-in traffic with local SEO and special offers.

 Build brand awareness in local events.
 Create strategic alliances with other businesses to expand market reach.

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 THREATS OF URBANCLAP TECHNOLOGIES INDIA PVT LTD

 Other spa businesses are opening in the area so there's more competition.
 A competitor is running radio ads and newspaper ads.
 The cost of running ads can be high.

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12.CONCLUSION

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13.REFERENCES AND SOURCES OF DATA

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ANNEXES / APPENDICES

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