UNDERSTANDING

MARKETS AND
OPERATIONAL
STRUCTURE IN A
BOOTSTRAP STARTUP.

•Report by:

•Aakash Sharma
•5032019
•PGDM L&SCM

•Under the guidance of:

DR. RAJKUMARI MITTAL

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FLOW OF THE
PRESENTATION
• The Climber – My Captain Overview
• Literature Review
• Tasks allotted
• Research Objective
• Process flow of Delhi
• Improving the service level of Dispatch centers
• Different metrics associated with DC
• Work allotted
• Challenges and issues faced
• Solutions provided by me
• Daily tasks allotted to maintain the service level for B2B
clients
• Implementation of new barcode for RVP
• Key Learnings
• Managerial Implications
• Impact on internship due to Covid19

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THE CLIMBER
OVERVIEW
•  The Climber is an Education Startup that helps students discover and pursue their Passions
through MyCaptain and large city wide Youth fests, summits and bootcamps.
 
• MyCaptain by The Climber is an Online platform that helps you take the first step in your field
of passion with the help of young achievers and mentors was founded in March 2015 by
Captain Mohammed Zeeshan, Captain Sameer Ramesh, Captain Ruhan Naqash, Captain
Fatema Hussain.

• September 2015 – Won Bzzwings

• May 2016 – Incubation at NSRCEL , IIM Bangalore
• January 2017 – Recognition from UNSDSN

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LITERATURE REVIEW
• Skill gaps in the Indian Logistics Sector: A white paper by KPMG india
While skill issues exist in varying degrees in all segments of logistics, this paper focused on those segments where the gaps
are not only wide but also widening at a relatively fast pace like road freight and warehousing segment.

• Journal of Business Management & Social Sciences Research (JBM&SSR)   : Reverse Logistics in Indian Rural Market
This paper aimed to explain two broad objectives- to find out from the existing literature the major differences between
forward logistics and reverse logistics and to develop a model explaining the drivers of reverse logistics in Indian rural retail
business.

• Third Party Logistics Practices: An India Perspective B. S. Sahay and Ramneesh Mohan
This paper focused on three major issues – present extent of usage of third party logistics services, reasons for outsourcing
and impact of usage of third party logistics services on business results.
The conclusion of this paper is that 3PL users are satisfied with the current level of services provided by 3PL service providers
as it has led to a positive impact on business results

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Research Objective
 

• To understand sales and marketing

techniques in a bootstrap startup.

• To understand Operational structure

of an Educational Startup.

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 SALES
To get students on board for the workshops provided under My Captain.
MARKETING

TASKS To do effective marketing through Google Forms, Social media and Chain
marketing.
Reach out to interested candidates through phone and email.

ALLOTED HUMAN RESOURCE

Hire candidates or interns for the company for chain marketing and revenue
generation.
Work on Intern Management System to supervise the activity of interns and
check their productivity on the tasks delegated.

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OPERATION
AL FLOW OF
THE
CLIMBER

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OPERATIONS EXECUTIVE

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 • The company put up advertising on
instagram ,facebook for internships and
workshops.
The three major teams are as • Then leads generate form these advertising
are distributed among all the Team leaders of
follows: the company.
 
  • Then the Team leaders distributes this leads
• Misfits (includes 7 sub-teams) called adhocs – for internship leads and digital
• Dynamo (includes 4 sub-teams) leads - workshop leads to operation executives.
• Phoenix (includes 2 sub-teams)
 
• The work of operation executives starts here.
• We have a system called hubspot where we
have these adhocs and digital leads to call
them.

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ADHOCS AND
DIGITAL LEADS

Adhocs –
• These are the students who have shown
interest in the internship with My Captain.
• These adhocs are assigned to operation
executives.
We take their interview with some basic
criteria’s –
• Communication skills
• Convincing skills
• Relationship building
• Confidence to talk to others
• Understanding
Digital Leads –
• Advertisement about different workshops are
put up in different online platforms like
Instagram, Facebook, etc. Due to this the
people show interest and give there details.

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SELF GENERATED
WORKSHOP LEADS

MyCaptain
Workshop Form (Responses)
.xlsx

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MARKET INTERNS MyCaptain Super Internship (Responses).xlsx

Market interns are interested

candidates for internship generated
fully by myself , their interview is taken
and the same day they are recruited,
given an induction in which they are
taught about the website of My
Captain various workshops in it.
Market interns were mostly a team of
interns working together on various
department of their university.

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SIP- The Climber 13
 DEFINING A PRIMARY TASK

•TO GET A MONTHLY SALES OF 1.5LAKHS

PLAN TO ACHIEVE THE TARGET (MINIMUMS)
• 4 working interns from 3 different colleges .
• 3 working Adhocs from any college .
• Total 15 working interns.
• On an Average 1 intern gets 5k for the
company in a month, 25x5000 = 125000 from
Interns
• Daily 20 Digital leads assigned , and from the
past records 1 in every 10 digital leads get
converted i.e daily from D.L Is 3000
• 25x3000 = 75000

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ASSESSING CORE COMPETENCIES

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 COMPETITO
RS

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 Technical
• Ethical Hacking
• Business 101 Package (includes all • Artificial Intelligence
the Business Programs) @ Rs. 3500
• Web Development
• Tech Wizard Package (include all
• Android App Development
the Technical Program except
Programming Languages) @ Rs. • Full Stack Development
3500 • Programming Languages: Java, Python, C,
• Programmer’s Package (include all C++

PRICING
the 4 programming languages) @ Business
Rs.4000 • Entrepreneurship
• Writer’s Choice Package (include

OF THE
• Marketing & Advertising
all the writing programs) @ Rs.
3500 • Digital Marketing
• Finance & Stock Marketing 

PRODUCTS
 
Writing
• All Access Passport (includes every
program that the organisation • Creative Writing
providing from every field) @ Rs. • Novel Writing
5000
• Blogging & Content Writing
• Spoken Word Poetry
• Journalism & Media Studies 
Visual Arts
• Photography
• Short Film Making
• Graphic Design
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SIP- The Climber 18
SIP- The Climber 19
 DETERMINING THE
MARKETS FOR
SALES

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➢Finding out quality colleges to tap into and determine which colleges
are good based on there –
• Fee structure
• Syllabus
• No. of students
➢ Tier of the college
➢ Finding out the details of the schedule of examinations and certain
functions
➢ Which higher authority to talk to and what documents do they need,
for promotion in different departments or talking to a student council
about the workshop promotions in bigger level its necessary to get the
permissions and also the required documents.
➢ If only one intern or a group of interns will work, depending on the
number of students and departments to reach out it has to be decided
how many interns are needed in the college.

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APRIL MARKETS

UEM JAIPUR
BANASTHALI VIDYAPITH
NMIMS, Mumbai

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 STEPS OF INTERN 1. Finding pocs(point of 2. I contacted the pocs
3. Review about the
HIRING FROM EVERY contacts) of the selected of the college with the
workshops.
MARKET college help of my Team Lead .

6. Their interview was

5. I generated around in
taken by me and the
4 Internship form total 30-40 intern leads
proper candidates were
circulation from various college in
hired on-board for the
each region.
internship.

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Internship Candidates Qualifying tasks
lead generation
personal sales
making Google sheet accordingly to make
things organized
https://mycaptain.tabdeel.in/dashboard.p
hp

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Journey of Interns

Interview

Induction

Form circulation and

Market research Digital marketing

Segmentation of market and Lead generation and

various colleges into lead calling
departments

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SIP- DELHIVERY

PROBLEM STATEMENT-

The management needs to make sure

that the new RVP booklets are being
IMPLEMENTATIO used properly without any
N OF NEW discrepancies throughout pan India by
BARCODE FOR doing a piolet run, the management
RVP also wanted proper training to be
provided to the Field executives and
the station managers.

26
 • Customers used to put the request through the vendor app for a pickup and delivery
Prior to the executive was to be assigned based on route mapping by station managers of DC.

implementing the • Product was to be picked up by the executive and was to be delivered to DC where the
product was manually entered in the HQ system of Delhivery and a route was to be
project. generated for the return journey of the said product.

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CHALLENGES FACED

• Missing Shipments were the problems being faced by DC, IPC and other Centers
of delhivery because of the manual punching of the return products into the
system by each center upon reaching.

• Shipment tracking was a challenge across the entire delivery chain especially if
a missing shipment alert was found in the daily audit reports of the centers.

• Pickups done by DPA’s which were third party DC’s working for Delhivery was
problematic as the USL of IPC’s was being affected by the poor performance
level of these third-party vendors.

• Manual Dependence on delhivery executives and ground staff of different

centers was causing more and more errors and shipments were being delivered
to wrong centers.

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Process Flow after the
implementation of new barcode

• A new barcode was being assigned to the product

and handed over to the customer so that the
customer could also track the status of their returns.

• Once the scan was done, the inward stock info was
getting updated on the dashboard of the DC for
which the product was assigned to and was also
being reflected across the Delhivery HQ platform.

• A complete route was to be assigned to the product

once the scan was done and a more accurate.

• Delhivery date was assigned to it and the receiver of

the product which is the vendor in this case was
being intimidated.

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BENEFITS OF IMPLEMENTING THE
NEW PROCESS FOR RETURN SHIPMENT

• Status of the product in reverse process could easily be tracked

by the customer.

• Process flow of their clients {Amazon, Myntra and flipkart} eased

as data integration helped them to maintain their inventory and
other warehouse related operations.

• Maximum optimization of the fleet due to the prior information

of the inbound and outbound shipments

• Transparency increased in picking up of Delhivery products for

delivery executives.

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Roles & Responsibilities

• Looked after the implementation of the pilot batch of the barcodes.

50 RVB { reverse booklet } of barcodes were sent to 50 different DC’s.

• Knowledge Transfer to the station managers about the project { What

is it, Why is it and how will it be used }

• How to effectively use the new information available to the DC on

their dashboard once the barcodes were scanned

• Resolve all the queries coming from the field executive and Station
manager’s end regarding the working of the new barcode

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• Understanding Delhivery’s business model for last mile delivery

• Understanding the process flow of the last mile delivery, that is the process flow
of goods from HUBS-IPC-DC

• Understanding partial truck loading system and cross docking followed by

Delhivery

• Worked on software tools for depiction of end to end shipment process.

• Worked on their in-house tools like – Escalation matrix, Last mile portal, idata
device, Delhivery HQ portal to name a few.

• Optimization of in-house fleet vehicles, manpower and CFS used for sorting of
shipments.

• Better understanding of Business communication and professionalism.

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KEY LEARNINGS
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• This project will help the managers to establish a streamlined process
for doing knowledge transfer and trainings to any field executive who is
assigned for reverse pick up.

MANAGERI  
• This report will also help the managers to understand the problems

AL
occurring locally on a day to day baisis at various IPC and DC’s which
otherwise go un-noticed.
 
IMPLICATI • On the basis of the above-mentioned attributes, the managers will be
able to acknowledge the importance of various attributes due to which

ONS
the service levels are getting affected time and again and work on it to
provide better services to their B2B clients.
 
 
• This report also explains in detail the procedure and the working of IPC
and all the applications that are being used there. This report can help
any executive in understanding the process flow and working of the
LAST MILE of DELHIVERY.

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• We were in discussions with our senior manager regarding pre-placement offer but it got cancelled because of covid19 as Delhivery
completely stopped hiring new staff for the time being.

• I was able to visit the DC only twice before the nationwide lockdown happened.

• I was attached in 2 projects and was informed by my manager Mr. Utkarsh Pathak that he would be attaching me with more projects
over the period of 3 months which couldn’t happen as Delhivery stopped their new projects due to this sudden problem.

• The in-office experience was affected and work from home stopped us from building our network and professional relations at
Delhivery.

• They were very keen to attach us to multiple departments as the manager considered us as supply chain enthusiasts but that also got
overruled because of COVID19.

• The internship duration was cut short from 3 months to 2 moths as Delhivery was facing loss due to the unexpected lockdown.
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 Thank You!

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