Came across this interesting case study on IK@W about how newspapers in India are competing cutthroat with each other on acquiring customers and how the Dainik Bhaskar group managed to make DNA one of the most widely read paper in Mumbai, by extensive market research. What’s fascinating about their research is that they don’t outsource the work to an agency such as IMRB, rather prefer to do everything in house, and at a magnitude of 600,000 households in some cases. That is almost 6% of the population of a metro city in India. [link]
The Bhaskar Group has had a different approach. It tries to learn what the market wants, and instead of outsourcing this task to a market research agency, it does this largely in-house. For example, when Dainik Bhaskar made its Rajasthan entry in 1996 with its Jaipur edition, it surveyed 200,000 potential readers. Before launching DNA in Mumbai, it went one better; some 600,000 people were surveyed in the first round. “For us, this is much more than market research; it is a way of involving the reader,” says Girish. Adds Pawan: “We have always looked at what our consumers want. We have always looked at things that are latent rather than what they already know. This has been our primary differentiator in our approach to content. We look at how we can surprise our reader rather than just please him.”
The Dainik survey is an awesome experience. They build their own teams of part-timers from scratch. For instance, in Ahmedabad [for the Divya Bhaskar launch], they used 1,050 surveyors, 64 supervisors, 16 zonal managers and four divisional managers. Dainik surveyed 1,200,000 households — possibly the single biggest consumer contact program in history. And they met each household twice.
Fascinating stuff, this. Must’ve been a logistical nightmare — Kudos to them!
[Another interesting read: How to dismantle a billion dollar industry ... as a hobby!]