RETAIL ANALYSIS FOR TATA TELESERVICES LTD

-By,

Ms. Reena Alva

Flow of the Presentation

• Section 1 ‘THE INDUSTRY’

• Section 2 ‘THE COMPANY – TTSL’

• Section 3 ‘THE PROJECT RESEARCH’

• Section 4 ‘FINDINGS AND INTERPRETATIONS’

• CONCLUSIONS

• RECOMMENDATIONS

Section 1 ‘THE INDUSTRY’

THE INDIAN TELECOM INDUSTRY

• 113.26 million new customers

• April 2008: Overtook USA in wireless market

• 9.5 million customers added every month

• Total telephone connections: 385 million

• Market Penetration: 33%

• 612 Million mobile subscribers by 2012

• Revenue: US$ 43 billion in the FY 2009-10

MAJOR TELECOM PLAYERS

State owned companies– BSNL– MTNL

Private Indian owned companies– Reliance Infocomm– Tata Teleservices

Foreign invested companies – Vodafone– Bharti Tele-Ventures– Virgin Mobiles– Idea Cellular– BPL Mobile, Spice Communications)

The Road Ahead

• 600 million phone connections: 11th Plan period (2007-12)

• The Indian rural market • The government targets: 2010

– 80 million rural connections – Mobile coverage of 90 per cent geographical

area – Internet Protocol Television (IPTV) in 600

towns – Quadrupling manufacture – Two-fold increase in telecom equipment R&D

from the current level of 15 per cent

SECTION 2 ‘THE COMPANY’

LEADERSHIP WITH TRUST

96 operating companies in seven business sectors Operates in 54 countries across six continents Total revenue: $62.5 billion in 2007-08 3,50,000 employees worldwide 27 publicly listed enterprises with shareholder

base of 3.2 million

Major Tata companies

» Tata Steel

» Tata Motors

» Tata Consultancy Services

» Tata Power

» Tata Chemicals

» Tata Tea

» The Taj Group of Hotels

» Tata Communications

» Incorporated in 1996

» Leader in fixed wireless telephony market

» Subscriber base of 3.8 million

» Investment capital - $7.5 billion

» Operates in 500 towns

» Serves over 36 million customers in more than 320,000 towns and villages

TTSL’s Retail Sector

• Limca book records

• 1,000 retail outlets in the past 180 days

• Re-branded the stores as Tata Indicom Exclusive Stores

BRANDED RETAIL BUSINESS UNIT

» 3100 Outlets:

600 Company owned and 2500 franchisees

» Touchpoint in more than 1000 towns

» The largest branded retail presence in India

SECTION 3‘THE PROJECT RESEARCH’

RETAIL ANALYSIS

WHAT IS RETAIL ANALYSIS?

IMPORTANCE AND RELEVANCE

PROCEDURE FOR RETAIL ANALYSIS

Step 1: Analyzing the raw data

Step 2: Sorting data according to requirement

- Narrowing the data

- Categorizing and classifying the data

Step 3: Presenting data in graphical form

Step 4: Analyzing the graphs to draw results

Step 5: Presenting the Analysis Report

SECTION 4

‘FINDINGS AND INTERPRETATIONS’

SALES TREND

OBJECTIVE: To determine the performers and the non – performers

Step 1: Analyzing the raw data1. Prepaid sales (in units)

2. Postpaid sales (in units)

3. Sales Target (in units)

Step 2: Sorting data

Narrowing the data1. Summing up sales, of all the stores under each

vendor

2. Summing up the Prepaid and Postpaid sales of each month

Categorizing and classifying the data

1. Low Level Vendors : 1 – 5 Stores

2. Moderate Level Vendors : 6 – 14 Stores

3. High Level Vendors : 15 – 26 Stores

Step 3: Presenting data in graphical form

SALES TREND

1 – 2 Stores

3 – 5 Stores

6 – 8 Stores

9 – 11 Stores

15 – 26 Stores

ANALYSIS AND CONCLUSIONS LOWS• Adis Marketing – GJ (16 Stores)• UB Resources – GJ (18 Stores)• DataMax – HA (8 Stores)

PERFORMERS• S R Associates – KO (11 Stores)• Sanskriti Telelink – RJ (15 Stores)• Data max – HP (6 Stores)• Sri Balaji Teleservices – AP (8 Stores)• Agarwal Agencies – AP (9 Stores)

EXCELLENCE• Marda Marketing Services – KO (11 Stores)

PREPAID VS. POSTPAID TREND

OBJECTIVE: To determine the sales level of Prepaid and Postpaid

Step 1: Analyzing the raw data1. Prepaid sales (in units)

2. Postpaid sales (in units)

Step 2: Sorting data

Narrowing the data1. Summing up sales, of all the stores under each

vendor

Categorizing and classifying the data

1. Low Level Vendors : 1 – 5 Stores

2. Moderate Level Vendors : 6 – 14 Stores

3. High Level Vendors : 15 – 26 Stores

Step 3: Presenting data in graphical form

Prepaid vs. postpaid TREND

1 – 2 Stores

3 - 5 Stores

6 - 8 Stores

9 – 11 Stores

15 – 26 Stores

ANALYSIS AND CONCLUSIONS

Most of the Vendors have performed well in the prepaid segment, and hence it is the Prepaid segment that generates more revenue

CONCLUSIONS

» OTHER SUBJECTS OF ANALYSIS:

• Sales vs. Payout Trend

• Revenue Trend

• Productivity Trend

» Presentation sent to the management

RECOMMENDATIONS

• Treat Vendors like employees

• Periodic meetings

• Training and Developement

THANK YOU