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
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