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PART-1
INTRODUCTION
INTRODUCTION OF ORGANIZATION
TELECOM HISTORY SINCE 1842 TILL NOW:-
With the dramatic changes in interpersonal communication over the past decade, Internet
messaging has emerged as the primary medium for transferring information quickly,
inexpensively, and reliably. However, the growing popularity of wireless telephones has added
another dimension to the communications equationmobility. As more Indians rely on cellular
communication, this market is expected to see explosive growth over the forecast period.
Lets have a review of telecommunication History:-
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TELECOM HISTORY
1842: Wireless by conduction
1843: Early electromagnetic research, wireless by induction
1865: Induction and Dr. Loomis
EARLY RADIO DISCOVERY
1879: D.E. Hughes and the first radio-telephone reception
1880: The photo phone and the first voice radio-telephone call
1880 to 1900: Radio development begins in earnest
1910: The first car-telephone
1924: The first car-mounted radio-telephone
1937: Early conventional radio-telephone development.
THE MORDERN ERA BEGINS:-
1946: The first commercial American radio-telephone service
1947: Cellular systems first discussed
1948: The first automatic radio telephone service
1969: The first cellular radio system
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1973: The Father of the cell phone
1978: First generation analog cellular systems begin
1980: Growth of Japanese cellular development
1981: NMT the first multinational cellular system
1982: The rise of GSM
1990: North America goes digital: IS-54
PREHISTORY (Birth to Bell Labs, 1924)
While puzzling over the mysteries of radio, many inventors worked concurrently on Power
generation, telegraphs, lighting, and later, telephone. The thorough understanding of electricity
required to produce a reliable, practical radio system took a long time and happened in different
phases. In 1820, Danish physicist Christian Ousted discovered electromagnetism, the science that
could help generate electrical power and, if fully understood and applied, usher in the era of
Telecommunication..
MICHAL FARADAY: (1791 to 1867)
In 1821 Michael Faraday reversed Oberstars experiment and in so doing discovered induction.
This helped him build the worlds first electricity generator. He worked on different electrical
problems in the next ten years, eventually publishing his results on induction in 1831.
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JOSEP H HENRY: (1797 to 1878)
In 1830 the great American scientist Professor Joseph Henry transmitted the first practical
electrical signal; showing that electromagnetism could do more than just create current or pick
up heavy weights it could communicate. In a stunning demonstration in his Albany Academy
classroom, Henry created the forerunner of the telegraph. While Henry did not pursue electrical
signaling, he did help someone who did. And that man was Samuel Finley Breese Morse.
SAMUEL MORSE:(1791 to 1872)
In 1837 Samuel Morse invented the first practical telegraph, applied for its patent in 1838 and
was finally granted it in 1848. Joseph Henry helped Morse build a telegraph relay or repeater that
allowed long distance operation. The telegraph brought the country closer and eventually the
world. Morse also experimented with wireless, not by passing signals though the atmosphere but
through the earth and water without a cable.
WIRELESS BY CONDUCTION:-
On October 18, 1842, Morse laid wires between Governors Island and Castle Garden, New
York a distance of a mile. Part of that circuit was under water. But before he could complete this
demonstration a passing ship pulled up his cable, ending it seemed, his experiment. Undaunted,
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Morse proceeded without the cable, passing his telegraph signals through the water itself. This is
wireless by conduction. Over the next thirty years most inventors and developers concentrated on
wire line telegraphy, that is, conventional telegraphy carried over wires suspended on poles. Few
tinkered exclusively with wireless since a basic radio theory had not yet been worked out.
Telegraphy, however, did produce a good understanding of wireless by induction since wires ran
parallel to each other and often induced rogue currents into other lines.
EARLY ELECTROMAGNETIC RESEARCH:-
In 1843 Faraday began intensive research into whether space could conduct electricity. In 1864
Maxwell released his paper Dynamical Theory of the Electromagnetic Field which concluded
which concluded that light, electricity and magnetism were all related and that all
electromagnetic phenomena travelled in waves.
1888 ONWORDS: Radio development begins in earnest:-
In 1888 the German, Heinrich Hertz, conclusively proved Maxwells prediction that electricity
could travel in waves through the atmosphere. Unlike Hughes, the extensive and systematic
experiments into radio waves that Hertz conducted were recognized and validated by inventors
around the world. Marconi established the first successful radio system. In 1901, his radio-
telegraph system sent signals across the Atlantic Ocean. Ships were the first wireless mobile
Platforms. In 1901 Marconi placed a radio aboard a Thorny croft steam-powered truck, thus
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producing the first land-based wireless mobile transmitting data, not voice. In December 24,
1906, Reginald Fessenden accomplished the first radio band wave communication of human
speech over a distance of 11 miles, from Brant Rock, Massachusetts, to ships in the Atlantic
Ocean. Radio was no longer limited to telegraph codes, no longer just a wireless telegraph, but a
means of verbal communication.
HISTORY OF CELLULER MOBILE TELEPHONE:(1982 to 2001)
1980 First cellular phones began to appear
1982 Nordic Mobile Telephony (NMT) standard
1983 American Mobile Phone System (AMPS) standard
1986 Nordic Mobile Telephony (NMT) 900 MHz
1991 Commercial launch of the GSM service
1993 Coverage of main roads GSM services start outside Europe
1994 Japanese Digital Cellular (JDC)
1996 USA Personal Communications Systems (PCS)
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Brief History
Bharti Airtel Limited
Type Public(BSE:532454)
Industry Telecommunications
Founded 7 July 1995
Founder(s) Sunil Bharti Mittal
Headquarte
rs
New Delhi, India
Area served South Asian & African countries and theChannel Islands
Key people Sunil Mittal
(Chairman) and (MD)
Sanjay Kapoor
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(CEO)
Products& Services
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Products
Wireless
Telephone
Internet
Satellite television
Services
Companys plans
PREPAID PLANS
Are you wary of committing yourself to a date for making your bill payments? Is it
too much of a bother for you to remember dates for bill payments? Do you often end
up paying late fee against your monthly utility services bills? Do you end up
spending too much if you have the option to pay the bill later? Think over for if one
of these represents you, we have a solution for you. Start thinking prepaid is our
advise! So what exactly is this prepaid! It is simply a way of going cellular by
paying for the talk time in advance. For e.g. if you feel that you need Rs. 300 worth
of talk time for a month, you can buy a recharge coupon which gives you that much
talk time on your cell phone. Once that money gets exhausted you can buy another
recharge for the same or different denomination depending on your future need.
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Prepaid allows you to be in control of your cellular expenses even while you are
spending. You will be surprised that today in India, Prepaid connections account for
almost 60 to 70 percent of the total new entrants into cellular telephony. Thats
because almost every one of us wants to be in control of our cellular expense.
ADVANTAGES OF PREPAID:-
Some of the many advantages that you enjoy with Airtel Pre-Paid...
Total Cost Control
Enjoy the liberty of total cost control with your Airtel Pre-paid! Re-charge as much
as you feel the need to! Now that's what we call complete freedom!
No Rentals
Buy an Airtel prepaid now experience complete freedom like never before with
Airtel! Our STD/ISD facility allows card without having to pay any rentals!
No deposits
Your Airtel prepaid card comes without you having to pay hefty deposits!
STD/ISD facility till the last rupee
You to make long distance call in India and Overseas from your cellular phone!
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Instant Balance Inquiry
Check your talk-time instantly by calling our toll-free number!
1 second pulse
Airtel provides you with a 1-second pulse rate! Freedom for you to experience like
never before!
Instant Recharge
Avail of instant recharge on your Airtel prepaid card with just a few simple steps!
24-hour recharge facility
With our round-the-clock recharge facility, recharge you Airtel prepaid card
anytime, anywhere!
Caller Line Identification
Call Line Identification gives you the power to know the phone number of the
calling party even before you answer the call, thus giving you the choice to\ either
reject or take the call. It provides the added advantage of saving the incoming
number directly in the Handset Phone Book. So that the next time you want to call
the same person, you don't need to retype his number, simply use your phone book.
Call Divert, Call Hold and Call Wait
Avail of special services like call waiting, call hold and call divert all with your
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Airtel prepaid.
Short Messaging Service (SMS)
With Airtels Short Messaging Service (SMS), send messages and jokes to your
friends and colleagues, anytime anywhere!
SMS based Information Services
With Airtel's SMS based information services; you can get up to-the-minute cricket
scores, order flowers as well as send couriers or check your daily horoscope!
Voice Mail service
Voice Mail lets you receive messages even when your handset is switched off or
when you are outside the coverage area. You can listen to your messages whenever
you feel like, from anywhere in the world. Voice Mail can store up to 75messages,
with each message of two minute.
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AIRTEL REGULAR PREPAID:-
ONE TIME CHARGES:-
LOCAL & STD
Pulse Rate60 sec
Price of Pack (Rs.) Rs.49
Free Airtime on Pack (Rs.) Nil
Incoming Calls (Rs.) Free while in home network
MONTHLY CHARGES (OPTIONAL)
Airtel Other GSM
Local Rates Rs.1.00 Rs.1.00
STD Rates Rs 1.50 per min Rs 1.50 per min
USA, Canada, Europe (Fixed Line),
Australia, Singapore, Hong Kong,
Rs.6.40
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Thailand, Malaysia, Indonesia, New
Zealand.
Gulf, Europe (Mobile), SAARC
countries, Africa & Rest of the worldRs.9.20
Cuba, Sao Tome & Principe, Guinea
Bissau, Diego Garcia, Nauru, Solomon
Islands, Vanuatu, Cook Islands, Tuvalu,
Tokelau, Norfolk Island, Sakhalin
Rs.40.00
SMS:-
Local Re.1.00
National Rs 1.50
International Rs.5.00
OTHER DETAILS:-
The SMS charges as applicable are
per 160 characters.
We have established one of the most extensive roaming tie-ups - both national and
International with the best service providers in the respective regions to ensure that
you get uninterrupted coverage throughout. We currently provide roaming coverage
in more than 1000 cities and major highways across India. We also provide
international Roaming in 56 Countries across 101 networks. To get more
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information on our roaming coverage, click on the respective links:
National Roaming:-
Our national roaming coverage currently spans across more than a 1000 cities across
India. To Subscribe to National Roaming, you have to pay the following: Security
Deposit Rs 1500.
Monthly Rental Rs 49
Customer Care
Do you need any clarifications on your bills? Do you have any feedback or query on
our Products & services? You can call us, send us an E-mail or meet us in person.
We shall be glad to help you out in every possible way.
Contact us by phone
If you are on Airtel, Prepaid or Postpaid just call us on 121, your Airtel Prepaid or
Postpaid phone. These toll free numbers however, cannot be dialed when you are
roaming.
AIRTEL LOUNCHES:- Music Messaging service
Customers can dedicate songs along with their voice messages; Airtel, one of the
leading cellular operators in Maharashtra, Goa, and Daman & Due and today
announced the launch of a new innovative service called Music Messaging. The
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service will allow music lovers to listen to the various songs and then dedicate the
same to any other Airtel mobile subscriber along with a personalized voice message.
For using the service, the customer simply needs to dial 646 from his mobile and
follow the voice prompts. This will lead him to the options Hindi and English songs.
There are 10 songs under each option and the customer can either go on to listen to
the song clippings of 90 seconds each or move on to the next or previous song.
While listening to the song, the subscriber may choose to dedicate the song to some
other Airtel Subscriber after recording a 10 second long personalized voice
message. The music message will then be received by the person to whom it has
been dedicated as a Voice Message with the CLI of the sender followed by a 30
second clip of the song that has been dedicated. The charge for the service is just Rs
7/minute for a 60 second pulse. Announcing the launch of the service, Mr. N.F.
Aibara, COO, Airtel- Maharashtra said The mobile phone today is no longer just a
communication device. Rather it is a driver of self-identity and creative pursuits
especially for the youth segment which constitutes about 70 % of the new customers
that we enroll every month. We have always sought to provide our customers with
new and exciting services. That has been made possible through innovation and use
of latest technology. The launch of
This new service is another step in the same direction as it enables customers to add
a musical edge to their messages-nothing can be more powerful than a message in
ones own voice along with a song to suit the situation. I am sure this service will be
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liked by all our customers and more specially the youth
BHARTI CELLULAR FOOTPRINT:-
Bharti is to first achieve critical mass, then drill deep instead of spreading thin.
Thereafter, it is ready for controlled expansion. In keeping with this, the company
has been providing excellent service to its subscribers in various states. It controls a
portfolio of India's most attractive and contiguous telecom geographies, including
the states of Maharashtra (excluding Mumbai), Goa, Gujarat, Andhra Pradesh,
Madhya Pradesh, Chhattisgarh and Delhi (inclusive of NCR). With a footprint
dominating the map of India, Airtel Cellular accesses over 45% of India's total
telephony potential. With the objective of critical mass achieved, Airtel Cellular
turned to drilling deep
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Organizational Performance:
Revenue US$ 7.254 billion (2009)
Operating
income
US$ 2.043 billion (2009)[1]
Net
income
US$ 1.662 billion (2009)[1]
Total
assets
US$ 11.853 billion (2009)[1]
Employee
s
25,543 (2009)[1]
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Parent Bharti Enterprises (63.56%)
SingTel (32.04%)
Vodafone (4.4%)
Website Airtel.in
Airtel comes to you from Bharti Cellular Limited a part of the biggest private integrated
telecom conglomerate, Bharti Enterprises. Bharti provides a range of telecom services, which
include Cellular, Basic, Internet and recently introduced National Long Distance. Airtel is one of
Asias leading providers of telecommunication services with presence in all the 22 licensed
jurisdictions (also known as Telecom Circles) in India, and in Srilanka. Bharti Airtel is the
world's third largest, single-country mobile operator and fifth largest telecom operator in the
world with a subscriber base of over 180 million. It also offers fixed line services and broadband
services. It offers its telecom services under Airtel brand and is headed by Sunil Bharti Mittal.
Bharti Airtel is the first Indian telecom service provider to achieve this Cisco Gold Certification.
To earn Gold Certification, Bharti Airtel had to meet rigorous standards for networking
competency, service, support and customer satisfaction set forth by Cisco. The company also
provides land-line telephone services and broadband Internet access (DSL) in over 96 cities in
India. It also acts as a carrier for national and international long distance communication
services. The company has a submarine cable landing station at Chennai, which connects the
submarine cable connecting Chennai and Singapore.
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It is known for being the first mobile phone company in the world to outsource everything except
marketing and sales and finance. Its network (base stations, microwave links, etc.) is maintained
by Ericsson and Nokia Siemens Network. business support by IBM and transmission towers by
another company. Ericsson agreed for the first time, to be paid by the minute for installation and
maintenance of their equipment rather than being paid up front. This enables the company to
provide pan-India phone call rates of Rs. 1/minute (U$0.02/minute). During the last financial
year [2009-10], Bharti has roped in a strategic partner Alcatel-Lucent to manage the network
infrastructure for the Telemedia Business.
The company is structured into four strategic business units - Mobile, Telemedia, Enterprise and
Digital TV. The mobile business offers services in 18 countries across the Indian
Subcontinent and Africa. The Telemedia business provides broadband, IPTV and telephone
services in 89 Indian cities. The Digital TV business provides Direct-to-Home TV services
across India. The Enterprise business provides end-to-end telecom solutions to corporate
customers and national and international long distance services to telcos.
Globally, Bharti Airtel is the 3rd largest in-country mobile operator by subscriber base, behind
China Mobile and China Unicom. In India, the company has a 30.7% share of the wireless
services market. In January 2010, company announced that Manoj Kohli, Joint Managing
Director and current Chief Executive Officer of Indian and South Asian operations, will become
the Chief Executive Officer of the International Business Group from 1 April 2010. He will be
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overseeing Bharti's overseas business. Current Dy. CEO, Sanjay Kapoor, will replace Manoj
Kohli and will be the CEO, effective from 1 April 2010.
PARTNERS:-
Network
Equipment
Mobile Services Nokia Siemens, Ericsson, Huawei
Telemedia & Long Distance
Services
Nokia Siemens, Juniper, Cisco, Alcatel Lucent,
ECI, Tellabs
Information Technology IBM
Call Centre OperationsIBM Daksh, Hinduja TMT, Teleperformance,
Mphasis, Firstsource & Aegis
Equity Partner {Strategic} Sing tel
WORLDWIDE PRESENCE
Airtel is the 5th largest mobile operator in the world in terms of subscriber base and has a
commercial presence in 19 countries and the Channel Islands.
Its area of operations include:
3 countries in the Indian subcontinents :-
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India, Sri Lanka, Bangladesh
16 countries in Arfrica:-
Burkina Faso, Chad, Democratic Republic of the Congo, Republic of Congo, Gabon,
Ghana, Kenya, Madagascar, Malawi, Niger, Nigeria, Seychelles, Sierra, Leone Tanzania,
Uganda, and Zambia.
Channel Islands:-
Jersey and Guernsey
Coverage map of Bharti Airtel across 19 countries:-
Airtel owns 70 % of Warid Telecom in Bangladesh through a joint venture. Bharti Airtel Limited
will take management control of the company and its board, and will prelaunch the company's
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services under its own Airtel brand. The Bangladesh Telecommunication Regulatory
Commission approved the deal on January 4, 2010.
Airtel operates on the British Crown Dependency of Jersey and Guernsey, under the brand name
Airtel-Vodafone, through an agreement with Vodafone.
In India :-
In India, the company's mobile service is branded as Airtel. It has nationwide presence and is the
market leader with a market share of 30.07% (as of May 2010).
On 19 October 2004, Airtel announced the launch of a BlackBerry Wireless Solution in India.
The launch is a result of a tie-up between Bharti Tele-Ventures Limited and Research in
Motion (RIM).
The Apple I Phone 3G was rolled out in India on 22 August 2008 by Airtel & Vodafone. Both
the cellular service providers rolled out their Apple I Phone 3GS in the first quarter of 2010.
However, high prices and contract bonds discouraged consumers and it was not as successful for
both the service providers as much as the I Phone is successful in other markets of the world.
On May 18, 2010, 3G spectrum auction was completed and Airtel will have to pay the Indian
government Rs. 12,295 crores for spectrum in 13 circles, the most amount spent by an operator
in this auction. Airtel won 3G licences in 13 telecom circles of India: Delhi, Mumbai, Andhra
Pradesh, Karnataka, Tamil Nadu, Uttar Pradesh (West), Rajasthan, West Bengal, Himachal
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Pradesh, Bihar, Assam, North East, Jammu & Kashmir. Bharti is expecting to launch its 3G
service by December 2010.
On 20 September 2010, Bharti Airtel said that it has given contracts to Ericsson India, Nokia
Siemens Networks (NSN) and Huawei Technologies to set up
Infrastructure for providing 3G services in the country. These vendors will plan, design, deploy
and maintain 3G-HSPA (third generation, high speed packet access) networks in 13 telecom
circles where the company has won 3G licenses. While Bharti Airtel has awarded network
contracts for seven 3G circles to Ericsson India, NSN would manage networks in three circles.
Chinese telecom equipment vendor Huawei Technologies has been introduced as the third
partner for three circles.
Subscriber base in India
The Airtel subscriber base according to Cellular Operators Association of India (COAI) as of
August 2010 was:
Metros
Chennai - 2,877,029
Delhi - 6,950,079
Mumbai - 3,201,916
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Kolkata - 2,947,042
"A" Circle
Andhra Pradesh - 14,240,429
Gujarat - 5,980,024
Karnataka - 13,434,418
Maharashtra - 7,209,072
Tamil Nadu - 8,744,937
"B" Circle
Haryana - 1,580,398
Kerala - 3,332,095
Madhya Pradesh - 7,496,236
Punjab - 5,171,278
Rajasthan - 11,004,105
Uttar Pradesh (East) - 8,534,334
Uttar Pradesh (West) - 4,923,409
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West Bengal - 6,644,688
"C" Circle
Assam - 2,683,243
Bihar - 12,600,521
Himachal Pradesh - 1,452,709
Jammu and Kashmir - 1,751,239
North Eastern States - 1,612,005
Orissa - 4,840,243
Airtel is the market leader in India with about 31.18% market share of 481 million GSM mobile
connections as of August 2010.
Telemedia
The Telemedia business provides services in 89 Indian cities and consists of two brands.
Airtel Broadband provides broadband and IPTV services. Airtel provides both capped as well as
unlimited download plans. The maximum speed available for home users is 16Mbps.
Airtel Fixed Line which provides fixed line services.
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Airtel has about 3.15 million wire line customers, of which 42.6% are broadband/internet
subscribers as of August 2010. Until September 18, 2004, Bharti provided fixed-line telephony
and broadband services under the Touch tel brand. Bharti now provides all telecom services
including fixed-line services under a common brand "Airtel".
Digital Television
: Airtel Digital TV
The Digital TV business provides Direct-to-Home (DTH) TV services across India under the
brand name Airtel Digital TV. It started services on 9 October 2008 and has about 32.44 million
customers as of August 2010.
Enterprise
The Enterprise business provides end-to-end telecom solutions to corporate customers and
national and international long distance services to telcos through its nationwide fiber optic
backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and international
bandwidth access through the gateways and landing stations.
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VISION:
To make mobile communications a way of life and be the customers first choice.
MISSION:
We will meet the mobile communication needs of our customers through:
Error-free service delivery.
Innovative products and services.
Cost efficiency.
Unified Messaging Solutions.
We will delight our customer with our simplicity, speed & innovation.
We will honor our commitment.
We will follow the highest standard of professional integrity & behavior.
We will respect individual, build winning teams and lead by example.
We will create a fun filled and friendly workplace.
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AIRTEL MOBILE COMMUNICATIONS LIMITED:-
Bharti Tele-Ventures Limited was incorporated on July 7, 1995 for promoting investments in
telecommunications services. Its subsidiaries operate telecom services across India. Bharti Tele-
Ventures is Indias leading private sector provider of telecommunications services based on a
strong customer base consisting of 7.42 million total customers, which constitute, 6.76 million
mobile and 657,000 fixed line customers, as of April 30, 2004. Bharti Tele-Ventures vision for
its mobile business is To make mobile communications a way of life and be the customers first
choice. The mission is to meet the mobile communication need of the customer through.
1) Error free service.
2) Innovative products and services.
3) Cost efficiency.
4) Full customer support
5) Effective Service.
6) Everywher Avalibility . etc.
The Companys strategic objective is to consolidate its leadership position amongst the mobile
service providers in India. The Indian mobile market, according to the COAI, has increased from
approximately 1.2 million subscribers as of March 31, 1999 to approximately 29.21 million
subscribers as of June 30, 2004. Despite this rapid growth, the mobile penetration rate in India, at
approximately 2.8% as of June 30, 2004, is significantly lower than the average mobile
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penetration rate in other Asian and international markets. The number of mobile subscribers in
India is expected to show rapid growth over the next four years. By 2006 it is projected at 50
million by COAI, and 44 million by Gartner. Bharti Tele-Ventures believes that the demand for
mobile services in India will continue to grow rapidly as a result of the following factors:-
Lower tariffs and handset prices over time;
Growth in pre-paid customer category;
Greater economic growth and continued development of Indias economy;
Higher quality mobile networks and services; and
Greater variety and usage of value added services.
Bharti Tele-Ventures, through its subsidiary has the licenses to provide GSM services in all the
Twenty-two telecom circles in India. It proposes to consolidate all its subsidiaries providing
Mobile services under Bharti Cellular Limited as of June 30, 2004.
FACTSHEET OF BHARTI AIRTEL:-
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Name Bharti Airtel Limited.
Business Description Provides mobile services in all the 22 telecom circles in India, Srilanka
and Bangladesh. Was the first private operator to have an all India
presence
Provides telemedia services (fixed line and broadband services through
DSL) in 89 cities in India.
Also offers DTH and IPTV services.
Established July 07, 1995, as a Public Limited Company
Proportionate Revenue Rs. 396,150 million (year ended March 31, 2010-Audited)
Rs. 369,615 million (year ended March 31, 2009-Audited)
As per US GAAP Accounts
Proportionate EBITDA Rs. 160,268 million (year ended March 31, 2010 - Audited)
Rs. 151,678 million (year ended March 31, 2009 - Audited)
As per US GAAP Accounts
Shares in Issue 3,797,530,096 as at Mar 31, 2010
Listings The Stock Exchange, Mumbai (BSE)
The National Stock Exchange of India Limited (NSE)
Market Capitalization
Customer Base 130,616,487 GSM mobile and 3,092,009 Telemedia Customers (status as
on Apr 30, 2010)
Operational Network Provides GSM mobile services in all the 22 telecom circles in
India,Srilanka and Bangladesh was the first private operator to have an
all India presence?
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BENEFITS OF GOOD DISTRIBUTION SYSTEM
1. Easy availability.
2. Satisfied customers.
3. Competitive advantage.
4. Better market reputation.
5. Saves time.
DISTRIBUTION SYSTEM OF AIRTEL:-
1. Organization (C&FAs).
2. Distributor.
3. Retailer.
4. Customer.
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34
ORGANIZATION C & FA
DISTRIBUTER
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THREE TYPES OF SALES:
35
CUSTOMERS
DIFFERENTIAL
RETAILERS
DIFFERENTIAL
RETAILERS
DIFFERENTIAL
RETAILERS
F O SF O SF O S
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1. Primary Sales Organization to Distribution of Prepaid, Postpaid Cards, Coupons, easy
recharge etc.
2. Secondary Sales Distributor to Retailers
3. Tertiary Sales Retailer to Customer.
PROCEDURE OF ACTIVATION OF PREPAID CONNECTION:
Dealer (Confirms on 570)
FOS (Saw that the form is completed and has Accessory papers
Distributor (Activates the card)
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PROCEDURE OF ACTIVATION OF POSTPAID CONNECTION:
Dealer (Collects of Cash and facilitates in Competition)
FOS (Collects the Form)
Distributor (Activates the card)
Major Challenges
There are many companies in the market like, Reliance, BSNL, and Vodafone (Hutch). They are
also having good market share. In this stage to compete within all of them is the major challenge
for the company.
There are many types of challenges:
1.Call rate in comparison with other companies.
2. Increase the customers of the company.
3. Providing the good service to the customer.
4. Profit maximization of the company.
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5. Tariff Plans.
6. To Provide detailed and qualitative feedback.
7. Maintaining confidentiality.
8. To focus more on customer satisfaction.
INTRODUCTION OF PROBLEM:
At Bharti Airtel Ltd., I was assigned with the topic as To Study the Behavior
of Telecom Retailers and Growth Opportunities Ahead for my project work. I
joined the company as a Sales Executive. The selection of the topic was to
know how the company generates business through them.
Sales Executives are those sources of a company who have their own
relations and personal contacts among common public that they use to
generate business through. Company has certain criteria to recruit these
Sales Executives. The steps are as follows-
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He should be at least 12th passed.
He should have good personal contacts.
He should have convincing power.
He should be above 18 year old.
Once he through all these steps of recruitment, he becomes the Sales
Executive of the company and reserve the right to sale the various products
to any prospect client also he is paid the commission a certain percentage.
There are some reward and tour package also.
PART-2
OBJECTIVES OF RESEARCH :
PRIMARY OBJECTIVES:
To study of behavior of the telecom retailers and growth oppurtunities ahead
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SECONDARY OBJECTIVES:
To find the different way of convincing customers.
To study brand image of the company.
To increase the business of the company
To increase the customers of the Airtel.
LITERATURE REVIEW
BUSINESS & MARKETING STRATEGIES
Seminars: seminars are conducted at different places by the expert time by Some Marketing
And Business Tools Adopted By AIRTEL As To Promote Its Activities:
time to make people aware.
Publicity: publicity is done through various media.
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Stalls at famous places: they conduct their stall after a particular period of
time on the famous and public place to attract them towards themselves.
DSA (Direct Sales Agency)
Print media
Hoarding
Banners
Advertisement
Leaflets
Follow ups By KNOP
MOBILE STRATEGY
Capture maximum telecommunications revenue potential with minimum geographical coverage
to maximize its revenues and margins. Build high quality mobile networks by deploying state-of-
the-art technology to offer superior services. Use the experience it has gained from operating its
existing mobile networks to develop and operate other mobile networks in India and to share the
expertise across all of its existing and new Circles. Attract and retain high revenue generating
customers by providing competitive tariffs, offering high quality customer support, proactive
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retention programs and roaming packages across all of its mobile circles. Provide affordable
tariff plans to suit each segment of the market with a view to expand the reach, thereby
increasing the mobile customer base rapidly.
At Airtel, we have always sought to enhance value for you as a customer by providing you the
most relevant and easy to use services through innovation and by harnessing the latest
developments in technology. In line with this strategy, we have constantly introduced innovative
products and services to suit your unique needs and wants. Our services range from CLI to Music
- Messaging to Lost Call Alerts all to serve you better. Move your mouse over any service from
the following menu to get a brief description on what it is all about.
SMS
ASTROLOGY
RINGTONES
VOICE-MAIL
DAIL-A-RINGTONE
LOGOS
CALLER TUNES
MUSIC MESSAGING
FLASH MESSAGES
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BLINKING MESSAGES
JOKES
LOVE JOKES
YAHOO! MESSAGING
YAHOO! MAIL
NEWS UPDATES
SPORTS
CALLER IDENTIFICATION
TRENDS IN MOBILE COMMUNICATIONS
The growth and penetration of sophisticated digital communication systems, Infrastructures and
services, has been increasing constantly over the last decade. examples of these services are the
Internet, electronic mail, multimedia, pagers, PDA's, and mobile telephone. From marginal
penetration 15 years ago, these systems and services are becoming a commodity in both the
professional and consumer markets worldwide. The developments in these fields are still going
strong. In particular, rapid advances - both in technology and services - can currently be in
wireless and mobile systems that support the communication of different media, such as data,
speech, audio, video and control. Current wireless network and mobile phone services roll-out is
centered around four available technologies, namely WAP, UMTS, Bluetooth, and mobile
positioning systems. The wireless application protocol (WAP), initially carried by second
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generation GSM and in the future by third generation UMTS wireless networks, will turn the
mobile phone into a networked smart-phone capable of low to medium data rate Internet
functionalities. Bluetooth will allow for short-range data communication between consumers
appliances in a domestic environment. Positioning systems will become integral part of mobile
phones such that services can be made dependent on the location of the user in the network.
When projecting the progress in mobile networks and services into the future, three
developments are of importance. In the first place, we can observe that more and more mobile
phone-like devices start to include accessories such as a small keyboard, a display, and a speech
interface. Such communication and information-oriented systems are emerging as hybrids
between the mobile phone and the wireless laptop personal computer. With higher bit rates
supporting more advanced services, the integration of the personal computer andpersonal
communication devices will be pushed even further. In the second place, we observe that
computing resources are becoming ubiquitously - that is everywhere and at all time - available.
We will soon live in an environment that supports us by providing ubiquitous Computing for a
wide variety of tasks and services. Daily life consumables, durable products and services already
contain an ever-increasing number of sensors, actuators, processing units, and (embedded)
softwere. The personal computer has entered daily life as a necessary commodity, and the
development of sophisticated communication systems in today's society relies heavily on the
availability of computation resources. Finally, we observe that communication and computing is
becoming increasingly personal. The device (and therefore the user) is always on-line, the user is
identifiable, the device can be personalized, and the system knows about the users position
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CELLULAR MOBILE PRICING STRUCTURE ANDTRENDS
Successful growth and diffusion of mobile communication services is focusing greater attention
on how mobile relates to fixed networks. Accordingly, it is necessary for regulatory authorities to
review current frameworks in those instances where regulation might impede the offering of
certain pricing structures, such as calling party pays. this issue is critical in putting fixed and
mobile networks on an equal footing, so the potential for competition between networks can be
exploited. Testing the demand for new pricing structures can be left to the market. Successful
growth and diffusion of mobile communication services is focusing greater attention on how
mobile communication relates to the Internet and electronic commerce. This report reviews and
benchmarks the pricing of emerging services such as short message services. These services are
the harbingers of third generation? Information services over mobile networks and policy makers
need to review current regulatory frameworks to enhance pricing innovation and competition in
the provision of these services.
INDIVIDUAL CUSTOMIZATION
An important trend in our society is agility or mass individualization. Consumer behavior is
much more volatile, much less predictable and increasingly concerned with instant gratification.
The expectation is that in due course this trend towards individualization will become a more
important factor in the emerging markets too, particularly in the urban areas. As well as setting
Quality standards for products, this attitude also demands delivery at the right time and in the
right place. At any moment, wherever the consumer may be, it has to be possible to satisfy his or
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her requirements; it is a question of the consumer as a "moving target" and how we can increase
our chances of "scoring a hit". In modern thinking about categories of consumers, every
consumer has something of this instant consumer in his or her make-up, alongside other possible
descriptions, such as "rational", "social" and "responsible". What's more, this can vary according
to the product category. One moment, moreover, this instant consumer will be demanding
products on the basis of flavor, convenience or cheapness, and in the next breath will be voicing
concerns about the environment, animal welfare or his or her own health. The likelihood is that
in the long term health, the environment and animal welfare will be significant factors in the
concept of quality, as safety already is. Changes in consumption patterns are an important factor
in this development. While the retail trade is evolving from supermarket to household service
provider in response to mass individualization, consumers are increasingly also obtaining their
food through other outlets: company canteens, take-away meals, snack bars, old people's homes
etc."Young couples" in Europe are rapidly moving towards the situation that already exists in the
United States, where 50% of the food consumed is prepared outside the home.
CONSUMER-DRIVEN TECHNOLOGY DEVELOPMENT
These trends in the market and among consumers generate a demand for a more differentiated
and more rapidly changing product range and also call for a different approach to technology
development (dedicated production systems). In the future there will have to be product
development that takes the dynamic of the market and the divergent wishes of the consumers as
its starting point and uses the technologies of the future: biotechnology, separations technology,
sensor technology and modern information technology (IT). To achieve this, product
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development will have to be tackled in a more structured way, and knowledge deriving from
different areas of research will have to be integrated more effectively. The development of sensor
technology in agro sector, for instance, requires the integration of materials technology,
biotechnology and process technology. New scientific developments also provide interfaces
through which the sector may respond to wishes relating to health both the information about
genetic aspects and the new insights into bioactive components substances that, in low
concentrations, affect human health - offer interesting prospects of made-to-measure food! In the
future, "made-to-measure food" will also mean "food produced in a way that the public finds
socially acceptable". Such aspects as the environment, animal welfare etc. will play a major role.
This will have to be specifically taken into account in the development of technology.
FROM CHAIN TO FLAXIBLE NETWORK:-
As well as imposing requirements in terms of technology development, trends such as mass
individualization call for a responsive answer to a sharply fluctuating market demand. This
places considerable demands on the organization of agricultural production chains. The full
vertical integration of links in a chain can mean a loss of flexibility. It would appear to be more
efficient to opt for a continuation of the development of the chain concept; leading to responsive
networks that combine the advantage of co- ordination with the flexibility of more loosely linked
organizations. These independent organizations work closely together in the flow of goods along
the chain in order to achieve the desired "customer value" at the lowest possible cost.
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RESEARCH METHODLOGY
RESEARCH METHODOLOGY:
Research problem:
To study retailers trends, behavior, preferences and level of satisfaction in Airtel communication
Ltd. The study was conducted in Noida with sample size of 100 and sample units were retailers
of mobile connection.
Research Objectives:
To study the retailer trends in telecommunication sector.
To study retailer selling decision-making & preferences.
To study marketing strategies adopted by Airtel.
To study the level of retailer satisfaction in Airtel.
To study the market potential.
To understand the needs of different retailer segments.
Comparative study of different mobile companies.
To know why some retailers dont sell new connections of Airtel.
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Research Design
The following methodology was adopted for the study purpose:
Type of research:
Descriptive and qualitative research design was used while conducting the project.
Sampling Design was taken as the Research design.
The major purpose of the study is to describe the state of affairs as it exists at present.
The study was based on the facts or information already available, & analysis of this available
formation make a critical evaluation of the material.
Sampling Design:-
In the project I used sampling research design. In which I selected a sample size of 100
respondent from deferent places by which I can make my research easy to use in quantitative
data analysis for getting accurate result.
Research Method/Technique:
In the project report I used following techniques while conducting the study for the Analysis of
the Research problem of the project.
Survey Method:
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A market survey was done on different retailers present. Interview (Personal): Both open and
closed ended (unstructured) questions were asked while taking some information from the
retailers of the cellular atNOIDA.
Questionnaire (Structured):-
A structured designed comprehensive questionnaire was framed and pretested for data collection
from the retailers of mobile telecom by which I easily find problems and analyses the data
collected from their response through questionnaire.
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DATA COLLECTION
RESEARCH DATA:-
Data is the key activity of marketing research. The design of the data collecting method is
research design. Data constitute the foundation of statistical analysis and interpretation. Hence
the first step in statistical work is to obtain data .Data can be obtained from two important
sources namely:
1. Primary Data
2. Secondary Data
PRIMARY DATA:-
Primary data are gathered for the specific purpose or for a specific research project, consist of
original information for the fulfillment of project objective. When the data are required for the
particular study can be found neither in the internal record of the enterprises nor in published
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sources. In some cases it may become necessary to collect original data. Primary data can be
collected as given ways:-
1. Observation.
2. Survey.
SECONDRY DATA:-
Secondary data are the data, which already exists somewhere. Secondary data provide starting
point for research and after that the advantage of low cost and ready availability.
Secondary data can be divided in two types.
1.Internal data
2. External data
When researcher uses the data that has already been collected by other data are called
Secondary Data. Secondary data can be obtained from journals i.e. internal sources report,
Government publication and books, professional bodys etc. Internal data are reports and
Memos generated within organization to facilitate its operations and annual report. External data
are those specially produce for outside consumption.
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SOURCES FROM WHICH THE RESEARCHER HAS TAKEN THE
SECONDRYDATA ARE AS UNDER:-
1. Direct observation.
2. Airtel website.
3. Books for marketing management.
4. Surveys and customer data & report.
5. Airtels customers care office.
6. Airtels Broachers.
SAMPLE DESIGN:-
Area of sample:-
The areas covered up in this survey was NOIDA
Selection of units under study:-
Sampling Units from NOIDA were retailers of mobile connection from various places on
random selection basis. All sample units not selected from any particular area or place,
Source list (Sampling Frame):-
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RETAILERS: 100
Sampling size: 100
Sampling Procedure: - Simple Random Sampling.
LIMITATIONS OF THE STUDY
While working on this project I have to face some difficulties while conducting the survey.
1) Retailers were not interested in giving their actual information about their selling &
Distributers information. .
2) Most of the retailers dont have the knowledge of English language.
3) Retailers were not interested in answering all the questions as it was very time consuming.
Some of the limitations are:-
- Not enough time.
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- Refusal to Co-operation.
- Respondent bias.
- Lack of knowledge in retailers about all Companies product and Schemes.
- Some others.
DATA INTERPRETATION & ANALYSIS
QUESTIONNARE AND ANALYSIS:-
1) Which companys sales person visits you the most?
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Visit of sales person:-
AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
21 % 05 % 18 % 03 % 20 % 07 % 10 % 08 % 08 %
On the basis of analysis Airtel sales person (21%) visit most &
followed by Reliance (20%)
2) What is the frequency of the sales person visiting you?
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Frequency of sales person visit:-
AS PER
YOUR NEED
DAILY ONCE IN
WEAK
TWICE IN
WEAK
THRICE IN
WEAK
ONCE IN
MONTH
34 12 21 24 09 O
Sales person mostly visit as per Retailers need (43%) and Twice in
week (24%).
3) Which company has got the best pricing?
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Pricing of companies:-
AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
27 % 15 % 20 % 04 % 24 % 05 % 03 % 01 % 01 %
According to Retailer (27%) Airtel is best, followed by Reliance
(24%) in best pricing.
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4 )Which companys product and services are worth the value and are
appropriately priced?
Product & service are worth the value
AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
38 % 09 % 24 % 05 % 17 % 02 % 03 % 02 % 00
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Appropriate pricing is of Airtel (38%) & followed by
Reliance (17%).
5) For Retailers which companys product is easy to sell?
Product of company easy to sell
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AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
24 % 11% 21 % 04 % 27 % 01 % 05% 05 % 02 %
For Retailer Reliance (27%) & Airtel (24%) product
is easy to sell.
6) Which companys product is considered overpriced?
Companys product overprized.
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AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
06 % 16 % 05 % 07 % 03 % 4O % 08 % 07 % 08 %
On the basis of analysis of retailer view Aircel (40%) connection is
overpriced followed by BSNL (16%).
7) Which company is offering the best profit margin to the
Retailers?
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Offering of best profit margin
AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
23 % 12 % 21 % 01 % 27 % 08 % 05 % 00 % 03 %
Reliance (27%) & Airtel (23%) offers best profit
margin to Retailers.
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8) With which companys product Retailers are able to get
better real profit and are able to charge premium?
Better real profit & charge premium
AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
23 % 15 % 22 % 02 % 28 % 02 % 04 % 02 % 02 %
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Retailer are getting better real profit & able to
charge premium on Reliance (28%) & Airtel (23%).
9) Which companys connection are easy to sell for the
Retailer even when there is low real profit and like to sell
the most
Easy to sell & like to sell most even when real
profit is low.
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AIRTE
L
BSNL VODAFONE TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
28 % 10% 23 % 06 % 24% 00 % 02 % 07% 00 %
Here Airtel (28%) is followed by Reliance (24%) &
Vodafone (23%)
What is the reason for the above answer?:-
Reason of above answer:-
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Main reason of above answer was Good attractive
schemes (34%) & strong and clear network (20%).
Detailed reason of answer by chat is as
given:-
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10) Which product is tough to sell even when profit is
high?
Tough to sell even profit margin is high.
AIRTE
L
BSN
L
VODAFONE TAT
A
RELIANC
E
AIRCE
L
UNINO
R
IDEA VIRGIN
01 % 07 % 02 % 08 % 00 % 28 % 23 % 11 % 19 %
For Retailer Aircel (28%) & Uninor (23%) are tough
to cell, even profit margin is high.
What is the reason for the above answer?:-
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Reason of above answer:-
Less demand
from
customers.
Less benefits
for
customers.
Poor and
congested
network.
Less
attractive
schemes.
Poor service
quality of the
company.
Any other
please
mention.
42 05 29 04 20 00
Main reason of above answer wasless demand from
customers (42%) & Poor and congested network (29%).
Detailed reason of answer can define by
given chat:-
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Co.
name
Reason
AIRTEL BSNL VODA
fONE
TATA RIM AIRCEL UNINO
R
IDEA VIRGIN TOT
AL
Less demand
from
customers.
O5 08 13 04 12 42
Less benefits
for customers.
01 02 02 05
Poor and
congestednetwork.
06 01 11 05 04 02 29
Less
attractive
schemes.
01 01 01 01 04
Poor service
quality of the
company.
02 02 07 04 02 03 20
Any other
please
mention.
00
TOTAL 01 07 02 08 00 28 23 11 19 10
11) Which companies Retailers schemes are better as
compared to other, easier to achieve and the Retailerequivalently helped by the company people in achieving
these schemes?
Companies Retailers schemes:-
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AIRTE
L
BSN
L
VODAFONE TAT
A
RELIANC
E
AIRCE
L
UNINO
R
IDEA VIRGIN
28 %09 % 24 % 01 % 17 % 05 % 09 % 03 % 04 %
For Retailer schemes of Airtel (28%) & Vodafone
(24%) are easy to achieve & equally helped by the
Company people.
12) With which companies claim settlement Retailer is
most satisfied ?
Claim settlement satisfaction: -
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AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
25 % 08 % 24 % 07 % 19 % 00 % 11 % 03 % 03 %
Airtel (25%) most satisfied Retailer in claim
settlement.
13)With which companies claim settlement Retailer is most
dissatisfied ?
Claim settlement dissatisfaction: -
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AIRTE
L
BSNL VODAFON
E
TATA RELIANC
E
AIRCEL UNINO
R
IDEA VIRGIN
49 % 08 % 25 % 00 % 14 % 00 % 02 % 01 % 01 %
Retailer feel motivated to sell the connection of
Airtel (49%) the most.
15) Are you satisfied with the service of Company people?
Satisfaction with the company service: -
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YES NO
76 % 24 %
76% Retailer are satisfied with company service.
16) Are they able to solve the problem faced by you?
Problem solving by company person: -
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YES NO78 % 22%
78% of retailers say that company person is able to solve their
problem.
SWOT ANALYSIS OF AIRTEL
STRENGTH: -
Huge customer:-
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OPPORTUNITY:-
Retailers: -
New retailer schemes are very good & easy to achieve, will motivate retailers to sell more
connections.
Internet: -
New schemes & server speed of surfing & downloading will attract the customer to use.
Tariff & night chat: -
Newly issued tariffs & night chat plan is suitable for customer so it can easily modify their tariff
plans according to their need and gain customer attraction.
Diversification: -
Lot of new populated areas is developing and out inside of city which will increase the market
area.
THREATS:-
TOUGH COMPETITION: Airtel has to face a tough competition with existing market leaders
like Reliance, BSNL, Idea, Vodafone, Uninor, Aircel.
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FINDINGS
DIRECT RELATION:-
Basically for providing customer services in terms of their queries to build good relation with
customers to reach a point of customer satisfaction. Building good customer relation does not
only help in expanding sales but also helps in knowing the customer better and knowing the
customer further leads to acknowledgement of tastes & preferences of the customer. The FOSs
of Airtel in Noida were quite well. But they were not caring about small retailer who gave low
business for them, the FOSs have to capture all the market in their specific are given to them,
but they use to go in developed market and prevaricate to go to small market which is in street.
Their relationship was not good, but the TSM and ZSM were trying to maintain that by giving
them good response and making them satisfy.
PROMOTION:-
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This is an important factor which creates a perception in customers mindset to purchase a
product. There was very low promotion of Airtel in Noida. Airtel
Promotes through Banner, Poster, Strips, and hording on the Retail shop market and road etc. but
there was lack of these things on the retail outlet and as well as on the market place and roads.
OTHER:-
One of the various ways to reach the customer is through franchisee. It helps the customer to be
in touch with a particular business. The franchisee should be at many places to build a strong
relation with all segments of customer. The franchisee of Airtel in Noida was good and the give
good repose.
SERVICES PROVIDED BY RETAILERS:
- New Postpaid and prepaid connection
- New SIM issue
- Duplicate SIM issue.
- Coupons and Easy recharge (Value)
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SUGGESTIONS
The company should go ahead with aggressive marketing. They should light competition on:-
1. Awareness level.
2. Pricing strategy.
3. Others.
Thus, the recommendations for these are as follows:
1. AWARENESS
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- The company should distribute, leaflets of AIRTEL Cellular in colonies of
Noida.
2. PRICING STRATEGY
- The company should look the strategies of the competitive companies.
- The company should try its level best to keep the price low as compare to Competitors.
3. OTHERS.
There should be a runner with FOS for advertisement of new offers and schemes at time.
There should be regular visit of company person to the retail outlets
Retailers problems should be solved efficiently.
There should be more exciting schemes for the retailers and distributers so that they feel
motivated.
Communicate the schemes to FOS and retailers daily.
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Enhance the service in areas of weak network.
There should be proper Advertisement & promotion at outlets.
Company should target younger costumer & plan for attracting them.
CONCLUSION
Good services is the way to retain the clients
1) Retailers are satisfied with Airtel in most of the places.
2) Retailers are willing to sell Airtel connection as its service and schemes are too good
comparison to others.
3) There are too much opportunity present for growth and expansion of the Airtel outlets
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4) Airtel connection is selling because of best network connection and good coverage
area.
5) Good relation between FOSs and Retailers are help full in selling.
6) There is Large Market coverage area of FOSs which is creating problem to reach on
every outlet every day.
7) Paper recharge coupon is not available adequately on outlet shops.
8) Customer Care number does not connect easily to solve customers problem and
Retailers are also not aware about all new schemes.
9) Very less promotional things (Banner, Poster Strips etc.) are present on the retailer
outlets.
10) Most of the FOSs were not caring of small retailers.
BIBLIOGRAPHY
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1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
4) Which companys product and services are worth the value and are appropriately
priced?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
5) For Retailers which companys product is easy to sell?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
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5) BSNL
What is the reason for the above answer:-
1) Good network & service.
2) Good schemas.
3) Easy call rate.
4) Good VAS (value added service) facility.
5) other.
6) Which companys product is considered overpriced?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
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What is the reason for the above answer?:-
1) High charges of call & VAS.
2) Poor network & service.
3) Less attractive schemes.
4) Low value on recharge.
5) Other.
7) Which company is offering the best profit margin to the Retailers?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
8) With which companies product Retailers are able to get better real profit and are
able to charge premium?
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1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
9) Which companys connection are easy to sell for the Retailer even when
there is low real profit and like to sell the most?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9)Virgin
5) BSNL
What is the reason for the above answer?
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1) High demand from customers.
2) Good benefits for customers.
3) Strong and clear network.
4) Good attractive schemes.
5) Good service quality of the company.
6) Any other please mention.
10) Which product is tough to sell even when profit is high
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
What is the reason for the above answer?:-
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1) Less demand from customers.
2) Less benefits for customers.
3) Poor and congested network.
4) Less attractive schemes.
5) Poor service quality of the company.
6) Any other please mention.
11) Which companies Retailers schemes are better as compared to other,
easier to achieve and the Retailer equivalently helped by the company
people in achieving these schemes?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
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5) BSNL
12) With which companies claim settlement Retailer is most satisfied ?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
13) With which companies claim settlement Retailer is most dissatisfied ?
1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
14) Which companys service quality is better as compared to other and with
company Retailer are satisfied being associated with and feel motivated to
influence customer for?
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1) Airtel 6) Tata
2) Vodafone 7) Aircel
3) Reliance 8) Idea
4) Uninor 9) Virgin
5) BSNL
15) Are you satisfied with the service of Company people?
1) Yes 2) No
16) Are they able to solve the problem faced by you?
1) Yes 2) No
Personal information:-
Retailer Name:-
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Distributer or Hub name:-
LAPU Number:-