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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.


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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

85


86/96


87/96


88/96

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


3) Reliance 8) Idea

4) Uninor 9) Virgin

5) BSNL

5) For Retailers which companys product is easy to sell?

1) Airtel 6) Tata


3) Reliance 8) Idea

4) Uninor 9) Virgin

88


89/96

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


3) Reliance 8) Idea

4) Uninor 9) Virgin

5) BSNL

89


90/96


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


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?

90


91/96

1) Airtel 6) Tata


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


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


3) Reliance 8) Idea

4) Uninor 9) Virgin

5) BSNL


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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


3) Reliance 8) Idea

4) Uninor 9) Virgin

93


94/96

5) BSNL

12) With which companies claim settlement Retailer is most satisfied ?

1) Airtel 6) Tata


3) Reliance 8) Idea

4) Uninor 9) Virgin

5) BSNL

13) With which companies claim settlement Retailer is most dissatisfied ?

1) Airtel 6) Tata


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?

94


95/96

1) Airtel 6) Tata


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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96/96

Distributer or Hub name:-

LAPU Number:-

sanjay final

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