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  • 8/18/2019 The Indian Institute of Financial Planning Pooja Joshi

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    THE INDIAN INSTITUTE OF FINANCIAL PLANNING

      A

    MARKETING RESEARCH REPORT

    ON

    “AIRTEL DTH”

    SUBMITTED BY: UNDER GUIDANCE OF:

    PRALAY KUMAR DAS MR. PANKAJ DUTTA

    PRAFFUL KUMAR AKELA FACULTY-IIFP

    CONTENT

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    1. INTRODUCTION

    2. EXECUTIVE SUMMARY

    3. OBJECTIVE

    4. RESEARCH DESIGN

    5. METHODOLOGY

    6. ABOUT DTH

    7. MARKETING STRATEGY

    8. BCG MATRIX

    . S!OT ANALYSIS

    1". MAJOR COM#ETITORS

    11. $INDINGS

    12. %UESTIONNAIRES

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 2

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    STUDENT UNDERTAKING

    !& #RALAY KUMAR DAS ' #RA$$UL KUMAR AKELA ()*&

    +,-/&0& 0(& &&)+( , AIRTELDTH & 0(& 9:)+& ,; MR.

    #ANKAJ DUTTA,? ' !& ()*&

    &:0(& +,:& ) , @-:00& :0 &)/:& &/&>(&&.

     

      

    S0&0 S:9)0&

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 3

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      ACKNOWLEDGEMENT

    T(& &&0 >,? : ) &;;,0 0, 0(,> ,-& /:9(0 , AIRTELDTH. T(&

    >,? >,/ ,0 ()*& @&& ,:@/& 0, +,-& 0, 0(& &&0 ()& >:0(,0 0(&

    )@/& 9:)+&< &*::, ) (&/ 0, -& @= -@& ,; &,/&.

    !:0( && && ,; 9)0:0& >& )+?,>/&9& 0(& &+,)9&-&0 )

    9:)+& &+&:*& @= , &&)+( 9:& D.ASHISH MATHUR ) ,0(& 

    0);; -&-@& ,; AIRTEL.

    !& +,*&= , (&)0;/ );;&+0:, 0, )// 0(,& &,/& >(, (&/& )

    ,0& :9 0(& +,&< ;, +,-/&0:, ,; , R&&)+( R&,0.

    INTRODUCTION

    AIRTEL ,& ,; I:) /&):9 ,*:& ,; 0&/&+,--:+)0:, &*:+&

    >:0( ) )0:,>:& &&+& : )// 0(& 23 /:+&& ::+0:, )/, ?,>

    ) T&/&+,- C:+/&. !& &*& ) )99&9)0& ,; 88

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    2 )

    -))9& ):*& :;)0+0& &0)::9 0, 0&/&+,- ,&)0:, & :0

    @::)= B()0: I;)0&/ L:-:0&. B()0: I;)0&/ ,> 42 ,; I

    T,>& L:-:0&. B()0: I;)0&/ ) I T,>& )& 0(& 0>, 0, ,*:&

    ,; ):*& :;)0+0& &*:+& :

    I:).

    S++&;/ @:&& ()*& &0&:*& ?,>/&9& )@,0 0(&: +0,-& )

    +,-&0:0,. G&00:9 )++)0& ) &+:;:+ :;,-)0:, )@,0 =, +0,-&

    ) +,-&0:0, : ) +:0:+)/ ;:0 0& : -)?&0 :*&0:9)0:, )

    &*&/,-&0 ,; ) -)?&0:9 /). A++)0& -)?&0 )&-&0 )

    &*&/,-&0 ,; ) &;;&+0:*& /) : +:0:+)/ 0, 0(& ++& ,; @,0( &> )

    &:0:9 @:&&. T(& -)?&0 :-)+0 ) :&+0 )// )&+0 ,; 0(&

    +,-)= )+0:*:0:& ) /0:-)0&/= >:// /&) 0, ++& , ;):/& ,; 0(&

     @:&.

    T&/&-&:) S&*:+& AIRTEL ,*:& @,)@) DSL ) 0&/&(,&

    &*:+& ;:& /:& : 5 +:0:& >:0( 9,>:9 ;,+ , &> -&:) )

    &0&0):-&0 ,/0:, +( ) DTH ) I#TV. AIRTEL () 2&& @+:@:9 0,

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 5

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     @,)@):0&&0 &*:+&. AIRTEL ,+0 ,;;&:9 : 0(: &9-&0

    :+/& /= ) :0)//)0:, ,; ;:&/:& 0&/&(,& ,*::9 /,+)/<

    )0:,)/ ) :0&)0:,)/ /,9 :0)+& *,:+& +,&+0:*:0= ) @,)@)

    I0&&0 )++& 0(,9( DSL. AIRTEL )/, &-): 0,9/= +,--:00& 0,

    , ;,+ , S-)// ) M&:- B:& &0&:& .AIRTEL ,*:& )

    )9& ,; +0,-:& T&/&+,- IT ,/0:, ) ):- 0, )+(:&*& &*&&

    /&)&(: : 0(: ):/= 9,>:9 &9-&0 ,; 0(& ICT -)?&0. T(& 0)0&9=

    ,; , T&/&-&:) @:& : 0, ;,+ , +:0:& >:0( (:9( &*&& ,0&0:)/<

    &+&0 ;, DTH >(:+( : ) )// I:) ,;;&:9. A:0&/ :9:0)/ TV : )*):/)@/&

    0, +0,-& 0(,9( 23

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    M)?&0:9 R&&)+( , A:0&/ DTH >& 0)0& 0(: &&)+( , 2"0(

     N,*&-@& 2"12. I0 0,,? )/-,0 15 )=.T(& &&)+( () @&& +,+0& ,

    0(& &,/& :9 +)@/&DTH ;, &0&0):-&0. !& ()*& & S*&=

    -&0(, @= ;://:9 %&0:,)&& &9):9 +)@/&DTH &*:+& & ;,-

    15(,&.

    L,+)0:, B()))< D&/(: 1" (,&

      U00)-)9)< D&/(: 5 (,&

    T(& )-/& :& 15 (,&

    OBJECTIVE

    O &&)+( () 0(& ;,//,>:9 ,@&+0:*&

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 7

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    • I0 >:// 9:*& 0(& :;,-)0:, 0()0 &,/& )& :9 -,& +)@/& &*:+&

    , DTH. 

    • I0 >:// (&/ 0, &*&/, 0(& ,+0 : *):, &9:,. 

    • I0 >:// (&/ 0, :&0:;= >()0 : 0(& &), >(= &,/& )& ,0 :9 0(&

     ,+0 ' >(= 0(&= )& :9 ,0(& +,-&0:0,. 

    • I0 >:// (&/ 0, :+&)& 0(&: &*:+& ' +(&-& : ;0&. 

    • I0 >:// (&/ 0, &0) 0(& @) ,:0:,:9 ,; 0(& *):, @). 

    • H,> -+( +0,-& )& )>)& ,; 0(& @)

      RESEARCH DESIGN

    T(& &&)+( &:9 : +&)0& ;, 0(& ;,//,>:9 ,&.

    • T(& -)?&0 ()& : @) )&) ;, DTH &*:+& : /)9&/= 0)?&

     @= +,-&0:0,.

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 8

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    • T, :+&)& 0(& -)?&0 ()& A:0&/ >,/ ()*& 0, &:,/= ))/=&

    0(& -)?&0 0&< ) :0 : &:0(& ) /&)&< @,0( : 0(& )/ ) >&// )

    0(& @) -)?&0.

    • H&+&< A:0&/ >,/ ()*& 0, +,-& >:0( :;;&&0 &0:,):& ;,

     @,0( ?: ,; &< 0(& +)@/& & ) 0(& DTH &< 0, 9): ) @&00&

     &&+0:*&.

    • A/,< 0(& ;,//,>:9 &&)+( -&0(, ()*& @&& &< D&+:0:*&

    /,9:0:)/.

    • T(& )0) & : :-)=.

    • T(& )-/:9 -&0(, & : ),- )-/:9 -&0(,< >(:+(

    +,:0 ,; +/,& && -/0: +(,0,-, &0:, -&0(,< >:0( 2

    &0 ,; &0:,):&.

     

    METHODOLOGY

     

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 9

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    S*&= -&0(,0(,9( &0:,):&

    E)-:& 0(& &&)+( )& ' ))/ &,0 @/:(& @= 0(&

    +,-)=

    A)/=:9 0(& :;,-)0:, 9:*& @= 0(& +,-)= )@,0 0(&: ,+0

    &@:0&

     

    ABOUT DTH

    • DTH 0) ;, D:&+0T,H,-& 0&/&*::,.

    • A >:&/& :9:0)/ ):, *:&, &*:+& : &/:*&& 0(,9( )0&//:0&.

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 10

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    • I&) >) 10 ,,& : 16< @0 0(&= : ,0 ) ),*)/ @&+)&

    0(&& >&& +,+& ,*& )0:,)/ &+:0= ) ) +/0)/ :*):,.

    • G,*0. 00& ) @) 17 >(& 0(& R&0 M,+(,>& I:) S?=

    B,)+)0:9 IS?=B >) )@,0 0, /)+( :0 DTH &*:+& : I:).

    • #)& ),*)/ : 2""" @0 0(& :9)/ +) @& 0)-:00& 0(,9(

    I:) )0&//:0& ,/=.

    ABOUT AIRTEL DTH

    #)&0 B()0: A:0&/

    L)+( , O+0. 2""8

    H&))0& M-@):

    A&) &*& A// ,*& I:)

    K&= &,/& S:/ M:00)/

    CEO M), K,(/:

    B) A-@)), S):; A/: K() ) K&&) K),,

    #,+0 D:&+0 @,)+)0 )0&//:0&

    !&@:0& >>>.):0&/.::9:0)/0*S/,9) C,-& H,-& 0, 0(& M)9:+

    #&&0 S:0)0:, 21

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    T")!'&*) ( 

    • E/:0&

    • U -)?&0 ,;&:,)/

    • E0&&& >:0( @:& /)

    • L,> :+,-& -) +)0&9,=

    • Y,0(

    • !,-& ) &:, +:0:& @= ,0 ): +,&+0:,

    A+,!'&!!*'-  A:0&/ @):+)//= & 0>, )&)/ 0, +,&+0 0, 0(& &

    • E-,0:,)/

    • H-,,

    BCG MATRIX

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 12

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          I      G      H

    Mo!"e Se#$!%e&

    DTH & IPTV

    Broad Band

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 13

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       L   O   W

    A & BCG -)0: A:0&/ DTH ;)// & 0(& %&0:, M)? &+0:, 0()0

    -&) H:9( 9,>0( @0 /,> -)?&0 ()& &+0:,.

    SWOT ANALYSIS

    S'!*)'/

    •  R&+,9:& G/,@)//=

    •  S0,9 B) I-)9&

    •  S0,9 N&> B:& D&*&/,-&0 0&)-

    •  S0,9 $:)+:)/ 

    W!"0*!

    •  O0,+:9 ,; +,& =0&-

    •  C,*&)9& A&)

    O11o'$*&'&!

    •  L& #/=)& )0 R)/ )&)

    •  C&0 T&/&D&:0= 3".6 : 0:// /,> )-,9 &*&/,:9 +,0:&

    T/!"'

    P $)//:9 AR#U

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 14

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    P I0&& C,-&0:0:, ' S(,0)9& ,; B)>:0(

    P N&> #/)=& +,-:9 : I:)

    P U+&0): E+,,-:+ C,:0:,

    MAJOR COMPETITORS

    23. D&/ TV:

    • 168 +()&/

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    Market ShaHIGH

       M  a  r   k  e   t   G  r  o

      w   t   h   R  a   t  e• US# I0&)+0:*& ,;;&:9 /:?& :< 0,= 0&//:9< @,)+)0 /:?&

    (:& ) +,,?:9 ,0)/ )-,9 ,0(& ,;;&:9

    6. B&) TV:

    • 2"2 +()&/< 32 -,*:& +()&/ ) 1" :0&)+0:*& +()&/

    • #:+& R 2

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      FINDINGS

    P H:9( 9,>0( +()+&.

    P $,&:9 0&+(,/,9=.

    P S0)) ,+0.

    P A+0:*& &>< )+0:*& +,,?:9< )+0:*& /&):9.

    P L)9)9& ,0:,.

    P B)9)::9 :+&

    P A*&0::9 0)0&9:&

    P #:+:9

    P #,-,0:,)/ )+0:*:0:&

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 17

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      9UESTIONNAIRES

     N)-&

    A9&

    A&

    1. H)*:9 T*. O ,0

    2. H)*:9 C)@/& , DTH

    3. !()0 : 0(& &0)/ )= ;, =, &*:+&

    4. H,> -)= +()&/ 9&0 : 0(& )+?)9&

    5. !(:+( )& 0(& +()&/ =, >)0+( 0(& -,0

    6. H)*& &*& (&) ,; DTH &*:+&

    7. !(:+( : 0(& @) C,-& 0, =, -: >(& (&) DTH ,*:&

    8. D, ()*& )= /) 0, >:0+( 0, DTH : ;0&

    . I; =& !(:+( )-,9 0(&&

      ) A:0&/ DTH @ D:( TV + B:9 TV S D:&+0

    & T)0) S?=

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 18

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    1". $,- >(&& =, +)-& 0, ?,> )@,0 0(: &*:+&

    11. I; =, 9:*& ;&& :0)//)0:, ,; DTH >:// =, (:;0 0, ,0(& &*:+&

     ,*:&  

    I% '/! 8$'o! /" " DTH 8o**!8'&o*

    1. !(:+( DTH &*:+& )& =, :9

    2. !()0 -)& =, 0, (:;0 0, DTH

    3. !(= : =, ,0& 0(& ,*:&

    4. S+)/& @&0>&& 1 0, 1" =, S)0:;)+0:, >:0( &&+0 0, :+0& )/:0=

    &+:)//= : -,,,

    5. !()0 : 0(& &0)/ =, )= ;, 0(& &*:+&

    6. H,> -)= +()&/ =, 9&0 : 0(& )+?)9&

    7. A& =, ()= >:0( 0(& /:0 ,; +()&/

    8. I 0(&& )= ) , &*:+& >(:+( =, & S&+:;=

    . O& @&0 ;&)0& ,; 0(& DTH =, )& :9.

    1". R)0& =, )0:;)+0:, >:0( 0(& ,*&)// &*:+& =, )& 9&00:9@&0>&&1 0, 1" 

     THE INDIAN INSTITUTE OF FINANCIAL PLANNING Page 19