Project Report by Abhi

Institute of Business Study And Research
Project On
“Market Survey And Sales Promotions
For
Loop Mobile”
Master of Business Administration (Marketing)
Submitted in partial fulfillment of the requirements for award of
Master of Business Administration of
Tilak Maharashtra University, Pune.
Submitted by
ABHISHEK SHUKLA
PRN: 07208015196
Institute of Business Studies and Research, Navi Mumbai
Tilak Maharashtra University
Gultekdi, Pune 411037.
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Tilak Maharashtra University, Pune

ACKNOWLEDGEMENT
The satisfaction of completion of any successful task is incomplete without

mentioning the name of people who made it possible and whose constant guidance
and encouragement crowned our efforts with success.
I am feeling glad being the part of Project named as HAMALA which is nothing but
to increase the consumer base by providing them better services.
I have a pleasure in submitting the project report and I take this opportunity to
express my sincere gratitude to all those who have helped me in this organization.
I express my sincere gratitude to Mr. Badrinath Agnihotri (Senior Manager –

Enterprise), who gave the vital inputs and necessary information regarding the
project and organization. I would also like to thank my project guide Mr. Santosh
Ageskar (Senior Sales Manager), for giving me the opportunity constant
encouragement, support and guidance and for imparting their views regarding
growth of Project HAMALA which is basically aim to get more market share. I wish
to place on record my sincere Thanks to LOOP MOBILE management staff.
I'm also thankful to Mr. Akhilesh Bajpai (Senior Sales Executive), whose
encouragement and never ending support made me relentlessly work hard towards
the pursuit of preparing this report in a timely and efficient manner.
This project report could not have been completed without the guidance of our
Director Dr. Bhuril , Project Guide Mr. Deb Burman.
Last but not the least , I also wish to express my gratitude to all those who
have directly or indirectly given assistance in making this project easier
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EXECUTIVE SUMMARY
The rapid growth in Indian telecom industry has been contributing to India‟s GDP a t
large. Telecom industry in India started to set up in a phased approach. Privatization
was gradually introduced, first in value - added services, followed by cellular and
basic services. Telecom Regulatory Authority of India (TRAI), was established to
regulate and deal with competition. This gradual and thoughtful reform process in
India has favored industry growth. Upcoming services such as 3G and IMAX will help
to further augment the growth rate. The Indian telecommunications industry is one of
the fastest growing in the world and India is projected to become the second largest
telecom market .
LOOP MOBILE is a well known company in telecommunication sector which only

operates in Mumbai region of Maharashtra .In spite of all this, It manage to have the
third place in Mumbai after Vodafone and Airtel, which are the Big market players.
LOOP MOBILE starts its services in 1995, LOOP MOBILE currently operates in
Mumbai city with than 2.4 million happy and satisfied subscribers. It not only have
the wide network coverage which operates on 900 MHz frequency, resulting in better
coverage superior voice quality and compatibility across all GSM handsets .
It as an great idea of management to initiate an project named HAMALA, in which

they were targeting to increase the customer base by giving the information
regarding their products which were already in the market but output which should
be, is not there in spite of having better plans and services than other competitors
like Vodafone, Airtel, Idea and Reliance.
Loop Mobile is now ISO 9001:2008 certified. The certificate is a testimony to the
company‟s commitment to operational excellence. The certification was conducted in
accordance with the TUV NORD CERT auditing and certification procedures.
Recently LOOP has got PAN License to expend its network in all over the India. In
order to that LOOP starts its service in Kerala and Karnataka and plans of soft
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launch in five states that were scheduled for mid - June the sequence of circles
launch is in sync with the sequence of the spectrum allocation
The main objective of the project HAMALA was to enhance the numbers of
customer base by giving the right information about the cheaper rate. In order to
achieve that objective, they decided to conduct market survey. So Ex. C.E.O of Loop
Mobile Mr. Sanjeev Chachodia introduced a project titled HAMALA.
As we know that only telecom industry continue increase, while recession was
already in market in spite of all these several problems new companies were
introduced in market like Aircel , customer base was increasing above the
acceptance of analysts of telecommunication. So it can be a golden opportunity for
marketing guys to work under such research title HAMALA with such big brand name
like LOOP MOBILE.
If new companies are coming in spite of recession so it can be concluded that

telecom industries have a lot to understand and analysis. And because of this
decided to join Loop Mobile .We should be very careful in selection of choosing
Internship Project. And especially at the starting level of my career I wanted to do my
summer internship with any Brand Name in spite of doing any other sectors. In
present scenario of market is not just about adding new customers while it‟s also
important to maintained old customer as well? It is very easy to introduced new
customer than retention of old customers. This was also a reason for introduction of
this market survey. So it can be a good time to get into touch of market where I can
know the pulses and Ups & Down of market.
As this project was much more related to apply our practical Knowledge of
dealing with people rather than theoretical one so it was bit of a challenging
task also but the learning what we get from the Market as well as LOOP
head office is quite a great opportunity
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Contents
CHAPTER NO. TITLES PAGE NO.
1 Rationale of Study 06
Title of the Project 09
Objective of Study 11
Scope of the Project 12
3 Company Profile 14
4 Review of Literature 23
5 Research Methodology 36
Research Design 36
Data Collection Methods/Sources 37
6 Data Analysis & Interpretation 41
7 Findings 50
8 Limitations 51
9 Recommendation 52
Appendix Questionnaire 53
Bibliography 54
49
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Chapter 1
Rationale of Study
BPL Mobile, Mumbai‟s oldest and longest standing mobile service brand is now Loop
Mobile, the newest telecom brand in the city. The new brand identity for BPL Mobile,
which has been serving Mumbai for over 13 years, was unveiled today. It already
caters to over 2 million subscribers. The new logo – Loop Mobile has been designed
keeping in mind growth and re-enforces BPL Mobile as a fresh new brand.
Loop Mobile comes with a brand new network too. The company announced the
completion of its network expansion and has now doubled its capacity by deploying
the latest NGIP (Next Generation Internet Protocol) and EDGE (Enhanced Data
rates for GSM Evolution) technology. With this, they also pave the way for seamless
execution of numerous innovative VAS as well as micro-segmented and value
enhancing tariffs that Loop Mobile aims to roll out for their subscribers.
I chose Loop Mobile for my Summer Internship Project and reasons are as follows;
 In India Telecom Industry is at the high pace.
 India is the fourth largest telecom market in Asia after China, Japan and
South Korea.
 The Indian telecom network is the eighth largest in the world and the second
largest among emerging economies.
 And even the existence of recession, this was only the field which was on its
own pace.
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 According to Telecom Regulatory Authority of India (TRAI), Loop Mobile is at

the first place in terms of overall Customers satisfaction which was almost
99% which is itself higher than any other telecom service providers in Mumbai
circle.
 Loop Mobile has third place in customer base which was 2.2 million, after
Vodafone and Airtel both are national players.
As a management student, we should be very careful in choosing title because its

directly related to your future career. So we should choose our project as per our
interest.
I was searching a project in which I am able to apply my theoretical as well as I can

learn that how to understand corporate problems and how to draw a solutions.
The company was doing in every field but they want to increase the customer base
by giving the better services at lower cost which is basic motive of Loop Mobile,
because for expanding customer base is not enough for any company . Because it‟s
very easy for any organization to add new customers but it is very difficult to retain
old and loyal customers.
As company‟s product were already in the market but the revenue which should be
there was not generating. So company decided to conduct a survey so that they get
to know the real need of customers.
It was also important that company change its brand name from LOOP MOBILE to
BPL MOBILE so they want to increase the brand image of newly change LOOP
MOBILE.
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BPL Mobile has consistently met and exceeded the TRAI Quality of Services
standards. BPL Mobile ranked No 1 in overall satisfaction amongst the GSM
operators as per the new TRAI report on Quality of Service and Customer
Satisfaction Survey of telecom services in Mumbai. BPL Mobile also topped in the
Voice & Data – SAARC Mobile User satisfaction Survey (2008) in network services
category with 98.2% users of BPL Mobile voting in its favour.
I am so glad to done my project with LOOP MOBILE because it was a very learning
experience. All the management staff was very supportive.
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Chapter-2
TITLE OF PROJECT
“market Survey and SaleS promotionS of loop mobile”
It can be an great opportunity for marketing students who want to feel the real sense
of marketing scenario especially in present time where recession is going on.
Anyways I got the chance to grab opportunity by working with LOOP MOBILE under
the project title HAMALA, which is introduced by Ex. C.E.O. of LOOP MOBILE Mr.
Sanjeev Chachondia.
As word has its own meaning same here the literal meaning of the project title
HAMALA is to „Attack‟. The basic idea behind giving this name is to increase the
customer base which is very important aspect for any organization for regulating in
market because without customers any organization cannot competite.
In project HAMALA we are in the Sale Department which was further divided into sub
– Departments which are as follows
 Large Scale Industry

 Medium Scale Industry
 Small Medium Enterprise (SME)
I was in Small Scale Medium Enterprise( SME ). In this department we usually go to

the Small Scale Private industries where we ask the different questions regarding
telecommunication operator which they were using as like which operator they are
using ?, Is that connection is company paid or individual paid ? How many
connection lines are there? How many employees are working over there? and After
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taking all valuable and required information we give information from our side if they
are showing interest.
Every question which I ask means a lot and have its own importance. As we ask
question like The connection which is using by company, is company paid or
individual paid because if connection is company paid only then we take it into
consideration only reason behind it that we are in postpaid connection department
and if that is individual then we give full detail of our product and suggest them to
take it into consideration if they are planning for changing connection lines and also
informed that we can customized our products according to your requirement so that
customer get better service at a low cost in comparison to other operators .
Overall it was a learning experience by working with LOOP MOBILE under the
project title HAMALA. All management staff was very supportive but strict to rules
and regulations.
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OBJECTIVE OF STUDY
The main objective of study was to add value to products of Loop mobile and to
increase the customer base by providing them better services. For the better
understanding of objective of study it can be divided into two parts which are as
follows:
Objective
Primary Secondary
 Primary Objective –
i. To study the brand awareness and the market potential of loop mobile.
ii. To give the real and right information regarding our product.
iii. Being as the part of organization I tried to follow organization culture and rules
and regulation.
 Secondary Objective : These objectives can be define in following way :

i. Try to drag out all required information which is very basic before
arriving at the conclusion ,
ii. TO know about actual market potential.
iii. To know that whether company is using LOOP connection.
iv. To know that is connection is Company paid or Individual Paid because
we are targeting those connection which are company paid .
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v. By that data , try to predict that whether company is satisfied with

operator which is already in that company,
vi. If not then from here we can create a good image of LOOP MOBILE by
telling them that according to Telecom Regulatory Authority Of India
(TRAI) we means LOOP MOBILE has 98.5 % customer satisfaction
which is higher than any other service provider.
Scope of Study
The data which is collected during project is very important from LOOP MOBILE as
well as from our point of view because by this data they were doing a kind of
mapping of MUMBAI Telecom operators in SMEs, by which they predict what the
customer base , what‟s customer base of other operators , what kind of service they
are providing , what are those fields where LOOP MOBILE lacks behind and many
more.
The project was useful for me being a management trainee because I can learn
there a lot like, what‟s organization culture is all about? , how to behave while
entering in any organization, etc . Overall it was a golden opportunity for the
marketing people to know market pulses. And various scopes are as follows:
 As per areas which is already decided by Senior Sales Executive Mr.

Santosh Ageskar and as we are the part of corporate sales unit so they
usually chose those areas where the maximum number of SMEs are there.
So I have got three areas which are C.S.T., Masjid and Charni Road .The
basic idea is to increase market share by giving required knowledge about our
products.
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 After that if any company person is willing to change their connection because
of some problems like Billing System so we take appointment from them to
meeting with our any Sales Executives for offering them fare deal.
 If I fix an appointment with Sales Executive then we call it Prospect. In we got

5 points for this which was very useful to get an Excellent Certificate which will
be provided if you achieve 500 points.
 And if that prospect turns into fix deal then we get 10 points plus 2 points per
connections. And there were also other points system as if we collect visiting
cards of any Administrative Person then we get 1 point for per visiting card. It
was not just about to collect data and get certificate ,but also we get interact
with admin person so we were creating personal contacts which is very
important being an management student.
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Chapter-3
COMPANY PROFILE
COMPANY OVERVIEW
BPL Mobile Communications Limited provides cellular services in Mumbai, India.
The company offers prepaid, post paid, roaming, multimedia messaging, and mobile
browsing services, as well as mobile tracker services and Java based mobile games.
It also offers BlackBerry Curve 8300 Smartphone to individuals and businesses. The
company was founded in 1995 and is based in Mumbai, India. BPL Mobile
Communications Limited was a subsidiary of BPL Communications. As of January
17, 2006, BPL Mobile Communications limited is a subsidiary of Vodafone Essar,
Ltd.
'B' Wing 4th floor
Eureka Towers
Mind space, Link Road, Malad (West)
Mumbai, 400 064
India
Phone:
91 22 2844 0800
Fax:
91 22 2431 0331
www.bplmobile.com
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KEY EXECUTIVES
Mr. Sandip Basu
Chief Executive Officer
Mr. K. A. Mohd Saleem
Chief Operating Officer of Kerala & Tamil Nadu Circles
Mr. G. Sambasivan
Chief Operating Officer of Kerala Operations
Mr. R. Suresh Kumar
Chief Operating Officer of Tamil Nadu & Pondicherry Operations
Mr. A. J. Ishwar Kumar
Vice President of Strategic Initiatives
Compensation as of Fiscal Year 2009
KEY DEVELOPMENTS FOR LOOP MOBILE (INDIA) LIMITED
 Loop Mobile (India) Limited Launches 'epaid'
09/2/2009
Loop Mobile (India) Limited launched èpaid`. èpaid` entitles subscribers all benefits
of a postpaid and a prepaid connection bundled together. Enriching the mobile
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phone service offering to an all new level, Loop Mobile (now) revolutionizes the
Indian market in introducing èpaid` (after prepaid and postpaid). With an
introductory offer of a free monthly itemized usage e-statement and the convenience
of online purchase of credits, èpaid` aims to provide a new alternative to
subscribers. With èpaid` Loop Mobile subscribers can enjoy 3 year validity, low
Local & STD tariffs and roam across 550 networks worldwide. E-paid comes along
with pre-activated CLIP, ISD, STD, call-conference and call-forwarding. In addition,
the superior NGIP network of Loop Mobile backs the service making it congestion
free and without call drops.
 Loop Mobile (India) Limited Announces Executive Changes
08/18/2009
Loop Mobile (India) Limited announced that Mr. Sanjeev Chachondia, Chief
Executive Officer has been replaced by Mr.Sandip Basu, who was the CEO and
Executive Director of BPL Mobile till 2005. Mr. Basu will be in charge of the national
launch of Loop Telecom.
 BPL Mobile Communications Limited has Changed its Name to Loop

Mobile
03/20/2009
BPL Mobile Communications Limited changed its name to Loop Mobile
BPL Mobile has had the privilege of serving the communications needs of the
financial capital of India for the last 13 years. It gives us great pleasure to inform you,
that BPL Mobile is being rebranded as Loop Mobile in Mumbai.
 Loop Mobile introduces ‘karaoke messaging’ in India
Mumbai-based Loop Mobile today announced the launch of a new VAS initiative
which it has branded as „Karaoke messaging‟ allowing subscribers to sing a song
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with music accompaniment and exact lyrics. Users can then listen to recording and
dedicate it to their loved ones.
The services is interactive voice response (IVR) based and the portal 54999 hosting
the service has over 500 tunes of Bollywood music from categories such as Retro,
Romantic and Ghazals. Subscribers will be charged Rs 2 per minute while the song
can be dedicated for free.
We being a telecom company say that the service banks on the surprise quotient
associated with the service by the recipient who receives the dedicated song as a
call.
Commenting on this trendy new service, Mr. Joseph George, Marketing Head, said,
“‟Karaoke messaging‟ is the upshot of research in consumer trends which reflected
the popularity that Karaoke enjoys. Karaoke is being accepted both as a fun and
trendy activity across age-groups, and as a cool way of expressing yourself to loved
ones. With approximately 85% acceptability amongst prospects in the target group of
youth 18-24 years, the need for a handy Karaoke as the most preferred means of
expressing oneself was clearly visible in the test group‟s approval ratings. Being
aligned with our overall commitment to delivering engaging & trendy services, we at
Loop Mobile are tuned in to identify such trends of high acceptability and usability
and convert them into a service that‟s more exciting & enjoyable as an experience.”
Competitors In Present Market:
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Being a telecom service with in limited areas, gave a tough competition to other
service provider which are national telecom service provider. We maintain our third
position in Mumbai circle. There are several competitors which are as follows;
Experience the Change;
Our new identity, Loop Mobile, represents growth with continuity. While we
constantly work towards giving our subscribers a better network, innovative products
and a superior mobile telephony experience, our subscribers can be assured of the
same focus and commitment in providing the best network coverage, billing
accuracy, and an unmatched personalized customer service.
It is our firm belief that our customers deserve the best we have to offer, be it in
terms of network or customer service experience. In line with this commitment, we
have invested over Rs 300 crores to upgrade to NGIP (Next Generation IP) network.
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This highly efficient network upgrade enables us to offer unmatched voice clarity and
extensive coverage along with high-speed data services. I am happy to inform you
that we are the only GSM network in Mumbai that has met all the TRAI benchmarks
on network and service quality parameters again this year. We have also been rated
as the best network by Voice & Data, leading Telecom magazine, in their SAARC
Mobile Users' Satisfaction Survey 2008.
We have gained a significant market share of incremental subscriber addition in

Mumbai Circle for the last several months. The emphasis on growth is clearly
reflected in our growing subscriber base - we crossed the 2-Million subscriber mark
in Mumbai Circle in January 2009.
Loop Mobile (Formerly BPL Mobile)
Type Private
Founded 2009
Headquarters Mumbai, Maharashtra, India
Key people CEO Sanjay Basu
Industry Telecom
Mobile
Products
Telecommunication operator
Website http://www.loopmobile.in/
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BPL Mobile Communications, the country‟s oldest mobile telecom service provider,
has changed its name to Loop Mobile, following the expiry of its brand-use
agreement with the TPG Nambiar-owned BPL Group.
Loop Mobile will also have the latest NGIP (Next Generation Internet Protocol) and
EDGE (Enhanced Data rates for GSM Evolution) technology. The operator is hoping
to leverage these technologies to introduce innovative VAS, as well as micro-
segmented tariffs for subscriber.
Having started its services in 1995, BPL Mobile distinguishes itself as the longest
serving telecom brand in the country. It currently operates in Mumbai with over 2
million happy and satisfied subscribers. With customer focus at its core, BPL Mobile
has consistently excelled and led the industry and continues to prove how well they
understand customer service. BPL Mobile has consistently met and exceeded TRAI
benchmarks according to Report on the Indian Telecom Services Performance
Indicators, over the past several years. BPL Mobile also credits itself as the first
operator in the country to offer GPRS/MMS, Caller Ring Tunes and also launch IN
(Intelligent Network).
BPL Mobile, Mumbai‟s oldest and longest standing mobile service brand is now
Loop Mobile, the newest telecom brand in the city. The new brand identity for BPL
Mobile, which has been serving Mumbai for over 13 years, was unveiled today. It
already caters to over 2 million subscribers.
The new logo – Loop Mobile has been designed keeping in mind growth and re-
enforces BPL Mobile as a fresh new brand.
Loop Mobile comes with a brand new network too. The company announced the
completion of its network expansion and has now doubled its capacity by deploying
the latest NGIP (Next Generation Internet Protocol) and EDGE (Enhanced Data
rates for GSM Evolution) technology. With this, they also pave the way for seamless
execution of numerous innovative VAS as well as micro-segmented and value
enhancing tariffs that Loop Mobile aims to roll out for their subscribers.
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Elaborating on the rationale behind the rebranding, Sanjeev Chachondia, CEO, Loop
Mobile (India) Limited (formerly BPL Mobile Communications Ltd.) said, “The change
of the brand name to Loop Mobile is a well thought out conclusion of a journey that
had begun some time back. For a Telco brand that is Mumbai‟s oldest, we
understand the pulse & rhythm of the Mumbaikar. Our dedication towards our
subscribers and our efforts in continuing to maintain the high performance standards
and service delivery has always been acknowledged by various surveys including
that done by the regulator. Mumbai‟s oldest network is now also its newest one and
already commands a healthy 2 million customers and rapidly growing”
Market Share:
Source: www.telenor.com
As LOOP MOBILE only operates in Mumbai but if we talk about national wise market
share in GSM operates then Bharti Airtel having First place ahead of Vodafone and
other operators as shown in above Pie Chart .
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Loop Telecom Private Limited is excited to announce that we will be commencing

mobile operations across 21 circles shortly. Founded on the pillars of positivity,
passion and perseverance we promise to offer customers an unmatched quality of
experience across the length and breadth of India as well as when they are travelling
internationally.
With an untiring resolve, we commit to alleviate our customers' pain points and
elevate their expectations as we stretch our own performance standards and strive
to create new quality benchmarks. We envision a world of uninterrupted,
uncomplicated and ubiquitous communication where customers can count on simple
competitive plans, superior coverage and stellar service.
For further information on
Marketing - Contact marketing@loopcellular.com
Business/Distributor/Retailer queries - Contact business@loopcellular.com
Customer Care - Contact customercare@loopcellular.com (all circles except

Mumbai), mobile.assist@loopmobile.in (Mumbai circle)
Investor relations - Contact investor-relations@loopcellular.com
Corporate Office :
Loop Telecom Private Limited
127, Manmala Tank Road ,
Taikalwadi,
Mahim (West)
Mumbai – 4000
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Chapter-4
REVIEW OF LITRETURE
India is the fourth largest telecom market in Asia after China, Japan and South
Korea. The Indian telecom network is the eighth largest in the world and the second
largest among emerging economies. At current levels, telecom intensiveness of
Indian economy measured as the ratio of telecom revenues to GDP is 2.1 percent as
compared with over 2.8 percent in developed economies (CRISIL, www.ibef.com).
Indian telecom sector has undergone a major process of transformation through

significant policy reforms. The reforms began in 1980s with telecom equipment
manufacturing being opened for private sector and were later followed by National
Telecom Policy (NTP) in 1994 and NTP'1999.
Historically, the telecom network in India was owned and managed by the
Government considering it to be a natural monopoly and strategic service, best
under state's control. However, in 1990's, examples of telecom revolution in many
other countries, which resulted in better quality of service and lower tariffs, led Indian
policy makers to initiate a change process finally resulting in opening up of telecom
services sector for the private sector.
Policy reforms can be broadly classified in three distinct phases
 "The Decade of 1980's saw private sector being allowed in

telecommunications equipment manufacturing. Mahanagar Telephone Nigam
Limited (MTNL) and Videsh Sanchar Nigam Limited (VSNL) were formed and
a Telecom Commission was set up to give focus to telecommunications policy
formation.
 "In 1990s, telecommunications sector also benefited from the general opening
up of the economy. NTP 1994 was the first attempt to give a comprehensive
roadmap for the Indian telecommunications sector.
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Availability of telephones on demand (targeted by 1997)

Universal service covering all villages and one PCO per 500 persons in
urban areas at the earliest (targeted to be achieved by 1997)
Telecom services at affordable and reasonable prices
World standard quality of services
 NTP 1999 brought in the third generations of reforms in the Indian

telecommunications sector.
Telecommunication Services
Telecommunication services include Basic service, Cellular service, Internet Service

Provider (ISP) and Very Small Aperture Terminal (VSAT) services. Government of
India plans to introduce a unified license for all telecommunication services in India,
and has already allowed full mobility to wireless in local loop (WLL) operators as a
first step. Telecom services are growing at an approximate rate of around 5 percent
per year in terms of revenue and mere 10 % in terms of subscriber base in last five
years. Partly the result is due to negative growth in NLD market (-14% Rs 51,410
million from Rs 59,880 million) and ILD market (-13% Rs 43,460 million from Rs
50,010 million) in 2003-04. Amongst telecom services, cellular services are the
fastest growing, with CAGR of 40 percent over the past four years.
Telecommunications Regulatory Authority of India (TRAI) expects that the total
number of cellular connections would bypass the total number of fixed line
connections by late 2004 and early 2005. (As on March 2004 subscriber base of
cellular operators is 33 million and basic operator is 42.84 million) During the past
three years, in terms of subscriber base telecommunications services have been
growing at a CAGR of nearly 22%, owing largely to the rapid increase in cellular
service subscribers.
Telecommunication sector in India is primarily subdivided into two segments, which

are Fixed Service Provider (FSPs) and Cellular Services. Telecom industry in India
constitutes some essential telecom services like telephone, radio, television and
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Internet. Telecom industry in India is specifically emphasizing on latest technologies

like GSM (Global System for Mobile Communications), CDMA (Code Division
Multiple Access), PMRTS (Public Mobile Radio Trunking Services), Fixed Line and
WLL (Wireless local Loop). India has a prospering market specifically in GSM mobile
service and the number of subscribers is growing very fast.
Quick Facts:
Total telecom subscribers : 429.72 million (March 2009)
Wireless subscribers : 391.76 million
Wire line subscribers : 37.94 million
Tele density : 36.98 per cent
India‟s service providers revenue in Q1 (2009): $8.2 billion
India‟s Rural Mobile Phone Users : 100 Million
Source : www.trai.gov.in
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Growth Avenues
Managed services: is another segment that is attracting telecom companies. On

account of the rapidly growing subscriber base, service providers find it difficult to
manage their infrastructure and network management operations. In such cases,
they completely or partially outsource their infrastructure or network management
operations
.
 To reduce their network deployment costs, many service providers are
considering infrastructure sharing offers the following advantages:
 Improved service quality
 Increased affordability for customers

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 Faster roll out of services in rural and remote areas
 Significant reduction in initial set up costs
 Increased environmental aesthetics
 Lower operating costs for service providers
 Enterprise Telecom Services includes key services, such as voice over

Internet protocol (VoIP), dedicated telecom communication systems; IT
infrastructure enabled unified communication services, etc. Telecom services
providers are increasingly targeting enterprises by providing dedicated
services and is expected to witness major developments in near future.
 Virtual Private Network: is a private data network that provides

connectivity within closed user groups via public telecommunication
infrastructure. Competition is likely to heat up in the VPN segment as Dot has
relaxed the norms for private players.
 3G: The Indian government plans to auction the spectrum for 3G services by
inviting bids from domestic as well as foreign players, and creating a
competitive environment that offers better services to consumers. Therefore,
the 3G spectrum is among the major investment opportunities and growth
drivers of the telecom industry.
 The immense potential for 3G is reflected by the 30–40 percent annual

growth in Value-Added Services.
 Cell phone manufacturers are striving to develop USD 100 priced 3G

handsets for the Indian market.
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 WiMAX has been one of the most significant developments in wireless

communication in the recent past. Since this mode of communication
provides network access in inaccessible locations at a speed of more than 4
Mbps, it is expected to be a major factor in driving telecom services in India,
especially wireless services. Thus, it will lead to the increased use of telecom
services, Internet, value-added services and enterprise services. WiMAX is
expected to accelerate economic growth and assist in providing better
education, healthcare and entertainment services.
 It is estimated that India will have 13 million WiMAX subscribers by 2012.
 The state-owned player, BSNL, aims to connect 74,000 villages through

WiMAX.
 Bharti, Reliance and VSNL have acquired licenses in the 3.3GHz range to
utilize the opportunities offered by this domain.
 Value Added Services: The VAS industry was worth USD 632 million in
2006–07. The industry is estimated to grow by 60 percent in 2007–08 and
become an USD 1,011 million opportunity.
The VAS industry is currently focusing on the entertainment sector, such as the
Indian film industry and cricket; however, there is scope for growth in other avenues
as utility-based services, such as location information and mobile transactions.
28 | P a g e

 Rural Telephony: As the government targets to increase rural teledensity

from the current 2 percent to 25 percent by 2012, rural telephony will require
major investments. This segment will boost the demand for telecom services,
equipment, Internet services and other value-added services; thereby,
offering great market opportunities for telecom player
Industry Revenue (2002-2010):
According to a Frost & Sullivan industry analyst, by 2012, fixed line revenues
are expected to touch US$ 12.2 billion while mobile revenues will reach US$
39.8 billion in India. India has become the second country in the world to
have more than 100 million CDMA-based (code division multiple access)
mobile phone subscribers after the US, which has 157 million CDMA users.
The Indian telecommunications industry is on a growth trajectory with the

GSM operators adding nearly 9 million new subscribers in April 2009, taking
the total user base to 297 million, a growth of 3.11 per cent over the additions
made the previous month. The figures, however, do not include the GSM
subscriber additions made by Reliance Telecom.
29 | P a g e

Years Revenue (US$ billions )
2002-03 9
2003-04 10
2004-05 11
2005-06 15
2006-07 20
2008-09 32
2009-10 (Forecasted ) 43
Revenue ( US$ billions )
50
45
40
35
30
25
20
15
10
0
2002-03 2003-04 2004-05 2005-06 2006-07 2008-09 2009-10
(forecasted )
www.trai.gov.in
30 | P a g e

Subscriber Growth :
India added 130 million new customers in 2008-09, the largest globally. The
country‟s cellular base witnessed close to 50 per cent growth in 2008, with an
average 9.5 million customers added every month. By April 2009, the total
number of telephone connections reached 441.47 million. With this growth,
the overall tele-density reached 37.94 at the end of April 2009. According to
Business Monitor International, India is currently adding 8-10 million mobile
subscribers every month. It is estimated that by mid 2012, around half the
country's population will own a mobile phone. This would translate into 612
million mobile subscribers, accounting for a tele-density of around 51 per cent
by 2012.
450
400
350
300
250
200
150
100
50
0
Jan-04 Jan-05 Jan-06 Jan-07 Jan-08 Jan-09
Source: www.trai.gov.in
31 | P a g e

Exploring the rural telecom opportunity:
It is believed that of the next 250 million people expected to go mobile; at least 100
million will come from rural areas. Though the rural mobile penetration is highest in
Punjab (20.69 per cent), followed by Himachal Pradesh (17.09 per cent), Kerala
(10.63 per cent) and Haryana (10.20 per cent), most companies are now sweating it
out by hard selling their products and services in the rural areas of the region. As a
result, the geographical coverage of mobile telephony in India has gone up from 13
percent, a couple of years ago, to 39 percent now.
Source: www.trai.gov.in
Telecom Regulatory Authority of India (TRAI):
Mission
To ensure that the interests of consumers are protected and the same time to
nurture conditions for growth of telecommunications, broadcasting and cable
services in a manner and at a pace which will enable India to play a leading role in
the emerging global information society.
32 | P a g e

Role of TRAI:
One of the main objectives of TRAI is to provide a fair and transparent policy
environment which promotes a level playing field and facilitates fair competition. In
pursuance of above objective TRAI has issued from time to time a large number of
regulations, orders and directives to deal with issues coming before it and provided
the required direction to the evolution of Indian telecom market from a Government
owned monopoly to a multi operator multi service open competitive market. The
directions, orders and regulations issued cover a wide range of subjects including
tariff, interconnection and quality of service as well as governance of the Authority.
The functions of TRAI can be divided as : Recommendatory function and Mandatory
Function.
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Recommendatory Functions:
 Need and timing for introduction of new service provider
 Terms and conditions of licence to a service provider
 Revocation of license for non-compliance of terms and conditions of license
 Measures to facilitate competition and promote efficiency in the operation to

facilitate growth in industry
 Technological improvement in services by service providers
 Inspection of type of equipment used by service provider
Mandatory Function:
 Ensure compliance of terms and conditions of license
 Fix the terms and conditions of their inter connectivity between service
providers
 Ensure Technical compatibility and effective inter-connection between
different service providers
34 | P a g e

 . Regulate arrangements for sharing of revenues amongst service providers
 Maintain inter-connect agreement register
 Ensure compliance of USO(universal service obligation)
Other functions:
 Levy fees and other charges as determined by regulations
 Perform administrative functions as entrusted to it by Central government or

as per TRAI act
 Notify in Official Gazette the service rates and message rates within and
outside India
Snapshot of TRAI function
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Chapter-5
RESEARCH METHOLOGY
Business Research is a systematic way to collect information and get knowledge out
of it with a methodology so that derived knowledge can be used to make decisions
related to welfare of any organization. Usually, organization face major issues like
ongoing complaints among customers, unmet need among customer, to need to
polish internal process.
Research helps organization decide rationally. It is a very important tool for an

organization in order to reduce risk in managerial decision making.
All points were important in order to excel in future. As LOOP MOBILE was a famous
telecom service provider in spite of all this company was not able to generate
accepted revenue, so that they introduced market survey name HAMALA.
Research methodology consists of several steps and processes which cannot be

skipped for the fulfillment of the objective behind conducting survey. Those
processes are as follows:
Research Design:
Research design is basically is the plan and structure of investigation so convinced

as to obtain answers to research questions. The plan is an overall scheme or
program of the research. It includes an outline of what the investigator will do from
written hypothesis and their operational implications to the final analysis.
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LOOP MOBILE wanted to increase their revenue so that they made full outlines
which can hurdle in progress of plan so made all detail that which program is
performed by whom, what will be suitable time for implement the conclusions of
whole study.
There are several types of research design but according to me, only one will fulfill
all criteria of their presence which can be explained as follows;
Explorative Studies:
This study tends toward loose structure with the objective of discovering future
research tasks. The immediate purpose of exploration is usually to develop
hypothesizes or questions for future research.
The management of LOOP MOBILE firstly explored all fields where improvement
was very necessary in order to attract new customers as well as to retain old
customers which cannot be done without having any knowledge of requirements and
existing problems of customers.
DATA COLLECTION METHODS:
Data refers to a collection of natural phenomena descriptors, including the results of

experience, observation or a set of premises. This may consist of numbers, words or
images, particularly as measurements or observations of variables. It can be
classified in two sources of data which are as follows:
Sources of Data
Primary Source Secondary Source
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Primary Source:
Primary source of data is used to collect initial material during the research process.
Primary data is that data that the researcher collects himself using methods such as
survey, direct observations, interviews as well as logs.
So that for LOOP MOBILE primary data is collected by us mean management

trainees. We were visited several Small Medium Enterprise (SME) for collecting
different required answers of questionnaire which were prepared by us.
There are sources of Primary data which helps us in making any future prediction,
are as follows:
1. Surveys:- Survey Research is one of the most important areas of

measurement in applied research. The broad area of survey research
encompasses any measurement procedures that involve questions of
respondents.
2. Questionnaire: Questionnaire is usually in written format that the
respondent completes.
Secondary Data : Secondary Data is data which is already in drawn and we use
it in order to reach at conclusion. The sources of this type can be company journals,
annual reports, Internet news paper. They already have data just we visit all those
places in order to drawn required solutions.
In questionnaire we put those questions which were related to our research means
that answers of those questions made us comfortable to predict for the future
prospect.
In our project I use two types of Questionnaires; first one was Open-Handed
Questionnaire and second one was Close-Handed Questionnaire having limitations
means just direct answers.
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I used first one at the starting level of survey mean we ask several questions and
they gave the straight and realistic answers.
If the respondent was showing interest towards our products and planning to change
existing service provider then we used second one which was Closed-Handed and
asked about all detail of that questionnaire in addition we tried to know about
reasons behind throwing away service of existing telecom service provider.
After that I tried to take appointment with my Senior Sales Executives who can give
the information regarding LOOP MOBILE‟s product and services.
One important aspect is that we made Close-Handed Questionnaires because we

want the real answers in spite of confused one, but in some cases we gave freedom
to respondent to answer freely. And another reason for preparing Close-Handed
Questionnaires because every time it not possible to get answer of every questions
due to shortage of time.
3. Interviews: Interviews are personal form of research than Questionnaires.

Some time it happened during survey that company did not want to fulfillment
of Questionnaires just because of time shortage. But in interviews , answers
which you will get that will more realistic in comparison to Questionnaires
means if we are confused about any answer then we can go into depth for
the clarification .
 Personal Interviews: In personal interview, the interviewer works directly with

the respondent. I observed that during personal interviews, interviewee find it
easy to give answers because if interviewees find difficulty or confused then
they make it clear from us.
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 Telephone Interview: Telephone Interview enables a

researcher to gather information rapidly. We found it that
Telephone Interviews were less time consuming in comparison
to Personal Interviews. In present market where major public
opinion polls are based on it.
As it can be cheaper than questionnaire, It also has its

limitations as everyone don‟t like the intrusion of a call to their
homes or in offices. It can be possible that respondent is
responding just for formalities.
Sample Units: Sales Department was divided in two parts which were Pre-Paid
Department and Postpaid Department. I was in Postpaid Department and Postpaid
Department was also divided into three part depending on the company size which
were Large Enterprises, Medium Enterprises and Small Enterprises. And I was the
part of Small Enterprises.
So my sample unit was Small Enterprise which has workforce of at least 15-20
employees. Because of this reason we chose those areas which have the maximum
number of SME. So I chose to cover the areas of C.S.T.,Masjid Bander and Charni
Road.
Sample Size: I visited almost 350 SME‟s in the project duration of Two months.
And by the Tele Calling I collected information almost of 50 companies
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Chapter-6
Interpretation-1
Awareness
18%
Yes
No
82%
During the project HAMALA, I ask several questions in order to reach at the
conclusion by which we can predict the future requirements and needs of customers.
I always asked first question regarding awareness of LOOP MOBILE. The responses
which I got it can be saying that most of the companies were aware of service of
LOOP MOBILE. Total 80% companies were aware of it while out of 82% only 25%
companies just heard about it while 50% of companies were using it as it‟s telecom
service provider. And 18% companies were not aware of it.
So we were trying to know what was that reasons that other 18% companies did not
know about LOOP MOBILE.
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Interpretation No.2
From the data which we collected doing survey by questionnaires as well as by

Telephonic Interviews so that it can be concluded that we were being a telecom
service provider in Mumbai circle, able to maintain third place after Vodafone and
Airtel. We were not include Tata as much because it provide Telecom service as well
as Internet Services.
We wanted to increase awareness, visibility and availibity of our product by giving

them better services
Market Shares
3%
10%
30% Vodafone
13% Airtel
LOOP
Relince
Tata
Others
21%
23%
Figure 1
Being national telecom service providers Vodafone and Airtel were not able to
increase their market share just because whatever suggestions & complaints we
take them seriously and entertained them as soon as possible, to kept customer
satisfied. We always tried to keep our promise as per TRAI we have 98.5%
customers who are satisfied just because of our services.
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Interpretation No.3
Work Force
155
160 134
140
120 99
87
100
80
60
25
40
20
0
Oct-20 20-30 30-40 40-50 More than 50
I was the part of Small Medium Enterprise (SME) which was part of sale
department. According to the definition that having at least 10 employees and
maximum 50 employees.
The areas which were assigned to us were as per their survey schedule. They
assigned those areas where maximum numbers of SMEs exist in huge numbers.
The areas which I got were C.S.T., Masjid Bunder, Malad Pear and Charni Road. In
area of Masjid Bunder, there was maximum number of Shipping and Forwarding
Companies while in area of C.S.T., there was maximum number of Tax Consulting
companies.
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Interpretation-04
Awareness Of Corporate Plan
31%
Yes
No
69%
This is again similar field depending upon the employee‟s strength as well as the
revenue of the companies. If the companies were high then it is quite obvious that
they have big number of employees and for they have to have communication
service at lower price so that they can save more money in order to increase exact
profit.
In today market where recession is at the high pace, so cost cutting is an major
issues for the top level of management. They always be in the search of areas where
they can save company‟s money.
So the companies where I visited they often have corporate plans in order to
increase. The companies having employees range from 20-30 to more than 50, they
usually have corporate plans.
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Interpretation-05
Billing System
68%
70%
60%
50%
40% 32%
No. of Companies
30%
20%
10%
0%
Company Paid Individual Paid
As I was the part of Corporate Sales so we just take consider only those companies
where company was paying all telecommunication Bills. The most of company where
work force ranging from 30-40 to more than 50, were paying whole bills of
telecommunications while work force ranging from 20-30 they were semi-company
paid means that they were paying only for higher level of staff persons. And the
employee‟s strength ranging from 10-20, they were not paying any bills for their
employees that simple means that they were purely Individual Paid.
45 | P a g e

Interpratation-06
Connections Lines
180
160
140
120
100
80 Connections Lines
60
40
20
0
Oct-20 20-30 30-40 More than 40
As employees are the strength for any organizations because they are the main
regulator for daily services which takes place in an organization in order to achieve
the main objective of organization. And success will not come with communicate the
problems and solutions between them and for that company have to take in
consideration for any communication medium.
The number of connections lines is depending upon the total number of employees
working over there. For a company transaction of the information is very important
because information is the soul for any company. And as the number of connection
lines will be more then more accuracy will be there.
So here I can conclude that in an organization, more the number of employees more
the requirement of connection lines in order to work in accurate manner which
automatically increase the success rate of company performance.
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Interpretation-7
Satisfaction Level
25
26 Very Good
Good
Average
Poor
44
Loop Mobile is only operate in Mumbai and having almost 2.2 million customer base
who are fully satisfied with the service of Loop Mobile . As it have third position in
customer base but it has First position in the matter of overall performance of
service. All these data is not given by company, its all given by Indian institution
which takes care of all legal aspect named “TELECOM REGULATORY
AUTHORITHY OF INDIA (TRAI) “. The survey which was conducted by them said
that Loop Mobile have 98.5% fully satisfied customer which is itself an achievement
for Loop Mobile.
So just to make this data relevant they decided to conduct a survey which will not
only take information from customers regarding their satisfaction level , their problem
and their suggestions if they have, as well as to increase the brand image of the
Loop Mobile and to increase visibility and availability of Loop Mobile.
47 | P a g e

Inteprtation-08
Billing Satisfaction
5%
17%
34%
Very Good
Good
Average
Poor
44%
This is very important aspect for the telecom service users because most of the time
it has found in several study conducted by several institutions including TRAI, the
company left service provider and switch to another service provider.
I ask personally from many companies admin manager who takes care of all such
services as internet, reason behind to switching from one telecom service provider to
another, they told me several problems like some hidden costs, additional bills of
previous months while they paid it in last month, making several useless calls to
company by which they destructed.
In this field Loop is far ahead from other telecom service provider in Mumbai. Here
also we have almost 99% satisfied customer. There is not any hidden cost for any
products, whatever we said we satirically follow in order to give satisfaction to
service users.
48 | P a g e

Interpretation-09
Voice Clearity
7%
20%
Very Good
41%
Good
Average
Bad
32%
During conversation it‟s very important that voice quality should be good in order to
communicate and to interpret information correctly.
Loop Mobile take it seriously in order keep customer happy and satisfied because its
very difficult to retain customers comparison to make new customers. So that Loop
decided to operate on 900 MHz frequency, which resulting in better coverage,
superior voice quality and compatibility across all GSM handset. While other
operators have maximum 700 MHz frequency towers.
Loop Mobile made its core competency. It‟s quite costly to go for 900 MHz frequency
towers. It‟s almost takes one and half times more money more than to install 600-
700 MHz frequency towers. And because this level of satisfaction given by
customers, Loop Mobile decided to go for PAN License means they decided to
launch of Loop Mobile in all over India.
49 | P a g e

Chapter-7
Findings
In the project title HAMALA, I found several important points which are as follows;
 Loop Mobile is a well known telecom service provider in Mumbai circle.
 There is big opportunity for this organization to grab more and more market
share.
 They are in first position in customers satisfaction which is almost 99%,ahead

of Vodafone and Airtel which have their network in all over India.
 Now Loop Mobile got the PAN LICENCE which simply means that they are
planning to expend their network nation wise.
 Loop Mobile is known for its better service at a very low cost.
 They firstly sense the market requirements, after they go for produce the
products which can fulfill customers mostly requirement.
 Loop Mobile is world largest roaming service provider. With over 550
networks worldwide, the loop mobile offers customers the widest coverage
while roaming.
50 | P a g e

Chapter-8
Limitation
 Loop Mobile has its network service only in Mumbai.
 In some of places were there where the people don‟t want to talk about Loop
Mobile because there was no service. But this not happening with Loop
Mobile, other telecom network providers‟ service was not there.
 As I was in corporate sales, many SMEs do not know that we are also
providing better corporate plans at low cost.
51 | P a g e

Chapter-9
Recommendation
As Loop Mobile is performing very well but there are still some fields where if
they will work then defiantly they we market leader in Mumbai and those field
are as follows;
 Advertisement:- According to me Loop Mobile is advertising but they

are not communicating as per plans. As I visited some of good
companies but they did not know that we are also providing corporate
plan which is basically for companies.
 Retention Of Customers:- Every company want to increase their

customer base but not by loosing old customers. During project I met
some of company persons who were using Loop services but due to
some reasons they left it. So here we should go those companies in
order to solve those problems.
 Solve Customers Problems:- As per TRAI, we have almost 99%

satisfied customers but they should try to satisfied those 1% remaining
customers because they can be obstacle in making new customers.
 Conduct Survey On Regular Basis:- For continuous growth, any

company should come up with new product. And products should fulfill
the requirement of customers neither it will just wastage of money as
well as company image and this will come out just by conducting
regular survey.
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Appendix
QUESTIONNNAIRE
1. Are you aware of LOOP MOBILE and its services?
i. Yes
ii. No.
2. What is name of Telecom service provider in your company?

i. LOOP
ii. Airtel
iii. Vodafone
iv. Reliance
v. Any other ( Give Name )
3. How many employees are working in company?

i. 10-20
ii. 20-30
iii. 30-40
iv. 40-50
v. More than 50
4. Is company is know about any corporate plans?

i. Yes
ii. No
5. What is billing system of the company?

i. Company Paid
ii. Individual Paid
6. How many connection lines are in company?

i. 10-20
ii. 20-30
iii. 30-40
iv. More than 40
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7. What is satisfaction level of company regarding network availability?

i. Very Good
ii. Good
iii. Average
iv. Poor
8. Is company is satisfied with Billing of Telecom service provider?

i. Very Good
ii. Good
iii. Average
iv. Poor
9. Voice Quality of network is ……..

i. Very Good
ii. Good
iii. Average
iv. Poor
Bibliography:
Sites Visited
 www.google.com
 www.wikipedia.com
 www.trai.gov.in
 www.yahoo.com
 www.scribd.com
 www.coai.com
 www.telenor.com
 www.loopmobile.com
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Books referred:
 Marketing management by Phillip Kotler, Kevin Lane Keller, Abraham

Koshy, Mithileshwar Jha.(2008 edition)
 Survey Methodology by ICFAI
 Business research methodology by J.K Sachdeva.(2008 edition)
55 | P a g e

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Institute of Business Study And Research

“Market Survey And Sales Promotions

Master of Business Administration (Marketing)

Submitted in partial fulfillment of the requirements for award of

Master of Business Administration of

Tilak Maharashtra University, Pune.

Institute of Business Studies and Research, Navi Mumbai

Tilak Maharashtra University

Gultekdi, Pune 411037.

Tilak Maharashtra University, Pune

The satisfaction of completion of any successful task is incomplete without

I express my sincere gratitude to Mr. Badrinath Agnihotri (Senior Manager –

Tilak Maharashtra University, Pune

LOOP MOBILE is a well known company in telecommunication sector which only

It as an great idea of management to initiate an project named HAMALA, in which

Tilak Maharashtra University, Pune

If new companies are coming in spite of recession so it can be concluded that

Tilak Maharashtra University, Pune

CHAPTER NO. TITLES PAGE NO.

Title of the Project 09

Scope of the Project 12

Data Collection Methods/Sources 37

6 Data Analysis & Interpretation 41

Tilak Maharashtra University, Pune

 In India Telecom Industry is at the high pace.

Tilak Maharashtra University, Pune

 According to Telecom Regulatory Authority of India (TRAI), Loop Mobile is at

As a management student, we should be very careful in choosing title because its

I was searching a project in which I am able to apply my theoretical as well as I can

Tilak Maharashtra University, Pune

Tilak Maharashtra University, Pune

“market Survey and SaleS promotionS of loop mobile”

 Large Scale Industry

I was in Small Scale Medium Enterprise( SME ). In this department we usually go to

Tilak Maharashtra University, Pune

Tilak Maharashtra University, Pune

 Secondary Objective : These objectives can be define in following way :

Tilak Maharashtra University, Pune

v. By that data , try to predict that whether company is satisfied with

 As per areas which is already decided by Senior Sales Executive Mr.

Tilak Maharashtra University, Pune

 If I fix an appointment with Sales Executive then we call it Prospect. In we got

Tilak Maharashtra University, Pune

'B' Wing 4th floor

Mind space, Link Road, Malad (West)

Mumbai, 400 064

Tilak Maharashtra University, Pune

Mr. Sandip Basu

Chief Executive Officer

Mr. K. A. Mohd Saleem

Chief Operating Officer of Kerala & Tamil Nadu Circles

Chief Operating Officer of Kerala Operations

Mr. R. Suresh Kumar

Chief Operating Officer of Tamil Nadu & Pondicherry Operations

Mr. A. J. Ishwar Kumar

Vice President of Strategic Initiatives

Compensation as of Fiscal Year 2009

KEY DEVELOPMENTS FOR LOOP MOBILE (INDIA) LIMITED

 Loop Mobile (India) Limited Launches 'epaid'

Tilak Maharashtra University, Pune

 Loop Mobile (India) Limited Announces Executive Changes

 BPL Mobile Communications Limited has Changed its Name to Loop

BPL Mobile Communications Limited changed its name to Loop Mobile

 Loop Mobile introduces ‘karaoke messaging’ in India