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Airtel

Airtel

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Sections

  • CHAPTER II
  • CHAPTER III RESEARCH METHODOLOGY
  • CHAPTER IV
  • CHAPTER V
  • CHAPTER VI
  • CHAPTER VII
  • CHAPTER VIII

CONTENT

CHAPTER NO 1 TITLE OF CHAPTER PAGE NO

INTRODUCTION INDUSTRY

OF

TELECOM

2

COMPANY PROFILE RESEARCH METHODOLOGY
• • • OBJECTIV HYPOTHESIS SOURCES OF DATA COLLECTION a)Primary b)Secondary • Limitations

3

4 5

DATA ANALYSIS &INTERPRETATION
CONCLUSIONS

6 7 8 9

SUGGESTION QUESTIONNAIRES BIBLIOGRAPHY

1

Chapter I NTRODUCTION OF TELECOM INDUSTRY

2

INTRODUCTION OF TELECOM INDUSTRY
TELECOM BUSINESS IN INDIA: Indian Telecommunication industry, with about 464.82 million phone connections (June 2009) is the third largest telecommunication network in the world and the second largest in terms of number of wireless connections. For the past decade or so, telecommunication activities have gained momentum in India. Efforts have been made from both governmental and non-governmental platforms to enhance the infrastructure. The idea is to help modern telecommunication technologies to serve all segments of India’s culturally diverse society, and to transform it into a country of technologically aware people.

MODERN GROWTH
A large population, low telephony penetration levels, and a rise in consumers' income and spending owing to strong economic growth have helped make India the fastestgrowing telecom market in the world. The first and largest operator is the state-owned incumbent BSNL, which is also the 7th largest telecom company in the world in terms of its number of subscribers. BSNL was created by corporatization of the erstwhile DTS (Department of Telecommunication Services), a government unit responsible for provision of telephony services. Subsequently, after the telecommunication policies were revised to allow private operators, companies such as Bharti Telecom, Tata Indicom, Vodafone, MTNL, Idea, Vodafone and BPL have entered the space. major operators in India. However, rural India still lacks strong infrastructure. In 2007, an article by Business week magazine reported that India's mobile phone market is the fastest growing in the world, with companies adding some 6 million new customers a month.

3

4 .

CHAPTER II COMPANY PROFILE 5 .

based on the number of customers as of December 31. 2010. LIBERALIZATION OF TELECOMMUNICATIONS IN INDIA The Indian government was composed of many factions (parties) which had different ideologies. We also offer Digital TV and IPTV Services.6 million subscribe to our GSM services and 3.2 million use our Telemedia Services either for voice and or broadband access delivered through DSL. We served an aggregate of 207. 2010. Bharti Infratel owns 42% of Indus Towers Limited. of whom 199. We offer an integrated suite of telecom solutions to our enterprise customers. . given to the number of parties having different ideologies. owns and manages passive infrastructure pertaining to telecom operations under its subsidiary Bharti Infratel Limited. When a bill was in parliament a majority vote had to be passed. and operations in Srilanka. Some of them were willing to throw open the market to foreign players (the centrists) and others wanted the government to regulate infrastructure and restrict the involvement of foreign players.COMPANY PROFILE Airtel is one of world’s leading providers of telecommunication services with presence in all the 22 licensed jurisdictions (also known as Telecom Circles) in India. and such a majority was difficult to obtain. Bharti Infratel and Indus Towers are amongst top providers of passive infrastructure services in India. The company also deploys. All these services are rendered under a unified brand "airtel".8 million customers as of December 31. in addition to providing long distance connectivity both nationally and internationally. 6 . We are the largest wireless service provider in India. Bangladesh and Africa. Due to this political background it was very difficult to bring about liberalization in telecommunications.

The government threw open the 7 . VSNL and MTNL. B and C depending on the value of the revenue in each circle. They were also successful in establishing joint ventures between state owned telecom companies and international players. These circles were divided into category A. She invited Sam Pitroda a US based NRI to set up a Center for Development of Telematics(C-DOT). taking the opposite political parties into confidence and assuring foreign involvement in the long distance business after 5 years. The country was divided into 20 telecommunication circles for basic telephony and 18 circles for mobile services. The multi-nationals were just involved in technology transfer. the World Bank and ITU had advised the Indian Government to liberalize long distance services in order to release the monopoly of the state owned DoT and VSNL. During this period. and to enable competition in the long distance carrier business which would help reduce tariff's and better the economy of the country.000 lines per year. after the assassination of Indira Gandhi. and not policy making. During this period.Liberalization started in 1981 when Prime Minister Indira Gandhi signed contracts with Alcatel CIT of France to merge with the state owned Telecom Company (ITI). however the plan failed due to political reasons. It was during this period that the P.000. But still complete ownership of facilities was restricted only to the government owned organizations. The demand for telephones was ever increasing. many public sector organizations were set up like the Department of Telecommunications (DoT) . in an effort to set up 5. under the leadership of Rajiv Gandhi. But soon the policy was let down because of political opposition.N Rao led government introduced the national telecommunications policy [NTP] in 1994 which brought changes in the following areas: ownership. service and regulation of telecommunications infrastructure. The Rao run government instead liberalized the local services. Many technological developments took place in this regime but still foreign players were not allowed to participate in the telecommunications business. Foreign firms were eligible to 49% of the total stake.

B Vajpayee was more pro-reforms and introduced better liberalization policies. They split DoT in two. Domestic business groups wanted the government to privatize VSNL. The mobile services were commercially launched in August 1995 in India. The proposal of raising the stake of foreign investors from 49% to 74% was rejected by the opposite political party and leftist thinkers.1 million only and the total mobile subscribers base in December 2002 stood at 10.one policy maker and the other service provider (DTS) which was later renamed as BSNL. The political powers changed in 1999 and the new government under the leadership of A. The government further reduced license fees for cellular service providers and increased the allowable stake to 74% for foreign companies.05 to 0. the government decided to cut its stake of 53% to 26% in VSNL and to throw it open for sale to private enterprises. In the initial 5–6 years the average monthly subscribers additions were around 0.5 millions. The DoT opposed this. After March 2000. Because of all these factors. Finally in April 2002. After 1995 the government set up TRAI (Telecom Regulatory Authority of India) which reduced the interference of Government in deciding tariffs and policy making. the service fees finally reduced and the call costs were cut greatly enabling every common middle class family in India to afford a cell phone. However. GROWTH OF MOBILE TECHNOLOGY India has become one of the fastest-growing mobile markets in the world. the monthly mobile 8 . TATA finally took 25% stake in VSNL. after the number of proactive initiatives taken by regulator and licensor. For cellular service two service providers were allowed per circle and a 15 years license was given to each provider.bids to one private company per circle along with government owned DoT per circle. the government became more liberal in making policies and issuing licenses to private operators. This was a gateway to many foreign investors to get entry into the Indian Telecom Markets.

32 million in 2005 and 65 million in 2006. The mobile tariffs in India have also become lowest in the world. Although mobile telephones followed the New Telecom Policy 1994. In March 2008 the total GSM and CDMA mobile subscriber base in the country was 375 million. growth was tardy in the early years because of the high price of hand sets as well as the high tariff structure of mobile telephones. followed by 22 million in 2004.subscriber additions increased to around 2 million per month in the year 2003-04 and 2004-05. The only country with more mobile phones than India with 246 million mobile phones is China – 408 million.15 only. The New Telecom Policy in 1999. some of the companies also provide the WLL service. In April 2008 the Indian Department of Telecom (DoT) has directed all mobile phone service users to disconnect the usage of unbranded Chinese mobile phones that do not have International Mobile Equipment Identity (IMEI) numbers. the industry heralded several pro consumer initiatives. because they pose a serious security risk to the country. In 2005 alone 32 million handsets were sold in India. In addition to landline and mobile phones. Mobile network operators Therefore planned to suspend the usage of around 30 million mobile phones (about 8 % of all mobiles in the country) by April 30 9 . Mobile subscriber additions started picking up. India has opted for the use of both the GSM (global system for mobile communications) and CDMA (code-division multiple access) technologies in the mobile sector. which represented a nearly 50% growth when compared with previous year. A new mobile connection can be activated with a monthly commitment of US$0. The data reveals the real potential for growth of the Indian mobile market. The number of mobile phones added throughout the country in 2003 was 16 million.

To be precise the sale completes prior to the payment and gives rise to the obligation of payment. The purchaser. though a party to the sale does not execute the sale. the douche of or any claim upon the item.WHAT IS SALES STRATEGY? A sale is the pinnacle activity involved in selling products or services in return for money or other compensation. only the seller does that. COMPANY PROFILE Type : Public listed on BSE Founded : 1985 Headquarter : New Delhi Key People : Sunil mittal (Chairman & CEO) Industry : telecommunication Product : Mobile & fixed Line Telecommunication operator Website : Bharti Group Airtel 10 . It is an act of completion of a commercial activity. A sale is completed by the seller or the owner of the goods. It starts with consent (or agreement) to an acquisition the passing of title (property or ownership) in the item and the application and due settlement of a price.

COMPANY HISTORY 11 .

Airtel Telemedia Services & Enterprise Services. It also acts as a carrier for national and international long distance communication services. with more than 156 Million subscribers as of 2011. Bharti is now the worlds third-largest. which connects the submarine cable connecting Chennai and Singapore. It also offers fixed line services and broadband services. 12 .The company provides end-to-end data and enterprise services to the corporate customers through its nationwide fiber optic backbone. The company also provides telephone services and Internet access over DSL in 14 circles. He is a graduate of Punjab University and completed the owner/president management program at Harvard Business School in 1999 Bharti Airtel (BSE: 532454) formerly known as Bharti Tele-Ventures LTD (BTVL) is the largest cellular service provider in India. Airtel Digital TV. last mile Connectivity in fixed-line and mobile circles. single-country mobile operator and sixth-largest integrated telecom operator. Shahrukh Khan is the brand ambassador of the mobile company and Kareena Kapoor and Saif Ali Khan are the brand ambassadors of the DTH Company. The mobile business provides mobile & fixed wireless services using GSM technology across 23 telecom circles while the Airtel Telemedia Services business offers broadband & telephone services in 95 cities and has recently launched a Direct-to-Home (DTH) service. The businesses at Bharti Airtel have always been structured into three individual strategic business units (SBU's) . The company has a submarine cable landing station at Chennai.SUNIL BHARTI MITTAL CHAIRMAN AND GROUP MANAGING DIRECTOR Sunil Bharti Mittal is the chairman and group managing director of Bharti TeleVentures. It offers its TELECOM services under the Airtel brand and is headed by Sunil Bharti Mittal.Mobile Services. ISP and international bandwidth access through the gateways and landing station. VSATs. With this.

IPTV.. DTH. Rajan Bharti Mittal. our team and the people of India who have been with us in our quest for leadership.4% for Vodafone Essar. the government. In India.Globally. turnkey telecom solutions for enterprises and national & international long distance services to carriers. Bharti airtel has been ranked among the six best performing technology companies in the world by business week. While I feel humbled by the faith our customers have shown in us.7% for Reliance Communications and 17. Bharti Airtel is the 3rd largest in-country mobile operator by subscriber base. Bharti Tele-Ventures Ltd. Announcing the milestone. Joint Managing Director. Since then we have come a long way and have made huge investments in setting up a pan India fixed line network. fixed line. Bharti airtel had 200 million customers across its operations. behind China Mobile and China Unicom.” 13 . The company offers mobile voice & data services. We have once again proved that a company with dreams and passion can make a difference. the company has a 24.6% share of the wireless services market. said. the administration. “Our journey to leadership in the fixed line segment started with the rollout of the country’s first private fixed line service network in erstwhile Madhya Pradesh. high speed broadband. I also take this opportunity to thank all our partners. Bharti airtel limited is a leading global telecommunications company with operations in 19 countries across Asia and Africa. Mr. followed by 17.

broadband and telephone services. It offers global system for mobile communication (GSM) services. 2006. leased line. and an information technology alliance with IBM. consisting of 19. special phone plus services. satellite services. it provided telecommunications services to approximately 20. dial-up services. 2009 14 . such as voice services.208 GSM mobile and 1.948 customers. As of Mar. and enterprise services. 2006. unified messaging. India.346. Bharti Airtel has strategic alliances with SingTel and Vodafone. national and international long distance services. short message. It was formerly known as Bharti Tele-Ventures and changed its name to Bharti Airtel in April. partnerships with Ericsson and Nokia. virtual private networks. as well as enterprise services. The company is based in New Delhi. and broadband services comprise integrated services digital network. as well as wireless application protocolenabled Internet access and roaming services. and small and medium scale enterprises in India. Bharti Airtel is a part of Bharti Enterprises. managed data and Internet services. mobile services. and wireless fidelity networks. The company also offers long-distance voice and data communication services.925. and prepaid and post paid services. 31. HIGHLIGHTS Issued in public interest by Bharti Airtel • Bharti Airtel to Observe Silent period from December 31. Its telephone services include telephone services. and audio conference services. The company was founded in 1995.COMPANY SNAPSHOT Bharti Airtel provides telecommunication services primarily to corporate.740 broadband and telephone customers. and managed e-business services. The company's mobile communication services include information services.579.

Long Distance Services and Enterprise Services (Telecommunications Consulting for corporate). It has presence in all 23 circles of the country and covers 71% of the current population (as of Financial Year 2007).launches airtel broadband TV • • • • airtel 3G service comes docking on the shores of Mumbai airtel launches 3G services in aapno Jaipur bharti airtel and other global telcos launch EIG for Commercial use Now experience cricket like never before . Broadband & Telephone Services (Fixed line. 15 . Internet Connectivity(DSL) and Leased Line). It is the largest cellular service provider in India in terms of number of subscribers. Services are offered under the brand name Airtel: Mobile Services (using GSM Technology).• • • • • • Airtel digital TV replaces Worlds pace radio channels Bharti Airtel’s Middle East Connect Network to serve global carriers in the region Bharti Airtel presents India’s First Mobile Phone Usage Survey Bharti Airtel Inks Contracts to Build Southeast Asia Japan Cable System Bharti airtel adds another dimension to its strategy of multi screen convergence.on your airtel mobile! BRAND AIRTEL Airtel is a brand of telecommunication services in India and Sri Lanka owned and operated by Bharti Airtel.

Bharti now provides all telecom services including fixed-line services under a common brand "Airtel”. DIGITAL TV Main article: Airtel Digital TV 16 . AIRTEI SHRI LANKA In December 2008. TOUCHTEL Until September 18. Bharti Airtel rolled out third generation services in Sri Lanka in association with Singapore Telecommunications. BLACKBERRY 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). commenced operations on the 12th of January 2009. known as Airtel Lanka. making it the first ISP to do so.Airtel has also launched 16Mb/s broadband plans in India. Bharti provided fixed-line telephony and broadband services under the Touchtel brand. 2004. SingTel is a major player in the 3G space in Asia. Airtel's operation in Sri Lanka. It operates third generation networks in several markets across Asia.

it emerged that Bharti Airtel was exploring the possibility of buying the MTN Group. However. Bharti would be marrying up. 2009. The Financial Times reported that Bharti was considering offering US$45 billion for a 100% stake in MTN.On 9 October 2008. a Direct-to-Home Television service. higher revenues and broader geographic coverage. 17 . which would be the largest overseas acquisition ever by an Indian firm. "If anything. However. MERGER TALKS In May 2008. both sides emphasize the tentative nature of the talks. Bharti Airtel said in a statement “Bharti Airtel Ltd is pleased to announce that it has renewed its effort for a significant partnership with MTN Group". Airtel & Vodafone have launched the newly released iPhone 3GS (16GB & 32GB) in August 2009 in India. a South Africa-based telecommunications company with coverage in 21 countries in Africa and the Middle East. the talks fell apart as MTN group tried to reverse the negotiations by making Bharti almost a subsidiary of the new company. Airtel joined the DTH bandwagon in India with Airtel Digital TV. while The Economist magazine noted. In May 2009." as MTN has more subscribers. IPHONE 3G The Apple iPhone 3G was rolled out in India on 22 August 2008 via Airtel & Vodafone. Bharti Airtel again confirmed that it is in Talks with MTN and companies have now agreed discuss the potential transaction exclusively by July 31.

The tournament itself is named "Airtel Champions League Twenty20. anywhere BHARATI AIRTEL AND OTHER GLOABL TELCOS LAUNCH EIG FOR COMMERCIAL USE ● set to boost the connectivity to the Middle East.anytime.all through the mobile device • Brings along enhanced speed capabilities to empower Mumbaikars with the ability to access data and a host of innovative applications .Talks eventually ended without agreement. redundancy and network resilience ● Lands in bharti Airtel’s landing station in India (Mumbai) 18 . some sources stating that due to the South African government opposition SPONSORSHIP Bharti Airtel signed a five-year deal with ESPN Star Sports to become the title sponsor of the Champions League Twenty20 cricket tournament. Africa and Europe by offering enhanced capacity." AIRTEL 3G • Airtel plans to launch the nationwide 3G services in India in the second quarter of 2010 • Announces significant network investment to offer comprehensive 3G coverage in aamchi Mumbai • Provides stock market and entertainment followers with multiple ways of staying tuned to the latest .

Middle East .● Bharti airtel connects India .Europe route via 3 alternate paths (SEAME-WE4. IMEWE and EIG ) ● Bharti airtel will provide Network Administration (NA) and Network Operations Control (NOC) for EIG 19 .

560 million (ended December 31. 103. . as a Public Limited Company Rs. 2010) Provides GSM mobile services in all the 22 telecom circles in India. Srilanka. Srilanka. 2009Audited) As per IFRS Accounts 3. DTH and IPTV Services July 07. We also offer suite of Enterprise solutions.053 million ( ended December 31. Provides telemedia services (fixed line and broadband services through DSL) in 88 cities in India. Bangladesh and now in 16 Countries of Africa.NAME Business Description BHARTI AIRTEL LIMITED.485. Provides an integrated suite of Enterprise solutions. Established Proportionate revenue Shares in2007 issue Listings Customer Base Operational Network (status as on December 31.096 as at December 31.530.124. Provides GSM mobile services in all the 22 telecom circles in India.000 GSM mobile and 3.000 Telemedia (status Africa: as on 42.797.257. We also offer DTH and IPTV Services. Bangladesh and now in 16 Countries of Africa. 2010 The Stock Exchange.000 December GSM 31. 20 . Customers. Provides telemedia services (fixed line) in 88 cities in India. 2010Audited) Rs. 1995. Mumbai (BSE) The National Stock Exchange of India Limited (NSE) India: 157. 2010) mobile. in addition to providing long distance connectivity both Nationally and Internationally. 157.

The chronology of events since Bharti Tele-Ventures was incorporated in 1995 is as follows: CALENDAR YEAR & EVENTS 1995 . Bharti Tele-Ventures received certificate for commencement of business on January 18.” Bharti Airtel is India's leading provider of telecommunications services.British Telecom acquired a 21. 1995 as a company with Limited liability under the Companies Act. Italy acquired a 20% equity interest in Bharti Tele-Ventures . a company promoted by Telecom Italia. The company provides GSM mobile services across India in 23telecom circles and broadband & telephone services in 90 cities.STET International Netherlands NV. 1996”.05% equity interest in Bharti Cellular .“Bharti Tele-Ventures was incorporated on July 7.Bharti Telenet launched cellular services in Himachal Pradesh 1997 .Bharti Cellular launched cellular services'AirTel' in Delhi 1996 . or STET. for promoting Telecommunications services. The Company was initially formed as a wholly-owned subsidiary of Bharti Telecom Limited. 21 .Bharti Telenet obtained a license for providing fixed-line Services in Madhya Pradesh circle .Bharti Telecom and British Telecom formed a 51%: 49% joint venture.

453 Assam .981.386 Rajasthan .2.256.121 Bihar .501.633 Punjab .906 Uttar Pradesh (West) .590.054 Jammu & Kashmir .169.1.935 2 22 .040 Kerala .896 Madhya Pradesh .754.3.389 North Eastern States .7.6.820.690.2.133.892.704.890.677 Delhi .609 Gujarat .245 Orissa .456.963 Kolkata .862 Uttar Pradesh (East) .5.2.248.3.7.2.791.2.6.660 Andhra Pradesh .353 Karnataka .1.8.448.274 West Bengal & Andaman and Nicobar .177 Mumbai .812 Tamil Nadu .003.811.722.405 Maharashtra .SUBSCRIBER BASE The Airtel subscriber base according to TRAI .951.2.560 Himachal Pradesh .671.9.4.Telecom Regulatory Authority of India as of February 2010] was: • • • • • • • • • • • • • • • • • • • • • • Chennai .6.152.3.

The total is 101,114,971 or 24.2% of the total 375,742,592 GSM + CDMA mobile connections in India till February 2009; and presently the Number 1 operator in India. In 2009 Airtel also launched in Sri Lanka. On the 9th of May, 2009 Airtel signed a major deal with Manchester United Football Club. As a result of the deal, Airtel gets the rights to broadcast the matches played by the team to its customers.

2 23

DISTRIBUTION CHANNEL FOR AIRTEL (PREPAID)

Organization
O

Direct Retailers (ARC & AEO)

Company Flagship Stores

Franchises

Customer

Outlets

Customer

24

Distribution pattern of prepaid sim card & recharge voucher
Firstly the company produces various prepaid recharge vouchers and easy recharge then the company manufactures lapoo sim card. With the help of this lapoo sim card a person can get easy recharge anywhere. After manufacturing easy recharge voucher company supply over’s to distributor. Easy recharge and paper recharge is then transferred for further distribution. According to our study we found that there are seven distributors in our territory. One of them, Swaraj is our leading distributor. For distribution work, distributors appoint various FSE (Field Sales Executive) so that easy recharge and vouchers’ are promoted and for creating new outlets. Lapoo sim distribution is also provide by FSE to the old as well as new retailers Due to this distribution its helps company to move further distribution smoothly. FSE (field sales executive) provides easy and paper recharge according to requirement of the retailer. In our study we found, there are various retailers who are engaged with airtel easy recharge and paper recharge. Retailers provide easy recharge and paper recharge according to requirement of the customer. The customer who Purchase the easy recharge and paper recharge they want satisfaction as per Airtel as created brand image and

good service. Retailers always enjoy with Airtel sales & even Customers. Due to good network service and various schemes like friends, campus provided by Airtel, customer enjoys Airtel & prefer it with satisfaction.

Company → Distributer → FSE (field sales executive) → Retailers→ customer

25

●STRONG NETWORK COVERAGE Enjoy complete clarity when calling with airtel’s world-class technology and unbreakable network coverage that spans over 23 circles across the country. Hassle-free calls are here to stay!.AIRTEL PREPAID – ADVANTAGES OF AIRTEL PREPAID ●Total Cost Control ●Pre activated STD/ISD without deposits or rentals ●Strong Network coverage ●Instant Balance and Validity Enquiry ●Recharge your airtel Prepaid ●Prepaid Roaming ●More with airtel Prepaid ● Caller Line Identification ●TOTAL COST CONTROL You can control your airtel Prepaid like never before.000/-. No more rentals or deposits – simply recharge as much as you need to from as low as Rs. 26 . No more paying deposits or having a minimum balance in your account to make an STD/ISD call. ●PRE ACTIVATED STD/ISD WITHOUT DEPOSITS OR RENTALS You can now enjoy a pre-activated STD/ISD on your airtel Prepaid. to as high as Rs. 10. 10.

Choose the airtel Prepaid Recharge Coupon that’s right for you. ●RECHARGE YOUR AIRTEL PREPAID Recharging is Easy. 10 till Rs.●Instant Balance and Validity Enquiry Your account balance is updated on the screen of your handset at the end of each chargeable call. Easy Recharge Recharge your airtel Prepaid Card electronically with value that suits your needs. Simply follow the procedure mentioned below. 27 . The calling value on your card keeps reducing as you make calls or use any other chargeable service. insert the ATM card and enter your ATM PIN number. press 'OK' or 'YES' button and your account balance will be displayed on the screen of your handset. which are available at a number of outlets across your city. You can also call 123 from your mobile phone and listen to the voice announcement or simply dial *123#. starting from Rs. from a variety of tailor– made recharge coupons with different denominations. This recharge option is available with all leading banks. You can also recharge your airtel Prepaid while roaming anywhere in the country 24-hour Recharge via ATM Recharge your airtel Prepaid round-the-clock at your nearest ATM. Select 'Mobile Recharge / Bill Pay' from the main menu and follow the prompts to recharge your prepaid. 10.000. as per your need. Flexible recharge voucher this unique recharge voucher gives you the option to choose between validity or talktime. to recharge your phone. Just walk up to your nearest ATM.

99 451.0 2.66 179.38 Validity Days 30 30 30 30 30 30 ●PREPAID ROAMING Airtel Prepaid comes preactivated with 'National Roaming'. For coverage & charges while roaming.68 28.INTERNET RECHARGE You may log on to the Internet banking website of your bank and select the prepaid recharge option to recharge your airtel prepaid. Many leading banks provide Internet based recharging.0 2. ▪ Select "Manual" network. While traveling abroad you can receive calls & send or receive SMS.67 9. click here In case you are not able to login to any network while roaming Please follow these instructions: ▪ Go to "menu” option of your mobile. so you stay connected no matter wherever you are. You can also send or receive MMS.01 46.34 18.0 2. Denomination Rs 50 100 200 300 500 Total Calling value Rs 43.0 Service tax Rs 4. check your email and access other GPRS services while roaming in India as you would in your own city.32 269.0 2.69 93.33 88. The following recharge denominations are available nationally for recharge through Bank website or ATM.0 2. ●MORE WITH AIRTEL PREPAID 28 .62 Proc Fee Rs 2.31 904. ▪ Select desired network.

if it's too noisy to talk or you don't have much time. call divert and Caller Line Identification Presentation– all with your airtel prepaid connection.you just pay for the phone call when you use the service. ●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. images and video clippings. The best part is that there's no extra monthly cost for setting up Voicemail . you don't need to retype his number. simply use your phone book. important reminders and rib-tickling jokes. anytime. ●SMS BASED INFORMATION SERVICES With Airtel's SMS based information services. It's the way to share those interesting one-liners. SMS (Short Messaging Service) Send messages quickly and easily using text. with anyone.MMS (Multi-media Messaging Service) Jazz up your messages with pictures. call hold. So that the next time you want to call the same person. thus giving you the choice to either reject or take the call. with MMS from airtel! To activate MMS on your phone. It provides the added advantage of saving the incoming number directly in the Handset Phone Book. SMS 'MMS' to 56465 and save service settings. you can get up to the minute cricket scores. airtel Voicemail will answer your calls and record a message. Voice Mail when your handset is switched off or you’re too busy to answer the phone. Call management Services Call waiting. anywhere in the world. order flowers as well as send couriers or check your daily horoscope! 29 .

Rs1. This offer is applicable for both new & existing customers.49 and to landline and BSNL mobile at Rs.New 98 Pack (Calling to Airtel number in UP and Uttaranchal is at 30p.1 only. 3. It is available on easy charge only. 4.Calling to any mobile number in UP and Uttaranchal is at 50p & Landline number in UP and Uttaranchal is at 75p. Chennai & Kolkata at Rs.INSTANT VALUE VOUCHERS 1.5 to other STD calls.Fantastic Tariffs .SMS to any number in UP and Uttaranchal at 50p.0. 5.Calling to mobile or landline numbers in Delhi. SMS to any number in UP and Uttaranchal at 50p.899 we now announce a unique offer for our prepaid customers in which when they recharge with Rs.99.Calling to any mobile or landline number in UP and Uttaranchal is at 50p.It is available on easy charge only.) 2. Key Benefits: .1). Mumbai.Customer can manage his own Plan . New 59T pack (Calling to Airtel number in UP and Uttaranchal is at 30p. they get to call any number in India at just Re. New 49P Pack (The new 49p Pack gives you the benefit to make calls to any GSM number {except BSNL} in UPE and UPW at just Rs. India One Plan on recharge of Rs.1.Customer gets the Desired Tariff Immediately. 30 . 899. Life time validity on recharge of Rs.

SPONSORSHIP ACTIVITY: Airtel has provided sponsorship to champion’s league T-20 cricket cup. Karina Kapoor targeting youngsters.SALES PROMOTION ACTIVITY OF AIRTEL: Sales promotion activity plays an important role in increasing sales of company which helps to increase the profit of the company as sales of the company increases they can provide much better facilities market campaigning because of tough competition in market therefore it is necessary good promotion activity to survive in the market. HOARDING: It plays an important role to create brand image of the company highlighting the special facilities from other company. 31 . Saif Ali Khan. Rehman. Airtel has introduced different schemes frequently. ROAD SHOW: Airtel has carried its mega campaign through road shows activity on vehicles displaying banners hoarding. THROUGH DISTRIBUTERS: Distributers sometimes on their own expenses sponsors the local event they provide some scheme and offer by which dual advantages are create why distributor company like increasing in sale of distributer and other promotional activity of the company. It increases brand of airtel Promotion through celebrities airtel is targeting different ambassador like A R.

CHAPTER III RESEARCH METHODOLOGY 32 .

since the project Following person were taken as sample unit and were interviewed. SAMPLE SIZE:A sample is only portion of the restricted area. After defining objectives of study plan must be arrange in order and write them in the form of experimental plan or what can be described as research plans. • • Distributors Retailers 33 . Have been taken during the study of this project been carried on at airtel. SAMPLING Regardless of the method used to obtain primary data the researcher has to be decide whether the information to be obtaining under the study of limited area population under study the population understudy only are considering only for analysis because in this case observation method helps a lot . Sample size is 100 only.RESEARCH METHODOLOGY Research methodology is a process of systematic gathering recording & analyzing data collected by various techniques to assess the response and accordingly prepare a report base on which impact of promotional activities and offers of airtel which is given to customer and retailers can be analised. Sample unit: .

COLLECTION OF DATA The tools for collection of data will be collected through internal as well PRIMARY DATA: Interaction with distributor. Congestion with network. retailers. LIMITATION OF DATA: Since the airtel product and services in whole Indian economy enjoys good share of growth of telecom sector. 4. 1. and salesmen will be conducted and 0data will be fetch through personal interview and questionnaire. Reluctant to slum area and remote places. Non availability of product in some outlet. Sales reduced due to absence of sales representative. SECONDARY DATA: Information from internet company manual report of the company will be helpful in collecting secondary data. 3. MARKET RESEARCH 34 . Even though there are various problems entangled regarding Airtel prepaid simcard and recharge voucher. My study area was restricted to west Nagpur city outlet and retailers. 2.

Company normal budget. Retailers provide easy recharge and paper recharge according to requirement of the customer. campus provided by Airtel. We define marketing research as a systematic design collection and analysis and reporting of data and finding relevant to specifichave their own marketing research departments. In our study we found. Marketing research at 1 or 2% or company sales DISTRIBUTION PATTERN OF PREPAID SIM CARD & RECHARGE VOUCHER Firstly the company produces various prepaid recharge vouchers and easy recharge then the company manufactures lapoo sim card. customer enjoys Airtel & prefer it with satisfaction. distributors appoint various FSE (Field Sales Executive) so that easy recharge and vouchers’ are promoted and for creating new outlets. Lapoo sim distribution is also provide by FSE to the old as well as new retailers Due to this distribution its helps company to move further distribution smoothly. Swaraj is our leading distributor. After manufacturing easy recharge voucher company supply over’s to distributor. With the help of this lapoo sim card a person can get easy recharge anywhere. 35 . there are various retailers who are engaged with airtel easy recharge and paper recharge. Easy recharge and paper recharge is then transferred for further distribution. The customer who Purchase the easy recharge and paper recharge they want satisfaction as per Airtel as created brand image and good service. Retailers always enjoy with Airtel sales & even Customers. For distribution work. Due to good network service and various schemes like friends .Market research often contains formal study of specific problem and opportunities it may request survey product reference to a sales forecast it is a job of marketing researcher to produce customer insight into the problem. Them.

Tata indicom. We collected data to know the sales. There are various companies in market. which are competing each other for the survival in market. plans. linking of people.Company → Distributer → FSE (field sales executive) → Retailers→ customer DEFINE THE NEED OF DATA COLLECTION: We gathered the data to analyze the market situation and compare the Airtel prepaid connection with the other telecom companies. talk times and other factors. like Vodafone. we studied schemes. We analyzed current market scenario for sales as well as we came to know about the different marketing strategy of other company. To study the present condition of market as well as Different plans and strategy adopted by different companies. services and companies reputations. BSNL. DATA SOURCE After identifying and defining the research problem and determining specific information required to solve the problem the researcher task is look for the type and source of data which may yield the desire results there are two type of data primary data or secondary data . reliance. Idea. • Primary data 36 . For knowing these factors we collected data with the help of various survey and questioners.

telephony survey Secondary data on the other include those data which are collected from some earlier research work and are applicable or useable in study .• Secondary data Primary data are generated when a particular problem at hand is investigated by researcher employing questioner. TELEPHONIC SURVEY: 37 . PRIMARY DATA COLLECTION • • • Survey Personal interview Telephonic survey SURVEY: It is the most commonly method of data collection in marketing research it is the systematic gathering of data from respondents through questionnaires the purpose of survey research is to facilitate understanding or enable of some aspect PERSONAL INTERVIEW: In personal interview the investigator questions the respondents in a face to face meeting interview may be conduct to retailers and distributers.

SECONDARY DATA COLLECTION INTERNAL DATA: It is the procedure or by a outlet in its record sales result advertisement expenditure these are few examples of secondary data internally available in outlet maintain their internal secondary data in systematic. Secondary data in this research of Airtel’s outlets are collected through company’s website and prior research report. PROCESSING OF DATA COLLECTED: 38 . Secondary data are those data in this research of Airtel’s outlets are collected from earlier work and applicable in the study of the research.In telephone survey prospective respondents usually at home and ask to answer a series of questions over the telephone. EXTERNAL DATA: This data are generated and collected from The process of secondary data collection and analysis is called desk research. SECONDARY DATA On the other in clued those data which are collected from some earlier research work and are applicable or useable in the study researcher has presently undertaken.

Keeping this in mind the researcher must take some measures to bring the data the firm where it can be easily analyzed. TABULATION: It refers to bring together similar data and totaling them in an accurate. doughnut. CHART GRAPHS: Charts like pie chart. COMPUTER: There was enormous data was finally analyzed the help of MS-Excel.The primary data which have been collected by survey experiments or observations by the field investigator hastily entered on questionnaires. 39 . Owing pressure of interview the researcher has to write immediately and often not systematically the information thus collected may be eligible in completely inaccurate to a certain extent also the information thus collected laying scatter. column chart etc introduce.

To suggest new sales promotion activities & potential market to the company. 40 .     To study various sales promotion activities applied for increasing sale. To study the channel of distribution of Airtel’s prepaid product.OBJECTIVES OF THE PROJECT The objective of the project “To study the market potential of airtel and sales of prepaid sim card & recharge voucher in west Nagpur” are. To know the market share in west Nagpur region. To identify the knowledge & information of the product from where the consumer is getting.

HYPOTHESIS  Due to lack of supply of Airtel prepaid voucher & E-charge sales is reduced.  Effective distribution network increases the dealer and consumer satisfaction and brings more goodwill to the company. 41 .

DEFINE THE NEED OF DATA COLLECTION: We gathered the data to analyze the market situation and compare the Airtel prepaid connection with the other telecom companies. Idea. talk times and other factors. To study the present condition of market as well as Different plans and strategy adopted by different companies. BSNL. like Vodafone. which are competing each other for the survival in market. plans. reliance. linking of people. Tata indicom. We analyzed current market scenario for sales as well as we came to know about the different marketing strategy of other company. we studied schemes. There are various companies in market. 42 .

For knowing these factors we collected data with the help of various survey and questioners. services and companies reputations.We collected data to know the sales. • • Primary data Secondary data Primary data are generated when a particular problem at hand is investigated by researcher employing questioner. telephony survey Secondary data on the other include those data which are collected from some earlier research work and are applicable or useable in study . DATA SOURCE After identifying and defining the research problem and determining specific information required to solve the problem the researcher task is look for the type and source of data which may yield the desire results there are two type of data primary data or secondary data . PRIMARY DATA COLLECTION • • • Survey Personal interview Telephonic survey SURVEY: 43 .

44 . SECONDARY DATA On the other in clued those data which are collected from some earlier research work and are applicable or useable in the study researcher has presently undertaken.It is the most commonly method of data collection in marketing research it is the systematic gathering of data from respondents through questionnaires the purpose of survey research is to facilitate understanding or enable of some aspect PERSONAL INTERVIEW: In personal interview the investigator questions the respondents in a face to face meeting interview may be conduct to retailers and distributers. SECONDARY DATA COLLECTION INTERNAL DATA: It is the procedure or by a outlet in its record sales result advertisement expenditure these are few examples of secondary data internally available in outlet maintain their internal secondary data in systematic. TELEPHONIC SURVEY: In telephone survey prospective respondents usually at home and ask to answer a series of questions over the telephone.

Secondary data in this research of Airtel’s outlets are collected through company’s website and prior research report. Owing pressure of interview the researcher has to write immediately and often not systematically the information thus collected may be eligible in completely inaccurate to a certain extent also the information thus collected laying scatter.EXTERNAL DATA: This data are generated and collected from The process of secondary data collection and analysis is called desk research. Keeping this in mind the researcher must take some measures to bring the data the firm where it can be easily analyzed. Secondary data are those data in this research of Airtel’s outlets are collected from earlier work and applicable in the study of the research. TABULATION: It refers to bring together similar data and totaling them in an accurate. 45 . PROCESSING OF DATA COLLECTED: The primary data which have been collected by survey experiments or observations by the field investigator hastily entered on questionnaires.

CHART GRAPHS: Charts like pie chart. 46 . COMPUTER: There was enormous data was finally analyzed the help of MS-Excel. column chart etc introduce. doughnut.

of respondents 40 25 20 15 47 .CHAPTER IV DATA INTERPRETATION AND ANALYSIS GIVE THE RESPOND FOR AIRTEL PRODUCT PRICING? Responded Excellent Good Average Poor No.

Total 100 15 20 Average Good Excellent Poor 40 25 INTERPRETATION ● It is clear from the observation 40% of retailer have given excellent respond for Airtel product pricing. GIVE THE GRADE FOR AVAILABILITY OF THE AIRTEL PRODUCT? Grade Excellent Good No. of respondents 42 28 48 .

of respondents 52 18 13 49 . WHICH RECHARGE VOUCHER AND PREPAID SIM CARD MORE SALE BY THE RETAILER? Voucher & sim card Airtel Vodaphone Idea No.Average Poor Total 18 12 100 18 12 42 Excellent Good Average Poor 28 INTERPRETATION ● From above observation It is clear that 42% of retailer have given excellent grade for availability of Airtel product.

Promotion al activity Excellent Good Average No.RIM Tata 10 7 0 10 13 7 Airtel 52 18 Vodaphone Idea RIM Tata INTERPRETATION ● From the above observation it has been found that airtel prepaid sim and recharge voucher sell more. GIVE THE GRADES TO AIRTEL FOR PROMOTIONAL ACTIVITY. of respondents 35 30 24 50 .

ARE YOU SATISFIED WITH SERVICES PROVIDED BY THE AIRTEL? Satisfied Yes No Total No.Poor 11 11 24 35 Excellent good average 30 poor INTERPRETATION ● From the above observation it has been found that 35% Retailer have given excellent grade. of respondents 72 28 100 51 .

HAVE YOU HEARD ABOUT SARAS AND AIRTEL TIE-UP Yes No Total 5 95 100 52 .L evel of S atisfactionIn (% ) 72 % Yes No 28 % INTERPRETATION From the above observation it has seen that 72% of retailer are satisfied with airtel services.

INTERPRETATION ●Some retailer those reads always newspaper they know that these tie-up ●Many retailer not know about these tie-up ARE YOU SATISFIED WITH THE GIFTS AND SCHEMES PROVIDED BY THE COMPANY? Promotion Good Ordinary Bad Total No. of respondents 81 12 7 100 53 .

INTERPRETATION ● Most of the retailers are like the gifts and schemes provide by company ●Some retailers are not interest in schemes. ARE YOU SATISFIED WITH NEW MARGIN.50%? Answer Yes No Total Number 5 95 100 54 . 2.

DO YOU SALE THE RECHARGE COUPON OF ANY OTHER COMPANY? Yes No Total 28 72 100 55 .I NTERPRETATION ● Many retailers are highly dissatisfy with new margin 2.50%. ● According to Some retailer all tale company decrease margin so that satisfy.

of respondents 81 12 56 . ARE YOU SATISFIED WITH THE SERVICE PROVIDED BY THE FOS? Service Good Ordinary No.INTERPRETATION ●Some booths are selling other company is RC. ●Many booths are selling only airtel coupon.

DO YOU WANT THE AIRTEL COIN BOX? yes No total 10 90 100 57 .Bad Total 7 100 T T 100 O AL 7% 12% good ordinary bad 81% INTERPRETATION ●Retailer were happy with their FOS service. ● Some time when delivers are not on proper time then few retailer are Dissatisfy by FOS service. ●According to retailer some time delivery is late. ● Many retailer are satisfy by FOS service.

DO YOU HAVE ANY PROBLEM TO ACTIVE NEW SIM CONNECTION? Yes No Total 25 75 100 58 .INTERPRETATION ●Some retailer wants airtel Coinbox. ●Most of retailer not want coin box because they think every body have Mobile phone so generly not use of coine box.

WHICH PRICE RECHARGE CUPAN DO YOU SALE THE MOST? PRC 10 30 60 TOTAL RESPONDED 75 18 7 100 59 . ● Most of booths retailer easily active new sim card.INTERPRETATION ●There are some retailer who have some problem to active new connection.

● Those retailer booths near high colony they sell average 60Rs. PRC.INTERPRETATION ● Most of industry aria retailer purchase 10 Rs PRC because there are worker live. ● Some place 30 PRC is maximum sell . RETAILER COMPLETE TARGET FOR 10 PAISA CALLING? Always Many time Some time Never Total 80 8 7 5 100 60 .

● Some retailer some time complete target when sell is maximum. of respondents 85 61 .INTERPRETATION ● some retailers are not complete target because they not sell sim card ● Many customer complete target to 10 paisa calling. ARE YOU SATISFIED WITH THE COMPANY ADVERTISING MATERIAL? promotion good No. ● Some customer many time complete target but not regularly.

Ordinary Bad total 10 5 100 INTERPRETATION  Many dairy booth retailer satisfy by airtel advertising material  Some retailers have not got enough advertisement material  Some booths say that advertisement material quality is not good  Some sun flexs are so light weight that they fly away in wind. LIMITATION OF STUDY 62 .

63 . so the result will not be considered as universal.  The survey is based on west Nagpur territory only and sample sizes will just 100. Study of this project is limited to only Airtel prepaid vouchers & E- recharge product.

CHAPTER V CONCLUSION 64 .

 It owns maximum No. of outlets in west Nagpur thus insures good sales  On the basis of the research it has been evident that Airtel brand is very popular among the youngsters 65 .CONCLUSION  On the basis of the study it shows that Airtel is a market leader with maximum 57% in sales reach and distribution of its product is good.

CHAPTER VI SUGGESTION 66 .

 Advertisement material which is given by company. quality should be good.  Most of retailer not want coin box because they think everybody have 67 .  Lack of timely and forceful sale and promotional activities etc  Study shows there is more availability of product in some area and less in some area  Company should launch new schemes by keeping competition given by other companies  The company should increase the promotional activities for the enhancement of the sales. FINDING ● Cellular company most recommended by the retailer is airtel.SUGGESTION  Sales men at time give careless answer.  Promotional activity done by airtel for its famous brand friends card  Retailers are satisfied with airtel product  Service provided by distributors are good  Retailers have well aware about sim card.  Non-availability of product in some area.  Company should increase the margin on their products.

 Mobile phone so generally not use of coin box.  Some booth say that advertisement material quality is not good.  some retailers have not got enough advertisement material. CHAPTER VII QUESTIONNAIRE 68 .

QUESTIONNAIRE Q.2 Do you want the Airtel coin box?   Yes No Q.1 Do you sale the recharge coupon of any other company?   Yes No Q.5 Are you satisfied with new margin.4 Are you satisfied with the Gifts and schemes provided by the company?     Good Ordinary Bad No Q.50%?   Yes No Q. 2.6 Have you heard about Saras and Airtel tie-up? 69 .3 Are you satisfied with the company advertising material?    Good Ordinary Bad Q.

10 Are you satisfied with the service provided by the FOS?    Good Ordinary Bad Q.7 Do you complete the target for 10 paisa calling?     Always Many times Some times N ever Q.9 Do you have any problem to active new sim connection?   Yes No Q.  Yes No Q.8 Which PRC do you sale the most?    10 30 60 Q.11 Give the grades to airtel for promotional activity □ Excellent □ Good □ average □ poor Q 12 Which recharge voucher and prepaid sim card more sale by the retailer? □ Airtel 70 .

□ Vodaphone □ Idea □ Rim Q13 Give the grade for availability of the airtel product □ Excellent □ Good □ average □ poor Q 14 Give the respond for airtel product pricing? □ Excellent □ Good □ average □ poor Q 15 Are you satisfied with services provided by the airtel? □ Yes □ No 71 .

CHAPTER VIII BIBLIOGRAPHY 72 .

BIBLIOGRAPHY Books Management. Marketing Management Business Research Methods S. planning Authors and Philip Kotler Edition 3rd Edition INTERNET:www.com NEWS PAPER:Economic Times Hindustan Times Business Standard 73 .com www. control.airtel.google.bhartiairtel. A.com www. Sherlekar Zikmund 1st Edition 2nd Edition analysis.

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