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Formerly known as bharti tele-ventures limited (btvl) is among India’s largest mobile phone and fixed network operators. With more than 28.6 million subscriptions as of September 2006, the company is one of the world's fastest growing telecom companies. It offers its mobile services under the airtel brand and is headed by sunil mittal, one of India’s richest men with a total worth of us$2.6 billion. The company is the only operator to provide mobile services in all the 23 circles in India. The company also provides telephone services and internet access over dsl in 14 circles. The company complements its mobile, broadband & telephone services with national and international long distance services. The company also has a submarine cable landing station at Chennai, which connects the submarine cable connecting Chennai and Singapore. The company provides reliable end-to-end data and enterprise services to the corporate customers by leveraging its nationwide fibre optic backbone, last mile connectivity in fixed-line and mobile circles ,vsats, isp and international bandwidth access through the gateways and landing station. Although bharti airtel is the largest mobile service provider, bsnl, the state run mobile and wire line service provider is the market leader as of 30 august 2006 customer's base.
The unprecedented growth in the mobile market is, perhaps, the most vivid facet of India’s economic transformation since the mid 1990s. Mobile technology and services came to India less than a decade ago. In the early days, a mobile was seen to be a fashion statement for the rich. Today, it is accepted as a basic communication medium for all socio-economic segments. As the pioneer and frontrunner, airtel has been instrumental in leading and ushering in the mobile revolution in India. The Indian mobile market is, today, amongst the fastest growing and the most competitive in the world.
There were 34.6 million mobile phone subscribers in the country as of April 2004 (source: cellular operators' association of India and association of basic telecom operators). With approximately seven million subscribers, airtel commands nearly 20% share of the market - making it the number one brand in the country. Airtel's world class service and innovative products have enabled it to establish this position of leadership.
The market. An airtel's journey to leadership began in Delhi in 1995. Since then, airtel has established itself across India in sixteen states covering a population of over 600 million people. Airtel will soon cover the entire country through a process of acquisitions and green field projects. With a presence in over 1,400 towns, airtel today has the largest network capacity in the country. In the last nine years airtel has achieved many firsts and unique records: it was the first to launch nationwide roaming operations, it was the first to cross the one million and the five million customer marks. It was also the first to launch services overseas. There are other 'firsts' credited to airtel - many of them in the area of innovative products and services. Today, airtel innovates in almost everything that it presents to. Excellent example is easy charge - India’s first paperless electronic recharging facility for prepaid customers. As evidence of its fine record, airtel has also been conferred with numerous awards. It won the prestigious techies award for 'being the best cellular services provider' for four consecutive years between 1997 and 2000 – a record that is still unmatched. And in 2003, it received the voice & data award for being 'India’s largest cellular service provider', amongst others. As part of its continuing expansion, airtel has invested over rs. 1,065 billion in creating a new telecom infrastructure. In 2003/04, bharti tele-ventures earned a gross profit of rs. 16 billion on revenues of rs. 50 billion.
Success story of Bharti
Bharti enterprises has successfully focused its strategy on telecom while straddling diverse fields of business
It all began as a small industry bharti tele-ventures is today acknowledged as one of India’s finest companies, and its flagship brand airtel', has over 12 million customers across India
Recently, bharti has successfully launched an international venture with el rothschild group owned elro holdings India ltd., to export fresh agri- products exclusively to markets in europe and usa
Mobile services – bharti airtel offers gsm mobile services in all the telecom circles of India and was the first private telecom service provider to connect all states of India.
Broadband & telephone services – our broadband (dsl) & telephone services (fixed line) are present in the 92 cities across India.
Enterprise services (carriers) – with 35,016 kilometres of optic fibre network we are a leading national long distance service provider. For international connectivity to east, we have a submarine cable landing station at Chennai. For international connectivity to the west, the company is a member of the south east Asia-middle east-western Europe – 4 (sea-me-we-4) consortiums along with 15 other global telecom operators.
Enterprise services (corporate) – the group focuses on delivering telecommunications services as an integrated offering including mobile, broadband & telephone, national and international long distance and data connectivity services to India’s leading 1300 corporate,
Provide electronic recharge for mobile phones initiate music retailing in the world with “easy music” and the first to offer a lifetime prepaid service. Loved by more customers. Innovations We are changing the way India communicates by offering innovations that not only add value to people's lives but also deliver an unmatched customer experience. Provide innovations such as bollywood movie premiers.By 2010 airtel will be the most admired brand in India. Targeted by top talent Benchmarked by more business. We were the first to. Organization chart 4 . music services such as ring back tones & many more.
CHAPTER 2 5 .
those that function as long distance carriers. Airtel have three big personality Viz. Kevin Mathew (2009) “Strategy of Advertising” Airtel core competencies are sales & promotions and as of now Airtel is leading brand in mobile services in India. and Internet Service Provision (ISP). Arun Domnic (2007) “Airtel Segment” Apart from having to cope with the change in structure and culture Airtel has had to gear itself to meet competition in various segments – basic services. With liberalization there was competition in virtually every segment. Rahman for endorsing there product and services currently Airtel is outsourcing there no competence function and try to fully concentrate on his core competency that is sales promotion. and those that provide only gateway links. R. International Long Distance (ILD). Within the basic phone service the value chain has split into domestic/local calls. Shahrukh Khan and music maestro A.It has forayed into mobile service provision as well. 6 . long distance(LD). and international long distance players. multi product market with varied market size and segments.REVIEW OF LITERATURE Vishal Patel (2005) “Scenario of Indian telecom” The Indian communications scenario has transformed into a multiplayer. There are companies that provide local connectivity. Sachin Tendulkar . long distance players. Vinodh Sekar (2003) “Telecom Networking” The earlier pattern used to be that the national telecom company used to own every segment of the value chain till the international gateway.
This will improve the quality of service to desired level and provide simultaneous integration with the nationwide network.Daniel Winston (2006) “ Global Generation” Pricing depending on the market conditions / competition from cellular or wllmobile service providers and also to suit local conditions.Improvement in technology Airtel should immediately shift to third generation switches by replacing its c-dot switches. there should be flexible pricing mechanism (either at central or local level). CHAPTER 3 RESEARCH METHODOLOGY 7 .
3. which is an offshoot of conclusive research. In reference to the theoretical concept as well as for information are collected through secondary 8 . To create more numbers of Airtel subscribers.1 MEANING The research approach for this study was conclusive research. It helped in making more accurate generalization from the data available. Further this research was of descriptive type. The problem for this research was non-operating in nature the data both primary and secondary data. 3.3 SOURCES OF DATA Source of data for this project primary & secondary only. Conclusive researches are designed to help executives to choose among various possible alternatives to make a viable business decision. To create interest as well as find out the potential new retail outlets To analyze the retailer’s perception towards Airtel To know the satisfaction level of Retailers towards Airtel products and services. the source was one hundred respondents for primary data. For the proper analysis of data simple statistical techniques such as percentage were use.2 OBJECTIVES OF THE STUDY PRIMARY OBJECT To understand the awareness of Airtel products among retailers in the market. 3. SECONDARY OBJECT To maximize retail outlets through traditional channel that will increase the sales in future.
Newspaper. 3. 3.4 COLLECTION OF PRIMARY DATA For the study primary data is obtained through preparing questionnaire 3.e. 3.7 STASTICAL TOOLS Simple Percentage Analysis=Number of Respondents/Total Number of Respondents×100% 9 . 3.5 COLLECTION OF SECONDARY DATA The secondary data that are required are got from the internet. Internet websites.6 SAMPLE UNIT The population of the sample would be 100 respondents. The primary data was collected through questionnaire filled from the respondents.e. journal and magazine & from printed electronic media i. This method was used because it was not know previously as to whether a particular person will be asked to fill the questionnaire.sources from paper published material i. books and other sources.5 SAMPLE SIZE The method used for sample technique was random sampling method.
CHI-SQUARE Chi Square analysis has been used to judge the relationship or association between two attributes and to find out how they are influencing the investment patterns. And the limitation of my project is that the companies are not ready to provide data for the project because of their privacy policies. Χ2=Σ(O-E)2/E Degree of freedom= (R-1) (C-1) Where O = Observed Frequency E = Expected Frequency R = Number of Rows C = Number of Columns 3. The product may not suit the requirement of the prospect Strong competition with other telecom companies Buying power of the customer As there are many players present in the market so we have to face may questions from the customers.8 LIMITATIONS Some of the other limitations and the problems in the ojt is that the most of the people are not aware about the need and importance of the better services which the companies are offering. Time is being big constraint. Corporate are too busy to lend us their precious time. 10 .
Company’s distribution channel is not responding properly. CHAPTER. Geographical limitation as bhopal is big place so it difficult to visit all those places.4 ANALYSIS AND INTERPRETATION 11 . Financial limitation.
2. 20-25 25-35 35 Above Total 10 64 26 100 10 64 26 100.No Factors No of respondents Percentage 1.1 Age of the respondents 12 .00 Interpretation From the Above Table we predict that 26 % of respondent are above 35 years and 64 % of the respondent are between 25-35 and 10% of respondent are below 25. CHART. 3.Table – 1 Age of the respondents S. Majority This study reveals that 64 % of the respondents are between 25-35 age group.
No Factors No of 13 Percentage .NO OF RESPONDENTS AGE Table – 2 Gender of the respondents S.
Majority This study reveals that 62% of the respondents are male.2 Gender of the respondents 14 .respondents 1. 2. CHART.00 Interpretation From the Above Table we predict that 62% of the Respondents are Male and 38% of them are female. Male Female Total 62 38 100 62 38 100.
No Factors No of 15 Percentage .NO OF RESPONDENTS GENDER Table – 3 Sim Card Sales S.
respondents 1.00 Interpretation From the Above Table we predict that 82% of them sell sim cards and 18% do no sell. Yes No Total 82 18 100 82 18 100. CHART 3 Sim Card Sales 16 . Majority This study reveals that 82% of the respondents sell sim cards. 2.
NO OF RESPONDENTS Table – 4 Voucher Sale 17 .
Yes No Total 86 14 100 86 14 100. 2.No Factors No of respondents Percentage 1. Majority This study reveals that 86% of the respondents sell Airtel voucher.4 Voucher Sale 18 .00 Interpretation From the Above Table we predict that 86% of them sell Airtel voucher and 14% do no sell the voucher. CHART.S.
NO OF RESPONDENTS Table – 5 E-Recharge 19 .
Majority This study reveals that 76 % of the respondents do Airtel`s e-recharge.S.No Factors No of respondents Percentage 1. 2. Yes No Total 76 24 100 76 24 100.00 Interpretation From the Above Table we predict that 76 % of them do e-recharge and 24 % do no recharge. CHART 5 E-Recharge 20 .
NO OF RESPONDENTS Table – 6 Sale of Other Prepaid Cards 21 .
No of respondents
Yes No Total
94 6 100
94 6 100.00
Interpretation From the Above Table we predict that 94% of the respondent sell other sim cards while 6 % do not sell the sim cards.
Majority This study reveals that 94% of the respondents sell other cards.
CHART- 6 Sale of Other Prepaid Cards
NO OF RESPONDENTS
Table – 7 Customer’s Move towards Airtel
respondents 1. 2. 3. 4. Network Call rates Talk value Value added service Total 28 38 24 10 100 28 38 24 10 100.00
Interpretation From the Above Table we predict that 28% of respondents prefer network,38 % prefer call rates while 24 % prefer talk value & 10 % prefer value added service.
Majority This study reveals that 38 % of the respondent s chose Airtel for call rates.
Customer’s Move towards Airtel
NO OF RESPONDENTS Table – 8 Other Prepaid Preferences 25 .
2. CHART. 4. 26% prefer vodofone sim and 36% prefer Docomo sim & 24% prefer Reliance. Majority This study reveals that 36 % of the respondents choose Docomo. AIRCEL VODAFONE DOCOMO RELIANCE Total 13 26 36 24 100 13 26 36 24 100.00 Interpretation From the Above Table we predict that 13 % of respondents prefer Aircel sim. 3.8 Other Prepaid Preferences 26 .S.No Factors No of respondents Percentage 1.
NO OF RESPONDENTS Table – 9 Demand for Airtel 27 .
Majority This study reveals that 64 % of the respondents ask for Airtel. Yes No Total 64 36 100 64 36 100.00 Interpretation From the Above Table we predict that 64 % of them ask for Airtel and 36 % don’t recharge.S. 2. CHART.9 Demand for Airtel 28 .No Factors No of respondents Percentage 1.
NO OF RESPONDENTS Table – 10 Respondents on Airtel S.No Factors No of respondents 29 Percentage .
1.00 Interpretation The Above Table indicates that 37 % of concentration is on local calls 23 % concentration is on National calls 12 % concentration is on international calls & 28 % concentration is on sms. Majority This study reveals that 37 % of the respondent’s importance goes for local calls. Local Calls National Calls International Calls Sms Total 37 23 12 28 100 37 23 12 28 100. 4. CHART-10 Airtel`s Concentration 30 . 2. 3.
NO OF RESPONDENTS Table –11 Airtel`s Distribution Service S.No Factors No of 31 Percentage .
respondents 1.00 Interpretation From the Above Table we predict that 84 % are satisfied with Airtel`s Distribution Service and 16 % are not satisfied. Majority This study reveals that 84 % of the respondents are satisfied with Airtel CHART.11 Airtel`s Distribution Service 32 . 2. Yes No Total 84 16 100 42 8 100.
NO OF RESPONDENTS Table –12 Airtel`s Profit Margin S.No Factors No of 33 Percentage .
Yes No Total 64 26 100 64 26 100. 2. CHART-12 Airtel`s Profit Margin 34 .respondents 1.00 Interpretation From the Above Table we predict that 64 % are profited and 26 % are not profited. Majority This study reveals that 64 % of the respondents are profited.
NO OF RESPONDENTS Table –13 Airtel Pushing & Pulling Startegy S.No Factors No of respondents 35 Percentage .
00 Interpretation From the Above Table we predict that 48 % of customers are pushed and 42 % of customers are pulled. 2.1. CHART 13 Pushing & Pulling 36 . Majority This study reveals that 48 % of the respondents are pushed. Pushing Pulling Total 48 42 100 48 42 100.
NO OF RESPONDENTS Table – 14 User Friendly 37 .
S.No Factors No of respondents Percentage 1.00 Interpretation From the Above Table we predict that 81% respondents find it user friendly and 19 % do not. 2. Majority This study reveals that 81% of the respondents find airtel user friendly. Yes No Total 81 19 100 81 19 100. CHART.14 User Friendly 38 .
NO OF RESPONDENTS Table –15 Airtel`s Benefits 39 .
Majority This study reveals that 36 % of the respondents get free call facility. 2. 3. 4.No Factors No of respondents Percentage 1.00 Interpretation From the Above Table we predict that 36 % of respondents get free call facility while 24 % get profit 32% get value added service 8 % get information database.S. Free Calls Facility Profit Value added Service Information Database Total 36 24 32 8 100 36 24 32 8 100. CHART-15 Airtel`s Benefits 40 .
No Factors 41 No of Percentage .NO OF RESPONDENTS Table – 16 Other Benefits to the Customer S.
4. CHART 16 Other Benefits 42 .respondents 1. 3. Majority This study reveals that 42 % of the respondents chose docomo.00 Interpretation From the Above Table we predict that 28 % of respondents choose Aircel 10 % choose vodafone 42 % choose Docomo and 20 % choose reliance. 2. AIRCEL VODAFONE DOCOMO RELIANCE Total 28 10 42 20 100 28 10 42 20 100.
NO OF RESPONDENTS Table –17 Economical S. AIRCEL 30 43 30 .No Factors No of respondents Percentage 1.
3. CHART-17 Economical 44 . 4. Majority This study reveals that 30 % of the respondents chose Aircel. VODAFONE DOCOMO RELIANCE Total 6 46 18 100 6 46 18 100.00 Interpretation From the Above Table we predict that 30 % of respondents choose Aircel 6 % choose Vodafone 46 % choose Docomo and 18 % choose Reliance.2.
No Factors No of respondents 45 Percentage .NO OF RESPONDENTS Table –18 Customer Attraction S.
Majority This study reveals that 52 % of the respondents choose reliance. CHART-18 Customer Attraction 46 . 3.1. AIRCEL VODAFONE DOCOMO RELIANCE Total 12 8 28 52 100 12 8 28 52 100. 2.00 Interpretation From the Above Table we predict that 12 % of respondents choose Aircel 8 % choose Vodafone 284 % choose Docomo and 52 % choose Reliance. 4.
NO OF RESPONDENTS Table – 19 Airtel`s Distribution Service S.No Factors No of 47 Percentage .
Majority This study reveals that 42 % of the respondents say it is good. 3. 2.00 Interpretation From the Above Table we predict that 42 % feel Good. Good Average Excellent Total 42 36 26 100 42 36 26 100.26 % feel its Excellent. CHART-19 Airtel`s Distribution Service 48 .respondents 1.32 % feel its average.
No Factors No of 49 Percentage .NO OF RESPONDENTS Table –20 Facility towards Airtel S.
00 Interpretation From the Above Table we predict that 72 % respondents are facilitated and 28 % are not. Yes No Total 72 28 100 72 28 100.20 Facility towards Airtel 50 . 2. Majority This study reveals that 72 % of the respondents are facilitated. CHART.respondents 1.
NO OF RESPONDENTS Table –21 1/sec pulse scheme 51 .
Majority This study reveals that 92 % of the respondents agree with the sale. Yes No Total 92 8 100 92 8 100.No Factors No of respondents Percentage 1.00 Interpretation From the Above Table we predict that 92 % agree with the sale and 8 % are not. CHART 21 1/sec pulse scheme 52 .S. 2.
No Factors No of 53 Percentage .NO OF RESPONDENTS Table –22 Influence on 3G on Customers Perseverance S.
2.respondents 1.00 Interpretation From the Above Table we predict that 84 % agree with the Influence on 3G on Customers and 16% do not Influence on 3G on Customers. CHART-22 Influence on 3G 54 . Majority This study reveals that 84 % of the respondents agree with the 3g influence. Yes No Total 84 16 100 84 16 100.
1 FINDINGS 55 .NO OF RESPONDENTS CHAPTER 5 5.
This study reveals that 62% of the respondents are male. This study reveals that 38 % of the respondent s chose Airtel for call rates. 56 . This study reveals that 72 % of the respondents are facilitated. This study reveals that 48 % of the respondents are pushed. This study reveals that 26 % of the respondents choose vodafone. This study reveals that 52 % of the respondents choose Reliance. This study reveals that 92 % of the respondents agree with the sale. This study reveals that 84 % of the respondents agree with the 3g influence. This study reveals that 64 % of the respondents are between 25-35 age group. This study reveals that 81% of the respondents find Airtel user friendly. This study reveals that 94% of the respondents sell other cards. This study reveals that 86% of the respondents sell Airtel voucher. This study reveals that 64 % of the respondents ask for Airtel. This study reveals that 82% of the respondents sell sim cards. This study reveals that 84 % of the respondents are satisfied with Airtel. This study reveals that 76 % of the respondents do Airtel`s erecharge. This study reveals that 64 % of the respondents are profited. This study reveals that 36 % of the respondents get free call facility.
Even this media can help to create awareness very fast as compared to any other media. Some awareness campaign should be launched to make the people aware of the Telecom Sector instruments. The information may constitute of the daily prices of various Telecom. It can help in increasing the awareness level of the Telecom Sector among the people. There should be various programs regarding the Telecom Sector either in the evening or in the morning because it can serve as a powerful tool to make awareness. It is also one of the most powerful tools to spread the messages since almost all the houses in the world own television. information regarding those Telecom which are generating maximum cheaper etc.5. The daily analysis of the Telecom Sector must be broadcasted during these programs. The awareness programs regarding the Telecom Sector can be broad castled on various channels. 57 .2 SUGGESTIONS There should be articles related with the Telecom Sector in the daily news papers because almost every educated person comes across it every day.
Retailer margin is not a problem for Airtel Retailers are unhappy with Airtel’s advertisement offers because the company is not providing them the electronic boards in time (for new outlets). Where others (new entrants) are doing it.3 CONCLUSION Airtel facing a steep competition in telecom market. Competitors selling strategy becoming a biggest problem for sales maximization.5. Retailer benefit schemes as they achieve the target can push more subscribers and maximize sales. Airtel has a good reputation as a telecom brand in the telecom field People prefer Airtel because of its network coverage all over the state including rural areas. . banners etc. 58 . So. Only high tariff cost matters in sales maximization. . the other entrants are capable of pushing their sales. . It is difficult to maximize the sale as maximum consumers are local business men and they prefer more talk time in their usual tariff.
Do you think maximum people are asking for airtel? 59 .5. Are you selling airtel’s vouchers? ❏ Yes ❏ No 3. Do u sell prepaid other than airtel ❏ Yes ❏ No 5. Are you selling airtel’s sim cards? ❏ Yes ❏ No 2.4 ANNEXURE Questionnaires Name Age Gender Address : : : : __________________________________ __________________________________ __________________________________ 1. What makes the customer go towards airtel ❏Network ❏Talk value ❏Call rates ❏Value added service 6. Which prepaid cards customers prefer rather than airtel ❏ Aircel ❏ Vodafone ❏Docomo ❏Reliance 7. Do you deal with airtel’s easy recharge? ❏ Yes ❏ No 4.
Airtel concentrates more on ❏ Local calls ❏ International calls ❏ National calls ❏ Sms 9. According to you which is more economical ❏ Airtel ❏ Vodafone ❏Docomo ❏Reliance 17. Is Airtel customer service user friendly ❏ Yes ❏ No 14. Does the customer ever pulled towards airtel. ❏ Yes ❏ No 11. Are you satisfied with airtel distributor’s service procedure? ❏ Yes ❏ No 10. Which of the following gives more benefit to the customers ❏ Airtel ❏Vodafone ❏Docomo ❏Reliance 16. Do you think is it easy to push sale of airtel. Do you think airtel provides less margin compared to other service providers. airtel is ❏Pushing ❏Pulling 13. Which one gives more offer to attract the customers ❏ Airtel ❏ Vodafone ❏Docomo ❏Reliance 60 . What benefits do you incur? ❏Free calls facility ❏Value added service ❏Profit ❏Information database 15. ❏ Yes ❏ No 12.❏ Yes ❏ No 8.
18. What Suggestion do you recommend for improving Airtel 5. How is the internet facility provided by airtel ❏Good ❏Average ❏Excellent 19. Do you think 3G Generation will influence the Sale of Airtel in Future ❏ Yes ❏ No 22. Do you think airtel gives more facility in towards internet ❏ Yes ❏ No 20. Do you think sale of airtel has increased due to the 1/sec pulse scheme ❏ Yes ❏ No 21.5 BIBLIOGRAPHY 61 .
K.. (2007). and Vasant M.com www.C. Ltd. Havalder K.BOOKS: Kotler.123manage. New Delhi WEBSITES: www.Airtel.Scribd. Prentice Hall of India Pvt. Kothari.com www. Tata McGraw Hill. (1999) `Marketing Management’.R (2001) `Research Methodology’. Vishwa Publication. “ Sales and Distribution Management”. Philip.com 62 .Google. C.com www.
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