A STUDY ON RETAILERS PERCEPTION WITH SPECIAL REFERENCE TO AIRCEL SERVICES IN AIRCEL LIMITED

,

In partial fulfillment for the award of the degree Of

Post graduation diploma in management
Under guidance of (Head, Dept. Of Marketing) Submitted by

ACKNOWLEDGEMENT
A Project Report is never successfully completed without the guidance from appropriate person. So, now it is the right time to express my sincere gratitude towards all those, who have helped me to complete the project. I take the opportunity to express my sincere gratitude to Mr., Principal of for his perseverance and attention which he extended to us. I express my humble and deep indebtness to Prof., Director of whose guidance and encouragement always remained as a source of inspiration throughout the course of this project work to shape it well. I am extremely grateful to Mr Aircel Limited for permitting me to work in the esteemed organization of Aircel Limited, for giving me an opportunity to gain some practical experience in their company, by doing this project.

Special thanks goes to my mentor Prof. J. (Head, Dept. of Marketing) for providing me much needed information and giving me direction which paved the way for the completion of the project. I am also thankful to entire faculty and staff of without which this project would be not a successful one. Last but not the least I would like to appreciate my parents who have always motivated me directly and indirectly to do my work with utmost Dedication.

DECLARATION
of Business Excellence, Hyderabad, hereby declare that this project report entitled “A study on Retailers perception with special reference to Aircel services in Aircel limited” Hyderabad, is a bonafide record of work done by me during the course of summer internship project work of PGDM program and all contents and facts are prepared and presented by me without any bias. I also declare that it has not previously formed the basis for the award to me for any degree/diploma associate ship, fellowship or other similar title, of any Institute/Society.

Patil)

BONAFIDE CERTIFICATE
Certified that this project report “A study on Retailers perception with special reference to Aircel services in Aircel limited” is the bonafide work of “Vijay Gangadhar Patil” who carried out the project work under my supervision

SIGNATURE

SIGNATURE

HEAD OF THE DEPARTMENT

SUPERVISOR

INDEX
CHAPTER 1 Executive Summary List of Tables List of Figures 07 08 09

CHAPTER 2

Introduction Objectives of the Study Scope of the study Research Methodology Limitation

11 12 13 14 16

CHAPTER 3

Industry Profile Company Profile

18 21

CHAPTER 4

Data Analysis

25

CHAPTER 5

Findings Conclusion Suggestion

44 45 46

ANNEXURES

Questionnaire Bibliography Reference

48 50 51

CHAPTER 1

1. EXECUTIVE SUMMARY

The company for which I have done my project is “Aircel Limited”. This research work comprises of the data of retail outlets in the Hyderabad and the questionnaire was carried out to record the data. The project was to collect the feedback from the retailers with the help of questionnaires.2. based on the collected data on Aircel services and their products are recorded and analyzed for company market value & performance. . LIST OF THE FIGURES EXECUTIVE SUMMARY The 60 days Summer Internship Project is designed to undergo the rigor of professional environment both in form and substance. It provides platform to take up the training and to develop the network which will be useful in enhancing my career prospects. The data from the various outlets was collected and it was recorded. The main aim of this project was to do the Survey of Market & Retailers of Aircel in Hyderabad. The Aircel group is a joint venture between maxis communication Berhad of Malaysia and Apollo hospital enterprise ltd of India. Then. wit maxis communication holding a majority stakes of 74%. LIST OF THE TABLES 3.

Representing Aircel connection plans data. 3. Representing Aircel features data. Representing companies best plan data. 2. 7. Representing monthly Aircel activations data. Representing retailer’s opinion. 6.LIST OF TABLES 1. 8. 4. about the company giving best services. 5. 25 27 29 31 33 35 37 39 . Representing monthly total activations data. Representing last month best plan services. Representing telecom product services provided by retailers to customers.

2. Representing monthly total activations data. 8. Representing Aircel connection plans data. Representing companies best plan data. Representing last month best plan services. 6. 25 27 29 31 33 35 37 39 . 41 LIST OF FIGURES 1. about the company giving best services. 3. Representing Aircel features data. 7. Representing retailer’s opinion. Representing telecom product services provided by retailers to customers. 4. Representing pricing of Aircel services. Representing monthly Aircel activations data. 5.9.

INTORDUCTION 2.9. 41 CHAPTER 2 1. OBJECTIVE OF THE STUDY 3. SCOPE . Representing pricing of Aircel services.

the importance of telecommunication as a sector can be very well understood. Now talking of India.e. Indian telecom industry has the highest growth rate in the world. Indian telecom sector has been doing exceptionally well in the past decade.4. Aircel as a brand must . With a growth rate of 45%. hardly can there be anyone who can ignore the vital contribution of Telecommunication sector. in the absence of which we feel we are separated from the world at large. The importance of telecommunication product and service has gone deep in the life of people that after three essentials of human being i. food. which is still a developing country. India has nearly 250 million telephone lines making it the third largest network in the world after China and USA. Today it has become a lifeline for us. RESEARCH METHDOLOGY 5. And in this context whenever we talk of mobile telephony. LIMITATIONS INTRODUCTION Whenever we talk of growth and development of a nation. shelter and clothing the fourth one that can be added comfortably is the communication. A gadget and a service which can be found in everyone’s palm ranging from rickshaw-puller to big businessmen. Its structural and institutional reforms have provided tremendous growth opportunity to his sector.

OBJECTIVE 1. To analyze. which will help them to design effective strategies to get more sales and increase subscriber base. To understand the awareness of the retailers towards the customers requirement of Aircel. But in this fierce competitive war to get more subscriber base. many a times the Retailers who play a vital role in the whole chain of sales and who influence customers for a service provider are sometimes ignored. in addition to other prevailing factors a operator must clearly understand the behavior. To understand the performance of Aircel activation with reference to the services provided. So from this study an attempt has been made to understand the psychology. 3. perception and satisfaction at the Retailer level. The study delves into how the Retailer perception and their expectation level from a particular service provider and how it can be effectively managed. In this competitive market for a service provider to get an edge over other operator.be taken in to account. 2. 4. Nowadays there is lot of competition between different telecom operators who in order to add more subscriber base to the existing figures comes out with attractive customer schemes and virtually there is a tug of war between operators to get more market share. the customers preferences of the services provided by Aircel from the perspective of retailers. . To understand the features and plans offered by preferred Aircel services in comparison other services. behavior. perception and satisfaction level of Retailers.

The study was done not only for the retailers of Aircel but also for all the telecom companies which are a part of telecom Industry. The feedback was to be collected from all the retailers in the city.SCOPE The scope of the study was limited to sample size of 60. . The study was limited to the city of Hyderabad.

3. Andhra Pradesh Stratified random sampling. 2. To understand retailers perception in telecom sector. To study services providers & their services quality in the telecom sector. Primary and secondary data through personal . To study retailers satisfaction & understand the current scenario in telecom sector.RESEARCH METHDOLOGY Research Objective : 1. Time. Sampling size Sampling frame Sampling method Constraints Data : : : : : 60 Hyderabad. number of respondent.

 The population of the study consists of retailers who are providing or selling Aircel product services. selection of data. It enable the researches look at the problem in a systematically. It included question regarding the retailer’s opinion towards company services.  Secondary data from internet and from magazines were useful. Research design:It is purely and simply the frame work or blue print of a study that helps to collect and analyze the data. . statistical tables. meaningful and orderly way. Statistical data method: For analyzing the data.  The sampling size was restricted to 60 for want of time.  Secondary data was collected from the company website about the company.  A survey was conducted among the retailers of Hyderabad city by the aid of unstructured questionnaire. Data Collection method: The primary data are collected through survey method is undertaken to find the retailers satisfaction and opinion. Here convenient sampling techniques have been adopted for collecting the primary data. which includes the retailers in Hyderabad city.e.Meetings Research Approach : Survey Type of Questions : : Survey method Questionnaire Unstructured Methodology is an essential aspect of any project or research.  The sampling unit for the study is 60. The research design undertaken in this study is exploratory in nature. various design and techniques used for analyzing the data. to discover the future opportunities. i. Methodology comprises the source of data. of question were about 7-9 questions.  The no. and test were used.

The analysis is completely based upon the retailer’s answers because of which there may be some bias. The sample size of data was limited and collected up to sample size of 60. There were also a few non-respondents. The location of the survey was only limited to Hyderabad.LIMITATIONS OF THE STUDY 1. 2. 3. 5. . The time period was a restriction. 4.

CHAPTER 3 .

registering a growth of 3.38 per cent from 600. the number of telecom subscribers in the country reached 621. Norway-based telecom operator Telenor has bought a further 7 per cent in Unitech Wireless for a little over US$ 431. The government has approved the foreign direct investment (FDI) proposal of the Federal Agency for State Property Management of the Russian .495 million during April to February 2010. With this the overall Tele-density (telephones per 100 people) has touched 52.28 million as on March 31. The wireless subscriber base has increased to 584. Telenor has now completed its four-stage stake buy and has invested a total of US$ 1. COMPANY PROFILE INDUSTRY PROFILE The Indian telecommunications industry is one of the fastest growing in the world. 2010. the telecommunications sector which includes radio paging. Investments The booming domestic telecom market has been attracting huge amounts of investment which is likely to accelerate with the entry of new players and launch of new services.25 per cent hold of the company.32 million at the end of March 2010 from 564. an increase of 3.6 percent. mobile services and basic telephone services attracted foreign direct investment (FDI) worth US$ 2. INDUSTRY PROFILE 2.02 million in February 2010. According to the Telecom Regulatory Authority of India (TRAI).3 million.32 billion in Unitech Wireless as agreed on with the latter last year.98 million in February 2010.74. The cumulative flow of FDI in the sector during April 2000 and February 2010 is US$ 8.1.872 million. Telenor now has 67. According to the Department of Industrial Policy and Promotion (DIPP).

6 billion.. Idea in 11 and Vodafone and the TATA’s in nine circles each. and broadband wireless access (BWA) services was done through a controlled simultaneous.Federation to buy 20 per cent stake in telecom service provider Sistema-Shyam for US$ 660. accounting for 21 per cent of the equipment produced in the country. In 2009. Exports have increased from US$ 86. According to the Economic Survey 2009-10. According to a report by technology researcher Gartner Inc. the company sourced components worth US$ 20 billion from India.1 million Global In March 2010. "We expect India to move up to the third spot (after China and South Korea) with a share of 8. All the 71 blocks that were put up for auction across the 22 service areas in the country were sold.2 billion respectively. The Government is expected to morph revenue worth US$ 14. The Anil Ambani-led Reliance Communication bagged the highest number of 13 circles at a cost of US$ 1." Gartner .6 billion. according to the Department of Telecommunications.74 million in 2002-03 to US$ 23.7 billion in 2008-09. India ranks fourth in manufacturing telecom equipment in the Asia-Pacific (APAC) region. Auction for 3G spectrum ended on May 19. followed by BhartiAirtel in 12.53 billion in 2008-09 and is expected to be US$ 12. ascending e-auction process.42 billion and US$ 2.7 per cent share of the region’s total telecom equipment production revenue of US$ 180 billion in 2009. The Reserve Bank has liberalized the investment norms for Indian telecom companies by allowing them to invest in international submarine cable consortia through the automatic route. banks may allow remittances by Indian companies for overseas direct investment. A Pan-India bid for third generation spectrum stood at US$ 3. leaving no unsold lots. Telecommunication equipment major Nokia Siemens is planning to source components worth US$ 28. In April 2010. to allow Indian companies to participate in a consortium with other international operators to construct and maintain submarine cable systems on co-ownership basis under the automatic route." The notification further added. The country has a 5. the production of telecom equipment in value terms has increased from US$ 9 billion in 2007-08 to US$ 10.5 billion from India in 2010-11. All the available slots across 22 circles have been sold to seven different operators. Manufacturing The Indian telecom industry manufactures a vast range of telecom equipment using state-of-theart technology.7 billion.." 3G Services The Department of Telecom has taken the pioneering decision of launching of 3G services by BSNL and MTNL and initiation of process for auction of spectrum for 3G services to private operators. RBI issued a notification stating "As a measure of further liberalization.4 billion in 2009-10. "Accordingly.9 billion. BhartiAirtel bought the African operations of Kuwait-based Zain Telecom for US$ 10.. MTNL and BSNL will have to pay US$ 1.5 per cent of the total (estimated) APAC telecom equipment production revenue of US$ 277 billion by 2014. 2010 after 183 rounds of intense bidding over a span of 34 days. it has now been decided. driving the Indian player into the league of top ten telecom players globally. Allocation of spectrum for third-generation (3G).

Rural Telephony According to the Economic Survey 2009-10. National/ International Long Distance. Revised subscriber based criteria for allocation of Global System of Mobile Communication (GSM) and Code Division Multiple Access (CDMA) spectra were issued in January 2008. V-Sat. While approving the investment proposals. FIPB shall take note that investment is not coming from countries of concern and/or unfriendly entities. In any case.3 million in March 2004 to 123.5 million in March 2009 and further to 174. 100 per cent FDI is permitted.said. To provide infrastructure support for mobile services a scheme has been launched to provide support for setting up and managing 7. No cap on the number of access providers in any service area. The firm estimates India’s telecom equipment production revenue to grow at a CAGR of 17. rural Tele-density has increased from 1.5 per cent as against 36. Both direct and indirect foreign investment in the licensee company shall be counted for the purpose of FDI ceiling.956 towers had been set up under the scheme. 2009. In 2008. India will be the fastest growing telecom equipment production market in the APAC region over the next five years. the FDI limit in telecom services is 74 per cent subject to the following conditions: This is applicable in case of Basic. 2009.6 million in December 2009. the 'Indian' shareholding will not be less than 26 per cent FDI up to 49 per cent is on the automatic route and beyond that on the government route.7 per cent for urban telephones.5 per cent of the rural phones as on December 31. According to the Consolidated Foreign Direct Investment (FDI) Policy document. American Depository Receipts (ADRs). During 2008-09. As on December 31.436 infrastructure sites spread over 500 districts in 27 states. The private sector has contributed significantly to the growth of rural telephony by providing 81. the growth rate of rural telephones was 61.2 per cent at the end of December 2009.1 per cent in March 2009 and further to 21. In the area of telecom equipment manufacturing and provision of IT-enabled services. Non-resident Indians (NRIs). it predicts. 122 new Unified Access Service (UAS) licenses were granted to 17 companies in 22 services areas of the country. Unified Access Services. Global Depository Receipts (GDRs) and convertible preference shares held by foreign entity. Rural telephone connections have gone up from 12. The share of private sector players in the total telephone connections has steadily increased from around 14 per cent in 2005 to 31 per cent as on December 31. about 6. FDI in the licensee company/Indian promoters/investment companies including their holding companies shall require approval of the Foreign Investment Promotion Board (FIPB) if it has a bearing on the overall ceiling of 74 per cent. Foreign Currency Convertible Bonds (FCCBs). The . Cellular. It is proposed to achieve rural Tele-density of 25 per cent by means of 200 million rural connections by the end of the Eleventh Five Year Plan.2 per cent in March 2002 to 15.1 per cent to reach US$ 22. Global Mobile Personal Communications Services (GMPCS) and other value added Services.6 billion in fiscal 2014. Policy Initiatives The government has taken many proactive initiatives to facilitate the rapid growth of the Indian telecom industry. Public Mobile Radio Trunked Services (PMRTS). 2009. Foreign Investment shall include investment by Foreign Institutional Investors (FIIs).

5 per cent in 2013. and India is expected to remain the world’s second largest wireless market after China in terms of mobile connections. UP(west) and UP (east).a positive it has held since. Andhra Pradesh. Punjab. senior research analyst at Gartner. Mumbai(metro). Orissa. . according to Gartner." said Madhusudan Gupta.Maharashtra & Goa and Mumbai. UP(West). Karla. but it will continue to grow at double-digit rates for next three years as operators focus on rural parts of the country. This growth is poised to continue through the forecast period.7 per cent in 2009 to 63. Kolkata. Tamil Nadu. Karnataka. Madhya Pradesh. West Bengal. today introduce face book update on SMS services to its prepaid and post paid subscribers. Jammu & Kashmir. "The Indian mobile industry has now moved out of its hyper growth mode. which are relevant to both rural and urban markets.5 per cent from 2009-2013 to exceed US$ 30 billion. The India mobile subscriber base is set to exceed 771 million connections by 2013. wit maxis communication holding a majority stakes of 74%. Bihar.investment approval by FIPB shall envisage the conditionality that the Company would adhere to license Agreement FDI shall be subject to laws of India and not the laws of the foreign country/countries The Road Ahead According to a report published by Gartner Inc. Till today. These including Delhi(metro). growing at a CAGR of 14. Aircel the fast growing telecom company in India. the company gained a foothold in 18 circles including Chennai. Andhra Pradesh. Maharashtra & Goa. govt. the total mobile services revenue in India is projected to grow at a compound annual growth rate (CAGR) of 12. Aircel group. Karnataka. The company has currently gained a momentum in the space of telecom. Aircel is a full-fledged national operator. Himachal Pradesh. of India for 13 new circles across India.3 per cent in the same period from 452 million in 2009. UP(East). Delhi. Haryana. Aircel commenced operation in 1999 and became the leading mobile operator in Tamil Nadu within 18 months. in June 2009. In December 2003. "Growth will also be triggered by increased adoption of value-added services. it launched commercially in Chennai a quickly established itself as a market leader. Assam. Kerala. Rajasthan." Mobile market penetration is projected to increase from 38. Gujarat. North East. With over 25 million customers in the country. COMPANY PROFILE The Aircel group is a joint venture between maxis communication Berhad of Malaysia and Apollo hospital enterprise ltd of India.

COMPANY OFFERING (PRODUCTS) Aircel as      mainly deal in its core business of cellular connection it provides verity of products such Postpaid mobile connection. We offer GSM voice and data services in all of the regions in which we currently operate. MMS access services. These include voicemail.paid voice. SMS. innovation. People: our people are our greatest resources. dual SIM card capabilities. Aircel products are unique in a various ways to keep you one step ahead. quality and care. Value added services. It offers pre-paid and post. We will provide network and services that are innovative and reliable. MISSION STATEMENT “We are conditionally committed to exceeding our customer’s expectations. we offer a wide range of value added and data services. Aircel launched services in most over part of India. With the help of these products company operate its business in the market & company launches other products but they can be depend on either the competition or customer preference. We are committed to enhancing the quality of real life in the community in which we operate. we will challenge them to develop their full potential in the context of our company goals. train and retain the best. Recharge vouchers. we will attract. PRODUCT AND SERVICES Aircel provided 2G services (3G services about to start) using digital GSM technology. missed call alert.” GOALS AND VALUES Customers: Our customers are our most valued assets. develop and retain an exceptional team of people. Broadband connections. In addition to basic mobile voice telephony services. We will meet the financial expectation of our shareholders. We will attract. and email services. Aircel offers a bouquet of Innovative products that are unique & simple to use with a single minded objective of solving a real problem. allowing our customers any time anywhere communications. GPRS services. Prepaid mobile connection. Aircel are focused on demonstrating our versatility in creating value to our subscribers through innovative products. . we will strive to exceed their expectations at all time by providing them with superior services that embody value.

Integrity: We will maintain and strive for the highest levels of personal and professional integrity and honesty in all ours dealings. Excellence: We are committed to excellence in all what we do. 6.2008. 2. COMPETITOR’S PROFILE In India. this will pervade every aspect of our functioning. AWARDS AND ACHIEVEMENTS Awarded in No.  Brand Leadership in Telecom. World Brand Congress 2009 with three awards. Bharat Sanchar Nigam Limited. We will keep our promises. Respect: We will treat with respect & dignity all people we deal with. prudent risk taking. Work: We will promote a work environment that embraces creativity. The Aircel limited competitors are 1. CMAI INFOCOM National Telecom Award in the year 2009 for. Vodafone Essar. Tata Tele services. 5.1in customer satisfaction and network quality . Haryana.2006 Best Mid size companies’ in the year . and Rajasthan and UP (East) circles to India operation. ‘Excellence in Marketing of New Telecom Service’. . Quality: The hallmark of our internal and external outputs and processes will be quality. innovation.2007 Best Continue Campaign – Aircel TM – ABBY Awards Added Punjab. 4. Aircel is the 5th largest GSM mobile provider industry in India. 3. promotes empowerment.  Marketing Campaign &  Marketing Professional of the Year. There will be no place for mediocrity. and encourages team work. Best regional operator in the year . Bharti Airtel. Aircel limited. honest and open communication and respectful iconoclasm. Reliance Communications.

5. Uninor. CHAPTER 4 DATA ANALYSIS . Idea cellular. Bharti Airtel. 4.7. 1. in Indian telecom industry. Bharat Sanchar Nigam Limited . Aircel Limited. Tata Tele services. Reliance Communications. But the following companies are main competitors for Aircel. 2. 8. Vodafone Essar . 3. 6.

DATA ANALYSIS A study of statistical analysis based on following questionnaire and data. of Retailers sales 0 to 25 25 to 100 100 to 150 150 to 350 350 to 1500 No. Table1. Representing monthly total activation data No. of Retailers 9 26 13 7 5 Percentages 15% 43% 19% 13% 10% .

Due to lesser barriers of entry. . Representing monthly total activation data 0 to 25 25 to 100 100 to 150 150 to 350 350 to 1500 9 7 5 13 26 Source: Questionnaire Inference: The subscribers want to select the best network service. with best prepaid and postpaid services. And retailers need monthly changes in every network service plans. those are providing like network quality.Source : Questionnaire Figure1. reasonable call rate. And the subscribers are giving preference to those services. From the above table it can be concluded that Tolichowki and Chandrayangutta retailer’s sales showing low range from other retailers. and good internet facility. there foreign companies are coming to India and subscribers want to select one of the best telecom services from them.

Representing monthly Aircel activation data No. of Retailers 21 16 11 9 3 . Representing monthly Aircel activation data No.Table2. of Activation 0 to 5 5 to 15 15 to 25 25 to 35 35 to more Source: Questionnaire Figure2.

35 to more 25 to 35 15 to 25 5 to 15 0 to 5 0 3 9 11 16 21 5 10 15 20 25 Source: Questionnaire Inference: Aircel has less market demand because other companies are providing good services from Aircel.and Rs. 13/. as like last month Reliance communication and Idea cellular was given activations Rs. From retailers perception it can be concluded that Aircel will have to put services with new plans. 26/.respectively with free full talk time. . From the above table it can be conclude that in the last month 21 retailers had done activations only near to 0 to 5 but other retailers had done more than 5 activations. even some retailers had done more than 35 activations in the last month.

of Retailers 6 11 43 Percentages 10% 18% 72% Figure3. Representing telecom products services provided by retailers to customers Telecom industry services Postpaid Prepaid Both(postpaid and prepaid) Source: Questionnaire No.Table3. Representing telecom products services provided by retailers to customers .

From the above table analysis it can be conclude that 72% retailers are providing prepaid and post paid both services. the companies are providing to customers prepaid and postpaid product services. of retailers percentages 43 11 6 postpaid 6 10% prepaid 11 18% both 43 72% Source: Questionnaire Inference: In the telecom industry.50 45 40 35 30 25 20 15 10 5 0 no. And in postpaid. they want to start postpaid services and prepaid services respectively. 18% retailers are providing only prepaid product services and 10% retailers are providing only postpaid services. company’s offer which is customized to suit the customers calling needs. . a tariff plan that fits usage and best budget. In Prepaid.

Representing retailer’s opinion.Table4. about the company giving best services .

of Retailers 5 14 7 8 19 6 1 0 0 Percentages 6% 23% 12% 13% 32% 10% 4% 0% 0% Figure4. Representing retailer’s opinion.Source: Questionnaire Company Name Aircel services Airtel services Idea services Vodafone services Reilance services Tata services BSNL services Virgin services Uninor services No. about the company giving best services 0 6 1 0 0 5 Aircel 14 Airtel Vodafone Tata virgin Idea reliance 19 7 8 Bsnl uninor Source: Questionnaire Inference: .

From the above data analysis it can be conclude that Reliance communication is providing best service plans like free full talk time with new GSM activation even Airtel also providing good service plans from competitors. In India. And rest of all companies wants to come closer to market for providing good services.All telecom companies are providing best services from their competitors. Aircel. Representing Aircel features data . Uninor. BSNL. Reliance. Tata and Vodafone. there are some domestic and foreign players like Airtel. Table5.

Representing Aircel features data OTHER NET GAMES GPRS 18% 27% 6% 2 11 16 49% 28 0 PERCENTAGES NO.Aircel features plans GPRS Games Net And others Source: Questionnaire No. OF RETAILERS Source: Questionnaire 5 GPRS 49% 28 10 GAMES 6% 2 15 20 NET 27% 16 25 OTHER 18% 11 30 Inference: . of Retailers 28 2 16 11 Percentages 49% 6% 27% 18% Figure5.

49% retailer’s opinion. Representing companies’ best plans data . Table6. Games. Net. etc for company’s subscribers and these is one way of helping for growth of company’s revenue.Telecom companies are providing features like GPRS. subscribers like to use net facilities. Aircel Limited is also providing these features and from above analysis it can be conclude that Aircel is having high growth in GPRS and Net features services. Subscribers mostly like to use GPRS services and 27 % retailer’s opinion.

of Retailers 25 6 21 8 Percentages 42% 10% 33% 15% Figure6. Representing companies best plans data 8 new recharge voucher plans 25 new dailer tune plans new local and STDrate plans new internet plans 19 6 Source: Questionnaire Inference: .Name of the plans New Recharge vouchers plans New dialer tune plans New local and STD rate plans New internet plans Source: Questionnaire No.

And 10% retailer’s opinion. respectively. low call rates and other plans.All companies want to provide best service plans. subscribers like to purchase monthly latest dialer tunes. From 43% and 21% retailer’s opinion. In the telecom industry. subscribers like to use new internet plans. 14% retailer’s opinion. Representing last month best plans services. Table7. they wants to compete with their competitors in the services. monthly latest dialer tunes. the companies are providing full talk time recharge vouchers. companies want to compete through new recharge voucher plans and low call rate plans with other competitors. With these plans every company wants to be a market leader. .

Representing last month best plans services. of Retailers 4 7 13 5 29 2 0 0 0 Percentages 6% 125 22% 8% 48% 4% 0% 0% 0% Figure7. 29 30 25 20 15 10 5 0 4 6% 12% 22% 7 5 8% 13 48% 2 4% 0 0 0 0 0 0% Source: Questionnaire Inference: .Source: Questionnaire Company name Aircel services Airtel services Idea services Vodafone services Reilance services Tata services BSNL services Virgin services Uninor services No.

and Uninor. Airtel. Table8. Virgin. From the data analysis I got that 48% retailer’s perception. 22% retailer’s perception. Reliance. Vodafone. Reliance communication had given best plans through GSM services.From Indian market survey. they are investing less in advertising due to which the customers are not able to aware about plans offered by the company. In Indian telecom industry some domestic and foreign players are there like Aircel. Tata. Idea cellular had given best plans through free full talk time with new activations. services are same from last few months. But BSNL and Virgin have no any subscribers because call charges are very high. BSNL. Idea. telecom Industry had high growth from other industries in the last month. Representing Aircel connections plans .

Aircel connection plan Low call rate Full talk time Double talk time Others Source: Questionnaire No. Representing Aircel connection plans 30 30 25 20 15 10 5 0 low call rates Source: Questionnaire full talk time double talk time other 4 50% 27% 6% 17% 16 10 Inference: . of Retailers 30 16 4 10 Percentages 50% 27% 6% 17% Figure8.

full talk time. etc. Company providing full talk time vouchers with mostly new activations or in some festivals plans that why subscribers come to attract over here. STD call rates. Table9. Representing pricing of Aircel services .Telecom companies are providing to subscribers best connection plans like low call rates. and 27% retailers said that. the subscribers like full talk time value vouchers. the subscribers are taking Aircel services due to less call charges taken by the company because the customers have basically taking the SMS packages. double talk time and others. 50% retailers said that.

of retailers 1 32 22 5 Perception 2% 52% 37% 9% Figure9. Representing pricing of Aircel services 2% 9% low prices good prices 37% 52% reasonable prices costly prices Source: Questionnaire Inference: .Pricing of Aircel services Low prices good prices Reasonable prices Costly prices Source: Questionnaire No.

Aircel limited providing all services behalf of investments. . The subscriber taking Aircel services because the pricing of product service plans good and reasonable from other competitor companies. From the data analysis I got 52% retailer’s said that the pricing of Aircel services are good. And 37% retailers said that the pricing of Aircel services are reasonable.

CONCLUSION 3. FINDINGS 2.CHAPTER 5 1. SUGGESSTIONS FINDINGS .

5. 3. there is less security for them. around 34% of respondents are satisfied with Aircel brand. SIM. Around 15% of the respondents told that there is network problem with Aircel. and Tariff Voucher of all the cellular service companies present in Hyderabad. 2. 4. All the retailers are dealing in all services i. CONCLUSION . Some retailers are dissatisfied with company distributors. 6. 30% of them push Aircel brand to the customer and rest 36% retailers are not satisfied with Aircel brand due to network problem in some area.e. Customer care response is not so good. Also most of them provide only pre-paid connection. From the observation and the findings of the survey it comes out clearly that the retailers play a very vital role in acquiring customers by influencing their decision making in favors of the service provider which the retailers likes the most. Distributors are not promissory to the retailers and sometimes. Some of the retailers i.e.1. they hide the related information. providing Recharge Voucher. As a retailer’s told that.

Some of the retailers feel that there is scope for improvement in the case of Aircel distribution service. Most of the retailers feel that there is lack of good network availability and customer care as per other telecom brands. 2. 1. SUGGESTIONS .From the observation & finding of the survey it’s comes out clearly that the retailers play a very vital role for telecom service providers. It’s also comes out clearly that profit margin not the only reason for which retailers sales a particular brand but other aspects such as services. pricing & services. So if these problem areas are being worked upon by the Aircel there is every possibility in the near future that Aircel definitely move pass all other competitors & will be the preferred service provider of the retailers. pricing of product & services are equally important. schemes. 3. As per retailers Aircel should try to work on new marketing strategies for sales.

Product service tariff plans should be improved so that it will reach to every retailers and every level of customers. 4. become a good listener. perform their duties efficiently so that overall satisfaction level of retailers can be increased 5. Now regarding the Service Quality. 2. Aircel should try to increase the efficiency of its sales person. Retailers suggest to Aircel limited. sim-card delivery and activation. 3.e. verification. by incorporating a more helping attitude. So Aircel should also try to improve upon this factor. Aircel should try to improve its overall service quality by responding to the problems of retailers in time. As per retailers perception Aircel should go for occasional tariff plans offers or price off from time to time during any festival and off season discount offers may also prove helpful to check unpredictable sales. i. From the retailers survey it also came to light that Aircel is slow in processing. Proper training should be given to them where they should be told as how to improve relation with the retailers.On the basis of extensive study and research. . by providing fast service and having an empathetic look towards the retailers problem. 6. here are some suggestions which may help the company to market the product and service more profitability and increase its share in the Telecom market. they should focus on advertisement & promotion activities. 1.

ANNEXURES 1. BIBILIOGRAPHY 3. REFERENCE QUESTIONAIRE 1. Name . QUESTIONAIRE 2.

Which . which company is giving the best services? Aircel services Airtel services Idea services Vodafone services Reliance services Tata services BSNL services Virgin services Uninor services features subscribers like in Aircel services?     GPRS GAMES NET OTHER 7. How much activation. you have done in the last month in Aircel? -----------------------------------------------------------------------5. Name of the retail outlet. -----------------------------------------------------------------------3. are you providing the customers? Postpaid Prepaid Both 6. From your perception.    Which services.-----------------------------------------------------------------------2. you have done in the last month? -----------------------------------------------------------------------4. How much activation.

What is the cause of poor activation of Aircel in the last month? ----------------------------------------------------------------------------- 10. What is your opinion towards the pricing of Aircel services? Costly prices Low prices High prices Reasonable prices 12. prefers mostly in Aircel? Low call rate Double talk time Full talk time Other 11. Which company had offered the best plans in the last month? Aircel services Airtel services Idea services Vodafone services Reliance services Tata services BSNL services Virgin services Uninor services connection customers. Which BIBLIOGRAPY . For which plan Aircel Company is getting best response? Recharge vouchers New Dialer tunes New local &ISD rates New internet rates 9.8.

in .co. Websites  www.com  www.aircel.C. Referred book  Principles of Marketing – Philips kotler  Marketing Research – G.com  www. Beri  Research Methodology – G.R.Google.1. Kothari 2.answer.

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