A

PROJECT REPORT ON
“MARKET SURVEY & PRODUCT PROMOTION” IN “RELIANCE COMMUNICATIONS”

In partial fulfillment of MBA Degree 2006-08 Submitted ByHimanshu Singh MBA (2006-08)

Indian Institute of Management Training El-39/5, Near Indrayani Nagar, MIDC, Bhosari

Pune-411026

PREFACE
“Learning categorizes you and practicing on that learning specializes you”. Theoretical concepts taught and discussed in the classroom prove useful if they have to remain relevant. Practice orientation of management student is must generating competence to deal with issues at grass root level it is for this reason that one month training project study is prescribed as apart of syllabus for MBA Degree in Pune. This training is the mode of imparting practical training to the student. The objective is to provide a deep insight into practical aspects of the functioning of the organization. The train apprises the student to the actual function, responsibility and problem faced by an organization. It provides him with the knowledge of the various kind of problem that crop up in the day to day functioning of the organization .The way they are solved by the departments and appraisal of the crucial decision taken by the manager at the crucial time. I was fortunate enough to complete my marketing training at RELIANCE COMMUNICATIONS, Vardhman Chambers, 3rd floor, 7 love square, pune. This has given me an altogether new experience, which would be immense help to me in my days to come.

ACKNOWLEDGEMENT
I wish to acknowledge my specific indebtness to director “Indian Institute of Management Training”, who made this opportunity to perform summer training as a part of MBA degree Course. I wish to extend my Sincere Gratitude towards “Mr. Raj Babbar (Reliance Communications) for accepting me as a summer trainee and assigning this project to me. I am extremely grateful to Mr.Rajiv Taneja for their valuable guidance and best possible help during course of study. I am deeply grateful to my parent’s who have given me every help and moral support and their constant advice which enabled me to pursue my academic aim. Thanks to other summer trainees for their co-operation and suggestions through out this project.

DECLARATION
The researcher hereby declares that the dissertation is a result of his own research work and the same has not been previously submitted to any examination of this university or any other university.

Place- Pune Date-

Himanshu Singh

WHY THIS TOPIC?
In today’s competition in the field of business, it is must for a company to have full information about the opportunities available in the market before entering into a new market. This enables the company to exploit the fill potential of the market & to meet the expectations of the customer. For this purpose, an effective survey is required. After going through the complete profile of the RELIANCE COMMUNICATION LTD. Surveyor knows about the services provided by the RELIANCE. He has many vibrant and attractive schemes in comparison with his competitors in the market. Hence, surveyor has chosen this topic keeping in mind that his survey work will definitely help the organization in making strategies for marketing and promotion of the products so I have chosen the topic “Market survey and product promotion”.

TABLE OF CONTENTS
S.NO. 1. TOPIC Company Profile  About Reliance Communications  Reliance Group  Awards & Recognition  Mission  Vision of Company Products  Data Card  USB Modem  Fixed Wireless Phones  Mobile Phones Plans  Data card  USB Modem  Post Paid a. Fixed Wireless Phones b. Mobile Phones Research Methodology  Objectives  Importance  Research & Findings  Graphical representation  Leanings Market Share Comparison SWOT Analysis Conclusion

2.

3.

4.

5. 6. 7. 8.

9. 10. 11. 12.

Recommendation Bibliography Annexure Abbreviations

“Think big, think fast, think ahead. Ideas are no one’s monopoly.” - Dhirubhai H. Ambani

ABOUT THE COMPANY
Reliance Communications is the flagship company of the Anil Dhirubhai Ambani Group (ADAG) of companies. Listed on the National Stock Exchange and the Bombay Stock Exchange, it is India’s leading integrated telecommunication company with over 35 million customers. Our business encompasses a complete range of telecom services covering mobile and fixed line telephony. It includes broadband, national and international long distance services and data services along with an exhaustive range of valueadded services and applications. Our constant endeavor is to achieve customer delight by enhancing the productivity of the enterprises and individuals we serve. Reliance Mobile (formerly Reliance India Mobile), launched on 28 December 2002, coinciding with the joyous occasion of the late Dhirubhai Ambani’s 70th birthday, was among the initial initiatives of Reliance Communications. It marked the auspicious beginning of Dhirubhai’s dream of ushering in a digital revolution in India. Today, we can proudly claim that we were instrumental in harnessing the true power of information

and communication, by bestowing it in the hands of the common man at affordable rates. We endeavor to further extend our efforts beyond the traditional value chain by developing and deploying complete telecom solutions for the entire spectrum of society.

EXECUTIVE SUMMARY

Board of Directors
• • • • •

Mr. Anil D. Ambani - Chairman Mr. Ramachandran Mr.S.P. Talwar Mr. Deepak Shourie Mr. A.K.Purwar

Company Secretary & Manager

Mr.Hasit Shukla

Auditors

M/s. Chaturvedi & Shah
M/s. BSR & Co.

WIRELESS NETWORK IN INDIA

• • • • • •

Urban Population- 97% Rural Population-42% National Highways-50% Rail Lines- 58% Census Towns-3,381 Non-census Towns/villages-

RELIANCE GROUP

Reliance – Anil Dhirubhai Ambani Group, an offshoot of the Reliance Group founded by Shri Dhirubhai H Ambani (19322002), ranks among India’s top three private sector business houses in terms of net worth. The group has business interests that range from telecommunications (Reliance Communications Limited) to financial services (Reliance Capital Ltd) and the generation and distribution of power (Reliance Energy Ltd). Reliance – ADA Group’s flagship company, Reliance Communications, is India's largest private sector information and Communications Company, with over 30 million subscribers. It has established a pan-India, high-capacity, integrated (wireless and wire line), convergent (voice, data and video) digital network, to offer services spanning the entire infocomm value chain. Other major group companies — Reliance Capital and Reliance Energy — are widely acknowledged as the market leaders in their respective areas of operation.

AWARDS & RECOGNITION
2007 January 10 Reliance Communications adds a record 1.4 million subscribers in December ‘06 January 18 Say Hello on Reliance ‘Simply 2030’ January 30 Reliance joins Lenovo and Intel for "Internet on the Move" February 2 Reliance Communications’ market capitalization tops Rs 1 lakh crore ( 1 trillion rupees or 24.39 billion US dollars) on Bombay Stock Exchange February 16 Reliance Communications offers best value on roaming March 23 Govt’s Rural Telephone Scheme(RDEL)through Reliance Communications successfully closes by March 31,2007 April 6 Reliance Communications acquires 1.2 million subscribers in March 2007. May 2 A Classic Bonanza – Reliance Communications unveils handsets @ Rs 777 May 10 Reliance sets a new record, one million Classic handsets sold in just one week May 14 Reliance Communications launches Classic Color Bonanza - Color handsets @ Rs 1234 June 6 Reliance Communications adds 1.4 million new mobile subscribers in May2007 June 6 Reliance Classic' Makes Music - FM Radio Phones Launched at just Rs.1888

2006 January 01 Reliance Infocomm launches "One Nation, One Tariff" to enable Reliance India Mobile prepaid users to call anywhere in India at Re one per minute. March 06 Reliance Communications Ventures Ltd. (RCVL), India's leading integrated telecommunications company, a member of the Reliance - Anil Dhirubhai Ambani group, lists on the Bombay Stock Exchange and National Stock Exchange. June 22 Reliance Communications ties up with Disney to offer on Reliance Mobile World India's first 3D animation on mobile. November 17 Reliance Communications launches Free Group Term Life Cover for its CDMA subscribers December 28 Reliance Communications’ FLAG Telecom announces FLAG Next Gen to cover 60 countries 2005 January 04 Reliance introduces first e-recharge facility in CDMA in India. January 24 Reliance India Mobile announces mega rural plan to cover 4 lakh villages and 65 crore Indians by December 2005. June 26 Anil Ambani appointed Chairman of Reliance Infocomm July 30 Air Deccan and Reliance Web World join hands to offer air ticket booking facility at Reliance Web World. August 18 Reliance Infocomm rolls out international roaming facility across several countries to become the first Indian CDMA operator to offer its customers such a service. September 21 Apollo Hospital and Reliance Infocomm join hands to provide top class healthcare service to millions of Indians in over a hundred Indian cities. December 12 Reliance Infocomm and China Telecom sign agreement for telecom services to provide direct telecommunication service, including a global hubbing service, to subscribers in the two countries.

2004 January 12 International wholesale telecommunications service provider, FLAG Telecom amalgamates with Reliance Gateway, a wholly owned subsidiary of Reliance Infocomm February 9 Launches RIM Prepaid with attractive offer - For Rs 3500 get a Motorola C131 mobile phone and Rs 3240 worth of re- charge vouchers instantly and stay connected for 1 year February 17 Reliance subsidiary Flag Telecom announces FALCON Project - a major new Middle East Loop Terabits Submarine Cable System with links to Egypt and Hong Kong via India April 23 Reliance Infocomm introduces first ever auction facility on Mobile phones through R World. June 8 Reliance Infocomm introduces World Card - a Prepaid International calling card for affordable and convenient ISD calls from India. August 5 launches the first regional Customer Contact Centre in Chennai 2003 February 14 Launches Reliance Web World in top 16 cities March 31 Launches International Long Distance Services April 25 Introduces colour handsets May 1 Launches Reliance India Mobile Service commercially in top 92 cities with one million customers. June 10 Launches India's first wireless Point of Sale (POS)

July 3 Launches R Connect Internet connection cable Aug 26 Introduces Reliance India Phone Fixed Wireless Phone and Terminal October 6 Launches integrated broadband centre at Reliance Web World, Bangalore October 30 Reliance becomes India's largest mobile service provider within 7 months of commercial launch November 3 Customer base touches 5 million November 16 Launches National Roaming 2002 February 25 Obtains International Long Distance License from Govt. of India December 22 Commissions 1st Optic Fibre Backbone ring December 24 Establishes 1st Point of Interconnect (POI) in New Delhi 2001 May 10 Optic fibre laying process commences in Gujarat, Andhra Pradesh & Maharashtra 2000 The Dream, 1999 "Make a phone call cheaper than a postcard and you will usher in a revolutionary transformation in the lives of millions of Indians" - Dhirubhai Ambani 1999 The Reality, November 15 Reliance Infocomm begins Project Planning

MISSION
Excellence in Communication initiatives
• To attain global best practices and become a world-class communication service provider – guided by its purpose to move towards greater degree of sophistication and maturity. • To work with vigour, dedication and innovation to achieve excellence in service, quality, reliability, safety and customer care as the ultimate goal. • To earn the trust and confidence of all stakeholders, exceeding their expectations and make the Company a respected household name. • To consistently achieve high growth with the highest levels of productivity. • To be a technology driven, efficient and financially sound organization. • To contribute towards community development and nation building. • To be a responsible corporate citizen nurturing human values and concern for society, the environment and above all, the people. • To promote a work culture that fosters individual growth, team spirit and creativity to overcome challenges and attain goals. • To encourage ideas, talent and value systems. • To uphold the guiding principles of trust, integrity and transparency in all aspects of interactions and dealings.

VISION
“We will leverage our strengths to execute complex global-scale projects to facilitate leading-edge information and communication services affordable to all individual consumers and businesses in India.

We will offer unparalleled value to create customer delight and enhance business productivity.

We will also generate value for our capabilities beyond Indian borders and enable millions of India's knowledge workers to deliver their services globally.”

PRODUCT

DEFINITION:
“A product is a bundle of physical service and symbolical particulars expected to yield satisfaction benefits to the buyers”.

(Phillip Kotler)
“A product is a complex of tangible and intangible attributers, including packaging, colors, price, manufacture and retailer’s service which the buyer may accept as offering satisfaction of wants of needs.”

(William J Stanton)

RELIANCE NETCONNECT USB MODEM

Features:
Connectivity:
• • •

Wireless internet access across 5300 towns and 3 lakh villages. Internet browsing and download speed upto 153.6 kbps. Compatible with Windows 2000 and Windows XP.

Voice and SMS Compatible:

Make and receive voice calls

• •

Send and receive SMS upto 1000 characters Store 1000 contacts in your phone book

Specifications:
Item Protocol working frequency Dimensions Weight Receiver sensitivity Power consumption Power supply Description CDMA2000 1X RTT 824MHz ~ 849MHz/869MHz ~ 894MHz Uplink/Downlink 84 mm (D) x 42 mm (W) x 12 mm (H) About 32 g Better than -104dBm ≤1.5W 5V/500ma, from USB

RELIANCE NET CONNECT DATA CARD

Features Uninterrupted high-speed wireless Internet connectivity, across 10000 towns, 3 lakh villages and growing. • Better surfing speeds, with download speeds up to 144 kbps. • High download speed of heavy email attachments • One-time installation of the dial-up software without the need to change the dial-up configuration. • Hassle-free connection o Connect instantly (No line busy / waiting tone) o Easy to remember username / password (your phone / card number)

Enables a user to surf the Internet without being tied down to a landline from any location — your bedroom, drawing room, hotel room, office, outdoors or on the move in a car, train or bus.

The network advantage
This remarkable service virtually converts the whole of India into a wireless hot spot.
• •

10000 towns and cities and 300,000 villages On highways, rail routes, airport lounges and remote locations

The plan advantage
The tariff is inclusive of all charges (the ISP charge as well as the Telecom connectivity charge). • No need for an external or internal modem. • No need for an ISP account.

No need for a separate landline connection. • One free e-mail account (with a 10 MB mailbox) and 2 MB of web space • A choice of prepaid and postpaid options to suit your usage needs • Use of data cards to make voice calls and send SMS

RELIANCE POSTPAIDS FIXED WIRELESS PHONES
Current models

CLASSIC 2208

CLASIC WP 820

LG LSP 410

CLASSIC WP 829

RELIANCE MOBILES

Old handset models

Color Handset

Current handset models

Old handset models

Color Handset with camera
Current handset models

Video Camera Phone

Current handset models

Current handset models

PDA color phone

Reliance Hello Postpaid Plans
PlansNeed . High STD calls One India Monthly rental Clip Free usage On net pack charges On net Local other GSM Fixed 180 0 50 225 0.40 1.00 1.00 Simply 2030 130 0 0 225 1.20 1.20 1.20 High local fixed calls Plan 150 150 50 35 175 0.40 1.60 0.40 local 299 299 0 0 125 0.50 0.50 0.50 Plan 500 500 0 470 75 0.37 1.47 0.37 High local mobile calls Hello 125 125 0 0 225 0.40 0.40 1.20 Mobile 299 299 0 150 125 0.40 0.40 1.20 High on net Plan 600 600 0 600 Onnet N.A. 0.33 1.47 0.37 Special ones PlAn 1000 1000 0 975 75 0.30 1.33 0.33 Plan 1500 1500 0 1525 75 0.30 1.20 0.30

Intra circle (Rs./min.) On net Other GSM Fixed 0.40 1.00 1.00 1.20 1.20 1.20 0.40 1.60 1.20 0.50 1.20 1.20 0.37 1.47 1.10 0.40 0.40 1.20 0.40 0.40 1.20 0.30 1.47 1.10 0.33 1.33 1.00 0.30 1.20 0.90

Inter circle (Rs./min.) On net Other GSM I Fixed 0.40 1.00 1.00 1.20 1.20 1.20 2.40 2.40 2.40 2.40 2.40 2.40 2.20 2.20 2.20 2.40 2.40 2.40 2.40 2.40 2.40 0.30 2.20 2.20 2.00 2.00 2.00 1.80 1.80 1.80

Plan one India offers lowest call rate of 0.40p/min on Reliance hello to Reliance hello.

HELLO PACKS

SMS PackGet unlimited on net SMS anywhere in India +Rs. 25 worth off net SMS in just Rs.50 only STD PackCall any phone in India for Rs. 1/min. on rental just Rs. 99/month only Night PackCall any Reliance phone in Mahrashtra and Goa and Mumbai free between 11 pm to 7 am on rent Rs. 99/month

HANDSET PROPOSITIONS
Get Rs.2400 intra circle on net talk time free Free intra circle on net talk time-Rs.100 per month for 24 months • Applicable on – Plan 150, plan 290, plan 500, plan 1000, plan 1500, plan 125, plan local 299, plan mobile 299, plan one India 225, plan one India 225.
• •

PLANS FOR RELIANCE MOBILES POSTPAIDS
• • •

These are divided into three level of plans Entry level plans Mid level plans High level plans

ENTRY LEVEL PLANS
PLAN TYPE SP 149 ENTRY PLAN NJ NJ CHAT 199 199 & SOH INDI PLAY O A 199 199 199 199 1.2/0* 1.2/0.5 * 1.2/0.5 * 2.40 2.40

MONTHLY RENTAL 124 CLIP & PLAN 25 CHARGES TOTAL MONTHLY 149 199 199 COMMITMENT FREE INTRA CIRCLE 150 199 TALK TIME CALL RATES WITH IN M&G (Rs./Min.) TO ALL RELIANCE 0.50 0.50 1.20 PHONE TO OTHER MOBILES 0.50 0.50 1.20 TO LANDLINE 1.00 1.00 1.20

STD RATES REST OF INDIA (Rs./Min.) TO ALL RELIANCE 2.00 2.49 2.40 PHONE TO OTHER PHONES 2.00 2.49 2.40

MID LEVEL PLANS
PLAN TYPE MID LEVEL PLAN RIO RIO NJ 299 299 399 SOHO 299 399 299 -299 399 299 100 0.50 0.50 1.00 1.50 1.50

MONTHLY RENTAL CLIP & PLAN CHARGES TOTAL MONTHLY COMMITMENT FREE INTRA CIRCLE TALK TIME CALL RATES WITH IN M&G (Rs./Min.) TO ALL RELIANCE 0.40 0.40 PHONE TO OTHER MOBILES 1.00 1.00 TO LANDLINE 1.00 1.00 STD RATES REST OF INDIA (Rs./Min.) TO ALL RELIANCE 1.00 0.40 PHONE TO OTHER PHONES 1.00 1.00

INDIA ROAM FREE PLANS
India Roam Free Roaming tariff for mobile roam free Plan 390 Plan 990 plans Local out going To Reliance/ 40p/Rs. 50p calls while others 1 roaming STD out going All phone 1.00 1.00 calls call rate Incoming Free 1.00 1.00 incoming talktime

HIGH LEVEL PLANS
PLAN TYPE MONTHLY RENTAL CLIP & PLAN CHARGES TOTAL MONTHLY COMMITMENT FREE INTRA CIRCLE TALK TIME CALL RATES WITH IN M&G (Rs./Min.) TO ALL RELIANCE 0.40 0.40 PHONE TO OTHER MOBILES 0.85 0.75 TO LANDLINE 0.85 0.75 STD RATES REST OF INDIA (Rs./Min.) TO ALL RELIANCE 0.85 0.75 PHONE TO OTHER PHONES 0.85 0.75 MID LEVEL PLAN NJ 399 NJ 499 399 499 50 50 449 549

Unlimited Reliance Mobile Calling PackCall any Reliance mobile on rental of Rs. 375 per month • Pack is available with all plans • Only for Reliance mobile calls in Maharashtra & Goa • This pack will not be applicable while roaming

RELIANCE NETCONNECT TARIFF PLANS FOR DATA CARD & USB MODEM 1. Time Based Plans 2. Data Based Plans Time Based Plans
Post paid plans Monthly charge Peak hours (6 am to 10 pm) Off peak hours (10 pm to 6 am) Additional usage rate Free E-mail account Free web space Free SMS/month Freedom @ night Swift Swift 40 72 Internet Tariff 400 400 650 Bundled hours/month Rs.50p/ 20 36 min. hours hours Unlimite 20 36 d hours hours N.A. Rs.50p Rs.50p /min. /min. 10 MB 10 MB 10 MB 2 MB 2 MB 2 MB Voice & SMS Tariff Nil Nil 100 per month Swift 100 900 50 hours 50 hours Rs.50p /min. 10 MB 2 MB 100 per month Swift 180 1500 90 hours 90 hours Rs.50p /min. 10 MB 2 MB 100 per month

Data Based Plans
Post paid plans Monthly charge Bundled data Exchange/month Additional usage rate Free E-mail account Free web space Free SMS/month Freedom Freedom Plus Internet Tariff 650 900 1 GB 1.5 GB Rs. 2/MB 10 MB Rs. 2/MB 10 MB Platinum 1500 Unlimited N.A. 10 MB 2 MB 100

2 MB 2 MB Voice & SMS Tariff 100 100

PREPAID PLANS
GSK Value Rs.99 Rs.220 Rs.375 Rs.660 Validity 7 days 6 months 1 year 2 year Talk time Rs.10 Rs.10 Rs.10 Rs.10

Usage rate for internet access- 30p between 10 pm to 6 am & 60p between 6 am to 10 pm

RESEARCH METHODOLOGY
Methodology in the applied sense refers to various methods used by the researcher right from data collection and various techniques used for the same for interpretation and inference. Methods and techniques are often used synonymously in research literature. Research methodology is what must be done, how it will be done, what data will be needed, what data gathering will be employed, how sources of data will be selected and how the data will be analyzed and conclusions reached. When we talk of research methodology we not only talk of the research methods but also consider the logic behind the methods we use in the context of our research study and explain why we are using a particular method or technique and why we are not using others so that research results are capable of being evaluated either by the researcher himself or by others.

OBJECTIVES OF THE RESEARCH
The basic purpose of the research was to identify the position of the employees . The key objectives of the research are as follows:
(1) (2)

To know about the how they get training.

To know about the employees satisfaction from training. To make the employees aware about the new product and plans and with this to know exactly what type of plans does the customer wants to use.
(3)

(4) Ask them to take the complete view of the customer about the RCIL and its services and thus to generate need of Reliance products. With the help of the questionnaire the company can made the important changes in the training procedure so that the company reaches towards the employes satisfaction.
(4)

IMPORTANCE OF THE RESEARCH
Significance of research and research leads to invention. Following facts highlight the importance of the research. (1) Research facilitates logical or scientific thinking process which leads towards flow less strategy formulation. (2) It facilitates identification of ‘trends’ which ultimately responsible in marketing opportunities. (3) Decision making researched phenomenon. becomes easier for well

(4) Research is important in solving various operational and planning problems of business and industry. It helps understanding perception of the employes about the training and accordingly designs the training process.
(5)

Major Data Collection methods
I. Secondary Research a) Internal secondary Data from the company itself data which the company already has. b) External secondary Data from the magazines and data news papers, II. Survey Research a)Telephone interviews b) Mail interviews c) Personal interviews • Home interviews • Intercept interviews III. Field experiments Collection of information from respondents via telephone Collection of information from respondents via mail or similar techniques Collection of information in a face-to-face situation. Personal interviews in the respondent’s home or office Personal interviews in a central location, generally a shopping mall Manipulation of the independent variable(s) in a natural situation.

RESEARCH AND FINDINGS
There are many types of the research like descriptive, analytical, basic, applied, qualitative, quantitative, and conceptual. I have chosen the field of Asthana tower, reliance communication .
Descriptive Research:

In this type of research I have collected data by observation, by mailing to the companies or to the key decision maker, by going to the company with the appointment with the key decision maker and ask employees about training produres in the Reliance Communication .
Analytical Research:

I also have collected data from already available information. I got the information from the newspapers with the help of that information (phone no.) I used to take appointment with the concerned person and. In this research correlation technique is used to analyze the data.
Basic or Pure Research:

Visiting to the company to company I have got many people who are not satisfied with the services of RCIL.This enhance my ability of dealing with the people and make them satisfied.

Applied Research: The research which has immediate commercial potential is called applied research. Applied research can further be classified as problem oriented and problem solving research. Problem Oriented Research – During the research I have met with many people who are having many problems regarding the connections, poor network, poor services and many other problems. Most of the customers are saying about the billing procedure they have big problem with the collection of the bills so that makes the satisfaction level of the customers down. Problem solving Research – RCIL is facing the main problem about the network and the billing of postpaid connections users because there is no collection centre near by the area which I have visited that is why the company is not getting good business from the particular area. Quantitative Research: I have visited about 350 companies and I have got different result from them 80% of the people listened to me, 20% of the people did not listen me, the sales results were very low. Conceptual Research: Many of the people want to pay the bill at the place which should be near to them and safe also

AREAS SURVEYED
In my project time I have visited in many areas in Pune so here is the information about the company which I have collected from them.-

Areas Surveyed: procedure  Pimpari  MIDC Bhosari  MIDC Chichwad  Indrayani nagar  Alandi  MIDC Landewari

OBSERVATIONSThe schemes of RELIANCE COMMUNICATION are better in comparison to other.

RELIANCE COMMUNICATION CDMA has a facility of Auto Roaming.

 

Better Internet plan compare to other. Better roaming plan.

 RELIANCE COMMUNICATION have strong customer segment in corporate.   

Lacking in promotional activity. “billing problem” Strong scheme for postpaid plan.

Classic which is new mobile manufacturer for RELIANCE have to face many problems related to mobile set.

GRAPHICAL REPRESENRATION OF THE AREAS VISITED

CHINCHWAD
Airtel 23%

Idea 17%

Reliance 22%

BSNL 30%

Others 8%

Reliance

Airtel

Idea

BSNL

Others

OBSERVATIONSIn CHINCHWAD area mostly people believe on BSNL because they get some good facilities there and they don’t want to change their mindsets about BSNL .They are having an collection center of BSNL in chinchwad so this is very easy to themto pay the bills but Reliance have their web world in PIMPRI and that is too far from there and no regular collection of bills so Reliance needs to think about that.

PIMPRI

Airtel 21% Reliance 26%

Idea 11%

BSNL 28% Others 14%

Reliance

Airtel

Idea

BSNL

Others

OBSERVATIONSIn PIMPRI there is a big competition. There are many collection centers there Reliance, Airtel, Hutch are there but Reliance is doing well there.

MIDC BHOSARI

Airtel 8%

Idea 19%

Reliance 27%

BSNL 30% Others 16%

Reliance

Airtel

Idea

BSNL

Others

OBSERVATIONSIn BHOSARI people need CUG connections most and for that they prefer Idea and Airtel because they are also having good call rates for STD calls in CUG plans. For non CUG plans they prefer BSNL because they are getting broadband connection on low rates also.

MIDC CHINCHWAD

Others 7% BSNL 29% Reliance 25%

Idea 20%

Airtel 19%

Reliance

Airtel

Idea

BSNL

Others

OBSERVATIONSIn MIDC CHINCHWAD Reliance is doing good business and paople want some new plans and good handsets in the market.

INDRAYANI NAGAR

Airtel 11% Reliance 27% Others 12%

Idea 19%

BSNL 31%

Reliance

Airtel

Idea

BSNL

Others

OBSERVATIONSIn INDRAYANI NAGAR industrial area the main problem is related with the billing.There is no collection cernter here they are in PIMPRI & NIGDI and the distance is 5 km from here.

ALANDI

Airtel 16%

Idea 20%

Reliance 25% Others 11%

BSNL 28%

Reliance

Airtel

Idea

BSNL

Others

OBSERVATIONSALANDI is very far from the main roads NASHIK highway is 8 km away from here so very difficult to reach there and in MARKEL (place away from Alandi) there is no good coverage.

MIDC LANDEWADI

Airtel 11%

Idea 17% BSNL 31%

Reliance 26% Others 15%

Reliance

Airtel

Idea

BSNL

Others

OBSERVATIONSIt is situated on old Bombey-Pune highway so there is good coverage and Reliance post paid is doing good here.

PROMOTIONAL WORK
Sales promotion is one of the four aspects of promotional mix. (The other three parts of the promotional mix are advertising, personal selling, and publicity/public relations.) Sales promotions are non-personal promotional efforts that are designed to have an immediate impact on sales. Media and non-media marketing communications are employed for a pre-determined limited time to increase consumer demand, stimulate market demand or improve product availability. Examples include:
• • • • • • • •

coupons discounts and sales, including Blue Cross Sale contests point of purchase displays rebates free samples (in the case of food items) gifts and incentive items free travel, such as free flights

Sales promotions can be directed at the customer, sales staff, or distribution channel members (such as retailers). Sales promotions targeted at the consumer are called consumer sales promotions. Sales promotions targeted at retailers and wholesale are called trade sales promotions. Some sale promotions, particularly ones with unusual methods, are considered gimmick by many. Under sales promotion I have done a survey for the web world franchisee and for that I have visited some areas which are as follows          F.C.ROAD J.M.ROAD BHANDARKAR ROAD KARVE ROAD M.G.ROAD BOOTEE STREET EAST STREET VIMAN NAGAR KALYANI NAGAR KOREGAON PARK

I have distributed the pamplates, door to door or company to company selling, and have putted stalls in the HCL carnival on F.C. road in hotel ASHISH PLAZA for two days also.

LEARNING
Doing a project in RELIANCE COMMUNICATION in Pune city, was a great opportunity to practically understand and experiencing the marketing field. I express my deep sense of gratitude to RELIANCE COMMUNICATION for giving me this opportunity and for providing platform to undergo training, and get the valuable knowledge of telecom industry.

As RELIANCE COMMUNICATION is a telecom company the project was totally a marketing project hence it helped me to practically understand the telecommunication services.

 The company helped to understand various schemes.

The company also helped me to understand every step of their competitors in the market. The company also helped me to understanding how FOS performs their work efficiently.

 During the survey it is observed that what are the real problems faced by the customer.  Meeting different people in various segments, interviewing with corporate and actual users helped me to learn the basics of telecom industry.  During the survey I came to know the real competition between the major players of telecom industry. It helped me to understand the future of telecom industry with its opportunities and threats.

Market Share as on August 2007

Reliance 18%

Airtel 24%

Idea 9%

BSNL 20%

Hutch 17%

Tata 10%

MTNL 2%

Reliance Tata BSNL

Airtel Hutch

Idea MTNL

CDMA Market Share

OTHER 1% HUTCH 1%

TTSL 37%

Reliance 57%

Airtel 4%

Reliance TTSL STL

Airtel HUTCH

GSM Market Share

Spice 2% MTNL 2% BSNL 22%

BPL 1%

Aircel 5%

Reliance 3%

Airtel 31%

Idea 12%

Hutch 22%

Reliance Idea Spice

Airtel BSNL BPL

Hutch MTNL Aircel

INTERNET PROVIDERS

BSNL 35% TATA 25% Reliance 32%

SIFY 8%

Reliance

BSNL

TATA

SIFY

Top companies in respective services and products segment during (2006-07)
SERVICES (OVERALL)
Rank 1 2 3 4 5 COMPANIES BSNL BHARTI AIRTEL RELIANCE HUTCHISON ESSAR VSNL Revenue( Rs. Crore) 40,135 17,888 14,468 10,565 8,857

CELLULAR:
Rank 1 2 3 4 5 COMPANIES Bharti AirTel Reliance Hutchison BSNL Idea Cellular Revenue( Rs. Crore) 13,431 10,728 10,565 9,400 4,335

FIXED:
COMPANIES Rank 1 2 3 4 5 BSNL MTNL BHARTI AIRTEL TTSL TTML Revenue( Rs. Crore) 21,020 4,116 1,693 1,584 924

INTERNET AND BROADBAND:

Rank 1 2 3 4 5

COMPANIES BSNL MTNL SIFY BHARTI AIRTEL RELIANCE

SUBSCRIBERS (LAKH) 40.9 17.8 8.2 6.8 6.6

ILD:
Rank 1 2 3 4 5 COMPANIES VSNL RELIANCE BHARTI AIRTEL AT&T C&W Revenue( Rs. Crore) 7,648 2,110 1,240 176 88

NLD:
Rank 1 2 3 4 5 COMPANIES BSNL BHARTI RELIANCE VSNL RAILTEL Revenue( Rs. Crore) 4,665 1,035 635 505 116

INDIAN SERVICE INDUSTRY (FY 06-07):

CATEGORIES Fixed Line Cellular NLD ILD Internet & Broadband VSAT Radio Trunking TOTAL

Revenue (Rs. Crore) Growth (in %) FY 05-06 FY 06-07 34,161 30,190 -11.6 35,994 56,183 56.1 9,015 7,186 -20.3 7,251 11,056 58.7 1,620 2,040 26 443 38 88,522 540 36 107,681 21.9 -5.3 21.6

Top 10 Service providers (FY 06-07):
Rank Service provider BSNL Bharti Airtel Reliance Hutchison VSNL TTSL MTNL IDEA Aircel TTML Total Revenue (in Rs. Crore) FY’ 05FY’ 0606 07 12,062 15,891 11,291 10,766 6,837 4,797 2,575 5,561 2,990 977 1,097 87,068 17,888 14,468 10,565 8,857 5,178 4,923 4,413 1,507 1,422 109,356 Growth (in %) 32 58.4 34.4 54.5 84.6 101.1 -11.5 47.6 54.2 29.6 25.6 Category

1 2 3 4 5 6 7 8 9 10

Mobile Phone, Wireless infrastructure Fixed, Cellular,ISP,NLD,VSAT, ILD Fixed, Cellular,ISP,NLD,,ILD Cellular,NLD,,ILD ISP,NLD,,ILD Fixed, Cellular Fixed, Cellular,ISP,NLD Cellular,NLD Cellular,NLD,,ILD Fixed, Cellular

Top Fixed Operators (Based on Revenue):
Rank 1 2 3 4 5 6 7 Operator BSNL MTNL Bharti AirTel TTSL TTML Reliance HFCL Total Revenue (in crore) FY’ 05-06 FY’ 06-07 25,195 21,020 14,988 4,116 1,320 1,693 1,081 1,584 713 924 513 460 261 285 34,161 30,190 Growth (in %) -16.6 -17.5 28.3 46.5 29.6 -10.3 9.2 -11.6

Top Fixed Operators (Based on Subscriber):
Rank 1 2 3 4 5 6 7 Operator BSNL TTSL MTNL RELIANCE Bharti Airtel TTML HFCL Total Subscribers (in mn) FY’ 05-06 FY’ 06-07 36.77 36.70 4.02 4.36 3.88 3.80 3.13 1.56 1.34 1.27 1.04 0.75 0.23 0.25 50.58 48.91 Growth (in %) -0.2 8.5 -2.1 -50.2 -5.2 -27.9 8.7 -3.3

Top Players (Based on subscribers): (06/07)
Rank 1 2 3 4 5 6 7 8 9 10 11 Company Bharti Airtel BSNL Reliance Hutch Idea TTSL Aircel MTNL Spice BPL (Mumbai) HFCL infotel Total No. of Circle 23 21 23 22 11 20 23 2 2 1 1 150 Subscribers (in mn) FY’ 05-06 FY’ 0607 19.58 37.14 18.45 27.93 17.31 27.85 15.36 26.44 7.37 14.01 4.85 11.43 2.61 5.51 1.99 2.75 1.93 2.73 1.34 1.07 0.06 90.88 0.07 156.97 Growth (in %) 89.7 51.4 60.9 72.1 90.1 135.7 111.1 38.2 41.5 -20.1 16.7 72.7 Market Share (in %) 23.7 17.8 17.7 16.8 8.9 7.3 3.5 1.8 1.7 0.7 0.0 100.0

Top Players (Based on Revenue):
Rank 1 2 3 4 5 6 7 8 9 10 11 Company Bharti Airtel Reliance Hutch BSNL Idea Tata Teleservices Aircel Spice BPL (Mumbai) MTNL HFCL infotel Total No. of Circle 23 23 22 21 11 20 23 2 1 2 1 150 Revenue (in crore) FY’ 05-06 FY’ 0607 8,239 13,431 6,673 10,728 6,837 10,565 6,467 9,400 2,990 4,335 1,878 4,092 977 671 655 573 22 35,994 1,507 783 505 807 20 56,183 Growth (in %) 63.0 60.8 54.5 45.4 45.0 117.9 54.2 16.7 -22.9 40.8 -9.1 56.1 Market Share (in %) 23.9 19.1 18.8 16.7 7.7 7.3 2.7 1.4 0.9 1.4 0.0 100.0

Additional Entry Cost Comparison
Reliance Activation Fee Deposit Total Entry Cost Rs.150-330 Nil Rs.150-330 Airtel Rs.250-500 Rs.250-500 Rs.500-1000 Advantages of Reliance Lower activation fee No STD deposit

Reliance have the lowest overall entry cost when compared with the competition.

There is zero deposit for STD calls even for individual retail customer.

 In the case of Airtel deposit waiver is granted only to high value corporate / SME clients.

SME Plan Comparison
Competitio n Airtel Competition Proposition Ambuja planRs.199 rentallocal calling 30p/80p & STD Rs.1.25 SME planRs.199 rental local calling 30p/80p & STD Rs.1.25 SME planRs.225 local calls 50p/1 & STD Rs.1.5; CUG @ 10p/min. Our Counter NJ 199 SOHORs.199 rental; Rs.150 talktime free; local calls50p/1 & STD2.5/min. NJ 199 SOHORs.199 rental; Rs.150 talktime free; local calls50p/1 & STD2.5/min. NJ 199 SOHORs.199 rental; Rs.150 talktime free; local calls50p/1 & STD2.5/min. Advantage s Free local off net calling available & free CUG Free local off net calling available & free CUG Free local off net calling available & free CUG

Idea

Hutch

Reliance Hello Plans Comparison
One India 500 1000 2000 180 30 1/3 min. 1/min. 1/min. 1/min. 1/min. 1/min. BSNL (wire line) General Economy 500 1000 2000 180 50 Call rates 1.2/3min. 1.2/min. 1.2/min. 1.2/30sec. 1.2/30sec. 1.2/30sec. 500 1000 2000 300 200 1.2/3min. 1.2/min. 1.2/min. 1.2/30sec. 1.2/30sec. 1.2/30sec. Special 500 1000 2000 475 500 1.1/3min. 1.1/min 1.1/min 1.1/30sec. 1.1/30sec. 1.1/30sec.

Activation fee Securitydeposit NLD deposit Fixed cost Free talk time On net Mobile Landline NLD on net NLD mobile NLD landline

BSNL has hidden entry charges-security & NLD deposit
One India 561 Nil 500 180 50 1/3 min. 1/min. 1/min. TATA H2M 125 City 299 561 Nil 500 175 0 Call rates 1.2/3min. 1.2/min. 1.2/min. 561 Nil 500 299 155 0.5 min. 0.5/min. 1.2/min. Silver 499 561 Nil 500 499 470 1.1/3min. 1.1/1 min 1.1/min

Activation fee Securitydeposit NLD deposit Fixed cost Free talk time On net Mobile Landline

NLD on net NLD mobile NLD landline

1/min. 1/min. 1/min.

1.2/3min. 2.4/min. 2.4/min.

1.2/3min. 2.4/min. 2.4/min.

1.2/3min. 2.4/min. 2.4/min.

ADVANTAGES Over Airtel
R Connect – The Reliance CDMA 20001X technology and pan India coverage enables to get online from almost any location in India.

People can use the data card from Reliance with your laptop or the USB modem with your desktop or laptop.

Speed up to 144 kbps.

Significantly faster then dial-up connections & not restricted to the home / office like wired broadband.

Use across India in more then 5700 villages. Not limited to major cities like GPRS & EDGE.

“The true definition of mobility”

ADVANTAGES Over TATA
Reliance has the wider coverage area & hence its range of usage is better in both cities as well as rural areas.

 Reliance is the only operator that provides internet access via data card/USB modem in prepaid format as well. Customer have facility to recharge with low denomination vouchers & subsequently use top ups thereby lowering access cost.

SWOT ANALYSIS OF RELIANCE COMMUNICATION
STRENGTH • Big brand name • The new technology launcher (CDMA) • First in FWP’s • Strong market • Good network in INDIA OPPORTUNITIES Growing data card market • Growing market of CDMA phones • Establishment of new business in Pune

WEAKNESS • Services • Customer care section • Not very good tariff plans for STD users • Battery life of hand sets THREATS • Launch of TATA Indicom USB modem • Big market share of Airtel and growing TTSL in Maharashtra

CONCLUSION
Reliance communication is a very big brand name and I am very thankful to the Reliance people to help me in completing my project in Reliance communication. Reliance communication provides me the good opportunities to make my skills stronger in marketing. I am also very thankful to my project guide Mr. Rajiv Taneja for giving me his useful guidelines and important time. While doing this project I have talked with many people and came to know about the market and I learnt that how the companies’ works and what they have to do for retaining there position in the market. Reliance Communications has trained me to face the challenges whatever in the market.

RECOMMENDATION
After completing my work of analyzing and creating customers for postpaid mobiles, fixed wireless phones, Data cards and USB modem of Reliance communication I want to recommend some important facts to the company about its products. • Company should come with some good and effective plans to make the customer satisfied. • Company should move towards the good customer relations so company should plan for the customer relationship management. • Reliance Communications is having good range of its products that is why they are challenging the competitors so make it large. • Sales Executives are not getting proper guidance and support from the seniors because of heavy workload on them so there is a need to manage workload so managing manpower is also a big task to do. • Majority of respondents complain about the after sales services like billings, and interruption in the network so the quality of after sales services should be improved. • Customer care services are very poor company should improve that part also. • Device installation and registration on site should be easier to work so that customers need not to give more papers at the time of purchasing a new connection. • Reliance Communication should make such strategies which suits the company’s name and brand. Reliance Communication is already having a good brand image.

BIBLIOGRAPHY
WEBSITES:\
• • •

WWW.Reliancecommunication.com www.google.com www.altavista.com

BOOKS PREFFERED: • • Marketing Management- Philip Kotler Marketing Management- Rajan Saxena

NEWS PAPERS: • • THE ECONOMIC TIMES THE TIMES OF INDIA

ANNEXURE
QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE POSTPAID Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contact no.  Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ 1) What are the telecom services you are using? Reliance  Airtel  Idea  Hutch 2) If other then Reliance then – Is there any possibility for other service provider? Yes  No  If Reliance then which one? Prepaid  Yes  Postpaid  No 

 other 

3) Do you know about the new plans in Reliance postpaid?

4) Which plan are you using currently and what is your bill? Plan - - - - - Bill - - - - - - 5) Do you want to take any postpaid connection with these plans?

(After telling him all the plans according to his usage of phone) Yes  No 

QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE NETCONNECT DATA CARD & USB MODEM Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contact no.  Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the internet services are you using? Reliance  Airtel  BSNL  VSNL 2) How much is your monthly bill? Bill - - - - - -

 other 

3) Do you know about the Reliance net connect data card and USB modem? Yes  No  4) You are using internet on Laptop  Desktop  Both  5) What is your usage?

Surfing more 

Downloading more 

6) Do you want to take any one with these plans?

(After telling him all the plans according to his usage of internet) Yes  No 

ABBREVIATIONS
ADAG GSM CDMA RCVL BSNL MTNL VSNL TTSL ILD NLD CUG NSE BSE FOS ANIL DHEERUBHAI AMBANI GOUP GLOBAL SYSTEM MOBILE CODE DEVISION MULTIPLE ACCESS RELIANCE COMMUNICATION VENTURE LIMITED BHARAT SNVHAR NIGAM LIMITED MAHANAGAR TELEPHONE NIGAM LIMITED VIDESH SANCHAR NIGAM LIMITED TATA TELE SERVICES LIMITED INTERNATIONAL LONG DISTANCE NATIONAL LONG DSTANCE CLOSED USER GROUP NATIONAL STOCK EXCHANGE BOMBEY STOCK EXCHANGE FEET ON STREET