To identify potential business channel partners for tata teleservices ltd

Project Report in the Partial Fulfillment of the Requirement for the Award of Degree of

MASTERS OF BUSINESS ADMINISTRATION GURU NANAK DEV UNIVERSITY, AMRITSAR SUBMITTED TO:
Department of Commerce Guru Nanak Dev University Amritsar

SUBMITTED BY:
Bhaeo Kirpal Singh Roll No. 880692 M.B.A (Hons.) MRM

DECLARATION

The Senior Manager, Tata Teleservices Ltd. Chandigarh.

Respected Sir, It is to affirm that all the information in this project report has been extracted from the showrooms/shops of the people by getting questionnaire filled by them. Moreover various officials and employees of Tata Indicom were also consulted for the same. The area undertaken by me was various Annual Maintenance Contractors, Computer Hardware Distributors, Dealers and Retailers of the Tricity. I assure that this is first hand information which is based on surveys that were conducted by me in the above mentioned areas. There is no exaggeration and under estimation in the report.

Bhaeo Kirpal Singh

ACKNOWLEDGEMENT

One who is learning to walk can see assurance in the several hands that are there to hold him/her against faltering and several voices that can cheer him on. I have drawn this analogy to script my gratitude towards several people who have facilitated my steps toward this project. This section is mainly to acknowledge my sincere thanks to those who have helped me in bringing out this project who have been always supportive and considerate during the course of the project. With deep sense of gratitude I would like to take this opportunity to express my special thanks to honourable Mr. Ashwini Kumar Sharma, Senior Manager – HNI Sales, Cluster Head – Chandigarh who allowed access to his cluster and gave me the freedom to use the facilities available in the vicinity of the cluster. I am immensely grateful and indebted to my project guide Mr. Neeraj Chopra, Manager – HNI Sales, Chandigarh who assigned me the project and was always a sincere advisor, mentor and an inspiring force behind this report. He has been extremely generous with his time and rendered me all possible help to see this work complete. In addition to them I would also like to thanks other employees of Tata Indicom, my teachers, friends who were the motivating force behind this project.

Bhaeo Kirpal Singh

PREFACE

Therefore. I expect that this work will be helpful for managers of Tata Teleservices Limited. These real life situations are entirely different from the simulated exercises in all artificial environments inside the classroom. Training can be described as a planned process to modify attitude. This fact consolidates the session of summer training in MBA curriculum. summer training program is designed to provide a glimpse of real work environment of organization.The field of business professional study is incomplete without practical knowledge. In order to achieve practical positive and concert results. the classroom had to be effectively wedded to the realities of the situation existing outside the classroom to develop managerial and administrative skills. knowledge or skill behaviour through learning experience to achieve effective performance in an activity or range of activities. The project has been written in simple words to explain the competition in real life situations. EXECUTIVE SUMMARY .

High Speed Internet Access in the Tricity. It runs under the brand name Tata Indicom. in various telecom circles of India. Hence. The project helps the organization in knowing their strengths and weaknesses and the capability of retailers for the new product. an Indian Conglomerate. This summer training has provided me the knowledge about the competition in Telecom Industry. distinction is made according to which company provides which feature better and also ranking the retailer according to his capability. To analyze the collected data and make suggestions to identify the new channel partners. My training period in this company has given me a lot of confidence. The project uses the methodology of questionnaires to bring out what the showroom owners/shopkeepers of the region perceive for the same. The data collected through the means of questioning these respondents’ drills down what is better of which company and their personal data. SECTION – 1 . I had been assigned as a trainee in the HNI Department.Tata Teleservices Limited (TTSL) is a part of the Tata Group of Companies. The aim of the project is to identify the potential business channel partners of Tata Teleservices Limited (TTSL) for their new product. During the course of one and half months I did this project.

The Tata Group is a multinational conglomerate based in Mumbai. The Tata has been respected in India for 140 years for its adherence to strong values and business ethics. The business operations of the Tata Group currently encompass seven business sectors: communications and information technology. The Group’s 27 publicly listed enterprises have a combined market capitalisation of some $60 billion among the highest among Indian business houses and a shareholder base of 3. Communication. largest and most respected business conglomerates. TCS is a leading global software company. The Group employs around 350. India. Hungary.000 people worldwide. Revenues in 2007-08 are estimated at $62. Tata Group is the largest private company in India.5 billion (around Rs 251. The major companied in the Group include Tata Steel. Power. with delivery centres in US. Tea and Hotels.2 million. Indian Hotels and Tata Communications. Tata Steel became the sixth largest steel maker in the world after it acquired Corus. Tata Tea Is second largest branded tea company in the world.Introduction to The Organisation Introduction:The Tata Group is one of India’s oldest. UK. Tata Motors is among the top five commercial vehicle manufacturers in the world and has recently acquired Jaguar and Land Rover. Tata Power. materials. Information Technology. Tata Chemicals. Tata Tea. Automobiles.543 crore). It has interests in Steel. Tata Consultancy Services (TCS). engineering. The Group’s major companies are beginning to be counted globally. Uruguay and China besides India. services. Tata is a rapidly growing business group based in India with significant international operations. through its UK based . Brazil. of which 61% is from business outside India. energy. In terms of market capitalization and revenues. consumer products and chemicals.

The Nano car is one example. The Tata Group has always believed in returning wealth to the society it serves. the Tata Group’s early years were inspired by the spirit of nationalism. for commercial launch by end of 2008. medical research. The Group aims to build a series of world class.4 billion and ranked it 57th amongst the Top 100 brands in the world. The Group pioneered several industries of national importance in India: steel. a UK based consultancy firm. as is the Eka supercomputer. while balancing the interests of its shareholders. The combined development related expenditure of the trusts and the companies amounts to around 4% of the Group’s net profits. to communities around their industrial units. Tata Communications is one of the world’s largest wholesale voice carriers. the Indica. the Tata Group’s pioneering spirit has been showcased by companies like Tata Consultancy Services. Brand Finance. Founded by Jamsetji Tata in 1868. Businessweek ranked the Group sixth amongst the ‘World’s Most Innovative Companies’ and the Reputation Institute. Two thirds of the equity of Tata Sons. social studies and the performing arts. world scale businesses in select sectors. the Tata Nano. Anchored in India and wedded to its traditional values and strong ethics. India’s first software company. in 1998 and recently unveiled the world’s lowest cost car. the Group is building a multinational business which will achieve growth through excellence and innovation. its employees and wider society. recently rated it as the ‘World’s Sixth Most Reputed Firm’. is held by philanthropic trusts which have created national institutions in science and technology.subsidiary Tetley. and Tata Motors. the Group is also gaining international recognition. the Group is focusing on new technologies and innovation to drive its business in India and internationally. Going forward. USA. Tata Chemicals is the world’s second largest manufacturer of soda ash. which pioneered international delivery model. recently valued the Tata brand at $11. In tandem with the increasing international footprint of its companies. which in 2008 is ranked the world’s fourth fastest. which made India’s first indigenously developed car. the Tata Group’s promoter company. The trusts also provide aid and assistance to NGOs in the areas of education. . hospitality and airlines. power. In more recent times.

(TCS) is Asia’s largest software company with 2006 – 2007 revenues being over US $ 4. . Information Systems and Communications:The Tata Group has well established enterprises in the fields of software and other information systems.3 bn. materials. One of the leading companies in the animation industry of India. Tata Elxsi is another Software and Industrial design company of the Tata stable. energy. • • • • • Tata Interactive Systems Tata Technologies Limited Tata Teleservices Tatanet Tata Communications. telecommunications and industrial automation. was acquired in 2002. the Indian telecom giant. Based in Bangalore and Trivandrum. formerly VSNL. Companies in this Sector are: • • • • • • • Computational Research Laboratories INCAT Nelco Nelito System SerWiSol Tata Consultancy Services Ltd. consumer products and chemicals. engineering.The business operations of the Tata Group currently encompass seven business sectors: communication and information technology. Tata owned VSNL acquired Teleglobe in 2006. services.

. Corus Group is a subsidiary of Tata Steel. Companies in this Sector are: • • Tata Advanced Materials Tata Steel is India’s first private Iron and Steel Company. with operations in steel and composites. consumers electronics company Materials: The Tata Group is among the global leaders in this business sector. It is currently the largest steel producer in India and the fifth largest in the world. and also the first company founded by J. largest manufacturer of commercial vehicles and passengers cars in India. with operations in automobiles and auto components and a variety of other engineering products and services. with headquarters at Mumbai. auto-component manufacturer Tata Motors. Orissa.Engineering The Tata Group has a robust presence in engineering.N. Companies in this Sector are: • • • • • • • • • TAL Manufacturing Solutions Tata Auto Comp Systems Limited (TACO). It has largest refractory plant in Asia under one roof in Belaphar. Tata. • Tata Refractories Limited is India’s largest refractory manufacturer. Its works are located at Jamshedpur. Jaguar and Land Rover Tata Projects TCE Consulting Engineers Telco Construction Equipment Company TRF Voltas.

Services: The Tata Group has widespread interest in hospitality business. as also in insurance. India. a manufacturer of world class bearings. Promoted by Tata Steel. Companies in this sector are: • • • • • • • • • • • • • The Indian Hotels Company THDC Tata-AIG General Insurance Tata Asset Management Tata Economic Consultancy Services Tata Financial Services Tata Investment Corporation Tata Quality Management Services Tata Share Registry Tata Strategic Management Group (TSMG) is one of the largest consulting firms in South Asia Tata Services Tata Johnson Controls Tata Ficosa Automotive Limited Energy: The Tata Group is significant player in power generation and is also involved in the oil and gas segment. Tata Tinplate. India’s largest steel cast roll manufacturer and supplier based in Jamshedpur. Promoted by Tata Steel. a major tinning line in Jamshedpur. realty and financial and other services. Tata Timken. .• • • Tayo Rolls.

the commercial capital of India and parts of New Delhi. Its also owns the Tetley brand of tea sold primarily in Europe • • • • • Titan Industries manufacturers of Titan Watches Trent (Westside) Tata Sky Tata Tea Tata International Limited – Leather Products Division Chemicals: The Tata Group is one of the largest producers of soda ash in the world. Additionally. Companies in this sector are: . and a growing presence in the retail industry. it has interests in fertilizers and in the pharmaceuticals business.Companies in this sector are: • Tata Power is one of the largest private sector power companies. Its supplies power to Mumbai. Companies in this sector are: • • • • Tata Ceramics Infiniti Retail Tata McGraw Hill Publishing Company Tata Tea Limited is the World’s second largest manufacturer of packaged tea and tea products. Consumer Products: The Tata Group has a strong and longstanding business in watches and jewellery.

India.• • • Rallis India Tata Pigments Tata Chemicals. . headquartered in Mumbai. Tata Chemicals has the largest single soda ash production capacity plant in India. a United Kingdom based chemical company with operations in Kenya and the Netherlands. Since 2006 Tata Chemicals has owned Brunner Mond.

SECTION – 2 Tata Indicom Profile History:The Tata Communications headquarters at Fort. In 2005 VSNL acquires Tyco Global Network. VSNL roots back to two telegraph companies. Tata Indicom. Mumbai. . In 2000 Tata Group acquires a controlling stake in VSNL. starts operation. In 2002 The Indian Government privatised VSNL. becoming one of the world’s largest providers of submarine cable bandwidth. founded 1927). The Tata Group holds 46% stake in VSNL. the umbrella brand for Tata Telecom Services. founded 1872) and Indian Radio Telegraph Company (IRT. In 2004 VSNL International is launched. In 1986 VSNL (Videsh Sanchar Nigam Limited which translates to Overseas Telecommunication Corporation Limited in English was incorporated as a wholly owned government entity. The Indian government holds 26% stake. In 1932 the two merged to form Indian Radio and Cable Communications Company (IRCC). Eastern Telegraph Company (ETC.

and CIPRIS. Tata Communications became the unified global brand for VSNL. VSNL International. operational strengths. In November 2009 it is launching GSM called TATA DOCOMO. Teleglobe.In 2006 VSNL acquires Teleglobe. and deep carrier relationships. the No 2 provider in South Africa. In 2007 Tata Group acquires a controlling stake in Neotel. growing its global reach. Tata Indicom Enterprise Business Unit. In 2008. .

Excellence in execution. Theory:Tata Teleservices is part of the Rs 119.TATA TELESERVICES Vision:Trusted service to 100 million happy customers by 2011 Mission:To empower every Indian to connect with world affordably. Tenacity for results.9 million shareholders. Trust based on accountability.000 Crore (US $ 29 billion) Tata Group that has over 98 companies.5 billion) in . With a committed investment of INR 36.000 Crore (US $ 7. Pioneering spirit.500 employees and more than 2. Fairness through meritocracy. Value:• • • • • • Leadership with humility. over 289.

post paid internet services. Rajasthan. technologically advanced network. Tata Teleservices spearheads the Group’s presence in the Telecom Sector. public phone booths. Tata Teleservices has established a robust and reliable 3G ready telecom infrastructure that ensures quality in its services. Tata Teleservices bouquet of telephony services include Mobile services. 3 – way conferencing. Kolkata. Uttar Pradesh(W). Incorporated in 1996. calling card services and enterprise services.8 million. Maharashtra. Stating with the major acquisition of Hughes Tele. Wi – Fi Internet. With the total investment of Rs 19. Madhya Pradesh and West Bengal. It has partnered with Motorola. group calling. roaming. Bihar. Himachal Pradesh. Ericsson.924 Crore. Wireless Desktop Phones. which heralded convergence technologies in the Indian telecom sector.com (India) Limited [now renamed Tata Teleservices (Maharashtra) Limited] in December 2002 the company swung into an expansion mode. Lucent and ECI telecom for the deployment of a reliable. Having pioneered the CDMA 2000 1* Technology platform in India. Kerala. USB Modem. Tata Teleservices has created a Pan India presence spread across 19 circles that includes Andhra Pradesh. Orissa. is today the market leader in the fixed wireless telephony market with a total customer base of over 3. the Group has a formidable presence across the telecom value chain. The company. Delhi. Punjab. Tata Teleservices was the first to launch CDMA mobile services in India with the Andhra Pradesh circle. new mobile handsets and new voice & data . data cards. Uttar Pradesh(E). Tamil Nadu. Mumbai. Karnataka.Telecom (FY 2006). Public Booth Telephony and Wire line Services. Chennai. Other services include value added services include value added services like voice portal. Gujrat. Haryana. Some of the other products launched by the company include prepaid wireless desktop phones.

services such as BREW games, Voice Portal, picture messaging, polyphonic ring tones, interactive applications like news, cricket, astrology, etc. Tata Indicom redefined the existing prepaid mobile market in India, by unveiling their offering – Tata Indicom ‘Non Stop Mobile’ which allows customers to receive free incoming calls. Tata Teleservices today has India’s largest branded telecom retail chain and is the first service provider in the country to offer an online channel www.i-choose.in to offer post-paid mobile connections in the country. Tata Teleservices has a strong workforce of 6000. In addition, TTSL has created more than 20,000 jobs, which will include 10,000 indirect jobs through outsourcing of its manpower needs. Today, Tata Teleservices Limited along with Tata Teleservices (Maharashtra) Limited serves over 25 million customers in over 5000 towns. With an ambitious rollout plan both within existing circles and across new circles, Tata Teleservices offers world-class technology and user-friendly services in 19 circles.

Introduction:Tata Teleservices Limited (TTSL) is a part of the Tata Group of Companies, an Indian Conglomerate. It runs under the brand name Tata Indicom in India, in various telecom circles of India. The company forms the part of Tata Group’s presence in the telecommunication industry in India, along with Tata Teleservices (Maharashtra) Limited (TTML) and Videsh Sanchar Nigam Limited (VSNL) In February 2008, TTSL announced that it would provide CDMA mobile services targeted towards the youth, in a joint venture with the Virgin, UK, on a MVNO basis.

Company’s Background:-

Tata Teleservices is part of the INR Rs 1,20,000 Crore (US $ 29 billion) Tata Group, that has over 87 companies, over 3,30,000 employees and more than 2.8 million shareholders. With a committed investment of INR 36,000 crore (US$7.5 billion) in Telecom (FY 2006), the group has a formidable presence across the telecom value chain. Tata Teleservices spearheads the Group’s Presence in the telecom sector. Incorporated in 1996, Tata Teleservices was the first to launch CDMA mobile services in India with Andhra Pradesh circle. Starting with the major acquisition of Hughes Telecom (India) Limited in December 2002 the company swung into an expansion mode. With a total investment of Rs 19,924 crore, Tata Teleservices has created Pan India presence spread across 20 circles. Having pioneered the CDMA 3G1*technology platform in India, Tata Teleservices has established a robust and reliable 3G ready telecom infrastructure that ensures quality in its services. It has partnered with Motorola, Ericsson, Lucent and ECI Telecom for the deployment of a reliable, technologically advanced network The company, which heralded convergence technologies in the Indian telecom sector, is today the market leader in the fixed wireless telephony market with a total customer base of over 3.8 million. Tata Teleservices’ bouquet of telephony services includes Mobile services, Wireless Desktop Phones, Public Booth Telephony and Wireless services. Other Services include value added services like voice portal, roaming, post-paid Internet services, 3-way conferencing, group calling, Wi-Fi Internet, USB modem, data cards, calling cards services and enterprise services. Some of the other products launched by the company include prepaid wireless desktop phones, public phone booths, new mobile handsets and new voice & data services such as BREW games, Voice Portal, picture messaging, polyphonic ring tones, interactive applications like news, cricket, astrology.

Tata Indicom redefined the existing prepaid mobile market in India, by unveiling their offering – Tata Indicom ‘Non Stop Mobile’ which allows customers to receive free incoming calls. Tata Teleservices today has India’s largest branded telecom retail chain and is the first service provider in the country to offer an online channel www.ichoose.in to offer post-paid mobile connections in the country. Today, Tata Teleservices Limited along with Tata Teleservices (Maharashtra) Limited serves over 25 million customers in over 5,000 towns. With an ambitious rollout plan both within existing circles and across new circles, Tata Teleservices offers world-class technology and user-friendly services in 20 circles. Tata Teleservices (TTSL), along with Tata Teleservices (Maharashtra) Limited (TTML), operates in more than 5,000 towns across 19 circles i.e. Andhra Pradesh, Chennai, Gujrat, Karnataka, Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa, Bihar, Rajasthan, Punjab, Haryana, Himachal Pradesh, Uttar Pradesh(E), Uttar Pradesh(W), Kerala, Kolkata, Madhya Pradesh and West Bengal. It will also be launching its services in J&K and North East soon. Tata Teleservices has also acquired GSM licenses for specific circles in India.

EBG . Post paid forms a major chunk of revenues for TTSL throughout India.CMBU . ABU played an essential in setting an organized PTB industry within India. .EHNI . CMBU – Consumer Market Business Unit offers prepaid connections to the individuals. ABU – Access Business Unit is one of the most important Strategic Business Units of TTSL. CMBU along with EHNI gives huge edge to TTSL in its category. Post Paid (IOIP.ABU EBG – Enterprise Business Group offers services and solutions to various corporate such as VoIP. COCP) etc. EHNI and SME – Enterprise High Network Individuals and Small and Medium Enterprises offers post paid connections to high network individuals and small enterprises. ABU along with the cities and towns caters rural India.TTSL’s Market Segment TTSL has been divided into 4 different Strategic Business Units (SBUs) which comprise and confer major chunk of revenues for the organisation. Having a high demand. These SBUs are as follows: .

Network Ashokan Teleservices operates primarily on the CDMA network.SENIOR MANAGEMENT The Board of Directors for TTSL includes Tata Sons Chairman Mr. Mr.8 million against a starting base of 11. CDMA offers a robust and technologically superior path & ecosystem.8 million. while the company is currently headed by its Managing Director. Many existing GSM 2G (GSM/GPRS) operators are slowly beginning to switch to WCDMA technology . It beat Vodafone to the No. Tata Teleservices also gained the No. It has a current subscriber base of 24. Tata. Anil Kumar Sardana. Tata Indicom continues to register the highest CAGR at 113% in the wireless segment with a net base of 12. MARKET DATA Tata Indicom in March 2008 crossed the 24 million subscribers mark in the wireless category with an overall subscriber base of over 25 million.33% cumulative market share. Ratan N.25 GSM operators worldwide have deployed CDMA 2000 to deliver 3G value added services.2 spot and positioned itself just behind Airtel in the circle.3 million and a 9. CDMA has an edge over GSM as it allows more communication to be carried with the same infrastructure and also brings costs down. . Tata Indicom’s enterprise solutions work on the CDMA 3G – 1* technology that offers superior clarity and congestion free networks. 2 slot in terms of Market Share in Delhi NCR region with a subscriber base of 3 million.

then moves into the scene and introduces this girl to Tata Indicom’s freedom call offer that ensures free unlimited talk time on the Tata Indicom network.500 towers nationwide. .The total tower strength of Tata Indicom is currently at 12. Tata Indicom has over the years managed to set itself apart as telecom brand for India’s masses through its advertising. Kajol. the retail brand of Tata Teleservices Limited. Tata Indicom. The Enterprise segment is another important business vertical for its company. TTSL has also taken a lead in pioneering the VAS (Value Added Segment) in India.500 for TTML. sitting in a locker room and chatting with her friend with a stop watch in one hand because she was worried that the talk time would run out. The advertisement featured a girl. Branding Tata Indicom as a brand stands out amongst other Telecom brands in India due to the trustworthiness and dynamic nature of the Tata trademark. as well as the consumer connect it endorsed by bollywood actress Kajol and Trisha cricketers Ashokan and Poonguzalali. branding and retail and marcom initiatives. who embody the Tata Indicom philosophy and add to its ability to connect with the consumer. According to a survey conducted by global market research agency Synovate. was positioned as numero-uno by television viewers in major Indian metropolitan cities in September 2007. The Tata Indicom brand ambassador. Tata Indicom’s TV commercial for the Freedom Call Voucher won many laurels and was highly successful in creating brand recall amongst the consumers.000 for TTSL and 2. Business Areas Muthu Teleservices has always come up with the path breaking plans in both Post Paid and Pre-Paid category. which includes 10.

selling recharge vouchers and servicing equipment. branding and distribution strategy. where in people are appointed and trained by TTSL – who visit the villages on a bicycle or a two wheeler at defined times on defined days of the week.500 stores in the Franchisee format. Most towns with a population of 50. disseminating information through these centres and using them as local distributors. Mobile vans are flagged off in various parts of the country which serve as real visibility and customer touch points to experience the brand and the various services it offers. Going forward. TTSL has as efficient distribution network across villages. each runner covers between 200 to 300 customers. The company joined hands with Tata Chemicals. . Tata Indicom already covers the top 700 towns in India in terms of population through Tata Indicom Exclusive Stores.000 plus outlets comprising of 600 TTSL owned stores and more than 2. Tata Teleservices will introduce more segmented brands/products for niche markets in India. Tata Kisaan Sansar network. Retail The company currently operates its retail business nationally through 3. In line with this strategy.000 and above within the 20 circles of TTSL’s operation already have the presence of a Tata Indicom Exclusive outlet.Tata Teleservices strongly believes that the next wave of growth in the telecom industry will be driven by addressing the various segments of the market through innovation in marketing. Rural Telephony Tata Indicom has made consistent efforts to provide superior and affordable products and services through its Rural Telephony Unit. Tata Teleservices has recently launched the Virgin Mobile Brand to target the youth segment.

ichoose. tariff plans and value added services. . Value Added Services Tata Teleservices. increasingly embracing Hindi to drive the adoption of Data services among the Non – English speaking population. the small format TVS’ were upgraded to undertake a larger extent of varied customer services like bill payments. The two retail shops formats earlier existed as True Value Hubs and True Value Shops. apart from the size of the store. downloads and browsing instructions in Hindi. The rationale behind this was simple: . http//www. in October 2007. unveiled a full-blown Tata Zone. Tata Teleservices. both formats were brought under one umbrella of the Tata Indicom Exclusive Stores. pricing details.com has been conceptualised to enable the customers to make an educated and well-researched choice from a wide range of Tata Indicom handsets. etc.66% of all Indians speak Hindi. the country’s fastest growing telecom service provider today. This unique service comes loaded with applications. Tata Indicom has also launched an online portal for its customer i-choose where the customers can conveniently buy Tata Indicom post-paid connections and prepaid recharge vouchers at the click of mouse with an upfront commitment of activation and delivery of the handset within 72 hours. there is little difference between the stores in terms of services that they can deliver to customers. Thus. customer service requests. Accessible from over 400 cities across India.This is the largest branded retail presence amongst all telecom operators in the country and in fact. the popular infotainment space on Tata Indicom BREW – enabled mobile phones. primarily depending on the kind of products and level customer service provided. in Hindi. makes Tata Indicom the largest retailer in India in terms of number of stores under one brand name. while less than 5% understand English. Over a period of time. recognizes this fact and is therefore. As a result.

Games. Tata Indicom also launched a first of its kind service known as i-Help services. Song Download Express. TTSL offers varied services such as News. Video Zone. a free of charge service which enables subscribers to contact their near and dear ones in times of an emergency via one simple SMS. In March 2008. Astrology. Remo Mail and other such services. mobile advertising. Cricket. Ring tones. Mobile TV and social networking under its VAS offering. Internet Surfing.Under its VAS bouquet. Faith and Prayers. Fun Shows. Tata Indicom will soon provide m-commerce. . Mobile Office.

Thus. Also the Customer Application Form .SECTION – 3 Working of Various Departments Process of Sales Department:- Step 1 The sales representative first of all gets the lead. At the end. By “lead” we mean that any demand that is generated by and at the customer end for the product. Also the third case could be that customer could reject the various plans and shows no interest for the same. Step 2 At this point the plan is explained to the customer by the sales person. the customer finalizes the plan which suits him/her the most according to his/her need. Step 3 In this step the sales representative takes the documents of the customer in form of his residential proof and identity card. the sales representative goes to the customer on getting the lead from dealer or hi co-worker. Also the customer could take the time to think over the various plans that are offered to him/her. In this case the sales representative should follow up the customer to know his response after the time gap which has been agreed mutually by both the parties.

Step 6 Now the whole process is taken up by the Order Fulfilment Department. the following procedure is followed. Step 5 After this the cash is deposited to cash counter. . Finally the number gets activated if there are no flaws.(CAF) is filled by the customer. On this number the sales representative books the number which the customer wants and thus the ‘Reserve ID’ is generated and hence the number is booked for seven days. The sales representative calls the Tata Helpline Number 12852. Then the security of Rs500 is taken from the customer for the purpose. This means no other sales representative can book the same number for seven days. Step 4 After Step 3.

Also. Step 4 . this department helps the company to identify the right type of customer under it. Step 3 This step is called “Log In” of the sales. the CAF form is checked. By this we mean that the Customer Application Form is checked and is ensured that it is properly filled by the customer. In this process it is ensured that the sales is logged i. Process of Order Fulfilment Department Step 1 CAF is by sales department Executive. The concerned departments are intimated. This form is then brought to Order Fulfilment department by the Sales Department executive. It checks whether there is any kind of forgery in the Customer Application Form (CAF). Any doubt in the CAF or we can say the CAF which does not satisfy the criteria of the company is blocked and no further steps are taken. Customer application Form (CAF) is filled by the customer in it.Order Fulfilment(OF) Department:The basic functioning of this department is to activate the sales and hence thus helps the company to achieve its target. Also this department keep check on the false sales and thus ensure that it does not happened thus foul playing is checked. he/she gives the personal details. If it is noticed that any part is not properly filled then the CAF is not logged in.e.

• Purchasing:In this step the data is fed into the system or we can say the database. If the verification turns out to be Positive: . POS (Point of Sale) and hence if any change needed are done and hence finally everything is settled down. Step 5:In this step the physical Customer Application Form (CAF) is checked with the entry on the system i. Thus in total there are three Customer Verifications. After the log in process is done then comes this present step.In this step the sale or we say the Consumer Application Form (CAF) is activated. • Customer Verification:Customer Verification is done.Activate the connection. . Hence. Customer Verification means the data given in the Customer Application Form (CAF) is verified by the personal of the verification department.Connection on hold. Negative: . If still it does not get verified then the account gets permanently locked and does not get activated. • Revisit CV:This means that again verification takes place. all the data about the consumer is filled into it.e.

8 crore turnover SME B Propertiership Top Corporate This category is further divided as given below Normal Individual Company on Company Paid .Customer Categories The customers in the Tata Teleservices Limited have been defined under these categories. Residential This category is further divide as under Individual Customer Small Medium Enterprise This segment is further divided as follows SME A:.

Also by identifying these new dealers the company can increase their sales of the new product which is yet to be launched.SECTION – 4 Introduction to the Project The project helps to identify the new business channel partners in the Tricity. The choice of retailers as a base of the project is made because new business associates are to be made from within them for the new product mentioned above. . has good location and deals already in the products which can help in the sale of the new product. The project uses the methodology of questionnaires to bring out what the retailers of the region perceive and their personal data. their interest level in the new company and their want to be the business channel partner of Tata Teleservices. Aim Identification of the potential business channel partners of Tata Teleservices Limited (TTSL) for their new product High Speed Internet Access (HSIA) which is under the name Tata Photon+. Also it helps to identify business stronghold of retailer. in the Chandigarh. The data collected through the means of questioning helps in which feature of the company is strong point and which one is weak. The research is based on the High Speed Internet Access (HSIA) which is to be launched in August in Chandigarh. During the course of my 6 weeks of training I did this project. The project aims to find out the new business channel partners of Tata Teleservices for their new product. The focus is to find out the party which is financially strong.

. The strategies of the company could be developed by keeping in mind the following points • The present speed of the product is going to be increased from 153 Kbps to 3.2 Kbps thus providing the broadband speed in a Wireless Internet connection and hence could attract new customer.Challenge To identify the new business channel partners in the market. These all points thus encourage the company to identify new channel partners for sales as there is lot of potential in the market and this concept is relatively new. this is already saturated due to high tele density. New strategies could be developed for the market which is already saturated and to implement them in a best way so that it could overall help to increase the sales of the company and thus leads to increase in the profit of the company. Scope There is a bright scope for this project. • • There is huge population which could be targeted by the company in the Chandigarh. Also there are lot of students and the corporate sector in the Chandigarh and these people are major customer base of this product.

A successful completion of the project depends on the objectives of the study. Help in short listing new channel partners and hence thus increase the sales of the new product. Would help the company to build on its strengths. To find out the response of retailers towards the company. Helps in knowing strengths and weaknesses of the competitor. 2. Benefits for the Organization from the Study The project will help organization in following way: 1. 2.Purpose/Objectives of the Project/Research Whenever a study is conducted. The objectives of the detailed project undertaken are given as under: 1. To identify the new business channel partners. it is done with certain objectives in the mind.  Primary Source  Secondary Source . 3. This information can be collected from two sources. Collection of Necessary Information The important function of the Research is collection of necessary information for firms.

Analysis involves converting a series of recorded information into descriptive statements about relationship. Contact interpretation of data makes the research meaningful and it is possible to study individuals attribute with particular variable. Interpretation of Data This is an important stage in the process of research. Newspapers. Report Writing After correct interpretation the results of the research is summarized. the collected information. The secondary data is collected from the Internet. The data which is collected and analyzed needs to be interpreted in systematic manner. This data forms the backbone of the project. . Analysis of Data The next function in marketing research is analysis of data i. board understanding. A report of findings and recommendations are put in such manner that the recipient can understand them clearly to use them effectively. Annual Reports and Databases available in library.The primary data has been collected through questionnaires and some personal interviews with the retailers. Journals.e. intimate knowledge of the problem are some of the prerequisites for a correct interpretation of data. technical competencies.

Slesinger and M. It is a blue print for the fulfilment of objectives and answering questions.SECTION – 5 Research Methodolgy Research Research is a procedure of logical and systematic application of the fundamentals of science to the general and overall questions of a study and scientific technique. which provides precise tools. concepts or symbols for the purpose of generalizing to extend. According to D. correct or verify knowledge. Research Design Research Design is an arrangement of conditions for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy on procedure. The research problem having been formulated in clear cut term helps the researcher to prepare a research design. This research is constitutes the following attributes: . availability of manpower and circumstances. specific procedures and technical rather philosophical means for getting and ordering the data prior to their logical analysis and manipulation different type of research designs is available depending upon the nature of research project. The preparation of such a design facilitates in conducting it in an efficient manner as possible. whether that knowledge aids in the construction of theory or in the practice of an art”. Thus it is original contribution to the existing stock of knowledge of making for its advancement. Stephenson research may be defined as “the manipulation of things.

In social science and business research the quite often term used for descriptive research is ExPost Research. while doing conclusion oriented research a researcher is free to pick up a problem regarding this inquiry as he proceed and is prepared to conceptualize as he wishes. But these incidents cannot be changed by the researcher.Computer Hardware retailers in the major markets of Chandigarh.It covers all the computer hardware retailers in Chandigarh. findings and inquiries of different kinds. Further it is divided as follows:  Theoretical: . Descriptive research is that kind of research where the researcher has no control over the variables. .Descriptive Research: Descriptive research includes surveys. So. present research is descriptive research. facts. Conclusion Oriented Research: Conclusion oriented research is that in which we conclude on basis of research.  Accessible: . Reporter can only report what has happened or what is going to happen. Present research is conclusion oriented because this research aims at finding strengths and weaknesses of the company in market and also the qualities of retailers. The major purpose descriptive research is description of the state of affairs as it exists at present. Sampling Design The following factors have to decide within the scope of sample design: a) Universe of Study: In the present study the universe is retailers.

It is obtained from respondents with the help of widely used and well known method of survey. The researcher must define the target population that will be sampled. which are collected afresh and for the first time. d) Sampling Technique: For the purpose of research convenient and judgment sampling is being used. 2) Secondary Data: Secondary data are those which have already been collected by someone else and which have already been passed through . It is the backbone of any study. Every respondent has different view point about the topic and they fill the schedule accordingly. e) Sampling Frame: sampling frame is the geographical boundaries with which the survey is to be conducted and also the area where the sampling process is to be executed. Sampling frame is a representation of elements of the target population. Data Collection There are types of data sources. The survey is carried out on 64 respondents. It consists of a lists or sets of directors for identifying the Target Population.b) Sample Size: A sample of minimum respondents will be selected from Chandigarh. through a well structured schedule. and thus happen to be original in character. These are: 1) Primary Data: Primary data are those. An effort has been made to select respondents evenly. c) Sample Unit: It indicates who is to be surveyed. In this project sampling unit is Computer Hardware Retailers of the Chandigarh. Here it is Chandigarh. We catch the computer hardware retailers from the Chandigarh.

journals.the statistical process. financial records. web sites and annual publications of the company. In this case one is not confronted with the problems that are usually associated with the collection of original data. • Problems of Conceptualization: There was problem of conceptualization and also problem relating to the process of data collection and related things. publications. which led to the delay of research. . Tools of Analysis: It means what all tools are used to present the data in a meaningful way so that it becomes easily understandable. Secondary data is collected from govt. • Lack of Scientific Method: The lack of scientific training in methodology of research was great impediment in our research program. Limitations: • Inadequate Data: The data provided was not up to the mark due to which we faced problems in our research. In this study secondary source used is websites. • Time and Cost Factor: there as the difficulty of timely availability of published and relevant data this led to increase in cost. magazines. • No Response by the Respondent: Problem arises in sensitive issues like getting information about the financial position of the respondent. In this research tools used are tables and graphs.

. In what kind of business channel you fall in? A.SECTION – 6 Schedule Personal Details:Name:Age:Address:Contact No:Email id:- Section A Q1. Dealer D. Are you in the business from sometime or a new starter? If your answer is option ‘A’. then go to part (ii) (i) (ii) A. Service Provider B. Distributor C. ______________________ Q3. New. What is your educational qualification? ______________________________________ Q2. Old Years into the business ______ Years Q4. What kind of business you do? Please mention below. Retailer B.

More than 8 B.E. How much is your sales force? A. Which company has more customer oriented approach in CDMA sector? A. 3-4 D. No Q9. If other please specify _____________ Q5. 5-6 E. 1-2 C. What is the skill level of your sales force in reference to technical knowledge? A. If ‘Service’ is your option in Q4 then which kind of service you provide? Please mention it below? ______________________ Q6. Yes B. refer to Section B on Page ‘4’ A. Skilled B. Semi-skilled . 7-8 F. Are you aware about the Wireless Internet Connection (data card)? If your response is option ‘A’. Tata B. Reliance Q10. In which Brand of products are you currently dealing with? Please mention ___________________________________ Q8. Tata B. Which company’s advertisements could help you in expanding your business? A. No sales force Q12. What kind of products are you dealing with? Please mention ___________________________________ Q7. Reliance Q11.

More than 15 Q16.000 then please mention the amount below _____________________ . 70. 1-5 C. Institutions C. Not applicable Q14.000 D. None B. Not applicable Mention in numbers the amount of sales person who fall under the following categories mentioned below A. 6-10 D.000 E. D. Corporate Sector E.000 B.000 F. Less than 10. 11-15 E.000 – 30.000 – 70.C.000 Q17.000 C. Government Sector D.000 – 90. If other mention ______________ B. _____ Semi-skilled D. How many on average walk in customers visit your shop/counter? A. If more than 90. What is your major customer base? A. What is your monthly income? A. 50. 30. Unskilled Q13. Residential Sector Q15. More than 90.000 – 50. _____ Unskilled B. _____ Skilled C. 10.

Same old thing Which company would you prefer to work with in Wireless Internet Connection in CDMA? A. How much of initial investment can you do in the business of Wireless Internet Connection? ____________________ Lakhs .Section B Q1. Tata Q3. B. Reliance B. What is your perception about the Wireless Internet Connections? A. Innovative Q2.

No computers Q2. Available computers with internet connection B. What is the location of the office/shop? A. What is the hardware available with you? A.Section C Infrastructure & Systems Q1. Good Quality Location C. Available computers but no internet connections C. What is the total space of your office/shop? Please mention ________________________ Sq feet . Prime Location B. Low Quality Location Q3.

Tech – Engineering Graduate PG – Post Graduate MBA – Masters in Business Administration Hence we can see that the maximum percentage is of graduates. .7656 % Amt/100 Qualification Grad – Graduation.0625 MBA 0.0625 B. B.SECTION – 7 Tabulation & Analysis Q1.1094 PG 0. What is your educational qualification? 100% 80% 60% 40% 20% 0% Grad 0. Tech 0.

Store – Electronic Store Ser Pro – Service Provider Here we can see that the maximum percentage is of Computer Hardware. What kind of business you do? Please mention below 100% 80% 60% 40% 20% 0% 0. Store Ser Pro Business Comp H/W – Computer Hardware Elec. Q3.125 0. Are you in the business from sometime or a new starter? If your answer is option ‘A’ then go to part (ii) (i) Pie Chart OL D 0 0 100% .Q2.125 0.75 % Amt/100 Comp H/w Elec.

Hence most of them is comfortable with retailing.1875 0.5625 % Amt/100 Years Q4. If ‘Service’ is your option in Q4 then which kind of service you provide? Please mention it below? . Q5.0625 0 1 to 5 6 to 10 11 to 15 16 to 20 21 to 25 0.125 0% 0.(ii) 100% 80% 60% 40% 20% 0. Hence we see that maximum number of them deals in retailing and second closest business channel is that of dealers. In what kind of business channel you fall in? Out of 64 retailers surveyed the data is like this Business Channel Distributor Dealer Retailer Service Provider Others Number of Retailers 4 44 52 28 0 There is overlapping of the fields in which the retailers deals hence it crosses 64.0625 26 to 30 0.

They are shown here in the tabulated form Service Provider Computer Hardware Number of Retailers 28 Q6.4 we see that there are 28 service providers.From the Q. In which Brand of products are you currently dealing with? Please mention . What kind of products are you dealing with? Please mention The response given by the 64 retailers are as given below in tabulated form Kind of Products Computer Hardwares Electronic Goods Number of Retailers 64 12 Hence from above we conclude that all those who deal with electronic goods deal with computer laptops also Q7.

06 0.0625 Yes No Q9. refer to Section B on Page ‘4’ 100% 80% 60% 40% 20% 0% 0.12 Brand Q8.100% % Amt/100 80% 60% 40% 20% 0% To So ny ll De HP er Ac LG i sh ba 0.08 0.24 0.9375 Yes No 0. Are you aware about the Wireless Internet Connection (USB Modem)? If your response is option ‘A’.2 0. Which company has more customer oriented approach in CDMA sector? .3 0.

7031 Tata Reliance 0. Which company’s advertisements could help you in expanding your business? 100% 80% 60% 40% 20% 0% ta Ta e nc lia Re 0.The results are as shown below 100% 80% 60% 40% 20% 0% Tata Reliance 0.5625 0.4375 Tata Reliance Q10. How much is your sales force? .2369 Q11.

0312 7 to 8 0.7188 %Amt/100 1 to 2 Strength Q12. What is the skill level of your sales force in reference to technical knowledge? Type of Skill Skilled Semi-skilled Unskilled No.1094 0. Mention in numbers the amount of sales person who fall under the following categories mentioned below . of retailers 60 24 20 Hence after surveying 64 retailers we came to know that almost 60 of them had skilled sales person. 24 of them had semi skilled and 20 of them had unskilled.0781 3 to 4 5 to 6 0.The overall response and strength calculated out on the response is given below in bar graph 100% 80% 60% 40% 20% 0% 0. Q13.0625 more than 8 0.

1923 Hence we conclude that most of the sales force with retailers is skilled.25 0. of Retailers 24 36 32 64 Q15. What is your major customer base? Customer Base Institution Government Sector Corporate Sector Residential Sector No.577 60% 40% 20% 0% Skilled Semiskilled Unskilled 0. Q14.100% 80% 0.1875 Customers/Day Q16. How many on average walk in customers visit your shop/counter? 100% % Amt/100 80% 60% 40% 20% 0 0% n No 1 to 5 6 to 10 11 to 15 e lu va e 0.5 0. What is your monthly income? > 15 .2307 Skilled Semi-skilled Unskilled 0.0625 0.

0169 Value>90 % Amt/100 Amount (in thousand) Q17. If more than 90.0781 50 to 70 70 to 90 0.100% 80% 60% 40% 20% 0% Value<10 0 10 to 30 30 to 50 0.25 0.53 0.125 0.000 then please mention the amount below Lakhs 5 4 3 2 2 1 0 1 er al De 2 er al De 3 er al De 5 Amt 1.5 Section B .

Q1.7344 Reliance 0. Which company would you prefer to work with in Wireless Internet Connection in CDMA? 100% 80% 60% 40% 20% 0% ta Ta e nc li a Re Tata 0.2656 Q3.8594 Innovative No New Q2. How much of initial investment can you do in the business of Wireless Internet Connection? . What is your perception about the Wireless Internet Connections? 100% 80% 60% 40% 0.1406 20% 0% In e tiv va no No w Ne 0.

5534 %Amt/100 0.100% 80% 60% 40% 20% 0% 0.2847 0.0156 Value<0.0469 0.5 Value>2 Amount (in lakhs) Section C Infrastructure & Systems .5 1.5 to 1 1 to 1.1094 0.5 to 2 0.

0469 CWOI 0.5156 PL GQL LQL PL – Prime Location GQL – Good Quality Location LQL – Low Quality Location Q3. What is the location of the office/shop? 100% 80% 60% 40% 20% 0% 0.Q1. What is the hardware available with you? 100% 80% 60% 40% 20% CWI 0% 0. What is the total space of your office/shop? Please mention .0469 PL GQL LQL 0.9531 CWI CWOI NC 0 NC CWI – Computers With Internet Connections CWOI – Computers Without Internet Connections NC – No Computers Q2.4375 0.

2344 0.1875 0.1563 Space (in sq feet) 0 40 RESULTS 0 60 0 80 .1406 0.100% % Amt/100 80% 60% 40% 20% 0% 0 to 0 20 1 20 1 40 1 60 lu Va to to to 0 80 e> 0.2812 0.

corporate which is advantageous for the company. Then it was considered that they do have skilled sales force. This criterion is as follows. Mr.72 1st Floor. corporate. They are as given below:Those retailers were selected which were able to invest equal to or more than Rs 50.117 Sector 34-A Chandigarh 2. Dealers which had pro Tata view point were the plus point for the company.e. Above HDFC Bank Sector 35-B Chandigarh SUGGESTIONS . Also financially strong dealer were a bonus point for the company. institutions were short listed as they had large customer base and thus could provide boost in the sales of the product. Retailers which catered all the four sectors i. For this purpose the retailers were identified from the market of Chandigarh and hence they are as follows:1. government departments.000.The company set the minimum criteria to select their business channel partners.Rajesh Jaiswal Beyond Computers SCO – 371. residential. government. The party should be able to invest good amount. Company wants the experienced retailer however the person who wants to start new is invited. All other points were considered the plus point or we can say bonus point for the company if the retailer constitutes it. Hence from the above analysis the net outcome was the compilation of all the above features mentioned. Mr. Also those were short listed which had 4 or more than 4 sales force. Vishal Sharma The Metal SCO – 116. Also the person should have the internet connection. He should be financially strong and should have a customer base like educational institutions.

most of the retailers did not know that Tata launched ‘Photon+’ which is High Speed Internet Access (HSIA) device and is not same as the previous version ‘Photon’. The survey done by them is not proper. CONCLUSION . So. The sales team which work on commission basis did not work properly.There should be synchronisation between the TV commercial and the availability of the product. Hence proper visit by the sales team is required. There was the advertisement of the Tata Photon+ on the TV on Ten Sports during the West Indies Series but there was non availability of the product due to which Reliance Netconnect was encapturing on the market although the consumer first preferance was Tata. Also they do not visit the market and come in contact with the retailers and hence did not promoted the product.

Also retailers are interested to work with Tata as they consider it a good organisation. . few leads were given to the sales team of the HNI department of the dealers who showed keen interest in the product and hence few potential business channel partners were identified by me. Regardless of this. Hence the competition level is low.The conclusion comes out that there is a good potential in the Chandigarh in relation to the product High Speed Internet Access (HSIA) Tata Photon+. They are a little bit inhibited to invest in this product because they have this preconceived notion about the product that it has small profit margin because the value of the product is small. Tata has good goodwill among them. The points which are in favour are as follows:– This concept is still relatively new to the retailers of this Chandigarh. Also the retailers of this Chandigarh have good amount money in their piggybank to invest on this particular product.

BIBLIOGRAPHY • • • • Yellow Pages Tata Indicom www.tatatel.com Google Wikipedia Encyclopedia .

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