Professional Documents
Culture Documents
FINAL PROJECT
ON
"UFONE"
WITH
"TELENOR"
IN
PREPAID CONNECTIONS
A REPORT
SUBMITTED TO THE DEPARTMENT OF MANAGEMENT SCIENCES,
VIRTUAL UNIVERSITY OF PAKISTAN
IN PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR
THE DEGREE OF MASTERS IN BUSINESS ADMINISTRATION
Table of contects:
acknowledgement
Chapter 1: ……………………………………………………………
Introduction
1.1 Introduction……………………………………… 5
1.2 Background of project……………………………. 5
1.3 Companies introduction…………………………. 5
1.3.1 Ufone…………………….. 5
1.3.2 Telenor…………………… 6
1.4 List of compotators……………………………….. 6
1.5 Project objectives………………………………… 7
1.6 Signification of project…………………………… 7
Chapter 2: …………………………………………………………
Pricing strategies
2.1 Marketing mix…………………………………… 9
2.1.1 Product…………………… 9
2.1.2 Pricing…………………… 11
2.1.3 Promotion………………… 11
2.1.4 Placement………………… 12
2.2 Marketing segmentation…………………………… 13
2.3 Target market……………………………………… 13
2.4 Market domination………………………………….. 13
2.5 Market Differentiation………………………………. 13
2.6 Pricing objective of the company…………………… 13
2.7 Product mix pricing strategies……………………… 13
2.8 Price adjustment strategies…………………………. 14
2.9 Price changes……………………………………….. 14
2.10 Inflating price change……………………………….. 14
2.11 Competitor's reactions to price changes…………… 14
2.12 Company's responses to price changes……………… 14
Chapter 3: …………………………………………………………
Compotator analysis
3.1 Introduction of the compotator's firm………………. 15
3.2 Marketing mix……………………………………… 15
3.2.1 Product……………………… 15
3.2.2 Pricing…………………… 16
3.2.3 Promotion………………… 17
3.2.4 Placement………………… 18
3.3 Marketing segmentation…………………………… 18
3.4 Target market……………………………………… 18
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 3
Chapter 4: …………………………………………………………..
Methodology
4.1 Data collection sources……………………………… 22
4.2 Data collection tools………………………………… 22
4.3 Primary sources…………………………………….. 22
4.4 Secondary sources…………………………………… 22
4.5 Sample size…………………………………………. 22
4.6 Sampling technique…………………………………. 22
Chapter 5……………………………………………………
Data processing and analysis & interpretation
5.1 Data processing and analysis & interpretation…….. 23
5.2 Summary……………………………………………. 26
Chapter 6……………………………………………………
Conclusion, Recommendation and Limitation
6.1 Conclusion……………………………………………. 27
6.2 Recommendation……………………………………… 27
6.3 Limitation……………………………………………. 28
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 4
Acknowledgement
It is a very helpful project for the peoples who are in problem to find the cellular network
company having strong network as well as low price rate. The project is also belonging to the
marketing strategy. The important problem has also solved in the project that “How we can
aware the peoples about the cheaper as well as best company. It was very difficult for me to
make such project. So some special persons help me to solve the problem easily. First of all I am
very thankful for my parents which enable me to this stage that I am able to write such types of
project. Secondly I am great full for my teachers who help me about the title of the project and
about the format of the project. Then I am helpful for all of my friends which help me to typing
this.
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 5
Chapter no 1
1.1 Introduction:
In all over the world, cellular network companies sector is one of largest and
important sector. It is major driver of economics. It put a large change on the
economic. It is largely used to dealing in between the far living traders. It also used
to set the time of meeting between to shining personalities.
The cellular network companies has been registering high growth for the last
four or five years due to the country business.
The cellular network companies are proud of their usage by the users
positively for the sake of business.
This sector can not be ignored because it is not a great business but it is most
beneficial for us. Now a day we can talk our friend who is living in any country over
the world by using any network connection.
1.3.1 Ufone:
From the beginnings of Posts & Telegraph Department in 1947 and establishment of
Pakistan Telephone & Telegraph Department in 1962, PTCL has been a major player in
telecommunication in Pakistan. Pakistan Telecommunication Corporation (PTC) took over
operations and functions from Pakistan Telephone and Telegraph Department under Pakistan
Telecommunication Corporation Act 1991. This coincided with the Government's competitive
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 6
policy, encouraging private sector participation and resulting in award of licenses for cellular,
card-operated pay-phones, paging and, lately, data communication services.
Pursuing a progressive policy, the Government in 1991, announced its plans to
privatize PTCL, and in 1994 issued six million vouchers exchangeable into 600 million shares of
the would-be PTCL in two separate placements. Each had a par value of Rs.10 per share. These
vouchers were converted into PTCL shares in mid-1996.
In 1995, Pakistan Telecommunication (Reorganization) Ordinance formed the basis for
PTCL monopoly over basic telephony in the country. The provisions of the Ordinance were lent
permanence in October 1996 through Pakistan Telecommunication (Reorganization) Act. The
same year, Pakistan Telecommunication Company Limited was formed and listed on all stock
exchanges of Pakistan.
Pakistan Telecommunication Corporation Limited (PTCL) that started its operations
in January 2001 under the brand name ‘Ufone’. As a result of PTCL’s privatization, Ufone
became a part of the Emirates Telecommunication Corporation Group in 2006.
With a strong and uniquely humorous communication direction that has now become
Ufone’s signature across all advertising media, Ufone gives its customers many reasons to smile
and constantly introducing innovative services, which have been the first of their kind in the
Pakistani cellular industry.
1.3.2 Telenor:
Telenor Pakistan launched its operations in March 2005 as the single largest direct
European investment in Pakistan, setting precedence for further foreign investments in the
telecom sector. The company has crossed many milestones and grown in a number of directions,
making Telenor Pakistan a leading telecom operator of the country.
The Company has fastest growing mobile network in the country, with coverage reaching
deep into many of the remotest areas of Pakistan. In the most difficult terrains of the country,
from the hilly northern areas to the sprawling deserts in the south, at times Telenor is only
operator connecting the previously unconnected.
Telenor keeping ahead by investing heavily in infrastructure expansion. With USD2
billion already invested, Telenor has extended agreements with companies vendors for network
expansion and services until 2009. The agreements, with a potential to result in USD750 million
worth of orders from Telenor Pakistan, are some of the biggest of their kind in the industry.
The company spread across Pakistan, creating 2,500 direct and 25,000-plus indirect
employment opportunities. Telenor has a network of 23 company-owned sales and service
centers, more than 200 franchisees and some 100,000 retail outlets.
These are the top listed companies those are the competitors of each others. Most top of
the list in competition among prepaid connection are “Telenor” and “Ufone”.
Chapter 2:
2.1.1 PRODUCT:
Ufone understands the value of words and the need to communicate effectively and
efficiently at all levels of society, which is why company’s primary focus is on U. Ufone offers,
Prepay & Postpay services in the Telecom sector.
Ufone Prepay:
Ufone prepay is the product segmented for the youngsters. They are
segmented on the basis of their age and status. They recharge through the
prepaid cards whenever they feel comfortable to load the cards.
Ufone Postpay:
Ufone Postpay is created for the executives and business class
people, who require making calls within the country or internationally
for the business purposes. Business executives enjoy the benefits and
value added services connected with Postpay product of Ufone
U-Circle:
Prepay provides an easy way to call Friends & Family. Ufone is making it easy for its consumers
to call friends & family with U Circle. Now the consumers can talk more for less with the most
economical rates to call their Ufone Circle.
U Share:
Ufone Prepay customers can now share their balance with each other
through a simple SMS in 3 easy steps.
2.1.2 PRICING:
As compare to other telecommunication companies, Ufone offers its services with lower
and affordable rates. The price of product matters in the market but low price with high density
service is not an easy task to accomplish. For the satisfaction of valued consumer Ufone merged
the low Price and high density services with wide network.
Both, the Prepay & Postpay tariff are being defined as follows:
Uwon:
2.1.3 PROMOTION:
For the promotion of product, print media, electronic media, billboards, broachers and
leaflets has been utilized for the awareness of various customers. Time to time, Ufone promotes
its services / schemes to their users and general public via using various type of promotion
channels. Through the advertisements people get awareness about the product and are able to
choose the best one for fulfill their requirement in Mobile Telecommunication.
Electronic media:
Ufone is making use of electronic media through Television advertisements. fone is
having its great deal of advertisement on television, to aware its consumers about the latest
product offerings. The interesting part is that Ufone is sticking with its humorous appeal and is
doing really good in it. Ufone is famous for its own style of humorous advertisements which are
truly becoming the talk of the town. Ufone is motivated with providing best ads to people with
quick service. Advertising campaign is special and impressive than other cellular companies, like
concept, models, colors scheme and visualizing. The advertisement of post pay has been very
much attractive for the business class customers with the slogan of endless possibilities.
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 10
Print Media:
Ufone is actively providing its advertisements in print form as well. They are using various
ways as a means of promoting the brand. Ufone’s advertisements can be seen
in newspapers and magazines. Ufone is vigorous in attracting people and making them upo date
about any new information through print media as well.
Billboards:
Billboards (Including skyscrapers) are the key sources for the promotion of Ufone.Ufone is
also in practice with placing billboards to the prominent areas, which are having the most contact
of the people. These billboards are the reminders of the brand through which people get
attracted. New packages or any updates about the product features are displayed. Different kind
of advertisement can be seen on Television and billboards. Ufone is also a co-sponsor of Cricket
World Cup 2007. Moreover, the shops title boards are also being sponsored by Ufone over all
Pakistan. Now retail stores and shops have also “adopted” the mobile brands. People are seeing
fabric stores, toy stores and even doctor’s offices displaying the phone company brand
signboards.
Internet Marketing:
There are users who are active users. They are in continues contact with www i.e web.
These users try to find the solutions through internet.Ufone website (www.ufone.com) contains
bunch of information about the product, services, coverage, placement, and value added services.
Website is playing a leading and significant role for the promotion of product. Ufone is
promoting its brand through cyber marketing in which they have placed their brand’s slogans and
latest reviews. For example they have placed banner ads on various sites. The renowned
community FACEBOOK is also having its advertisements on the right pane of the window. Call
operators of customer service department are professional and proficient to resolve consumer
problems and they are 24 hours available to respond customer’s query.
2.1.4 PLACEMENT:
Ufone added 5.0 million subscribers in 2008-09 as compared to its addition of 6.5 million
in previous year. Ufone has added the highest number of cell sites in 2008-09 and that addition
was 1,920 new cell sites during 2008-09. With addition of these, Ufone total cell sites have
reached to 3,641. Ufone is the network operator which Operates with a network of more than 397
franchises and company-owned customer service centers along with a distribution network of
156,400 outlets nationwide. Ufone is covering over 5642 key destinations. Ufone is the ultimate
means to stay connected wherever business takes consumers allowing seamless roaming through
the network providing the best nationwide coverage. Ufone, being one of the leading cellular
service providers has recently launched its service in many new cities. Keeping up with its pace
it is rapidly expanding its network. Ufone keeps on adding new cities with same superior
network that continues to expand. Ufone covers all major cities of Pakistan now consumers can
enjoy comprehensive coverage in areas like the GT Road, Super Highway & Motorway etc. So
wherever they are in Pakistan, Ufone keeps them connected.
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 11
Ufone Prepay is segmented for the youngsters, whit attractive packages to their
requirements
Ufone Postpay is segmented for the people of mature age, having their own business,
belongs to business class or people who are senior executives of the organizations
improvements at Ufone are continuous process. These practices of bringing something new to
the society at Ufone are emerging in the context of GPRS and 3G services. Ufone is not only
emerging technologies but also maintaining a technological dominance for the services it is
providing. Ufone is coming up with innovative products and becoming pioneer towards the new
arenas. Ufone is launching innovative packages and products for enhancing its revenues. The
basic focus of Ufone is to enhance its VAS- value added services. Ufone is providing as much as
convenience to its consumers as they expect. Some of the value added services offered by Ufone
are
o Missed Call Notification
o Phonebook Saver
o My Ufone Account Services
o Urdu Info Services
o Pocket Data Services
o Virtual Private Network
o Call Features
o Messaging Services
o U-Share
but the other companies are not Ufone is the best I we call the internationally most of the
country the calling rates is less then the other cellular companies.
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 15
Chapter 3:
3.2.1 PRODUCT:
Ufone understands the value of words and the need to communicate effectively and
efficiently at all levels of society, which is why company’s primary focus is on telenor offers,
Talkshawk & persona services in the Telecom sector.
Telenor talkshawk:
Telenor talkshawk is the product segmented for the
youngsters. They are segmented on the basis of their age
and status. They recharge through the easyload, prepaid
cards whenever they feel comfortable to load the cards.
Telenor persona:
telenor persona is created for the executives and
business class people, who require making calls within the
country or internationally for the business purposes.
Business executives enjoy the benefits and value added
services connected greats products.
smart Share:
Telenor prepaid offer the balance share to other friends and family members even any number of
the Telenor
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 16
Mobile Number Portability:
Now Telenor offer to every person that can convert their number that has any connection.
when they change mobile operators. Therefore a 0300-xxxxxx or 0345-xxxxxxx can be an Ufone
customer in the MNP regime.
3.2.2 PRICING:
Telenor pricing rates to other telecommunication companies, telenor offers its services
with low and affordable rates. The price of product matters in the market but low price with high
density service is not an easy task to accomplish.
Both, the Prepay & Postpaid tariff are being defined as follows:
Charges
Free Services
Call Waiting
SMS
Incoming Free
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 17
Subscription Free
MMS-Receiving Free
Internet/WAP Usage
Rs. 15.00
(Upload/Download per MB)
Internet Bundle
3.2.3 PROMOTION:
For the promotion of product, print media, electronic media, billboards, broachers and
leaflets has been utilized for the awareness of various customers. Time to time, telenor promotes
its services / schemes to their users and general public via using various type of promotion
channels. Through the advertisements people get awareness about the product and are able to
choose the best one for fulfill their requirement in Mobile Telecommunication.
Electronic media:
Telenor is making use of electronic media through Television advertisements. Telenor is
having its great deal of advertisement on television, to aware its consumers about the latest
product offerings. The interesting part is that Telenor is sticking with its humorous appeal and is
doing really good in it
Broachers:
Telenor is actively providing its advertisements in print form as well. They are using
various ways as a means of promoting the brand. Advertisements can be seen in newspapers and
magazines. Telenor is vigorous in attracting people and making them up to date about any new
information through print media.
Billboards:
Billboards are the key sources for the promotion of Telenor. These billboards are the
reminders of the brand through which people get attracted. New packages or any updates about
the product features are displayed.
Internet Marketing:
There are users many who are active because it is the foreign company and investing in
Pakistan. They are in continues contact with web. These users try to find the solutions through
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 18
3.2.4 PLACEMENT:
Telenor added 4.8 million subscribers in 2008-09. Telenor total cell sites have reached to
3,471. Telenor is the network operator which Operates with a network of more than 356
franchises and company-owned customer service centers along with a distribution network of
143,600 outlets nationwide. Telenor is covering over 5442 key destinations. Telenor is the
ultimate means to stay connected wherever business takes consumers allowing seamless roaming
through the network providing the best nationwide coverage.
Telenor talkshawk is segmented for the youngsters, with attractive packages to their
requirements mostly used for the call
Other prepaid Telenor dejuice mostly used young generation for sms.
Telenor persona is segmented for the people of mature age, having their own business,
belongs to business class or people who are senior executives of the organizations
provides the discounted call rates and also sms rates and provides the new connection on
discounted rates. when the other companies are reduced the price ufone call rates is lowest
compare to other. The advertisements of the company are also attractive compare to other.
many of the other companies also provide the low call rates but the most attractive rates only
ufone.
Chapter 4:
4.1 Methodology:
A total of 4 respondents were surveyed in Faisalabad due to short time. All respondents
were surveyed by Questionnaire during June - July 2010, and were qualified as propose check
the calling rates of the Ufone, Telenor and its users. The study has a standard error of + 2.8%.
Regarding to our target, Over 56.3% of the respondents surveyed are willing to buy Ufone and
53.7% of Telenor.
Chapter 5
Data processing analysis & interpretation
The data processing and analysis is the focal point of results which we able to understand
about right or wrong, good or bad, like dislike etc. the data processing and analysis tool is very
essential to find out the result in good manner it provide us clear picture all about our research
related for that I will recommend the tool of SPSS 17.0 this tool will help me in analysis data that
I have been gathering from the different sources then put them in the computer system program
and then by computerized process it will provide me results for my research and it is enough for
my research which I have need to go through processes. The data gathered through the primary
and secondary sources will be analyzed by qualitative methods. Conclusion and analysis will
also be included in the report. The other mathematical tools like graphs, bar diagrams, pie charts
and line diagrams will also be used for the deep and comprehensive analysis of the data.
Questionnaire Analysis
400
350
300
250
Telenor
200
Ufone
150
100
50
0
2006 2007 2008 2009
Analysis
This graph is showing about the price of new connection purchased it is clear form the
graph that rate of both of the companies is falling down year by year it representing that Telenor
sim price in 2006 was 350 Rs. And Ufone price is the same year 300Rs. In 2007 the rate fall
down and new rate of Telenor was 325 and Ufone remain same. In 2008 fall down and new rate
represent on graph 175 and Ufone is 150 respectively. In 2009 telenor 140 and the Ufone is 120.
so we analysis that he Ufone is cheaper than Telenor.
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 23
70%
60%
50%
Percentage
40% Telenor
30% Ufone
20%
10%
0%
Low rates Urben area Rural area costumer
care
Reason
Analysis:
The graph is showing that 45% users are of Telenor due lowest rates and the 55% or Ufone. In
urban area 40% Telenor and Ufone 60% in rural area 65% Telenor and Ufone 35% and
according to customer care the 50% ufone and 50% is Telenor. So this graph shows that the
Telenor is best because the strong signals.
2.5
2
Rupees
1.5 Telenor
1 Ufone
0.5
0
On netw ork Off Netw ork To Ptcl Favorite
Numbers
Calling rates
Analysis:
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 24
This graph is showing the call rates of the both companies. And it is helpful for us to comparing
the calling rates of companies. The graph is showing that rate of the ufone is 1RS.from ufone to
ufone but telenor is 2RS for 1min from telenor to telenor. And telenor provide 2RS for off net
(other networks) and ufone provide 1.5Rs for off net. And also a graph is showing the call rates
on PTCL. Telenor is providing a call of 1min for 2Rs.but Ufone is providing a call of 1min only
for 1.5Rs.Also both companies provide a good option for costumers that they can make their
own favorite numbers and both companies provide a call of 1min for 1rs only.
Question: Is your company provides special or discounted calling rates at your connections on
special events?
80%
60%
Ufone
40%
Telenor
20%
0%
Yes No
Analysis:
The graph is about the special packages that customers company provide than we see that
the ufone 70% user are said that the company provide the special offer on eid, basant or other
differ events. Only 30% user said that ufone not provide the special package but against the
ufone telenor user said that the telenor not provide the special offer on any event only 40% say
yes and 60% says no. so we can easily said that the ufone is the best for every point of view.
Question: is your company received extra charges when new package is introduced?
80%
60%
Ufone
40%
Telenor
20%
0%
10-25 25-50
Analysis:
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 25
every body knows that when new package in introduced the cellular company charge the extra
prices to convert no this package it is the other way to recover the cost of production. So ufone is
charge the only 70% population of ufone said that company charge only 10 to 25 rupies to
convert on the new package and remaining 30 percent says that the company charge above Rs.
25 on other hand the telenor charge the above Rs. 25 most of the packages that are introduced.
And other packages that’s calling rates are not competitive less then Rs. 25 compare to ufone.
Telenor user 75% population said that the company charge the above the Rs. 25
Summery
After the above questionnaires and its analysis we find that the both of the companies the
ufone and Telenor is the highly competitors and wants to provide the best services to the
customers. We also see that the ufone is provide the connection a the lowest price and telenor
provide connection at high price compare to ufone. Ufone is user is large then the telenor and
also in the urban area mostly the ufone connection is used compare to telenor and in the rural
area telenor is used mostly because there is signal problem in ufone in the rural area and then the
telenor connection is used in that area that us far away form the cities. Other important point is
the calling rates of the ufone is lower than the telenor ufone provide the low calling rates and
telenor calling rates are high. Most of the packages calling rates of ufone is low compare to the
telenor like in the package of 30 second and the 60 second and the ufone introduce the many
packages compare to the telenor. Telenor introduced only 5 packages but the ufone introduced
approximately 8 packages.
In the most important event like the eid independence day and other many events ufone provide
special offer like ufone increase the advance balance that provide at when the balance finished
but telenor is only 5 rupees ufone is also provide the free minutes on special events but the
telenor not provide the competitive packages. The Ufone Company received only few charges
when the ufone user want to convert on other packages but in the other hand the telenor received
the high charge compare to the ufone in the question we can easily differenciate that the ufone is
the best packages that is comparatively good from the telenor. Most of the population used the
ufone only the rural area the ufone is used less number and only few people used the telenor in
urban area.
In other hand the ufone advertising and other advertising channels also good compare to the
telenor.
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 26
CHAPTER# 6
Conclusion, Recommendation and Limitations
6.1 Conclusion:
The reasons that can be given to provide justification to our conclusion are as follows:
According to the objective we conclude that ufone maximize the profit compare to the ufone
because most of the people used the ufone and the pricing and advertising strategies are also
good compare to telenor and the calling rates are also good compare to telenor.
When the company low the calling rates and introduced the special offer its mean that the
company want to provide the best calling rate and also attract the maximum peoples. So the
ufone calling rates and the special offer, discounted rates better compare to telenor.
New package is introduced the most of the companies charged the extra charges when a
user convert there connection on this package, ufone charge the lowest converting charges on
any packages but the telenor is charged the two time to five time higher compare to ufone it is
another disadvantage of telenor.
Company also checks that where the company stay at this time in the market and introduce
and tell their customer but in the telenor user also not know where the company stay at this time.
In other feature like the call filter call tracker and online phone book, other feature is not
introduced the telenor. Most of the important is the ufone double number offer. Many of the
features are that the telenor not introduced.
Both of the companies introduced the many packages like the 30 second 60 second and
other packages when we compare this package the ufone introduced approximately 8 packages
and telenor only the five package that is also have the high calling rates compare to the ufone
package.
Recommendation:
In the light of entire project I would like to highlight some recommendation I found that in
the light of pricing strategies of Ufone and Telenor gaining more and more competitive
advantage because it purely involved according to the Pakistan environment but Telenor has
some weaknesses which Ufone has to keep on focusing in the customers’ point of view like
Both companies low the then the customer attract the companies the Calling rates of
Ufone is the low compare to Telenor and other compotators also. Customer care center
and the other extra service like the sms block and call block and black berry service are
great advantage in favor of Ufone.
Telenor low its calling rates same to Ufone and improve its services and the connection
rates is also set at Ufone connection rates.
Ufone improve its signal problem in all over the Pakistan specially in the rural areas and
that areas who are long distance from the cities.
Telenor and Ufone also introduced the quick shops that facilitate the customers and then
there is a perfect competition
Compare the pricing strategies of "Ufone" with "Telenor" in prepaid connection 27
Ufone also introduce the customer care like he easy paisa then Ufone became an other
good service that is only in hand of Telenor
Telenor has to improve its quality sales, service because the pricing strategies depend on
the quality and the best calling rate and is also sustained by truth, fairness, good dealing,
and friendly attachment with there customer.
6.2 Limitations:
Due to time and resource constraints, only college students are selected for the study for
making an analysis for the advertising strategies.
Due to resource and time constraints, a randomly selected sample has been chosen
respondents for making an analysis of advertising effectiveness on consumers.