Telenor Pakistan

Internship Report

Internship Report
Line Manager Mr. Imran Malik Awan
(Asst. Manager S&D)

Submitted By: Muhammad Talha Sultan

Telenor Pakistan

Internship Report

Telenor Pakistan (Pvt.) Ltd.

Telenor Pakistan

Internship Report

Internship Report Organization: Telenor Pakistan Department: Sale and Distribution Topic: Market conditions of Muzafargarh. Primary Focus: Primary Recharge (Easy Load) Line Manager: Mr. Imran Malik Awan
(Asst. Manager S&D)

Submitted By: Muhammad Talha Sultan

Telenor Pakistan

Internship Report

ACKNOWLEDGEMENT
I

first of all thanks ALLAH Almighty for helping and guiding me. Then I cordially thank to my line manager Mr. Imran Malik Awan and TSS of Muzaffargarh region Mr .M. Nadeem Awan who gave me exposure of corporate world and make things easy for me to learn. There given experience will always be step of success for me in my practical life. Last but not least, all admirations for my parents without them I will be nothing.

Telenor Pakistan

Internship Report

CONTENTS
1) Telenor History 01 2) Telenor Vision 03 3) Structure of Organization 04 4) Telenor Products 05 5) Sale & Distribution Hierarchy 05 6) Sale & Distribution Model 07 7) Telenor Easyload ComparisonV/s Competitor 08 a. Telenor Easy Load Intro 09 b. Khanpur Bagga Sher and Sultan Colony Sales 10 c. Ada Baseera and Chowk Qurashi Sales 11 d. Qasbah Gujrat Sales 12 e. MZG City and Doabba Sales 13

Telenor Pakistan

Internship Report

8) Availability (SIM) in the Market 14 a. Khanpur Bagga Sher and Sultan Colony 15 b. Ada Baseera and Chowk Qurashi 16 c. Qasbah Gujrat 17 d. MZG City and Chowk Qurashi 18 9) SWOT Analysis 19 10) 11) Strategies to increase primary load 25 Conclusion 27

Telenor Pakistan

Internship Report

TELENOR HISTORY
Telenor Pakistan is 100% owned by the Telenor Group, an international provider of high quality voice, data, content and communication services in 14 markets across Europe and Asia. Telenor Group is among the largest mobile operators in the world with over 179 million mobile subscriptions (Q1 2010) and a workforce of approximately 40,000. Telenor Pakistan is the country's single largest European investor, with investments in excess of US$2 billion. It acquired a GSM license in 2004 and began commercial operations on March 15, 2005. At the end of May 2010 it had a reported subscriber base of 23.65 million, and a market share of 24% making it the country's second largest mobile operator. OFFERING MOBILE FINANCIAL SERVICES Telenor Pakistan acquired 51% of Tameer Microfinance Bank in November 2008. In 2009 it launched ‘easypaisa’ to become Pakistan’s first telecom operator to partner with a bank to offer mobile financial services across Pakistan. CONTRIBUTING TO PAKISTAN'S ECONOMY The company continues to contribute to Pakistan's economy. It has created 2,500 direct and 25,000 plus indirect jobs and has a network of 24 sales & service centers, more than 250 franchises and some 150,000 retailers, thus providing a means to livelihood to thousands. For 2009 it is estimated that Telenor Pakistan contributed Rs20 billion in various forms of direct and indirect taxes to the economy of Pakistan. INTERNET SERVICE PROVIDER Telenor Pakistan provides wide EDGE connectivity across the country. It has one of the largest data networks (GPRS) in Pakistan providing Internet services to customers. TODAY Telenor Pakistan has grown to become a leading mobile communications services provider of the country.

Telenor Pakistan

Internship Report

Telenor Pakistan's corporate headquarters are in Islamabad, with regional offices in Karachi, Lahore, Faisalabad, Multan, and Hyderabad. CORPORATE RESPONSIBILITY Telenor Pakistan's flagship corporate responsibility program, Khuddar Pakistan, aims to create dignified opportunities for persons with disabilities. The purpose is to become the most disabled-friendly organization in Pakistan in terms of employment, service, and community support.

ENVIRONMENTALLY CONSCIOUS Telenor Pakistan has taken and continues to implement a number of environmentally-friendly initiatives. These include mainstreaming energy efficiency and alternate energy solutions, and implementing occupational health & safety practices that comply with international standards.

TELENOR VISION
Telenor values describe what behaviors are necessary to realize that vision. Corporate responsibility mindset ensures that vision and values nurture social concern and help to create shared value. VISION Vision is simple: We're here to help Telenor exist to help its customers and get the full benefit of communications services in their daily lives. The key to achieving this vision is a mindset where everyone works together: Making it easy to buy and use services. Delivering on our promises. Being respectful of differences. Inspiring people to find new ways.

Telenor Pakistan

Internship Report

STRUCTURE OF THE ORGANIZATION
In Telenor the structure is very lean. In general the whole setup is centralized and all the matters are to be reported to the main company and all the policies and targets are approved at the higher level. But at the departmental level the structure is decentralized. Telenor has following functional departments: 1. 2. 3. 4. 5. 6. 7. 8. Technical Customer Relation Finnace Administration and Procurement Human Resource Co-ordination (Govt. Relations) Marketing Sales and Distribution

TELENOR PRODUCTS
Products of Telenor are: 1) 2) 3) 4) 5) Telenor EasyLoad Telenor Scratch Cards Telenor SIM,s Easy paisa Shaulat Ghar

Telenor Pakistan

Internship Report

6) VAS at the retail and franchise

SALE AND DISTRIBUTION HIERARCHY

Sale & Distribution Model

Telenor Pakistan

Internship Report

SALE AND DISTRIBUTION MODEL

Telenor Pakistan

Internship Report

Telenor Easyload V/s Competitors Load (Mobilink)

Telenor Pakistan

Internship Report

Telenor Easyload
Telenor is pioneer in this service in Pakistan telecommunication sector. This service facilitates the customer to recharge his account as per his pocket needs. Telenor easyload range varies from Rs10 recharge to Rs 5000 recharge and validity is as per ones price plan. Telenor launches this service in Pakistan because there is large number of prepaid users in Pakistan and the Easyload proves a giant for the market and users rush towards it. This innovation of Telenor Pakistan revolutionizes the pattern of mobile account recharge.

Telenor Pakistan

Internship Report

EASY LOAD SALES IN MZG MARKET V/S MOBILINK LOAD
1) Khanpur Bagga Sher and Sultan Colony

S ales
Telenor 28%

Mobilink 72%

Average Daily sale of Mobilink is approximately between Rs 90,000 to Rs 95,000 Average Daily sale of Telenor is approximately between Rs 35,000 to Rs 40,000

Reason
Network coverage in Sultan Colony is poor. Problem of signals dropping is the main issue. Retailers claim that they sale Easy Load more than the Mobilink Load in past, but due to poor network of Telenor people are switching to Mobilink.

Telenor Pakistan

Internship Report

2) Ada Baseera and Chowk Qurashi

S ales

Mobilink 54%

Telenor 46%

Average Sale of Mobilink is approximately between Rs 75,000 to Rs 80,000 Average Sale of Telenor is approximately between Rs 65,000 to Rs 70,000

Reason
Competition in this market is tough and both companies are competing head to head

Telenor Pakistan

Internship Report

3) Qasbah Gujrat

S ales

Mobilink 48%

Telenor 52%

Average sale of Mobilink is approximately between Rs 85,000 to 90,000 Average sale of Telenor is approximately between Rs 90,000 to 95,000

Reason
We have first mover advantage in this market.

Telenor Pakistan

Internship Report

4) MZG City and Doabba

S ales
Telenor 31% Mobilink 69%

Average Sale of Mobilink is approximately between Rs 140,000 to Rs 145,000 Average Sale of Telenor is approximately between Rs 60,000 to Rs 65,000

Reason
Mobilink has high sale in this market because they force retailer to maintain buffer stock.

Telenor Pakistan

Internship Report

Availability In the Market

Telenor Pakistan

Internship Report

AVAILABILITY IN THE MARKET
1) Khanpur Bagga Sher and Sultan colony

S IM,s Availability
Telenor 32%

Mobilink 68%

Telenor Pakistan

Internship Report

2) Ada Baseera and Chowk Qurashi

S IM,sAvailability
Telenor 35%

Mobilink 65%

Telenor Pakistan

Internship Report

3) Qasbah Gujrat

S IM,sAvailability

Mobilink 28% Telenor 72%

Telenor Pakistan

Internship Report

4) MZG City and Doabba

S IM,sAvailability

Telenor 44% Mobilink 56%

Telenor Pakistan

Internship Report

Swot Analysis

Telenor Pakistan

Internship Report

SWOT ANALYSIS OF MARKET
STRENGTHS
1) Retailers are interested in telenor products as it gives them chances to improve their income, such as easy paisa and VAS at retail. 2) Telenor easyload commission to retailers 3.5%, while the rest others give 3% except Zong. 3) Sahulat Ghar is really blessing for rural customers. 4) Facility of load on phone call. 5) Strong distribution channel. 6) Deep rural penetration with respect to coverage.

WEAKNESS
1) Visibility of Telenor is low than competitors 2) Unavailability of easyload on holidays. 3) RSO behavior in some areas. 4) Problem in doing VAS at retail. 5) RSO is irregular in Rohinlawali market. 6) High Price of SIM card than others.

OPPORTUNITIES
1) Easy Paisa penetration is a great tool to get through the market. 2) Give confidence to retailers about the easy load availability at anytime. 3) Make RSO regular and quick so he can be first at the shop than competitors. 4) Provide retailers a handbook which contain summary of our products and their usage detail, specially to FS and VAS retailers.

Telenor Pakistan

Internship Report

5) Service should be quick. Define criteria about how much time would be needed to done a job. 6) VAS at retail is an advantage for the customers. Hence proper training should be given to RSO’s so that they may tell retailers about the benefit (commission) they get on activation of VAS. 7) Training of RSO’s so they can better represent at every step. 8) The issue of rates of SIM card can be diluted through MNP.

THREATS
1) Mobilink strong push strategy in the market. 2) Mobilink Service Points. 3) Network problem, dropping of signals in some areas.

Telenor Pakistan

Internship Report

Strategies To Increase Primary load

Telenor Pakistan

Internship Report

STRATEGIES
1) Give customer choices in numbers. Available wide variety of numbers to the customers so that one can choose his favorite number in telenor. 2) Focus on MNP through stall activity. 3) RSO should be first at the shop; this can increase our primary load. 4) Must concentrate on selling value instead of price. 5) A plan should be made to give easyload to retailers on credit specially on holidays, but at the same side recovery for that credit must be efficient. In this way primary recharge can increase. 6) Route Plan of RSO is accessible and should be near to 40 to 50 shops. So that RSO should focus on his shops and increase primary recharge for company. 7) Prize Scheme for retailers motivates them to sell our load (like recent activity of mala maal). Competition for retailers time to time will increase their involvement in selling our load. 8) Visibility must be increased in markets. Because prominent thing in market, has much sale than others.

Telenor Pakistan

Internship Report

Conclusion

Telenor Pakistan

Internship Report

CONCLUSION
The focus of this report is the situation of Telenor Easyload (primary Load) in the Muzafargarh market versus its competitors. Telenor position in most of Muzafargarh market is behind the Mobilink. Telenor is competing head to head in many areas but still need an edge to leave behind mobilink. Telenor bring innovation for their customers and in this matter mobilink follow them. They see the result of telenor innovation and then redefine it and make it part of their product package. Mobilnk push strategy is very strong in market they force retailers to maintain buffer stock and also give credit to them, it has some negative effects but overall it give a positive impact for mobilink and in comparison telenor facilitate its retailers, by not forcing him to maintain any buffer stock, but this create dual effect positive for retailer and negative for company as retailer is not consistent in buying primary recharge. Somehow credit must be given to retailers this will boost up the primary load sale. Load sale also decreases due to bad network coverage. People are switching to other service provider. Easy Paisa is really an attraction for retailers and they are really willing to make their shops as FS outlet. Availability of telenor is low then competitors because retailers complain that the price of SIM card is high and customer are not willing to purchase high price SIM card if a very low price SIM card is available. Another issue of visibility is also a main concern for telenor. Competitors visibility is too much than telenor and retailer demand posters, sheet and boards for their shops. They also claim that other companies give them too much things than the telenor. In the end Telenor is giving tough competition in the market and is growing day by day due to his customer care policy. People are now begin to realize that only telenor SIM card is just not a SIM card for call or messaging but it is a package of different services in just one SIM card, like mobile account on your number and other VAS. This image of telenor is making the company stand above all.

Telenor Pakistan

Internship Report