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

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


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

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

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

Place- Pune Date-

Himanshu Singh

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

Mobile Phones Research Methodology ϖ Objectives ϖ Importance ϖ Research & Findings ϖ Graphical representation ϖ Leanings Market Share Comparison SWOT Analysis Conclusion 2. 7. 4. 1. Fixed Wireless Phones b. 3.NO. . 6. 8. TOPIC Company Profile ϖ About Reliance Communications ϖ Reliance Group ϖ Awards & Recognition ϖ Mission ϖ Vision of Company Products ϖ Data Card ϖ USB Modem ϖ Fixed Wireless Phones ϖ Mobile Phones Plans ϖ Data card ϖ USB Modem ϖ Post Paid a.TABLE OF CONTENTS S. 5.

11. 12. Ambani . 10.” . Ideas are no one’s monopoly.9. Recommendation Bibliography Annexure Abbreviations “Think big. think fast. think ahead.Dhirubhai H.

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

Ambani .K. EXECUTIVE SUMMARY Board of Directors Mr. Anil D.Purwar Company Secretary & Manager Mr. Talwar Mr.Chairman Mr. We endeavor to further extend our efforts beyond the traditional value chain by developing and deploying complete telecom solutions for the entire spectrum of society.S. Deepak Shourie Mr.P.Hasit Shukla . by bestowing it in the hands of the common man at affordable rates. A. Ramachandran Mr.and communication.

Auditors M/s. Chaturvedi & Shah M/s. BSR & Co. WIRELESS NETWORK IN INDIA .

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

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


AWARDS & RECOGNITION 2007 January 10 Reliance Communications adds a record 1.Color handsets @ Rs 1234 June 6 Reliance Communications adds 1.4 million subscribers in December ‘06 January 18 Say Hello on Reliance ‘Simply 2030’ January 30 Reliance joins Lenovo and Intel for "Internet on the Move" February 2 Reliance Communications’ market capitalization tops Rs 1 lakh crore ( 1 trillion rupees or 24.4 million new mobile subscribers in May2007 June 6 Reliance Classic' Makes Music .2007 April 6 Reliance Communications acquires 1. May 2 A Classic Bonanza – Reliance Communications unveils handsets @ Rs 777 May 10 Reliance sets a new record.FM Radio Phones Launched at just Rs.39 billion US dollars) on Bombay Stock Exchange February 16 Reliance Communications offers best value on roaming March 23 Govt’s Rural Telephone Scheme(RDEL)through Reliance Communications successfully closes by March 31.2 million subscribers in March 2007.1888 . one million Classic handsets sold in just one week May 14 Reliance Communications launches Classic Color Bonanza .

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

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

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

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

We will also generate value for our capabilities beyond Indian borders and enable millions of India's knowledge workers to deliver their services globally. We will offer unparalleled value to create customer delight and enhance business productivity.VISION “We will leverage our strengths to execute complex global-scale projects to facilitate leading-edge information and communication services affordable to all individual consumers and businesses in India.” .


manufacture and retailer’s service which the buyer may accept as offering satisfaction of wants of needs. price.” (William J Stanton) . (Phillip Kotler) “A product is a complex of tangible and intangible attributers.PRODUCT DEFINITION: “A product is a bundle of physical service and symbolical particulars expected to yield satisfaction benefits to the buyers”. colors. including packaging.

Internet browsing and download speed upto 153.6 kbps. Compatible with Windows 2000 and Windows XP. Voice and SMS Compatible: Make and receive voice calls .RELIANCE NETCONNECT USB MODEM Features: Connectivity: Wireless internet access across 5300 towns and 3 lakh villages.

from USB .Send and receive SMS upto 1000 characters Store 1000 contacts in your phone book Specifications: Item Protocol working frequency Dimensions Weight Receiver sensitivity Power consumption Power supply Description CDMA2000 1X RTT 824MHz ~ 849MHz/869MHz ~ 894MHz Uplink/Downlink 84 mm (D) x 42 mm (W) x 12 mm (H) About 32 g Better than -104dBm ≤1.5W 5V/500ma.


airport lounges and remote locations The plan advantage The tariff is inclusive of all charges (the ISP charge as well as the Telecom connectivity charge).Features Uninterrupted high-speed wireless Internet connectivity. Hassle-free connection o Connect instantly (No line busy / waiting tone) o Easy to remember username / password (your phone / card number) Enables a user to surf the Internet without being tied down to a landline from any location — your bedroom. office.000 villages On highways. 10000 towns and cities and 300. drawing room. 3 lakh villages and growing. The network advantage This remarkable service virtually converts the whole of India into a wireless hot spot. with download speeds up to 144 kbps. hotel room. High download speed of heavy email attachments One-time installation of the dial-up software without the need to change the dial-up configuration. rail routes. across 10000 towns. No need for an ISP account. . No need for an external or internal modem. train or bus. outdoors or on the move in a car. Better surfing speeds.

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




Old handset models .

Color Handset .

Current handset models .

Old handset models .

Color Handset with camera Current handset models .

Video Camera Phone .

Current handset models Current handset models PDA color phone .

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

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

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

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


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

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

50 1.5 * 2.40 MONTHLY RENTAL 124 25 CLIP & PLAN CHARGES 149 199 199 TOTAL MONTHLY COMMITMENT 150 199 FREE INTRA CIRCLE TALK TIME CALL RATES WITH IN M&G (Rs.2/0.5 * 1.00 2.50 0.) 2.40 TO ALL RELIANCE PHONE TO OTHER PHONES 2.PLANS FOR RELIANCE MOBILES POSTPAIDS These are divided into three level of plans Entry level plans Mid level plans High level plans ENTRY LEVEL PLANS PLAN TYPE SP 149 ENTRY PLAN NJ NJ 199 199 SOH INDI O A 199 199 - CHAT & PLAY 199 199 1.50 0.40 2.20 TO ALL RELIANCE PHONE TO OTHER MOBILES 0./Min.40 .20 TO LANDLINE 1.00 2.00 1.00 1.) 0./Min.49 2.2/0* 1.49 2.2/0.20 STD RATES REST OF INDIA (Rs.50 1.

00 1.00 1.00 TO LANDLINE 1.) 0.50 1./Min./Min.40 TO ALL RELIANCE PHONE TO OTHER PHONES 1.00 Free incoming talktime .00 1.00 STD RATES REST OF INDIA (Rs.40 TO ALL RELIANCE PHONE TO OTHER MOBILES 1.) 1.00 INDIA ROAM FREE PLANS India Roam Free Roaming tariff for mobile roam free Plan 390 Plan 990 plans To Reliance/ 40p/Rs.50 0.00 0.00 STD out going All phone calls call rate Incoming 1.00 1.40 0.50 1.00 1.00 1.50 MONTHLY RENTAL CLIP & PLAN CHARGES TOTAL MONTHLY COMMITMENT FREE INTRA CIRCLE TALK TIME CALL RATES WITH IN M&G (Rs. 50p Local out going calls while others 1 roaming 1.MID LEVEL PLANS PLAN TYPE MID LEVEL PLAN RIO RIO NJ 299 299 399 SOHO 299 399 299 -299 399 299 100 0.

) 0.75 TO LANDLINE 0.75 STD RATES REST OF INDIA (Rs.85 0.85 0.85 0./Min.) 0.75 TO ALL RELIANCE PHONE TO OTHER PHONES 0.85 0.40 0.75 MID LEVEL PLAN NJ 399 NJ 499 399 499 50 50 449 549 Unlimited Reliance Mobile Calling PackCall any Reliance mobile on rental of Rs.40 TO ALL RELIANCE PHONE TO OTHER MOBILES 0. 375 per month Pack is available with all plans Only for Reliance mobile calls in Maharashtra & Goa This pack will not be applicable while roaming ./Min.HIGH LEVEL PLANS PLAN TYPE MONTHLY RENTAL CLIP & PLAN CHARGES TOTAL MONTHLY COMMITMENT FREE INTRA CIRCLE TALK TIME CALL RATES WITH IN M&G (Rs.

10 MB 10 MB 10 MB 2 MB 2 MB 2 MB Voice & SMS Tariff Nil Nil 100 per month Swift 100 900 50 hours 50 hours Rs.50p /min. Data Based Plans Time Based Plans Post paid plans Monthly charge Peak hours (6 am to 10 pm) Off peak hours (10 pm to 6 am) Additional usage rate Free E-mail account Free web space Free SMS/month Freedom @ night Swift Swift 40 72 Internet Tariff 400 400 650 Bundled hours/month Rs.50p/ 20 36 hours hours min.50p /min. Rs. Time Based Plans 2. /min. 10 MB 2 MB 100 per month Swift 180 1500 90 hours 90 hours Rs. Unlimite 20 36 d hours hours N. 10 MB 2 MB 100 per month .50p /min.A.RELIANCE NETCONNECT TARIFF PLANS FOR DATA CARD & USB MODEM 1.50p Rs.

660 Validity 7 days 6 months 1 year 2 year Talk time Rs.10 Rs.220 Rs.5 GB Rs.99 Rs. 2/MB 10 MB Rs.Data Based Plans Post paid plans Monthly charge Bundled data Exchange/month Additional usage rate Free E-mail account Free web space Free SMS/month Freedom Freedom Plus Internet Tariff 650 900 1 GB 1.10 Rs.375 Rs.A. 10 MB 2 MB 100 2 MB 2 MB Voice & SMS Tariff 100 100 PREPAID PLANS GSK Value Rs.10 Rs.30p between 10 pm to 6 am & 60p between 6 am to 10 pm . 2/MB 10 MB Platinum 1500 Unlimited N.10 Usage rate for internet access.


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

(3) (4) Ask them to take the complete view of the customer about the RCIL and its services and thus to generate need of Reliance products. (4) .OBJECTIVES OF THE RESEARCH The basic purpose of the research was to identify the position of the employees . know about the employees satisfaction from training. To make the employees aware about the new product and plans and with this to know exactly what type of plans does the customer wants to use. With the help of the questionnaire the company can made the important changes in the training procedure so that the company reaches towards the employes satisfaction. The key objectives of the research are as follows: (1) To (2) To know about the how they get training.

It helps understanding perception of the employes about the training and accordingly designs the training process. (5) . (2) It facilitates identification of ‘trends’ which ultimately responsible in marketing opportunities. becomes easier for well (4) Research is important in solving various operational and planning problems of business and industry.IMPORTANCE OF THE RESEARCH Significance of research and research leads to invention. (3) Decision making researched phenomenon. (1) Research facilitates logical or scientific thinking process which leads towards flow less strategy formulation. Following facts highlight the importance of the research.

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

applied. by mailing to the companies or to the key decision maker.) I used to take appointment with the concerned person and. Basic or Pure Research: Visiting to the company to company I have got many people who are not satisfied with the services of RCIL. reliance communication . I got the information from the newspapers with the help of that information (phone no. quantitative. by going to the company with the appointment with the key decision maker and ask employees about training produres in the Reliance Communication . In this research correlation technique is used to analyze the data. basic. and conceptual.This enhance my ability of dealing with the people and make them satisfied. qualitative. Descriptive Research: In this type of research I have collected data by observation. Analytical Research: I also have collected data from already available information. analytical. . I have chosen the field of Asthana tower.RESEARCH AND FINDINGS There are many types of the research like descriptive.

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

AREAS SURVEYED In my project time I have visited in many areas in Pune so here is the information about the company which I have collected from them. ¬ .- Areas Surveyed:ϖ procedure ϖ Pimpari ϖ MIDC Bhosari ϖ MIDC Chichwad ϖ Indrayani nagar ϖ Alandi ϖ MIDC Landewari OBSERVATIONSThe schemes of RELIANCE COMMUNICATION are better in comparison to other.

¬ ¬ ¬ Better Internet plan compare to other. GRAPHICAL REPRESENRATION OF THE AREAS VISITED . ¬ RELIANCE COMMUNICATION have strong customer segment in corporate.RELIANCE COMMUNICATION CDMA has a facility of Auto Roaming. Classic which is new mobile manufacturer for RELIANCE have to face many problems related to mobile set. Better roaming plan. ¬ ¬ ¬ ¬ Lacking in promotional activity. “billing problem” Strong scheme for postpaid plan.

They are having an collection center of BSNL in chinchwad so this is very easy to themto pay the bills but Reliance have their web world in PIMPRI and that is too far from there and no regular collection of bills so Reliance needs to think about that. .CHINCHWAD Airtel 23% Idea 17% Reliance 22% BSNL 30% Others 8% Reliance Airtel Idea BSNL Others OBSERVATIONSIn CHINCHWAD area mostly people believe on BSNL because they get some good facilities there and they don’t want to change their mindsets about BSNL .

Airtel.PIMPRI Airtel 21% Reliance 26% Idea 11% BSNL 28% Others 14% Reliance Airtel Idea BSNL Others OBSERVATIONSIn PIMPRI there is a big competition. Hutch are there but Reliance is doing well there. . There are many collection centers there Reliance.

. For non CUG plans they prefer BSNL because they are getting broadband connection on low rates also.MIDC BHOSARI Airte l 8% Idea 19% Relia nce 27% BSNL 30% Others 16% Reliance Airtel Idea BSNL Others OBSERVATIONSIn BHOSARI people need CUG connections most and for that they prefer Idea and Airtel because they are also having good call rates for STD calls in CUG plans.

MIDC CHINCHWAD Othe rs 7% BSNL 29% Re liance 25% Ide a 20% Airte l 19% Reliance Airtel Idea BSNL Others OBSERVATIONSIn MIDC CHINCHWAD Reliance is doing good business and paople want some new plans and good handsets in the market. .

.There is no collection cernter here they are in PIMPRI & NIGDI and the distance is 5 km from here.INDRAYANI NAGAR Airtel 11% Reliance 27% Others 12% Idea 19% BSNL 31% Reliance Airtel Idea BSNL Others OBSERVATIONSIn INDRAYANI NAGAR industrial area the main problem is related with the billing.

ALANDI Airtel 16% Idea 20% Reliance 25% Others 11% BSNL 28% Reliance Airtel Idea BSNL Others OBSERVATIONSALANDI is very far from the main roads NASHIK highway is 8 km away from here so very difficult to reach there and in MARKEL (place away from Alandi) there is no good coverage. .

.MIDC LANDEWADI Airtel 11% Idea 17% BSNL 31% Reliance 26% Others 15% Reliance Airtel Idea BSNL Others OBSERVATIONSIt is situated on old Bombey-Pune highway so there is good coverage and Reliance post paid is doing good here.

C. personal selling. and have putted stalls in the HCL carnival on F. Media and non-media marketing communications are employed for a pre-determined limited time to increase consumer demand. are considered gimmick by many.C. Some sale promotions. . (The other three parts of the promotional mix are advertising. Examples include: coupons discounts and sales.ROAD BOOTEE STREET EAST STREET VIMAN NAGAR KALYANI NAGAR KOREGAON PARK I have distributed the pamplates. and publicity/public relations. particularly ones with unusual methods. Sales promotions targeted at the consumer are called consumer sales promotions. or distribution channel members (such as retailers). stimulate market demand or improve product availability.PROMOTIONAL WORK Sales promotion is one of the four aspects of promotional mix. road in hotel ASHISH PLAZA for two days also.G.M. sales staff. including Blue Cross Sale contests point of purchase displays rebates free samples (in the case of food items) gifts and incentive items free travel.ROAD J. door to door or company to company selling. Sales promotions targeted at retailers and wholesale are called trade sales promotions. such as free flights Sales promotions can be directed at the customer.) Sales promotions are non-personal promotional efforts that are designed to have an immediate impact on sales.ROAD BHANDARKAR ROAD KARVE ROAD M. Under sales promotion I have done a survey for the web world franchisee and for that I have visited some areas which are as followsϖ ϖ ϖ ϖ ϖ ϖ ϖ ϖ ϖ ϖ F.

¬ As RELIANCE COMMUNICATION is a telecom company the project was totally a marketing project hence it helped me to practically understand the telecommunication services. ¬ ¬ During the survey it is observed that what are the real problems faced by the customer. The company also helped me to understanding how FOS performs their work efficiently. I express my deep sense of gratitude to RELIANCE COMMUNICATION for giving me this opportunity and for providing platform to undergo training. was a great opportunity to practically understand and experiencing the marketing field. interviewing with corporate and actual users helped me to learn the basics of telecom industry. ¬ During the survey I came to know the real competition between the major players of telecom industry. ¬ The company helped to understand various schemes. ¬ The company also helped me to understand every step of their competitors in the market. It helped me to understand the future of telecom industry with its opportunities and threats. . ¬ Meeting different people in various segments. and get the valuable knowledge of telecom industry.LEARNING Doing a project in RELIANCE COMMUNICATION in Pune city.


Market Share as on August 2007 Reliance 18% Airtel 24% Idea 9% BSNL 20% Hutch 17% Tata 10% MTNL 2% Reliance Tata BSNL Airtel Hutch Idea MTNL .


CDMA Market Share OTHER 1% HUT CH 1% T T SL 37% Reliance 57% Airtel 4% Reliance TTSL STL Airtel HUTCH .

GSM Market Share Spice 2% MTNL 2% BSNL 22% BPL 1% Aircel 5% Reliance 3% Airtel 31% Idea 12% Hutch 22% Reliance Idea Spice Airtel BSNL BPL Hutch MTNL Aircel .

INT ERNET PROVIDERS BSNL 35% T AT A 25% Reliance 32% SIFY 8% Reliance BSNL TATA SIFY .

693 1.Top companies in respective services and products segment during (2006-07) SERVICES (OVERALL) Rank 1 2 3 4 5 COMPANIES BSNL BHARTI AIRTEL RELIANCE HUTCHISON ESSAR VSNL Revenue( Rs.584 924 .857 CELLULAR: Rank 1 2 3 4 5 COMPANIES Bharti AirTel Reliance Hutchison BSNL Idea Cellular Revenue( Rs.888 14.116 1.431 10. Crore) 21.565 9.400 4.335 FIXED: COMPANIES Rank 1 2 3 4 5 BSNL MTNL BHARTI AIRTEL TTSL TTML Revenue( Rs.020 4.468 10. Crore) 13. Crore) 40.728 10.135 17.565 8.

110 1.INTERNET AND BROADBAND: Rank 1 2 3 4 5 COMPANIES BSNL MTNL SIFY BHARTI AIRTEL RELIANCE SUBSCRIBERS (LAKH) 40. Crore) 7. Crore) 4.240 176 88 NLD: Rank 1 2 3 4 5 COMPANIES BSNL BHARTI RELIANCE VSNL RAILTEL Revenue( Rs.8 8.665 1.8 6.648 2.9 17.2 6.035 635 505 116 INDIAN SERVICE INDUSTRY (FY 06-07): .6 ILD: Rank 1 2 3 4 5 COMPANIES VSNL RELIANCE BHARTI AIRTEL AT&T C&W Revenue( Rs.

3 7.3 21.4 54.888 14.NLD Cellular. ILD Fixed.CATEGORIES Fixed Line Cellular NLD ILD Internet & Broadband VSAT Radio Trunking TOTAL Revenue (Rs.5 47.015 7.6 Category 1 2 3 4 5 6 7 8 9 10 Mobile Phone.857 5.561 2.1 -11.422 109.NLD.ISP.1 9. Crore) Growth (in %) FY 05-06 FY 06-07 34.291 10.6 54.NLD.040 26 443 38 88.6 35.161 30.797 2.522 540 36 107.837 4.6 25.NLD.7 1.ILD ISP.507 1.NLD.ISP.178 4..620 2.994 56.251 11.056 58. Cellular Fixed.6 Top 10 Service providers (FY 06-07): Rank Service provider BSNL Bharti Airtel Reliance Hutchison VSNL TTSL MTNL IDEA Aircel TTML Total Revenue (in Rs.ILD Cellular.VSAT. Cellular .6 101. Crore) FY’ 05FY’ 0606 07 12.9 -5.356 Growth (in %) 32 58.NLD Cellular.ILD Fixed.5 84.4 34.062 15.068 17.097 87.990 977 1.891 11.ILD Fixed.681 21.ISP..766 6.923 4. Cellular..468 10. Cellular. Wireless infrastructure Fixed. Cellular.565 8.190 -11.575 5.183 56.413 1.NLD.2 29.186 -20..

13 1.58 48.081 1.693 1.195 21.2 -11.91 Growth (in %) -0.3 9.116 1.88 3.75 0.3 .70 4.020 14.23 0.5 29.6 Top Fixed Operators (Based on Subscriber): Rank 1 2 3 4 5 6 7 Operator BSNL TTSL MTNL RELIANCE Bharti Airtel TTML HFCL Total Subscribers (in mn) FY’ 05-06 FY’ 06-07 36.7 -3.27 1.2 -27.161 30.80 3.5 28.988 4.5 -2.77 36.56 1.3 46.2 -5.6 -10.190 Growth (in %) -16.36 3.320 1.9 8.584 713 924 513 460 261 285 34.34 1.04 0.02 4.2 8.6 -17.25 50.Top Fixed Operators (Based on Revenue): Rank 1 2 3 4 5 6 7 Operator BSNL MTNL Bharti AirTel TTSL TTML Reliance HFCL Total Revenue (in crore) FY’ 05-06 FY’ 06-07 25.1 -50.

9 54.0 60.Top Players (Based on subscribers): (06/07) Rank 1 2 3 4 5 6 7 8 9 10 11 Company Bharti Airtel BSNL Reliance Hutch Idea TTSL Aircel MTNL Spice BPL (Mumbai) HFCL infotel Total No.51 1.8 1.9 1.8 8.837 10.3 3.400 2.1 38.092 977 671 655 573 22 35.61 5.9 19.1 16.31 27.88 0.565 6.8 54.14 18.01 4.239 13.0 Top Players (Based on Revenue): Rank 1 2 3 4 5 6 7 8 9 10 11 Company Bharti Airtel Reliance Hutch BSNL Idea Tata Teleservices Aircel Spice BPL (Mumbai) MTNL HFCL infotel Total No.7 7.9 40.431 6.467 9.99 2.994 1. of Circle 23 23 22 21 11 20 23 2 1 2 1 150 Revenue (in crore) FY’ 05-06 FY’ 0607 8.7 Market Share (in %) 23.183 Growth (in %) 63.7 111.673 10.0 .1 90.06 90.7 0.7 51.7 -22.93 2.7 7.2 16.93 17.8 -9.73 1.75 1.0 117.1 56.4 60.3 2.0 100.07 0.2 41.5 45.335 1.7 1.4 45.58 37.990 4.44 7.0 100.5 1.7 17.34 1.7 16.9 7.7 72.43 2.4 0.1 18.507 783 505 807 20 56.4 0.07 156.1 135.1 Market Share (in %) 23.85 15.45 27.36 26.9 72.97 Growth (in %) 89.8 16.37 14. of Circle 23 21 23 22 11 20 23 2 2 1 1 150 Subscribers (in mn) FY’ 05-06 FY’ 0607 19.728 6.5 -20.7 0.8 17.878 4.85 11.


ϖ ϖ In the case of Airtel deposit waiver is granted only to high value corporate / SME clients.250-500 Rs.500-1000 Advantages of Reliance Lower activation fee No STD deposit Reliance have the lowest overall entry cost when compared with the competition.150-330 Nil Rs. . ϖ There is zero deposit for STD calls even for individual retail customer.250-500 Rs.Additional Entry Cost Comparison Reliance Activation Fee Deposit Total Entry Cost Rs.150-330 Airtel Rs.

1.25 SME planRs.199 rental.199 rental. NJ 199 SOHORs.150 talktime free. Our Counter NJ 199 SOHORs.5.199 rental.5/min. Rs. Advantage s Free local off net calling available & free CUG Free local off net calling available & free CUG Free local off net calling available & free CUG Idea Hutch .199 rental local calling 30p/80p & STD Rs. local calls50p/1 & STD2. NJ 199 SOHORs. local calls50p/1 & STD2.1. Rs.1. local calls50p/1 & STD2.5/min.SME Plan Comparison Competitio n Airtel Competition Proposition Ambuja planRs.5/min. Rs.225 local calls 50p/1 & STD Rs.199 rentallocal calling 30p/80p & STD Rs.150 talktime free.150 talktime free.25 SME planRs. CUG @ 10p/min.

1/min.5 min. 1. 1/min.1/min Activation fee Securitydeposit NLD deposit Fixed cost Free talk time On net Mobile Landline .5/min.2/30sec.2/min. 1/min. 1.2/3min. 1/min.2/min. 1. Silver 499 561 Nil 500 499 470 1. 1. 1. 1.1/3min.2/min.1/30sec.2/min.2/min.1/3min. TATA H2M 125 City 299 561 Nil 500 175 0 Call rates 1.2/30sec. 1. 1.2/30sec. 561 Nil 500 299 155 0.1/30sec. 0. 1/min. 1.2/3min. 1.Reliance Hello Plans Comparison One India 500 1000 2000 180 30 1/3 min. 1. Activation fee Securitydeposit NLD deposit Fixed cost Free talk time On net Mobile Landline NLD on net NLD mobile NLD landline BSNL has hidden entry charges-security & NLD deposit One India 561 Nil 500 180 50 1/3 min. 1.1/1 min 1.2/min. 1. 1/min.2/3min. 1/min.2/30sec.1/min 1.1/min 1.2/30sec. BSNL (wire line) General Economy 500 1000 2000 180 50 Call rates 1. 1. 500 1000 2000 300 200 1. 1.1/30sec. Special 500 1000 2000 475 500 1.2/30sec. 1. 1.2/min.

2/3min.4/min. 2. ϖ Use across India in more then 5700 villages. ϖ ϖ Speed up to 144 kbps. 1/min. 2. 2. Significantly faster then dial-up connections & not restricted to the home / office like wired broadband.4/min.NLD on net NLD mobile NLD landline 1/min.4/min. 2.2/3min.2/3min. 1. 2.4/min. 1. Not limited to major cities like GPRS & EDGE. ADVANTAGES Over Airtel R Connect – The Reliance CDMA 20001X technology and pan India coverage enables to get online from almost any location in India. 1/min. 1.4/min. ϖ People can use the data card from Reliance with your laptop or the USB modem with your desktop or laptop. 2. ϖ .4/min.

ϖ ϖ Reliance is the only operator that provides internet access via data card/USB modem in prepaid format as well. Customer have facility to recharge with low denomination vouchers & subsequently use top ups thereby lowering access cost. ϖ .“The true definition of mobility” ADVANTAGES Over TATA Reliance has the wider coverage area & hence its range of usage is better in both cities as well as rural areas.


SWOT ANALYSIS OF RELIANCE COMMUNICATION STRENGTH Big brand name The new technology launcher (CDMA) First in FWP’s Strong market Good network in INDIA OPPORTUNITIES Growing data card market Growing market of CDMA phones Establishment of new business in Pune WEAKNESS Services Customer care section Not very good tariff plans for STD users Battery life of hand sets THREATS Launch of TATA Indicom USB modem Big market share of Airtel and growing TTSL in Maharashtra .

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

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

Philip Kotler Marketing Management.com www.google.com www.BIBLIOGRAPHY WEBSITES:\ WWW.altavista.Rajan Saxena NEWS PAPERS: THE ECONOMIC TIMES THE TIMES OF INDIA .com BOOKS PREFFERED: Marketing Management.Reliancecommunication.

οοοοοοοοοο Handled person _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ 1) What are the telecom services you are using? Reliance ο Airtel ο Idea ο Hutch 2) If other then Reliance then – Is there any possibility for other service provider? Yes ο No ο If Reliance then which one? Prepaid ο Yes ο Postpaid ο No ο ο other ο 3) Do you know about the new plans in Reliance postpaid? .ANNEXURE QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE POSTPAID Name of the company _ _ _ _ _ _ _________ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contact no.

- ο other ο 3) Do you know about the Reliance net connect data card and USB modem? Yes ο No ο 4) You are using internet on Laptop ο Desktop ο Both ο 5) What is your usage? ...4) Which plan are you using currently and what is your bill? Plan .Bill ...........5) Do you want to take any postpaid connection with these plans? (After telling him all the plans according to his usage of phone) Yes ο No ο QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE NETCONNECT DATA CARD & USB MODEM Name of the company _ _ _ _ _ _ _________ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contact no.. οοοοοοοοοο Handled person _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ 1) What are the internet services are you using? Reliance ο Airtel ο BSNL ο VSNL 2) How much is your monthly bill? Bill .


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