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ON
BY
CERTIFICATE
This is to certify that the summer training report titled “ Market
mapping of Airtel Enterprise Services and penetration level in
corporates of Jaipur” is an original project work carried out by
Mr. MADHAV KRISHAN AGARWAL, BBA, student of
‘Faculty of Management-KMD Memorial college, Jaipur, during
his internship programme at Bharti Airtel Ltd., under my guidance
from 15th may 2010-30th June 2010.
CERTIFICATE
This is to certify that the summer training report titled “ Market
mapping of Airtel Enterprise Services and penetration level in
corporates of Jaipur” is an original project work carried out by
Mr.
MADHAV KRISHAN AGARWAL, BBA, student of Institute of
KMD Memorial college, Jaipur, during his internship programme
at Bharti Airtel Ltd., under my guidance from 15th may 2010 to 30th
june 2010.
Name and
Signature
Faculty guide
DECLARATION
ACKNOWLEDGEMENT
TABLE OF CONTENTS
S.No. Title
Page No.
1. Acknowledgement
5
2. Table of contents
6
3. Company Profile
7
4. Executive Summary
24
5. Objective
26
6. Methodology
27
7. Practical Utility of the Project
29
8. Limitations of the Study
32
9. Analysis and Interpretation
34
10. SWOT Analysis
47
11. Findings
52
12. Conclusion
53
13. Learning and Experiences
56
14. Bibliography
57
15. Appendix
59
INTRODUCTION TO THE GROUP: BHARTI
ENTERPRISES
1. Mobile services
2. Broadband & Telephone services
3. Enterprise services
PARTNERSHIPS
12 IT / ITES
13 Telecom
14 Manufacturing and Distribution
15 Services
16 Media and Distance Education
17 ISP and Carriers
18 Banking and Finance
19 Government / PSU Banks
DIVISION OF AES
Mission
Vision
1. Backend: Mr. Bharat Khatri heads This team. It mainly take care
of the back office functions that includes activation & Deactivation
of numbers, change of addresses, Change of sim card, Transfer of
Responsibility (TOR), Provisioning & re-provisioning of certain
package, Plan change, etc.
4. QRC & CLCM: The Query Resolution Cell (QRC) provides for
any Query / Request or Complaints by the customer. The Customer
Life Cycle Management (CLCM) maintains the details of the
customer from the date of activation of the customer’s number, the
welcome call, 1st bill call, 2nd bill call till the day the customer
leaves the connection.
CSD Head: The CSD department is taking care of the Leased lines,
PRIs, BRIs, VSAT and VPN connections of the various corporate
customers of AES. This department is further divided into the
following:
Executive Summary
OBJECTIVES
2.Research Instruments:
4.Sample Size:
160 organizations (As assigned by Project Mentor at Airtel).
5.Sample Unit:
Various Governments/Semi-Government/Autonomous
Organizations.
7.Area Covered:
Although enough care and precaution have been taken during the
project there are some limitations, which might affect the result of
the study. It is common practice that difficulties are always
encountered when one starts to do some new work.
44 The time period for the study was less to furnish the assigned
project.
45 It was also felt that we had to explain about our status from
time to time to each of the persons.
46 As it was a summer project so at the time of the data
collection we felt this comfort due to hot weather.
25% Others
AES
BSNL
65%
Interpretation :
From the above graph, it is clear that BSNL is leading with 65%
market share in mobility in government sector. Airtel is following
BSNL with 25% market share. The remaining 10% consists Hutch,
Tata Indicom, Idea, and Reliance etc. Bharat Sanchar Nigam Ltd.
(BSNL) dominates the telephone services in Rajasthan accounting
for a total of 34 lakhs connections, out of which 15 lakhs are
cellular mobile connections
Intepretation :
Interpretation:
From the above graph it is clear that Airtel is the leader in Mobility
in Jaipur with 43% market share. Hutch is following Airtel with
24% market share and is the biggest competitor of Airtel.Reliance
and BSNL as the market share of 16% and 14 % respectively. Tata
Indicom and Idea have the least market share of 1 % and 2%
respectively.
BSNL
Rainbow
90%
Interpretation:
Interpretation:
The private sector remains the only sector where the private
players felt their strong presence. Bharti Airtel and Rainbow top
the list in fixed line, each with 35% market share in Rajasthan
itself. This is closely followed by BSNL with 20% and Reliance
10%.
Overall Market Share Of AES in Fixed Telephony
(Jaipur City)
2% 15%
23% Airtel
BSNL
Reliance
7% Rainbow
Tata Indicom
53%
Interpretation:
In fixed line BSNL has the highest market share of 53 % and it is
leading the market.Rainbow has a market share of 23 % . Airtel is
following Rainbow with 15 % market share.Reliance and Tata
Indicom are in the market with the market share of 7 % and 2 %
and trying their best the compete others.
Corporate Customers’ Profile (Company Owned
Company Paid & Company Owned Self Paid)
30%
COCP
COSP
70%
Interpretation:
The above figure shows that about 70% customers are using
company paid connections that is the bill comes under the name of
the company. The graph also depicts that 30% customers are using
self paid connections in mobile that is either the customer pays the
bill by his own or it is reimbursed by the company.
Corporate Customers Using Different Data-Cards
12%
23%
Interpretation:
28%
61%
Interpretation:
As per our survey the above graph depicts that 61 % customers
have the average expenditure below Rs.800 per month.28 %
customers have the average expenditure between Rs.800 –Rs.1200
per month.11% customers have the average expenditure more than
Rs.1200 per month.
SWOT -
ANALYSIS
Strengths
48 Established image
50 National Footprint
Weaknesses
FINDINGS
69 The market study was done for both private and govt.
departments. After doing the entire market study, it is clearly
evident that Government segment has a great potential.
CONCLUSIONS
Most of the employees in govern
74 ment departments prefer to use BSNL services. If we at
Bharti AirTel can remove the psychological barrier, we can
easily penetrate into this segment.
Websites
80 www.airtel.in
81 www.google.com
82 www.bhartiairtel.in
83 www.bharti.com
84 www.airtelworld.com
85 Outlook (February 2010)
Periodicals
86 Bharti Today
87 Airtel Press Releases
Books
Appendix-I: Glossary
92 Mobile (Individual)
a. BSNL b. AirTel c. Hutch d. Other
93 What is the monthly expenditure of Fixed line phone
(Organization/Department).
a. 5000 – 10000 b. 10000-15000
c. 15000- 25000 d. Greater than 25000
11. What other benefits you expect from the Service provider?
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Appendix-III : Awards & Key Developments