COMPARATIVE ANALYSIS OF TELECOM INDUSTRYU WITH SPECIAL REFERENCE TO RELIANCE IMFOCOMM

Submitted by: ANURAG PARIDA REGD. NO.0941333210 Session 2009-11 Project Report submitted in partial fulfilment for the degree of Master of Business Administration

Under the guidance of Name of External Guide: Mr.Kiran behera Designation: Store manager Name of the Organization: Reliance Infocomm Institute of Business & Computer Studies, SOA University Name of the internal guide: Mr. Sujit kumar patra Designation: lecturer

Institute of Business & Computer Studies Siksha O Anusandhan University

Internal Guide Certificate
Mr. Sujit kumar Patra Lecturer IBCS, SOA University

C e r t iiffiic a t e Cert cate This is to certify that Mr. / Ms. Anurag parida, having regd No 0941333210 has done this research project work on competitors analysis of reliance communication and submitted the report in partial fulfilment for the degree of Master of Business Administration to IBCS, SOA University, Bhubaneswar under my supervision and guidance. His / her report is the record of original work done by him / her. To the best of my knowledge, no part of the content of this report has been submitted for any degree by him / her or any body else to any other University or Institution.

... Anurag Parida Regd..... Reliance Web world.....DECLARATION I hereby declare that this report entitles Comparative analysis of telecom industry with special reference to Reliance Infocomm is a record of independent work. Orissa).. Bhubaneswar.. Place: Bhubaneswar Date: . Kiran Kumar Behera (Store Manager.. Fortune Tower........ No.. carried out by me under the supervision and guidance of Mr. This report is being submitted as per the partial requirements of MBA at IBCS. 0941333210 ...

It is my sincere duty to acknowledge all of them.AKNOWLEDGEMENT There are few thing that come in the life of a person. I also thank God. BBSR for her great support for doing SIP. Reliance Web World. Kiran Behera. fortune tower. well-wishers and friends. may be for short span of time. suggestion and advice of a number of guides. I also express my deep sense of gratitude and thanks to my revered company guide Mr. The SIP in the reliance company has been successful with the help of guidance. for his valuable guidance and supervision. He has been a constant source of inspiration and help during the training period. I deeply offer my sincere gratitude to all of my faculty members of IBCS. Anurag Parida . My summer training is one of the events which will be ever green in my life. but leaves on ever shining impression in to the mind. friends and all my well wishers who have co-operated me directly or indirectly. my parents. the store manager.

which include cellure.EXECUTIVE SUMMARY Reliance infocomm provides a range of telecom services.49 million satisfied customers. . basic . The study was conducted in Bhubaneswar with sample size of 50 and sample units were suppliers and customers. The project is based on the study of competitors analysis. preference. level of competition and market size of Reliance Infocomm . With a foot print of 22 telecom circles in india covering the four metros and more than 127.internet and recently introduced national long distance. their behavior.

Table of Contents Subject Items Chapter-I (Introduction) y y Objectives of the project Research methodology o Research Design o Methods of Data Collection o Sources of data o Questionnaire design Scope and limitations of the study Page No. y Chapter-II (Literature Review / Theoretical Background) y y y y y y y Competitor analysis and its importance Michele porter s 5 forces Process of competitors analysis Major players in Inian telecom industry Value added services of Major players Market share analysis Revenue analysis Chapter-III (Company / Product Profile) y y Concerned Industry Scenario Current Profile of the Company / (Company Name): An Overview Chapter-IV (Data Analysis and Interpretation) Chapter-V (Summary and Conclusion) y y y Annexure y y Bibliography Sample copy of Questionnaire Major Findings Suggestions Conclusion .

competitors analysis of Reliance Infocomm´ is prepared with the objectives of finding out the various competitors who are competing with Reliance communication in the Bhubaneswar market. y Another motive includes finding their performance. Descriptive research includes surveys and facts findings enquire of different kinds. growth potential and also the opportunities that exist for the Indian Telecom market. The major purpose of Descriptive is to describe the competitors of .OBJECTIVE OF THE STUDY y This project titled .. RESEARCH METHODOLOGY: RESEARCH DESIGN The type of research design used by me to gather information or data for this project can be termed as Descriptive research. y This project was also carried out to understand the future Outlook of the Telecom market in India. y This project is also prepared with the objectives to prepare the marketing strategy so that it can compete with its competitors. so that the company would have the competitive advantages over its competitors . y The main objective of this project is to analyze the emerging trends in the Telecom sector in India.

from the records maintained at reliance world and from internet. DATA COLLECTION METHOD: 1. Therefore I have adopted the questionnaire method and surveyed more of dealers and also the common user. 2. Distribution of questionnaire. Investing the records maintained at reliance world. Interviewing the customer. SECONDARY SOURCES Secondary data has been collected from the company s manual. The primary data of evaluating the customer s opinion about the sales promotion schemes of Reliance Infocom has been collected through a questionnaire are used by evaluation purpose. 3. SOURCE OF DATA: 1. . These customers were selected by applying random sampling method. SAMPLE DESIGN: The sample size has been taken as 30. 2. PRIMARY DATA: - Data has been collected from primary source by interviewing the staff members reliance world some of the personal of Reliance Infocom corporate office.Reliance communication. Thirty customer were asked to fill up a questionnaire.

The study also help new telecom provider who newly came to the markets. 2. According to my research I used both open ended and closedended questionnaire as the respondent has been given the opportunity to express their views. 4. I have chosen the samples randomly from different places and from reliance communication and collects their response. Here. of open ended questionnaire. 3. The findings of the study help the telecom sector to develop their strategy. The findings also help to Orissa telecom sector to understand the market potentiality of telecom subscriber. SAMPLINGI have used stratified random sampling. the questions are structured but the responses are unstructured.QUESTIONNAIRE DESIGN There are 2 way of preparing a questionnaire either it should be a close ended questionnaire or open ended questionnaire. SCOPE OF THE PROJECT 1. the respondent is expected to reply with whatever words are considered to be relevant. This study also helps to understand the marketer¶s behavior of telecom companies with in a competitive market. In case. .

Therefore. These include the lack of generalization. the findings cannot be generalized beyond the context of this study. perceived lack of rigor.LIMITATION y The Topic is a voluminous one for which the time allotted was insufficient. subjectivity. . y The most significant weakness of this study can be attributed to the chosen case study research methodology. and voluminous documents. which is specific to that company. y Getting primary data from the company is very difficult. This study is an exploratory case study with a voluminous sample size. For being a private company the employees of the company are reluctant to give any information.

Chapter-II (Literature Review / Theoretical Background) y y y y y y y Competitor analysis and its importance Michele porter s 5 forces Process of competitors analysis Major players in Inian telecom industry Value added services of Major players Market share analysis Revenue analysis .

NEED FOR COMPETITORS ANALYSIS To become the best does not mean copying what competitors are doing today. y y y y To outwit your competitors you need to know what they are doing To outmaneuver them. you need to be faster.WHAT IS COMPETITORS ANALYSIS Competitor analysis in marketing and strategic management is an assessment of the strengths and weaknesses of current and potential competitors. or did yesterday. keep in front of them. implementation. As a result. and be the best. By analyzing your competitors you can know the strengths and weaknesses of them. conjectures. it is argued that most firms do not conduct this type of analysis systematically enough. Instead. Competitor profiling coalesces all of the relevant sources of competitor analysis into one framework in the support of efficient and effective strategy formulation. Given that competitor analysis is an essential component of corporate strategy. This analysis provides both an offensive and defensive strategic context through which to identify opportunities and threats. traditional environmental scanning places many firms at risk of dangerous competitive blind spots due to a lack of robust competitor analysis. and intuition gained through the tidbits of information about competitors every manager continually receives. you need to know in which direction they are going To outflank them. . It requires creativity and innovation anticipating tomorrow's trends before they become today's normality keeping several steps ahead of competitors. many enterprises operate on what is called informal impressions. monitoring and adjustment. and better so that you can overtake them.

He chairs Harvard Business School's program dedicated for newly appointed CEOs of very large corporations.y y You can guard yourself from the threats of your competitors and can grasp the opportunities. and Threats). A change in any of the forces normally. A clear example of this is the airline industry. Firms are able to apply their core competencies. They consist of those forces close to a company that affect its ability to serve its customers and make a profit. Weaknesses. requires a business unit to re-assess the marketplace given the overall change in industry information. Competitors analysis is very important to gain competitive advantages. MICHELE PORTER S FIVE FORCES Michael Eugene Porter (born 1947) is the Bishop William Lawrence University Professor at Harvard Business School. to contrast it with the more general term macro environment. As an industry. Three of Porter's five forces refer to competition from external sources. by applying unique business . profitability is low and yet individual companies. business model or network to achieve a profit above the industry average. corporations and academic circles globally. The remainder are internal threats. Opportunities. The overall industry attractiveness does not imply that every firm in the industry will return the same profitability. He is a leading authority on company strategy and the competitiveness of nations and regions. Porter referred to these forces as the micro environment. It is useful to use Porter's five forces in conjunction with SWOT analysis (Strengths. Michael Porter s work is recognized in many governments.

The five Forces : o The threats of entrant of new competitors o The intensity of competitive rivalry o The threats of substitute products and services o The bargaining power of customers o The bargaining power of suppliers ( Five forces of competition ) 1. This results in many new entrants.models. have been able to make a return in excess of the industry average. which eventually will decrease . The threat of the entry of new competitors Profitable markets that yield high returns will attract new firms.

the intensity of competitive rivalry is the major determinant of the competitiveness of the industry. Unless the entry of new firms can be blocked by incumbents. Economies of product differences Brand equity Switching costs or sunk costs Capital requirements Access to distribution Customer loyalty to established brands Absolute cost advantages 2.profitability for all firms in the industry. Level of advertising expense. the profit rate will fall towards zero (perfect competition). until competitors imitate them.The most attractive segment is one in which entry barriers are high and exit barriers are low. Examples of recent technology advantage in have been mp3 players and mobile . This applies to products and services. Powerful competitive strategy. Technological advances protect companies from competition. Companies that are successful with introducing new technology. quality. are able to charge higher prices and achieve higher profits. Few new firms can enter and non-performing firms can exit easily. and innovation. The existence of barriers to entry . The intensity of competitive rivalry For most industries. Competitive rivalry is likely to be based on dimensions such as price. Sustainable competitive advantage through innovation Competition between online and offline companies.

which also affects the customer's sensitivity to price changes.telephones. Vertical integration is a strategy to reduce a business' own cost and thereby intensify pressure on its rival. 3. The threat of substitute products or services The existence of products outside of the realm of the common product boundaries increases the propensity of customers to switch to alternatives: y Buyer propensity to substitute y Relative price performance of substitute y Buyer switching costs y Perceived level of product differentiation y Substandard product y Quality depreciation 4. The bargaining power of customers (buyers) The bargaining power of customers is also described as the market of outputs: the ability of customers to put the firm under pressure. y Buyer concentration to firm concentration ratio y Degree of dependency upon existing channels of distribution y Bargaining leverage. particularly in industries with high fixed costs y Buyer volume y Buyer switching costs relative to firm switching costs y Buyer information availability y Ability to backward integrate y Availability of existing substitute products y Buyer price sensitivity y Differential advantage (uniqueness) of industry products .

5. labor. y y y y y y y Supplier switching costs relative to firm switching costs Degree of differentiation of inputs Impact of inputs on cost or differentiation Presence of substitute inputs Supplier concentration to firm concentration ratio Employee solidarity (e.g. charge excessively high prices for unique resources. o Strategies A group of firms following the same strategy in a given target market is called a strategic group. it must ascertain their strategies. The height of entry barrier is differs for each group. The bargaining power of suppliers The bargaining power of suppliers is also described as the market of inputs. when there are few substitutes. and services (such as expertise) to the firm can be a source of power over the firm.g. If the company enters a group then the members of that group become its key competitors. the company have to find out what is each competitor seeking in the market place? To gain competitive .ability to forward vertically integrate and cut out the buyer ANALYZING COMPETITORS Once a company identifies its primary competitors.. objectives. Suppliers may refuse to work with the firm. Suppliers of raw materials. or. o Objectives After identified the competitors. e. strengths and weaknesses. components. labor unions) Supplier competition . The strategic groups are based on product quality and level of vertical integration.

advantages the company has to first analyze the objectives of its competitors. o Strength and Weaknesses A company needs to gather information about each competitor s strengths and weaknesses.  Good versus Bad Every industry has good and bad competitor. close versus distant and good versus bad. To improve market share. many companies benchmark their most successful competitors. it can focus its attack on one of the following classes of the competitors: strong versus weak. and they favor a healthy industry. o Selecting Competitors After the company has conducted customer value analysis and examined its competitors carefully. By analyzing weaknesses the company can attack the weak points of his competitors and it can also defend itself from its competitors.  Close versus Distant: Most companies compete with the competitors that resemble them the most. In telecom sector reliance compete with BSNL. Bad . because this requires fewer resources per share.  Strong versus weak: Most companies aim their shots at weak competitors. they set prices in reasonable relationship to cost. Good competitors is play by the industry s rules. as well as other worldclass performers.

They are. MAJOR PLAYERS IN TELECOM INDUSTRIES There are three types of player in telecom sector in India. BPL mobile and Spice communication) . in one of its circles decided to protect its valuable/vulnerable institutional customers by specifically analyzing their past usage pattern and suggesting approximate tariff plan to them. a public-sector telecom company in India. o State owned companies(BSNL and MTNL) o Private Indian own companies(Reliance infocomm and Tata tele services) o Foreign invested companies (Vodafone. One way to divide up the customer base is in terms of whether a customer is valuable or vulnerable. Idea cellular. invest in over capacity and they upset industrial equilibrium. o Selecting competitors Firm must evaluate its customer base and think about which customers its willing to lose and which it wants to retain.BSNL.Competitors take larger risk. Bharti tele-venture.

Broadband. Owner : Government of India BSNL Registered Office: Bharat Sanchar Bhavan Harish Chandra Mathur Lane Janpath. nationwide coverage. making focused efforts and planned initiatives to bridge the RuralUrban Digital Divide ICT sector. data and video through the same Backbone and Broadband Access Network. reach. multi-protocol convergent IP infrastructure that provides convergent services like voice. formed in October. Carrier service. The turnover. VSAT. BSNL has set up a world class multi-gigabit. The company offers vide ranging & most transparent tariff schemes designed to suite every customer. MPLS-VPN. GSM Mobile. Presently it is one of the largest & leading public sector unit in India. is World's 7th largest and Indias largest Telecommunications Company providing comprehensive range of telecom services in India: Wire line.Bharat Sanchar Nigam Limited (BSnl) Bharat Sanchar Nigam Ltd. New Delhi-110 001 Corporate Office: . 1 Telecom Company of India. 2000. CDMA mobile. Internet. BSNL is the only service provider. IN Services etc. VoIP services. comprehensive range of telecom services and the desire to excel has made BSNL the No. In fact there is no telecom operator in the country to beat its reach with its wide network giving services in every nook & corner of country and operates across India except Delhi & Mumbai. New Delhi-110 001 BSNL Bharat Sanchar Bhavan Harish Chandra Mathur Lane Janpath.

first Indian company to provide comprehensive telecom services outside India in Seychelles and first private sector service provider to launch National Long Distance Services in India.Mobile. The company is structured into four strategic business units . It is the first mobile service in Delhi. The Enterprise business provides end-to-end telecom solutions to corporate customers and national and international long distance services to telcos. formerly known as Bharti TeleVentures LTD (BTVL) is India's largest cellular service provider. IPTV and telephone services in 89 Indian cities. Bharti Airtel. The Telemedia business provides broadband. The Digital TV business provides Direct-to-Home TV services across India. first private basic telephone service provider in the country. Vision : o o o o By 2010 Airtel will be the most admired brand in India: Loved by more customers Targeted by top talent Benchmarked by more businesses . one of Asia s leading integrated telecom services providers with operations in 19 countries across Asia and Africa.Bharti airtel Airtel comes to you from Bharti Airtel Limited. Sri Lanka and Bangladesh. Enterprise and Digital TV. The mobile business offers services in India. Bharti Airtel since its inception has been at the forefront of technology and has pioneered several innovations in the telecom sector. Telemedia.

Delhi. 110016 Reliance communication [ reliance infocomm ] It is commercially launched its services in May 2003. covering mobile and fixed line telephony including broadband. Commercial Complex. Green Park. It has license to offer telecom services in 20 circles user unified access license. 2002. national and international long distance services.Mission : o We will meet the mobile communication needs of our customer through error free service delivery o Innovative product and services o Cost efficiency o Unified message solution Corporate office: C-17. the first of Infocomm's initiatives was launched on December 28. data services and a wide range of value added services and applications. This marked the beginning of Reliance's vision of . is part of Reliance Communications Ventures (RCoVL). Reliance Infocomm offers a complete range of telecom services. fixed. Reliance Communications (formerly Reliance Infocomm). Reliance IndiaMobile. It is also an integrated telecom service provider with licenses for mobile. along with Reliance Telecom and Flag Telecom. domestic long distance and international services.

Voice and Data gave Aircel the highest rating for overall customer satisfaction and network quality in 2006.The Aircel group is a joint venture between Maxis Communications Berhad of Malaysia and Sindya Securities & Investments Private Limited.ushering in a digital revolution in India by becoming a major catalyst in improving.Dhirubhai Ambani Knowledge City Navi Mumbai-4 AIRCEL Aircel was founded by NRI businessman C Sivasankaran. Aircel emerged as the top mid-size utility company in Businessworld s List of Best Mid-Size Companies in 2007. Additionally. Mission: . Aircel has won many awards and recognitions.net recognised Aircel as the best regional operator in 2008. Tele. it launched commercially in Chennai and quickly established itself as a market leader a position it has held since. Aircel commenced operations in 1999 and became the leading mobile operator in Tamil Nadu within 18 months. whose current shareholders are the Reddy family of Apollo Hospitals Group of India. Ht Floor. In December 2003. with Maxis Communications holding a majority stake of 74%. Registered office : H-BLock. Vision: o Become the Service Provider of Choice for the Enterprise Segment.

It operates in three geographic regions: Europe. platform and delivery mechanism that keeps ahead of competition now and during technology shift Vodafone Vodafone Group Plc (Vodafone) is a mobile communications company operating across the globe providing a range of communications services. Asia Pacific. . messaging. o Own service offerings. data and fixed-line solutions and devices to assist customers in meeting their total communications needs. including voice. It offers a range of products and services. Be more Connected with mobile world. and has an investment in Verizon Wireless in the United States. o Create well differentiated value offerings of ready adaption by Large. medium and small enterprises. and the Middle East.o Enter in to top 1000 corporate as the most agile service Provider. business and communities. Mission: Driving in wireless world. Vodafone has a significant global presence. Africa and Central Europe. Vision: To be the worlds communication leader enrich customers leave And helping individuals. Vodafone is primarily a user of technology rather than a developer of it. with equity interests in over 30 countries and over 40 partner markets worldwide.

Mobile TV and Games.400013 Idea cellular Idea Cellular is a wireless telephony company operating in various states in India. Idea Cellular won the GSM Association Award for "Best Billing and Customer Care Solution" for 2 consecutive years. Mission: o The India footprint idea y Anywhere connectivity bringing India closer.Corporate office: Vodafone Essar LTD. Rajasthan and Tata Cellular as well as Birla AT&T Communications. o The technology advantage idea y Tomorrow s technology enrich today. o The customer focus idea y Make a single interaction a listing relationship. such as Blackberry. IDEA Cellular offers basic voice and short message service (SMS) services to high-end value added and general packet radio service (GPRS) services. Mumbai . Uttar Pradesh (UP) West. o The employee focus idea y Nurture the roots that nurtures our idea . It initially started in 1995 as a joint venture among the Tatas. Vision: To delight the customers while meeting their communication need. Peninsula Corporate Park Ganpatrao Kadam Marg. Datacard. Aditya Birla Group and AT&T by merging "'Wings Cellular'" operating in Madhya Pradesh. Lower Parel.

the company stands for world-class technology and user-friendly services in 22 circles. calling card services and enterprise services. 1st floor. 3-way conferencing. both in existing circles and across new circles. Other services include value-added services such as voice portal.Corporate office: Kailash building . With an ambitious rollout plan. public booth telephony and wire line services. data cards.000 towns and villages. Vision:  Deliver a new world of communication to advance the reach and leadership of our customer. post-paid internet services. USB Modem. Wi-Fi internet. Tata Teleservices bouquet of telephony services includes mobile services. Incorporated in 1996. TTSL along with Tata Teleservices (Maharashtra) serves over 36 million customers in over 3.20. Delhi 11ooo1 Tata teleservices Tata Teleservices (TTSL) spearheads the Tata group s presence in the telecom sector. roaming. kasturba Gandhi marg. the company was the first to launch CDMA mobile services in India with the Andhra Pradesh circle. Today. Mission:  Invest in building long lasting relationship with customers . group calling. wireless desktop phones.

Old Ishwar Nagar. Mumbai 400 033 Tata docomo Tata DOCOMO is Tata Teleservices Limited's (TTSL) telecom service on the GSM platform-arising out of the Tata Group's strategic alliance with Japanese telecom major NTT DOCOMO in November 2008. the reach and coverage of the Tata DOCOMO network is greater in Tamil Nadu than that of any other operator at the launch stage. Main Mathura Road. They also provide benefit that core service cannot. Tata Teleservices has received a pan-India license to operate GSM telecom services. They have unique characteristic and they relate to other services in completely different way. New Delhi 110065 DIFFERENTIATION IN SERVICES MOBILE VALUE ADDED SERVICE IN ORISSA: Value added services [VAS] are unlike core services. Corporate Office: 2A.Corporate office: Voltas premises. . the day of the launch. under the brand Tata DOCOMO and has also been allotted spectrum in 18 telecom Circles. TB Kadam Marg Chinchpokli. per-second concept offered by Tata DOCOMO will create a paradigm shift in the overall telecom experience for the customer and provide a service that is refreshingly different. The launch of pay-peruse.

In fact you can set up a conference even when the other five are using a land line phone. The . Reliance brings you a wide range of service that will change the way you communicate. value added solutions designed to maximize value to the consumer and revenue to the retailer.  MISSED CALL ALERT A missed call alert is a SMS that you will receive for all the calls that you missed. or you are too busy to answer the phone. the SMS will detail the CLI and the time when the call was made. call divert and caller line identification presentation. RIM voice mail will answer your calls and record a message.  VOICE MAIL When your handset is switched off.  CALL MANAGEMENT SERVICES Call waiting.  CONFERENCE CALL You can hold a tale conference with more than one people simultaneously with call conferencing service from reliance communication. help you do more with reliance communication. Try them and discover a whole new world of fun and excitement.VALUEADDED SERVICES OF RELIANCE Value added services stands alone as the source of development and implementation of tangible. call hold.

anytime. right join your phone download the latest ringtones.  SUBSCRIPTION ALERTS Get regular alerts on news. anywhere in the world. using text .  CALL DIVERT .hour personal call answering service. health and films on your reliance mobile-phones with subscription services.best part is that there is no extra monthly cost for setting up voice mailyou just pay for the phone call when you use the service  SMS [SHORT MESSAGING SERVICE] Send message quickly and easily. with anyone.  R-WORLD Make your mobile the most happening entertainment destination with R-world brings you the latest in entertainment and information services. games. important reminders and rib-tickling jokes. wallpapers.  MMS [MULTIMEDIA MESSAGING SERVICE] Jazz up your message with pictures.watch live TVs and downloads full songs on your phone. It is the way to share those one liners. and video clippings with mms from reliance communication. jokes . images.  CALL HOLD Allow you to put on ongoing call on hold while make a second call. we can also get news clips . if it is too noisy to talk or you don t have much time. videos and much-more.  VOICE MAIL SERVICE: A 24.business.

funny jokes and daily news by dialing 12555 from mobile and from land line as well.actors. For this one has to activate his GPRS by BSNL portal and can get this application by messaging MY TV to 55447. cricket scores. horoscope . BSNL VALUE ADDED SERVICES  BSNL TUNE To subscribe this value added services a customer have to call to 56700for the latest songs.  LOCATION BASE APPLICATIONS By this application and employer can make contact with their employees. Mobile can find another mobile location by these services.  MOBILE TV One can get TV channel on his/her mobile.Allows you to divert calls within your short-distance calling area (SDCA).  LANGUAGE MESSAGING SERVICES BSNL provides this those who want to message in local languages.  LIPS (CALLER LINE IDENTIFICATION PRESENTATION) It enables you to see the number of the caller when you receive call.  CORPORATE BMP . their details and all. From mobile the tariff per minute is Rs5 and from landline it is Rs2 per minute.  VOICE BASE 12555 Voice base is a service by which a customer can get latest movie songs .

and also enables you to restore the saves data on your phone when ever you change your phone or in case you lose the data accidentally. AIRTEL VALLUE ADDED SERVICES  SUBSCRIPTION SERVICES Subscribe for cool alerts at the click of a button. SMS. videos and music.225. photos. make arrangements.140 plans. calendar. MESSAGING AND MORE Let your phone do the talking with your mail and massaging service.  CALL MANAGEMENT SERVICES Avail of special services like call-waiting. call hold. What is better is that you receive updates automatically on your Airtel phone.325. share moments or just say hello . call divert and voice mail to manage all your accessibility needs with Airtel. Friends and family free calls by using plans with in the family and friends.Free calls with the corporate by using 525.  OPERATOR SERVICES More services for convenient use of your mobile from Airtel network  MOBILE BACKUP SERVICES: Airtel mobile phone backup is a service that s safeguards all data of your mobile phone including contacts.  MAIL.The Airtel mobile phone backup service copies your phones data in a secure manner to Airtel secure mobile phone backup system. AIRCEL VALLUE ADDED SERVICES .

 AIRCEL HEALTH SERVICES Assure drug-free. listen to latest news and dedicate songs and your daily horoscopes. . MOBILE LEARNING Aircel introduces mobile learning.  AIRCEL PLAY SCRABBLE Have fun and improve your vocabulary too! Play scrabble on your mobile phone. Aircel will keep you informed bout all train services at all times.  AIRCEL SUBSCRIPTION SERVICE Get the latest news. side effects-free cure for your family with Aircel mobile health.  COLOUR RING BACK TUNES(CRBT) Get rid of boring ring tring and make your callers listened to latest tunes.  COLOUR SMS Aircel introduces SMS in color get rid of boring black and white SMS and send SMS in color. cricket updates.  AIRCEL RAILWAY SERVICES Right from the timing of your train to the availability of seats . get instant access to extensive learning context at your figure tips. jokes and much more on your Aircel mobile.  AIRCEL55555 SERVICES Dial 55555 to download latest ring tones.  AIRCEL SMS CHART/CRUSH Find like-minded people and have a good time charting with them.

 AIRCEL VOICE MAIL BOX At times when you are really busy. as they would require just dialing a particular short code 55456 and getting into the voice portal.  AIRCEL HEALTHY LIVING TIPS Now stay healthy with healthy living tips from Aircel. The subscriber has to just "Speak Out' the service. Idea value added services Voice call services Say Idea 55456 This portal provides subscribers an ease of use.  ITS CRICKET TIME To keep Aircel customers upbeat and updated about the cricket around the world. and will get .ticklers from Aircel. AIRCEL SEARCH YOUR FAVORITE RINGTONE Finding your favorite ring tone has never been easy.  AIRCL JOKES Laugh away the whole day with these rib.  AIRCEL DICTIONARY Do not know the meaning of a word? Don t worry! Now Aircel will provide you with meanings for all your works. you may not want to answer to your phone.  AIRCEL SAVE YOUR CONTACTS Now never lose touch with your best friends.

Live astrology 55315 Just call 55315 from your Idea Mobile and CHAT with LIVE astrologer @ Rs. you can now book movie tickets. My Friend Idea 55365 . Book movie tickets or book airline tickets. 9.A subscriber can access a wide range of services including: Idea Music Zone 53030 Get more masti & more Music through new Voice Portal 53030 Not only this. Dial 530305 at Rs6.per min.connected to the service. now you can find people of your choice and be friend with them. a subscriber can call our Dialler Tone portal 554561 and select the song/tone of their choice.00/. Dialer Toner 554561 Dialer tones enable subscribers to make their callers listen to their favorite song every time they call.55694 With the help of voice chat. airline tickets & also get flowers delivered for your loved ones thru Idea M-commerce application on voice "530305" Love zone Just Dial 530305 & you will be able to get flowers delivered to your loved ones. To subscribe to the service.99/min & get the following services Voice chat.

problems and queries with trained counselors who are available only a phone call away. which allows you to access Internet websites and information portals on your mobile. . This service keeps you informed about the incoming calls you have missed when your phone was switched off or your phone was not reachable as you were out of coverage area. Global SMS The product will facilitate sending and receiving SMS to 500+ from GSM/TDMA/CDMA networks across the world via a superior technological single connectivity. GPRS Idea's 3G compatible networks support General Packet Radio Service (GPRS). for a fixed price of 75 paisa per minute. Cricket Scores This service is predominantly for Cricket fans who wants to stay connected to CRICKET UPDATES -ALWAYS! Missed Call Information Missed Call Alert. anywhere in India. Vodafone value-added services Voice SMS : Any Vodafone customer can send a Voice SMS message to a mobile subscriber. The Voice SMS service is available to both prepaid and postpaid subscribers.My Friend Idea' is a service available to customers when they need to discuss their thoughts.

Football updates: For general football updates simply SMS FOOTBALL to 111. Vodafone mobile recharge:Now you don t have to go to the shop. Astro Pack. . Flight booking: Vodafone in association with Flight raja introduces flight bookings with the best deals on airfares. Home Remedies. Phonebook Back-Up and Missed call update.24 hrs). Business and economy alerts: Dial *123*10# and catch the latest in the world of finance on your Vodafone Mobile phone. So you can book your next flight directly by SMS and forget the hassle of chasing travel agents and flight schedules forever. Choose the movie. the multiplex. You can recharge your prepaid phone online. Whether it s statistics or trivia our range of Business and economy alerts will be the first to inform you. Beauty Alerts. ticket class and number of tickets.123 IVR (Interactive Voice Response) Vodafone customers can dial 123 and listen to information on various value added services offered by Vodafone such as Caller Tunes. Mobile Box Office: You can call 56700 on your Vodafone mobile phone and listen to dialogues or the synopsis of the movie. Buy movie tickets: Call 53333 (toll free) and confirm your location. songs and trivia Rs 10/movie (Ticket validity .

Just Say the name of the song or movie you want to set your Call me tune. Tata docomo value-added services Call me tunes: Call me tunes service that lets you play music for people who call you.Devotional alerts : SMS Get shlokas in Hindi and their translations delivered straight to your inbox on your Vodafone mobile phone everyday. Live Chat Service: The service will take care of all postpaid & prepaid queries/ requests & complaints through live Chat option 24x7. . To choose your Call me tune Dial 543215. Live cricket commentary: To avail live cricket commentary you have to dial 54321103. Further more. To subscribe to Gita Alerts just SMS ACT GITA HIN to 55677 (toll free). as well as social networking sites and Internet browsing. the customers post chatting with the company representative. 24 Hr music: Keep your music addicted brain satisfied by dialing 543213 @2paise/sec. can also fill in a feedback form to help Tata DOCOMO consistently evolve the service. BlackBerry Internet Service: BlackBerry Internet Service offers access to e-mail and instant messaging.

The . Astrology: You can know about your future by dialing 54321217 @2 paise/second. all you have to do is to listen. write on walls/post messages. Market share of Indian major telecom companies The Indian telecom sector is characterized by stiff competition among 10 national level players and two government owned firms. Vu clip: Now you can watch. Jokes: Now get newer and funnier jokes y6 dialing 54321214 @2paise/second. Indian telecom sector is attractive. make new friends. recommend and share your favorite video clips in your video enabled phone.News updates: 54321211: if you don t have the time to read the newspapers then it will read the newspapers. send scraps. Social networking: You can access Facebook and Ibibo and update your account. Ringtone club: Browse through the list of ring tones and preview them before downloading by downloading 54321216. In spite of a difficult pricing environment.

India is third biggest telecom market in the world. The mobile telecom market is forecast to grow at a compound annual growth rate of around 15 per cent between 2009-10 and 2013-14.key reason is vast population of India of over 1 Billion which makes it as one of the biggest telecom market in the world. The Indian telecom industry continued to grow even when most other sectors grappled with a demand slowdown. The report also indicates that the advance of services such as Internet Protocol television (IPTV) and 3G are fuelling the growth of the Indian telecom sector.49mn 73. with 3G auctions held on February 13. The year 2009. After USA and China. The year 2009 saw telecom players shift from per minute billing to per second billing. Operator Airtel Vodafone Reliance Idea No of subscriber(mn) 161. saw the Indian telecom sector add 170 million phone connections to take the total subscriber base to 550 million.04mn 120. the telecom sector has been a major enabler of economic growth. Studies have shown that in India. 2010 is expected to set in motion the quick adoption of 3G-enabled handsets.81mn Market share 24% 18% 19% 11% . Additionally.78mn 127.

BSNL Tata Aircel Others

87.23mn 60.39mn 33.55mn 6.71mn

13% 9% 5% 1%

As on March 31, 2010

Market share of CDMA service providers CDMA service provider Reliance Tata Tele service BSNL MTNL HFCL Market share in % 55.15 35.89 7.95 0.45 0.34

Shyam Tele link

0.22

MARKET SHARE OF CDMA SERVICE PROVIDER
0.45 7.95 35.89 0.34 0.22 RELIANCE TATA TELE SERVICE 55.15 BSNL MTNL HFCL SHYAM TELE LINK

From the above table we can infer that airtel is the market leader as it has 24% of market share. Reliance infocomm is the market challenger as it has second highest market share i.e 19%. Vodafone is the market follower as it has third highest number of market share i.e 18%.BSNL is standing 4th having customer base of 87.23 mn and IDEA stands 5th having the customer base of 73.81 mn.

Revenue Analysis
Due to stiff competition and in a bid to retain existing customers, Telecom player has slashed down tariff significantly. Now most of the firms are offering per second billing which will further put pressure on margins. There is good growth in subscriber base (around 10.5%) but

overall revenue per subscriber is falling. In spite of modest increase in subscriber base, tariffs is going down in a bid to match prices offered by GSM players for various services. Over all there is a positive growth in SMS segment but it is because most of the key CDMA players are offering free SMS services to their customers. Revenue of telecom companies Company Airtel Vodafone Reliance Idea Bsnl Tata tele services Aircel Sales 32791.86 41719 35609.66 11850.24 32966 3749.43 612.23 Net profit 9426.15 1435.50 2586.45 1053.66 575 1941.68 257.95

Chapter-III (Company / Product Profile) y Concerned Industry Scenario y Current Profile of the Company / (Company Name): An Overview .

In 1985. two wholly government-owned companies were created: the Videsh Sanchar Nigam Limited (VSNL) for international telecommunications and Mahanagar Telephone Nigam Limited (MTNL) for service in metropolitan areas. The state operators (BSNL and MTNL). while the CDMA sector is dominated by Reliance and Tata Indicom. Vodafone. . Fixed line services consist of basic services. Department of Telecommunications (DOT) was established. Cellular services can be further divided into two categories: Global System for Mobile Communications (GSM) and Code Division Multiple Access (CDMA). and Idea Cellular. The GSM sector is dominated by Airtel.INDIAN TELECOM SECTOR The first wind of reforms in telecommunications sector began to flow in 1980s when the private sector was allowed in telecommunications equipment manufacturing. Telecommunication sector in India can be divided into two segments: Fixed Service Provider (FSPs). It was an exclusive provider of domestic and long-distance service that would be its own regulator (separate from the postal system). account for almost 90 per cent of revenues from basic services. In 1986. national or domestic long distance and international long distance services. and Cellular Services.

with a market capitalization of Rs. It has a business presence that extends to over 20000 towns and 4.000 crores (US$ 81 billion). the reliance ADA Group touches the life of 1 in 10 Indians every single day.Anil Dhirubhai Ambani group.5 lakhs villages in India. CONCEPT OF RELIANCE COMMUNICATION Anil Ambani: Telecom person of the year 2007 His marketing strategy has made millions of Indians happy. and a shareholder base of over 12 million. the largest in India.). Across different companies. The interest of the Group range from communications(Reliance Communication) and financial services (Reliance Capital Ltd. and net worth to the tune of Rs.ABOUT THE GROUP Reliance. infrastructure and entertainment. the group has a customer base of over 100 million. among the largest in the world. transmission and distribution of power (Reliance Energy). an offshoot of the Reliance Group founded by Shri Dhirubhai H Ambani (1932-2002). met in Delhi in June to choose the . 325. they got the best mobile tariffs in the world NEW DELHI. and 5 continents across world. Through its product and services. INDIA: When the VOICE&DATA jury.000 crores(US$ 14 billion). comprising eminent professionals from the telecom field. 55. to generation. is among India s top three private sector business houses on all major financial parameters.

The list now had two names-both CEOs of two well-known companies. The same association with politicos gave him negative returns too when the Mayawati Government in Uttar Pradesh put a spanner on his ambitious plans to build a 1. The jury had to select one from three CEOs. . What they did not remember was how the family had served its millions of shareholders. Following a five-hour closely held. Ambani chose to resign voluntarily on March 25. Policies in India are made in line with Ambani's vision. hotly debated discussion.200-acre SEZ. Among the three. Forbes ranked him number 104 among the World's Richest People in 2006. Apart from that telecom needs a serviceoriented mindset. as its prior expertise lay in commodities-textiles and petrochemicals-business only. the name was announced: Anil Dhirubhai Ambani. 2006. who had made it to the final list through nominations from the industry and the initial scrutiny. the five-hour selection process was steamy. one of the main contenders was a young CEO. chairman of Reliance Communications. Anil Ambani joined Reliance Industries (currently promoted by his brother Mukesh Ambani. as an independent member. The pivotal difference between the two: one is an entrepreneur and the other is not so popular. The Ambani family faced criticism when it announced its ambitious plans to build a countrywide telecom network. critics felt. His business acumen and closeness to politicians assisted him in making it to the Rajya Sabha in June 2004.Telecom Person of the Year 2007. The reason was obvious: The telecom sector is growing faster than any other segment and naturally their CEOs have a lot to crow about. following their split) in 1983 as co-chief executive officer. says an industry expert. as his credit is shared among a number of his big daddies. The jury decided that he should come back next year to try and win the coveted award.

How did Ambani become the VOICE&DATA Telecom Person of the Year 2007? What are his personal and organizational achievements in the recent past? His path-breaking marketing strategy that was put in by the strongest team of telecom professionals the country has ever seen has made millions of Indians happy as they got the best mobile tariffs in the world.Media sees his aggression when he announces financial results for the Reliance ADA group of companies. who has already contributed immensely to the financial reforms of the country.000 crore to expand and strengthen network coverage . a local call now costs a mere 15 paise per minute. a local call cost Rs 16 per minute. When he meets the press.200 crore buyout of Yipes Holdings. an STD Rs 50. after indirectly jacking up the valuation.000. Global telecom forces will also shortly start feeling the heat. and a call to the US costs less than Rs 2 per minute.000 new mobile customers and Reliance Communications over 4. The presence of Reliance Communications is making the competition in India panicky. His negotiations with the Qualcomm chief are also a folk theory now. He also remembers to call select journalists by name. With Reliance Communication¶s pioneering price initiative. he gave up in the race to grab Hutchison Essar stake. he has answers to all their questions. Ambani has also recently announced his Rs 1. Achiever's Pride  Undertook financial restructuring of Reliance communications  To spend Rs 16. STD 40 paise. When mobile telephony first began in India. The aggression resulted to adding to his already swollen kitty. and when he attends the annual general meetings and faces questions from shareholders. To merchant bankers he. May be because of his expertise. Every hour India will be adding around 20. and a call to the US Rs 100 per minute. is one of the financial wizards of the world.

registering 60% growth  Total Revenue shot up to Rs 14.  Market capitalization crossed Rs 100.  Will add 23. . After expansion.728 crore .468 crore. an increase of 34%  Net Profit rises to Rs 3.144 crore .  Broadband achieved revenue growth of 123% to Rs 1.000 towns and 600.163 crore.000 villages  Next generation DTH network has been launched end of the year .000 crore . an increase of over 600%  Revenues of the wireless business increased by 46% to Rs 10.000 more towers  Telecom services will be available in over 23. Reliance Communications will have the single largest wireless network in the world  Launched the lowest-cost classic brand handset at Rs 777  Subscriber base grew to over 28 mn during last fiscal.

the company went public. Three years later. a technical team from the World Bank recognised the Naroda mill as one of the best composite textile mills in India and certified it as excellent even by developed country standards . In 1975. he had to drop out of school early. participation in the Indian capital markets was largely limited to a small but influential elite which dabbled in a handful of stocks. Dhirubhai heerachand Ambani [The founder of the company] The second son of a school teacher. In 1949. which he later realized with his petrochemicals venture. Dhirubhai was born in 1932 in the village of Chorwad in Gujarat in circumstances that can best be described as modest. At the time of the Reliance Textiles IPO. The great majority of India s middle class . In 1962. Dhirubhai identified an emerging opportunity in yarn trading and shifted to the new business. A couple of years later. It was here that he dreamed of setting up and owning a refinery. at the age of 17. and worked as a dispatch clerk for A. In 1966. the company became a distributor for Shell products and Dhirubhai was promoted to manage the company s oil-filling station at the port of Aden. Gujarat. a spice trading company named Reliance Commercial Corporation. Driven by hardship and want. he went to Aden (now Yemen) in search of opportunity. He returned to India in 1958 to launch his first business venture. he purchased land in Naroda. he changed the name of his company to Reliance Textile Industries Limited. to set up a textile mill.COMPANY PROFILE About Sh.In 1977. Besse & Co.

was as daring as it was unprecedented. In the early 80s. In 1991. and faith. the Reliance AGM held in Cross Maidan. in what was then a small. By the mid-80s. In the event. But Dhirubhai was never one to rest on his laurels. Typically held in large public arenas.000 stockholders a record in India s corporate history. At the . Dhirubhai had become something of a living legend. the Reliance AGM became a day to remember in the annual corporate calendar of India . was attended by as many as 30. Dhirubhai managed to convince a sufficiently large number of skeptical middle class investors to put their money. widely hailed by peers and critics alike as one of the greatest corporate visionaries in the history of post-Independent India. relatively unknown company. Against all odds. Under Dhirubhai s charismatic leadership. In 1986. Mumbai. The Reliance IPO was an unlikely success.chose to stay away. for the manufacture of petrochemicals the next link in the backward integration chain. he set up Reliance Hazira. The subsequent growth and success of Reliance and its philosophy of generously rewarding shareholders rapidly gave Dhirubhai an iconic status in the Indian financial markets. he had taken the first important step in strategic backward integration for Reliance with the commissioning of the Patalganga plant which initially manufactured polyester filament yarn and polyester staple fiber. the Annual General Meetings (AGM) of Reliance took on the character of large public spectacles. Dhirubhai s decision to prefer the capital markets overbanks as the primary source of funding for his ambitious expansion plans. and attended by thousands of adoring shareholders.

His ultimate ambition: To make the cost of a phone call cheaper than that of a post card. Jamnagar in Gujarat was to have an annual capacity of 27 million tones.Today. Dhirubhai left for his heavenly abode on July 6. and propel India into the digital age. by far. Reliance commissioned the Jamnagar facility in 1999. Meanwhile. Reliance Communications is India s largest information and communications services provider with over 20 million subscribers.time. 2002 . Dhirubhai had firmed up plans of setting up a massive grassroots refinery the next big leap in his overall strategic roadmap for Reliance. and offers the full range of integrated telecom services at prices that are. complete with a dedicated port and a captive supply of power. He wanted Reliance to spearhead a communications revolution that would dramatically cut down the cost of connectivity. including a massive cyclone that flattened the project site mid-way through construction. but also set up at a cost that was significantly lower than the prevailing global benchmark for a project of such magnitude. It was one of Dhirubhai s great dreams in life to see ordinary Indians enjoy the enormous economic benefits of being able to access affordable yet world class telecommunications infrastructure. the lowest anywhere in the world. It was a fully integrated refinery. Reliance Hazira represented the single largest investment made by a private sector group in India at a single location. In the face of formidable challenges. Conceived as the world s largest grassroots refinery at the time. The refinery was not only commissioned ahead of schedule. It was therefore entirely logical for Reliance to enter the telecommunications space when the sector was opened up for private participation in the 1990s.

Sri Anil D Ambani. He is also the chairman of the board of govemors of Dhirubhai Ambani Institute of Information and Communication technology. Gandhi Nagar.He directed Reliance Industries in its efforts to raise over US$ 2 billion. USA Central Advisory Committee. Indian Institute of Management. He is a member of: Wharton Board of Overseers. Till recently he also held the post of vice chairman and managing director of Reliance Industries Limited [RIL] India s largest private sector enterprise. Central Electricity Regulatory Commission. y Board of Governors. Reliance Capital. Anil D Ambani joined reliance in 1983 as Co-Chief Executive Offer. convertibles and bonds. is the chairman of all listed companies of the reliance ADA Group. He also steered the 100-year Yankee bond issue for the company in January 1997. and was centrally involved in every aspect of the company s management over the next 22 years. 48. He is credited with having pioneered a number of path-breaking financial innovations in the Indian. Reliance Energy and Reliance Natural Resources. Gujarat. Starting in 1991. namely Reliance communication. He spearheaded the country s first forays into the overseas capital markets with international public offerings of global depositary receipts. the Wharton School. Ahmadabad . Capital markets.CHAIRMAN PROFILE Regarded as one of the foremost corporate leader in the contemporary India.

P. he was elected for a six-year term as an independent member of the Rajya Sabha.Board of Governors Indian Institute of Technology. October 2002 Awarded the First Wharton Indian Alumni Award by the Wharton India Economic Forum (WIEF) in recognition of his contribution to the establishment of Reliance as a global leader in many of its business areas. Upper House of India s Parliament a position he chose to resign voluntarily on March 25. AMBANI . 2006. BOARD OF DIRECTORS o SHRI ANIL D.PURWAR . June1999. J RAMACHANDRAN o SHRI S. December 2001 Selected by Asia week magazine for its list of Leaders of the Millennium in Business and Finance and was introduced as the only new hero in Business and Finance from India. TALWAR o SHRI DEEPAK SHOURIE o SHRI A. Kanpur in June 2004. 2004 Conferred The Entrepreneur of the Decade Award by the Bombay Management Association.K. Awards and Achievements: Conferred the CEO of the Year 2004 in the Platts Global Energy awards rated as one of India s Most Admired CEOs for the sixth consecutive year in the Business Barons TNS Mode opinion poll.CHAIRMAN o PROF.

Chapter-IV (Data Analysis and Interpretation) .

2. 38% are female and 62% are male . MALE 31 FEMALE 19 Gender 19. 38% 31. Please indicate to which age group you belong? AGE GROUP 15-20 20-25 25-30 3O < RESPONDENT 10 18 14 8 . 62% male female INTERPRETATION According to this survey I found that out of 50 respondents . In the questionnaire the respondents are asked to mark the gender to which they belong.Data analysis and Interpretation 1.

10 users are between 15-20 . 3. Occupation of the respondent.18 16 14 12 10 8 6 4 2 0 15-20 20-25 25-30 30 < 10 18 14 8 Series 3 Column1 Series 1 According to this survey I found that out of 50 respondents. OCCUPATION Student Government servant Private sector Business man unemployed NO OF RESPONDENT 16 8 12 9 5 . and 8 users are above 30 years old. 18 are between 20-25 .14 in between 25-30.

4.250 250 . 9 from business man and 5 are unemployed who are the user of different telecom company. How much you generally pay for a month.550 550 < no of respondent 5 10 19 100-250 250-400 13 400-550 550 < . 12 from private sector . NO OF RESPONDENT 19 13 10 8 MONTHLY PAYMENT 100 .NO OFRESPONDENT 18 16 14 12 10 8 6 4 2 0 Student Government Private sector Business man Unemployed servant NO OFRESPONDENT According to this survey I found that out of 50 respondent 16 are student. 8 are government servant.400 400 .

5. 10 have 400-550 and lastly 5 respondents have the mobile expenditure more than 550.13 respondents came under Rs 250-400. 24% GSM CDMA 38. Which type of user are you? PREPAID 39 POSTPAID 11 . 6. 76% According to the survey out of 50 respondent 76% are the user of GSM and 24% are the CDMA user. Which mobile service do you have? GSM 38 CDMA 12 Sales 12.According to this survey I found that the monthly telephone expenditure of 19 respondents came under Rs 100-250.

5 3 2.5 2 1.5 0 Category 1 Category 2 Category 3 Category 4 Series 3 Series 2 Series 1 From the above table we can interpret that 39 respondents are the prepaid user and 11respondent are the postpaid user. 7. Which service provider do you use? Company name Airtel Vodafone Reliance Idea Bsnl Tattele services Aircel Respondents 11 7 9 6 9 3 5 .5 4.5 4 3.5 1 0.

12 10 8 6 4 2 0 airtel vodafone reliance idea bsnl tata tele services aircel Series 1 Column1 Column2 From the above graph we can interpret that 11 are the user of Airtel. what made you to go for this mobile service provider? Number of respondent 12 5 11 7 15 Source of influence advertisement Family nad friends Dealer Feel good Offer . 9 are of reliance.7 are ofvodafone. 3 are of Tata tele service and 5 are of aircel.6 are of idea. Here airtel is used by highest number of respondent. 8.9 are of Bsnl.

5 are attracted by family me. 11 are attracted by dealers. 7 thought that the company is good and 15 are attracted by the offers given by the companies.mbers and friends. Customer satisfaction with the current telecom service which he/she have taken? Customer satisfaction level Hghly satisfied Satisfied Average Dissatisfied Highly dis-satisfied Number of respondent 5 13 18 9 5 .16 14 12 10 8 6 4 2 0 Column3 Column1 Column2 From the above graph it can is interpreted that 12 are attracted by advertisements. 9 .

10 . 18 people are neither satisfied nor dis-satisfied. 9 users are dis-satisfied and 5 people are highly dis-satisfied with the service provided by the company. Reason for dissatisfaction .13 respondents are satisfied.Sales 5 9 13 5 highly satisfied satisfied average dissatisfied 18 highly dissatisfied From the above graph it can be interpreted that out of 50 respondents 5 are highly satisfied. Reasons for dis-satisfaction Poor customer service High tarrif plan Over billing Poor network Number of respondent 2 4 2 6 .

4 are dissatisfied with high tariff plan. 11.6 5 4 3 2 1 0 poor customer service high tarrif plan over billing poor network Series 1 Column1 Column2 From the above graph it can be interpreted that 2 respondents are dissatisfied with poor customer service.Are you interested to accept any other service.2 are dissatisfied with over billing and 6 are dissatisfied with poor network. Willingness to accept other service yes no Number of respondent 35 15 Series 1 15 yes no 35 .

5 are willing to idea. 7 are willing to reliance.3 are willing to Tataindicom and 4 are willing to switch to Aircel. Which company connection you will prefer at next time? Respondents 13 6 7 5 12 3 4 Preference at next time Airtel Vodafone Reliance Idea Bsnl Tata indicom Aircel Series 1 4 3 13 airtel vodafone reliance 12 6 idea bsnl tataindicom aircel 5 7 From the above chart it can be interpreted that13 are willing to switch to airtel. 12 are willing to Bsnl.6 are willing to Vodafone. .From the above chart it is interpreted that 35 respondents are not willing to accept any other service provider s product but 15 are willing to accept the service of other company. 12 .

Rate the following Service Provider as per your preference. 10 rate bad and 3 rate as very bad. 14.13. 16 rate good . Name of the service provider Airtel Vodafone Reliance Idea Bsnl Tata indicom Aircel Respondent 11 7 9 6 10 3 4 . 12 rate average. How do you rate Reliance with competitors? Feed back of reliance Very good Good Average Bad Very bad Respondents 9 16 12 10 3 16 14 12 10 8 6 4 2 0 very good good average bad very bad Column2 Column1 Series 1 Here it can be interpreted that 9 respondents rate reliance infocomm as very good.

10 voted for Bsnl .12 10 8 6 4 2 0 airtel vodafone reliance idea BSNL tata indicom aircel Column2 Column1 respondent According to the survey it can be interpreted that 11 respondents voted for airtel.3 vote for Tata indicom and 4 voted for Aircel. 6 voted for idea. 7 voted for Vodafone. 9 voted for reliance. .

Chapter-V (Summary and Conclusion) y Major Findings y Suggestions y Conclusion .

After USA and China. The year 2009 saw telecom players shift from per minute billing to per second billing. Due to huge competition the customer is now getting more value added services than before. the telecom sector has been a major enabler of economic growth. y There are 10 major players in Indian telecom industry. y Studies have shown that in India.28mn. The customers has increased from 427 mn to 671 mn and it is forecasted that it will increase to 900 mn in the year 2012. India is third biggest telecom market in the world. Indian telecom sector is attractive. y In spite of a difficult pricing environment.Reliance is the market challenger having the market share of 19% and customer base of 127.Major findings y The telecom industry is growing at a faster rate.04mn. y From the major players Bharti airtel is the market leader having 24% of market share and the customer base of 160. .49mn and Vodafone is the market challenger having the market share of 18% and customer base of 120. The key reason is vast population of India of over 1 Billion which makes it as one of the biggest telecom market in the world.

o It has to adapt new technologies and come of with new and innovative product and services so that it can attract the attention of the customer. o It should make its all schemes known to the customers. y Airtel has highest profit margin of 9426. o Regular feedback of the sales promotion schemes launched should be taken seriously by management.15 crores and Reliance Infocomm has second highest profit margin of 2586.y In the case of CDMA service provider Reliance is the market leader having a market share of 55. o Proper objectives of the sales promotion program should be established like whether the promotional schemes are launched to created a trail among the non-user or attract new customers. .15 mn and Tata tele services is the market challenger having the market share of 38. SUGGESTION o Reliance communication has to provide better customer service and more value to the customer so that it can gain competitive advantage over its competitors.59mn. y It was found that Reliance Infocomm has longest network amongst all the telecom service provider. o To increase its market share it has to target the rural customers as they are not targeted by most of of the telecom companies. o Sales force should be motivated to be whole-hearted involved implementing the schemes .45 crores.

. additionally. switching cost for a consumer is almost zero (by virtue of MNP). So far subscriber growth has been impressive and stood at 671M in April 2010 quarter. stiff competition and lower tariffs. there are not much differentiator exists among current players. In spite of good growth. o The sales promotion schemes should be regularly updated keeping in tune with the present trend. But before that happens. I believe that it will cross 900M by 2012 and thus represents a huge revenue potential for existing players.o Equal attention should be given on customer and trade promotion programmers. o Comparative sales promotion schemes should be maintained keeping in view other competitors. Lower tariff has already impacted profit growth of key telecom firms and resulted in negative growth in Arpu. Conclusion o I believe telecom market will enjoy good growth rate owing to lower teledensity. Indian consumer will continue using its buying power to choose service provider and enjoy excellent services at lowest possible tariff plan. I believe that soon Indian telecom industry will enter in to consolidation phase which should result in lower number of players in the market.

Annexure y Bibliography y Sample copy of Questionnaire .

com Google search Yahoo search BOOKSwww.)MARKETING MANAGEMENT.relaincecommunication.com www.trai.telecommindia.com www.com KOTLER.bseindia.NEWDELHI QUESTIONNAIRE .com www.gov. phillip(2004.BIBLIOGRAPHY INTERNET SITES www.com www.relainceworld.bseindia.inwww.bseindia.

Anurag Parida. FORTUNE TOWER. needs your kind operation. Servant o private sector o Business man o Unemployed How much you generally pay for a month.please give your honest opinion on the following question. therefore. designed by AICTE. This is a part of our course curriculum. BBSR. Please indicate whether you are: o Male o Female 2. 4. Direction: . I. undergoing the summer training project on the topic ³comparative analysis of telecom industry with special reference to Reliance infocomm´ in reliance world. o Student o Govt.550 o 550 < 3. Please indicate to which age group you belong? o 15 .25 o 25 . 5.250 o 250 .Questionnaire on sales and promotional activities Sir/ Madam I. 1.30 o 30 < Occupation of the respondent. Which mobile service do you have? o GSM o CDMA .400 o 400 . o 100 .20 o 20 .

Reason for dissatisfaction. o poor customer service . what made you to go for this mobile service provider? o o o o o Advertisement Family and friends Dealer Feel good Offer 9. Are you satisfied with the current telecom service which you have taken? o o o o o highly satisfied Satisfied Average Dissatisfied Highly dissatisfied 10 . Which service provider do you use? o o o o o o o BSNL AIRTEL RELIANCE AIRCEL VODAFONE IDEA TATA INDICOM 8. Which type of user are you? o Prepaid o Postpaid 7 .6.

Would you subscribe to services of other providers in case you get better services? o Yes o No 12 . How do you rate us with competitors? o Very good o Good o Average o Bad o Very bad 14.o High tariff plan o Over billing o Poor network 11 . Which company connection you will prefer at next time? o o o o o o o BSNL Airtel Reliance Infocomm Aircel Vodafone Idea Tata Tele services 13. Rate the following Service Provider as per your preference: .

BSNL Airtel Reliance Infocomm Aircel Vodafone Idea Tata Tele services Advice to reliance communication.o o o o o o o 15. --------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- Signature of customer Thank you .

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