Professional Documents
Culture Documents
Submitted by :
JAYDEEP SAIKIA
PUJA NATH
SATISH SHAH
PURABI BHAISYA
HRISHIKESH DAS
SANGEETA BORA
IDUL ALI
ANKITA SAIKIA
MAMITA LAHKAR
(Session 2009-11)
PREFACE
The entire study is carried out exclusively for AIRCEL LIMITED, and
in very systematic manner and hoping that the findings and
recommendations will go a long way to help the organization.
ACKNOWLEDGEMENT
JAYDEEP SAIKIA
PUJA NATH
SATISH SHAH
PURABI BHAISYA
HRISHIKESH DAS
SANGEETA BORA
IDUL ALI
ANKITA SAIKIA
MOUSMI MAHANTA
MAMITA LAHKAR
EXECUTIVE SUMMARY
Management.
PRIMARY OBJECTIVE
SECONDARY OBJECTIVES
CHAPTER-1
INTRODUCTION
COMPANY PROFILE
CHAPTER-2
CHAPTER-3
RESEARCH METHODOLOGIES
CHAPTER-4
PRELIMINIARY STUDY
QUESTIONNAIRIE DESIGN
SAMPLING PLAN
CHAPTER-5
FINDINGS AT A GLANCE
CHAPTER-7
SWOT ANALYSIS
CHAPTER-8
RECOMMENDATION
CONCLUSION
ANNEXURE
SCHEDULE
SELECTED BIBLIOGRAPHY
CHAPTER 1
INTRODUCTION
TELECOM SECTOR
THE COMPANY PROFILE
Over the last 3 years, two out of every three new telephone
connections were wireless. Consequently, wireless now accounts for
54.6% of the total telephone subscriber base, as compared to only
40% in 2003. Wireless subscriber growth is expected to grow at 2.5
million new subscribers every month in 2007. The wireless subscriber
base skyrocketed from 33.69 million in 2004 to 62.57 million in FY
2004 -2005. The wireless technologies currently in use ' Indian
Telecom Industry ' are Global System for Mobile Communications
(GSM) and Code Division Multiple Access (CDMA). There are primarily
9 GSM and 5 CDMA operators providing mobile services in 19
telecommunication circles and 4 metro cities, covering more than
2000 towns across the country. And the numbers are still growing for '
Indian Telecom Industry '. ' Telecom Industry in India ' is
regulated by 'Telecom Regulatory Authority of India' (TRAI). It has
earned good reputation for transparency and competence. Three
types of players exists in ' Telecom Industry India ' community -
The ' Indian Telecom Industry ' services is not confined to basic
telephone but it also extends to internet, broadband (both wireless
and fixed), cable TV, SMS, IPTV, soft switches etc. The bottlenecks for
' Indian Telecom Industry ' are:
Aircel has won many awards for its services. Aircel was honored at the
World Brand Congress 2009 with three awards, Brand Leadership in
Telecom, and Marketing Campaign & Marketing Professional of the
Year. Aircel was honored by CMAI INFOCOM National Telecom Award
2009 for, ‘Excellence in Marketing of New Telecom Service’. Aircel had
been selected as the best regional operator in 2008 by Tele.net. Aircel
was rated as the top mid-size utility company in Business World’s ‘List
of Best Mid-Size Companies’ in 2007. Aircel got the highest rating for
overall customer satisfaction and network quality in 2006 by Voice
and Data.
PRIMARY OBJECTIVE
SECONDARY OBJECTIVE
RESEARCH METHODOLOGY
RESEARCH METHODOLOGY
Data source
Research instrument
Chapter-4
Preliminary study
Schedule Design
Data Collection
Sampling Plan
Limitation & Scope
Preliminary Study
Schedule Design
Primary Data are collected with the help of pre-framed schedule for
retailers. Schedule was framed with information need in as per study
objectives. The schedule contains both open ended & close ended
questions. Questions with multiple choice answers etc. were also used
in the schedule. Efforts were made to keep the schedule simple and
precise.
The data collected from the retail shops were analyzed using different
statistical tools and techniques, each of the questions were analyzed
to find out the required information.
Sampling Plan
LIMITATIONS:
The major constraint was the time factor, as the study has
to be finished under a stipulated time period.
Lack of interest on the part of the respondents and
unenthusiastic response may allow biasness to creep in the
project.
This being an academic study may suffer from cost & time
constraints.
SCOPE
The company can also receive a brief idea regarding their strengths
weaknesses, threats& opportunities & also the strengths & weakness
of their competitors. Ultimately the company will be benefited in
making their strategies & policies accordingly and in improving the
performances by taking the right decisions at the right time.
From the survey it was came to known that most of the retailers and
customers prefers AIRCEL for its better service and at the same time
some telecom operators like RELIANCE, VODAFONE, AIRTEL etc.. are
rising as the strong competitors of AIRCEL
Chapter-5
This is the analysis of the Schedule which was given to the retailers in
the selected areas of Guwahati.
The purpose of this question is to find out the TELECOM OPERATORS with
which various retailers are associated.
NO OF
RETAILERS
ASSOCIATED
SL NO INDUSTRY WITH
1 AIRCEL 390
2 AIRTEL 380
3 VODAFONE 300
4 RELIANCE 400
5 TATA INDICOM 230
6 IDEA 280
7 BSNL 290
TOTAL 2270
Interpretation:
This has been seen that out of 440 retailers all 400 are associated with Reliance within
the areas surveyed, while Tata Indicom has associated with 230 numbers of retailers.
Q2. HOW LONG HAVE YOU BEEN IN THIS TELECOM RETAIL BUSINESS ?
NO OF
RETAILE
SL NO PERIOD RS
1 0 TO 1 YEAR 50
2 1 TO 2 YEARS 80
3 2 TO 3 YEARS 80
4 3 TO 4 YEARS 110
4 YEARS AND
5 ABOVE 120
TOTAL 440
Interpretation:
It is observed that maximum numbers (120) of the retailers are having 4 year and above experience and
minimum numbers (50) are newly associated having 0 to 1 year experience.
This question tries to find out the TOTAL NUMBER OF MONTHLY CONNECTIONS given
by the various retailers in the areas surveyed.
For the purpose of analysis, the TOTAL NUMBER OF MONTHLY CONNECTIONS given by
various retailers is grouped as follows, based on the results of the survey.
This list EXCLUDES those retailers who provide ONLY RECHARGE VOUCHERS (RCVs) and DO
NOT give any connections(prepaid or postpaid) .
0 TO 100 283 76 %
100 TO 200 70 19 %
200 TO 300 14 4%
0 TO 100
100 TO 200
200 TO 300
300 TO 40O & Above
0 TO
100, 76%
The object of this question is to find out the TOTAL NUMBER OF MONTHLY
CONNECTIONS ( prepaid and postpaid ) given by the retailers , OPERATOR-WISE. It
EXCLUDES those retailers who give only RECHARGE VOUCHERS (RCVs) i.e. those
retailers who DO NOT GIVE CONNECTIONS.
%
SL NO INDUSTRY SHARE
1 AIRCEL 22%
2 AIRTEL 21%
3 VODAFONE 6%
4 RELIANCE 33%
5 TATA INDICOM 7%
6 IDEA 9%
7 BSNL 3%
TOTAL 100.00%
Interpretation :
From this question it is found that maximum number of retailers(33%) has share with
RELIANCE and minimum number of retailer’s has share (3%) with BSNL.
This question intends to find out the number of PREPAID AND POSTPAID
CONNECTIONS given by the retailers respectively, for each of the TELECOM
OPERATORS. It EXCLUDES those retailers who give only RECHARGE VOUCHERS
(RCVs) i.e. those retailers who DO NOT GIVE CONNECTIONS.
MONTHLY
PREPAID POSTPAID
AIRCEL 2430 600
AIRTEL 2230 383
VODAFONE 630 405
RELIANCE 3400 1514
TATA INDECOM 800 250
IDEA 1000 285
BSNL 320 538
TOTAL 10810 3975
Interpretation :
IT IS SEEN THAT AMONGST THE PREPAID CONNECTIONS, RELIANCE HAS THE
HIGHEST SHARE (3400), WITH THE LOWEST SHARE BEING THAT OF TATA
INDICOM (320).
This question intends to find out whether retailers are engaged in selling
RECHARGE VOUCHERS ( RCVs) ONLY or they are interested in giving
CONNECTIONS AS WELL
REMARKS NO OF RETAILERS
YES 387
NO 53
TOTAL 440
Interpretation :
IT IS OBSERVED THAT FEW RETAILERS (53) ARE GIVING ONLY RCVs.
This question tries to find out whether the retailers are engaged in the
collection of POSTPAID BILLS of any telecom operator / (s).
REMARKS NO OF RETAILERS
YES 115
NO 325
TOTAL 440
Interpretation :
THUS IT IS SEEN THAT ONLY FEW RETAILERS (115) ARE ENGAGED IN POSTPAID
BILL COLLECTION. MOST OF THE RETAILERS (325) IN THE SURVEYED AREAS
ARE NOT ENGAGED IN POSTPAID BILL COLLECTION.
The purpose of this query is to find out whether the retailers are interested
for AIRCEL postpaid bill collection.
REMARKS NO OF RETAILERS
YES 118
NO 207
TOTAL 325
Interpretation :
THUS IT IS SEEN THAT(118) OF THE RETAILERS ARE INTERESTED IN AIRCEL
POSTPAID BILL COLLECTION, WHILE THE (207) OTHER HALF ARE NOT
INTERESTED.
This query tries to find out WHY retailers put much emphasis on PREPAID
no 178
Interpretation:
IT IS BEING OBSERVED THAT MAJORITY (60%) OF THE RETAILERS ARE
INTERESTED IN GIVING POSTPAID CONNECTIONS. ON THE OTHER HAND,
MINORITY (40%) OF THE RETAILERS ARE NOT INTERESTED FOR POSTPAID
CONNECTIONS.
This question intends to find out the reasons for not providing postpaid
connections by the retailers.
Based on the results of the survey, the following reasons are found:
Interpretation:
IT HAS BEING FOUND THAT ALL THE 440 RETAILERS WITHIN THE SURVEYED
AREAS ATTRIBUTE ALL THE ABOVE GIVEN FOUR STATEMENTS AS REASONS
FOR NOT PROVIDING POSTPAID CONNECTIONS.
This query tries to find out if the retailers are AWARE of the
various POSTPAID products of AIRCEL.
Interpretation:
IT HAS BEEN FOUND THAT MAJORITY ( 84% ) OF THE RETAILERS ARE AWARE
OF VARIOUS POSTPAID PRODUCTS OF AIRCEL.
Q13. IF NO, ARE YOU INTERESTED TO KNOW?
RETAILER
Interpretation :
THUS, IT IS FOUND THAT AMONG THE RETAILERS WHO ARE NOT AWARE OF
THE POSTPAID PRODUCTS OF AIRCEL, MAJORITY (61%) OF THE RETAILERS
ARE INTERESTED IN KNOWING ABOUT THESE VARIOUS POSTPAID PRODUCTS.
Q14. ARE CUSTOMERS INTERESTED IN POSTPAID CONNECTIONS?
This last question in the survey intends to find out from the retailers whether their
customers are ASKING for POSTPAID connections of the various telecom
operators
Interpretation :
IT IS HENCE OBSERVED THAT ACCORDING TO MOST ( 70% ) OF THE RETAILERS,
CUSTOMERS ARE NOT INTERESTED IN POSTPAID CONNECTIONS OF THE
VARIOUS TELECOM OPERATORS.
CHAPTER- 6
FINDINGS AT A GLANCE
MAJOR FINDINGS OF THE PROJECT
Out of the 440 retailers , 368 retailers (84%) are aware of the
AIRCEL POSTPAID products.
RECOMMENDATION
RECOMMENDATION:
CONCLUSION
CONCLUSION
Respected Sir/Madam,
Thanking you…….
SCHEDULE
NAME : ______________________________________________
ADDRESS : ______________________________________________
LANDMARK : ______________________________________________
CONTACT PERSON : ______________________________________________
PHONE NUMBER : ______________________________________________
GENDER : ______________________________________________
a. AIRCEL [ ]
b. AIRTEL [ ]
c. VODAFONE [ ]
d. RELIANCE [ ]
e. TATA INDICOM [ ]
f. IDEA [ ]
g. BSNL [ ]
Q2. HOW LONG HAVE YOU BEEN IN THIS TELECOM RETAIL BUSINESS?
a. 0 TO 1 YEAR [ ]
b. 1 TO 2 YEARS [ ]
c. 2 TO 3 YEARS [ ]
d. 3 TO 4 YEARS [ ]
e. 4 YEARS AND ABOVE [ ]
a. AIRCEL ____ %
b. AIRTEL ____ %
c. VODAFONE ____ %
d. RELIANCE ____ %
e. TATA INDICOM ____ %
f. IDEA ____ %
g. BSNL ____ %
PREPAID POSTPAID
AIRCEL
AIRTEL
VODAFONE
RELIANCE
TATA INDICOM
IDEA
BSNL
Q6. ARE YOU INTERESTED IN SELLING ONLY RCV OR IN GIVING CONNECTIONS AS WELL?
a. YES [ ]
b. NO [ ]
a. YES [ ]
b. NO [ ]
Q8. IF NO, ARE YOU INTERESTED IN AIRCEL POSTPAID BILL COLLECTION OPTION?
a. YES [ ]
b. NO [ ]
a. FREE TO CUSTOMERS [ ]
b. PLANS ARE SIMPLE [ ]
c. CUSTOMERS ARE AWARE OF THE PLANS [ ]
d. INCENTIVES / SCHEMES FOR THE RETAILERS,
APART FROM THE COMMISSION [ ]
a. YES [ ]
b. NO [ ]
____________________________________________________________________
____________________________________________________________________
____________________________________________________________________
a. YES [ ]
b. NO [ ]
a. YES [ ]
b. NO [ ]
a. YES [ ]
b. NO [ ]
THANK YOU FOR GIVING YOUR TIME …!!
BIBLIOGRAPHY
SELECTED BIBLIOGRAPHY
WEBSITES CONSULTED:
1. http://w.w.w.aircel.com
2. http://w.w.w.aircelindia.com
3. http://w.w.w.telecomoperators.com
4.http://en.wikipedia.org
BOOKS CONSULTED:
DATABASE:
COMPANY BOOKLETS
SWOT ANALYSIS
STRENGTHS
WEAKNESSES
Billing problems.
THREATS
Political destabilization.