AIRTEL'S MARKETING ORIENTATION.

Since this is a high-involvement expensive product, the service provider

has to fully take care of the customers.

a) They take personal responsibility to "get" the answer for any problem

faced by the customer

b) They anticipate customers' problems and take pro-active steps to prevent

them

c) They give answers to the questions & requests, quickly & efficiently.

d) They have a positive tone & manner while interacting with

customers.

e) They end the interaction on a positive or a humorous note-making

the last 30 seconds count.

Airtel realises that attracting people 'Is easy but converting them into loyal

customers is hard, hence emphasis is on maintaining a 'Smiling and a

Friendly Atmosphere' to please and retain the customer.

PRICE AND PRICING POLICY

AIRTEL has realised that the Indian market is price sensitive. Therefore

it care of the has come up with various innovative tariff schemes to take

needs of different category of customers- Generally, the cellular services

are more expensive than the land line based telephone services. This is

due to the reason that the operating companies are required to pay a fee

to the government for using airtime.

 MARKETING STRATEGY
ADOPTED BY BHARTI

Bharti has spent a considerable amount on advertising its mobile phone

service, Airtel. Besides print advertising, the company had put up large no

of hoardings and kiosks in and around Delhi.

The objective behind designing a promotion campaign for the ‘Airtel’

services is to promote the brand awareness and to build brand

preferences.

It is trying to set up a thematic campaign to build a stronger brand equity

for Airtel. Since the cellular phone category itself is too restricted, also

the fact that a Cellular phone is a high involvement product, price doesn't

qualify as an effective differentiator. The image of the service provider

counts a great deal. Given the Cell phone category, it is the network

efficiency and the quality of service that becomes important. What now

the buyer is looking at is to get the optimum price-performance package.

This also serves as an effective differentiator