A PROJECT REPORT ON “ACQUISITION TREND OF TELECOM INDUSTRY IN THE RETAIL MARKET OF GUWAHATI, WITH SPECIAL EMPHASIS ON AIRCEL POSTPAID” Submitted in partial fulfillment of the requirement for the degree of MASTER OF BUSINESS ADMINISTRATION (MBA), in the North Eastern Regional Institute of Management (NERIM), affiliated to Dibrugarh University and approved by AICTE, New Delhi. Submitted by : JAYDEEP SAIKIA PUJA NATH SATISH SHAH PURABI BHAISYA HRISHIKESH DAS SANGEETA BORA IDUL ALI ANKITA SAIKIA SHEKHAR JYOTI BHUYAN MOUSMI MAHANTA MAMITA LAHKAR
Transcript
A PROJECT REPORT ON
“ACQUISITION TREND OF TELECOM INDUSTRY IN THE RETAIL MARKET OF GUWAHATI, WITH SPECIAL EMPHASIS ON AIRCEL POSTPAID”
Submitted in partial fulfillment of the requirement for the degree of MASTER OF BUSINESS ADMINISTRATION (MBA), in the North Eastern Regional Institute of Management (NERIM), affiliated to Dibrugarh University and approved by AICTE, New Delhi.
Submitted by :
JAYDEEP SAIKIA PUJA NATH
SATISH SHAH PURABI BHAISYA
HRISHIKESH DAS SANGEETA BORA
IDUL ALI ANKITA SAIKIA
SHEKHAR JYOTI BHUYAN MOUSMI MAHANTA
MAMITA LAHKAR
MBA 3rd semester
(Session 2009-11)
North Eastern Regional Institute of Management (NERIM),
Post Graduate College of Management and Computer Education
Affiliated to Dibrugarh University and approved by AICTE, New Delhi.
This project work is a partial fulfillment of MBA, course curriculum which is subjected to undertaken in any business unit. As a partial fulfillment of MBA course curriculum project knowledge & skills from the actual work situation. Our text book and classroom teachings gives us the thorough background & up to date knowledge of various operations and functional areas devoid of practical experience and the knowledge to use these in the practical fields , i.e., how those areas are managed and administered respectively. This project gives us the opportunity to analyze problems and decisions, different services and facilities of different operations in the telecom sector, and also their real importance, what they are doing in the practical field and about different views of the retailers regarding them.
With a view to understand the concept better, we have undertaken a project in AIRCEL, which equipped us to prepare a report on A STUDY OF “ACQUISITION TREND OF TELECOM INDUSTRY IN THE RETAIL MARKET OF GUWAHATI, WITH SPECIAL EMPHASIS ON AIRCEL POSTPAID”. The selection of the organization has been on the basis of its being one of the most crucial & largest telecom operators in the country and giving some extra-ordinary services to the customers. We were glad to know not only about their services and different facilities for the customers, about their practical importance in the field of telecom operations but also the hidden reason behind why a huge number of people of the country are connected with it in the present time.
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
No work can be completed successfully without the inspiration, encouragement, cooperation and guidance of well wishers. At the very outset, we take the privilege of thanking all the persons without whose constant guidance, support, suggestion & co-operation the project report would not have been completed.
We are very thankful to the whole AIRCEL family for giving the permission for doing this project report. First of all we want to express our sincere thanks & gratitude to our organizational guide Mr. Syed Mabidul Hussein for allowing us to carrying out the project work & for giving his valuable time & guidance in preparing this project report.
Our sincere gratitude is extended to Mrs. Sangeeta Bora, placement head & faculty member, NERIM for all the help she has rendered in completing the project report in AIRCEL.
Finally, we express our sincere thanks to Dr. Sangeeta Tripathi, Dean & Head of the department, Business Administration of North Eastern Regional Institute of Management (NERIM) for smooth completing the project.
We shall accept blame for any errors of commission & omission that may be discovered in this report.
DECLARATION
We the student of MBA 3rd semester of North Eastern Regional Institute of Management (NERIM) , Guwahati ,affiliated by Dibrugarh University & approved by AICTE , do hereby declare that the project report in AIRCEL is confide work taken by our team and we have not submitted the project for any academic purpose elsewhere.
JAYDEEP SAIKIA
PUJA NATH
SATISH SHAH
PURABI BHAISYA
HRISHIKESH DAS
SANGEETA BORA
IDUL ALI
ANKITA SAIKIA
SHEKHAR JYOTI BHUYAN
MOUSMI MAHANTA
MAMITA LAHKAR
EXECUTIVE SUMMARY
1. TITLE OF THE PROJECT: “Acquisition trend of telecom industry in the
retail market of Guwahati, with special emphasis on AIRCEL Postpaid”.
2. NAME OF ORGANISATION : Aircel limited.
3. LOCATION OF THE OFFICE : G.S. Road, Ullubari, Guwahati.
4. NAME OF THE INSTITUTE : North Eastern Regional Institute of
Management.
5. ORGANISATIONAL GUIDE : Mr. Sayed Mabidul Hussein
Zonal Sales Manager,
Aircel ltd. (GUWAHATI)
6. DURATION OF STUDY : 15 days (27th September --- 13th October)
7. OBJECTIVES OF THE STUDY :
PRIMARY OBJECTIVE
“Acquisition trend of telecom industry in the retail market of Guwahati, with special emphasis on AIRCEL Postpaid”.
SECONDARY OBJECTIVES
Trend of giving connections.
Market share of various retailers, considering all the telecom operators.
Interest of the retailers in giving postpaid connections.
Awareness level of retailers regarding postpaid products.
CONTENTS
CHAPTER-1
INTRODUCTION
THE TELECOM SECTOR
COMPANY PROFILE
CHAPTER-2
OBJECTIVE OF THE STUDY
CHAPTER-3
RESEARCH METHODOLOGIES
CHAPTER-4
PRELIMINIARY STUDY
QUESTIONNAIRIE DESIGN
DATA COLLECTION & ANALYSIS
SAMPLING PLAN
LIMITATION & SCOPE
CHAPTER-5
ANALYSIS & INTERPRETATION
CHAPTER-6
FINDINGS AT A GLANCE
CHAPTER-7
SWOT ANALYSIS
CHAPTER-8
RECOMMENDATION
CONCLUSION
ANNEXURE
SCHEDULE
SELECTED BIBLIOGRAPHY
CHAPTER 1
INTRODUCTION
TELECOM SECTOR
THE COMPANY PROFILE
THE INDIAN TELECOM SECTOR
Introduction
The telecom services have been recognized the world-over as an important tool for socio-economic development for a nation. It is one of the prime support services needed for rapid growth and modernization of various sectors of the economy. Indian telecommunication sector has undergone a major process of transformation through significant policy reforms, particularly beginning with the announcement of NTP 1994 and was subsequently re-emphasized and carried forward under NTP 1999. Driven by various policy initiatives, the Indian telecom sector witnessed a complete transformation in the last decade. It has achieved a phenomenal growth during the last few years and is poised to take a big leap in the future also.
‘Indian Telecom Industry' is the fifth largest and fastest growing in the world. The subscriber base has grown by 40% in 2005 and is expected to reach 250 million in 2007.
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 -
State owned companies like - BSNL and MTNL. Private Indian owned companies like - Reliance Infocomm and Tata
Teleservices.
Foreign invested companies like - Hutchison-Essar, Bharti Tele-Ventures, Escotel, Idea Cellular, BPL Mobile, Spice Communications etc.
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:
Slow reform process. Low penetration. Service providers bears huge initial cost to make inroads
and achieving break-even is difficult.
Huge initial investments.
Limited spectrum availability and interconnection charges between the private and state operators.
Status of Telecom Sector
The Indian Telecommunications network with 621 million connections (as on March 2010) is the third largest in the world. The sector is growing at a speed of 45% during the recent years. This rapid growth is possible due to various proactive and positive decisions of the Government and contribution of both by the public and the private sectors. The rapid strides in the telecom sector have been facilitated by liberal policies of the Government that provides easy market access for telecom equipment and a fair regulatory framework for offering telecom services to the Indian consumers at affordable prices. Presently, all the telecom services have been opened for private participation. This all has been possible because Government has taken major initiatives for the growth of the Telecom Sector in India.
THE COMPANY PROFILE
Aircel is one of the largest mobile phone service provider in India. It offers both prepaid and postpaid GSM cellular phone coverage throughout India.
The Aircel group is a joint venture between Maxis Communications Berhad of Malaysia and Sindya Securities & Investments Private Limited, whose current shareholders are the Reddy family of Apollo Hospitals Group of India, with Maxis Communications holding a majority stake of 74% and the remaining 26% with Apollo hospitals.
Aircel commenced operations in 1999 and became the leading mobile operator in Tamil Nadu within 18 months. In December 2003, it launched commercially in Chennai and quickly established itself as a market leader – a position it has held since.
Aircel began its outward expansion in 2005 and met with unprecedented success in the Eastern frontier circles. It emerged a market leader in Assam and in the North Eastern provinces within 18 months of operations. Till today, the company gained a foothold in 21 circles including Chennai, Tamil Nadu, Assam, North East, Orissa, Bihar, Jammu & Kashmir, Himachal Pradesh, West Bengal, Kolkata, Kerala, Andhra Pradesh, Karnataka, Delhi, UP(West), UP(East), Maharashtra & Goa , Mumbai, Haryana , Madhya Pradesh and Punjab.
Aircel Business Solutions (ABS), part of Aircel, is an ISO 9000 certified company. ABS is a registered member of WiMAX forum – both in the Indian and International Chapters. ABS’ product range includes enterprise solutions such as Multiprotocol Label Switching Virtual Private Networks (MPLS VPNs), Voice over Internet Protocol (VoIP) and Managed Video Services on wireless platform including WiMAX.
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.
Aircel is one of the sponsors of the Indian Premier League Cricket Team Chennai Super Kings, which is captained by Mahendra Singh Dhoni. It is also the major sponsors for Chennai Open (the only ATP tennis tournament in India), and Professional Golf Tour of India. Maxis, Aircel's majority stake holder at that time, raised RM11.2 billion (USD 3.36 billions) for its shareholders (UTSB), making it the largest IPO in Malaysia and Southeast Asia.
The following methodologies were adopted for this project--
Preliminary Study
The project study was undertaken through general discussion and informal interview with customers.
The project required a set of schedule.
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.
Data Collection & Analysis
The data were mainly collected from primary sources—through the schedule & face to face interview. Data were also collected from secondary sources like company websites, journals, newspapers etc.
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
The samples were selected on the basis of convenience sampling. A total of 440 retail shops were surveyed.The total sample size was segmented under the following zones:
The survey is dependent on primary data, the study may gain vulnerability.
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.
The study is limited to a few areas of Guwahati city only; hence the results may differ from other areas of this city and other cities.
On many occasions the target respondents hesitated to reveal their all views regarding the schedule, including their phone numbers.
SCOPE
The scope of the project is limited to some particularly selected areas of Guwahati city only.
The project report may be one of the most important tools for the company for knowing the present market scenario of AIRCEL.
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
Analysis & interpretation
Analysis & Interpretation
This is the analysis of the Schedule which was given to the retailers in the selected areas of Guwahati.
Analysis according to the data collected through field survey-
A sample size of 440 retailers was taken and a brief idea was found on the performances of different telecom operators in the market.
From the retailers it was come to known about the “Acquisition trend of telecom industry in the retail market of Guwahati, with special emphasis on AIRCEL Postpaid.”
Q1. HOW MANY TELECOM OPERATORS HAVE YOU BEEN ASSOCIATED WITH ?
The purpose of this question is to find out the TELECOM OPERATORS with which various retailers are associated.
SL NO INDUSTRY
NO OF RETAILERS ASSOCIATED
WITH1 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 ?
The objective of this question is to find out the WORKING EXPERIENCE of the retailers in the telecom industry, in the areas surveyed
SL NO PERIOD
NO OF RETAILER
S1 0 TO 1 YEAR 502 1 TO 2 YEARS 803 2 TO 3 YEARS 804 3 TO 4 YEARS 1105 4 YEARS AND 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.
Q3. HOW MANY TOTAL CONNECTIONS DO YOU GIVE IN A MONTH ?
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) .
CONNECTIONS GROUP TOTALS of RETAILERS
PERCENTAGE
0 TO 100
100 TO 200
200 TO 300
300 TO 40O & Above
283
70
14
7
76 %
19 %
4 %
1 %
IT IS FOUND THAT MAXIMUM RETAILERS ( 76 %) GIVE MONTHLY CONNECTIONS OF 0 TO 100 IN NUMBER. WHILE, THE MINIMUM NUMBER OF RETAILERS GIVE MONTHLY CONNECTIONS WITHIN 300 & Above .
Q4. WHAT IS THE MONTHLY OPERATOR-WISE SHARE FROM YOUR STORE ?
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%
SHARE1 AIRCEL 22%
2 AIRTEL 21%
3 VODAFONE 6%
4 RELIANCE 33%
5 TATA INDICOM 7%
6 IDEA 9%
7 BSNL 3%
TOTAL 100.00%
TOTAL MONTHLY CONNECTIONS
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.
Q5. WHAT IS YOUR NUMBER OF MONTHLY PREPAID AND POSTPAID CONNECTIONS ?
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).
FOR POSTPAID CONNECTIONS, IT IS FOUND THAT RELIANCE HAS GOT THE HIGHEST SHARE (1514), WHILE TATA INDICOM HAS THE LOWEST NUMBER OF MONTHLY CONNECTIONS (250).
Q6. ARE YOU INTERESTED IN SELLING ONLY RCV OR IN GIVING CONNECTIONS AS WELL?
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.
MOST OF THE RETAILERS (387) IN THE SURVEYED AREAS ARE ENGAGED IN GIVING BOTH RCVs AND CONNECTIONS.
Q7. Do you have postpaid bill collection option ?
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.
Q8. IF NO, ARE YOU INTERESTED IN AIRCEL POSTPAID BILL COLLECTION OPTION ?
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.
Q9. WHY RETAILERS PUT MUCH EMPHASIS ON PREPAID CONNECTIONS ?
This query tries to find out WHY retailers put much emphasis on PREPAID
connections. Four reasons were given for this, as follows :-
REASONS OF RETAILERS PUTTING MUCH EMPHASIS ON PREPAID CONNECTIONS
NO. of respondents
a. Free to customers 120
b. Plans are simple 107
c. Customers are aware of the plans 114
d. Incentives /schemes for the retailers apart from the commission
99
Interpretation :
AFTER COMPLETION OF THE SURVEY, IT IS FOUND THAT ALL THE 440 RETAILERS WITHIN THE SURVEYED AREAS ATTRIBUTE ALL THE ABOVE GIVEN FOUR STATEMENTS AS REASONS FOR THE GREATER DEMAND OF PREPAID TELECOM CONNECTIONS.
Q10. ARE YOU INTERESTED IN GIVING POSTPAID CONNECTIONS?
This question tries to find out whether retailers are INTERESTED in providing POSTPAID connections.
Remark No. of respondents
yes 262
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.
Q11. IF NO, WHY ARE YOU NOT GIVING 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:
Excessive rules, regulations and procedures.
Low or non-existent demand for postpaid connections.
People are unaware of the postpaid plans.
Prepaid plans are simple.
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.
Q12. ARE YOU AWARE OF VARIOUS POSTPAID PRODUCTS OF AIRCEL?
This query tries to find out if the retailers are AWARE of the various POSTPAID products of AIRCEL.
Remark No. of respondentsYes 368
No 72
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?
The purpose of this query is to find out if retailers are INTERESTED in knowing about various POSTPAID products of AIRCEL, AMONGST those retailers who DO NOT know about these products.
Remark No. of respondentsYes 49
No 23
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.
RETAILER INTEREST
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
IF THE CUSTOMERS ARE INTERESTED IN POST PAID CONNECTION
NO. OF RESPONDENTS
Yes 166
No 274
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 maximum 400 retailers are associated with RELIANCE and minimum number belongs to TATA INDICOM.
It is observed that, maximum number of retailers (120) are having 4 years and above experience in the telecom business.
Out of the survey, 76% retailers give 0 to 100 number of connections in a month.
Out of the 440 retailers, maximum operator-wise share (33%) goes to RELIANCE . And minimum (3%) share is goes to BSNL.
Highest number of PREPAID connections (31.5 %) comes from RELIANCE.
RELIANCE is also having the Highest number (38.08 %) of POSTPAID connections.
TATA INDICOM has the Lowest number (7.4 %) of Prepaid connections in a month. It also has the lowest number (6.28 %) of Postpaid connections.
It is found from the survey that most of the retailers (87.95 %) are engaged in giving both RCV s and CONNECTIONs as well.
Out of 440 respondents, 325 retailers do not have any POSTPAID BILL COLLECTION option.
Out of the 440 retailers, maximum number of retailers (207) are not interested in AIRCEL POSTPAID bill collection.
Maximum number of retailers (120) put much emphasis on AIRCEL PREPAID connection because IT IS FREE TO CUSTOMERS.
Maximum retailers ( 59.54 %) are interested in giving AIRCEL POSTPAID connection.
Out of the 440 retailers , 368 retailers (84%) are aware of the AIRCEL POSTPAID products.
It is found from the survey that customers are not interested in POSTPAID connections.
From the survey, it is found that majority of the retailers (61 %) are interested in knowing about POSTPAID products.
CHAPTER – 8
RECOMMENDATION
RECOMMENDATION:
Based on the findings drawn from the project’s analysis, certain recommendations are needed to be made as regards to the future course of action for Aircel company ltd. which can go a long way in improving the Brand awareness of the company in the telecom market. The main recommendations are:
AIRCEL should continue with its range of services. At the same time it should try to add value to its existing services so that it can cater to the present day requirements. As the study reveals that most of the retailers do business of all the telecom operators, so Aircel should make its services more appealing to the customers than other operators.
AIRCEL should make the existing as well as potential retailers & customers know about the overall performance of the company in comparison to its competitors, in other words it should more aggressively highlight its performance & achievements.
It can make advertisement through television, radio etc to inform the consumers about their new services & offer. Advertisement with the help of radio will be helpful to capture the rural market.
There are many competitors for AIRCEL in the field of telecom sectors. Presently Vodafone is rising in a great way. So it should ensure that effective strategic planning is in place to overcome any rising threats.
There should be a wide variety of offers, so that customers can choose
any one of the desired offers. It should introduce the free talk time facilities at recharge coupon of less cost like Reliance & Vodafone and others. Aircel must give emphasis on this vital issue.
CONCLUSION
CONCLUSION
After conducting the survey through schedule and face to face interview, the findings and analysis have reflected a lot of thing about the telecom sectors scenario including AIRCEL on that specific area of Guwahati where the survey was conducted. A general impression what was gathered from the data collection was that almost all the retailers as well as the customers are interested to AIRCEL than the other telecom operators. It is true that many & more operators are coming day by day with new facilities & offers, and with new technologies, but the influence of AIRCEL among the customers are still rising. Of course it should be agreed that more or less VODAFONE, RELIANCE, and AIRTEL are some strong competitors to AIRCEL and they may be the reason of market threats for AIRCEL. AIRCEL has great potential and available customers from its Internet facilities. The company should focus more on this field which could bring in a lot more of consumers of Aircel. However due to its customer oriented steps and fine services AIRCEL is growing one of the most wanted telecom operators in all over India, and if it can continue its services as it is providing today and also can improve it, then it can be said without any hesitation that AIRCEL will be able to establish it as the market leader in the near future in the whole country.
ANNEXURE
SCHEDULE FOR RETAILERS
“Acquisition trend of telecom industry in the retail market of Guwahati, with special emphasis on AIRCEL Postpaid”.
Respected Sir/Madam,
I have the honour to inform you that I am a student of MBA 3rd semester of North Eastern Regional institute Of Management, (affiliated to Dibrugarh University and approved by AICTE). As a part of our course curriculum, I am conducting study on the “Acquisition trend of telecom industry in the retail market of Guwahati, with special emphasis on AIRCEL Postpaid” in your retail shop.
I would be grateful if you could kindly spare some of your valuable time to fill up the schedule provided, which would be a great help for me in carrying out my study. At the same time I assure you that all relevant information provided you will be kept strictly confidential and it would be used the academic purpose only.
Thanking you…….
SCHEDULENAME : ______________________________________________ADDRESS : ______________________________________________LANDMARK : ______________________________________________CONTACT PERSON : ______________________________________________PHONE NUMBER : ______________________________________________GENDER : ______________________________________________
N.B. : PLEASE TICK WHEREVER APPLICABLE.Q1. HOW MANY TELECOM OPERATORS HAVE YOU BEEN ASSOCIATED WITH?
o C.R.KOTHARI : Research MethodologyMethods and Techniques (SECOND REVISED EDITION)NEW AGE INTERNATIONAL PUBLISHERS
o KOTLER & KELLER : Marketing Management, Pearson Education, Inc, NEW DELHI
DATABASE:
COMPANY BOOKLETS
SWOT ANALYSIS OF AIRCEL COMMUNICATION
SWOT analysis is done to know about the factors, which are helpful for company to know about their current position in the existing market.
It helps company to know about their strength on which success of the firm relies, it helps the company to know about their trailing point which are the basic cause for company degradation.
It also enables to suggest new areas where company can flourish and can serve its purpose of marketing profit. Whereas it also speaks about the prevailing threats which can prove itself as abstracts in the pathway of success of company.
CHAPTER-7
SWOT ANALYSIS
STRENGTHS
Large coverage in Guwahati.
Attractive & cheaper Postpaid plans and value added
services.
Good commission structure for retailers.
Fast activation process of new connections.
Good network connectivity.
Good brand image.
WEAKNESSES
Billing problems.
Poor advertisement and promotions.
Lack of competitive strength.
No CDMA technology is available.
OPPORTUNITIES
Increasing coverage at wide network
Developing new sectors
New tariff plans
Distribution channel maintained
Rural market penetration
THREATS
Increased number of competitors.
Customer dissatisfaction due to poor customer service.
![Karan.... [Autosaved] Orignal...](https://static.documents.pub/doc/80x56/56d6c0051a28ab3016989aa1/karan-autosaved-orignal.jpg)
