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EFFECTIVENESS OF RELIANCE NETCONNECT
SERVICES REGARDING DISTRIBUTION AND
PROMOTION TO RETAILERS & CHANNEL IN
RISHIKESH
A Summer Training Report
Submitted in partial fulfillment of the requirement for the
Award of the degree of
`
Master of Business Administration
From
Uttarakhand Technical University, Dehradun
Submitted by: Supervised by:
Mr. Narendra Shuriyal Dr. D.S.Chaubey
M.B.A (Marketing) Professor
OIMT, Rishikesh
OMKARANANDA INSTITUTE OF MANAGEMENT&TECHNOLOGY, RISHIKESH-249201
2011-2013
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PREFACE
Research on this topic infuses in me a sense of critical analysis to
apply of real managerial situation, to which I will be exposed later on. Itgives me an opportunity, theoretical and imaginative skills to the real
life situation and to evaluate the results there after.
I was lucky to got an opportunity to get this project. I worked on
this research project for around two months and prepared my project on
the topic Effectiveness of Reliance Netconnect Services Regarding
Distribution and Promotion to retailers & Channel in Rishikesh &Dehradun
This report is a written account of what I learnt, experienced and
explored during my research.
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ACKNOWLEDGEMENT
Mere words cannot express my gratitude to all the people who helped
me to complete my project. Though this project was assigned to me it
would not be possible to complete it if certain persons has not helped me
directly or indirectly during my project work and I would like to thank
them all.
I express my heartiest gratitude to Mr. Sujeet Kumar, Associate sales
manager of Reliance Communication Ltd in Dehradun. Who provide
me an opportunity to undertake project in the esteemed concern.
I gratefully acknowledge my deep sense of intellectual debt to
Mr. Shurabh Uniyal (Sr. B.D.M.), Mr. Vikram Anand (TL) and other
membes of marketing department for their valuable knowledge, views
and opinions that helped me to accomplish my project.
I also convey my thanks to all the employees of the department who
spared their precious time and extended their cooperation.
Narendra Suriyal
MBA 3rd
SEM
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CANDIDATE DECLERATION
This is to certify that the dissertation entitledEffectiveness of Reliance
Netconnect Services Regarding Distribution and Promotion to
retailers & Channels in Rishikesh submitted toward the partial
fulfillment of the requirement of award for post graduate of
M.B.A in marketing field at Uttrakhand Technical University,
Dehradun (Uttarakhand) is a record of my own work . The matter
contained in this has not been submitted to any other university for the
award of any other degree or diploma.
Dated: Narendra Suriyal
MBA 3rd SEM
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This is to certify that the above statement made by the Narendra
Suriyalis correct to the best of our knowledge.
Dr. K.S. Negi Dr.D.S ChaubeyDirector Professor
OIMT,Rishikesh OIMT,Rishikesh
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CONTENTS
Chapter No. Chapter Heading1 Introduction2 Reliance Communication Ltd: An Overview3 Research Methodology4 Data Analysis and interpretation5 Result and findings6 Suggestion and Limitations7 Conclusion8 Annexure
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CHAPTER 1
INTRODUCTION
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Telecom Industry in India
The telecom industry is one of the fastest growing industries in India.
India has nearly 200 million telephone lines making it the third largest
network in the world after China and USA. With a growth rate of 45%,
Indian telecom industry has the highest growth rate in the world.
Much of the growth in Asia Pacific Wireless Telecommunication Market
is spurred by the growth in demand in countries like India and China.Indias mobile phone subscriber base is growing at a rate of 82.2%.
China is the biggest market in Asia Pacific with a subscriber base of
48% of the total subscribers in Asia Pacific. Compared to that Indias
share in Asia Pacific Mobile Phone market is 6.4%. Considering the fact
that India and China has almost comparable populations, Indias low
mobile penetration offers huge scope for growth.
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History of IndianTelecommunications:
Started in 1851 when the first operational land lines were laid by the
government near Calcutta (seat of British power). Telephone services
were introduced in India in 1881. In 1883 telephone services were
merged with the postal system. Indian Radio Telegraph Company (IRT)
was formed in 1923.
After independence in 1947, all the foreign telecommunication
companies were nationalized to form the Posts, Telephone and
Telegraph (PTT), a monopoly run by the government's Ministry of
Communications. Telecom sector was considered as a strategic service
and the government considered it best to bring under state's control.
The first wind of reforms in telecommunications sector began to flow in1980s when the private sector was allowed in telecommunications
equipment manufacturing. In 1985, Department of Telecommunications
(DOT) was established. It was an exclusive provider of domestic and
long-distance service that would be its own regulator (separate from the
postal system). In 1986, 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. In 1990s, telecommunications sector
benefited from the general opening up of the economy. Also, examples
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of telecom revolution in many other countries, which resulted in better
quality of service and lower tariffs, led Indian policy makers to initiate a
change process finally resulting in opening up of telecom services sector
for the private sector.
National Telecom Policy (NTP) 1994 was the first attempt to give a
comprehensive roadmap for the Indian telecommunications sector. In
1997, Telecom Regulatory Authority of India (TRAI) was created. TRAI
was formed to act as a regulator to facilitate the growth of the telecom
sector. New National Telecom Policy was adopted in 1999 and cellularservices were also launched in the same year.
Telecommunication sector in India can be divided into two segments:
Fixed Service Provider (FSPs), and Cellular Services. Fixed line services
consist of basic services, national or domestic long distance and
international long distance services. The state operators (BSNL and
MTNL), account for almost 90 per cent of revenues from basic services.
Private sector services are presently available in selective urban areas,
and collectively account for less than 5 per cent of subscriptions.
However, private services focus on the business/corporate sector, and
offer reliable, high- end services, such as leased lines, ISDN, closed user
group and videoconferencing. Cellular services can be further dividedinto two categories: Global System for Mobile Communications (GSM)
and Code Division Multiple Access (CDMA). The GSM sector is
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dominated by Airtel, Vodfone-Hutch, and Idea Cellular, while the
CDMA sector is dominated by Reliance and Tata Indicom.
Opening up of international and domestic long distance telephony
services are the major growth drivers for cellular industry. Cellular
operators get substantial revenue from these services, and compensate
them for reduction in tariffs on airtime, which along with rental was the
main source of revenue. The reduction in tariffs for airtime, national
long distance, international long distance, and handset prices has driven
demand.
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CHAPTER: 2
Reliance Communication Ltd. : AN
OVERVIEW
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Reliance Communication LTD
Reliance Group, an offshoot of the Group founded by Shri Dhirubhai H
Ambani (1932-2002), ranks among Indias top three private sector
business houses in terms of net worth. The group has business interests
that range from telecommunications (Reliance Communications
Limited) to financial services (Reliance Capital Ltd) and the generation
and distribution of power (Reliance Infrastructure Limited).
Reliance Groups flagship company, Reliance Communications, is
India's largest private sector information and communications company,
with over 150 million subscribers. It has established a pan-India, high-
capacity, integrated (wireless and wireline), convergent (voice, data and
video) digital network, to offer services spanning the entire infocomm
value chain.
Other major group companies Reliance Capital and Reliance
Infrastructureare widely acknowledged as the market leaders in their
respective areas of operation.
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MISSION STATEMENT OF
RELIANCE COMMUNICATION LTD
We will create world-class benchmarks by:
Meeting and exceeding Customer expectations
with a segmented approach
Establishing, re-engineering and automating
Processes to make them
customer centric, efficient and effective
Incessant offering of Products and Services
that are value for money and excite customers
Providing a Network experience that is
best in the industry
Building Reliance into an iconic Brand which
is benchmarked by others and leads industry
in Intention to Purchase and Loyalty
Developing a professional Leadership team
that inspires, nurtures talent and
propagates RCOM Values by
personal example
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COMPANY VALUES
Integrity - Honesty in every action
At Reliance Group, Integrity is defined as: Acting and taking decisions
in a manner that is fair, honest, following the highest standards of
professionalism and also perceived to be so. Integrity for us means not
only financial and intellectual integrity, but in all other forms as are
commonly understood.
Key words that connote Integrity are:
Ethical
Truthful
Principled
Transparent
Upright
Respectful
CommitmentTHINK DIFFERENT
At Reliance Group Commitment is defined as: On the foundation of
integrity, doing whatever it takes to deliver value to all stakeholders. In
the process, taking ownership of our actions and decisions, those of our
team and that part of the organization that we are responsible for.
Key words that connote commitment are:
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Accountability
Discipline
Responsibility
Result -orientation
Self-confidence
Reliability
Passion - energized action
At Reliance Group Passion is defined as: A missionary zeal arising out
of emotional engagement with the organization that makes work joyful
and inspires each one to give his or her best. Relentless pursuit of goals
and objectives with the highest level of energy and enthusiasm, that is
voluntary and spontaneous.
Key words that connote passion are:
Intensity
Innovation
Transformational
Fire-in-the-belly
Inspirational
Seamlessness - boundryless in letter and spirit
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At Aditya Birla Group, Seamlessness is defined as:
Thinking and working together across functional silos, hierarchies,
business and geographies. Leveraging the available diversity to garner
synergy benefits and promote openness through sharing and
collaborative efforts.
Key words that connote Seamlessness are:
Teamwork
Integration
Involvement
Openness
Global
Learning from the best
Empowering
Speed - one step ahead always
At Reliance Group, Speed is defined as: Responding to internal and
external customers with a sense of urgency. Continuously seeking to
crash timelines and choosing the right rhythm to optimize organization
efficiencies.
Key words that connote Speed are:
Response time
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Agile
Accelerated
Timelines
Nimble
Prompt
Proactive
Decisive
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KEY PEOPLE OF COMPANY
Board of Directors -
Mr. Kumar Mangalam Birla (Chairman)
Smt. Rajashree Birla
Mr. Sanjeev Aga (Managing Director)
Mr. Arun Thiagarajan
Ms. Tarjani Vakil
Mr. Mohan Gyani
Mr. Gian Prakash Gupta
Mr. R.C. BhargavaMr. P. Murari
Mr. Biswajit A. Subramanian
Dr. Rakesh Jain
Mr. Juan Villalonga Navarro
Dr. Hansa Wijayasuriya (Alternate to Mr. Juan Villalonga Navarro)
Management Team -
Corporate Leadership Team
Mr. Sanjeev Aga, Managing Director
Mr. Akshaya Moondra, Chief Financial Officer
Mr. Anil K. Tandan, Chief Technology Officer
Mr. Prakash K. Paranjape, Chief Information Officer
Mr. Navanit Narayan, Chief Service Delivery Officer
Mr. Vinay K. Razdan, Chief Human Resource Officer
Mr. Rajat K. Mukarji, Chief Corporate Affairs OfficerMr. Rajesh K. Srivastava, Chief Materials & Procurement Officer
Mr. Ambrish Jain, Director - OperationsMr. Himanshu Kapania, Director - Operations
Circle Heads:
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Mr. Iyer Subbaraman S., Chief Operating Officer, Andhra Pradesh
Mr. Rajendra Chourasia, Chief Operating Officer, Madhya Pradesh &
Chattisgarh
Mr. Virad Kaul, Chief Operating Officer, Uttar Pradesh (West), Delhi &
Haryana
Mr. T. G. B. Ramakrishna, Chief Operating Officer, Kerala
Mr. Sashi Shankar, Chief Operating Officer, Mumbai
Mr. P.Lakshminarayana, Chief Operating Officer, Maharashtra & Goa
Mr. Naozer Firoze Aibara, Chief Operating Officer, Uttar Pradesh (East)
Mr. Sunil Kataria, Senior Vice President - Operations, Rajasthan
Mr. Arul Bright, Senior Vice President - Operations, Gujarat
Mr. M. D. Prasad, Senior Vice President - Operations, Bihar
Mr. M. Srinivas, Senior Vice President - Operations, Tamil Nadu &
Chennai
Mr. Siva Ganapathi, Chief Operating Officer, Karnataka
Mr. Anish Roy, Chief Operating Officer, Punjab, J&K and Himachal
Pradesh
Mr. Aloke Malik, Chief Operating Officer, East (Kolkata, Rest of
Bengal, Orissa & NESA)
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CHAPTER: 3
RESEARCH METHODOLOGY
Research Methodology is a simple and logical technique to solve the
problem. When one thinks of Research Methodology, one not only of research
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method adopted to get desired results but there is considered the logic behind this
method. All possible efforts are made to gather information in a natural way to
achieve the objective of research. Research is systematic method of stating the
problem, formulating the hypothesis, collecting the fact and reaching certain
conclusions either in form of solution toward the concerned problem or in form of
certain generalization for some theoretical formulation.
SCOPE OF THE STUDY:
The research is purely based on the survey conducted in Rishikesh city and has
been focused on Idea retailer. The number of respondents interfere is 50. The
study covers information about retailers return, service attributes etc. Overall scope
of the study would be to enhance the services to the retailers in the city. The
respondent consists of Retailers who deals only as data card service provider. The
views of retailers are personal.
RESEARCH DESIGN:
A sound research design is fundamental to the success of any formal research
project. Its function is to ensure that the required data are collected and they are
collected accurately and economically. It is a blueprint of research that is followed
in completing as study.
The marketing research problem calls for the descriptive types of research.
Descriptive studies are undertaken in many circumstances. When the researcher is
interested in knowing the characteristics of certain groups such as age, sex,
education level etc. or in certain cases where the researcher is interested in
knowing the proportion of people in a given population who have behaved in a
particular manner.
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Descriptive research is used for the following data:
Retailer opinion regarding their dealing with RELIANCE NETCONNECTon various parameters such as
Distribution Promotion Return on Investment
SOURCES OF DATA:
Data, facts, figures, other relevant material of past and present and surveying are
the basis for study and analysis. Without an analysis of factual data no specific
inferences can be drawn on the questions under study.
For the purpose of present study, data from two sources has been collected namely
primary and secondary data.
PRIMARY DATA:Primary data is source from which the researcher collects the data. It is a
firsthand data, which is used directly for the analysis purpose. Primary data
always give the researcher a fairer picture. In the present study primary data
has been collected using schedule. For the purpose of collecting the same, 50
respondents have been randomly selected. Even the response of the
respondents was taken into consideration. In this study, primary data plays a
vital role for analysis, interpretation, conclusions and suggestions.
SECONDARY DATA:
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Secondary data is data which is collected and compiled for other purposes.
Secondary data also plays a key factor in providing various other
information which will influence the analysis. Few of the main sources of
secondary data include business journals, magazines, internet, and company
reports etc.
SAMPLE DESIGN:
A part of the population that truly represents it is known as sample. The process of
drawing a sample from a large population is called sampling. The type of sample
design used is Simple Random Sampling. Simple Random Sampling gives every
unit of the population a known and non-zero probability of being selected. Since
random sampling implies equal probability to every unit in the population, it is
necessary that the selection of the sample must be free from human judgment.
SAMPLE PLAN:
UNIVERSEUniverse refers to all the eligible respondents of a particular research around
the world. The universe for my research is all the retailers of RELIANCE
NETCONNECT in India.
POPULATIONThe aggregate of all the units pertaining to a study is called the population.
Population is the largest group to be studied. It is the total collection of
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elements about which we wish to make inferences. The population for this
research is retailers in Rishikesh city.
SAMPLE UNITOne of the units into which an aggregate is divided for the purpose of
sampling. Each unit being regarded as individual and indivisible when the
selection is made. The definition of unit may be made on some natural basis.
For example, households, persons, etc. Here, in this study, the sample unit is
Each individual retailer who deals in RELIANCE NETCONNECT.
SAMPLE SIZESample size determines the number of elements to be included in research
study. The sample size for this survey is 50 respondents those who deals in
mobile service with Virgin Mobile as one of their product.
SAMPLING TECHNIQUESampling technique used for this study is non probability convenience
technique. Convenient sampling is used where selection of sampling unit is
primarily on interviewer. In this sample; unit is easy to access, measure and
is mutually cooperative.
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RESEARCH METHODOLOGY USED IN
PRESENT STUDY
The research methodology adopted for the proposed study includes the
following:-
Research Design :- In the present study descriptive research design is
adopted, As the purpose of the research is to describe the effectiveness
of RELIANCE NETCONNECT services regarding distribution and
promotion.
Data Type :- The present study is based on primary as well assecondary data.
Data Source :- The various company sources like advertisement,
circulation and many retailers of Rishikesh were contacted to collecting
primary data. Secondary data was collected through journals, books
,magazines etc.
Data Analysis Tools :- Data is analyzed by using MS- Word, MS-Exceland some modern techniques like SPSS etc.
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CHAPTER: 4
DATA ANALYSIS AND INTERPRETATION
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1). Showing retailers dealing with various players of data card
region
Company
name Reliance BSNL Idea Airtel Tata PhotonResponses 75 60 50 35 40
Graph 4.1
ANALYSIS:
Table 4.1 shows that out of the entire retailer who deals in RELIANCE
NETCONNECT, 75 deals with Reliance,60 with BSNL,35 with Airtel and 40
deals with Tata photon.
This shows that Reliance, BSNL and are the main competitors for RELIANCE
NETCONNECT where as Tata Photon and Airtel have good market presence.
Excellent(5) Good(4) Moderate(3) Low(2) VeryLow(1)
Mean
5 (1) 72 (18) 72 (24) 14 (7) 0 (0) 3.264.2 rating of Return on Investment:
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Graph 4.2
ANALYSIS:
Table 4.2 shows that 45 retailers out of 100 consider return on investment to be
very low, followed by 23 retailers who considrer it to be low. There is 22 retailers
who considers return to be moderate. Mean of return on investment comes out to
be 2 which shows that rate of return on investment made by retailer is low.We can
interpret that majority of Idea retailer are not very much satisfied from their
investment which they make in RELIANCE NETCONNECT. The expectations of
RELIANCE NETCONNECT retailer is very high.
4.3rating on profitability
Excellent
(5)Good (4) Moderate
(3)Low (2) Very Low
(1)Mean
50 (10) 48 (12) 60 (20) 16 (8) 0 (0) 3.48
Graph 4.3:
ANALYSIS:
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Table 4.3 shows that 40 respondents consider profitability to be moderate as
compared to 24 respondents who consider it to be good. Also there are 20
respondents who consider profitability to be excellent and 16 respondents who
consider profitability to be low. Mean on profitability comes out to be 3.48.
Retailers are very much satisfied with margin given to them by RELIANCE
NETCONNECT as majority of them rated it Moderate, Good and Excellent.
4.4 Rating on overall quality of Product and Service
Excellent
(5)Good (4) Moderate
(3)Low (2) Very Low
(1)Mean
25 (5) 120 (30) 45 (15) 0 (0) 0 (0) 3.8
Graph 4.4:
ANALYSIS:
Table no. 4.4 shows that almost half i.e. 58 retailers consider RELIANCE
NETCONNECT service and quality to be good followed by 25 respondents who
think it to be moderate and 17 respondents consider it to be excellent. Mean of
overall quality and product comes out to be 3.92 which lies between good and
moderate, tending more towards good. This shows that retailer consider service ofRELIANCE NETCONNECT to be good.Retailers are very much satisfied with
overall quality of product and service as most of them rated it to be good.
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ratinf of the following specific attributes regarding as per
distributor sales executive
Attribute: Strongly agree (3) Neither Agree norDisagree (2)
Disagree (1) Mean
Visit Frequently to
your shop96 (32) 26 (13) 5 (5) 2.54
Sales Personnel are
Helpful48 (16) 62 (31) 13 (13) 2.46
Understand Your
Requirement
48 (16) 58 (29) 5 (5) 2.22
Have Knowledge
Regarding Scheme84 (28) 44 (22) 0 (0) 2.56
Easily Accessible
When Required6 (2) 46 (23) 25 (25) 1.54
Graph 4.5:
ANALYSIS:
Table 4.5 shows that most of the retailer feels that distributor sales executive have
full knowledge regarding scheme as mean comes out to be 2.56 followed by their
frequent visit to their shop and understanding their requirement as their mean
comes out to be 2.54 & 2.22 respectively.This table also shows that almost half of
the retailer feels that distribitor sales executive are not easily accessible when
required since mean comes out to be 1.54. Retailers are not satisfied with easy
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accesses of distributor sales executive when required. They agree that sales
executive have full knowledge regarding scheme and visit frequently to their shop.
6 rating on Ordering and Delivering:
Attributes Strongly agree(3)
Neither Agree
nor Disagree (2)Disagree (1) Mean
Placing of order is
very easy114 (38) 24 (12) 0 (0) 2.76
Availability of
product when
required
54 (18) 58 (29) 3 (3) 2.3
Handle urgent
requirement0 (0) 48 (24) 26 (26) 1.48
Delivery on time 15 (5) 62 (31) 14 (14) 1.82Availability of
new launched
product
60 (20) 54 (27) 3 (3) 2.34
Graph 4.6:
ANALYSIS:
Table 4.6 shows that retailers rate the placing order to be very easy as its mean
score come out to be 2.76. On the same time they rate handling urgent requirement
and on time delivery as worst since their mean score comes out to be 1.48 and
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1.82.Most of the retailers rate the placing of an order to be easy procedure with
RELIANCE NETCONNECT along with availability of new products but
complaint for handling the urgent requirement and late delivery rated them below
average.
7) Does RELIANCE COMMUNICATION company give you
scheme/gift on regular basis so as to promote their business of Data
Card?
Yes No
Table 4.7 showing the awareness regarding Scheme and Gift
Yes `No44 6
GRAPH 4.7
ANALYSIS:
Table 4.7 shows that out of 50 retailers 44 are aware of different schemes and 6 are
not aware of these.
INTERPRETATION:
There are retailers who are not even aware of any trade scheme offer to them from
company for promotion of their trade.
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8) rating on Trade Scheme:
Attribute Strongly Agree (3) Neither Agree NorDisagree (2)
Disagree (1) Mean
Set fair annual
target15 (5) 46 (23) 16 (16) 1.75
Provide regular
trade scheme3 (1) 38 (19) 24 (24) 1.47
Provide attractive
reward60 (20) 42 (21) 3 (3) 2.38
Provide time to
achieve target 3 (1)
42 (21)
22 (22)
1.52
Give reward in time
on meeting target0 (0) 12 (6) 38 (38) 1.136
Graph 4.8:
ANALYSIS:
Table 4.8 shows that except attractive reward provided by RELIANCE
NETCONNECT retailers are not very much satisfied with other attribute. Timely
present of reward is consider to be worst by retailers as its mean comes out to be
1.136 followed by sufficient time to achieve target and providing regular scheme
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as there mean score comes to be 1.52 and 1.47.Most of the retailers are not
satisfied with time given to them to achieve target and providing reward on them.
They also complain for not providing them their reward in time after achieving
target on time. Though they agree that reward are attractive in nature.
9) Advertising support being provided by Virgin Mobile?
showing the response for Advertising Material:
Advertising Material Response AveragePoster 28 28/148=0.189Sticker 48 48/148=0.324Pamphlet 27 27/148=0.182Hoarding 34 34/148=0.22Signage 11 11/148=0.074
GRAPH4.9:
ANALYSIS:
Table 4.9 shows that stickers are the advertising material which are mostly
provided by Virgin Mobile as its average comes out to be 0.324 which is maximum
followed by poster and pamphlet whose average comes out to be 0.189 & 0182.
Signage is provided least to them by Virgin Mobile, since its mean comes out to be0.074. Most of the retailers are provided by stickers and hoardings only. Signages
are provided to very few retailers.
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10) rating of the attributes influencing in favour of product.
Attribute Agree Neither Agree norDisagree Disagree Mean
Quality of local
Advertisement Support 114 (38) 24 (12) 0 (0) 2.76
Quality of shop based
material 78 (26) 46 (23) 1 (1) 2.5
On Time activation of
Sim 75 (25) 36 (18) 7 (7) 2.36
On time updating ofdata 18 (6) 64 (32) 12 (12) 1.88
Support in Technical
Problem 15 (5) 58 (29) 16 (16) 1.66
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GRAPH:4.10
ANALYSIS:
Table 4.10 shows that most of the retailers rated local advertisement is of good
quality since it got a mean score 2.76 followed by shop based material with a mean
of 2.50. Retailers rated low technical support and updation of data support as their
mean score comes out to be 1.66 and 1.88 respectively. Most of the retailers are
not satisfied with updation of data and technical support provided to them by the
company. Though they are satisfied with local advertisement support, shop based
material and activation of data card.
11) scope of dealing with RELIANCE NETCONNECT in future?
Extremely
Good (5)Good (4) Moderate (3) Low (2) Very Low
(1)Mean
30 (6) 88 (22) 60 (20) 4 (2) 0 (0) 3.64
GRAPH 4.11:
ANALYSIS:
Table 4.11 shows that 22 respondents rate good for their dealing with RELIANCE
NETCONNECT and 20 rated it to be moderate. There are 2 retailers who rated low
for their future dealing. Mean comes out to be 3.64 which lie between good and
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moderate tending toward good.Most of the retailers are showing good future
prospect in case of dealing with RELIANCE NETCONNECT while some have
moderate and low response.
CHAPTER: 5
RESULTS AND FINDINGS
TO STUDY THE RETAILERS SATISFACTION REGARDING THEIR
INVESTMENT IN RELIANCE NETCONNECT
Retailers rate the rate on investment to be moderate and expect more from it. Profitability margin provided by RELIANCE NETCONNECT is also
considered moderate as compared to other service provider and they expect
more from it.
Overall quality of product and service is rated good by majority of retailersand hence seems to be satisfied from it.
TO FIND VARIOUS SHORTCOMING, IF ANY IN DISTRIBUTION OF
PRODUCT AND SERVICES TO RETAILERS:
Responses of retailers show those distributor sales executives are not easilyaccessible when required urgently by them.
Sales executive do not understand their requirement most of the time.
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As per rating given by retailers, distributor sales executive have goodknowledge regarding scheme.
Rating shows that distributor does not handle their urgent requirement andalso do not provide delivery on time.
TO STUDY THE FUNCTIONALITY OF PROMOTIONAL SUPPORT
GIVEN BY IDEA TO ITS RETAILERS:
As per responses of the respondent 12% of the retailer are not aware of anytrade scheme which is provided by Idea to them in data card sales.
Responses of retailer shows that reward given are attractive but company donot provide sufficient time to achieve target, also on achieving target delivery
of rewards is very late.
Most of the retailers are not provided with signage i.e. only 11 out of 50respondents have this.
Retailers face huge problem regarding updation of data and technical problemas they rated them very low. Also they accept that quality of local
advertisement support is quite good.
44% of retailer shows good response in terms of their response for dealing withRELIANCE NETCONNECT whereas there are 2 respondents who rated it
very low.
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Chapter:6
SUGGESTIONS AND LIMITATIONS
SUGGESTIONS
Market demand should be fulfilled on time as in today competitiveenvironment there are lots of alternative are available.
Interiors areas along the area which are far from city should be given equalimportance.
Company shoud appoint salesman and they should be educated and wellmannered so that they can interact with potential retailer and get order for
the company.
Company should provide low cost signage to all retailers if possible. Try to obtain support from dealer and help retailers to boost their sales
efforts and solve the various problem faced by them.
Try to locate the product in all most all the shop whether it is interior or inmain market.
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For increasing sales new attractive promotional scheme should be increaseand also sufficient time should be given to achieve target.
For motivating retailers to deal in their product, distributor and companyofficial should remain in personal touch with them.
Regular market survey should be conducted to know performance ascompared to other player in market.
Company representatives performance should be checked regularly. Company should give information to prospective buyer about the new
product and try to create demand by persuading them.
Delivery of reward on achieving target should be provided immediately toretailers.
LIMITATIONS OF THE STUDY
The time period for conducting the survey is limited therfore size cover isonly Rishikesh.
Some retailers do not have enough time during which study is conducted. Some retailers do not give accurate response as they were taking this
research casually and just doing formality to give response.
Non-cooperation of the retailers in giving some critical information for thestudy.
Whatever information collected is valid untill there are any changes by thecompany.
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CHAPTER:7
CONCLUSIONS
CONCLUSION
In this study I have found that most of the retailers are satisfied with the overall
quality of product and service. In case of interaction with distributor sales
executive majority of retailers are not satisfied with easy accesses of sales
executive also they complain of sales executive not understanding their
requirement properly. In this study I also found that retailers are very much
dissatisfied with handling their urgent requirement by sales executive and delivery
made to them is also not in time. This study reveals that few retailers are not aware
of any trade promotional scheme given to them by company. Among those who
knows about the scheme complains for limited time given to them to achieve target
and late delivery of reward on achieving target. They also complain for poor
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backend support to them by company such as updation of data and technical
problem. There are retailers who show moderate response in dealing with
RELIANCE NETCONNECT in future, also there are few who says that
probability of their dealing with RELIANCE NETCONNECT in future is very low
and they will soon leave RELIANCE NETCONNECT if they get some other better
option.
CHAPTER:8
ANNEXURE
QUESTIONNAIRE
Do you deal in RELIANCE NETCONNECT : Yes No
For how long are you dealing with RELIANCENETCONNECT?_______
Who are the Data Card service provider with whom are you dealingwith and since when?
Company Name Response No. of month/yearRelianceBSNL
Idea
Airtel
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Tata Photon
How do you rate your rate on investment that you made on RELIANCENETCONNECT on following scale?
Excellent Good Moderate Low Very Low
How do you rate the profitability percentage while dealing withRELIANCE NETCONNECT?
Excellent Good Moderate
Low Very Low
How do you rate the overall quality of product and service provided byIdea ?
Excellent Good Moderate Low Very Low
How do you rate the following specific attribute regarding yourdistributor sales executive on given scale?
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Attribute: Strongly agree (3) Neither Agree nor Disagree (2) Disagree (1)Visit Frequently to your
shopSales Personnel are
HelpfulUnderstand Your
RequirementHave Knowledge
Regarding SchemeEasily Accessible When
Required
How do you rate the following attribute regarding ordering anddelivering of RELIANCE NETCONNECT on given scale?
Attributes Strongly agree (3) Neither Agree nor Disagree (2) Disagree (1)Placing of order is very
easyAvailability of product
when requiredHandle urgent
requirementDelivery on timeAvailability of new
launched product
Do Idea Company give you scheme/gift on regular basis so as topromote their business of Data Card ?
Yes No
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If yes than move to Q.No. 10 else move to Q.No.11
How do you rate the quality of trade scheme on following parameter?Attribute Strongly Agree (3) Neither Agree Nor
Disagree (2)Disagree (1)
Set fair annual targetProvide regular trade
schemeProvide attractive
rewardProvide time to achieve
targetGive reward in time on
meeting target
What advertising support being provided by RELIANCENETCONNECT? (Please tick)
Poster Sticker Pamphlet Hoarind Signage Other (Specify)______
12. How do you rate the effectiveness of advertising and service support on
following parameter?
Attribute Agree Neither Agree nor Disagree Disagree
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Quality of local
Advertisement SupportQuality of shop based material
On Time activation of Sim
On time updating of data
Support in Technical Problem
13. What is the probable scope of dealing with RELIANCE NETCONNECT
in Future?
Extremely Good Good Moderate Low Very Low
RESPODENTS DETAIL:
NAME:
SHOP NAME:
ADDRESS:
CITY:
Bibliography
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Bhatt Mayank, :-Journal of Marketing Research, Vol. XXXVIII,No. 4, April 2008
Jha Subhash, :-The ICFAI Journal of Services Marketing, Vol. VI,No.1, March 2008
Website:
www.ideacellularltd.com
www.google.in
http://www.ideacellularltd.com/http://www.ideacellularltd.com/http://www.google.in/http://www.google.in/http://www.google.in/http://www.ideacellularltd.com/