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PROJECT REPORT
“DESCRIPTIVE STDUDY TO FIND OUT THE MARKET SHARE OF ‘MOTOROLA MOBILE PHONES (GSM)’ VIS A
VIS COMPETITION IN LUCKNOW MARKET IN 2004”
FOR
MOTOROLA INDIA PVT. LIMITED.
2004-06
BY
VIBHOR KUMAR SHRIVASTAVAFOR
SUBMITTED IN PARTIAL FULFILLMANT OF THE M.B.A. DEGREE REQUIREMENT.
DEPARTMENT OF MANAGEMENT STUDIESDEWAN INSTITUTE OF MANAGEMENT STUDIES MEERUT
(U.P.)AFFILIATED TO UTTAR PRADESH TECHNICAL
UNIVERSITY, LUCKNOW
Summer Training Project
On
“Descriptive study to find out the share of ‘Motorola mobile phones
(GSM)’vis a vis competition with major brands and market positioning
of the product in comparison with Nokia, Samsung, LG, & Sony
Ericsson in Lucknow market in 2004 .”
Project undertaken to make an assessment of the current
market share of
Motorola vis a vis competition in the present scenario of
dynamic mobile market in GSM division which is almost
contributing 70% of the entire sales volume of the entire
telecom industry in terms of Connectivity and penetration.
Under the Supervision of : Submitted By
Mr. Neeraj Kumar Shrivastava Vibhor Kumar ShrivastavaArea sales Manager (Central & Eastern UP) M.B.A. ( IIst Year)Motorola India Pvt Ltd. DIMS, Meerut
2
ACKNOWLEDGEMENT
The project might have been an outgrowth of my experience
but it is not a sole effort. It would be selfish to neglect the
assistance of many others who have provided their fruitful and
continuous flow of there experience and advice through out the
project work period.
I am extremely grateful to my project guide Mr. Sudhir Sharma
(faculty DIMS) for his constant guidance and valuable support
for the project. We also appreciate the amount of time he spent
with me.
I deem it a great privilege to express my special thanks and
sense of gratitude’s to Mr. Vipul Yadav (H.O.D. DIMS) for his
kind support and instructions, which becomes valuable for my
project.
4
Thanks to Mr. Sudhanshu Rastogi, distributor of Motorola
mobile at Lucknow for his information sharing and other
support.
Special thanks to Mr. Neeraj kumar Srivastava (Area Sales
Manager of Motorola India Pvt. Ltd. For Central & Eastern UP)
for his valuable supports and suggestions from time to time.
And last but not the least, to many others whom I have not
specifically named, I think of you and I thank you heartily
nonetheless.
Vibhor Kumar Shivastava
5
6
Preface
7
Preface
The presentation of this report is an outcome of the work study
undertaken by me in Motorola India Pvt. Limited which forms a
part of my M.B.A. course.
The project entitled “Descriptive study to find out the
share of ‘Motorola mobile phones (GSM)’vis a vis
competition with major brands and market positioning
of the product in comparison with Nokia, Samsung, LG,
& Sony Ericsson in Lucknow market.” is related to the
sales and market share which company has in Lucknow
market along with perception of its channel partners
about the brand. A survey was conducted so as to find
out: -
The current market situation of sale of Motorola mobile
(GSM) in last year(2004).
8
CONTENTS TABLE
1. Objective of the Study 2
2. Certificate of Organization A
3. Institution’s Certificate B
4. Acknowledgement 4
5. Research Objective and Sub Objective 10
6. Importance of the Study 12
7. Hypothesis for the Study 14
8. Motorola Profile 26
9. Research Design 72
11. Method of Data Collection 76
12. Methods of Tabulation 85
13. Sample Size 88
14. Data Analysis 96
15. Statistical Calculation 104
16. Findings 107
17. Conclusion 121
18. Recommendations 123
19. Limitations of the Research 127
9
20. Executive Summary 129
20. Bibliography 132
21.
22.
Appendix (Questionnaire)
Index
134
136
RESEARCH OBJECTIVE
10
RESEARCH OBJECTIVE
(a)MAIN OBJECTIVE –
Descriptive study to find out the share of Motorola
mobile phones ( GSM ) vis a vis competition with major
brands and market positioning of the product in
comparison with Nokia, Samsung, LG, & Sony Ericsson
product in Lucknow market in 2004 .
(b)SUB-OBJECTIVES –
(1) To know the brand image of the product (for
professions – A doctor, Engineer, Lawyer, Manager).
(2) Compare the sale of Motorola with other four leading
sets (On the basis of last year).
11
(3) To find out the customer satisfaction level.
12
The presentation of this project is an outcome of the work
study undertaken by me in Motorola India Pvt. Ltd. which forms
a part of my M.B.A. course.
The project entitled ‘ Descriptive study to find out market share
of Motorola and market positioning of the product in compare
of Nokia, Samsung, LG, & Sony Ericsson in Lucknow market ‘ is
related to the perception of the buyers out the mobile and the
relative stand of Motorola in the market. A survey is conduct so
as find out –
The current market share of Motorola Mobile in the present
situation.
This project will be very helpful for me in my future professional
career and it is very good for the Motorola India Pvt. Ltd. also.
14
HYPOTHESIS FOR STUDY
HYPOTHESIS FOR STUDY
15
Hypothesis may be defined as the “preposition or a set of conditions
set forth as an explanation for the occurrence of some specified group
of phenomena either asserted merely as a provisional conjecture to
guide some investigation or accepted as highly probable with the help
of established facts”. Quite often a research hypothesis is a predictive
statement, capable of being tested by scientific methods, that relates
an independent variable to some dependent variable.
Importance of Hypothesis:
1. Hypothesis should be amenable to testing with a reasonable
time, because one cannot spend a life-time collecting data to
test it.
2. Hypothesis must explain the facts that gave rise to the need
for explanation.
3. Hypothesis should be capable of being tested.
4. It should be limited in scope and must be specific.
5. It should state relationship between the variables, if it happens
to be a relational hypothesis.
Better Career planning are made effective by training seminars run
by the company help every one to learn new knowledge, information
16
and better quality of living standards. Good amount of efforts are
made to improve their skills, personality, and overall development.
So, we can say that marketing department is the important part of
the organization, and a organization can grow due to the good sale.
Therefore every organization must have good sale planning and
Motorola India Pvt. Ltd. must be very careful for it’s marketing
department.
17
MARKET ENVIRONMENT
18
MARKET ENVIRONMENT
The Indian mobile market presents a picture of presence of
mobile of various brands with lot of features and utilities.
There are 5 major market player of mobile namely: -
1. Nokia
2. Samsung
3. Motorola
4. LG
5. Sony Ericsson
Mobile technology is divided in two parts –
1.G.S.M
2.C.D.M.A
1.(G.S.M )
G.S.M technology is accepted world wide and is
very common in European countries. It was developed by
Europe.
2.(C.D.M.A )
19
C.D.M.A was developed by Qualcomm U.S.A .It is less popular
than G.S.M .
Operators like Hutch, Orarge ,B.S.N.L,
Spice,Idea ,Airtel, Reliance & M.T.N.L use this technology.
Where as Reliance &Tata use C.D.M.A technology . In India the
market share has been divided in two parts—
1-70% G.S.M users.
2-30% C.D.M.A users.
The market has been divided into three segment erundmainly:
1-Low End.
2-Mid End.
3-High End.
20
1 (low End )-
Model ranging from 1500 To 3000 comes under this Low End
MotorolaC-115,C-138, Nokia 1100,1108 ,Samsung N-700 are
the prime competitor in this world.
In the past three months there has been significant
change in market environment .In term of Low End models
L.G ,Samsung has decided not to introduce any new models in
this Black & White Low End market share has been capture by
Nokia 1100 ,1108 models. Although Motorola has also tried to
increase its market share by making Tieup with operator like
Hutch, Airtel. But still Nokia remains No-1 in the category
Low End contributes 65% of total mobile sale. 2-(Mid End )-
Model ranging form 3000 To 7000 comes
under this Mid End category .In this range generally coloured
handsets segment. Nokia, Samsung, L.G, Motorola, Sony
Ericsson have a lot of Models like Nokia 2300, 2600 ,.2650,
3100, 3120, 7200, 7250, 6610i , Samsung C-110, C-210,
21
C210/N, C-230, X430, X480, X460 L.G G-3100, G-1600, G-
5300, G1100, G-2000, G-1800, G-2400, G2400, G-3100 , Sony
Ericsson T230, T290, J200i , j300i, T610, Motorola C157, V171,
V220, C650, E398 .
Nokia & Motorola are major player in this category, other player
like L.G, Samsung, has also introduces new Models to gain
some market share in this segment customer prefer to have
MMS facility, camera Try Brand ,65 k colour ,Polifonic Ring
Tones games G.P.R.S and other features .
Mid End contributes 25% of total Mobile sale.
3-(High End)-
High End phones start from 8000 To 35000. In
this range Nokia, Samsung, L.G, Motorola have a lot of Models.
Like Nokia 6020, 6021,3230, 6220,
7260,6820,6230,6260,7200,7280,6670,7270,6230i,6800, 6801,
NGAGE,N-GAGE G , 6600, 6670, 7610, 6660, 6680, 6681 ,
7710, 9500, 9300
22
L.G G5400 Sony Ericsson K508i , K500i, K700i , K750i,
Z800i, P910i Samsung X640, E330, E630, E600, E700, E810,
E800, D410, D500 , Motorola V3, A768i, A780 .
In this segment feature like video recording
V.G.A camera expendable memory slot P.D.A function, Touch
screen, Internet facility, are given.
This segment contributes balance 10% .
As far as Lucknow G.S.M Mobile market is
consult the total sale volume 14000 units . In this 14000
Lucknow city sales is approximate 9000 handsets , balance
5000 is been sold by its neighbouring 12 other district which
comes under Lucknow divison.
On an average 12 Lakhs handsets are being sold
every month and the industry growth rate is 90% for past 3
years. It was almost 100% that means the market was doubling
up every year. Analyst says the trend will continue for this type
of growth for another few years. As the mobile paratention
23
level in India has not touched even double digit in percentage.
In comparison to China, Russia, U.S, U.K and other European
countries more than 30%.Hence there is immense potential in
telicom market. B.S.N.L being largest cellular operator. In India
seeing this opportunity mobile like Nokia, Motorola, Samsung
have decided to manufacture the handsets in India .
As for as C.O.A.I (Confortration of cellular operator
of India ) following is the customer based on 30 june 2005—
NO BRAND SUBSCRIBER BASE (IN LAKS) MARKET
SHARE
1- Airtel 118.00
27.23%
2- B.S.N.L 98.80
22.79%
3- Hutch 81.90
18.90%
24
4- Idea 53.60
12.37%
5- B.P.L 25.90
5.99%
6- Aircel 17.90
4.12%
7- Spice 14.70
3.38%
8- Reliance 12.30
2.83%
9- M.T.N.L 10.40
2.39%
TOTAL - 433.50
100.00%
The manufactures of Nokia mobiles are producing model 1100,
1108, 2300, 2600, 2650, 3100, 3120, 7200, 7250, 6610i, 3220, 6020,
6021, 3230, 6220, 7260, 6820, 6230, 6260, 7280, 6670, 7270, 6230i, 6800,
6101, NGAGE, N-GAGE GAME, 6600, 6670, 7610, 6630, 6680, 6881, 7710,
9500, 9300 . Most selling models in this brand are 1100, 1108,
2300, 2600, 6600, 6610i, 7200, 7610.
25
The manufactures of Samsung mobiles are producing model
N-700, C210, C200/N, C230, X430, X480, X460, X640,
E330, E630, E620, E600, E700, E810, E800, D410, D500
Most selling model in this brand are E700, C230.
The manufacturer of LG mobiles are producing model G-
3100, G-1600, G-5300, G-1100, G2000, G-1800, G-2400, G-
2400, G-3100, G-3400, G5400. Most selling models in this
brand are G1100, G2400, G3400.
The manufacturer of Motorola mobile are mobiles are
producing models T-191,C-115,C-300,C-115,C-157,V-171,C-
200,E-365,E-398,A 760,A780,V808,V3razr,C-200,C-201,C-
116,C-350,C-350e,C-375,C-380,C-550,A768i,MPx,V-303,V-
600 Most selling model in this brand are C115, C138, C200,
E-398, V171.
The manufacturer of Sony Ericsson mobiles are producing
model T230, T290, J200i , J300i, T610, T630, K300i, K508i,
26
K500i, K700i, K750i ,Z800i ,P910i Most selling model in this
brand are K300i,T230,T290.
27
MOTOROLA PROFILE
28
MOTOROLA PROFILE
Motorola , Inc. is a global leader in wireless, broadband and
automotive communications technologies and embedded
electronic products.
Wireless
Handsets: We are one of the world’s leading providers of
wireless handsets, which transmit and receive voice, text,
images and other forms of information and communication.
Wireless Networks : We also develop, manufacture and
market public and enterprise wireless infrastructure
communications systems, including hardware software and
services.
29
Mission- Critical Information Systems: In addition, we are
a leading provider of customized , mission - critical radio
communications and information systems.
Broadband :
We are a global leader in developing and deploying end-to-end
digital broadband entertainment, communication and
information systems for the home and for the office. Motorola
broadband technology enables network operators and retailers
to deliver products and services the connect consumers to
what they want, when they want it.
Automotive:
We are the world’s market leader in embedded telematics
systems that enable automated roadside assistance,
navigation and advanced safety features for automobiles.
Motorola also provides integrated electronics for the
powertrain, chassis, sensors and interior controls.
Semiconductor:
30
We also are a leading producer of embedded processing and
connectivity products for the automotive , networking and
wireless communications industries through our majority –
owned subsidiary, Freescale Semiconductor, Inc.
MOTOROLA HISTORY
31
MOTOROLA HISTORY
Motorola’s role as pioneer, innovator and visionary in mobile
Communications is well-known. Originally founded as the
Galvin Manufacturing Corporation in 1928, Motorola has come
along way since introducing its first product, the battery
eliminator. For more than 75 years, Motorola has proven itself a
global leader in wireless , broadband and automotive
communications technologies and embedded electronic
products, and has become a company recognized for its
dedication to ethical business practices and pioneering role in
important innovations.
32
Motorola has kept moving at the pace people are living. Its
products have grown and changed over the years, and its drive
for excellence has strengthened and intensified. From the five
pound Handie-Talkie TM radio to the lightweight models of
today, Motorola’s has been the leading provider of two-way
radio services to public safety, government, transportation,
utility and manufacturing enterprises. Its digital cable set-top
terminals and cabal modems deliver the promise of a
connected home just as the original home radios and
televisions did in the 1930s and ‘40s. The leader in embedded
processor production, Motorola has developed a broad array of
microprocessors for a wide range of products, from some of the
first video games to today’s advanced digital cameras. In
personal communications, Motorola changed the way the world
communicates, from the introduction of the Dyna TAC cell
phone in 1983 to today’s sleek handsets and innovative
technology for mobile telephone service. It is also a key
supplier of integrated systems for automobiles , portable
electronic devices and industrial equipment.
33
Throughout its history, Motorola has transformed innovative
ideas into products that connect people to each other and the
world around them. Moving forward, the company strives to
keep its commitment of making things better and life easier.
Motorola is a Fortune 100 global communications leader that
provides seamless mobility products and solutions across
broadband, embedded systems and wireless networks.
Seamless mobility means you can reach the people, things and
information you need in your home, auto, workplace and all
spaces in between. Seamless mobility harnesses the power of
technology convergence and enables smarter, faster, cost-
effective and flexible communication. Motorola had sales of US
$31.3 billion in 2004.
34
Today, Motorola is comprised of four businesses: Connected
Home Solutions, Government & Enterprise Mobility Solutions,
Mobile Devices and Networks.
Connected Home Solutions
Provides a scalable, integrated end-to-end system for the
delivery of broadband services that keeps consumers informed,
entertained and connected. Its technology enables network
operators and retailers to create and execute on new business
opportunities by providing innovative products and services to
the home.
Government and Enterprise Mobility Solutions
A leading provider of integrated radio communications and
information solutions, with more than 65 years of experience in
meeting the mission-critical requirements of public safety,
government and enterprise customers worldwide. It also
designs, manufactures and sells automotive and industrial
electronics systems and telematics systems that enable
automated roadside assistance, navigation and advanced
safety features for automobiles.
35
Mobile Devices
Offers market-changing icons of personal technology -
transforming the device formerly known as the cell phone into
a universal remote control for life. A leader in multi-mode,
multi-band communications products and technologies, Mobile
Devices designs, manufactures, sells and services wireless
subscriber and server equipment for cellular systems, portable
energy storage products and systems, servers and software
solutions and related software and accessory products.
Networks
Delivers proven capabilities in cellular, wireless broadband and
wireline access technologies, with recognized leadership in
integrating core networks through wireless IP, wireless
softswitch and IP multimedia subsystems. The Networks group
is advancing seamless mobility with innovative technology
solutions, as well as a billion dollar services business with an
expanded portfolio delivering support, integration, applications
and management.
36
Mission
Motorola seeks to benefit the communities in which it operates
around the world. The company achieves this by making
strategic grants, forging strong community partnerships,
fostering innovation, and engaging stakeholders.
Vision
To make a unique contribution to improving the world in which
we live.
37
How We Do It
We seek to fund best-in-class organizations around the world
that support our strategic focus areas and work with them to
improve communities.
We leverage our resources, include key stakeholders in our
decisions, and work within community networks to maximize
our funding.
We conduct rigorous accounting and oversight practices to
insure impact of our grant making and funding.
Motorola’s role as pioneer, innovator and visionary in mobile
communications is well-known. Originally founded as the Galvin
Manufacturing Corporation in 1928, Motorola has come a long
way since introducing its first product, the battery eliminator.
For more than 75 years, Motorola has proven itself a global
leader in wireless, broadband and automotive communications
technologies and embedded electronic products, and has
become a company recognized for its dedication to ethical
38
business practices and pioneering role in important
innovations.
Motorola has kept moving at the pace people are living. Its
products have grown and changed over the years, and its drive
for excellence has strengthened and intensified. From the five
pound Handie-Talkie™ radio to the lightweight models of today,
Motorola has been the leading provider of two-way radio
services to public safety, government, transportation, utility
and manufacturing enterprises. Its digital cable set-top
terminals and cable modems deliver the promise of a
connected home just as the original home radios and
televisions did in the 1930s and ‘40s. The leader in embedded
processor production, Motorola has developed a broad array of
microprocessors for a wide range of products, from some of the
first video games to today’s advanced digital cameras. In
personal communications, Motorola changed the way the world
communicates, from the introduction of the DynaTAC cell
phone in 1983 to today’s sleek handsets and innovative
technology for mobile telephone service. It is also a key
supplier of integrated systems for automobiles, portable
electronic devices and industrial equipment.
39
Throughout its history, Motorola has transformed innovative
ideas into products that connect people to each other and the
world around them. Moving forward, the company strives to
keep its commitment of making things better and life easier.
The Global System for Mobile communications is a digital
cellular communications system. It was developed in order to
create a common European mobile telephone standard but it
has been rapidly accepted worldwide. GSM was designed to be
compatible with ISDN services.
1 History of the cellular mobile radio and GSM
40
The idea of cell-based mobile radio systems appeared at Bell
Laboratories (in USA) in the early 1970s. However, mobile
cellular systems were not introduced for commercial use until
the 1980s. During the early 1980s, analog cellular telephone
systems experienced a very rapid growth in Europe,
particularly in Scandinavia and the United Kingdom. Today
cellular systems still represent one of the fastest growing
telecommunications systems.
But in the beginnings of cellular systems, each country
developed its own system, which was an undesirable situation
for the following reasons:
The equipment was limited to operate only within the
boundaries of each country.
The market for each mobile equipment was limited.
In order to overcome these problems, the Conference of
European Posts and Telecommunications (CEPT) formed, in
1982, the Groupe Special Mobile (GSM) in order to develop a
pan-European mobile cellular radio system (the GSM acronym
became later the acronym for Global System for Mobile
41
communications). The standardized system had to meet certain
criterias:
Spectrum efficiency
International roaming
Low mobile and base stations costs
Good subjective voice quality
Compatibility with other systems such as ISDN (Integrated
Services Digital Network)
Ability to support new services
Unlike the existing cellular systems, which were developed
using an analog technology, the GSM system was developed
using a digital technology. The reasons for this choice are
explained in section 3.
In 1989 the responsibility for the GSM specifications passed
from the CEPT to the European Telecommunications Standards
Institute (ETSI). The aim of the GSM specifications is to describe
the functionality and the interface for each component of the
system, and to provide guidance on the design of the system.
These specifications will then standardize the system in order
to guarantee the proper interworking between the different
elements of the GSM system. In 1990, the phase I of the GSM
42
specifications were published but the commercial use of GSM
did not start until mid-1991.
The most important events in the development of the GSM system are presented in the table 1.
Year Events
1982CEPT establishes a GSM group in order to develop the standards for a pan-European cellular mobile system
1985Adoption of a list of recommendations to be generated by the group
1986Field tests were performed in order to test the different radio techniques proposed for the air interface
1987
TDMA is chosen as access method (in fact, it will be used with FDMA) Initial Memorandum of Understanding (MoU) signed by telecommunication operators (representing 12 countries)
1988 Validation of the GSM system
1989The responsability of the GSM specifications is passed to the ETSI
1990 Appearance of the phase 1 of the GSM specifications
1991 Commercial launch of the GSM service
1992Enlargement of the countries that signed the GSM- MoU> Coverage of larger cities/airports
1993Coverage of main roads GSM services start outside Europe
1995Phase 2 of the GSM specifications Coverage of rural areas
Table 1: Events in the development of GSM From the evolution of GSM, it is clear that GSM is not anymore
only a European standard. GSM networks are operational or
planned in over 80 countries around the world. The rapid and
43
increasing acceptance of the GSM system is illustrated with the
following figures:
1.3 million GSM subscribers worldwide in the beginning of
1994.
Over 5 million GSM subscribers worldwide in the beginning
of 1995.
Over 10 million GSM subscribers only in Europe by
December 1995.
Since the appearance of GSM, other digital mobile systems
have been developed. The table 2 charts the different mobile
cellular systems developed since the commercial launch of
cellular systems.
Year Mobile Cellular System
1981 Nordic Mobile Telephony (NMT), 450>
1983 American Mobile Phone System (AMPS)
1985Total Access Communication System (TACS) Radiocom 2000 C-Netz
1986 Nordic Mobile Telephony (NMT), 900>
1991Global System for Mobile communications> North American Digital Cellular (NADC)
1992 Digital Cellular System (DCS) 1800
1994Personal Digital Cellular (PDC) or Japanese Digital Cellular (JDC)
1995Personal Communications Systems (PCS) 1900- Canada>
44
1996 PCS-United States of America>
GSM ARCHITECTURE
Table 2: Mobile cellular
45
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About the Motorola V220 Mobile PhoneThe beautiful new Motorola V220 Mobile Phone is set to stun with its curvaceous look, sophisticated keyboard and quality colour screen. But it's no lightweight with integrated camera, picture phone book, MP3 ringtones and fun games. Demand more? Add the optional FM stereo radio headset and dance anytime or Mobile Phonetools software to communicate, sync and keep yourself organised. What ever you choose - It's a winner.
Motorola V220 SpecificationsAlert types - Motorola V220 has Polyphonic ringtones, MP3 ringtones & space for downloads (content may vary by operator)
MOTOMIXER™ (Remixable MIDI ringer software): MotoMixer(TM) makes your phone the ultimate in audio customisation. Download and remix ringtones to create unique polyphonic sounds. Forget the decks and hit the phone keypad.
Java (J2ME) Games: Hungry Fish , OptItOut also includes Photo Editor
Integrated Digital Camera
Picture Phone Book: Store your own special photographs and images in the picture phone book. Allocate them to your telephone numbers and see their photograph on your screen when they call. Instantly recognise whose calling. Have some fun - take their photograph or something that reminds you of them... It's a laugh.
In-built Hands-free Speaker Phone. Use your mobile phone like a landline speakerphone. No need for an optional accessory - With just the touch of a button bring others into your conversation with the in-built speakerphone. Great for meetings, second opinions or just showing off.
MMS (Picture / photo + text + sound): Send and receive pictures, sounds and animations with your messages. MMS is as easy to use as sending a standard text message, but now you can really bring your messages to life.
EMS 5.0
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Tri-band GSM 900/1800/1900
Standby Time: up to 230 hours
Talk Time: up to 320 mins
GPRS - (2u/4d) Class 10. GPRS (General Packet Radio Service) allows the user faster call set-up, higher data speed, and an “always on” connection.
WAP - 2.0 / MIB 2.2. Wireless application protocol (WAP) is the first global standard for Internet services over mobile phone networks. It is capable of displaying "mini websites", which look simple when compared with normal websites but which already provide a variety of powerful services, including banking, ticket purchase, news updates and more. See the WAP Demo for more information.
Connectivity - Mini USB. Get the best connection - Motorola phones have a variety of in-built connectors to connect you to a wide range of data accessories such as 'Mobile PhoneTools.' Choose the one that is best suited for your purpose. Bluetooth, Infrared or CE Bus (USB/Serial).
Internal Memory - 1.8 MB
Colour - Silver
Dimensions - 85.5 x 44 x 24 mm
Volume - 80 cc
Weight - 100 g
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Motorola V635
Motorola V635 Phone, features at a glance:
Dimensions: 88 x 47 x 24 mm Weight: 120 g Stand-by time: up to 110 hours Talk time: up to 3 hours Display Type TFT, 262K colours Camera: 1.2 Mega Pixels with x8 zoom Java Bluetooth MP3 player Quad-band, GSM 850, 900, 1800 and
1900
The Motorola V635 SIM Free has never been locked and will work on all UK networks like O2, Vodafone, Orange, T-Mobile and Virgin. It will work on all GSM networks in North America such as T Mobile (Voicestream), Cingular, AT&T GSM service and Fido and also any GSM SIM card in the world. It will work on any Network in Europe, Asia, Australia and New Zealand. You will need to use your own SIM card with operable GSM line.
Buy Motorola V635 SIM Free or on Orange
Buy Motorola V635:
SIM Free Orange
If image is everything - don't hide away. Capture, show and share, time and time again. With video, 1.2 megapixel camera and 8x zoom don't let that moment slip away. Plus with Bluetooth technology, integrated MP3 player and removable memory cards you have no excuse to stay indoors.
Personalisation/Fun Features
Alert types : MP3, Polyphonic and Monophonic Ringtones & space for downloads (phone content may vary by region and operator)
Downloadable Themes (Ringtones, Wallpaper &
53
Screensavers) J2ME Games : Embedded & space for downloads Video capture, playback and download : (with sound)
MPEG4 / H.263 Integrated Digital Camera : 1.2 Megapixel with 8 x Digital
Zoom and light Integrated MP3 Player MOTOMIXER™ (Remixable MIDI ringer software)
Call Management Features
Phonebook : Up to 1000 Entries (Dependent on memory allocation)
Picture Phone Book Voice Activated Dialling In-built Hands-free Speaker Phone Multi-call functionality
Messaging Features
MMS (Picture / photo + text + sound) EMS 5.0 iTAP™ Predictive text Instant Messaging Support : Wireless Village (operator
dependent) Email support: Pop3, SMTP, IMAP4 Quick messages Group SMS
Lifestyle Features
Calculator and Currency Converter Date and Clock Alarm PIM functionality
Performance Features
Quad-band : 850/900/1800/1900 Standby Time : Up to 200 hours Talktime : Up to 525 mins
Data Features
Expandable memory (TransFlash)
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GPRS : Class 10 (2U/4D) EDGE for high speed data exchange (EDGE is a service
dependant feature) : Class 4 WAP : 2.0 / MIB 2.2 Connectivity : CE Bus / Bluetooth
Technical Specifications
Internal Memory : 5 MB Colours (Operator dependent) : Silver & Black Dimensions (H x W x D) : 89 x 49 x 24.6 mm Volume : 85 cc Weight : 124 g Internal Display : 176 x 220 262k Colours TFT
External Display : 96 x 80 CSTN 4k Colour
\
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RAZRWIRE...Motorola and Oakley Announce Launch of RAZRWIRETM With Cingular Wireless... More
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Senior Executive of Motorola:
1. ADRIAN NEMCEK President, Networks Business and Executive Vice President, Motorola, Inc.
2. ANDREW S. COBHAM President and Director Corporate
Country Manager PT. Motorola Indonesia ,Motorola, Inc
3. DANIEL M. MOLONEY President, Connected Home Business and Executive Vice President, Motorola, Inc.
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4. DANIEL SHIH President Motorola (China) Electronics Ltd Motorola, Inc
5. DAVID W. DEVONSHIRE Executive Vice President and Chief Financial Officer, Motorola, Inc.
6. DRINA YUE Vice President & Managing Director Connected Home Business, Asia
Pacific, Motorola Asia Pacific Limited
Senior Officers of Motorola:
1.Mr. Ronn Garrique- Prsedident- Motorola all over world
61
2.Mr. Allen Burne- Director- Emerging Market ( China, Russia, India,
Midd;e east, south west asia)
3.Mr Sudheer Agarwal- director sales & Marketing
4.Mr. Romy Juneja- Channel sale Mnager- All India
5.Mr. Manish Singhai – Regional sales manager- North
6.Mr. Neeraj kumar Srivastva- Area Sales manager- UP ( central & Eastern)
7.Mr. Nitesh Mittal – Area Executive, Lucknow
8.Mr. Ritesh Gupta-Area Executive, Varanasi.
9.Mr. Rajendra Gupta- Area Executive, Kanpur
10.Mr. Amit Srivastava- Area Executive, Allahabad
11.Mr. Anil Tiwari- Area Executive, Gorakhapur
62
REGIONAL OFFICES
REGIONAL OFFICES
63
Broadband Communications sector Motorola India Electronics Pvt. Limited.Motorola India Pvt. Limited.Bagmane Tech Park,(7th Floor), No: 66/1, Plot No.: 05C V Raman Nagar Post,Bangalore 560093,Karnataka, India
Phone: +91-80-2601-7000Fax: +91-80-2601-7037
Motorola India Electronics Private Limited.Bagmane Tech. Park,66/1, Plot# 05,C V Raman Nagar,Bangalore 560093Karnataka, India
Phone: +91-80-2601-0000Fax: +91-80-2601-3366
Commercial, Government and Industrial Solutions Sector Global Telecom Solutions Sector Motorola Exellence Center415/2, Mehrauli Gurgaon RoadSector – 14Gurgaon 122001Haryana, India
Phone: +91-124-230-3212Fax: +91-124-230-6688
Personal Communication Sector Motorola Computer GroupMotorola Exellence Center415/2, Mehrauli Gurgaon RoadSector – 14Gurgaon 122001
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Haryana, India
Phone: +91-124-230-3212Fax: +91-124-230-6688
Motorola India Pvt. Limited 6th Floor, Auriga BlockVanenburg IT ParkSoftware Units LayoutMadhapur Hyderabad 500081, India
Phone: +91-40-5572-7000Fax: +91-40-5572-7001
Motorola India Electronics Private Limited“TSR Towers”H No.6-3-1090, SomajigudaRajbhavan Road Hyderabad RoadHyderabad 500082, India
Phone: +91-40-2330-8090Fax: +91-40-2330-8089
Compettion data January
Lucknow Kanpur Varanasi Allahabad Gorakhpur jhansi Totalmarket share
1 Nokia 14000 10000 6000 3000 3000 2000 38000 82.132 Samsung 1000 1200 700 300 200 100 3500 7.563 LG 500 400 200 100 100 50 1350 2.924 Sony 400 400 200 100 100 100 1300 2.815 Ben Q 300 200 50 30 20 25 625 1.356 Phillips 100 75 50 25 25 25 300 0.65
65
7 Bird 50 50 50 25 25 0 200 0.438 Panasonic 25 25 25 20 20 0 115 0.259 Sagem 25 50 25 20 20 0 140 0.30
10 Motorola 300 180 170 40 50 0 740 1.60 total 16700 12580 7470 3660 3560 2300 46270 100.00 36.0925 27.18824 16.14437 7.9100929 7.69397018 4.970823 100
Town Coverage Report
Towns Status outlet covered total counters1 Lucknow 250 4002 Rae bareilly covered 6 103 Sultanpur covered 5 104 Sitapur covered 5 65 Lakhimpur covered 7 96 Hardoi covered 3 107 Faizabad&Ayodhya covered 10 208 Barabanki covered 7 109 Behraich covered 7 15
10 Balrampur covered 3 5
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11 Gonda covered 6 812 Malihabad covered 0 212 Kanpur covered 309 50013 Orai covered 3 1514 Farrukhabad covered 2 1015 Fatehpur covered 1 516 Kayamganj covered 1 317 Etawah covered 1 1018 Unnao covered 2 519 Fatehgarh covered 1 620 Banda covered 2 421 Karvi covered 2 322 Mahoba covered 1 323 kannauj covered 2 424 Varanasi covered 45 30025 Mughalsarai covered 2 826 Mirzapur covered 3 1027 Ghazipur covered 1 328 Mau covered 1 429 Ballia covered 3 630 Jaunpur covered 7 1531 Azamgarh covered 2 532 Robertsganj covered 2 533 renukoot covered 1 434 Shaktinagar covered 1 435 Obra covered 1 336 Gorakhpur covered 25 15037 Basti covered 2 738 Khalilabad covered 1 439 Maharajganj covered 1 440 Padrauna covered 1 541 Kasiya covered 1 242 Dumariaganj covered 1 343 Deoria covered 1 844 Nautanwa covered 1 345 Allahabad covered 25 12546 Pratapgarh covered 2 5
Total 766 1756
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“ DESCRIPTIVE STUDY TO FIND OUT THE SHARE OF MOTOROLA
MOBILE PHONES ( GSM ) VIS A VIS COMPETITION WITH MAJOR
BRANDS AND MARKET POSITIONING OF THE PRODUCT IN
COMPARE OF NOKIA, SAMSUNG , LG, & SONY ERICSSON
PRODUCT IN LUCKNOW MARKET IN 2004. “
68
INTRODUCTION TO
MARKETING RESEARCH
INTRODUCTION TO MARKETING RESEARCH
The word research identifies a process by which the
organization attempts to supply the information required for
making sound management decision. It is not synonymous with
common sense. The difference involve around words such as
69
“Systematic “ objective, and reproducible. Both research and
common sense depend on information the distinction between
them lies in the procedures and methods adopted by which the
information is obtained and used in arriving at conclusion.
Research can not address itself to the complete information on
a particular subject.
Hence two secondary characteristics of research specify “
relevance “ and “ control “ the major are as in which research
plays a key role in making effective decision is “Marketing “’
Marketing Research is the function which links the consumer,
customer and public to the marketer through information used
to identify and define marketing opportunity and problems ;
generate, refine and evaluate marketing actions , monitor
marketing performance and to improve understanding of
marketing as process.
It specifies the information required to address these issues
designs the method for collecting information, manages and
implements the data collection process, analysis the results
and communicates the findings and their implications .
70
Practically every company uses marketing research to
measure;
-- market potential, characteristics of their market and their
share of markets.
-- to obtain information that could help them make short
ranged long range forecast.
--to evaluate new product opportunities and acceptance and to
test existing products relative to competitors product.
--to help him make better advertising decisions.
Thus we see that Marketing research is a growing a widely used
business a activity because sellers need to know more about
their final consumers but typically are widely separated from
thee consumers.
71
It is used throughout all four phases of the administrative
process, selecting strategies, developing marketing plans
putting the plans into action and evaluating their effectiveness.
Some companies are now beginning to coordinate and
integrate their marketing research activities into marketing
information they need for recurring problems and decisions.
A Marketing Research activity providing management the
maximum possible support will be the one that reflects
management responsibility and involvement.
Management should participate in the evaluation of completed
project including the research findings.
72
RESEARCH METHOLOGY
73
RESEARCH METHOLOGY
The market research was undertaken to find out the present
market situation with the help of primary and secondary data.
All information required for the study have been collected by
means of -
1. Research Design
2. Sampling.
3. Source of data collection.
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4. Method of data collection.
5. Research Approach
Research design
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Research design
“A Research design is the arrangement of the conditions for
collection and analysis of data in a manner that aims to
combine relevance to the research purpose. “
A proper design not only provides a comprehensive review of
the purposed study but also facilitates the smooth selling of
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the various research operations yielding maximum information
with the least
Expenditure of time money and effort.
In the particular case, first of all the objective was set followed
by the decision regarding the mode of collection of data. It was
decided that sample survey be conducted. The source of data
were:
Shops:
This was followed by tabulation and analysis of data and finely
the findings were reported in harmony with the objectives.
77
SOURCE OF DATA
78
SOURCE OF DATA
The nature of data can be divided into two groups:
a) Primary data
b) Secondary data
The primary data are those, which are collected afresh and for
the first time, and thus happen to be original in character.
The secondary data, on the other hand, are those which have
already been collected by someone else and which have
already been passed through the statistical process.
In this study, no secondary data was required. The primary
data was collected from shops.
79
METHOD OF
DATA COLLECTION
80
METHOD OF DATA COLLECTION
The following method of data collection can be used :
1. Observation method
2. Interview method
3. Questionnaire method
4. Schedule method
In this particular case questionnaire method was adopted. The
format represented a structured. Printed format of
questionnaire was used. The format being filled by the
interviewer.
The use of this method eliminated the following
inadequacies, which might have been encountered in the
other cases:
1. Language problem
2. Ambiguity regarding questions
81
3. Inadequate time for well thought out answers
4. Subjective bias on the of the interviewee.
82
RESEARCH APPROACH
83
RESEARCH APPROACH
Different types of research can be listed out such as,
Descriptive Vs Analytical research, Qualitative research and
others.
The approach was followed in this study the data is generated
through extensive survey and personal interviews.
No secondary data or information was used.
84
85
FIELD WORK
FIELD WORK
DURATION OF FIELD WORK
60 days i.e. from 10th June to 10th of Augest 2005.
86
SITE OF FIELD WORK
The different areas of Lucknow District were surveyed. The
survey constituted personal interviews which was carried out at
the directly from shops.
FIELD WORK PLAN
The fieldwork can shows as follows : the preparation of the
questionnaire. The survey was started after that in Lucknow.
87
DESIGN OF SCHEDULE
DESIGN OF SCHEDULE
The Schedule has been defined below:
The schedule fulfilled the primary objective of the study i.e. to
study the shopkeeper service satisfaction level about mobiles.
88
To know the Qty per month of the mobiles.
To know the shopkeeper take this material, distributor, dealer,
or sub dealer.
To know the maximum profit in which brand.
To know the maximum schemes in which brands.
To know the most popular model in category.
To know the satisfaction level of Motorola’s service.
To know who is Motorola’s distributor.
89
METHODS OF TABULATION
90
METHODS OF TABULATION
Tabulation is the process of summarizing raw data and
displaying the same in compact from (i.e., in the from of
statistical tables) for further analysis. In broader sense,
tabulation is an ordinary arrangement of data in columns and
rows.
Tabulation may be also be classified as simple and complex
tabulation.
1. SIMPLE –
Simple tabulation generally results in one-way
tables, which supply answers to question about one
characteristic of data only.
2. COMPLEX –
Complex tabulation usually results in two-way
tables, (which give information about two inter-related
characteristics of data), Three-way tables (giving information
91
about there interrelated characteristics of data) or still higher
order tables, also known as manifold characteristics of
supply information about several interrelated characteristics
of data. Two-way tables, three way tables or manifold tables
or all examples of what is sometimes described as cross
tabulation.
In this data analysis the table is made by complex method.
Estimated Cost of the Project:
As far as completion of this research work and project is concerned,
the estimated cost of making this Project, collecting relevant
information about this project and preparing Research Report in
terms of money is approximately Rs.2750.
Time spent on making this project:
As I had time of two months for this summer training in Motorola, I
had to give six hour daily for my research work and rest of the time I
92
had assigned for work in Marketing Department. The estimated time
spent on this project in terms of hours is 360 hours.
Efforts done in making this project:
First of all I pay my sincere thanks to my subject teacher Prof.
Sudhir Sharma who guided every time in my project and Research
Methodology subject knowledge. He also guided me as a child and
helped me at every step whenever I felt any type of difficulty in my
project work or whether I have problem in my daily life.
Also, I cannot forget the staff and employees of Motorola, who gave
their valuable help in collecting primary data from the Dealers .
At last but not least I say thanks to Mr. Neeraj Kumar Srivastava
( Area Sales Manager U.P. East ) who gave me relevant information
for my project work.
93
Research Area:
Research was undertaken at Motorola India Pvt. Ltd.
Place: Lucknow city
Sampling Unit: It consists of Dealers of mobole phones.
Sample Size: I have done random sampling in my project
work to study and evaluate sale of Motorola mobile phones & its four
top leading competitors (Nokia , Samsung , LG, Sony Ericssion )
Sample size- 157 Dealers
Statistical methods used in this project: Statistical methods
help in knowing about the interpretations about the Primary data
collected by researcher and the interrelation between two or
94
more variables. I have used the Average method
for statistics test in my project work:
Lucknowsl no Dealer name
Name of the person address
contact no
1 AVADH MOBILE SHOPPE SANJAY
LATOUCHE
ROAD 9839486656
2 SANDEEP ELECTRICAL SANDEEP
LATOUCHE
ROAD 9839486651
3 BALAJI BUSINESS CENTRE HARISH
LATOUCHE
ROAD 9839486662
4 GULATI ART SAURABH AMINABAD 9839485135
5 COMMUNICATION POINT BHARAT AMINABAD 9839485481
6 SONI COMMUNICATION LOVY AMINABAD 9839488291
7 SHIVAM PHOTO SANJEEV KAISERBAGH 9839485493
8 LOVELY MOBILE SURENDER KAISERBAGH 9839486658
9 BAIJAL COMMUNICATION SONU KAISERBAGH 9839016611
10 VIDEO HOUSE VIPIN CANTT.ROAD 9839485491
11 GOPAL TELESHOP BHAGWAN CANTT.ROAD 9839025919
12 REGAL WATCH PARVEZ LALBAGH 9838581080
13 AVON PCO KAMIL LALBAGH 9838581202
14
NEW MUMBAI WATCH
HOUSE NADEEM LALBAGH 9839486666
15 FAZAL WATCH ASHRAT LALBAGH 9838581085
16 RADIO ELECTRIC HOUSE MANU LALBAGH 9839486674
95
17 SADANA ELECTRONICS PRADEEP LALBAGH 9839486712
18 UNIVERSAL WATCH RIZWAN LALBAGH 9839486692
19 SACHIN ENTERPRISES SACHIN LALBAGH 9839066354
20 RAJ BUSINESS POINT RAJ LALBAGH 9335902737
21 KALPANA MOBILE PINTOO JANPATH 9839173010
22 FONE ZONE SANJEEV JANPATH 9839485482
23 FREEDOMWORLD MANAS JANPATH 9935149535
24 PARVATI ELECTRONICS LUCKY JANPATH 9839485483
25 KING PEN STORE KAILASH JANPATH 9839095947
26 PARADISE MUSIC DEVENDER JANPATH 9839485486
27 MODERN PEN SUSHIL JANPATH 9838581077
28 SAHU AGENCY HIMANSHU HAZRATGANJ 9335901934
29 MOBILE COLLECTION SUDARSHAN HAZRATGANJ 9839485489
30 VENUS COMMUNICATION IMRAN N.K.ROAD 9838580981
31 MAA SANTOSHI MOBILE RAMBABU N.K.ROAD 9839526501
32 GET CONNECTED SANJAY SRIRAM TOWER 9839172727
33 DR. MOBILE ASLAM SRIRAM TOWER 9839300003
34 DREAMZ COMMUNICATION NITIN SRIRAM TOWER 9839485563
35 SHREE GANESH K.L.CHAWALA SRIRAM TOWER 9839485564
36 BABUA FONE CENTRE RAJUL SRIRAM TOWER 9839144332
37 ELECTRON GURMEET SRIRAM TOWER 9839487389
38 SATGURU COM. SRIRAM TOWER 9839487425
39 GANPATI MOBILE SUNIL SRIRAM TOWER 9839485566
40 CONNECTING PEOPLE RAVI SRIRAM TOWER 9839485567
41 SACHIVALAYA ANIL S.N.MARG 9839485577
42 CRESSET ENTERPRISES RIYADUL HUSSAINGANJ 9839485488
43 MOBI FONE VIVEK HUSSAINGANJ 9839485492
44 GIFT & MOBILE VIKKY BANSMANDI 9839486711
45 VERMANI DIST. PRADEEP BANSMANDI 9839486712
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46 MOBILE SHOP AMAR NAKA 9839052492
47 ELECTRICAL SALES MANOJ NAKA 9839100071
48 BANSAL VCD GANESH NAKA 9839486716
49 DEEPAK ELECTRONICS DEEPAK NAKA 9415027793
50 SHIVA ELECTRONICS MUKESH NAKA 9415410523
51 MANNU RADIO MANNU NAKA 9839284554
52 RAJ KAMAL ELE. YOGESH NAKA 9839486703
53 NARENDRA ELE. NARENDRA NAKA 9415786395
54 BEST & COMPANY ANKUR NAKA 9838581109
55 ASHOKA ELE. SONU NAKA 9839485473
56 NEW DURGA ELE. RISHU NAKA 9839486670
57 SAGAR ELE. SAGAR NAKA 5222682542
58 GOPAL AUDIO SANTOSH NAKA 9839486704
59 VIMAL COM. LALIT NAKA 9839488381
60 NARANG ELE. INDU CHARBAGH 9839485470
61 CELL SHOPPE PAL CHARBAGH 9839485117
62 BHAGWATI COM. RAVIL GANESHGANJ 9415024999
63 ZEE COM. AMIR GANESHGANJ 9935149522
64 ANOOP ELECTRIC ANOOP RANIGANJ 9839484996
65 ANOOP WATCH ANOOP SADAR 9839485573
66 SAINIK WATCH SUMIT SADAR 9839485573
67 PLAZA POINT ROMI SADAR 9415466125
68 VINEET STORE VINEET SADAR 9415086857
69 MODERN COLOUR LAB TOPEKHANA 9935149516
70 GUPTA MOBILE MANISH RAJAJIPURAM 5222417775
71 BANSAL ELE. NITESH RAJAJIPURAM 9415177756
72 RAJAT TELECOM SAMEER RAJAJIPURAM 9839485514
73 S.R.COM. REHAN RAJAJIPURAM 9839079786
74 TANDON BUSINESS HUB MANISH RAJAJIPURAM 9415466645
97
75 TARUNNAM BUINESS
NAWAB
HUSSAIN RAJAJIPURAM 5222412727
76 KAPOOR AGENCY NITIN CHOWK 9838581042
77 NEW GULATI ART PRADEEP CHOWK 9839485480
78 TRIMURTI TELECOM ANIL CHOWK 9839711197
79 ASHISH TULAI KENDRA ASHISH CHOWK 9839335539
80 KHANNA MOBILE ATUL THAKURGANJ 9839097736
81 MUKESH MODERN BAZAR MUKESH ALAMBAGH 9839486760
82 NEW FAIR BUSINESS ALOK ALAMBAGH 9839513822
83 WELCOME COM. GAUTAM ALAMBAGH 9838580932
83 COMPUE GALAXY RAJ ALAMBAGH
84 GAGAN ENTERPRISES GAJENDRA KANPUR ROAD 9839484751
85 SINGH GIFT PRAMOD KANPUR ROAD 9839485512
86 SIMPLE ELE. SIMPLE AASHIYANA 5222421850
87 TANYA MOBILE TANYA BANGLA BAZAR 9935151267
88 JANPRIYA ROHIT ALIGANJ 9839484994
89 DINISHJAIN & SONS DINESH KURSI ROAD 9839487509
90 ROYAL STUDIO TOFIQ ALIGANJ 9839485030
91 VIJAY TRAVELS PRAVEEN
BADSHAH
NAGAR 9839023208
92 GOPAL AUDIO SANTOSH
BADSHAH
NAGAR 9839485528
93 YASH MOBILE WASEEM
BADSHAH
NAGAR 9415785237
94 FOREIGN POINT GUDDU
BADSHAH
NAGAR 9415089378
95 RASTOGI I WAY TANAY
BADSHAH
NAGAR 9839476244
96 NEW MODERN COM. ANKUR BHOOTNATH 9839122666
98
97 MAA SHARDA RATAN BHOOTNATH 9415521726
98 GARG ELECTRONICS S.K. AGARWAL BHOOTNATH 5222342933
99 AGARWAL MOBILE AGE AMIT BHOOTNATH 9839487582
100 ANUPAMA MOBILE WORLD VISHAL DALIGANJ 9338587915
101 TARA INTERNATIONAL MANISH DALIGANJ 9839012121
102 SRI SATSAI ROHIT FAIZABAD ROAD 9839487496
103 APSARA STUDIO NISHAR FAIZABAD ROAD 9838580601
104 MOBILES POINT JATIN FAIZABAD ROAD 9839487482
105 NEW AVADH ELE. VIKAS SITAPUR ROAD 9935150991
106 CHIRAGDEEP SANJEEV BHOOTNATH 9838587979
107 ESS KAY COM. MONU GOMTI NAGAR 9839485569
108 SANA MOBILE MUZEEB GOMTI NAGAR 9839020099
109 NEW GENRATION KISHORE GOMTI NAGAR
110 MODERN COM. ANAND GOMTI NAGAR 9839012020
111 MOBILE TODAY SHIRISH GOMTI NAGAR 9839013915
112 GOPAL AUDIO SANTOSH GOMTI NAGAR 9839485528
113 MOBILE CARE VIJAY INDARA NAGAR 9839487610
114 S.K. TRADING SHARAD GOMTI NAGAR 9838580813
115 KING COM. FAISAL INDARA NAGAR 9839121333
116 RUDRA COM. RUDRA INDARA NAGAR 9838587933
117 SHRIDURGESH ABHISHEK INDARA NAGAR 9839220202
118 GALAXY MOBILE KARUNESH IT CROOSING 9839025555
119 SHIVANI LIGHT DEEPAK IT CROOSING 9839047238
120 MOBILE SHOPPE RISHI KAPOORTHALA 9839096666
121 MY MOBILE JAGDEESH KAPOORTHALA 9839485530
122 FOREIGN GOODS SUMIT KAPOORTHALA 9839967255
123 SIM SOLUTION SUDEEP KAPOORTHALA 9839011855
124 PRADHAN ELECTRICAL SANJAY KAPOORTHALA 522322980
125 MELODY HOUSE DINESH KAPOORTHALA 9839485531
99
126 YASH COM. GAURAV KAPOORTHALA 9839712020
127 ARUN TRADERS SHRIRAM KAPOORTHALA 9839485083
128 UNITED COM. SALIM
KHURRAM
NAGAR 9839072092
129 RAJPOOT COM. PRAKASH KURSI ROAD 9839484987
130 HITECH MARKETING RAVI MAHANAGAR 9335904004
131 TIMES TELTCOM SUDEEP MAHANAGAR 9839011855
132 VINAYAK ENTERPRISES AJAY MAHANAGAR 9839211223
133 RAMA & KAMLA TRADERS R.K. CHAURASIA 5222384029
134 MAHANAGAR COMPUTERS AJAY
BADSHAH
NAGAR 522380630
135 SUKH SYSTEM SANJAY MUNSHIPULIYA 9935150946
136 WADHWA COLLECTION GOLDY MUNSHIPULIYA 9839487614
137 SADANA ELECTRONICS DEEPAK MUNSHIPULIYA 9839487608
138 PAYSOFT COM ABBAS 9335233951
139 INDIANA MOBILE YUSUF DALIGANJ 9839485542
140 SUNITA ELECTRICALS MITESH VIKAS NAGAR 9838580669
141 CHOPRA ELECTRONICS H.C.CHOPRA LAKHIMPUR 5872252468
142 VAISHALI ELECTRONICS KALLU LAKHIMPUR 9838584826
143 R.G. ELECTRONICS ROBIT LAKHIMPUR 5872259906
144 ABHAY ELECTRICALS ALOK LAKHIMPUR 5872252283
145 MAYUR ARCHITECT SANTOSH SITAPUR 5862247078
146 SHIVA ELECTRONICS SHIV MOHAN SITAPUR 5862242995
147 PRIYANKA ELECTRONICS SONU SITAPUR 5862242619
148 THE MODERN SHOP SANJEEV SITAPUR 5862242156
149 BERY ELECTRONICS RAHUL SITAPUR 9839483731
150 GUNJAN ELECTRONICS ATIN HARDOI 5852232764
151 SHIPRA ELE VIVEK HARDOI 5852233028
100
152 PRABHU ELE. HARDOI
153 WAVE INFOTECH NEERAJ HARDOI 9415149250
154
155 BHARAT TRADERS RANU HARDOI 9839483672
156 AMBEY TRADERS MEET HARDOI
157 BABU RAM OPTICALS RAJ GONDA 9839483118
101
DATA ANALYSIS
102
DATA ANALYSIS
TABLE
The table given below shows that sale of mobiles related with different brands.
In Year 2004
Sale of mobiles (in numbers) according to their price
S.N. Price of hand sets
BRANDS
<3500 3500 to 5000
5000 to6000
6000 to 8000
8000 to10000
>10000
TOTAL
1 NOKIA 9570 2690 1190 780 370 100 147002 SAMSUNG 3340 1060 460 240 120 78 52983 LG - 2390 790 110 90 56 34364 MOTOROLA 1400 480 90 60 30 12 20725 SONY
ERICSSON - - 1180 150 220 85 1635
TOTAL 14310 6620 3710 1340 830 331 27141
103
BAR DIAGRAM
104
105
STATISTICAL CALCULATION
106
STATISTICAL CALCULATION
( For finding average sale of mobiles)
Serial no. 1: NOKIA
X = x / N
Where, X = Average sale of Nokia x=Total sale (in 2004) N=No. of price ranges
Now, X= 14700/6 =2450
So, average sale of Nokia mobiles (in 2004) 2450
107
STATISTICAL CALCULATION
(For finding average sale of mobiles)
Serial no. 2: SAMSUNG
X = x / N
Where, X = Average sale of SAMSUNG x=Total sale (in 2004) N=No. of price ranges
Now, X= 5298/6 =883
So, average sale of Samsung mobiles (in 2004) 883
108
STATISTICAL CALCULATION
(For finding average sale of mobiles)
Serial no. 3: LG
X = x / N
Where, X = Average sale of LG x=Total sale (in 2004) N=No. of price ranges
Now, X= 3436/6 =572.66
So, average sale of LG mobiles (in 2004) 572.66
109
STATISTICAL CALCULATION
(For finding average sale of mobiles)
Serial no. 4: MOTOROLA
X = x / N
Where, X = Average sale of MOTOROLA x=Total sale (in 2004) N=No. of price ranges
Now, X= 2072/6 =345.33
So, average sale of Motorola mobiles (in 2004) 345.33
110
STATISTICAL CALCULATION
(For finding average sale of mobiles)
Serial no. 5: SONY ERICSSON
X = x / N
Where, X = Average sale of PANASONIC x=Total sale (in 2004) N=No. of price ranges
Now, X= 1635/6 =272.50
So, average sale of Sony Ericsson mobiles (in 2004) 272.50
111
112
FINDINGS
113
FINDINGS
1. As far as sales Qty in year 2004 at Lucknow Market, the
ratings were as follows:
Nokia – 1st
Samsung – 2nd
LG – 3rd
Motorola – 4th
Sony Ericsson – 5th
2. As for as percentage is concerned the rating were as follows :
Nokia – 54.16%
Samsung – 19.53%
LG – 12.66%
Motorola – 7.63%
Sony Ericsson – 6.02%
114
3. As for as price is concerned the ratings were as follows :
(a) Price Rs. < 3500
Nokia – 1st
Samsung – 2nd
LG – Nil
Motorola – 4th
Sony Ericsson – Nil
(b) % of price Rs. < 3500
Nokia – 66.87% Samsung – 23.34%
LG – Nil
Motorola – 9.79%
Sony Ericsson – Nil
4. As for as price is concerned the ratings were as follows :
(a) Price Rs. 3500 To Rs. 5000
Nokia – 1st
Samsung – 3rd
LG – 2nd
115
Motorola – 4th
Sony Ericsson – Nil
(b) % of price Rs. 3500 to Rs. 5000
Nokia – 40.63% Samsung – 16.01%
LG – 36.10%
Motorola – 7.26%
Sony Ericsson – Nil
5.As for as price is concerned the ratings were as follows :
(a)Price Rs. 5000 To Rs. 6000
Nokia – 1st
Samsung – 4th
LG – 3rd
Motorola – 5th
Sony Ericsson – 2nd
116
(b)% of price Rs. 5000 to Rs. 6000
Nokia – 32.07% Samsung – 12.40%
LG – 21.29%
Motorola – 2.43%
Sony Ericsson – 31.80%
6.As for as price is concerned the ratings were as follows :
(a)Price Rs. 6000 To Rs. 8000 Nokia – 1st
Samsung – 2nd
LG – 4th
Motorola – 5th
Sony Ericsson – 3rd
(b)% of price Rs. 5000 to Rs. 6000
Nokia – 58.28%
117
Samsung – 17.91%
LG – 8.21%
Motorola – 4.48%
Sony Ericsson – 11.19%
7. As for as price is concerned the ratings were as follows :
(a)Price Rs. 8000 To Rs. 10000
Nokia – 1st
Samsung – 3rd
LG – 4th
Motorola – 5th
Sony Ericsson – 2nd
(b)% of price Rs. 8000 to Rs. 10000
Nokia – 44.58% Samsung – 14.46%
118
LG – 10.84% Motorola – 3.61%
Sony Ericsson – 26.51%
8. As for as price is concerned the ratings were as follows :
(a)Price > Rs. 10000 Nokia – 1st
Samsung – 3rd
LG – 4th
Motorola – 5th
Sony Ericsson – 2nd
(b)% of price > Rs. 10000 Nokia – 30.21% Samsung – 23.56%
LG – 16.92% Motorola – 3.63%
Sony Ericsson – 25.68%
119
120
Customer Satisfaction
Customer Satisfaction(Reason for Nokia’s Largest Sale)
The following are the reasons due to which Nokia’s sellphone
have large selling in the Lucknow market :
121
1. The advertisement of Nokia mobile is very good in
Lucknow market because company expends a lot of
money for advertisement.
2. Cheap and good handsets are available in Nokia.
3. The policy of Nokia company is always according to
current market situation.
4. Nokia provides good after sale service in Lucknow market.
5. The distributor of Nokia mobile is working very well on
behalf of his dealer’s in market.
6. Company always try to reduce the cost of product instead
of having largest selling in Lucknow market.
122
123
MOTOROLA INDIA Pvt. LTD.
MOTOROLA INDIA Pvt. LTD .
(Main highlights of Motorola)
The following are the important and reasonable features that
makes Motorora mobile different among it’s four leading
competitive :
124
1. First mobile handset was developed by the Motorola India
Pvt.Ltd.
2. Motorola company have a lot of experience in electronics
and
Communication field.
3. The Motorola mobiles have good battery backup.
4. Motorola company have a lot of attractive and colorful
handsets in Lucknow market.
5. The quality of Motorola mobile is better than other
mobiles.
6. As for as experience is concerned Motorola company have
more experience than any other company.
7. First musical handset was made by Motorola India Pvt. Ltd.
125
8. The employ of Motorola company are highly satisfied with
the company administration and management.
9. Motorola India Pvt. Limited does not expand extra money
for advertisement. Due to this reason customer can
acquire handsets in cheap price.
10. Motorola company make handsets according to
consumer’s
requirements
126
CONCLUSION
CONCLUSION
1. Market share of Motorola Mobile is 7.63% in Lucknow.
2. The selling situation of Nokia Mobile in Lucknow market is
the best. Samsung comes on second place, LG comes on
127
third place, Motorola comes on 4th place, and Sony
Ericsson comes on 5th place.
3. The sale of Motorola’s mobile is maximum for the price
Rs <3500 and minimum for the prices between Rs 8000
to 10000.
Total 503 counters ( dealers ) are selling mobile handsets
in Lucknow market .But 300 counters ( dealers ) are selling
Motorola mobiles handsets .I visited to 157 counters (dealers
) . They are selling Motorola mobile and other Mobile
also .Company administration is planning to increase the
number of dealers for increasing the sale .Lucknow is a
biggest market of easten ( U.P ) . Mr Neeraj kumar
srivastava ( Area sales Manager ) U.P- east is working very
well on the behalf of Motorola .
128
RECOMMENDATION
RECOMMENDATION
1.Motorola company should increase advertisement of mobile
handsets in Lucknow market.
2.Most of the shopkeepers are not satisfied with distributor,
129
therefore company must think about better distributor in
Lucknow market
3. Company must be increase the number of employ.
4.It is necessary that company increases it’s services quality
because
the service satisfaction level is not satisfactory in Lucknow .
5.Company should launch good handsets in the range < Rs.
3500.
6.Motorola company must be motivated to it’s dealers &
realtors.
7.Top administration must be make good planning for
increasing the sell .
Submission over last 6 months sales:
130
Sales of past six months put together 5101 units are lesser
than what quantities sold in single calendar month 5606 units
of January 2004.
1 Average monthly sales has been 850units within 5 town distributors of east UP. during last 6 months2 Average monthly sales has been 650units within 5 town distributors of east Up in quarter-1 over Avg of 5200 last year.
Sales have gone down by 8 times vis a vis last year
quarter 1.
3 Even after continuous communication nothing concrete
has been done to slower this rate of drop month after month.
4 Confidence of the trade has been shattered due to non
responsive and non aggressive behavior of the company month
after month vis a vis competition.
5 Td's are also loosing interest in the business because of
poor sales and lack of marketing activities during any product
launch
6 None of the product relevant to our market has been
launched properly .
7 Lack of product range in low and mid tier.
8 No scheme for channel in quarter 1 has reduced the
interest of the retailers.
131
9 Td's are doing less than 50 handset business in their town
hence their viability of the business is a big question.
10 Lucknow, Kanpur and Varanasi are doing a monthly avg of
237, 167 and 152 respectively in this quarter.
Critical Requirement :
Urgently require good models in the range of 2k to 5k with
very aggressive marketing activities to expand the dealer
network thereby reaching out to the maximum population.
Dealer Schemes and local publicity should be given top
priority in this quarter then only we can survive for the coming
months otherwise we too will continue to be rated as " others "
brand and not No.2 brand of the world.
132
LIMITATIONS OF
PROJECT
133
LIMITATIONS OF PROJECT
Following were some of the main limitations of my research work:
1. Distributor of Motorola India Pvt. Ltd. does not want to
give the proper information about it’s dealers.
2. Dealers do not want to waste their time for providing the
information’s.
3. Dealers and Distributor were not impartial during
providing the data.
134
I had choosen the method of random sampling in my research
work, because it was not a simple task to get questionnaire
filled from each and every dealers of Motorola. So the results
does not show the exact market situation of Motorola.I have
put my best efforts in this study but still I have not found the
best results.
Dealers are the major limitation in my study because no one
was perfectly in condition to tell about the true information and
company’s policies.I had shortage of time for my research
study to get information by personal interview with every
Dealers of Motorola
135
EXECUTIVE SUMMARY
First of all I would like to appreciate Mr Neeraj kumar
srivastava ( Area sale Manager U.P east ) for his valuable
suggestion & support..
As far as my whole Summer Training and Research Work is
concerned, I would like to thanks to my respected teacher and
project guide Prof. Sudhir Sharma (Lecturer, DIMS) for his
every time guidance and help. He not only motivates every one
but also loving and caring to all.
This summer training will always reside in my memory in my
whole life. All the moments passed in doing this project work
with Dealers, whole staff of ,Motorola, Distributor,
my college teachers, family, friends and my relatives will give
me happiness always.
136
My special experience that happened with me
during my training:
I have completed my training in Marketing Department at
Motorola India Pvt Ltd. I am grateful to Mr. Neeraj Kumar
Srivastava ( Area sales Manager U.P-east ) who gave me
chance to undergo two months summer training in their
reputed and esteemed organization. I have learned a lot of
experience and knowledge from them.I have noticed during
personal interview that most of the Dealers felt that doing
research is only wastage of time.Because most of the
respondents were uneducated, they were not in position to
understand English, so I asked questions from them in my
mother language HINDI.
In the end, I would like to pay my gratitude to the supreme
power-GOD without his will this project would only be a dream.
137
BIBLIOGRAPHY
138
BIBLIOGRAPHY
Kotler, Philip. Marking Management: Prentice Hall of India Pvt.
Ltd., New Delhi.
C.R. Kothari, “ Research Methodology “ – Methods &
Techniques. Willey Eastern Ltd.
Official files, Catalogues etc.
Sale Report-Mr neeraj kumar srivastava (Area Sales Manager U.P –east )
139
QUESTIONNAIRE
1. Firm Name/Shop Name:
2. Location: Tel. No.:
3. Contact Person:
A) What brands you deal in?
Brand Qty in year 2004
1. Nokia :2. Samsung :3. LG :4. Motorola :5. Panasonic :
B) From where do you take this material ?
Distributor –Dealer -Subdealer -
C) Which brand you sell more and why ?
D)Which brand give you maximum profit ?
E) Which brand generally give you maximum scheme ?
F) Which is the most popular model in category ?
140
Model Brands Qty
<3500 :3500 – 5000 :5000 - 6000 :6000 – 8000 :8000 - 10000 :>10000 : G)Why you don’t deal in Motorola ?H)Why you don’t sell Motorola ?I) Are you satisfied with Motorola’s service ?J) Are you aware who is Motorola’s distributor ?
If yes then name-
Thank You
141
INDEX
Acknowledgement, 4-5
Appendix (Questionnaire), 134
Average Sale,105
Bibliography, 132
Bar Diagram,97
Circular Diagram,98
Contents Table, 8
Certificate by Organization, (A)
Certificate by Institute, (B)
Cost/Efforts/Time, 86-87
Customer Satisfaction, 115-116
Data Analysis, 96
Design of Schedule, 83
Dealers List, 89-94
Executive summary, 129-130
Findings, 107-113
Field Work, 81
Graphical Representation, 97-98
Hypothesis of the study, 14-15
Importance of the study, 12
142
Introduction of Marketing Research, 66-68
Conclusion, 121
Limitations of the study, 127-128
Methods of Data Collection, 76
Main Highlights of Motorola, 118-119
Market Environment, 17-24
Motorola Profile, 26-63
Motorola history,29-30
Objective of the study, 2
Preface, 7
Popular Models of Motorola,42-55
Sub Objective/Main Objective, 10
Sampling unit,88
Senior executive of Motorola,56-57
Questionnaire, 134
Research Area, 88
Research Design, 72
Research Methodology, 70
Research Approach, 79
Recommendations, 123-125
Regional offices,60-61
143
Sample size, 88
Source of Data, 74
Statistical Calculation, 100-104
Tabulation Methods, 85
144
