FINAL(Shubhu Aircel)

8/7/2019 FINAL(Shubhu Aircel)

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A

FINAL REPORT ON

In Partial Fulfillment of Requirement of Degree of

Submitted to: Submitted by:Mr. Harish Gaur Chetan Khajuria

(Faculty Guide) Enrolment

No.8NBJM012

INC Jammu

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ACKNOWLEDGEMENT

I exploit this opportunity in expressing sense of gratitude and indebtness whole

heartedly to Mr. Milan Joshi (company guide) for his encouragement while carrying the

internship program in Aircel.

I express my profound debts of gratitude to our centre head and faculty guide for

providing me such an environment and platform to perform this work. Special thanks to

college administration for providing the computer lab till late hours to complete this

project work.

No words are enough to express my heartiest gratitude to my parents who have always

been a source of incessant motivation and encouragement to me.

Chetan Khajuria

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TABLE OF CONTENTS

Contents Page No.

1. Overview of Telecom industory 4

2. Overview of company 5-19

3. Objectives of executive training 20

4. Strategy adopted 21

5. Task/Targets Assigned 22

6. Achievements 23

7. Analysis of performance vs. Target. Reasons for variance, if any 24

8. Data analysis 25-37

9. Problems faced 38

10.Learnings 39

11.Limitations 40

12.Conclusion 41

13.SWOT analysis 42

14.Annexure 43

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Telecom industry

The telecom network in India is the fifth largest network in the world meeting upwith global standards. Presently, the Indian telecom industry is currently slated to anestimated contribution of nearly 1% to Indias GDP.

Introduction

The Indian Telecommunications network with 110.01 million connections is the fifthlargest in the world and the second largest among the emerging economies of Asia.Today, it is the fastest growing market in the world and represents uniqueopportunities for U.S. companies in the stagnant global scenario. The total subscriberbase, which has grown by 40% in 2005, is expected to reach 250 million in 2007.According to Broadband Policy 2004, Government of India aims at 9 millionbroadband connections and 18 million internet connections by 2007. The wirelesssubscriber base has jumped from 33.69 million in 2004 to 62.57 million in FY2004-2005. In the last 3 years, two out of every three new telephone subscribers werewireless subscribers. Consequently, wireless now accounts for 54.6% of the totaltelephone subscriber base, as compared to only 40% in 2003. Wireless subscribergrowth is expected to bypass 2.5 million new subscribers per month by 2007. Thewireless technologies currently in use are Global System for Mobile Communications(GSM) and Code Division Multiple Access (CDMA). There are primarily 9 GSM and 5CDMA operators providing mobile services in 19 telecom circles and 4 metro cities,

covering 2000 towns across the country.

Major Players

There are three types of players in telecom services: -State owned companies (BSNL and MTNL) -Private Indian owned companies (Reliance Infocomm, Tata Teleservices,) -Foreign invested companies (Hutchison-Essar, Bharti Tele-Ventures,Escotel, Idea Cellular, BPL Mobile, Spice Communications)

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Company Profile

The Aircel is ajoint venture between Maxis Communications Berhad of Malaysia and

Apollo Hospital Enterprise Ltd. Of India, With Maxis Communications holding a majority

stake of 74%.

Aircel commenced operations in 1999 and became the leading mobile operator in Tamil

Nadu within 18 months. In december2003, it launched commercially in Chennai and quickly

established itself as a market leader-a position it has held since.

Aircel began its outward expansion in 2005 and met with unprecedented success in the

Eastern frontier circles. It emerged a market leader in Assam and in the North Eastern

provisnces within 18 months of operations. Till today, the company gained a foothold in 17

circles including Chennai, Tamil Nadu, Assam, North East, Orissa, Bihar, Jammu &

Kashmir, Himachal Pradesh, West Bengal, Kolkata, Kerala, Andhra Pradesh,

Karnataka, Delhi, UP(West), UP(East) and Mumbai.

The Company has currently gained a momentum in the space of telecom in India post the

allocation of additional spectrum by the Department of Telecom, Govt. of India for 13 new

circles across India. These include Delhi (Metro), Mumbai (Metro), Andhra Pradesh,

Gujarat, Haryana, Karnataka, Kerala, Madhya Pradesh, Maharashtra & Goa, Rajasthan,

Punjab, UP (West) and UP (East).

Aircel has won many awards and recognitions. Voice and Data gave Aircel the highest

rating for overall customer satisfaction and network quality in 2006. Aircel emerged as the

top mid-size utility company in Business worlds List of Best Mid-Size Companies in 2007.

Additionally, Tele.net recognised Aircel as the best regional operator in 2008.

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With over17 million customers in the country, Aircel the fast growing telecom company in

India has revved up plans to become a full-fledged national operator by end of 2009.

The company has invested Rs 500 crore in the Kerala market in the first phase to set up

1,200 base stations, which will be doubled in one year. The products and services are

uniquely tailored to meet the special needs of consumers in the State such as the lowestinbuilt Gulf tariff at Rs 5.99 a minute.

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Aircel has set up a specialised Data Call Centre with the latest technology and multilingual

customer care handling capability. It has an EDGE-enabled network and with the modern

infrastructure facility, it should provide a competitive range of products with a rich bouquet

of value-added services.

With a subscriber base of 16 million, Aircel is the number two operator with an 18.2 per cent

cumulative market share in its current market

Aircel prepaid

Aircel provides convenient and comfortable prepaid plans!

To speak as much as anyone want to. Find a tariff plan that fits your usage and budget

best. Whats more, get a whole bouquet of value-added services to go with it.

With easy recharge options, you will never run out of validity again. Add to that our

widespread network allows you to get the best cellular experience possible

Aircel post paid

Aircel offers postpaid plans which are tailor-made to suit calling needs. One can explore theworld of limitless possibilities by subscribing to an Aircel postpaid plan!

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Aircel customer care is always ready to help and support to ensure an exciting and a

trouble-free experience. Customer gets a host of exciting value-added services along with

their postpaid connection.

Aircel Roaming

With Aircel Roaming facilities, the world now seems a much smaller place! Aircel has tied

up with cellular service providers across India and abroad so that the customer will always

stay connected, wherever he goes and stays in touch with family and friends, wherever they

are! So roam around and explore the world without hesitation with Aircel.

Aircel is also the team sponsor for Chennai Super Kings and has the branding rights for the

players uniform, including their shirts and hats, during the DLF

IPLTournament,opportunities for in stadia branding, sponsoringss Man of the Match

trophies for matches happening in Chennai and several other brand activation

opportunities.

Mission statement

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Aircel are conditionally committed to exceeding their customers expectations. They will

provide network and services that are innovative and reliable, allowing their customer any

time anywhere communications. They will attract, develop and retain an exceptional team

of people. They are committed to enhancing the quality of real life in the community in

which they operate. They will meet the financial expectation of their shareholders.

They also do promotion by strong advertisement. Their Brand Ambassador isMahendra Singh Dhoni.

Product distribution

Aircel ,a company with the first objective of giving better service than other operator, is

launched and starting giving ser vice at the end of the year 2005.They distributed theirproduct as a 4 cell city which is connected to their circle office and 1DOP(distribution of

prepaid connection and RCVs Recharge coupon voucher) in the market. Cell City is

dealing with both products postpaid and prepaid and responsible for the corporate

sales. Cell City appoints dealers which is normal dealer and some priority dealer called

cell city zone .Margin of cell city zone will be on higher side as a compare to normal

retailers.

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GOALS AND VALUES

CUSTOMERS : customers are most valued assets of Aircel. Aircel strivesto exceed their expectations at all time by providing their customers withsuperior services that embody value, innovation, quality and care.

PEOPLE: People working in Aircel are its greatest resources. Aircelattract, train and retain the best. It will challenge them to develop their fullpotential in the context of company goals.

RESPECT: Aircel will treat with respect and dignity all people they dealwith.

EXCELLENCE: Aircel committed to excellence in all what does. Therewill be no place for mediocrity.

WORK: Aircel will promote a work environment that embraces creativity,promotes empowerment, and encourages team work, innovation, prudentrisk taking, honest and open communication and respectful iconoclasm.

QUALITY: The hallmark of its internal and external outputs and processeswill be quality. This will pervade every aspect of their functioning.

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Integrity: Aircel will maintain and strive for the highest levels of personaland professionaity and honesty in all its dealings.

CUSTOMERS

AIRCEL have 2 types of Customers

1. Post paid Customers

In this, the customers first avail the services and then pay its bill after a specifiedperiod of time. In this period the customer use the unlimited service and pay theamount with the rent associated with it.

2. Pre paid customers

In this, the customers first pay the amount and then avail its services. Within this thecustomers uses only the limited service.

Post paid Customers are further of 2 types:

1. Individual level Customers

Post paid connections are given to individuals. They also select the number accordingto their wish. In Aircel these numbers are called Platinum worth Rs25000/-,silvernumber worth Rs5000/-,and Fancy number worth Rs1000/-.

2. Corporate level Customers

Post paid connections are given to the business house which further distribute the

connections to its employees.

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COMPETITORS

The main competitors of Aircel across the country are:

Airtel,

Vodafone

Reliance

Idea cellular

BSNL

MTNL

The competitors of AIRCEL in J&K are as follows:

Tata indicom

BSNL

Bharti Airtel

Vodafone essar

Reliance communication

In the 10 telecom players Aircel is in the seventh position.

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NEW SERVICES PROVIDED BY AIRCEL TO ITS CUSTOMERS

VAS(Value Added Services)

1.Call Management Services

Call Waiting

Call hold

Call Forward

Call Conference @30/month CLIP(Caller Line Identification Protocol

CLIR(Caller Line Identification Restriction)

IB-Itemized Billing-25/month

2.SMS- Short Messaging Service

a)SMS Person to Person(P2P)

Local Re1/SMS

National Rs 1.50/ SMS

International Rs 5/ SMS 6SMS pack (Rs 9 having 50 SMS free and Rs49 having 300 SMS free and both

have 30 days validity)

b)SMS Person to Application(P2A)

E.g. 57272 Dainik Jagraan,58000yahoo

Premium rates applicable, mostly Rs3/SMS

c)SMS based Subscription services

Eg.Astrology Tips,Beauty Tips

Charges may range from Re1/day to Rs 30/month

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d)MCA-Missed Call Alert Service

Monthly rental Rs15/-

3.VOICE

Dialler Tunes at Rs30/month and song charges at Rs10/song and Browsing

56565 at Rs5/min(8a.m-10p.m) and Rs3/min(10p.m-8a.m)

Voice Portal-Rs 6/min(cricket news,news,ringtones,jokes)

Doctor on call on 55847 at Rs9/min

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Astrology on call at 55315 at Rs9/min Music on Call at 543213(toll free) with subscription charges of Rs30/month and

gets 45 min of music free.

Contest

Railway helpline on 139 at Rs2/min

4.GPRS-General Packet Radio Service

Pocket internet at Rs0.10/10KB

Service56 Rate(Rs)Astro 5Wall papers 15Polyphonic Ring Tones 15True Tones 20MP3 Tones 20

Animation 15Videos 30Themes 50Movie Themes 30Games 50/99/150

Pocket internet cards are available at

A)Rs 14

We will get multiple goodies like unlimited surfing for 3 days

Uploading & downloading on our GPRS enable handset & to our laptop/computer.

Downloads i.e. wallpapers & games through a specific WAP URL on our mobile

handsets only.

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B)Rs 98

We will get multiple goodies like unlimited surfing

Uploading & downloading on our GPRS enable handset & to our laptop/computer.

Download some free content downloads i.e. wallpapers & games through a specificWAP URL on our mobile handsets only.

5.USSD- Unstructured Supplementary Service Data

Available on *234#-following SMS based services are available

Services Rate in Rs/ monthAstro 15

Cricket 15Entertainment 15Jokes 15Love and dating 15Mehfil-e-timepass 15News 15Lifestyle 15

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TARRIF PLANS OF AIRCEL

TARRIF PLAN

TARRIF SUK SUK SUK SUK SUK

CATAGORIES 49 99 149 298 200

VALIDITY 0 30 days 30 days 90days 50 days

TALKTIME Rs 0 Rs 25 Rs 35 Rs60 Rs 50

AIRCEL TO

AIRCEL(LOCAL)

Rs0 .99 Rs0.99 Rs0.99 Rs0.99 Rs1.00

AIRCEL TO

OTHERS(LOCAL)

Rs1.50 Rs1.50 Rs1.50 Rs1.50 Rs 1.00

AIRCEL TO

LANDLINE

Rs 1.50 Rs1.50 Rs1.50 Rs1.50 Rs1.00

AIRCEL TO STD Rs1.50 Rs1.50 Rs1.50 Rs1.50 Rs1.00

SMS LOCAL Rs1.00 Rs1.00 Rs1.00 Rs1.00 Rs1.00

SMS STD Rs2.00 Rs2.00 Rs2.00 Rs2.00 Rs2.00

SMS

INTERNATIONAL

Rs5.00 Rs5.00 Rs5.00 Rs5.00 Rs5.00

TOP-UP

TOP

UP(MRP)

10 25 50 110 220

TALK

VALUE

Rs 8 RS23 Rs48 Rs108 Rs220

VALIDITY 0 0 0 0 0

FREE

AIRCEL TO

AIRCEL

0 0 0 Rs50 Rs150

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LOCAL

CALLS

SMS PACKS

MAHA SMS PACK SMS PACK 1 SMS PACK 2

MRP Rs9 Rs49

TALK VALUE 0 0

VALIDITY 30 days 30 days

OTHER-FREE SMS(COUNT)

SMS

LOCAL AND

INTERNATIONAL

50 300

VOICE PORTAL(55555) Nil 10 minutes

VALUE VOUCHER

TARRIF VALUE VOUCHER VALUE VOUCHER

CATAGORIES Rs29 Rs49

VALIDITY 30 days 30 days

AIRCEL TO AIRCEL Rs0.20 Rs0.10

AIRCEL TO OTHERS Rs0.50 Rs0.50

AIRCEL TO LANDLINE Rs1.00 Rs0.50

AIRCEL TO STD Rs 1.50 Rs1.50

RECHARGE VOUCHERS

RCV RCV RCV RCV RCV RCV

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CATAGORIES 500 399 325 200 111 100

TALK TIME Rs461.2

5

Rs399 Rs300 Rs100 Rs50 Rs50

TALK

TIME(NORMAL

PREPAID)/VALIDIT

Y

Rs249

(60days)

Rs200

(30days

)

Rs299.8

2

(30

days)

Rs100

(30days

)

Rs100

(30days

)

Rs50

(10days

)

New products

RCV(Recharge vouchers)

1. Rs 80

Aircel to Aircel: Rs 0.25 charges from 11a.m to 6p.m

Rs 0.10 charges from 11p.m to 6a.m

1. Rs 250

Aircel to Aircel: Rs 0.10 charges from 11a.m to 6p.m

No charges from 11p.m to 6a.m

Rolling Prepaid

Prepaid Lifetime

MRP (Rs.) 10 25 50 110 111 220 399

Talktime Value (Rs.) 8 23 48 108 50 220 399

Validity Period (days) 30 30 30 30 30 30 30

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OBJECTIVES OF THE EXECUTIVE TRAINING

To get the market exposure.

To know about the telecom sector.

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To know about the company ,its work culture.

To get the product knowledge of Aircel company.

To provide an opportunity to apply the concepts learnt in real life situations.

To enhance the personal capabilities.

To improve the communication skills.

To know how to work under the guidelines and deadlines in an organizational

atmosphere.

To know how to conjoin personal and organizational objectives.

To work under pressure situations.

To keenly observe external as well as internal factors associated with the

organizational objectives.

Strategy adopted

Personal visit.

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Done individually.

Most of the time use local language.

Survey mostly during evening hours.

In one day cover the whole area.

Speak politely to the retailers

TASK AND TARGETS ASSIGNED

TASK

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Aircel company had assigned us to set up a canopy in coco which is situated at

K.C.Residency on 9th April,2009 to10th April,2009 to give awareness about the various

Value Added Services provided by the Aircel company to its customers.

On 12th April,2009 we set up a canopy at Mata Vaishno Devi University to do the same

task over there.

TARGET

To survey 150 telecom retailers in a month(from 13 th April,2009 to 10th May,2009)in the

given area of Bari Brahamana onwards to Vijaypur.

For this, we have to survey at least 25 retailers per week.

Then for the next month we have to punch the data and put it in homogeneity.

And for the last month we have to analyze the data which we have collected.

TARGETS PER WEEK AND ACHIEVEMENTS

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1ST Week(2nd April,2009-3rd April,2009)

In the first week, the company gave us the overview of their company,its market share in

J&K and what additional they are giving to its customers.

In additional the Company Guide gave us the target to survey 20 retailers on their selling

distribution.

Achievements

I successfully achieved the target of 20 retailers given to me by the company guide and

surveyed in the area of Bari Brahamana, Tarore,Patli Morh and Bakshi Nagar.

2nd week(6th April,2009-11th April,2009)

The Company Guide took feedback from all SIP trainees about the survey they had given

to us.

Moreover ,they had assigned the task of setting a canopy for three days .For this, they

divided10 of us in two groups. Five out of ten had to go at Mata Vaishno Devi University

and remaining had to set a canopy in coco at K.C Residency for two days and at the thirdday they asked all of us to set up a canopy at Mata Vaishno Devi University.

I belong to the 2nd group.

During this ,we not only improved our communication skills but had a first hand experience

of the market exposure and learned a lesson about personality development.

Analysis of performance vs. Target. Reasons for variance,if any

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SURVEY OF TELECOM

RETAILERS

WEEK

NO.

DATE TARGET/TASK ACHIEVEMENTS VARIANCE REASON FOR

VARIANCE

3 13/4/09-

17/4/09

25 30 +5 Because of the

more availability

of retailers shop.

4 20/4/09-

24/4/09

25 40 +15 Covered a large

area

5 27/4/09-

1/5/09


more availability

of retailers shop.

6 4/5/09-

8/5/09


more availability

of retailers shop.

PUNCHING OF DATA OF 1500 TELECOM RETAILERS

7 11/5/09-

15/5/09

400 400 NIL NO

8 18/5/09-

22/5/09

350 350 NIL NO

9 25/5/09-

29/5/09

350 350 NIL NO

10 1/6/09-

5/6/09

400 400 NIL NO

For the remaining weeks i.e 11,12 and 13 (from 8/6/09-19/6/09) we analyze the

collected data.

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DATA ANALYSIS

1.BRANDS PRESENT ON THE RETAILERS SHOP

2. BRAND WHICH IS TOP OF THE MIND RECALL OF

RETAILER

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3. FREQUENCY OF VISIT OF FOS ON THE RETAILERS SHOP

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4.OVERALL FOS RATING

5.AIRCEL VISIBILITY ON THE RETAILERS SHOP

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6.BEST VISIBILITY ON THE RETAILERS SHOP

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7.FLEX AVAILABILITY ON THE RETAILERS SHOP

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8.GSB AVAILABILITY ON THE RETAILERS SHOP

9.PUBLICITY MATERIAL PROVIDED BY AIRCEL TO THE

RETAILERS

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10.KNOWLEDGE OF RETAILERS HELP LINE OF RETAILERS

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11.ACTIVATION TIME PF AIRCEL

12.BEST ACTIVATION

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13.PRODUCT KNOWLEDGE OF RETAILERS

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PROBLEMS FACED

After covering 10-15Km, I got only one or two shops in an area.

Some of the retailers doesnt have the proper knowledge about their products,FOS

and distributors, thus it gives me difficulty in collecting data.

Some retailers did not give proper response.

It is a season of summer; sometime I have to walk 3 or 4 miles per day in the

scorching heat of the sun.

I did the survey individually while others did in pair so it is difficult for me to cover the

unknown area .For this reason, I had to convince my brother to accompany me.

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LEARNINGS

I learnt how to deal with the unknown people.

I improved my communication skills.

I learnt how to get the information from a person if he is not willing to give the

information to me.

It increased my knowledge about the corporate sector.

I learnt the ways to get accustomed to the hectic schedules of business circles.

I learnt to survive even with limitations.

It gave a huge push to my personality development.

It widened my sphere of knowledge about various aspects of executive activities.

It helped me to collect valuable information about individual preferences and tastes

ranging from group to group, individual to individual.

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LIMITATIONS

A.In monetary terms

I had to cover a far flung areas from my residence .The fare of these places is too large

that it is too difficult for me to counter this problem.

B.Time constraint

I had to survey 150 retailers in a month. This time is too less to survey 150 retailersbecause the area which is given to me doesnt have such huge retailers shop.

C.New in the market

As I am very new in the market, thus it is difficult for me to adjust in the market environment

for the first time.

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SWOT ANALYSIS

1.STRENGTHS

Leading mobile operator in the south of India.

Good connectivity

Brand awareness through advertisements and their Brand Ambassador is

Mahendra Singh Dhoni who is the captain of Indian Cricket Team.

2.WEAKNESS

Communication gap between company employees and the retailers.

Distribution network

Supply of inventory

3.OPPORTUNITIES

Opportunity to cover the rural areas and spread its network all over India. As it ispresent already in 14 circles and now they are planning to cover all 23 circles.

Due to rising middle class and rural market demand, sales can increase.

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4.Threats:

Distribution network is not good. Intense Competition in the market.

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CONCLUSION

The entire telecom operators prepare different plans according to the needs of different

subscribers. The telecom operators should pay attention towards the border areas. The

company has to cover that area also or they install their companys tower in the vicinity of

5km.

During the survey I came to know that mostly all the retailers sell Aircel connection but they

were not satisfied with the working they do.

I came to know that in J&K, the AIRTEL is doing better than AIRCEL.

Schemes and commission should be given on time to the retailers if the company wants toincrease its market share in J&K.

Companys distribution network and dealing of marketing boys with retailers is not

satisfactory, as in 150 outlets I came to know that the areas where the distribution network

is so week that they didnt know what are the latest schemes are being introduced by the

company.

Aircel visibility is average on the retail outlets and it nearly takes 2 days to activate while

Airtel and BSNL take 1 day to activate.

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