Rohit Airtel.docx

8/22/2019 Rohit Airtel.docx

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A STUDY ON PREFERENCE OF SMEs FOR CLOSED USER GROUP PLANS FROM DIFFERENT

TELECOM OPERATORSIN THE CHAKAN AREA OF PUNE

ACKNOWLEDGEMENT

I take immense pleasure in completing this project and submitting the final report.

The last 45 days with AIRTEL has been full of learning and sense of contribution towards the

organization. I would like to thank AIRTEL for giving me an opportunity of learning and

contributing through this project. I also take this opportunity to thank all those people that

made this experience a memorable one.

A successful project can never be prepared by the single effort of the person to whom the

project is assigned, but it also demand the help and guardianship of various people who actively

Or passively helped in completion of the project. First of all I would like to thank my project

guide Prof. Yogesh Bhaviskar for his great help. I would also like to thank Prof. Renu Bhargav

(Executive Director) for her immense support.

I would also like to thank Mr. Dushyant arora (Territory Manager) for his support and help. Also

my sincere thanks towards Ms Chitra Battacharjee (Zonal Sales Manager, pune) for giving me achance to take this project and for her valuable guidance, which helped me on all those points,

which I needed to include in with full intensity, for her significant support extended for the

successful completion of the project.


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INDUSTRY OVERVIEW

Introduction

The Indian telecommunications industry is one of the fastest growing in the world.

Government policies and regulatory framework implemented by Telecom Regulatory Authority

of India (TRAI) have provided conducive environment for service providers. This has made the

sector more competitive, while enhancing the accessibility of telecommunication services at

affordable tariffs to the consumers. In the last two decades, the Indian Telecom Sector and

mobile telephony in particular has caught the imagination of India by revolutionizing the way

we communicate, share information; and through its staggering growth helped millions stay

connected. This growth, however, has and continues to be at the cost of the Climate, powered

by an unsustainable and inefficient model of energy generation and usage. Simultaneously, this

growth has also come at significant and growing loss to the state exchequer, raising

fundamental questions on the future business and operation model of the Telecom sector.

The telecom industry has witnessed significant growth in subscriber base over the last

decade, with increasing network coverage and a competition-induced decline in tariffs acting as

catalysts for the growth in subscriber base. The growth story and the potential have also served

to attract newer players in the industry, with the result that the intensity of competition has

kept increasing. The sector expected to witness up to US$ 56.3 billion investments and the

market will cross the US$ 101 billion mark in five years.

Current Scenario

The Indian telecom sector has witnessed tremendous growth over the past decade.

Today, the Indian telecom network is the second largest in the world after China. A liberal

policy regime and involvement of the private sector have played an important role in

transforming this sector. The total number of telephones has increased from 429.73 million on

31 March 2009 to 926.55 million on 31December 2011.

The telecom industry has witnessed significant growth in subscriber base over the last

decade, with increasing network coverage and a competition-induced decline in tariffs acting as


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catalysts for the growth in subscriber base. The growth story and the potential have also served

to attract newer players in the industry, with the result that the intensity of competition has

kept increasing. Also, broadband segment has seen significant growth with total internet

subscribers reaching 20.99 million in September 2011, which includes 13.30 broadband

subscribers.

Liberalization of the sector has not only led to rapid growth but also helped a great deal

towards maximization of consumer benefits, evident from a huge fall in tariffs. Telecom sector

has witnessed a continuous rising trend in the total number of telephone subscribers and hence

the teledensity. In simple terms, Teledensity is the number of landline telephones in use for

every 100 individuals living within an area. A teledensity greater than 100 means there are

more telephones than people. Third-world countries may have a teledensity of less than 10.

Teledensity is also an important indicator of telecom penetration in the country. Teledensity

has increased from 18.2 per cent in March 2007 to 76.86 per cent in December 2011.

Teledensity varies across circles and there is significant urban-rural divide. While urban

teledensity reached 167.4 percent at the end of December 2011 and rural teledensity was only

37.5 per cent. At circle levels also, while some circles such as Delhi (235.6 per cent), Mumbai

(188.95 per cent), Kolkata (168.45 per cent), Chennai (170.18 per cent), and Himachal Pradesh

(118.63 per cent) have high teledensity, in some circles such as Bihar (47.17 per cent) andAssam (45.85 percent), it is very low. The steps that been undertaken to improve teledensity,

particularly in rural areas.

The wireless segment broadly classified into GSM and CDMA segments based on the

underlying technology. The GSM segment holds the majority of subscribers with 785.97 million

at the end of Dec 2011. The remaining 107.88 million subscribers use CDMA based services.

While the GSM segment is seeing a consistent increase in the number of subscribers, the CDMA

segment is seeing a reduction. The CDMA wireless segment saw a decrease from 112.42 millionat end of Sept 2011 to 107.88 million at the end of Dec 2011. In contrast the figures for GSM

are 761.20 million and 785.97 million for Sept and Dec 2011 respectively.

The overall wireless market and consequently the GSM market is led by Bharti Airtel which held

19.62% at the end of Feb 2012. It is followed by Reliance Communications, which holds 16.68%


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of the market and also the leader in the CDMA segment. In the GSM segment, Vodafone and

Idea closely follow Bharti Airtel while Tata and Sistema follow Reliance Communications in the

CDMA segment.


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COMPANY OVERVIEW

NAME

Bharti Airtel Limited.

BUSINESS DESCRIPTION

Bharti Airtel Limited is a leading global telecommunications company with operations in 20

countries across Asia and Africa. Headquartered in New Delhi, India, the company ranks

amongst the top 4 mobile service providers globally in terms of subscribers. In India, the

company's product offerings include 2G, 3G and 4G wireless services, mobile commerce, fixed

line services, high speed DSL broadband, IPTV, DTH, enterprise services including national &

international long distance services to carriers. In the rest of the geographies, it offers 2G, 3G

wireless services and mobile commerce. Bharti Airtel had over 269 million customers across its

operations at the end of March 2013.

ESTABLISHED

July 07, 1995, as a Public Limited Company

ISIN

INE397D01024

PROPORTIONATE REVENUE

Rs. 204,484 million (ended March 31, 2013-

Audited)

Rs. 187,294 million ( ended March 31, 2012-

Audited)

As per IFRS Accounts

PROPORTIONATE EBITDA

Rs. 64,870 million ( ended March 31, 2013 -

Audited)

Rs. 62,329 million ( ended March 31, 2012-

Audited)

As per IFRS Accounts

SHARES IN ISSUE

3,797,530,096 as at March 31, 2013

LISTINGS

Bombay Stock Exchange Limited (BSE)

National Stock Exchange of India Limited

(NSE)


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STOCK EXCHANGE SYMBOL

NSE BHARTIARTL

BSE 532454

MARKET CAPITALISATION

Stock Quote: BSE:INR 315.90

CUSTOMER BASE

India & South Asia: 196,126,000 GSM mobile; 3,283,000Tele media customers and 8,100,000-

Digital TV Services

(status as on March 31, 2013)

Africa: 63,718,000 GSM mobile customers.

(status as on March 31, 2013)

REGISTERED OFFICE

Bharti Airtel Limited

(A Bharti Enterprise)

Bharti Crescent, 1 Nelson Mandela Road,

Vasant Kunj, Phase II,

New Delhi - 110 070.

Tel. No.: +91 11 4666 6100

Fax No.: +91 11 4666 6411


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BHARTI AIRTEL LIMITED ORGANIZATION STRUCTURE

Chairman

Sunil Bharti Mittal

JMD & CEO (India)Gopal Vittal

MD & CEO(International)Manoj Kohli

Director-Consumer

Business#Director B2B#

Executive Director

Human ResourcesKrish Shankar

Supply Chain*

Director, Market OperationsAjai Puri

Director, CustomerExperience

Raghunath Mandava

Director NetworkServices Group

Jagbir Singh

CFONilanjan Roy

DirectorLegal & Regulatory

Jyoti Pawar

Director IT #

OBJECTIVES:

To find out the most preferred telecom brand To find out the average expenditure by companies on CUG plans To find out the average number of CUG connections per company To find out the most preferred CUG plan of Airtel To perform a competitive analysis between the plans offered by Airtel and thecompetitors

To find out the satisfaction level of the business buyers from their telecom operators


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RESEARCH METHODOLOGY

In consideration and requirement of the project objectives descriptive research was carried out.

Procedure:

Acquiring knowledge of the product Deciding on the objectives to proceed Developing survey instruments Conducting personal interviews with HR/Admin executives through questionnaire Finally analyzing the collected data through above step and coming to conclusions

Research Design:

This research was conducted in two stages:

1. Secondary Research: Data related to competitors was collected from outlets ofcompetitors and internet.

2. Primary Research: A primary research was conducted; a questionnaire was designed inorder to collect data.

Sampling technique: Cluster Sampling

Sampling design:

o Sampling Universe: All the SMEs in the Pune cityo Sampling Frame: All the SMEs in the Chakan MIDC areao Sampling Size: A total of ___companies were approached for the study.


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QUESTIONAIRE:

1. Company Details:

Company name: Address: Contact Number: Name of the concerned person:

2. Type of ownership of mobile services:

Company owned company paid (COCP)

Company owned individual paid (COIP)

Individual owned individual paid (IOIP)

3. Currently using CUG plans?

Yes No

4. Current operator:________________

5. Current Plan details/ plan name:_________________

6. How long with the present network?

2 years


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7. Problems faced with the existing operator( whichever is applicable):Billing issues Network issues

Poor service Others

8. Are you satisfied with call centre response you get?

Yes No

9. On a scale of 1 to 5 rate the following aspects of your current operator responsible forchoosing them. (5 max and 1 min.)

Brand Name

CUG plan offered

Advertising

References

Network and connectivity

Add ons

10.How do you find the procedure, processes and activation associated with getting atelecom connection? Tick on the suitable point on the scale.

Extremely inconvenient Extremely convenient

1 2 3 4 5


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11.Rate your satisfaction level for the following parameters regarding the services offeredby the operator (1 min 5 max):

Parameter Rating

VAS

Customer Care Services

GPRS and data

Voice clarity

Network

Roaming facility

Flexibility of tariffs

12.Would you like to give suggestions to improve the service level of telecom operatorswhich would increase the satisfaction level of the business buyers?

YES NO

Suggestions:

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

____________________________

Date:

Place:


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Limitations:

Thought the detailed investigation is made in the present study, it has got the following

limitations-

The project was constrained by time limit of 45 days. This study is restricted only to Chakan pune city. So the result may not be

applicable to other areas.

This sudy is based on the prevailing customers choice and customers satisfaction.But the customer satisfaction and choice may change according to time , fashion,

technology development etc.

People mindset about the survey was an obstacle in acquiring complete informationand positive interaction.

Recommendation:

The company should go ahead with aggressive marketing. They should light competition on

Awareness level Pricing Strategy

So the recommendations for these are as follows:

Awareness:

The company should sponsor local programs. The company should arrange briefing sessions at prominent clubs such as LIONS CLUB

and ROTARY CLUBS etc.

The company should organize awareness quizzes through Newspapers, Magazines &announce suitable rewards accordingly.

The company should distribute,1 leaflets of Airtel cellular in posh colonies of pune.Pricing:

The company should look for the strategies of the competitive companies. The company should try its level best to keep the price low as compare to competitiors.


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The schemes should be updated as per the needs and occasions.Bibliography:

GC berry-mktg research,chapter2,page no.59-124

CR Kothari,research methodology,chapter 1&5,page no.10-23&49-56.

Philip kotler, marketing mgmt. 12th

edition ,chapter4,page no 101-136

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