CONTENT

CHAPTER

NO

TITLE OF CHAPTER PAGE

NO

1 INTRODUCTION OF TELECOM

INDUSTRY

2 COMPANY PROFILE

3 RESEARCH METHODOLOGY

OBJECTIV

HYPOTHESIS

SOURCES OF DATA COLLECTION

a)Primary b)Secondary

Limitations

4 DATA ANALYSIS &INTERPRETATION

5 CONCLUSIONS

6 SUGGESTION

7 QUESTIONNAIRES

8 BIBLIOGRAPHY

9

1

Chapter I

NTRODUCTION OF

TELECOM INDUSTRY

2

INTRODUCTION OF TELECOM INDUSTRY

TELECOM BUSINESS IN INDIA:

Indian Telecommunication industry, with about 464.82 million phone connections

(June 2009) is the third largest telecommunication network in the world and the

second largest in terms of number of wireless connections. For the past decade or so,

telecommunication activities have gained momentum in India. Efforts have been

made from both governmental and non-governmental platforms to enhance the

infrastructure. The idea is to help modern telecommunication technologies to serve all

segments of India’s culturally diverse society, and to transform it into a country of

technologically aware people.

MODERN GROWTH

A large population, low telephony penetration levels, and a rise in consumers' income

and spending owing to strong economic growth have helped make India the fastest-

growing telecom market in the world. The first and largest operator is the state-owned

incumbent BSNL, which is also the 7th largest telecom company in the world in terms

of its number of subscribers. BSNL was created by corporatization of the erstwhile

DTS (Department of Telecommunication Services), a government unit responsible for

provision of telephony services. Subsequently, after the telecommunication policies

were revised to allow private operators, companies such as Bharti Telecom, Tata

Indicom, Vodafone, MTNL, Idea, Vodafone and BPL have entered the space. major

operators in India. However, rural India still lacks strong infrastructure.

3

In 2007, an article by Business week magazine reported that India's mobile phone

market is the fastest growing in the world, with companies adding some 6 million new

customers a month.

4

CHAPTER II

COMPANY PROFILE

5

COMPANY PROFILE

Airtel is one of world’s leading providers of telecommunication services with

presence in all the 22 licensed jurisdictions (also known as Telecom Circles) in India,

and operations in Srilanka, Bangladesh and Africa. We served an aggregate of 207.8

million customers as of December 31, 2010; of whom 199.6 million subscribe to our

GSM services and 3.2 million use our Telemedia Services either for voice and or

broadband access delivered through DSL. We are the largest wireless service provider

in India, based on the number of customers as of December 31, 2010. We offer an

integrated suite of telecom solutions to our enterprise customers, in addition to

providing long distance connectivity both nationally and internationally. We also

offer Digital TV and IPTV Services. All these services are rendered under a unified

brand "airtel".

The company also deploys, owns and manages passive infrastructure pertaining to

telecom operations under its subsidiary Bharti Infratel Limited. Bharti Infratel owns

42% of Indus Towers Limited. Bharti Infratel and Indus Towers are amongst top

providers of passive infrastructure services in India.

.

LIBERALIZATION OF TELECOMMUNICATIONS IN INDIA

The Indian government was composed of many factions (parties) which had different

ideologies. Some of them were willing to throw open the market to foreign players

(the centrists) and others wanted the government to regulate infrastructure and restrict

the involvement of foreign players. Due to this political background it was very

6

difficult to bring about liberalization in telecommunications. When a bill was in

parliament a majority vote had to be passed, and such a majority was difficult to

obtain, given to the number of parties having different ideologies.

Liberalization started in 1981 when Prime Minister Indira

Gandhi signed contracts with Alcatel CIT of France to merge with the state owned

Telecom Company (ITI), in an effort to set up 5,000,000 lines per year. But soon the

policy was let down because of political opposition. She invited Sam Pitroda a US

based NRI to set up a Center for Development of Telematics(C-DOT), however the

plan failed due to political reasons. During this period, after the assassination of Indira

Gandhi, under the leadership of Rajiv Gandhi, many public sector organizations were

set up like the Department of Telecommunications (DoT) , VSNL and MTNL. Many

technological developments took place in this regime but still foreign players were not

allowed to participate in the telecommunications business.

The demand for telephones was ever increasing. It was during this period that the P.N

Rao led government introduced the national telecommunications policy [NTP] in

1994 which brought changes in the following areas: ownership, service and regulation

of telecommunications infrastructure. They were also successful in establishing joint

ventures between state owned telecom companies and international players. But still

complete ownership of facilities was restricted only to the government owned

organizations. Foreign firms were eligible to 49% of the total stake. The multi-

nationals were just involved in technology transfer, and not policy making.

During this period, the World Bank and ITU had advised the Indian Government to

liberalize long distance services in order to release the monopoly of the state owned

DoT and VSNL; and to enable competition in the long distance carrier business which

would help reduce tariff's and better the economy of the country. The Rao run

7

government instead liberalized the local services, taking the opposite political parties

into confidence and assuring foreign involvement in the long distance business after 5

years. The country was divided into 20 telecommunication circles for basic telephony

and 18 circles for mobile services. These circles were divided into category A, B and

C depending on the value of the revenue in each circle. The government threw open

the bids to one private company per circle along with government owned DoT per

circle. For cellular service two service providers were allowed per circle and a 15

years license was given to each provider.

After 1995 the government set up TRAI (Telecom Regulatory Authority of India)

which reduced the interference of Government in deciding tariffs and policy making.

The DoT opposed this. The political powers changed in 1999 and the new government

under the leadership of A.B Vajpayee was more pro-reforms and introduced better

liberalization policies. They split DoT in two- one policy maker and the other service

provider (DTS) which was later renamed as BSNL. The proposal of raising the stake

of foreign investors from 49% to 74% was rejected by the opposite political party and

leftist thinkers. Domestic business groups wanted the government to privatize VSNL.

Finally in April 2002, the government decided to cut its stake of 53% to 26% in

VSNL and to throw it open for sale to private enterprises. TATA finally took 25%

stake in VSNL. This was a gateway to many foreign investors to get entry into the

Indian Telecom Markets. After March 2000, the government became more liberal in

making policies and issuing licenses to private operators. The government further

reduced license fees for cellular service providers and increased the allowable stake to

74% for foreign companies. Because of all these factors, the service fees finally

reduced and the call costs were cut greatly enabling every common middle class

family in India to afford a cell phone.

8

GROWTH OF MOBILE TECHNOLOGY

India has become one of the fastest-growing mobile markets in the world. The mobile

services were commercially launched in August 1995 in India. In the initial 5–6 years

the average monthly subscribers additions were around 0.05 to 0.1 million only and

the total mobile subscribers base in December 2002 stood at 10.5 millions. However,

after the number of proactive initiatives taken by regulator and licensor, the monthly

mobile subscriber additions increased to around 2 million per month in the year 2003-

04 and 2004-05.

Although mobile telephones followed the New Telecom Policy 1994, growth was

tardy in the early years because of the high price of hand sets as well as the high tariff

structure of mobile telephones. The New Telecom Policy in 1999, the industry

heralded several pro consumer initiatives. Mobile subscriber additions started picking

up. The number of mobile phones added throughout the country in 2003 was 16

million, followed by 22 million in 2004, 32 million in 2005 and 65 million in 2006.

The only country with more mobile phones than India with 246 million mobile

phones is China – 408 million. India has opted for the use of both the GSM (global

system for mobile communications) and CDMA (code-division multiple access)

technologies in the mobile sector. In addition to landline and mobile phones, some of

the companies also provide the WLL service.

The mobile tariffs in India have also become lowest in the world. A new mobile

connection can be activated with a monthly commitment of US$0.15 only. In 2005

alone 32 million handsets were sold in India. The data reveals the real potential for

growth of the Indian mobile market. In March 2008 the total GSM and CDMA mobile

subscriber base in the country was 375 million, which represented a nearly 50%

growth when compared with previous year.

9

In April 2008 the Indian Department of Telecom (DoT) has directed all mobile phone

service users to disconnect the usage of unbranded Chinese mobile phones that do not

have International Mobile Equipment Identity (IMEI) numbers, because they pose a

serious security risk to the country. Mobile network operators Therefore planned to

suspend the usage of around 30 million mobile phones (about 8 % of all mobiles in

the country) by April 30

WHAT IS SALES STRATEGY?

A sale is the pinnacle activity involved in selling products or services in return for

money or other compensation. It is an act of completion of a commercial activity.

A sale is completed by the seller or the owner of the goods. It starts with consent (or

agreement) to an acquisition the passing of title (property or ownership) in the item

and the application and due settlement of a price, the douche of or any claim upon the

item. The purchaser, though a party to the sale does not execute the sale, only the

seller does that. To be precise the sale completes prior to the payment and gives rise

to the obligation of payment.

COMPANY PROFILE

Type : Public listed on BSE

Founded : 1985

Headquarter : New Delhi

10

Key People : Sunil mittal (Chairman & CEO)

Industry : telecommunication

Product : Mobile & fixed Line Telecommunication operator

Website : Bharti Group Airtel

COMPANY HISTORY

11

SUNIL BHARTI MITTAL

CHAIRMAN AND GROUP MANAGING DIRECTOR

Sunil Bharti Mittal is the chairman and group managing director of Bharti Tele-

Ventures. He is a graduate of Punjab University and completed the

owner/president management program at Harvard Business School in 1999

Bharti Airtel (BSE: 532454) formerly known as Bharti Tele-Ventures LTD

(BTVL) is the largest cellular service provider in India, with more than 156 Million

subscribers as of 2011. With this, Bharti is now the worlds third-largest, single-

country mobile operator and sixth-largest integrated telecom operator. It also offers

fixed line services and broadband services. It offers its TELECOM services under the

Airtel brand and is headed by Sunil Bharti Mittal. The company also provides

telephone services and Internet access over DSL in 14 circles. It also acts as a carrier

for national and international long distance communication services. The company

has a submarine cable landing station at Chennai, which connects the submarine cable

connecting Chennai and Singapore.

The businesses at Bharti Airtel have always been structured into three individual

strategic business units (SBU's) - Mobile Services, Airtel Telemedia Services &

Enterprise Services. The mobile business provides mobile & fixed wireless services

using GSM technology across 23 telecom circles while the Airtel Telemedia Services

business offers broadband & telephone services in 95 cities and has recently launched

a Direct-to-Home (DTH) service, Airtel Digital TV. Shahrukh Khan is the brand

ambassador of the mobile company and Kareena Kapoor and Saif Ali Khan are the

brand ambassadors of the DTH Company.The company provides end-to-end data and

enterprise services to the corporate customers through its nationwide fiber optic

backbone, last mile Connectivity in fixed-line and mobile circles, VSATs, ISP and

international bandwidth access through the gateways and landing station.

12

Globally, Bharti Airtel is the 3rd largest in-country mobile operator by subscriber

base, behind China Mobile and China Unicom. In India, the company has a 24.6%

share of the wireless services market, followed by 17.7% for Reliance

Communications and 17.4% for Vodafone Essar.

Bharti airtel limited is a leading global telecommunications company with operations

in 19 countries across Asia and Africa. The company offers mobile voice & data

services, fixed line, high speed broadband, IPTV, DTH, turnkey telecom solutions for

enterprises and national & international long distance services to carriers. Bharti airtel

has been ranked among the six best performing technology companies in the world by

business week. Bharti airtel had 200 million customers across its operations.

Announcing the milestone, Mr. Rajan Bharti Mittal, Joint Managing Director,

Bharti Tele-Ventures Ltd., said, “Our journey to leadership in the fixed line segment

started with the rollout of the country’s first private fixed line service network in

erstwhile Madhya Pradesh. Since then we have come a long way and have made huge

investments in setting up a pan India fixed line network. We have once again proved

that a company with dreams and passion can make a difference. While I feel humbled

by the faith our customers have shown in us, I also take this opportunity to thank all

our partners, the government, the administration, our team and the people of India

who have been with us in our quest for leadership.”

13

COMPANY SNAPSHOT

Bharti Airtel provides telecommunication services primarily to corporate, and small

and medium scale enterprises in India. It offers global system for mobile

communication (GSM) services, broadband and telephone services, national and

international long distance services, and enterprise services. The company's mobile

communication services include information services, short message, and prepaid and

post paid services, as well as wireless application protocol-enabled Internet access and

roaming services. Its telephone services include telephone services, dial-up services,

special phone plus services, unified messaging, and audio conference services; and

broadband services comprise integrated services digital network, leased line, virtual

private networks, and wireless fidelity networks. The company also offers long-

distance voice and data communication services, as well as enterprise services, such

as voice services, mobile services, satellite services, managed data and Internet

services, and managed e-business services. As of Mar. 31, 2006, it provided

telecommunications services to approximately 20,925,948 customers, consisting of

19,579,208 GSM mobile and 1,346,740 broadband and telephone customers. Bharti

Airtel has strategic alliances with SingTel and Vodafone; partnerships with Ericsson

and Nokia; and an information technology alliance with IBM. The company was

founded in 1995. It was formerly known as Bharti Tele-Ventures and changed its

name to Bharti Airtel in April, 2006. The company is based in New Delhi, India.

Bharti Airtel is a part of Bharti Enterprises.

HIGHLIGHTS

Issued in public interest by Bharti Airtel

Bharti Airtel to Observe Silent period from December 31, 2009

14

Airtel digital TV replaces Worlds pace radio channels

Bharti Airtel’s Middle East Connect Network to serve global carriers in the region

Bharti Airtel presents India’s First Mobile Phone Usage Survey

Bharti Airtel Inks Contracts to Build Southeast Asia Japan Cable System

Bharti airtel adds another dimension to its strategy of multi screen

convergence- launches airtel broadband TV

airtel 3G service comes docking on the shores of Mumbai

airtel launches 3G services in aapno Jaipur

bharti airtel and other global telcos launch EIG for Commercial use

Now experience cricket like never before - on your airtel mobile!

BRAND AIRTEL

Airtel is a brand of telecommunication services in India and Sri Lanka owned and

operated by Bharti Airtel. It is the largest cellular service provider in India in terms of

number of subscribers. Services are offered under the brand name Airtel: Mobile

Services (using GSM Technology), Broadband & Telephone Services (Fixed line,

Internet Connectivity(DSL) and Leased Line), Long Distance Services and Enterprise

Services (Telecommunications Consulting for corporate). It has presence in all 23

circles of the country and covers 71% of the current population (as of Financial Year

15

2007). Airtel has also launched 16Mb/s broadband plans in India, making it the first

ISP to do so.

AIRTEI SHRI LANKA

In December 2008, Bharti Airtel rolled out third generation services in Sri Lanka in

association with Singapore Telecommunications. SingTel is a major player in the 3G

space in Asia. It operates third generation networks in several markets across Asia.

Airtel's operation in Sri Lanka, known as Airtel Lanka, commenced operations on the

12th of January 2009.

TOUCHTEL

Until September 18, 2004, Bharti provided fixed-line telephony and broadband

services under the Touchtel brand. Bharti now provides all telecom services including

fixed-line services under a common brand "Airtel”.

BLACKBERRY

On 19 October 2004 Airtel announced the launch of a BlackBerry Wireless Solution

in India. The launch is a result of a tie-up between Bharti Tele-Ventures LIMITED

AND RESEARCH IN MOTION (RIM).

DIGITAL TV

16

Main article: Airtel Digital TV

On 9 October 2008, Airtel joined the DTH bandwagon in India with Airtel Digital

TV, a Direct-to-Home Television service.

IPHONE 3G

The Apple iPhone 3G was rolled out in India on 22 August 2008 via Airtel &

Vodafone. Airtel & Vodafone have launched the newly released iPhone 3GS (16GB

& 32GB) in August 2009 in India.

MERGER TALKS

In May 2008, it emerged that Bharti Airtel was exploring the possibility of buying the

MTN Group, a South Africa-based telecommunications company with coverage in 21

countries in Africa and the Middle East. The Financial Times reported that Bharti was

considering offering US$45 billion for a 100% stake in MTN, which would be the

largest overseas acquisition ever by an Indian firm. However, both sides emphasize

the tentative nature of the talks, while The Economist magazine noted, "If anything,

Bharti would be marrying up," as MTN has more subscribers, higher revenues and

broader geographic coverage. However, the talks fell apart as MTN group tried to

reverse the negotiations by making Bharti almost a subsidiary of the new company.

In May 2009, Bharti Airtel again confirmed that it is in Talks with MTN and

companies have now agreed discuss the potential transaction exclusively by July

17

31, 2009. Bharti Airtel said in a statement “Bharti Airtel Ltd is pleased to announce

that it has renewed its effort for a significant partnership with MTN Group".

Talks eventually ended without agreement, some sources stating that due to the South

African government opposition

SPONSORSHIP

Bharti Airtel signed a five-year deal with ESPN Star Sports to become the title

sponsor of the Champions League Twenty20 cricket tournament. The tournament

itself is named "Airtel Champions League Twenty20."

AIRTEL 3G

• Airtel plans to launch the nationwide 3G services in India in the second quarter of

2010

• Announces significant network investment to offer comprehensive 3G coverage in

aamchi Mumbai

• Provides stock market and entertainment followers with multiple ways of staying

tuned to the latest - all through the mobile device

• Brings along enhanced speed capabilities to empower Mumbaikars with the ability

to access data and a host of innovative applications - anytime, anywhere

BHARATI AIRTEL AND OTHER GLOABL TELCOS LAUNCH EIG FOR COMMERCIAL USE

18

● set to boost the connectivity to the Middle East, Africa and Europe by offering

enhanced capacity, redundancy and network resilience

● Lands in bharti Airtel’s landing station in India (Mumbai)

● Bharti airtel connects India - Middle East - Europe route via 3 alternate paths (SEA-

ME-WE4, IMEWE and EIG )

● Bharti airtel will provide Network Administration (NA) and Network Operations

Control (NOC) for EIG

NAME BHARTI AIRTEL LIMITED.

Business Description Provides GSM mobile services in all the 22 telecom

circles in India, Srilanka, Bangladesh and now in 16

Countries of Africa.

Provides telemedia services (fixed line and broadband

services through DSL) in 88 cities in India.

We also offer suite of Enterprise solutions, DTH and

IPTV Services

Established July 07, 1995, as a Public Limited Company

Proportionate revenue Rs. 157,560 million (ended December 31, 2010-

Audited)

Rs. 103,053 million ( ended December 31, 2009-

Audited)

As per IFRS Accounts

Shares in2007 issue 3,797,530,096 as at December 31, 2010

Listings The Stock Exchange, Mumbai (BSE)

19

The National Stock Exchange of India Limited (NSE)

Customer Base India: 157,485,000 GSM mobile and 3,257,000

Telemedia Customers.

(status as on December 31, 2010)

Africa: 42,124,000 GSM mobile.

(status as on December 31, 2010)

Operational Network Provides GSM mobile services in all the 22 telecom

circles in India, Srilanka, Bangladesh and now in 16

Countries of Africa.

Provides telemedia services (fixed line) in 88 cities in

India.

Provides an integrated suite of Enterprise solutions, in

addition to providing long distance connectivity both

Nationally and Internationally.

We also offer DTH and IPTV Services. .

“Bharti Tele-Ventures was incorporated on July 7, 1995 as a company with

Limited liability under the Companies Act, for promoting Telecommunications

services. Bharti Tele-Ventures received certificate for commencement of business on

January 18, 1996”. The Company was initially formed as a wholly-owned subsidiary

of Bharti Telecom Limited. The chronology of events since Bharti Tele-Ventures was

incorporated in 1995 is as follows:

CALENDAR YEAR & EVENTS

1995

20

- Bharti Cellular launched cellular services'AirTel' in Delhi

1996

- STET International Netherlands NV, or STET, a company promoted by

Telecom Italia, Italy acquired a 20% equity interest in Bharti

Tele-Ventures

- Bharti Telenet launched cellular services in Himachal Pradesh

1997

- British Telecom acquired a 21.05% equity interest in Bharti Cellular

- Bharti Telenet obtained a license for providing fixed-line Services in

Madhya Pradesh circle

- Bharti Telecom and British Telecom formed a 51%: 49% joint venture,”

Bharti Airtel is India's leading provider of telecommunications services. The

company provides GSM mobile services across India in 23telecom circles and

broadband & telephone services in 90 cities.

SUBSCRIBER BASE

The Airtel subscriber base according to TRAI - Telecom Regulatory Authority of

India as of February 2010] was:

Chennai - 2,133,677

Delhi - 4,671,177

Mumbai - 2,791,963

Kolkata - 2,456,896

Madhya Pradesh - 7,690,609

Gujarat - 3,981,660

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Andhra Pradesh - 8,892,353

Karnataka - 9,820,812

Tamil Nadu - 6,003,040

Kerala - 2,169,633

Punjab - 3,754,405

Maharashtra - 6,248,906

Uttar Pradesh (West) - 2,256,862

Uttar Pradesh (East) - 5,722,386

Rajasthan - 6,704,274

West Bengal & Andaman and Nicobar - 3,501,560

Himachal Pradesh - 951,121

Bihar - 7,152,245

Orissa - 2,811,453

Assam - 1,448,389

North Eastern States - 890,054

Jammu & Kashmir - 1,590,935

The total is 101,114,971 or 24.2% of the total 375,742,592 GSM + CDMA mobile

connections in India till February 2009; and presently the Number 1 operator in India.

In 2009 Airtel also launched in Sri Lanka.

On the 9th of May, 2009 Airtel signed a major deal with Manchester United Football

Club. As a result of the deal, Airtel gets the rights to broadcast the matches played by

the team to its customers.

22

DISTRIBUTION CHANNEL FOR AIRTEL (PREPAID)

23

Organization

Distribution pattern of prepaid sim card & recharge

voucher

Firstly the company produces various prepaid recharge vouchers and easy recharge

then the company manufactures lapoo sim card. With the help of this lapoo sim card a

person can get easy recharge anywhere. After manufacturing easy recharge voucher

company supply over’s to distributor. Easy recharge and paper recharge is then

transferred for further distribution.

24

Direct Retailers(ARC &

AEO)

FranchisesCompanyFlagshipStores

Customer Outlets

Customer

According to our study we found that there are seven distributors in our territory. One

of them, Swaraj is our leading distributor. For distribution work, distributors appoint

various FSE (Field Sales Executive) so that easy recharge and vouchers’ are promoted

and for creating new outlets. Lapoo sim distribution is also provide by FSE to the old

as well as new retailers Due to this distribution its helps company to move further

distribution smoothly.

FSE (field sales executive) provides easy and paper recharge according to

requirement of the retailer.

In our study we found, there are various retailers who are engaged with airtel easy

recharge and paper recharge. Retailers provide easy recharge and paper recharge

according to requirement of the customer. The customer who Purchase the easy

recharge and paper recharge they want satisfaction as per Airtel as created brand

image and good service. Retailers always enjoy with Airtel sales & even Customers.

Due to good network service and various schemes like friends, campus provided by

Airtel, customer enjoys Airtel & prefer it with satisfaction.

Company → Distributer → FSE (field sales executive) →

Retailers→ customer

AIRTEL PREPAID –

ADVANTAGES OF AIRTEL PREPAID

●Total Cost Control

●Pre activated STD/ISD without deposits or rentals

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●Strong Network coverage

●Instant Balance and Validity Enquiry

●Recharge your airtel Prepaid

●Prepaid Roaming

●More with airtel Prepaid

● Caller Line Identification

●TOTAL COST CONTROL

You can control your airtel Prepaid like never before. No more rentals or deposits –

simply recharge as much as you need to from as low as Rs. 10, to as high as Rs.

10,000/-.

●PRE ACTIVATED STD/ISD WITHOUT DEPOSITS OR

RENTALS

You can now enjoy a pre-activated STD/ISD on your airtel Prepaid. No more paying

deposits or having a minimum balance in your account to make an STD/ISD call.

Hassle-free calls are here to stay!.

●STRONG NETWORK COVERAGE

Enjoy complete clarity when calling with airtel’s world-class technology and

unbreakable network coverage that spans over 23 circles across the country.

●Instant Balance and Validity Enquiry

Your account balance is updated on the screen of your handset at the end of each

chargeable call. You can also call 123 from your mobile phone and listen to the voice

announcement or simply dial *123#, press 'OK' or 'YES' button and your account

balance will be displayed on the screen of your handset.

26

●RECHARGE YOUR AIRTEL PREPAID

Recharging is Easy. The calling value on your card keeps reducing as you make calls

or use any other chargeable service. Choose the airtel Prepaid Recharge Coupon that’s

right for you, from a variety of tailor– made recharge coupons with different

denominations, which are available at a number of outlets across your city. Simply

follow the procedure mentioned below, to recharge your phone.

Flexible recharge voucherthis unique recharge voucher gives you the option to choose between validity or

talktime, as per your need.

Easy Recharge

Recharge your airtel Prepaid Card electronically with value that suits your needs,

starting from Rs. 10 till Rs. 10,000. You can also recharge your airtel Prepaid while

roaming anywhere in the country

24-hour Recharge via ATMRecharge your airtel Prepaid round-the-clock at your nearest ATM. Just walk up to

your nearest ATM, insert the ATM card and enter your ATM PIN number. Select

'Mobile Recharge / Bill Pay' from the main menu and follow the prompts to recharge

your prepaid. This recharge option is available with all leading banks.

INTERNET RECHARGE

You may log on to the Internet banking website of your bank and select the prepaid

recharge option to recharge your airtel prepaid. Many leading banks provide Internet

based recharging.

The following recharge denominations are available nationally for recharge through

Bank website or ATM.

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Denomination Rs Calling value Rs Proc

Fee Rs

Service

tax Rs

Validity

Days

50 43.33 2.0 4.67 30

100 88.66 2.0 9.34 30

200 179.32 2.0 18.68 30

300 269.99 2.0 28.01 30

500 451.31 2.0 46.69 30

Total 904.62 2.0 93.38 30

●PREPAID ROAMING

Airtel Prepaid comes preactivated with 'National Roaming', so you stay connected no

matter wherever you are. You can also send or receive MMS, check your email and

access other GPRS services while roaming in India as you would in your own city.

While traveling abroad you can receive calls & send or receive SMS.

For coverage & charges while roaming, click here In case you are not able to login to

any network while roaming

Please follow these instructions:

▪ Go to "menu” option of your mobile.

▪ Select "Manual" network.

▪ Select desired network.

●MORE WITH AIRTEL PREPAID

MMS (Multi-media Messaging Service)

Jazz up your messages with pictures, images and video clippings, with MMS from

airtel! To activate MMS on your phone, SMS 'MMS' to 56465 and save service

settings.

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Call management Services

Call waiting, call hold, call divert and Caller Line Identification Presentation– all with

your airtel prepaid connection.

Voice Mail

when your handset is switched off or you’re too busy to answer the phone, airtel

Voicemail will answer your calls and record a message. The best part is that there's no

extra monthly cost for setting up Voicemail - you just pay for the phone call when you

use the service.

SMS (Short Messaging Service)

Send messages quickly and easily using text, if it's too noisy to talk or you don't have

much time. It's the way to share those interesting one-liners, important reminders and

rib-tickling jokes, with anyone, anytime, anywhere in the world.

●CALLER LINE IDENTIFICATION

Call Line Identification gives you the power to know the phone number of the calling

party even before you answer the call, thus giving you the choice to either reject or

take the call. It provides the added advantage of saving the incoming number directly

in the Handset Phone Book. So that the next time you want to call the same person,

you don't need to retype his number, simply use your phone book.

●SMS BASED INFORMATION SERVICES

With Airtel's SMS based information services; you can get up to the minute cricket

scores, order flowers as well as send couriers or check your daily horoscope!

INSTANT VALUE VOUCHERS

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1. New 59T pack (Calling to Airtel number in UP and Uttaranchal is at

30p.Calling to any mobile number in UP and Uttaranchal is at 50p & Landline

number in UP and Uttaranchal is at 75p. SMS to any number in UP and Uttaranchal at

50p.It is available on easy charge only.)

2. New 49P Pack (The new 49p Pack gives you the benefit to make calls to any

GSM number {except BSNL} in UPE and UPW at just Rs.0.49 and to landline and

BSNL mobile at Rs.1).

3.New 98 Pack (Calling to Airtel number in UP and Uttaranchal is at

30p.Calling to any mobile or landline number in UP and Uttaranchal is at 50p.SMS to

any number in UP and Uttaranchal at 50p.Calling to mobile or landline numbers in

Delhi, Mumbai, Chennai & Kolkata at Rs.1 only. Rs1.5 to other STD calls. It is

available on easy charge only.

4. India One Plan on recharge of Rs.899 we now announce a unique offer for

our prepaid customers in which when they recharge with Rs. 899, they get to call any

number in India at just Re.1. This offer is applicable for both new & existing

customers.

5. Life time validity on recharge of Rs.99.

Key Benefits:

- Fantastic Tariffs

- Customer can manage his own Plan

- Customer gets the Desired Tariff Immediately.

SALES PROMOTION ACTIVITY OF AIRTEL:

30

Sales promotion activity plays an important role in increasing sales of company which

helps to increase the profit of the company as sales of the company increases they can

provide much better facilities market campaigning because of tough competition in

market therefore it is necessary good promotion activity to survive in the market.

Airtel has introduced different schemes frequently.

SPONSORSHIP ACTIVITY:

Airtel has provided sponsorship to champion’s league T-20 cricket cup. It increases

brand of airtel

Promotion through celebrities airtel is targeting different ambassador like A R.

Rehman, Saif Ali Khan, Karina Kapoor targeting youngsters.

HOARDING:

It plays an important role to create brand image of the company highlighting

the special facilities from other company.

ROAD SHOW:

Airtel has carried its mega campaign through road shows activity on vehicles

displaying banners hoarding.

THROUGH DISTRIBUTERS:

Distributers sometimes on their own expenses sponsors the local event they provide

some scheme and offer by which dual advantages are create why distributor company

like increasing in sale of distributer and other promotional activity of the company.

31

CHAPTER III

RESEARCH

METHODOLOGY

32

RESEARCH METHODOLOGY

Research methodology is a process of systematic gathering recording & analyzing

data collected by various techniques to assess the response and accordingly prepare a

report base on which impact of promotional activities and offers of airtel which is

given to customer and retailers can be analised.

After defining objectives of study plan must be arrange in order and write them in the

form of experimental plan or what can be described as research plans.

SAMPLING

Regardless of the method used to obtain primary data the researcher has to be decide

whether the information to be obtaining under the study of limited area population

under study the population understudy only are considering only for analysis because

in this case observation method helps a lot .

SAMPLE SIZE:-

A sample is only portion of the restricted area. Sample size is 100 only. Have been

taken during the study of this project been carried on at airtel.

Sample unit: - since the project

Following person were taken as sample unit and were interviewed.

Distributors

Retailers

33

COLLECTION OF DATA

The tools for collection of data will be collected through internal as well

PRIMARY DATA:

Interaction with distributor, retailers, and salesmen will be conducted and 0data will

be fetch through personal interview and questionnaire.

SECONDARY DATA:

Information from internet company manual report of the company will be helpful in

collecting secondary data.

LIMITATION OF DATA:

Since the airtel product and services in whole Indian economy enjoys good share of

growth of telecom sector. My study area was restricted to west Nagpur city outlet and

retailers. Even though there are various problems entangled regarding Airtel prepaid

simcard and recharge voucher.

1. Reluctant to slum area and remote places.

2. Congestion with network.

3. Non availability of product in some outlet.

4. Sales reduced due to absence of sales representative.

MARKET RESEARCH

34

Market research often contains formal study of specific problem and opportunities it

may request survey product reference to a sales forecast it is a job of marketing

researcher to produce customer insight into the problem.

We define marketing research as a systematic design collection and analysis and

reporting of data and finding relevant to specifichave their own marketing research

departments. Company normal budget. Marketing research at 1 or 2% or company

sales

DISTRIBUTION PATTERN OF PREPAID SIM CARD &

RECHARGE VOUCHER

Firstly the company produces various prepaid recharge vouchers and easy recharge

then the company manufactures lapoo sim card. With the help of this lapoo sim card a

person can get easy recharge anywhere. After manufacturing easy recharge voucher

company supply over’s to distributor. Easy recharge and paper recharge is then

transferred for further distribution.

Them, Swaraj is our leading distributor. For distribution work, distributors appoint

various FSE (Field Sales Executive) so that easy recharge and vouchers’ are promoted

and for creating new outlets. Lapoo sim distribution is also provide by FSE to the old

as well as new retailers Due to this distribution its helps company to move further

distribution smoothly.

In our study we found, there are various retailers who are engaged with airtel easy

recharge and paper recharge. Retailers provide easy recharge and paper recharge

according to requirement of the customer. The customer who Purchase the easy

recharge and paper recharge they want satisfaction as per Airtel as created brand

image and good service. Retailers always enjoy with Airtel sales & even Customers.

Due to good network service and various schemes like friends , campus provided by

Airtel, customer enjoys Airtel & prefer it with satisfaction.

35

Company → Distributer → FSE (field sales executive) →

Retailers→ customer

DEFINE THE NEED OF DATA COLLECTION:

We gathered the data to analyze the market situation and compare the Airtel prepaid

connection with the other telecom companies, like Vodafone, Idea, reliance, Tata

indicom, BSNL.

We analyzed current market scenario for sales as well as we came to know about the

different marketing strategy of other company.

There are various companies in market, which are competing each other for the

survival in market. To study the present condition of market as well as Different plans

and strategy adopted by different companies, we studied schemes, plans, linking of

people, talk times and other factors.

We collected data to know the sales, services and companies reputations. For knowing

these factors we collected data with the help of various survey and questioners.

DATA SOURCE

After identifying and defining the research problem and determining specific

information required to solve the problem the researcher task is look for the type and

source of data which may yield the desire results there are two type of data primary

data or secondary data .

Primary data

36

Secondary data

Primary data are generated when a particular problem at hand is investigated by

researcher employing questioner, telephony survey

Secondary data on the other include those data which are collected from

some earlier research work and are applicable or useable in study .

PRIMARY DATA COLLECTION

Survey

Personal interview

Telephonic survey

SURVEY:

It is the most commonly method of data collection in marketing research it is the

systematic gathering of data from respondents through questionnaires the purpose of

survey research is to facilitate understanding or enable of some aspect

PERSONAL INTERVIEW:

In personal interview the investigator questions the respondents in a face to face

meeting interview may be conduct to retailers and distributers.

TELEPHONIC SURVEY:

37

In telephone survey prospective respondents usually at home and ask to answer a

series of questions over the telephone.

SECONDARY DATA

On the other in clued those data which are collected from some earlier research work

and are applicable or useable in the study researcher has presently undertaken.

SECONDARY DATA COLLECTION

INTERNAL DATA:

It is the procedure or by a outlet in its record sales result advertisement expenditure

these are few examples of secondary data internally available in outlet maintain their

internal secondary data in systematic.

EXTERNAL DATA:

This data are generated and collected from

The process of secondary data collection and analysis is called desk research.

Secondary data are those data in this research of Airtel’s outlets are collected from

earlier work and applicable in the study of the research. Secondary data in this

research of Airtel’s outlets are collected through company’s website and prior

research report.

38

PROCESSING OF DATA COLLECTED:

The primary data which have been collected by survey experiments or observations

by the field investigator hastily entered on questionnaires. Owing pressure of

interview the researcher has to write immediately and often not systematically the

information thus collected may be eligible in completely inaccurate to a certain extent

also the information thus collected laying scatter. Keeping this in mind the researcher

must take some measures to bring the data the firm where it can be easily analyzed.

TABULATION:

It refers to bring together similar data and totaling them in an accurate.

CHART GRAPHS:

Charts like pie chart, doughnut, column chart etc introduce.

COMPUTER:

There was enormous data was finally analyzed the help of MS-Excel.

39

OBJECTIVES OF THE PROJECT

The objective of the project “To study the market potential of airtel and sales of

prepaid sim card & recharge voucher in west Nagpur” are;

To study various sales promotion activities applied for increasing sale.

To know the market share in west Nagpur region.

To study the channel of distribution of Airtel’s prepaid product.

To identify the knowledge & information of the product from where the

consumer is getting.

To suggest new sales promotion activities & potential market to the company.

40

HYPOTHESIS

Due to lack of supply of Airtel prepaid voucher & E-charge sales is

reduced.

Effective distribution network increases the dealer and consumer

satisfaction and brings more goodwill to the company.

41

DEFINE THE NEED OF DATA COLLECTION:

We gathered the data to analyze the market situation and compare the Airtel prepaid

connection with the other telecom companies, like Vodafone, Idea, reliance, Tata

indicom, BSNL.

We analyzed current market scenario for sales as well as we came to know about the

different marketing strategy of other company.

There are various companies in market, which are competing each other for the

survival in market. To study the present condition of market as well as Different plans

42

and strategy adopted by different companies, we studied schemes, plans, linking of

people, talk times and other factors.

We collected data to know the sales, services and companies reputations. For knowing

these factors we collected data with the help of various survey and questioners.

DATA SOURCE

After identifying and defining the research problem and determining specific

information required to solve the problem the researcher task is look for the type and

source of data which may yield the desire results there are two type of data primary

data or secondary data .

Primary data

Secondary data

Primary data are generated when a particular problem at hand is investigated by

researcher employing questioner, telephony survey

Secondary data on the other include those data which are collected from

some earlier research work and are applicable or useable in study .

PRIMARY DATA COLLECTION

Survey

Personal interview

Telephonic survey

43

SURVEY:

It is the most commonly method of data collection in marketing research it is the

systematic gathering of data from respondents through questionnaires the purpose of

survey research is to facilitate understanding or enable of some aspect

PERSONAL INTERVIEW:

In personal interview the investigator questions the respondents in a face to face

meeting interview may be conduct to retailers and distributers.

TELEPHONIC SURVEY:

In telephone survey prospective respondents usually at home and ask to answer a

series of questions over the telephone.

SECONDARY DATA

On the other in clued those data which are collected from some earlier research work

and are applicable or useable in the study researcher has presently undertaken.

SECONDARY DATA COLLECTION

INTERNAL DATA:

44

It is the procedure or by a outlet in its record sales result advertisement expenditure

these are few examples of secondary data internally available in outlet maintain their

internal secondary data in systematic.

EXTERNAL DATA:

This data are generated and collected from

The process of secondary data collection and analysis is called desk research.

Secondary data are those data in this research of Airtel’s outlets are collected from

earlier work and applicable in the study of the research. Secondary data in this

research of Airtel’s outlets are collected through company’s website and prior

research report.

PROCESSING OF DATA COLLECTED:

The primary data which have been collected by survey experiments or observations

by the field investigator hastily entered on questionnaires. Owing pressure of

interview the researcher has to write immediately and often not systematically the

information thus collected may be eligible in completely inaccurate to a certain extent

also the information thus collected laying scatter. Keeping this in mind the researcher

must take some measures to bring the data the firm where it can be easily analyzed.

TABULATION:

45

It refers to bring together similar data and totaling them in an accurate.

CHART GRAPHS:

Charts like pie chart, doughnut, column chart etc introduce.

COMPUTER:

There was enormous data was finally analyzed the help of MS-Excel.

46

CHAPTER IV

DATA

INTERPRETATION AND

ANALYSIS

47

GIVE THE RESPOND FOR AIRTEL PRODUCT PRICING?

Responded No. of respondentsExcellent 40Good 25Average 20Poor 15Total 100

INTERPRETATION

● It is clear from the observation 40% of retailer have given excellent respond

for Airtel product pricing.

48

GIVE THE GRADE FOR AVAILABILITY OF THE AIRTEL

PRODUCT?

Grade No. of respondentsExcellent 42Good 28Average 18Poor 12Total 100

INTERPRETATION

● From above observation It is clear that 42% of retailer have given excellent

grade for availability of Airtel product.

49

WHICH RECHARGE VOUCHER AND PREPAID SIM

CARD MORE SALE BY THE RETAILER?

Voucher & sim card No. of respondentsAirtel 52Vodaphone 18Idea 13RIM 10Tata 7

INTERPRETATION

● From the above observation it has been found that airtel prepaid sim and

recharge voucher sell more.

50

GIVE THE GRADES TO AIRTEL FOR PROMOTIONAL

ACTIVITY.

Promotion al activity No. of respondentsExcellent 35Good 30Average 24Poor 11

INTERPRETATION

● From the above observation it has been found that 35% Retailer have given

excellent grade.

51

ARE YOU SATISFIED WITH SERVICES PROVIDED BY

THE AIRTEL?

Satisfied No. of respondentsYes 72No 28Total 100

INTERPRETATION

From the above observation it has seen that 72% of retailer are satisfied with

airtel services.

52

HAVE YOU HEARD ABOUT SARAS AND AIRTEL TIE-UP

Yes 5No 95Total 100

INTERPRETATION

●Some retailer those reads always newspaper they know that these tie-up

●Many retailer not know about these tie-up

53

ARE YOU SATISFIED WITH THE GIFTS AND SCHEMES

PROVIDED BY THE COMPANY?

Promotion No. of respondentsGood 81Ordinary 12Bad 7Total 100

INTERPRETATION

● Most of the retailers are like the gifts and schemes provide by

company

●Some retailers are not interest in schemes.

54

ARE YOU SATISFIED WITH NEW MARGIN, 2.50%?

Answer NumberYes 5No 95Total 100

I

NTERPRETATION

● Many retailers are highly dissatisfy with new margin 2.50%.

● According to Some retailer all tale company decrease margin so that

satisfy.

55

DO YOU SALE THE RECHARGE COUPON OF ANY

OTHER COMPANY?

Yes 28No 72Total 100

INTERPRETATION

●Some booths are selling other company is RC.

●Many booths are selling only airtel coupon.

56

ARE YOU SATISFIED WITH THE SERVICE PROVIDED

BY THE FOS?

Service No. of respondentsGood 81Ordinary 12Bad 7Total 100

INTERPRETATION

●Retailer were happy with their FOS service.

●According to retailer some time delivery is late.

● Many retailer are satisfy by FOS service.

● Some time when delivers are not on proper time then few retailer are

Dissatisfy by FOS service.

57

DO YOU WANT THE AIRTEL COIN BOX?

yes 10No 90total 100

INTERPRETATION

●Some retailer wants airtel Coinbox.

●Most of retailer not want coin box because they think every body

have Mobile phone so generly not use of coine box.

58

DO YOU HAVE ANY PROBLEM TO ACTIVE NEW SIM

CONNECTION?

Yes 25No 75Total 100

INTERPRETATION

●There are some retailer who have some problem to active new

connection.

● Most of booths retailer easily active new sim card.

59

WHICH PRICE RECHARGE CUPAN DO YOU SALE THE

MOST?

PRC RESPONDED10 7530 1860 7TOTAL 100

INTERPRETATION

● Most of industry aria retailer purchase 10 Rs PRC because there are

worker live.

● Some place 30 PRC is maximum sell .

● Those retailer booths near high colony they sell average 60Rs. PRC.

RETAILER COMPLETE TARGET FOR 10 PAISA

CALLING?

60

Always 80Many time 8Some time 7Never 5Total 100

INTERPRETATION

● some retailers are not complete target because they not sell sim card

● Many customer complete target to 10 paisa calling.

● Some customer many time complete target but not regularly.

● Some retailer some time complete target when sell is maximum.

61

ARE YOU SATISFIED WITH THE COMPANY

ADVERTISING MATERIAL?

promotion No. of respondentsgood 85Ordinary 10Bad 5total 100

INTERPRETATION

Many dairy booth retailer satisfy by airtel advertising material

Some retailers have not got enough advertisement material

Some booths say that advertisement material quality is not good

Some sun flexs are so light weight that they fly away in wind.

62

LIMITATION OF STUDY

Study of this project is limited to only Airtel prepaid vouchers & E-recharge

product.

The survey is based on west Nagpur territory only and sample sizes will just

100, so the result will not be considered as universal.

63

CHAPTER V

CONCLUSION

64

CONCLUSION

On the basis of the study it shows that Airtel is a market leader with maximum

57% in sales reach and distribution of its product is good.

It owns maximum No. of outlets in west Nagpur thus insures good sales

On the basis of the research it has been evident that Airtel brand is very

popular among the youngsters

65

CHAPTER VI

SUGGESTION

66

SUGGESTION

Sales men at time give careless answer.

Non-availability of product in some area.

Lack of timely and forceful sale and promotional activities etc

Study shows there is more availability of product in some area and less in

some area

Company should launch new schemes by keeping competition given by other

companies

The company should increase the promotional activities for the enhancement

of the sales.

Company should increase the margin on their products.

Advertisement material which is given by company, quality should be good.

FINDING

● Cellular company most recommended by the retailer is airtel.

Promotional activity done by airtel for its famous brand friends card

Retailers are satisfied with airtel product

Service provided by distributors are good

67

Retailers have well aware about sim card.

Most of retailer not want coin box because they think everybody

have

Mobile phone so generally not use of coin box.

some retailers have not got enough advertisement material.

Some booth say that advertisement material quality is not good.

CHAPTER VII

QUESTIONNAIRE

68

QUESTIONNAIRE

Q.1 Do you sale the recharge coupon of any other company?

Yes

No

Q.2 Do you want the Airtel coin box?

Yes

No

Q.3 Are you satisfied with the company advertising material?

Good

Ordinary

Bad

Q.4 Are you satisfied with the Gifts and schemes provided by the company?

Good

Ordinary

Bad

No

69

Q.5 Are you satisfied with new margin, 2.50%?

Yes

No

Q.6 Have you heard about Saras and Airtel tie-up?

Yes

No

Q.7 Do you complete the target for 10 paisa calling?

Always

Many times

Some times

N ever

Q.8 Which PRC do you sale the most?

10

30

60

Q.9 Do you have any problem to active new sim connection?

Yes

No

Q.10 Are you satisfied with the service provided by the FOS?

Good

Ordinary

Bad

Q.11 Give the grades to airtel for promotional activity

□ Excellent

70

□ Good

□ average

□ poor

Q 12 Which recharge voucher and prepaid sim card more sale by the retailer?

□ Airtel

□ Vodaphone

□ Idea

□ Rim

Q13 Give the grade for availability of the airtel product

□ Excellent

□ Good

□ average

□ poor

Q 14 Give the respond for airtel product pricing?

□ Excellent

□ Good

□ average

□ poor

Q 15 Are you satisfied with services provided by the airtel?

□ Yes

□ No

71

CHAPTER VIII

BIBLIOGRAPHY72

BIBLIOGRAPHY

Books Authors Edition

Management, analysis, planning and

control.

Philip Kotler 3rd Edition

Marketing Management S. A. Sherlekar 1st Edition

Business Research Methods Zikmund 2nd Edition

INTERNET:-

www.bhartiairtel.com

www.airtel.com

www.google.com

73

NEWS PAPER:-

Economic Times

Hindustan Times

Business Standard

74

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