AIRTEL REPORT.doc

7/27/2019 AIRTEL REPORT.doc

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A

PROJECT REPORTON

COMPETITIVE ANALYSIS OF MOBILE SERVICE

PROVIDERS In Palanpur City

UNDERTAKEN AT

Somnath communication, Palanpur.

[Bharti Airtel Ltd.]

Submitted By:

MR. RAVI A. PATEL

Guided By:

MR. MAULIK C. PRAJAPATI

TY-BBA (Year 2009-10)

V.M.PATEL COLLEGE OF MANAGEMENT STUDIES,

GANPAT UNIVERSITY, KHERVA.


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V.M.PATEL COLLEGE OF MANAGEMENT STUDIES,


COLLEGE CERTIFICATE

This is to certify that the winter project report entitled

Competitive Analysis of Mobile Service Provider in

Palanpur City has been carried out by Mr. Ravi A.

PATEL at BHARTI AIRTEL Company Ltd. as a partial

fulfillment of the requirement for the Bachelor of Business

Administration (B.B.A.) during academic year 2009-10.

[Mr. Maulik C. Prajapati] [Mr. K. M. Chudasma]

FACULTY GUIDE PRINCIPAL


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DECLARATION

I here by declare that the winter project report titled Competitive

Analysis of Mobile Service Provider in Palanpur City is an original piece of

work done by me for the fulfillment of the award of BBA and whatever

information has been taken from any sources had been duly acknowledged.

I further declare that the personal data and information received from any

respondent during survey has not been shared with any one and is used for

academic purpose only.

RAVI A. PATEL


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ACKNOWLEDGEMENT

At this stage of my long educational journey, I look back and find that though

mine is a fairly sail, it has been memorizing extravagance of memorable

experience. At this gratifying moment of completion of my research project, I

feel obliged to record my gratitude to those who have helped me.

I wish to convey my special thanks to Mr. Tushar R. Soni branch manager

[owner of Somnath communication], and Team Leader, who has been a

constant source of inspiration and encouragement to me.

I feel immense pleasure to thank Mr. K. M. CHUDASMA, Principal,

V.M.PATEL COLLEGE OF MGT. STUDIES, GANPAT UNIVERSITY,

KHERVA. For making available all facilities in fulfilling the requirements for the

research work.

I feel immense pleasure in expressing my deep sense of respect and

indebtedness to my institute project guide, Mr. MAULIK C. PRAJAPATI,

V.M.PATEL COLLEGE OF MGT. STUDIES, GANPAT UNIVERSITY,

KHERVA. For his valuable guidance throughout preparation of this report.

I am sincerely thankful to all the faculty members of BBA department who

directly or indirectly supported me during the project. I am also thankful to all

the non-teaching staff of VMPCMS for their kind support.

I would also like to extend my thanks to all the respondents who spared their

valuable time and helped me in filling up the questionnaire by providing the

needed information.

RAVI A. PATEL


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EXECUTIVE SUMMARY

Purpose: To know the competitive position of AIRTEL in Palanpur City.

Design methodology / approach: The project report includes secondary

data about the concept of Telecom industry, history, company profile, about

AIRTEL. The secondary data sources include books, magazines and

websites. Primary data are collected through direct contact with the corporate

people in Palanpur city.

At the initial stage the research design is exploratory because the research

started with review of literature available on the internet and in books and

magazines. Based on that, the final research statement was framed. The

subsequent research design is descriptive as it aims to describe

Competitve Analysis of mobile service provider in Palanpur city.Sampling

design is non-probability and sampling method is convenience sampling

because of time and money constraints. The sample size consisted of 100

respondents across Corporate officers. Data analysis involved use of

Cross tabulation, Chi-Squre and Simple tabulation conducting inferential

statistics.

The majorfindings of the research are as follows:

Out of 100 respondents 91% Corporate branch managers taking

regarding to Decision about choosing Mobile Service provider.

With highest market share VODAFONE is market leader and

AIRTEL Enterprise Services is market Challenger Company. When we consider tariff, BSNL is cheapest then other service

provider and the tariff of AIRTEL Enterprise Services is moderate.

When we consider effective services, Vodafone is on top and its

services like better coverage area, AIRTEL for attractive

promotional offers and better after sales services.


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TABLE OF CONTENTS

Sr.

No.

Topic Page

No.1.0 Introduction

1.1Industry profile

1.1.1 Major Player1.2 About Airtel

1.2.1 History

1.2.2 Organization structure

1.2.3 Awards and Recognitions

1.2.4 Airtel Services

1.3 About Competitor analysis2.0 Research Methodology

2.1 Problem definition

2.2 Objectives of Study

2.3 Research Methodology

2.4 How to conduct Statistical test

2.5 Limitation of Research

3.0 Data Analysis & Interpretation

4.0 Findings

5.0 Recommendations

Bibliography

Appendix


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Chapter: 1

INTRODUCTION

CHAPTER 1: INTRODUCTION


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1.1 Industry Profile

History of Indian Telecommunications.

The telecom network in India is the fifth largest network in the world

meeting up with global standards. Presently, the Indian telecom industry is

currently slated to an estimated contribution of nearly 1% to Indias GDP.

The Indian Telecommunications network with 110.01 million

connections is the fifth largest in the world and the second largest among the

emerging economies of Asia. Today, it is the fastest growing market in theworld and represents unique opportunities for U.S. companies in the stagnant

global scenario. The total subscriber base, which has grown by 40% in 2005,

is expected to reach 250 million in December 2007.

According to Broadband Policy 2004, Government of India aims at 9

million broadband connections and 18 million internet connections by 2007-

08. The wireless subscriber 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 were wireless subscribers. Consequently, wireless now

accounts for 54.6% of the total telephone subscriber base, as compared to

only 40% in 2003. Wireless subscriber growth is expected to bypass 2.5

million new subscribers per month by 2007-08. The wireless technologies

currently in use are Global System for Mobile Communications (GSM) and

Code Division Multiple Access (CDMA). There are primarily 9 GSM and 5

CDMA operators providing mobile services in 19 telecom circles and 4 metro

cities, covering 2000 towns across the country.

Evolution of the industry-Important Milestones Year


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1851: - First operational land lines were laid by the government near Calcutta

(seat of British power)

1881: - Telephone service introduced in India

1883: - Merger with the postal system

1923: - Formation of Indian Radio Telegraph Company (IRT)

1932: -Merger of ETC and IRT into the Indian Radio and Cable

Communication Company (IRCC)

1947: - Nationalization of all foreign telecommunication companies to form the

Posts, Telephone and Telegraph (PTT), a monopoly run by the

government's Ministry of Communications

1985: - Department of Telecommunications (DOT) established, an exclusive

provider of domestic and long-distance service that would be its own

regulator (separate from the postal system)

1986: -Conversion of DOT into two wholly government-owned companies: the

Videsh Sanchar Nigam Limited (VSNL) for international

telecommunications and Mahanagar Telephone Nigam Limited

(MTNL) for service in metropolitan areas.

1997: - Telecom Regulatory Authority of India created.

1999: - Cellular Services are launched in India. New National Telecom Policy

is adopted.

2000: - DoT becomes a corporation, BSNL

1.1.1 Major Players


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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 (Vodafone Essar , Bharti Tele-Ventures,

Escotel, Idea Cellular, BPL Mobile, Spice Communications)

BSNL

On October 1, 2000 the Department of Telecom Operations, Government of

India became a corporation and was renamed Bharat Sanchar Nigam Limited

(BSNL).BSNL is now Indias leading Telecommunications Company and the

largest public sector undertaking. It has a network of over 45 million lines

covering 5000 towns with over 35 million telephone connections. The state-

controlled BSNL operates basic, cellular (GSM and CDMA) mobile, Internet

and long distance services throughout India (except Delhi and Mumbai).

BSNL will be expanding the network in line with the Tenth Five-Year Plan

(1992-97). The aim is to provide a telephone density of 9.9 per hundred by

March 2007-08. BSNL, which became the third operator of GSM mobile

services in most circles, is now planning to overtake Bharti to become the

largest GSM operator in the country. BSNL is also the largest operator in the

Internet market, with a share of 21 per cent of the entire subscriber base.

BHARTI Airtel

Established in 1985, Bharti has been a pioneering force in the telecom sector

with many firsts and innovations to its credit, ranging from being the first

mobile service in Delhi, first private basic telephone service provider in the

country, first Indian company to provide comprehensive telecom services

outside India in Seychelles and first private sector service provider to launch

National Long Distance Services in India. Bharti Tele-Ventures Limited was

incorporated on July 7, 1995 for promoting investments in telecommunications

services. Its subsidiaries operate telecom services across India. Bhartis

operations are broadly handled by two companies: the Mobility group, which


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handles the mobile services in 16 circles out of a total 23 circles across the

country; and the Infotel group, which handles the NLD, ILD, fixed line,

broadband, data, and satellite-based services. Together they have so far

deployed around 23,000 km of optical fiber cables across the country, coupled

with approximately 1,500 nodes, and presence in around 200 locations. The

group has a total customer base of 6.45 million, of which 5.86 million are

mobile and 588,000 fixed line customers, as of January 31, 2004. In mobile,

Bhartis footprint extends across 15 circles. Bharti Tele-Ventures' strategic

objective is to capitalize on the growth opportunities the company believes

are available in the Indian telecommunications market and consolidate its

position to be the leading integrated telecommunications services provider in

key markets in India, with a focus on providing mobile services.

MTNL

MTNL was set up on 1st April 1986 by the Government of India to upgrade

the quality of telecom services, expand the telecom network, and introduce

new services and to raise revenue for telecom development needs of Indias

key metros Delhi, the political capital, and Mumbai, the business capital. In

the past 17 years, the company has taken rapid strides to emerge as Indias

leading and one of Asias largest telecom operating companies. The company

has also been in the forefront of technology induction by converting 100% of

its telephone exchange network into the state-of-the-art digital mode. The

Govt. of India currently holds 56.25% stake in the company. In the year 2003-

04, the company's focus would be not only consolidating the gains but also to

focus on new areas of enterprise such as joint ventures for projects outside

India, entering into national long distance operation, widening the cellular and

CDMA-based WLL customer base, setting up internet and allied services on

an all India basis. MTNL has over 5 million subscribers and 329,374 mobile

subscribers. While the market for fixed wire line phones is stagnating, MTNL

faces intense competition from the private playersBharti, Hutchison and

Idea Cellular, Reliance Infocommin mobile services. MTNL recorded sales


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of Rs. 60.2 billion ($1.38 billion) in the year 2002-03, a decline of 5.8 per cent

over the previous years annual turnover of Rs. 63.92 billion.

RELIANCE INFOCOMM

Reliance is a $16 billion integrated oil exploration to refinery to power and

textiles conglomerate. It is also an integrated telecom service provider with

licenses for mobile, fixed, domestic long distance and international services.

Reliance Infocomm offers a complete range of telecom services, covering

mobile and fixed line telephony including broadband, national and

international long distance services, data services and a wide range of value

added services and applications. Reliance India Mobile, the first of

Infocomm's initiatives was launched on December 28, 2002. This marked the

beginning of Reliance's vision of ushering in a digital revolution in India by

becoming a major catalyst in improving quality of life and changing the face of

India. Reliance Infocomm plans to extend its efforts beyond the traditional

value chain to develop and deploy telecom solutions for India's farmers,

businesses, hospitals, government and public sector organizations. Until

recently, Reliance was permitted to provide only limited mobility services

through its basic services license. However, it has now acquired a unified

access license for 18 circles that permits it to provide the full range of mobile

services. It has rolled out its CDMA mobile network and enrolled more than 6

million subscribers in one year to become the countrys largest mobile

operator. It now wants to increase its market share and has recently launched

pre-paid services. Having captured the voice market, it intends to attack the

broadband market.

TATA TELESERVICES


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Tata Teleservices is a part of the $12 billion Tata Group, which has 93

companies, over 200,000 employees and more than 2.3 million shareholders.

Tata Teleservices provides basic (fixed line services), using CDMA

technology in six circles: Maharashtra (including Mumbai), New Delhi, Andhra

Pradesh, Tamil Nadu, Gujarat, and Karnataka. It has over 800,000

subscribers. It has now migrated to unified access licenses, by paying a Rs.

5.45 billion ($120 million) fee, which enables it to provide fully mobile services

as well. The company is also expanding its footprint, and has paid Rs. 4.17

billion ($90 million) to DoT for 11 new licenses under the IUC (interconnect

usage charges) regime. The new licenses, coupled with the six circles in

which it already operates, virtually gives the CDMA mobile operator a national

footprint that is almost on par with BSNL and Reliance Infocomm. The

company hopes to start off services in these 11 new circles by August 2004.

These circles include Bihar, Haryana, Himachal Pradesh, Kerala, Kolkata,

Orissa, Punjab, Rajasthan, Uttar Pradesh (East) & West and West Bengal.

VSNL

On April 1, 1986, the Videsh Sanchar Nigam Limited (VSNL) - a wholly

Government owned corporation - was born as successor to OCS. The

company operates a network of earth stations, switches, submarine cable

systems, and value added service nodes to provide a range of basic and

value added services and has a dedicated work force of about 2000

employees. VSNL's main gateway centers are located at Mumbai, New Delhi,

Kolkata and Chennai. The international telecommunication circuits are derived

via Intelsat and Inmarsat satellites and wide band submarine cable systems

e.g. FLAG, SEA-ME-WE-2 and SEA-ME-WE-3.

The company's ADRs are listed on the New York Stock Exchange and its

shares are listed on major Stock Exchanges in India. The Indian Government

owns approximately 26 per cent equity, M/s Panatone Finevest Limited as

investing vehicle of Tata Group owns 45 per cent equity and the overseas


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holding (inclusive of FIIs, ADRs, Foreign Banks) is approximately 13 per cent

and the rest is owned by Indian institutions and the public. The company

provides international and Internet services

as well as a host of value-added services. Its revenues have declined from

Rs. 70.89 billion ($1.62 billion) in 2001-02 to Rs. 48.12 billion ($1.1 billion) in

2002-03, with voice revenues being the mainstay. To reverse the falling

revenue trend, VSNL has also started offering domestic long distance

services and is launching broadband services. For this, the company is

investing in Tata Telservices and is likely to acquire Tata Broadband.

VODAFONE

VODAFONEs presence in India dates back to late 1992, when they worked

with local partners to establish a company licensed to provide mobile

telecommunications services in Mumbai. Commercial operations began in

November 1995. Between 2000 and March 2004, VODAFONE acquired

further operator equity interests or operating licenses. With the completion of

the acquisition of BPL Mobile Cellular Limited in January 2006, it now

provides mobile services in 16 of the 23 defined license areas across the

country. VODAFONE India has benefited from rapid and profitable growth in

recent years. it had over 17.5 million customers by the end of June 2006.

IDEA

Indian regional operator IDEA Cellular Ltd. has a new ownership structure and

grand designs to become a national player, but in doing so is likely to become

a thorn in the side of Reliance Communications Ltd. IDEA operates in eight

telecom circles, or regions, in Western India, and has received additional

GSM licenses to expand its network into three circles in Eastern India -- the

first phase of a major expansion plan that it intends to fund through an IPO,

according to parent company Aditya Birla Group.

1.2 About Airtel


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Bharti Airtel Limited, a part of Bharti Enterprises, is India's leading

provider of telecommunications services. The businesses at Bharti Airtel have

been structured into three individual strategic business units (SBUs) - mobile

services, broadband & telephone services (B&T) & enterprise services.

(www.airtelworld.com)

The mobile services group provides mobile services across India in 23

telecom circles, while the B&T business group provides broadband &

telephone services in 94 cities. The Enterprise services group has two sub-

units - carriers (long distance services) and services to corporate. All these

services are provided under the Airtel brand.

VISION

By 2010 Airtel will be the most admired brand in India.

Loved by more customers

Targeted by top talent

Benchmarked by more business

Bharti Airtel is one of India's leading private sector providers of

telecommunications services based on an aggregate of 78,836,350

customers as on December 31, 2006, consisting of 59,539,059 GSM

mobile and 19,297,291 broadband & telephone customers.

(www.airtelworld.com) Company shares are listed on The Stock

Exchange, Mumbai (BSE) and The National Stock Exchange of India

Limited (NSE).

1.2.1 History
http://www.airtelworld.com/indexin.htmhttp://www.airtelworld.com/http://www.airtelworld.com/indexin.htmhttp://www.airtelworld.com/


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Highlights of our history, collaborations and achievements are giver below.

For details,

1995 Bharti Tele-venture limited incorporated on July 7, 1995. Bharti

cellular launched mobile services AIRTEL POST PAID

SERVICE in Delhi.

1996 Bharti telnet launched mobile services in Himachal Pradesh Bharti

telnet obtained a license for providing

1997 Bharti telecom formed a joint venture, Bharti BT, for providing VSAT

services.

1998 Bharti telecom formed a joint venture, Bharti BT internet for providing

internet services.

First Indian private fixed line services launched in Indore in the

Madhya Pradesh circle on June 4, 1998 by Bharti telenet thereby

ending fixed line services monopoly of DoT (now BSNL)

1999 Warburg Pincus (through its investment company Brentwood

Investment Holding Limited) acquired equity interest in Bharti tele-

venture.

Bharti tele-venture acquired an effective equity interest in Bharti

mobile (formerly JT Mobiles), the mobile services provider in

Karnataka and Andhra Pradesh Circles.

2000 New York Life insurance Fund, or NYLIF, acquired a equity interest in

Bharti cellular.

Bharti tele-venture acquired equity interest of telecom Italia and Bharti

telecom in Bharti telenet thereby making Bharti telenet a 100%

subsidiary of Bharti tele-venture.

SingTel (through its investment company pastel limited) acquired

STETs equity interest in Bharti tele-venture.

Bharti tele-venture acquired an additional effective equity interest in

Bharti mobile resulting in Bharti tele-venture holding an effective 74%

equity interest in Bharti mobile.


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2001 Bharti telesonic entered into a joint venture, Bharti Aquanet, with

SingTel for establishing a submarine cable landing station at Chennai.

Bharti tele-ventures acquired NYLIFs equity interest in Bharti cellular.

Bharti cellular acquired a 100% equity interest in Bharti mobitel

(formerly /Spice Cell), the mobile services provider in Kolkata.

Bharti tele-ventures acquired equity interest in Bharti cellular from

British Telecom, thereby making Bharti cellular its 100% subsidiary.

DOT and migration to NTP 1999 accepted.

Bharti cellular entered into license agreements to provide mobile

services in eight new circles following the fourth operator mobile

license bidding process.

Bharti Telenet entered into license agreements to provide fixed-line

services in the Haryana, Delhi, and Tamil Nadu and Karnataka circle.

Bharti Telesonic has entered into a license agreement with DOT to

provide National Long Distance Services in India and has been the first

service provider to start service in the country.

Bharti Aquanet, Bharti Telesonic and Bharti Cellular have entered into

license agreements with the DOT to provide ISP services in India.

2002 Bharti launched mobile services in Gujarat, Haryana, Kerala, Madhya

Pradesh circle, Maharastra, Mumbai, Punjab, Tamil Nadu, Uttar

Pradesh (West )circle.

1.2.2 Organization Structure


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As an outcome of a restructuring exercise conducted within the

company; a new integrated organizational structure has emerged; with

realigned roles, responsibilities and reporting relationships of Bhartis key

team players. With effect from March 01, 2007, this unified management

structure of 'One Airtel' will enable continued improvement in the delivery of

the Groups strategic vision.

1.2.3 Awards and Recognitions


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Bharti Airtel has won the CNBC-TV18 India Business Leader Award for

the Outstanding Company of the year, 2007

Bharti draws top honors at the NDTV Profit Business Leadership

Awards 2007 Bharti Airtel Ranked 3rd on Shareholder Returns in Business Week IT

100 List

Airtel Express Yourself campaign wins two Silvers at the prestigious

AAAI awards for Brand Campaign of the Year and Best Advertising

Film, amidst stiff competition from 37 advertising agencies.

Business Week features Bharti Tele-Ventures amongst the top

technology companies in the world. For the Year 2006 - 2007 Bharti Tele-Ventures amongst top three companies in the latest ET top

500 companies ranking. For the Year 2006 - 2007

Bharti Tele-Ventures is the "Indian Mobile Operator of the Year 2007

Sunil Bharti Mittal, Chairman & Managing Director, Bharti Enterprises

gets 'The Best Asian Telecom CEO' award. Bharti Tele-Ventures is

Asia's 'Best GSM Carrier'. For the Year 2006 - 2007

AIRTEL Enterprise Services has got any customer satisfaction awardin year 2005 - 06, thus it is

Shares

The equity shares of Bharti Airtel are currently listed on National Stock

Exchange of India Limited (NSE) and The Stock Exchange, Mumbai, (BSE).

Bharti Airtel offered 185,336,700 equity shares in the initial public offering(IPO) and raised Rs 8,340.15 million through this process. The shares were

over subscribed 2.56 times.

With this IPO, Bharti Airtel established certain important landmarks in

the history of the Indian capital market. Together with being the first 100%

book building process that this country has seen, the listing was completed

within a record time of ten working days. Of the close of the issue. Moreover


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the process of allotment and issue of shares was also completed within one

day of the last day of pay-in.

Business Divisions

Mobile Services Bharti Airtel offers GSM mobile services in all the

23-telecom circles of India and was the first private telecom service

provider to connect all states of India.

Broadband & Telephone Services Bharti Airtel providesBroadband

(DSL) & telephone services (fixed line) are present in the 119 cities

across India.

Enterprise Services (Corporate) The group focuses on delivering

telecommunications services as an integrated offering including mobile,

broadband & telephone, national and international long distance and

data connectivity services to India's leading 2400 corporate,

Partnerships

Bharti Airtel partner with world's finest companies like Singtel (Singapore

Telecom), Ericsson, Nokia, IBM and many more to bring the best of products

& service to you.

Innovations

Bharti Airtel are changing the way India communicates by offering innovations

that not only add value to people's lives but also deliver an unmatched

customer experience.

Provide electronic recharge for mobile phones. Initiate music retailing in the world with Easy Music and the first to

offer a Lifetime Prepaid service.

Provide innovations such as Hollywood movie premiers, music services

such as ring back tones & many more.

Provide full talk time recharges.

In the year to March 2007, Bharti's new subscriber growth was 81%,

versus 74% in the broader market. Bharti is among the most aggressive


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carriers in India's fragmented market of 98.6 million users or nearly the

combined population of Spain and Italy .It competes against Bharat Sanchar

Nigam Ltd, India's second-ranked GSM operator, and Reliance

Communications Ventures Ltd, which uses rival CDMA technology.

Another rival is Vodafone Telecom, the Vodafone Telecommunications

International Ltd. In April, Bharti reported a 49% surge in quarterly profits that

beat even the most optimistic analyst forecast as subscriber numbers jumped.

Shares of Bharti fell 1.5% roughly in line with a decline in the broader Indian

market.

Business strategy

Bharti tele-venture strategic objective is To capitalize on the growth

opportunities that the company believes are available in the Indian

telecommunications market and consolidate its position to be the leading

integrated telecommunications services provider in key markets in India, with

a focus on providing mobile services

The company has developed the following strategies to achieve its

strategic objective:

Focus on maximizing revenues and margins;

Capture maximum telecommunication revenue potential with minimum

geographical coverage;

Offer multiple telecommunications services to provide customers with a

one stop shop solution;

Position itself to tap data transmission opportunities and offer

advanced mobile data services;

Focus on satisfying and retaining customers by ensuring high level of

customer satisfaction;

Leverage strengths of its strategic and financial partners; and


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Emphasis on human resource development to achieve operational

efficiencies.

Businesses

Bharti tele-venture current businesses include

Mobile services

Fixed line

National and international long distance services

VSAT, internet services and network solutions

Competitive strengths

Bharti tele-venture believes that the following elements will contribute to

the companys success as and integrated telecommunication services

provider in India and will provide the company with a solid foundation to

execute its business strategy:

Nationwide footprint as of December 31-2004, approximately 97% of

Indias total mobile subscribers resided in the companys twenty

mobile circles. These 20 circles collectively accounted for

approximately 56% of Indias land mass;

Focus on telecommunications to enable the company to better

anticipate industry trends and capitalize on new telecommunications-

related business opportunities;

The strong brand name recognition and a reputation for offering high

quality service its customers;

Quality management team with vision and proven execution skills.


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1.2.4 AIRTEL Services

Experience complete freedom

AIRTEL POST PAID SERVICE to a vibrant world of unlimited

opportunities. More exciting, innovative yet simple new ways to communicate,

just when you want to, not just through words but ideas, emotions and

feelings. To give you the unlimited freedom to reach out to your special

people in your special way.

As an AIRTEL POST PAID SERVICE post paid customer you can enjoy thefollowing facilities

Easy billing

Now enjoy the luxury of viewing details of your last 3 bulling

cycles and the conveniences of paying your AIRTEL POST PAID

SERVICE bill online. Experience complete freedom with AIRTEL POST

PAID SERVICE.

Call diverts, call hold and call wait

Avail of special services like call waiting, call hold and call divert

all with your AIRTEL POST PAID SERVICE postpaid connection.

Short messaging service (SMS)With Airtel Post Paid Services Short Messaging Service (SMS),

send unlimited message and jokes to your friends and colleagues, any

time anywhere.

Caller identification

Call identification gives the power to know the phone number ofthe calling party even before you answer the call, thus giving you the


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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 dong need to retype

his number; simply use your phone book.

Switched off or when you are outside the coverage area. You

can listen to y our messages whenever you feel like, from anywhere in

the world. Voice mail can store up to 75 messages, with each message

of two minute duration.

STD/ISD facility

Now experience complete freedom like never before with

AIRTEL POST PAID SERVICE. Our STD/ISD facility allows you to make

long distance call in India and overseas from your cellular phone.

Roaming (national and international)

AIRTEL POST PAID Services roaming service allows you to use your

mobile phone to make or receive calls from almost anywhere in India and

abroad. Enjoy roaming within the country as well as across international

destinations.

GSM in India -a burgeoning market

The GSM subscriber base in India is expected to reach about 35

million by the end of 2007. Indian GSM service providers are presently

operating in over 70 networks covering almost 2000 cities and towns and

thousands

of villages, serving over 26 million subscribers.


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Source: www.trai.gov.in

1.3About Competitor analysis

Competitor analysis in marketing and strategic management is an

assessment of the strengths and weaknesses of current and potential

competitors.

Who is a competitor in business?

Business competitors are:

Other organizations offering the same product or service now.

Other organizations offering similar products or services now.

Organizations that could offer the same or similar products or services

in the future.

Organizations that could remove the need for a product or service.
http://www.trai.gov.in/http://www.trai.gov.in/


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Why monitor competitors?

By knowing our Competitors we may be able to predict their next moves,

exploit their weaknesses and undermine their strengths.

Competitor profiling

Another common technique is to create detailed profiles on each of your

major competitors. These profiles give an in-depth description of the

competitor's background, finances, products, markets, facilities, personnel,

and strategies. This involves:

Background

location of offices, plants, and online presences

history - key personalities, dates, events, and trends

ownership, corporate governance, and organizational structure

Financials

P-E ratios, dividend policy, and profitability** various financial

ratios, liquidity, and cash flow

Profit growth profile; method of growth (organic or acquisitive)

Products

products offered, depth and breadth of product line, and product

portfolio balance

new products developed, new product success rate, and R&D

strengths

brands, strength of brand portfolio, brand loyalty and brandawareness


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patents and licenses

quality control conformance

reverse engineering

Marketing

segments served, market shares, customer base, growth rate,

and customer loyalty

promotional mix, promotional budgets, advertising themes, ad

agency used, sales force success rate, online promotional

strategy

distribution channels used (direct & indirect), exclusivity

agreements, alliances, and geographical coverage

pricing, discounts, and allowances

Facilities

plant capacity, capacity utilization rate, age of plant, plant

efficiency, capital investment

location, shipping logistics, and product mix by plant

Personnel

number of employees, key employees, and skill sets

strength of management, and management style

compensation, benefits, and employee morale & retention rates


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Corporate and marketing strategies

objectives, mission statement, growth plans, acquisitions, and

divestitures

marketing strategies

New competitors

In addition to analyzing current competitors, it is necessary to

estimate future competitive threats. The most common sources

of new competitors are:

Companies competing in a related product/market

Companies using related technologies

Companies already targeting your prime market segment but

with unrelated products

Companies from other geographical areas and with similar

products

New start-up companies organized by former employees and/or

managers of existing companies

The entrance of new competitors is likely when:

There are high profit margins in the industry

There is unmet demand (insufficient supply) in the industry

There are no major barriers to entry

There is future growth potential

Competitive rivalry is not intense


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Gaining a competitive advantage over existing firms is feasible

Porter 5 forces analysis

The Porter 5 forces analysis is a framework for business management

developed by Michael Porter in 1979. It uses concepts developed in

Industrial Organization (IO) economics to derive 5 forces that determine

the attractiveness of a market. It is also known as FFF (Fullerton's Five

Forces). Porter referred to these forces as the microenvironment, to

contrast it with the more general term macro environment. They consist ofthose forces close to a company that affect its ability to serve its

customers and make a profit. A change in any of the forces normally

requires a company to re-assess the marketplace.

Four forces -- bargaining power of customers, the bargaining power of

suppliers, the threat of new entrants, and the threat of substitute products

-- combined with other variables to influence a fifth force, the level of

competition in an industry. Each of these forces has several determinants


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A graphical representation of Porters Five Forces

The bargaining power of customers

buyer concentration to firm concentration ratio

bargaining leverage

buyer volume

buyer switching costs relative to firm switching costs

buyer information availability

ability to backward integrate

availability of existing substitute products

buyer price sensitivity


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price of total purchase

The bargaining power of suppliers

supplier switching costs relative to firm switching costs

degree of differentiation of inputs

presence of substitute inputs

supplier concentration to firm concentration ratio

threat of forward integration by suppliers relative to the threat of

backward integration by firms

cost of inputs relative to selling price of the product

importance of volume to supplier

The threat of new entrants

the existence of barriers to entry

economies of product differences

brand equity

switching costs

capital requirements

access to distribution


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absolute cost advantages

learning curve advantages

expected retaliation

government policies

The threat of substitute products

buyer propensity to substitute

relative price performance of substitutes

buyer switching costs

perceived level of product differentiation

The intensity of competitive rivalry

number of competitors

rate of industry growth

intermittent industry overcapacity

exit barriers

diversity of competitors

informational complexity and asymmetry

brand equity

fixed cost allocation per value added


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Though not supported by all, some argue that a 6th force should be added

to Porter's list to include a variety of stakeholder groups from the task

environment. This force is referred to as "Relative Power of Other

Stakeholders". Some examples of these stakeholders are governments,

local communities, creditors, and shareholders. Such as employees, & so

on. This 5 forces analysis is just one part of the complete Porter strategic

models. The other elements are the value chain and the generic

strategies.


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Chapter: 2

RESEARCHMETHODOLOGY

CHAPTER 2: RESEARCH METHODOLOGY

2.1 Problem Definition:

To knowthe competitive position of AIRTEL in Palanpur City.


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2.2 Research Objectives:

The research objectives of the study are listed below.

To know the competitive position of AIRTEL in Palanpur City.

To do know the Competitive analysis of Mobile service provider

in Palanpur City.

To know the corporate people satisfaction towards the Mobile

Service provider.

To know the factor is most effected by the choosing a mobile service

provider.

To know the who is Decision Maker regarding telecom Services?

2.3 Research Methodology:

Research Design: At the initial stage, the research design is exploratory

because the research statement was developed on the basis of the review of

literature which was available on internet, in books and journals. After framing

the research statement, the research design becomes descriptive.

Sampling Design: Here non-probability sampling design employing

convenience sampling method has been used because of time and cost

constraints.

Sample Site: The location for the research was selected as Palanpur city for

research, to know the competitive position of Airtel in Palanpur city.

Sample Size: The total sample size is 100 respondents of corporate people in

Palanpur city which includes Branch Manager, Area Manager, Sales Manager

and Employees etc.


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Sampling Unit: For marketing research it must require defining sampling unit,

sampling unit means target population. For my project, my sampling unit is

Corporate Sector which includes Branch Manager, Area Manager, Sales

Manager and Employee etc. who provides different different types of

customer services.

The Six Ws

WHO-Who should be considered a potential respondent?: The data are

collected from Users of mobile service.

WHAT-What information should the be obtained from respondent?

Information related to purchase criteriaand brand preferences are taken.

WHERE-Where should the respondents be contacted to obtain the

required information? : The project is undertaken at Bharti Airtel Ltd in

Palanpur city.

WHEN- When the information should be: The data are collected from 17th

October to 2nd November 2009.

WHY-Why are we obtaining information from the respondents? : To

know the completive position of Airtel in Palanpur city.

WAY- In what way are going to obtained information from the

respondents?: The data are collected through personal interview method.

Pilot Testing: It is necessary to check the questionnaire, before actual

research is done. Therefore pilot testing is done. In this case, pilot testing wasdone for ten respondents, and based on the feedback, the questionnaire was

fine tuned.

Choice of Survey method: Here personal interview method was used to do

the survey.

Research instrument: Questionnaire was used for the purpose of the data

collection as the research instrument.


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Questionnaire consisted of

Close ended questions (many questions include rating scales)

Open-ended question.

Sources of Data Collection:

1) Primary Data: Primary data are collected through direct contact with the

corporate people in Palanpur city.

2) Secondary Data: The sources of secondary data collection are concept of

Telecom industry, history, company profile, about AIRTEL and the books,

journals that were referred. Internet was also one of the main sources ofsecondary data collection.

2.4 How to conduct Statistical test:

I have used SPSS software for doing all statistical tests.

2.5 Limitations of Research

The sample size of 100 respondents is very small compared to the

population size, and random sampling was not undertaken due to time

and cost constraints. Therefore the findings cannot be generalized to

the larger population.

The respondent might not respond with actual feelings or facts either

to demonstrate a superior status filling up the questionnaire.

Convenience sampling has been used to select the sample units andtherefore, the findings may not be generalizable to the larger

population.


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Chapter: 3

DATA ANALYSIS

&

INTERPRETATION

CHAPTER 3: DATA ANALYSYS AND

INTERPRETATION

(1)Corporate Name_________________________________Address _________________________________


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Contact person _________________________________

Designation _________________________________

(2).Who is the Decision Maker regarding telecom Services?

General Manager [ ] Managing Director [ ]

Telecom Department [ ] Branch Manager [ ]

Other [ ]

Purpose: - To know who is the decision maker regarding telecom service

Decision Maker Frequency Percentage

General manager 2 2%Managing Director 6 6%Telecom Department 1 1%Branch Manager 91 91%Other 0 0%Total 100 100%

Decision Maker

2%

6%

1%

91%

0%

General manager

Managing Director

Telecom DepartmentBranch Manager

Other

Interpretation:


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In the study it was found that 91% respondents taking decision

regarding telecom service by Branch manager .other 6% respondent taking

decision by Managing director and 2% respondent taking decision by General

manger.

(3). Are you satisfied with existing service provider?

Purpose: - To know the satisfaction level of existing service provider in

corporate.

Yes [ ]

No [ ]

Satisfied Frequency Percentage

Yes 82 82%

No 18 18%

Satisfied

82%

18%

Yes

No

Interpretation:


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In the study it was found 82% respondents are satisfied and remaining

18% respondent are not satisfied with existing Mobile service provider.

(3 A) Which Service Provider would you opt for in future?

Purpose: - Here respondents were asked to give the service providers they

would choose in future.

Airtel [ ] Reliance [ ]

Idea [ ] BSNL [ ]

Vodafone [ ] TATA Indicom [ ]

Opt In Future Frequency Percentage

Airtel 78 47%Idea 4 2.41%Reliance 4 2.41%Vodafone 58 34.94%BSNL 21 12.65%TATA Indicom 1 0.60%Total 166 100%


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Opt in Future

47%

2%

2%

35%

13% 1%

Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation:

In the study it was found 47% respondent will Opt Airtel service in

future, and 35% Vodafone , 13% BSNL, 2% Reliance, 2% Idea and 1% TATA

Indicom. Here I found many of corporate people in future will opt Airtel service

compare to Vodafone.

(4). How many Connections are working on a particular Mobile

Service Provider in your corporate?

Purpose: - The reasons behind asking these questions to know the how

many connection exactly are there


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Less then 10 [ ] 10 To 20 [ ]

20 To 30 [ ] More then 30 [ ]

Connection

Frequenc

y Percentage

Less Then 10 7 7%10 to 20 38 38%20 to 30 50 50%More then 30 5 5%Total 100 100%

No Of Connection

7%

38%50%

5%

Less Then 10

10 to 20

20 to 30

More then 30

Interpretation:

In the study it was found 50% corporate having 20 to 30 connection

and others having 38 %, 10 to 20, and 7% having less then 10, and 5%

having more then 30 connection. So here I found that 50% corporate having

20 to 30 connections are working there


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(5). which is Current Tariff Plan Provide by your existing

Mobile Service Provider?

Purpose: - This was asked to know which current tariff plan are/ is existing in

corporate.

Tariff Plan

Frequenc

y PercentagePrepaid 77 45.56%Postpaid 92 54.44%

Total 169 100.00%

Tariff Plan

46%

54%

Prepaid

Postpaid

Interpretation:

In the study it was found 54% corporate having postpaid and 46%

having prepaid connection. So here I found that many of corporate using and

prefer the postpaid connection.


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(6). Which Mobile Service Provider do you Prefer the most?

(Give the rank 1 to 6 as per your choice)

Purpose: - This was measured by asking the respondents which mobileservice provider prefer the most


Idea [ ] BSNL [ ]


Pie Chart 1

Which brand is prefer most by respondent

and given 1 rank

52%

1%

1%

42%

4% 0%Airtel

Idea

Reliance

VodafoneBSNL

TATA Indicom

PieChart - 2


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and given 2 rank

40%

7%3%

47%

3%0% Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation: From above two charts (1 and 2) we can find that Airtel got 1st

rank and Vodafone got 2nd rank followed by BSNL and idea brands. Reliance

and Tata Indicom being new entrants, we found nil/very less user who

preferredthose brands.

PieChart - 3


and given 5 rank

0% 10%

36%

0%24%

30%

Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom


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PieChart - 4


and given 6 rank1%

3%

2%

3%

30%

61%

Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation:

From above two charts (3 and 4) we can find that as Airtel and

Vodafone are in preferred category, there exist very less ranking of 5 or

ranking of 6 for these brands. Tata Indicom, BSNL and Reliance got most of

the rankings in 5th and 6th which means they are least preferred brands.


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Bar Chart

Which Brand is most prefer by respondent

51

1 1

42

40

40

73

48

30

8

60

17

4

10

20

19

41

3

29

7

0

10

36

0

24

30

1 3 2 3

30

61

0

10

20

30

40

50

60

70

Rank 1

Rank 2

Rank 3

Rank 4

Rank 5

Rank 6

Rank 1 51 1 1 42 4 0

Rank 2 40 7 3 48 3 0

Rank 3 8 60 17 4 10 2

Rank 4 0 19 41 3 29 7

Rank 5 0 10 36 0 24 30

Rank 6 1 3 2 3 30 61

Airtel Idea RelianceVodafon

eBSNL

Tata

indicom

Interpretation:

From above brand wise bar chart for preference, we can infer that about

91 respondents have given ranks 1 or 2 to airtel, which is comparable to 90


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respondents who also have given ranks 1 or 2 to Vodafone brand. This

means Airtel and Vodafone are most preferred brands. We also can find that

the respondents have given 3rd rank to Idea brand. Respondents have given

4th rank to reliance and Tata Indicom brand most of the time ranked as 6 th. We

should not forget that BSNL brand the respondents have ranked it 4th, 5th or

6th which means its preference is also there, but not comparable to Airtel and

Vodafone.

(7). As far as Coverage of Network is concerned who do you

think is a better Service Provider?



Idea [ ] BSNL [ ]


PieChart - 1

Coverage of network is concerned which Brand is

getting how many 1 st rank

28%

1%

2%66%

3%

0%

Airtel

Idea

Reliance

Vodafone

BSNL

Tataindicom

PieChart - 2


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Coverage of network is concerned which

brand is getting how many 2 nd rank

60%

8%

5%

26%

1%

0%Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation: From above two charts (1 and 2) we can find that Airtel got 1st

rank and Vodafone got 2nd

rank followed by BSNL and idea brands. Relianceand Tata Indicom being new entrants, we found Airtel and Vodafone provide a

good coverage brands

PieChart - 3


brand is getting how many 5 th rank

0% 14%

31%

0%23%

32%

Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

PieChart - 4


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brand is getting how many 6 th rank1%

1%

8% 0%

32%58%

AirtelIdea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation: From above two charts (3 and 4) we can find that as Airtel

and Vodafone are provide a good coverage of Network category, there existvery less ranking of 5 or ranking of 6 for these brands. Tata Indicom, BSNL

and Reliance got the rankings in 5 th and 6th which means they are not provide

a good coverage compare to Airtel and Vodafone brands.

Bar chart


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28

1 2

65

30

60

85

26

1 0

8

47

22

8 1333

2932

1

28

7

0

14

31

0

23

32

1 1

8

0

32

58

0

10

20

30

40

50

60

70

Rank 1

Rank 2

Rank 3

Rank 4

Rank 5

Rank 6

Rank 1 28 1 2 65 3 0

Rank 2 60 8 5 26 1 0

Rank 3 8 47 22 8 13 3

Rank 4 3 29 32 1 28 7

Rank 5 0 14 31 0 23 32

Rank 6 1 1 8 0 32 58

Airtel Idea RelianceVodafon

eBSNL

Tata

indicom

Interpretation

From above brand wise bar chart for preference, we can infer that

about 88 respondents have given ranks 1 or 2 to airtel, which is comparable

to 91 respondents who also have given ranks 1 or 2 to Vodafone brand. This

means Airtel and Vodafone are provide good coverage area of network. We

also can find that of the respondents have given 3 rd rank to Idea brand.


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Respondents have given 4th rank to reliance and BSNL brand most of the time

ranked as 6th. We should not forget that BSNL brand the respondents have

ranked it 4th, 5th or 6th which means its preference is also there, but not

comparable to Airtel and Vodafone.

(8). Which Mobile Service Provider according to you provides

you with the lowest Tariff Plans?



Idea [ ] BSNL [ ]Vodafone [ ] TATA Indicom [ ]

PieChart - 1

How many respondent given 1 st rank

Consern to lowest terrif plan

14%

25%

9%6%

45%

1% Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

PieChart - 2

How many respondent given 2nd rank


31%

11%31%

9%

16% 2%Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

.


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Interpretation: From above two charts (1 and 2) we can find that BSNL got

1st rank and Airtel and Reliance both are got 2nd rank, followed by Vodafone

and idea brands. We found BSNL and Reliance provide a Lowest Tariff plans

compare to other Brand.

PieChart - 3

How many respondent given 5th rank


5% 12%

26%

22%

7%

28%

Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

PieChart - 4


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How many respondent given 6 th rank


1% 7% 2%

35%

6%

49%

Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation: From above two charts (3 and 4) we can find that as BSNL

and Airtel and Reliance are provide lowest tariff plan, there exist very less

ranking of 5 or ranking of 6 for these brands. Tata Indicom, Vodafone got therankings in 5th and 6th which means they are not provide lowest tariff plans

compare to other brands.

Bar Chart


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According to lowest tariff plan which brand getting which rank

18

2

128

58

1

32

11

32

916

2

22

38

14 12

56

22

30

13 148

14

5

12

2622

7

28

17

2

35

6

49

0

20

40

60

80Rank 1

Rank 2

Rank 3

Rank 4

Rank 5

Rank 6

Rank 1 18 2 12 8 58 1

Rank 2 32 11 32 9 16 2

Rank 3 22 38 14 12 5 6

Rank 4 22 30 13 14 8 14

Rank 5 5 12 26 22 7 28

Rank 6 1 7 2 35 6 49

Airtel Idea Reliance Vodafone BSNLTata

indicom

Interpretation


about 74 respondents have given ranks 1 or 2 to BSNL, which is comparable

to 50 respondents who also have given ranks 1 or 2 to Airtel brand. This

means BSNL and Airtel are provide lowest tariff plan. We also can find that


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the respondents have given 3rd and 4th rank to Idea brand. Respondents have

given 5th and 6th rank to TATA Indicom brand.

(9). Which Mobile Service Provider gives you the Best and

Efficient Customer Services?



Idea [ ] BSNL [ ]Vodafone [ ] TATA Indicom [ ]

Pie Chart - 1

According to provide effective customer

service which brand getting 1 st rank

46%

0%

2%

46%

3%3% Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Pie Chart - 2


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service which brand getting 2 nd rank

42%

6%4%

47%

1%0% Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation: From above two charts (1 and 2) we can find that Vodafone

got 1st

rank and Airtel got 2nd

rank, followed by BSNL and idea brands.Reliance and Tata Indicom not provide an Effective customer services

compare to Vodafone and Airtel brand

Pie Chart - 3


service which brand getting 5 th rank

5% 12%

26%

22%

7%

28%Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Pie Chart - 4


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service which brand getting 6 th rank

1% 7% 2%

35%

6%

49%

Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation:From above two charts (3 and 4) we can find that as Airtel and

Vodafone are in provide effective service category, there exist very less

ranking of 5 or ranking of 6 for these brands. Tata Indicom, BSNL and

Reliance got of the rankings in 5th and 6th which means they are not provide

an effective service compared to other.

Bar Chart


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According to best effective service which brand getting which

rank

47

0 2

46

3 3

42

6 4

46

1 0

10

62

24

3 1 00

19

38

2

33

81

11

29

1

22

37

1 2 3 2

40

52

0

20

40

60

80Rank 1

Rank 2

Rank 3

Rank 4

Rank 5

Rank 6

Rank 1 47 0 2 46 3 3

Rank 2 42 6 4 46 1 0

Rank 3 10 62 24 3 1 0

Rank 4 0 19 38 2 33 8

Rank 5 1 11 29 1 22 37

Rank 6 1 2 3 2 40 52

Airtel Idea Reliance Vodafone BSNLTata

indicom

Interpretation


about 92 respondents have given ranks 1 or 2 to Vodafone, which is

comparable to 89 respondents who also have given ranks 1 or 2 to Airtel

brand. This means Vodafone and Airtel are provide effective service. We also

can find that most of the respondents have given 3 rd rank to Idea brand.

Respondents have given 4th rank to reliance and Tata Indicom brand the time

ranked as 6th. We should not forget that BSNL brand the respondents have


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ranked it 4th, 5th or 6th which means its preference is also there, but not

comparable to Airtel and Vodafone.

(10). which company advertisements do you like most?


Idea [ ] BSNL [ ]


29%

26%21%

17%4% 3% Airtel

Idea

Reliance

Vodafone

BSNL

TATA Indicom

Interpretation

From above pie charts we can find that Airtel got 1st rank and Idea got 2nd

rank, followed by Reliance and Vodafone. Bsnl and Tata Indicom not providea Effective Advertisement.


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(11). Purpose for select this mobile service provider?

Intercommunication [ ]

Business communication [ ]

Personal [ ]

Others [ ]

purpose for select service provider

21%

39%

34%

6%Intercommunication

Businesscommunication

Personal

Others

Interpretation

From above pie charts we can find that 21% select for intercommunication

39% select for Business communication, 34% for personal and 6% for others.


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Chapter: 4

FINDINGS


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CHAPTER 4: FINDINGS

Following findings have been come out from the study and an analysis

of Competitive Analysis Mobile service provider of AIRTEL Enterprise

Services with available competitors services.

By conducting a Competitive Analysis Mobile service provider I got

valuable information from the Corporate about their demographic, their

perception with Mobile Service Provider and which areas of company need

improvement which is most important to the organization.

Out of 100 respondent 91% Corporate branch manager taking

Decision about choosing Mobile Service provider.

With highest market share Vodafone is market leader and AIRTEL

Enterprise Services is market Challenger Company.

When we consider opt in future Airtel is on top and followed by

Vodafone.

When we consider tariff, BSNL is cheapest then other service

provider and the tariff of AIRTEL Enterprise Services is moderate


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When we consider Effective services are provided by Vodafone is

on top and its services like better coverage area. Airtel for attractive

promotional offers and better after sales services

When we consider as Competitive position AIRTEL so we can findthe highest market share in all over India is AIRTEL on top position,

but we talk about Palanpur city then Vodafone is on top position.

We can see the total market share of mobile service provider we

can find Bharti has cover 21.50% and Vodafone cover the 15.02%

market, so in terms of total market is Bharti Airtel is Market leader.

In some time sale increase by advertisement and brand

ambassador.

Most of the people use service provider for the business purpose.

Customer are also attract from the recharge and attractive

schemes.

In corporate people expect frequency , coverage and fast customer

satisfaction survey.

Chapter: 5

RECOMMENDATION


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CHAPTER 5: RECOMMENDATION AND SUGGETION

During the course of my project report, I came across some

shortcomings and also certain concerns of the Corporate which I would like to

mention here as they are the integral part of the project report, few of the

suggestions as mentioned by the customer are as follows:

Currently AIRTEL Enterprise Services has no. 2 position in

Ahmedabad city area and to maintain this number one number,

AIRTEL Enterprise Services need to concentrate on the following

important areas:

More coverage - area providing.

Clear and attractive promotional offers. In the sense of easy

understandable.

Given better after sale services, like to quickly solve the problem

regarding mobile and services.

Aitel is followed by BSNL concerned with lowest tariff plan, so here


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Try to provide lowest tariff plan compare to BSNL so we attract the

more customers also.

Airtel followed by Vodafone also concerned to Network and provide

a effective service also, so Airtel is focus on this area also toprovide a better then Vodafone.

Few customers have complained about the coverage of the AIRTEL

Enterprise Services, so it is another area where AIRTEL Enterprise

Services need to pay attention. So you can establish a more

network and cover the entire area where this type of problem is

occurring.

Airtel Enterprise is required to give the best services because in

corporate level they give more importance to the service.

Most of the Corporate want low monthly rental of AIRTEL

Enterprise Services. Airtel can provide an as much as cheapest rate

compared to the competitors like BSNL, Vodafone, Idea, Reliance

and TATA Indicom.

Suggestion box should be kept in each showroom and Bill paying

center with a view to welcome the suggestion of the customers. So

here may be this way company can know the customers

requirements and suggestions regarding service.

Corporate oriented programs should be launched in order to

motivate the corporate to use their product and generate goodwill

towards the company and product of the company.


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BIBLIOGRAPHY


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BIBLIOGRAPHY

For completing this report I had gone through certain books and websites.

The project would have been incomplete without these references.

They are:

1. Books:

Philip Kotler & Kevin Lane Keller, 12th edition (2006), Marketing

Management, Published by Pearson Education (Singapore) Pvt. Ltd.

Indian Branch, 482 F.I.E. Patparganj, Delhi 110 092, India

Donald R. Cooper & Pamela S. Schindler, 8th edition (2003),

Business Research Methods, Published by Tata McGraw-Hill

Publishing Company Limited, New Delhi. Book: Business research

methods.

Nargundkar Rajendra (2005), Marketing Research 2nd edition, New

Delhi, Tata McGraw-Hill Publishing Company Limited.

2. Web Sites

www.airtelworld.com/indexin.htm

www.airtelenterprise.com/internet.html

www.coai.com/telephny.htm
http://www.airtelworld.com/indexin.htmhttp://www.coai.com/telephny.htmhttp://www.airtelworld.com/indexin.htmhttp://www.coai.com/telephny.htm


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www.trai.gov.in

www.ibef.org

www.wikipedia.org/wiki/Competitor_analysis

www.iimcal.ac.in/community/consclub/reports/telecom.pdf

APPENDIX
http://www.trai.gov.in/http://www.ibef.org/http://www.wikipedia.org/wiki/Competitor_analysishttp://www.iimcal.ac.in/community/consclub/reports/telecom.pdfhttp://www.trai.gov.in/http://www.ibef.org/http://www.wikipedia.org/wiki/Competitor_analysishttp://www.iimcal.ac.in/community/consclub/reports/telecom.pdf


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QUESTIONNAIRE

(1). Corporate Name: - ______________________________________Address: - ______________________________________________

Contact Person: - ________________________________________

Designation: - ___________________________________________

(2).Who is the Decision Maker regarding telecom Services?

General Manager [ ]

Managing Director [ ]

Telecom Department [ ]

Branch Manager [ ]

Other [ ]

(3). Are you satisfied with existing service provider?

Yes [ ]

No [ ]

If No then

Why?

______________________________________________

______________________________________________

__________

Which Service Provider would you opt for in future?


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Idea [ ] BSNL [ ]


(4). How many Connection are working on a particular Mobile Service

Provider in your corporate?

Less then 10 [ ]

10 To 20 [ ]

20 To 30 [ ]

More then 30 [ ]

(5). which is Current Tariff Plan Provide by your existing Mobile Service

Provider?

________________________________________________________

___________________________________________________________

(6). Which Mobile Service Provider do you Prefer the most?



Idea [ ] BSNL [ ]


(7). As far as Coverage of Network is concerned who do you think is a

better Service Provider? (Give the rank 1 to 6 as per your choice)


Idea [ ] BSNL [ ]



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(8). Which Mobile Service Provider according to you provides you with

the lowest Tariff Plans? (Give the rank 1 to 6 as per your choice)


Idea [ ] BSNL [ ]


(9). Which Mobile Service Provider gives you the Best and Efficient

Customer Services? (Give the rank 1 to 6 as per your choice)


Idea [ ] BSNL [ ]


(10).Which company advertisement does you like most?


Idea [ ] BSNL [ ]


(11).Purpose for select this mobile service provider?

Intercommunication [ ]

Business communication [ ]

Personal [ ]

Others [ ]

______________________________________________________________

_____

Thanks.


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RAVI A. PATEL

Student

V.M. PATEL COLLEGE OF MGT. STUDIES,


Documents

AIRTEL REPORT.doc