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Warid Telecom Internship Report

TABLE OF CONTENTS

Acknowledgements

Abbreviations

Executive Summary

Introduction of Report

i.Purpose of Report

ii.Purpose of Study

iii.Scope of Study

iv.Limitation of Study

v.Advantages of Study

vi.Methodology of the Study

a.1.6.1 Primary Data

b.1.6.2 Secondary Data

Introduction of War Id Telecom

i.Warid Vision

ii.Warid Mission

iii.Management Profile
http://notes-university.blogspot.com/http://notes-university.blogspot.com/2012/07/warid-telecom-internship-report.htmlhttp://notes-university.blogspot.com/2012/07/warid-telecom-internship-report.htmlhttp://notes-university.blogspot.com/


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iv.Share holders

v.Sheikh NahayanMabarak Al Nahayan

vi.Sheikh Suroor Bin Mohammed Al Nahayan

vii.Abu Dhabi Group

viii.Major Investments

ix.Board of Advisory Committee

x.Executive Committee Member

xi.Commercial

xii.Technical

xiii.Operations and Support

xiv.Wateen Telecom

xv.Consultant

xvi.Warid Divisions

Product and Services

i.Customer Service Centers

ii.Business Centre

iii.Scratch Cards

iv.Zem Scratch Card PINs

v.Denominations

vi.Zem Pre-Paid Connections

vii.Zem Tariff

viii.Zem Per Second


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ix.Zem Per 30 Second

x.Zem Per 60 Second

xi.Zem 321

xii.Zem 12 to 9 All Night

xiii.Zahi Post-Paid Connections

xiv.Zahi Features

xv.Value Added Services

Competitive Analysis

i.Competitors Analysis

ii.Zong

iii.Telenor

iv.Ufone

v.Mobilink (Orascom)


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SWOT Analysis

i.Current Scenario

ii.Opportunities/Investment

iii.Long distance and international license opportunities

iv.Strengths

v.Weaknesses

vi.Opportunities

vii.Threats

Marketing Strategy

i.Marketing Strategies

ii.Promotion Strategies

iii.Advertising

iv.Incentives to consumers

v.Personal selling

vi.Placement Strategies

vii.Channels

viii.Al Distribution -Warid Mobile User

ix.Al-Warid- Dealer -mobile User

x.Pricing Strategy

xi.Pricing Objectives

xii.Customer oriented price

xiii.Cost oriented price


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xiv.Competition oriented price


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Multan Warid Telecom Franchise

i.Introduction ofMultan Warid Telecom Franchise

ii.Management hierarchy

iii.My Job in Multan Warid Telecom Franchise

iv.Customer Service Officer

v.Sales force

Findings and Recommendations

References


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List of Acronyms

GSM Global System for Mobile communication

SMS Short Messaging Service

MMS Multimedia Messaging Service

GPRS General Packet Radio Service

WAP Wireless Application Protocol

IP Internet Protocol

SIM Subscriber Identity Module

SWOT Strength, Weaknesses, Opportunities, Threats.

ACKNOWLEDGEMENT

All praises to almighty Allah who grant me the courage, spirit and patience to accomplish is task and

every task of my life, and all the respects be for our beloved Holly Prophet, Muhammad (P.B.U.H) whose

life is a model of guidance for all the humanity.

I would like to mention the support of my loving parents and brothers who have always been

remembering me in their prayers and encourage me to be a true Muslim as well as to achieve excellent

academic education which is the building block of my future life.

I would like to extend my thanks to the all members of Franchise who trusted me and gave me much a

position through which I can utilize the knowledge which I have learned during the MBA program.

At the end and foremost I am thankful to my Supervisor, who was very kind and gracious I provide me all

opportunities of guidance, direction and assistance whenever required.


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Executive Summary

As an internee I had fulfilled not only MBA requirement but learned a lot of applications of the concepts

which I had learnt during my perusing MBA Program. Operations determine the viability of a business

entity, its efficiency and effectiveness accounts for the overall success the organization. At Multan Warid

Telecom Franchise (Warid Franchise) there are total four actions. Strategic Management responsibilities

lie at the shoulders of the director. The Manager does the job of implementing all the strategies on

ground.

At sales I really applied my knowledge of 4Ps, Targeting and segmentation. Customer Services

department is supposed not only to satisfy the customers for their queries but to strive for a bit of

customer delight as well. I keenly observed the Service line and timing of different Promotions relative to

competition, some of them were reactive and other proactive moves made by the organization to gain a

competitive edge

INTRODUCTION OF REPORT

1.1 Purpose of Report

The students of Institute of Management Sciences arc required to undergoan internship program in any national or international organization of repute. This

is an essential academic requirement. To fulfill this academic requirement, 1 have

done my internship in Multan Warid telecom Franchise, a fully authorize franchise

of Al-Warid telecom located in Pakistan.

I am required to submit an internship report to university of BZU that is

properly evaluated on the basis of their description and analytical capabilities by

internal and external examiners.

1.2 Purpose of Study

The purpose of the study is to work in real life situation and to apply

managing me it skills, which we have learned in the last two years of our MBA In

this context its objectives are:


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o To analyze Franchise operations i.e. operational analysis, marketing analysis

etc.

o To develop concrete and feasible suggestions.

o To improve report writing skills.

3Scope of Study

There are different franchises in all over Punjab and as well as in all

Pakistan Al Warid, so it is difficult to cover all aspects of organization within

limited time so the study is confined to the important areas only.

4Limitation of Study

In this branch the staff is mostly graduated who docs not contain

management skill; therefore, there are difficulties in gathering information. Non

availability of information due to secrecy of the franchise is an influencing

limitation that suffered the study. Facts and figures, which otherwise might be

equally important for analysis, but not having a direct bearing on the conclusion

arrived at this study, have been ignored.

5Advantages of Study

The information given in this report will be useful for anyone who isinterested in knowing about franchise operations in General. It will contribute to the

body of knowledge regarding the telecom sector.

1.6 Methodology of the Study

This report endeavors to have a comprehensive research methodology.

Both primary and secondary data were used thus completing the report. The tools

used were:

6Primary Data

1.Personal Observations.

1Interviews with franchise personnel


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1.7Secondary Data

1Brochures of the Al-Warid.

2Franchise Manuals of Al-Warid.

3Annual Report of Al-Warid.

4Internet


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INTRODUCTION OF WARID TELECOM

Warid Telecom has implemented a new and modern corporate identity as a result of the dynamic changes

taking place in the telecom industry in Pakistan. With a reflection of a new strategy, our aim is to he

perceived not only as a telecommunication operator of voice services, but also as a universal provider of

comprehensive communications services for both residential and business customers. Warid's corporate

identity seeks to reflect the changes in telecom sector in relation to helping customers keep pace with

rapidly changing technology in the field of communication, and to harmonize the customers' perception of

our brand with the quality and range of our services. Our objective is to provide optimum level of support

and care through our highly skilled and motivated team of professionals and through maximum network

coverage and clear connectivity that we have committed to provide.

Warid Telecom takes pride in being backed by the Abu Dhabi Group, one of the largest groups in the

Middle East and the single largest foreign investor group in Pakistan. It has a diversified business interest

in the institutions that have enjoyed commercial success as a result of its strong financial resources and

extensive management expertise.

Warid Telecom decided to opt for GSM (Global System for Mobile Communication) technology as it is

the global standard for digital cellular telephone service. GSM networks support enhanced data

applications and more than 1 billion customers in 109 countries are using this technology. Warid Telecom

would be launching its cellular services based on 900 and 1800 GSM technology, in order to optimize the

utilization of frequency, thus ensuring the highest quality and service.

1Warid Vision

"To be the leading national communication provider with a strong international

presence."

Warid Telecom's brand values include:

i.Quality - the best available

ii.Simplicity - easy and user friendly

iii.Innovation - providing cutting edge technology and solutions

iv.Honesty - providing openness and fairness

v.Friendliness - sensitive to customer needs

Warid Telecom believes in working with strategic partners and employees for long term relationships.


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As a consequence of the above, Warid Telecom is looking for the following to deliver its vision:

vi.Strategic vendors and partners to assist in rolling out these services in a timely

and efficient manner with a focus on turnkey solutions and premium

propositions.

vii.Strong partners to assist in launching these services and creating effective sales

& marketing / business development opportunities in order to gain

operationally and financially.

viii.Consultants and experts to help deliver this vision

ix.Well rounded employees who wish to become part of this adventure

2.2Warid Mission

Wand's mission is to enter new market segments, expand the cellular market

through high sales, capture significant market share and consequently achieve

unprecedented revenues

2Management Profile

The appointed management team of Warid Telecom has substantial

expertise in the field of communication services and infrastructure, both

domestically and internationally.

2.4 Share holders

1Sheikh NahayanMabarak Al Nahayan

His Highness Sheikh NahayanMabarak Al Nahayan - Member of the Royal

Family of Abu Dhabi, Minister for Higher Studies and Chancellor of the University

of Al Ain. His Highness Sheikh NahayanMabarak Al Nahayan is the Chairman of

the Company and takes keen interest in the management of Warid Telecom.

His Highness Sheikh Nahayan is the Federal Minister for Higher Education

and Scientific Research for UAE and is also Chairman of Union National Bank,

Abu Dhabi, Chairman & Director United Bank Limited, Pakistan, Chancellor Al

Ain University and President at the Higher Colleges of Technology, Abu Dhabi.

His Highness is also the former Chairman Bank Alfalah Limited, Pakistan.


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2Sheikh Suroor Bin M ohammed Al Nahayan

His Excellency Sheikh Suroor Bin Mohammed AI Nahayan Chamberlain

of the Royal Amiri Courts and Member of the Royal Family of Abu Dhabi

His Excellency Sheikh Suroor Bin Mohammed AI Nahayan was the Governor of UAE Central Bank for

the last 10 years and a major shareholder of Abu Dhabi Commercial Bank. He is a member of the Royal

Family and holds interest in Bank Alfalah Limited and United Bank Limited in Pakistan.

His Excellency Sheikh Suroor is the major shareholder of Abu Dhabi Commercial Bank, Abu Dhabi, and

UAE. Other interests include shares in joint stock companies as well as interest in commercial and real

estate properties both in UAE and abroad. His Excellency Sheikh Suroor also owns the five star Hotel


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2.5 Abu Dhabi Group

1Major Investments

i.BarkAlfalah Limited: Fully licensed commercial bank in Pakistan with over 70

branches in all the major financial centers of the country.

ii.United Bank Limited: A leading commercial bank in Pakistan with a vast branch

network of approximately 1,100 branches including 23 international branches,

affiliates and representative offices in UAE, Bahrain, Qatar, Yemen, Egypt,

Iran, Switzerland, UK and USA

iii.Alfalah Exchange Company: Fully licensed exchange company in Abu Dhobi

iv.Iranian Sanden Industries PJS Co: A joint venture with Sandcn Singapore to

manufacture car air conditioners in Iran. The project has the capacity to

produce up to 300,000 air conditioning units per annum.

v.J.C. MacLean and Co.: Manufacturers of high quality furniture

vi.Neo Pharma LLC: Manu facturers of pharmaceutical products

vii.National Telesystems and Services (NTS): A joint Venture with Bin Jaber

Group Ltd. and Thales International Middle East Holding S.A.L.

viii.AlJazira Management Mall: Management joint venture

ix.Abu Dhabi Vegetable Oil Company: Manufacturer of edible oils

x.Nama Development Enterprises: Representation of leading companies in the

UAE in the field of oil and gas, engineering, equipment suppliers, consultants

etc.

xi.Wholly Owned Properties and Companies

xii.Le Royal Meridien Hotel, Abu Dhabi, previously known as the Abu DhabiGrand Hotel, is a 5-star hotel in the heart of Abu Dhabi. It will soon be offering

300 deluxe rooms, suites and other facilities.

xiii.Dhpbi Contracting: A special category construction company

xiv.Dhabi Drilling Offshore Rig operations in collaboration with ScdcoForex


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xv.Al Ain Palace Hotel: A 4-star hotel in Abu Dhabi

xvi.Dhabi Enterprises Leasing: Leasing a number of groups and real estate

properties across Abu Dhabi.


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5Board of Advisory Committee

i.H.E Ali Bin Salem Al Owais - Board Director and Advisor to the Chairman

ii.Bashir Ahmed Tahir-Vice Chairman & Member of Advisory Committee:

6Executive Committee Member

An Executive Committee has been created to define and deliver Warid Telecom's

vision and business initiatives. The members etc

i.HarnidFarooq- Chief Executive Officer

ii.Marwan Zawaydch - Board Directo

iii.Parvez A. Shahid - Board Director

iv.Tar.q Malik - Member Executive Management Committee

v.Warid Telecom's main focus and strength is its employees. Warid Telecom

believes this will be its key differentiating factor and recipe for success.

The key management team includes:

7Commercial

i.NaveedSaced - GM Sales & Marketing

ii.Farrukh Hayat - GM Distribution & Payphones

iii.MuneerFarooqui - GM Customer Services

iv.Zoha Imam - GM Quality Assurance & Affinity Marketing


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8Technical

i.Muhammad Iltaf - GM Engineering

ii.ShahidSaeed - GM l.T

9Operations and Support

i.Tar veer Khan -Director Operations

ii.ZafarIqbal - GM Human Resources

iii.Abdul Aziz -GM Finance

iv.ShahzadRauf -GM Procurement, Logistics and Special Projects

10Wateen Telecom

i.Taiiq J. Qureshi - GM WLL

ii.Tayyab Shaft -GM LDI

2.12Consultant

i.Peter Morgan - Launch Director

The Board Advisory Committee, along with Warid Telecom's experienced

management team aim to establish Warid Telecom as a premium communications

provider through state of the art technological equipment, through competitive

pricing strategies and introduction of innovative products and ideas. Their

experience will enable Warid Telecom to become a powerful player in the

communications business. Keeping in mind the limited number of talented

professionals in the market, Warid Telecom expects to have a clear advantage in

this respect over its competitors.

11Warid Divisions

ii.Finance

iii.Human Resources


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iv.Engineering

v.Information Technology

vi.Strategic Planning

vii.Quality Assurance

viii.Customer Services

ix.Procurement, Logistics & PMO

x.Sales & Marketing

xi.International Roaming

xii.Legal

xiii.Administration Services

xiv.Government Relation & Regulatory Affairs

xv.Corporate Sales & Affinity

xvi.Internal Audit & Risk


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Product and Services

Al-Warid is the firm providing digital communication facilities in the country. It offers the various

packages and scratch Card. The firm primarily dealing is only cellular links (digital communication

services), although it is focused on various customer groups and categories.

3.1 Customer Service Centers

3.1.1 Business Centre

i.Karachi

ii.Clifton

iii.Nazimabad

iv.Business Arcade

v.Centrum

1Quetta

i.Jinnah Road

2Lahore

i.1-k

ii.Spencer Building

iii.Gujranwala

iv.Sethi Marriage Hall

v.Sialkot

vi.Paris Road

vii.Faisalabad

viii.AbdullahPur Canal Road

ix.Multan


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x.T 1 -Nusrat Road

xi.Islamabad

xii.Blue Area

xiii.F-10

xiv.Rawalpindi

xv.Murree Road

xvi.Nowshera

xvii.Terminal Mall Road

xviii.Peshawar

xix.University Road

xx.Al-Warid's Products and services are currently included pre-paid

connections (Zems), post-paid connections (Zahi) and scratch cards to their

customers.

3.2 Scratch Cards

1Zem Scratch Card PINs

Re-charge your Zem Prepaid account with Scratch Card PINs. Scratch Card

PINs makes sure you get the balance you want in your prepaid account at all times.

Now you do not have to suffer any more because of the unavailability of the scratch

cards of your choice.

1Denominations

Zen Scratch Card PINs are available currently in the following denominations.

i.Rs.:100

ii.Rs. 250


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iii.Rs. 500

iv.Rs. 1000

2Zem Pre-Paid Connections

Zem is prepaid service that allows you freedom from monthly bills and

gives you complete control over your cellular expenditure. You decide in advance

when and how much you want to spend. Load a scratch card whenever you want to

and start talking.

3.4 Zen Tariff

3.4.1 Zen per Second

Charges (Paisas)

Friends & Family 2

On-Net (Warid to Warid) 3

Off-Net (Landline) 4

Off-Net (Other mobile) 5

Zem 111 International

Zone 1 2.25

Zone 2 12

Zone 3 18

Zone 4 33

International Regular Rates

Zone 1 18

Zone 2 36

2Zen per 30 Second.


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Charges (Rs.)

Friends & Family 0.50

On-Net (Warid to Warid) 0.75

Off-Net (Landline) 1.00

Off-Net (Other mobile) 1.25


Zone 1 0.55

Zone 2 3.49

Zone 3 4.99

Zone 4 8.99


Zone 1 4.50

Zone 2 9.00

3ZemPer 60 Second Charges (Rs.)






Zone 1 0.99

Zone 2 5.99


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Zone 3 8.99


Zone 1 0.55

Zone 2 3.49

Zone 3 4.99

Zone 4 8.99


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Zone 1 4.50

Zone 2 9.00

Zem Per 60 Second Charges (Rs.)






Zone 1 0.99

Zone 2 5.99

Zone 3 8.99

Zem 12 to 9 All Night

Charges (Rs.) 12 to 9 Day

Time

Friends & Family (Warid to Warid) 0.65 1.00

On-Net (Warid to Warid) 0.65 1.50

Off-Net (Landline) 1.00 2.00

Off-Net (Other mobile) 1.75 2.50


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Zone 1 1.99 1.99

Zone 2 6.99 6.99

Zone 3 9.99 9.99

Zone 4 16.99 16.99


Zone 1 7.00 7.00

Zone 2 14.00 14.00


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4Zahi Post-Paid Connections

Zahi is post-paid service that has a monthly billing system i.e. you will received you are bills through

yours post address.

Want a worthwhile Postpaid Package?

With Warid's unique billing system, you only get billed for a call on a 30 second basis when

calling from Warid to Warid, Warid to PTCL landline and Warid to International Zone 1 & 2, instead of

the existing per minute charges. This is not applicable on Off-net (Warid to other mobile operators)

numbers in Pakistan.

Package Silver Gold Platinum Emerald Sapphire Diamond

Connection Postpaid Postpaid Postpaid Postpaid Postpaid Postpaid

ActivationTax

150 150 150 150 150 0

Monthly

Line Rent0 150 500 1,000 1,750 2,500

No. of

Friends &

Family

Members

5 10 20 25 30 Unlimited

Monthly

VAS

Subscription

50 0 0 0 0 0


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5Zahi Features.

Caller L ine Identif ication (CLI )

This service enables you to identify callers at your discretion

Conference Call

With Conference Call, you can teleconference with 6 people simultaneously. You can create conference

calls with on-net (Warid to Warid) and off-net (national) numbers.

Call Waiting & Call Hold

Handle two calls at a time with your Warid phone. You can be on one call while the network will alert

you about another incoming call. You can put the first call on hold while you answer the second call.

Call Divert

Whether you're unable to take a call, driving outside the national coverage area, traveling abroad or are

busy, you can divert your calls to any other Warid number.

Short Messaging Service (SMS)

With SMS you can be as discreet or as creative as you like. Hither way, sending a .message is quick,

reliable, and confidential and if you want it to be...great fun!

3.7Value Added Services

Missed Call Alerts

With this service, whenever your phone is busy, switched off or out of coverage, you can rest assured that

as soon as you arc back in coverage, you will be instantly informed about all your missed calls via SMS.

Instant delivery of Missed Call Alerts upon subscriber availability Alerts carry calling party's name if

number is saved in subscriber's phone book one alert per missed call, ensuring ease of returning calls

Permanent storage of Missed Call Alerts for future reference.

Voice Mail

Voice Mail allows you to receive your voice messages even when your mobile is switched off, you are

outside the coverage are or are busy. You can relieve these messages for free from your Warid phone at

your own convenience.


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Picture Messaging & Multi-media Messaging Service (MMS), With MMS messaging is fun, colorful and

musical. Add pictures, animations, polyphonic & MIDI sounds, even video clips to messages and show

the world how amazing communications can be.

Surf Now (Mobile Internet)

Surf now gives you the flexibility to browse the internet on your mobile phone or laptop anywhere you

are. So, whenever you arc on the internet, simply setup the internet connection from your GPRS/WAP

enabled handset. Please note that both your handset and website need to be WAP enabled for this service

to work.

64K SIM

Warid presents the most powerful 64K SIM. Apart from the special WARID menu, the 64K SIM gives its

users added flexibility to store up to 500 numbers and 50 text messages. No other SIM in the market

offers this amount of storage space. Prepaid customers can replace their standard 32K SIM with the 64K

SIM by paying a replacement fee.

Warid Zone

Your Warid SIM comes with a special WARID menu. This menu offers a bundle of services. Now you

don't need to remember key words or short codes to access information any more. Key words have

already been pre-coded in your SIM card, allowing you to get information...easily and swiftly.


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Competitors Analysis

There are four major competitors in Pakistan including

i.Zong

ii.Mobilink

iii.Telenor

iv.Ufone

1Zong

Zong is the company that launched cellular technology and introduced mobile

telephony in Pakistan. Since then both our customers and Zong have come a long

way in terms of the way Pakistanis communicate. From the basic one-to- one voice

communication, customers can now enjoy short messaging (SMS), picture me.'

sages, polyphonic ring-tones, conference calling, call forwarding and a host of other

fabulous services

2TELENOR

Telenor is one of the largest mobile operators worldwide with ownership interests

in 12 mobile operators across Europe and Asia, constituting a total subscriber base

of 82.7 million at year-end 2009.

Telenor is Norway's largest telecommunications company and one of the fastest

growing providers of mobile communications services worldwide. Telenor is also

the largest provider of TV services in the Nordic region. J.n 2009, 57% of the

Group's revenues were derived from the mobile operations. Telenor has mobile

operations in some of the world's fastest growing markets, and the home market,

Norway, is one of the most advanced in the world today. Group revenues for 2009

reached NOK 68.9 billion - a growth of 14 per cent compared to 2008. At year-end

2009, Telenor employed 27,600 people (man- years) - 16.700 of whom were

employed outside Norway.

3UFONE

PTML, a 100% owned subsidiary of PTCL was established to operate cellular GSM

900 services. The company commenced its operations, under the brand name of

Ufone, from Islamabad on January 29, 2001. Ufone expanded its coverage and has


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added new cities and highways to its coverage network. Ufonene w covers-over

100 key cities and prominent highways across Pakistan providing the customers

best quality service and value for money.

With a total current investment of over $350 Million, including a recent contract of

$161 Million for expansion & capacity for 2008-09, PTML believes in solid

commitment to growth, security & reliability. Currently, with a market share of

over 24%, and an aggressive commercial plan, the customer base has more than

tripled from the last fiscal year to over 4.5 million subscribers.

4Mobilink (ORASCOM)

Holding S.A.E. ("Orascom Telecom") or ("OTII") was established in 1998 and has

grown to become a major player in the telecommunication market in the world.

OTH is considered among the largest and most diversified network operator in the

Middle East, Africa and Pakistan. It is a leading mobile telecommunications

company operating in seven emerging markets in the Middle East, Africa and South

Asia having a population under license of 460 million in total population with an

average penetration of mobile telephony rate across all markets of 8%. Orascom

Telecom operates GSM networks in Algeria ("Djczzy"), Egypt ("MobiNil"),

Pakistan ("Mobilink"), Iraq ("IraQna"), Bangladesh

("Banglalink"), Tunisia ("Tunisiana") and ZiBBAbwe ("TclccclZiBBAbwe").Orascom Telecom

subscriber number reached over 20 million subscribers as of June, 2009.

Orascom Telecom's operation in Pakistan, Mobil ink, started its operations in 1994, and until early 2001,

had a market share of 40%. In April 2001, OTII took over management control of the company and as of

June, 2009; Mobilink served more than 7 million subscribers, representing a market share of

approximately 61% of total mobile subscribers in Pakistan.

Orascom Telecom has positioned itself as a leader in the region for its diverse GSM operations, with

various GSM support and Internet operations. One of Orascom Telecom's main strategies is to create its

own non-GSM subsidiaries to act as a support for its regional GSM operations. OTH has achieved this by

dedicating financial, technical, and management resources for its subsidiaries. This includes network

support and installation of GSM operations, equipment procurement, handset procurement anddistribution companies, value Added Services, and Internet operations.

OTH is dedicated to provide the best quality services to its customers, value to shareholders, and a

dynamic working environment for its nearly 11,000 employees.


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SWOT ANALYSES

1Current Scenario

Four Cellular Players already in the market. Two new GSM licenses havebeen awarded. License fee set at a whooping USD 291m. Additional Investment is

required by all companies to expand and improve their networks.

5.2 Opportunities/Investment

Obtain one of the existing cellular companies. Valuation could range

between 8-12 times earnings. Additional capital would be required for expansion,

and license renewal fee of USD 291m for all but two of the recently non-operation

companies will have to be paid.

2LONG DISTANCE & INTERNATIONAL LICENSE

Opportunities

Obtain one of the long distance and international licenses, which will

require investment of 3-5 years of US$ 50M to US$ 400M+ plus an additional US$

10 million performance bond. Partnerships will be required with right of way

providers such as Railways if fixed line infrastructure is to be developed.

Alternative can be to use satellite and IP networks to establish a domestic long

distance us ng VoIP technologies.

5.4 Strengths

i.Low production cost

ii.Availability of infrastructure

iii.Liberal policies for IT investments

5Weaknesses

i. Graduate Staff

ii. Weak Branding

iii. Regional & Domestic Political Instability

iv. Weak economy & corporate profiles

v. Customer Confidence


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6Opportunities

i.Market Size

ii.Privatization & liberalization of IT growth

iii.Govt. IT operations & projects

iv.Innovation

7Threats

i. Ad hoc Decisions Form

ii. Authorities

iii. Political Instability


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MARKETING STRATEGIES

Warid telecom uses the following marketing strategies.

1Promotion Strategies

Al-Warid started out with an aggressive promotional came back relying

mostly on Print media and out-door advertising. In the monopolistic competition

not very heavy budget for advertising is set aside. The key points in Al-Warid's

promotional programs are:

i. Sign board

ii. Transit advertising

iii. Shelter advertising

Promotional services three essential roles it informs, persuades and reminds

prospective customers about a company and its products and it influences

recipient's feeling, belief or behavior.

2Advertising

Al-Warid has a very well established marketing department, which

emphasizes on advertisement through different ways like:

i.Newspaper

ii.Posters

iii.Neon sign boards

iv.Electric board

v.Advertisement through television.

vi.Internet

vii.On promotional activities Al-Warid spends millions of rupees annually.

3Incentives to consumers

In promotional activities they provide incentive to customers like the

customers will get free airtime if he convinces his friend to use Al-Warid.


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4Personal selling

Beside their sales department Al-Warid is maintaining a separate sales

force, which goes door-to-door and different offices in order to increase the sales

volume and promote Al-Warid as well. Ratifying all miss-conceptions and

convincing them about benefits which they can get from Al-Warid.

6.5 Placement Strategies

6.5.1 Distribution Channels

A distribution channel consists of set of people and firms involved in the

transfer of title to a product as product moves from producer to ultimate consumer

or business user. The intangible natures of Al-Warid service created special

distribute requirements. There are only two channels of Al-Warid service.

i.Al-Warid to mobile user.

ii.Al-Warid to Dealer to mobile user.

2Al-Warid Mobile User:

As Al-Warid service is intangible, the sales activities often require personal

contact with customer and also require feedback regarding their service, complain

about product from their customers.

3Al-Warid Dealer - Mobile User:

These customers whom are missed by above direct channel, Al-Warid user

their dealers as middlemen to reach these customers the same service which they

could have indirect channel. These dealers are fully authorized by Al-Warid and

also provide them technical and managerial services. These dealers also provide

customer services like handset maintenance, spare parts, batteries, charge and other

technical services.

5Pricing Strategy

Maintaining its monopoly in digital technology, Al-Warid does not go for

keeping its packages tariffs low. Still it has competitive prices and also has

designed a few packages for less frequent users. Starting from the sale and purchase


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cellular phone sets, pricing includes the security deposits in order to get connected

and then the monthly.

6.5 Placement Objectives

1Distribution Channels

Management fixes the price on three methods of pricing:

Customer oriented price.

The Pricing of the service is fixed on the consumer-oriented basis. The purchasing

power of a consumer belonging to a certain target segment has been kept in mind at

the time of fixing the price.

3Cost oriented price:

Al-Warid also fix price on the basis of expenditure of product and taxes of

the government. This has been done after comprehensive break even analysis with

proper costing and forecasting.

4Competition oriented price:

Al-Warid management always keeps in mind the competition. They are

facing from other mobile phone services their prices are competitive flexible

enough to adoptable to fluctuation in the competition prices.


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MULTAN WARID TELECOM FRANCHISE

7.1 Introduction of Multan Warid Telecom Franchise

Multan Warid telecom Franchise is an exclusive franchise of Warid telecom

located on High court road Multan Pakistan, start it operations from May 2005.

7.2 Management hierarchy

i.Director.

ii.Manager

iii.Finance Officer

iv.Customer Service Officer

v.Sales Force

7.3 My Job in Multan Warid Telecom Franchise

I have done job with the following positions during my internship.

1Customer Service Officer

Customer Services department is supposed not only to satisfy the customers fortheir queries but to strive for a bit of customer delight as well.

i.Sim blocking and reactivation

ii.GPRS and MMS activation

iii.Customer service agreement form

iv.Customers queries

v.In-house sales 7.3.2


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Sales force

At Sales I really applied my knowledge of 4Ps, Targeting and segmentation. I

keenly observed the Service line and timing of different Promotions relative to

competition, some of them were reactive and other proactive moves made by the

organization to gain a competitive edge. Their major responsibilities were:

i.Personal selling

ii.Wholesale to dealers

iii.Business to Customer information dissemination


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CONCLUSION AND RECOMMENDATION

8.1Conclusion

i.The General manager Warid is usually given very little regarding sanction ofadvances and over draft whereas the responsibilities are numerous.

ii.The marketing efforts at the Warid franchise are less disciplined and there

are no integrated efforts from all the staff members. The mobilization of

deposits is mainly considered as the responsibility of the General manager

but the rest of the staff is usually least interested

iii.The Warid has been applying he modern concepts of management and

marketing at both micro levels. The interior and exteriors of the Warid have

been changed but the staff of the branch has been found less motivatedtowards the organizational objectives.

iv.Employees of the Warid are fed up with there work they feci bore from their

daily work especially the manager.

v.The decision-making is still centralized as the middle and low level

management is not taken into confidence.

vi.The. Promotional policy of the Warid was observed as without any specific

direction. Though the bank has defined its mission and vision but nospecific plan has been designed so far.

vii.The Warid staff has been found as less satisfied with bank policies and the

recent retrenchment in the bank has created unrest and panic.

viii.Most of the employees working in this branch arc not much familiar with

computer. They just know how to use their part of software if any problem

comes in the computer they can't fix it.

ix.The relationship between the employees of the Warid is not that goodbecause of which the whole environment of the Warid becomes less

favorable for work.

x.Miss utilization of office utilities, especially the telephone.


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Recommendation

i. The Warid General Manager should arrange a training program for its

existing employees to help them perform their duties more effectively.

ii. There should be a proper platform provided to its employees from where

they can help the management in achieving its objectives.

iii. The Warid should appoint customers relation officer where the volume of

work is too high. This will give an impression to client for personal

relationship. This will help in improving the image of the bank and hence will

attract more clients.

iv. The existing customers of the Warid are of the opinion that customer

services are not up to the mark. According to them customer services

provided by Paktel, Telenor, MobilinkUfone etc., are far better than Warid

services. There must be a separate information counter in this Franchise of

Warid. So that as the customer enters in he can clearly sec someone who

would help him.

v. Warid is a well-known organization in the market. Their market standing is

strong as their competitors.

vi. The Warid must ensure the participation of the staff in all promotional

activities of the franchise to this end the company must adhere to the policy

of fringe benefits rapid promotion of capable management and official. The

old age benefit of the company employee must be increased to motivate fee

staff


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REFRENCES

i.Kotler .P. (2002); Marketing Management

ii.AlWarid Telecom Franchise NowsheraCantt

iii.Warid telecom website.www.waridtcl.com.pk

iv.Warid telecom document.

v.History and background of Warid telecom (unpublished)

Internship Reports

Bank Of Khyber
http://notes-university.blogspot.com/2012/07/bank-of-khyber-internship-report.htmlhttp://notes-university.blogspot.com/2012/07/bank-of-khyber-internship-report.htmlhttp://notes-university.blogspot.com/2012/07/bank-of-khyber-internship-report.html

Documents

Fani..warid iformations