SUMMER TRAINING PROJECT REPORT ON

ON
TELECOM MARKET SHARE AND CHANNEL
MANAGEMENT
Submitted in partial fulfillment of the requirement for
A!ard of
Master of Business Administration
Submitted to: Submitted by:
Mr. Satish Chandra Tiwari Arun Yadav
MBA 3
rd
Semester
Roll No.: !"#"$$$%
Page 1
ACKNOWLEDGEMENT
This report bears the imprint of many people. Right from
the experienced staff of Idea Cellular Ltd, to the staff
JEEVANDEEP INSTITUTE OF MANAGEMENT &
TECHNOLOGY VARANASI without whose support and
guidance I would have not got the unique opportunity to
successfully complete my internship in this esteemed
organization.
I would like to thank Mr. Aal!eet S"#$%, who allow me
to do this project in Idea Cellular Ltd successfully.
I take this opportunity to express my deep gratitude to all
the employees of Idea, Vara#a&". !lso I am indebted for
the rich guidance knowledge and suggestions provided
by my guide Mr. Mr. Sat"&% C%a#dra T"'ar" who took
sincere efforts and illustrated the "arketing #oncept and
channel development in Idea Cellular Ltd with their
vast knowledge in the field which helped me in carrying
out my internship.
$ast but not least I also thank all those people whom I
met in the industry during my internship and helped me
to accomplish my assignments in the most efficient and
effective manner.
Date: Arun Yadav
Place: Varanasi
Page 2
Tale !" C!ntent
1)Ob|ectve of the
pro|ect....................................5-6
2)Overvew of teecom
ndustry.7-17
Teecom Industry n Inda
Hstory of Indan Teecommuncatons
Cassfcaton of Teecommuncaton servces
The Key payers n the Teecom Market n Inda
Subscrbers
Market Share of the Teecom Company n Inda
3)Introducton of Idea
Ceuar18-26
Introducton
Our Servce Areas
Estabshed Servce Areas
New Servce Areas
Hodng
Page 3
Msson
"oard of Dire#tor
Corporate Leadershp Team
Crce Heads
Brand Informaton
4)Research
Methodoogy.27-31
Definition of Research
Types and Technques
Toos used
Lmtaton of the study
5) Data Anayss &
Interpretaton.32-39
Questionnaires for the customer
6) Teecom Market Share n
Varanas..40-45
Page 4
7) Dstrbuton channe of
dea.46-56
Introducton
Dstrbuton Strategy
Seectng members wthn a channe
Motvatng Channe Members
Saes Organzaton structure
Dstrbuton channe of dea n Varanas
Vst wth TSM
Customer Interacton when vst wth FOS
8) Channe
Management..57-61
9) Observaton and
Fndng62-64
10)
Bbography.6
5-67

Page 5
O(!e)t"*e O+ t%e
Pr,!e)t
O#JECTIVES O$ T%E PROJECT
1. To fnd out the percepton of the genera peope towards the and ne & Mobe
phone.
Page 6
2. To fnd out the teecom market share of dfferent companes n Varanas.
3. To fnd out the consumer satsfacton towards the dfferent pans offered by the
company.
4. Managng the dstrbuton channe of dea ceuar.
Page 7
O*er*"e' ,+
tele), "#du&tr-
Telec!& Industr' in India
The teecom ndustry s one of the fastest growng ndustres n Inda. Inda has
neary 200 mon teephone nes makng t the thrd argest network n the word
Page 8
after Chna and USA. Wth a growth rate of 45%, Indan teecom ndustry has the
hghest growth rate n the word.

- Much of the growth n Asa Pacfc Wreess Teecommuncaton Market s spurred
by the growth n demand n countres ke Inda and Chna.
- Indas mobe phone subscrber base s growng at a rate of 82.2%.
- Chna s the bggest market n Asa Pacfc wth a subscrber base of 48% of the
tota Subscrbers n Asa Pacfc. Compared to that Indas share n Asa Pacfc
Mobe Phone market s 6.4%. Consderng the fact that Inda and Chna have
amost comparabe popuatons, Indas ow mobe penetraton offers huge
scope for growth.
%ist!r' !" Indian Telec!&&unicati!ns
Started n 1851 when the frst operatona and nes were ad by the government
near Cacutta (seat of Brtsh power). Teephone servces were ntroduced n Inda n
1881. In 1883 teephone servces were merged wth the posta system. Indan Rado
Teegraph Company (IRT) was formed n 1923. After ndependence n 1947, a the
foregn teecommuncaton companes were natonazed to form the Posts,
Teephone and Teegraph (PTT), a monopoy run by the government's Mnstry of
Communcatons. Teecom sector was consdered as a strategc servce and the
government consdered t best to brng under state's contro.
In 1990s, teecommuncatons sector benefted from the genera
openng up of the economy. Aso, exampes of teecom revouton n many other
countres, whch resuted n better quaty of servce and ower tarffs, ed Indan
pocy makers to ntate a change process fnay resutng n openng up of teecom
servces sector for the prvate sector. Natona Teecom Pocy (NTP) 1994 was the
frst attempt to gve a comprehensve roadmap for the Indan teecommuncatons
sector. In 1997, Teecom Reguatory Authorty of Inda (TRAI) was created. TRAI was
formed to act as a reguator to factate the growth of the teecom sector.
Page 9
Teecommuncaton sector n Inda can be dvded nto two
segments: Fxed Servce Provder (FSPs), and Ceuar Servces. Fxed ne servces
consst of basc servces, natona or domestc ong dstance and nternatona ong
dstance servces. The state operators (BSNL and MTNL), account for amost 90 per
cent of revenues from basc servces. Prvate sector servces are presenty avaabe
n seectve urban areas, and coectvey account for ess than 5 per cent of
subscrptons. However, prvate servces focus on the busness/corporate sector,
and offer reabe, hgh- end servces, such as eased nes, ISDN, cosed user group
and vdeoconferencng.
Ceuar servces can be further dvded nto two categores: Goba System for
Mobe Communcatons (GSM) and Code Dvson Mutpe Access (CDMA). The GSM
sector s domnated by Arte, Vodafone-Hutch, and Idea Ceuar, whe the CDMA
sector s domnated by Reance and Tata Indcom. Openng up of nternatona and
domestc ong dstance teephony servces are the ma|or growth drvers for ceuar
ndustry. Ceuar operators get substanta revenue from these servces, and
compensate them for reducton n tarffs on artme, whch aong wth renta was the
man source of revenue. The reducton n tarffs for artme, natona ong dstance,
nternatona ong dstance, and handset prces has drven demand.
Inda added 13.82 mon new mobe subscrbers n February 09, down from 15.41
mon a month earer, accordng to Indan teecom reguator TRAI. Indas tota
number of mobe subscrbers rose to 376.12 mon at end-February from 362.30
mon at the end of |anuary.
Whe Chna added 18.55 mon new mobe phone subscrbers n the frst two
months of 2009 and tota wreess subscrber base stood at 659.78 mon as of end-
February 2009. Chna Mobe subscrbers sent 607.1 bon SMSs ast year, up by
over 100 bon from the ast year, and downoaded more than 76 mon fu musc
tracks.
Page 10
Indas GSM subscrbers totaed 277.5 mon by end-February, accountng for neary
75% of tota wreess market share. Accordng to fgures reeased by the Ceuar
Operators Assocaton of Inda (COAI), GSM payers added 10.84 mon new
subscrbers n March, takng tota GSM subscrptons for the fsca year to 288.3
mon. The numbers excude subscrptons for Reance Communcatons, the CDMA
servce provder that recenty aunched GSM servces, because the company does
not revea GSM numbers separatey. If the estmates of 2.5 mon to 2.7 mon
GSM subscrbers for Reance Communcatons are added, the tota monthy
ncrease for GSM subscrptons w be 13.54 mon.
At ths rate, Indas GSM subscrber base s growng at more than doube the
monthy growth rate of Chna, whch s addng around 6 mon customers every
month.
"Though March has more days and companes push saes at the end of the fnanca
year, we expect to see monthy ncrementa growth of 14 to 15 mon consumers n
2009-10. Our estmate s that mobe penetraton w go up from 35% currenty to
50% by the end of ths fnanca year," sad TV Ramachandran, COAI secretary-
genera.
COAI has predcted that Inda w have around 500 mon GSM subscrbers by the
end of 2009-10 and over 800 mon by 2012. The country woud ht the one bon
markets n a few years after that.
Page 11
Ths tabe shows the present status of GSM payers n Inda, where Bhar Arte s
eadng then at 2
nd
poston Voafone-Essar group s present after that Bharat
Sanchar Ngam Lmted wth customer of 4 Cr s present. Idea Ceuar wth
43022799 s present then Arce, Reance GSM, MTNL and BPL are at 5
th
, 6
th
, 7
th
and
8
th
poston respectvey.
The pe chart beow shows that percentage of market capture n terms of customer.
Page 12
COMPANY USERS AT MARCH .//0
AIRTEL 93923248
VODAFONE 68768998
BSNL 46684049
IDEA 43022799
AIRCEL 18478325
RELIANCE TELECOM 11145176
MTNL 04176676
BPL 02164211
Arte
35%
Vodafone
25%
BSNL
17%
Idea
16%
Reance
4%
MTNL
2%
BPL
1%
Mar&et Ca'ture by tele(om 'layers

The Chart shows that n GSM servce 35% of the tota market captured by Arte,
25% market captured by Vodafone, 17% market captured by BSNL, 16% market
captured by Idea and then rest are foows.
Market research frm Gartner Inc. Forecasts Inda w spend 739 bon rupees
($16.34 bon) on teecom servces and equpment n 2006, up 27.3 percent from
ths year. $!recasted Gr!(t) !" Indian
Telec!& S*endin+ T)r!u+) ,--.:/
Page 13
Revenue !" Telec!& Industr' in India:/
Contnung ts robust growth, the Indan teecom ndustry saw ts gross revenues
growng 2.6 percent to more than Rs.40, 000 crore n the quarter endng March 31,
sad the sectora watchdog here on Monday.
Accordng to the Teecom Reguatory Authorty of Inda (TRAI), the gross revenue of
the teecom sector for the perod under revew stood at Rs.40, 444.66 crore, as
aganst Rs.39, 408 crore n the prevous quarter. The state-owned operators --
Bharat Sanchar Ngam and Mahan agar Teephone Ngam -- together earned Rs.10,
599 crore, whe prvate payers raked n Rs.29, 846 crore. TRAI sad Inda's tota
subscrber base reached 429.72 mon by March-end, as aganst 384.79 mon for
the quarter endng December, regsterng a growth of 11.68 percent.
Tee-densty, too, ncreased 36.98 percent from 33.23 percent n the prevous
quarter.
The subscrber base of wreess and wre ne ncreased to 391.76 mon and 37.96
mon respectvey. However, rura wre ne decreased from 10.68 mon to 10.58
mon, a decrease of 0.93 percent. Accordng to the watchdog, the ARPUs (average
Page 14
India ru*ees
0&illi!ns1
,--2 ,--3 ,--4 ,--.
CAGR ,--2/
,--.
AGR
-2/-3
AGR
-3/-4
Teecom spendng 501,0
09
581,1
01
739,9
10
1,419,0
62
23.1% 16% 27.3%
Source: Gartner Inc.
revenue per user) contnued to fa, decreasng 6.82 percent from Rs.220 n
December-end to Rs.205 n March.
The number of Internet wre ne subscrbers ncreased 5.3 percent to 13.54 mon
n the fourth quarter as aganst 12.85 mon n the same perod a year before.
BSNL & MTNL
26%
Prvate Payers
74%
)er(enta*e of Total Revenue in +!
Sales !" cellular c!&*anies in India 0Jun -.1:/
2818
9040
3031
1085
330
Idea Arte Reance MTNL Spce
Sales in Crore
Page 15
Gr,&& Pr,+"t )ellular ),1a#"e& "# I#d"a 2Ju# /0345

715
4032
123
2620
28
Idea Arte MTNL Reance Spce
Pr!"it In Cr!re
Classi"icati!n !" Telec!&&unicati!n services
56 Basc servces
,6 Ceuar servces
76 Internet Servce Provder (ISP)
T)e 8e' *la'ers in t)e Telec!& Mar9et in India
Cellular Service *r!vider:
56 #SN:
,6 Airtel
76 V!da"!ne
26 Idea
Page 16
36 Reliance
46 Tata indic!&
;6 Aircel
<6 S*ice
.6 MTN:
Suscriers
=ireless suscriers cr!sses ,-- &illi!n
&ar9
Tele densit' reac)es ,56,->
The tota number of teephone subscrbers has reached 241.02 mon at the end of
August 2007 as compared to 232.87 mon n |uy 2007. The overa teedensty has
ncreased to 21.20% n August 2007 as compared to 20.52% n |uy 2007.
In the wreess segment, 8.31 mon subscrbers have been added n August 2007
whe 8.06 mon subscrbers were added n |uy 2007. The tota wreess
subscrbers (GSM, CDMA & WLL (F)) base reaches 201.29 mon at the end of
August 2007.
Page 17
The wre ne segment subscrber base stood at 39.73 mon wth a decrease of
0.16 mon at the end of August 2007. Crce wse wre ne subscrber base of
servce provders s gven at foowng chart.

Mar9et S)are !" t)e Telec!& C!&*an' in India
Page 18
Page 19
I#tr,du)t",#
O+
Idea
Cellular
INTRODUCTION
Page 20
As Inda's eadng GSM Mobe Servces operator, IDEA Ceuar has censes to
operate n 11 crces. Wth a customer base of over 17 mon, IDEA Ceuar has
operatons n Deh, Maharashtra, Goa, Gu|arat, Andhra Pradesh, Madhya Pradesh,
Chattsgarh, Uttarancha, Haryana, UP-West, Hmacha Pradesh and Keraa. IDEA
Ceuar's footprnt currenty covers approxmatey 45% of Inda's popuaton and
over 50% of the potenta teecom-market.
As a eader n Vaue Added Servces, Innovaton s centra to IDEA's VAS Factory. It
s the frst ceuar company to aunch musc messagng wth 'Ceuar |ockey',
'Background Tones', 'Group Tak', a voce porta wth 'Say IDEA' and a compete
sute of Mobe Ema Servces.
Idea Ceuar s a wreess teephony company operatng n varous states n Inda. It
ntay started n 1995 as a |on venture between the Tatas, Adtya Bra Group and
AT&T by mergng Tata Ceuar and Bra AT&T Communcatons.
Intay havng a very mted footprnt n the GSM arena, the acquston of Escote
n 2004 gave Idea a truy pan-Inda presence coverng Maharashtra (excudng
Mumba), Goa, Gu|arat, Andhra Pradesh, Madhya Pradesh, Chattsgarh, Uttar
Pradesh (East and West), Haryana, Keraa, Ra|asthan and Deh (ncusve of NCR).
The company has ts reta outets under the "Idea n' U" banner. The company has
aso been the frst to offer fexbe tarff pans for prepad customers. It aso offers
GPRS servces n urban areas.
IDEA Ceuar s a pubcy sted company, havng sted on the
Bombay Stock Exchange (BSE) and the Natona Stock Exchange (NSE) n
March2007.
IIDEA Ceuar s a eadng GSM mobe servce operator wth pan Inda censes. Wth
a customer base of over 44 mon n 17 servce areas, operatons are soon
expected to start n Chenna Metro; Kokata & West Benga, North East & Assam,
and |&K.
Page 21
A frontrunner n ntroducng revoutonary tarff pans, IDEA Ceuar has the
dstncton of offerng the most customer frendy and compettve Pre Pad offerngs,
for the frst tme n Inda, n an ncreasngy segmented market. From basc voce &
Short Message Servce (SMS) servces to hgh-end vaue added servces such as
Mobe TV, Games etc - IDEA s seen as an nnovatve, customerfocusedbrand.
IDEA 'Women's Card' caters to the speca needs of women on
the move, and 'Youth Card' covers the emergng youth segment. IDEA 'My Gang' -
the wdey popuar communty user group product recenty bagged the prestgous
'Goden Peacock Award 2008' under the Most Innovatve Product category at the
"19th Word Congress on Tota Ouaty".
A brand known for many frsts, IDEA was the frst to aunch
GPRS and EDGE n Inda. IDEA has partnered wth Research n Moton (RIM) to offer
Backberry servces on ts network. IDEA 'Net Setter'- Pug & Pay, EDGE
enabed USB Data Card offers affordabe data connectvty wth faster speed and
consstency.

IDEA offers seamess coverage to roamng customers traveng to any part of the
country, as we as to nternatona traveng customers across over 200 countres.
IDEA Ceuar has partnershp wth over 400 operators wordwde to ensure that
customers are aways connected whe on the move, across the gobe.

IDEA has receved severa natona and nternatona recogntons for ts path-
breakng nnovatons n mobe teephony products & servces. It won the GSM
Assocaton Award for "Best Bng and Customer Care Souton" for 2 consecutve
years. It was awarded "Mobe Operator of the Year Award - Inda" for 2007 and
2008 at the Annua Asan Mobe News Awards.
Our Service Areas
Page 22
The Indan teecommuncatons market for mobe servces s dvded nto 22
"Servce Areas" cassfed nto "Metro", Category "A", Category "B" and Category "C"
servce areas by the Government of Inda. These cassfcatons are based
prncpay on a Servce Area's revenue generatng potenta. Our 17 operatona
Servce Areas are broken up nto Estabshed and New Servce Areas
Estalis)ed Service Areas
The estabshed servce areas are Deh, Andhra Pradesh, Gu|arat, Maharashtra,
Haryana, Keraa, Madhya Pradesh and Uttar Pradesh (West).
Lcenses for the Maharashtra and Gu|arat Servce Areas were awarded n December
1995, wth network roout and commerca aunch acheved n 1997. In |anuary
2001 the mobe operatons n Andhra Pradesh Servce Area were ntegrated wth
IDEA through a merger wth Tata Ceuar Lmted.
In |une 2001, the mobe operatons n Madhya Pradesh Servce Area
were fuy ntegrated wth IDEA through an acquston of RPG Cecom Lmted. In
October 2001, the cense for Deh Servce Area was acqured durng the fourth
mobe cense aucton, wth network roout and commerca aunch n November
2002.
In |anuary 2004, Escote Mobe Communcatons Prvate Lmted
("Escote"), was acqured wth ts orgna censes n the Servce Areas of Haryana,
Uttar Pradesh (West) and Keraa. A these Servce Areas were re-branded and
ntegrated wth IDEA n |une 2004
Ne( Service Areas
The New Servce Areas are Uttar Pradesh (East), Ra|asthan, Hmacha Pradesh,
Bhar, Mumba, Karnataka, Pun|ab, Orssa and Tam Nadu ,Lcenses for Uttar
Pradesh (East), Ra|asthan and Hmacha Pradesh were acqured through the
acquston of Escote (Escorts Teecommuncatons Lmted).
Page 23
Brand Idea was aunched n Karnataka and Pun|ab,
through the acquston of Spce Communcatons. Idea aunched ts servces n
Mumba and Bhar n 2008. The Mumba aunch was the argest Metro Cty aunch n
Inda. In Bhar, Idea acqured 500,000 subscrbers n |ust over 100 days.
%!ldin+
Intay the Bras, the Tatas and AT&T Wreess each hed one-thrd equty n the
company. But foowng AT&T Wreess' merger wth Cnguar Wreess n 2004,
Cnguar decded to se ts 32.9% stake n Idea. Ths stake was bought by both the
Tatas and Bras at 16.45% each.
Tata's foray nto the ceuar market wth ts own
subsdary, Tata Indcom, a CDMA-based mobe provder, cropped dfferences
between the Tatas and the Bras. Ths dua hodng by the Tatas aso became a
ma|or reason for the deay n Idea beng granted a cense to operate n Mumba.
Ths was because as per Department of Teecom (DOT) cense norms, one promoter
coud not have more than 10% stake n two companes operatng n the same crce
and Tata Indcom was aready operatng n Mumba when Idea fed for ts cense.
The Bra thus approached the DOT and sought ts
nterventon, and the Tatas reped by sayng that they woud ext Idea but ony for a
good prce. On Apr 10, 2006, the Adtya Bra Group announced ts acquston of
the 48.18% stake hed by the Tatas at Rs. 40.51 a share amountng to Rs. 44.06
bon. Whe 15% of the 48.14% stake was acqured by Adtya Bra Novo, a
company n-charge of the Bras' new busness ntatves, the remanng stake was
acqured by Bra TMT hodngs Prvate Ltd., an AV Bra famy owned company.
Currenty, Bra Group hods 98.3% of the tota shares of the company.
Idea has successfuy aunched 3 more new crces (states) n Inda vz. Ra|asthan,
Hmacha Pradesh and UP (East) to make tsef a pan-Inda payer. Recenty, Idea got
censes to operate n Mumba & Bhar. They are awatng the spectrum from Dot.
Page 24
Missi!n
8e' Pe!*le
Board of Directors
Mr. Kumar Mangaam Bra (Charman)
Smt. Ra|ashree Bra
Mr. Saurabh Mshra
Mr. San|eev Aga (Managng Drector)
Mr. Arun Thagara|an
Ms. Tar|an Vak
Mr. Mohan Gyan
Mr. Gan Prakash Gupta
Mr. R.C. Bhargava
Mr. P. Murar
Mr. Bswa|t A. Subramanan
Dr. Hansa W|ayasurya
Page 25
Mana+e&ent Tea&
C!r*!rate :eaders)i* Tea&
Mr. San|eev Aga, Managng Drector
Mr. Akshaya Moondra, Chef Fnanca Offcer
Mr. An K. Tandan, Chef Technoogy Offcer
Mr. Prakash K. Paran|ape, Chef Informaton Offcer
Mr. Pradeep Shrvastava, Chef Marketng Offcer
Mr. Navant Narayan, Chef Servce Devery Offcer
Mr. Vnay K. Razdan, Chef Human Resource Offcer
Mr. Ram|et K. Mukar|, Chef Corporate Affars Offcer
Mr. Ra|esh K. Srvastava, Chef Materas & Procurement Offcer
Mr. Ambrsh |an, Drector - Operatons
Mr. Hmanshu Kapana, Drector - Operatons
#rand In"!r&ati!n6
The brand Idea
It s amost mpossbe to dsntegrate brand Idea from the corporate Idea. Brand
vaues are the company vaues and vse versa.
Brand Vson: It goes wthout sayng that the brand vson of dea mrrors the
companys vson. The brand msson statement s...... To be the most customer-
Page 26
focused mobe servce brand, contnuousy nnovatng to hep berate our
customers from the shackes of tme & space.
IDEA - Brand Values
Innovate. Stmuate. Lberate....
It s these brand vaues, whch have made us a formdabe payer n the teecom
ndustry. Innovatons that stmuate the customer and berate hm from the
shackes of tme and space are the core of our brand. Ths s what we strve for.
Nothng more, nothng ess, nothng ese.
IDEA - Brand Mission
The ,ndia foot'rint ,dea
Anywhere connectvty - brngng Inda coser.
The Technology Advantage Idea
Tomorrow's technoogy to enrch today.
The ustomer !ocus Idea
Make a snge nteracton a astng reatonshp.
The Em"loyee !ocus Idea
Nurture the roots that nurture our deas.
#rand Initiatives
Page 27
Our am, through meda buyng and pannng, s to create year round mpact. Wth
the ob|ectve of strengthenng our brand, we work wth strategc communcaton
partners on campagns ke sponsorshp of the Idea Internatona Indan Fm
Academy awards and the teevson programs "Idea Rocks Inda", "Idea Star Snger"
and "Idea Andhra Ido". We seek engagement wth subscrbers on a varety of
eves, from ma|or ceebrty fashon shows to sma oca events tmed to concde
wth new product offerngs.
Snce August 2003, we have commssoned a Brand Track
Index Study to evauate the heath of our brand. The Brand Track Index Study s a
monthy study conducted by TNS, a marketng consutant engaged by us to
evauate our brand usng face-to-face ntervews on a random sampe of mobe
users a we as those ntendng to purchase mobes wthn the next three months.
Accordng to the study our brand s perceved as "reabe/trustworthy" and one that
"offers cheaper and good promotona offers". We have mproved our ratng n the
Brand Track Index cacuated by the study n the past year refectng, we beeve,
the growng strength of our brand.
The man communcaton medum for the Idea brand s
teevson, where we seek strategc Idea brand coverage n varous formats.
Bboards and hoardngs are used as a secondary medum, customzed for specfc
regona preferences to communcate effectvey at the oca eve. We aso use
other mass communcaton meda such as the press and rado to communcate prce
pans and other tactca and customer nformaton.
A our key ntatves are sub|ected to a rgorous testng and
aunch process to ensure accountabty for a advertsng spend and mprove the
chances of success of a new product. Ths process s foowed up wth extensve
brefng of ca center agents and saes personne and rea-tme trackng of the
mpact of the communcaton and feedback from subscrbers.
Page 28
Re&ear)%
Met%,d,l,$-
Page 29
Definition of Research
The word re&ear)% s derved from the Latn word meanng t, 6#,'. It s a
systematc and a repcabe process, whch dentfes and defnes probems, wthn
specfed boundares. It empoys we-desgned method to coect the data and
anayses the resuts. It dssemnates the fndngs to contrbute to generaze abe
knowedge. The characterstcs of research presented beow w be examned n
greater detas ater are:
Systematc probem sovng whch dentfes varabes and tests
reatonshps between them,
Coectng, organzng and evauatng data.
Logca, so procedures can be dupcated or understood by others
Emprca, so decsons are based on data coected
Reductve, so t nvestgates a sma sampe whch can be generazed to a
arger popuaton
Repcabe, so others may test the fndngs by repeatng t.
Dscoverng new facts or verfy and test od facts.
Deveopng new scentfc toos, concepts and theores, whch woud
factate to take decson?
For the proper anayss of data smpe statstca technques such as percentage
were use. It heps n makng more generazaton from the data avaabe. The data
whch was coected from a sampe of popuaton was assumed to be representng
entre popuaton was nterest. Demographc factors ke age, ncome and
educatona background was used for the cassfcaton purpose.
Page 30
Sa&*le si?e
For carryng out any research or study on any sub|ect t s very dffcut to cover
even 10% of the tota popuaton. Therefore the sampe sze has to be decded for a
meanngfu concuson. For desgnng the sampe sze, t was thought proper to
cover a very sma percentage of popuaton n varous age groups.
The method used for sampe technque was non probabty convenence sampng
method. Ths method s used because t s known prevousy as to whether a
partcuar person w be asked to f the questonnare. Convenent sampng s used
because ony those peope w be asked to f the questonnares that were easy
accessbe and avaabe to the researcher.
Consderng the constrants, t was decded to conduct the study based on sampe
sze of 100 peope n specfc age groups. Scentfc method s not adopted n ths
study because of fnanca constrants and aso because of ack of tme; aso the
basc am of dong the research s academc, hence most convenent way s
seected.
TYPES @ TEC%NIAUES
The study conducted s a concusve descrptve statstca study; the researcher
comes to the decson whch s precse and ratona. The study s concusve because
Page 31
after dong the study the researcher comes to a concuson regardng the poston of
the brand n the mnds of respondents of dfferent frms groups. The study s
statstca because throughout the study a the smar sampes are seected and
group together. A the smar responses are taken together as one and ther
percentages are cacuated.
Thus, ths, concusve descrptve statstca study s the best study for ths purpose
as t provdes the necessary nformaton whch s utze to arrve at a concrete
decson.
TOO:S USED
To know the response I have used the questonnare method n sampe survey. If
one wshes to fnd what peope thnk or know, the ogca procedure s to ask them.
Ths has ead marketng researchers to use the questonnare technque for
coectng data more than any other method. In ths method questonnare were
dstrbuted to the respondents and they were asked to answer the questons n the
questonnare. The questonnares were structured non-dsgused questonnare
because the questons, whch the questonnare contaned, were arranged n a
specfc order besdes every queston asked was ogca for the study, no queston
can be termed as rreevant.
The questonnare, were non-dsgused because the questonnare were constructed
so that the ob|ectve s cear to the respondent. The respondents were aware of the
ob|ectve. They knew why they asked to f the questonnare.
:IMITATIONS O$ T%E STUDY
Page 32
The research w be conducted n a mted area.
The nternet nformaton can be rreevant.
Tme w be a ma|or constrant.
The respondent w be mted so cannot be treated as a whoe popuaton.
The respondent may be based.
Due to anguage probem t s possbe that the respondents are not be abe to
understand the questonnare and can cause mseadng resuts.
Page 33
Data A#al-&"& &
I#ter1retat",#

Page 34
Questionnaires for the customer
DATA ANA:YSIS @ INTERPRETATION
A56 =)ic) cellular service d! '!u useB

Page 35
Tata ndcom 5
Option $er#enta%e of repondent
Arte 34
&dea 28

Arte
34%
dea
28%
Reance
17%
BSNL
16%
TATA ndcom
5%
A,6 =)ic) service '!u r usin+B
Optons

Percentage of respondents
Prepad 95
Postpad 5
Page 36
A26 Are '!u usin+ li"eti&e !r +eneral *lanB
Opton Percentage of respondents
Lfetme 73
Genera 27
fetme
72%
Genera
28% 0%0%
A3 Are '!u satis"ied (it) t)e li"eti&e *lan ()ic) '!u are usin+B
Page 37
Opton Percentage of respondents
Yes 78
No 22
YES
78%
No
22%
0%0%
A46 =)ic) "acilit' attracts '!u &!st in t)e li"eti&e *lanB
Opton Percentage of respondents
Ca rates 15
Page 38
Massage Tarff 1
Nght Tarff 1
Vadty

83
Ca Rates
15%
Massage
Tarrf
1%
Nght Terrf
1%
Vadty
83%
A;6 Rate !" t)e satis"acti!n level (it) t)e services !" '!ur *resent li"eti&e
*lanB
Opton Percentage of respondents
Fuy satsfed 14
Page 39

Satsfed 47
Average 27
Dssatsfed 8
Hghy dssatsfed 2
Fuy satsfed
15%
Satsfed
51%
Average
30%
Dssatsfed
2%
Hghy dssatsfed
2%
8. Why you chose fetme pan?
Opton Percentage of respondents
For ncomng purpose ony 23
For money savng 48
Page 40
For the factes provded n the pan

29
For ncomng
purpose ony
23%
For money savng
48%
For the factes
provded n the pan
29%
0%

Page 41
Tele), Mar6et
&%are "#
Vara#a&"
Here we have prepared some questonnares from the retaers pont of vew and
tred to fnd out the market share of the foowng teecom ndustry n Varanas:
1. Idea
2. Smart
3. Arte
Page 42
4. Vodafone
Findings:-
In the survey of Varanas cty found ths resut by approachng dfferent- dfferent
retaer who deas n the communcaton products and fnd out resut n Varanas cty
wth the hep of questonnare. Ths fndng s based on ony ast month resut
because we have to fnd out what s happened n ast month after new aunch of
Vodafone n Varanas.
In c)art/5 resut shows that ceary that over 50% of the retaer pushes dea to the
customer whereas Arte s aso good n Varanas, 31% of the retaer pushes t.
C)art /, shows about Customer choce. Idea s eadng here wth 41% whe
Vodafone (35%) shows a great fght n ths because t s aunch recenty n Varanas
and provdng some great offers to attract new customer for budng ts reputaton
and market n Varanas.
Whe Arte seems to be at 3
rd
poston wth 22% of customers choose t.
Page 43
C)art/7 shows about the company whch care most customer and retaers, here
aso Idea has a bg ead over other GSM servce provders wth 61% of retaer tod
dea s best and 33% tod Arte s best whe Smart s very poor and Vodafone s
new n market so t s dffcut to te about Vodafone.
Idea
61%
Arte
33%
Smart
4%
Vodafone
2%
M-ST CAR.
C)art /2 shows about Most Recharge sod n ast month, because of a good market
and eadng n customer n Varanas Idea eads wth 73%. Means 73% retas tod
that Idea recharges they se most n ast month whereas Arte and Vodafone
recharges sod ony at 12 and 13 % shops.
Page 44
Idea
73%
Arte
12%
Smart
0%
Vodafone
15%
R.C/AR0. S-12
C)art/3 shows the tota no of actvaton of Sms n ast month. Vodafone has done a
great |ob wth 1038 actvaton at approx 50 shops because of new exctng offers
(99 vaue voucher whch gves Unmted cang to any Vodafone number n MP&CG
for one months and many more).Whe dea s on 2
nd
wth 679 and Arte on thrd
wth 496.Smart s at ast wth ony 166 actvaton because of ts poor network.

Idea Arte Smart Vodafone
679
496
166
1038
ACT,3AT,-N
C)art / 4 shows the overa ratng gven by retaer, whch shows a cose
competton between Idea and Arte but dea has rated more than Arte. In ths
ratng 1 s for hghest and 5 s for owest. Idea got 1.38, Arte got 1.69, Smart got
3.9 and Vodafone got 2.9.
Page 45
Idea Arte Smart Vodafone
1.38
1.69
3.9
2.9
RAT,N0 BY R.TA,1.R
/,0/.ST4 1-5.ST46
C)art /; shows average stock avaabe at retaer. An dea has a good market and
no of actvatons s aso more than any other provder so retaers have more stock
of dea than any others. Vodafone has facng some probems n stock so average
stock of Vodafone s ony 3, dea has average stock of 19, Arte has 12 and Smart
has 14.

Idea Arte Smart Vodafone
19
12
14
3
A30 S,MS A3A,1AB.
C)art /< shows average baance n forms of both .e. eectronc recharge and paper
recharge avaabe at retaer. Tota number of dea customer s more n Varanas so
retaer has to make a huge baance for dea so average baance avaabe at retaer
of Idea s 6067 Rs, Arte s aso mprovng very qucky so t has average baance of
4493 Rs and smart and Vodafone has 3433 and 2798 Rs respectvey.
Page 46
Idea Arte Smart Vodafone
6067
4493
3433
2798
A30 BA1ANC. A3A,1AB1.
Page 47
D"&tr"(ut",#
C%a##el ,+ Idea

Distriuti!n c)annel !" idea
Intr!ducti!n
Page 48
Dstrbuton s a about gettng your product/servce to the rght peope at the rght
tme wth speca consderaton for proft and effectveness. Successfu marketng
does not end when a busness has deveoped a product/servce and has found ts
approprate target audence wth a vew to seng t at the 'rght prce'.
The next ssue that needs to be faced s how they are gong to dstrbute and se
ths product/servce to these peope- the consumers.
When a product/servce s purchased by a consumer, t may have been bought
drecty from the busness, or t may have been through a number of ntermedares
(whoesaer, retaer, etc): theseareknownasdstrbutonchannes.
Sma busnesses need to acknowedge the dfferent types of dstrbuton channes
to utze saes potenta. After readng the artce, you may earn that you coud
ncrease saes or proft by usng a dfferent dstrbuton channe to the one that you
currenty use.
Dstrbuton channes are nfuenced argey by the type and sze of the busness and
so some of the channes expaned may not be feasbe for your partcuar busness.
Consequenty, you may take note that these channes coud be adopted n the
future to accommodate for any changes and to hep your busness grow.
Distriuti!n Strate+'
Page 49
And trusted to act Dstrbuton strategy s nfuenced by the market structure, the
frm's ob|ectves, and ts resources and of course ts overa marketng strategy. A
these factors are addressed n the secton on seectng Dstrbuton Channes.
The frst strategc decson s whether the dstrbuton s to be: Intensve (wth mass
dstrbuton nto a outets as n the case of confectonery); Seectve (wth carefuy
chosen dstrbutors e.g. specaty goods such as car repar kts); or Excusve (wth
dstrbuton restrcted to up market outets, as n the case of Gucc cothes).
The next strategc decson carfes the number of eves wthn a channe such as
agents, dstrbutors, whoesaers, retaers. In some |apanese markets there are
many, many ntermedares nvoved.
Next comes a senstve strategc decson whether to go snge channe or mut-
channe. Some producers, ke Manchester Unted FC, use mut-channes - they use
many dfferent routes, drect and ndrect, to brng ther products to ther customers.
Mut-channe Systems ke ths are common where ntensve dstrbuton s requred.
So drect marketng s combned wth ndrect marketng through ntermedares.
Then comes the next eve of strategc decsons concernng strategc reatonshps
and partnershps. Two common strateges are Vertca Marketng Systems and
Horzonta Marketng Systems.
Vertca Marketng Systems nvove suppers and ntermedares workng cosey
together nstead of aganst each other. They pan producton and devery
schedues, quaty eves, promotons and sometmes prces. Resources, ke
nformaton, equpment and expertse, are shared. The system s usuay managed
by a domnant member, or 'channe captan'. VMS s more fexbe than vertca
ntegraton where the manufacturer actuay owns the dstrbuton channe, for
exampe, Doctor Martens boot manufacturers own ther own reta store.
Horzonta Marketng Systems occur where organzatons operatng on the same
channe eve (e.g. two suppers or two retaers) co-operate. They then share ther
dstrbuton expertse and dstrbuton channes. Ths can speed up the tme taken to
Page 50
penetrate the market. There s room for creatve aances here. See Southwestern
Be's aance wth Granada TV Shops n the Ha Of Fame.
Resources avaabe affect dstrbuton strategy. Who can hande outbound ogstcs,
marketng and saes, and servcng? Can the supper afford to dever sma
quanttes, can t provde more trucks, can ts saes force 'push' products nto
natona reta chans? Can the organzaton dea wth thousands, maybe even
mons of customers - can t cope? Does t want to devote huge resources here or
woud t prefer to utze someone ese's resources n return for a sce of the profts?
Dffcut marketng demmas whch make dstrbuton strategy both crtca and
nterestng. The sectons on Dstrbuton Channes expore ths n more deta.
Selectin+ &e&ers (it)in a c)annel
Havng decded to go through ntermedares the next queston s whether to use
agents or dstrbutors and aso how many. Unke dstrbutors, agents don't hod
stocks - they ony act as saes agents fndng customers, coectng orders and
passng them on to the supper n return for a percentage commsson.
How woud you seect a dstrbutor or an agent? Here are some crtera:
1. Market Coverage, 2. Saes Forecast, 3. Cost, 4. Other Resources, 5. Proftabty,
6. Contro, 7. Motvaton, 8. Reputaton, 9. Competton, 10. Contracts
1. Market Coverage: - does the profe of exstng customers match your target
market profe? - s the number of customers bg enough to meet the requred
dstrbuton penetraton? - s the exstng saes force bg enough to cover the
terrtory? - are they dependant on a snge ndvdua? - are the exstng devery
feet and warehouse factes adequate?
2. Saes Forecast: How many can they se? What are ther forecasts based upon?
Do they gve a 'best, worst and average' forecast? W they nvest n arge stock
Page 51
commtment? Do they have budgets to run promotons? Some suppers even ask
ther dstrbutors for a marketng pan showng how they ntend to market the
supper's products.
3. Cost: What w t cost n terms of dscounts, commssons, stock nvestment and
marketng support?
4. Other Resources: Does the target market requre anythng speca such as
technca advce, nstaaton, quck deveres, and nstant avaabty? If so can the
dstrbutor provde t?
5. Proftabty: How much proft w the dstrbutor generate for the supper?
6. Contro: Do they have a reportng system n pace? How do they dea wth
probems? How often s revew meetngs schedued? Can you nfuence the way they
present your products?
7. Motvaton: Does the agent or dstrbutor convey a sense of exctement and
enthusasm about the product? What about ts saes force - what's ther reacton?
8. Reputaton: Has t got a good track record? Ths ncudes the number of years n
busness, growth and proft record, sovency, genera stabty and overa reabty.
Is t dependant on one key payer?
9. Competton: Do they dstrbute any compettor's products?
10. Contracts: Some dstrbutors demand excusvty. Some agreements te the
supper n for certan perods of tme. Check for fexbty n case thngs go wrong.
The bottom ne s: Can the agent or dstrbutor be motvated, controed and
trusted? Motvated to se your product among a range of others. Controed to back
resuts feed or change strategy f requested. As a reabe ambassador of your
product?
Page 52
M!tivatin+ C)annel Me&ers
Imagne these three scenaros:
You are a producer of 'Grand Pens' a brand of fountan pens.
A customer seeks advce from a pen shop on whch pen to buy and the retaer
strongy recommends yours.
A customer asks a retaer, who stocks your pen, for another brand caed 'Bad
Pens'. The retaer recommends and offers your pen as superor.
A retaer actvey socts busness for you by askng customers buyng other
products to come and have a ook at the exquste 'Grand Pen'.
Ths retaer s obvousy very motvated. 'Mndshare', as t s caed n the USA, has
to do wth how mportant your product s n the dstrbutor's mnd reatve to the
other nes they carry. Wnnng the batte for the dstrbutor's share of mnd can be
more mportant than many other marketng strateges. It appes n ndustra
markets and consumer markets where ntermedares pay mportant roes n the
dstrbuton channe.
In reaty, mantanng contnuay hgh eves of motvaton among ntermedares
presents a chaenge. It requres a reasonabe quaty product, creatve promotons,
product tranng, |ont vsts between producer and dstrbutor, co-operatve
advertsng, merchandsng and dspay.
Most of these appy to agents as much as dstrbutors and retaers.
Keepng the ntermedary stmuated s mportant. Postve motvators, ke saes
contests are preferred to negatve motvators ke sanctons such as reduced
dscounts and the threat of termnatng the reatonshp. A postve reward works
Page 53
better than a negatve punshment. Ideay there shoud be a shared sense of
responsbty - a partnershp - a strategc partnershp. The supper and
ntermedary are there to hep each other. Vertca Marketng Systems are a good
exampe.
Cear communcatons, coverng saes goas, revew meetngs, reportng procedures,
marketng strategy, tranng, market nformaton requred, suggestons for
mprovements, a hep. Reguar contact through vsts, revew meetngs, dnners,
compettons, newsetters, thank you etters, congratuatory awards a hep to keep
everyone workng cosey together.
These are a non-fnanca ncentves whch provde a form of psychc ncome as
opposed to fnanca ncome. That's not to say that fnanca ncentves aren't usefu
motvators, t |ust means that there are other motvatons there too. In fact the
money spent on fnanca ncentves s often spent more effectvey when the saes
person s rewarded wth a paque, a god pen or a hoday n the Bahamas rather
than |ust the cash whch tends to get soaked up and ost n a sea of ordnary
househod day expendture.
Non cash rewards appea to the hgher eves of Masow's Herarchy of Needs -
beongng, esteem and sef actuazaton.
Despte ths, confct can occur when too many dstrbutors are apponted wthn
cose proxmty of each other, or the producer engages n a mutpe channe
strategy of drect marketng as we as marketng through ntermedares.
Carefuy motvatng dstrbutors s vta f goods are to fow smoothy through the
channe and reach satsfed customers

Page 54
Sales Or+ani?ati!n structure
Saes Head
(Crce offce)
ZBM (Gwaor
Zone)
ASM (Centre)
TSM/TSEs
ASM (North)
TSM/TSEs
ASM (South)
TSM/TSEs
ASM ( West)
TSM/TSEs
Page 55
Distriuti!n c)annel !" idea in Varanasi
Distriut!r
*!int !"
Varanasi
Eac)
Distriut!r
s)are
Eac) tar+et
76-- cr6 *er
&!nt)
,<--
5.D.B
ENTERPRISES
4,28,571 2800
,KRISHNA SALES 4,28,571 2800
7MAA VAISHNAB
ENTERPRISES
4,28,571 2800
2 |AI SHIV 4,28,571 2800
Page 56
3R.R
ENTERPRISES
4,28,571 2800
4 RA| SALES 4,28,571 2800
; MAYA 4,28,571 2800
Distriut!r O*erati!ns
Distriut!r RevenueC &!nt) Activati!ns C&!nt) Retailers
c!vered
Maya Agency Rs 75 Lakhs 1600 325
D B Enterprses Rs 1.25 cr
Ra| Agency Rs 40 Lakhs
Understandng operaton at dstrbutors end (Prsm, Actvaton)
Runners - for coecton documents
FOS- coecton, devery, reatonshp budng, communcatng new schemes on day
to day bass.

Page 57
#illin+ s'ste& "!r Retailers
Pan 99 175 105 245
Cam per
sm
20 Rs 35Rs Te-up
Sabs Actvaton
s
Bng 99 175
A 50 55 85 105 145 50 35
B 25 to 49 55 85 105 145 40 25
C 10 to 24 55 105 130 175 30 10
D 1 to 9 55 105 130 175 20 0
Page 58
C%a##el
Ma#a$ee#t

Page 59
C)annel &ana+e&ent
Channe Management. Yet another saes and marketng phrase that s thrown
around ke everyone knows what t means. But so few companes reay
comprehend channe management n a way that reay heps them. Its reay no
wonder. Saes channes (beng the conduts by whch we dstrbute our products to
the end-user) come n many shapes-from drect, to the web, to the tradtona
reta envronment. And, were |ust dong whatever we can to get any busness from
any of them! But s that the most effcent and effectve approach?
Thats where Channe Management comes n. Channe management, as a process
by whch a company creates formazed programs for seng and servcng
customers wthn a specfc channe, can reay mpact your busness-and n a
postve way! To get started, frst segment your channes by ke characterstcs
(ther needs, buyng patterns, success factors, etc.) and then customze a channe
management program that ncudes:
1. G!als : / Defne the specfc goas you have for each channe segment.
Consder your goas for the channe as whoe as we as ndvdua accounts.
And, remember to consder your goas for both acquston and retenton.
2. P!licies : / Construct we-defned poces for admnsterng the accounts
wthn ths channe. Be sure to keep the unque characterstcs of each
segment n mnd when defnng poces for account set up, order
management, product fufment, etc.
3. Pr!ducts : / Identfy whch products n your offerng are most suted for
each segment and create approprate messagng. Aso, determne where your
up se opportuntes e.
4. SalesCMar9etin+ Pr!+ra&s : / Desgn support programs for your
channe that meet THEIR needs, not what your dea of ther needs are. To do
ths, you shoud start by askng your customers wthn ths segment, "how
can we best support you n the seng and marketng of our products?" That
Page 60
beng sad, the standard consderatons are product tranng, co-op
advertsng, seasona promotons, and merchandsng. Agan, ths s not a
one-sze fts a, so be dgent about addressng ths segments SPECIFIC
needs n these areas.
Defnng a channe management strategy for each segment aows you to be more
effectve wthn each segment, whe ganng effcency at the same tme. St,
mantanng brand consstency across a channe segments s crtca to your ong-
term success. So fnd a good baance between customzaton and brand consstency
and you be on your way to successfu channe management.
Visit (it) TSM
We met wth dstrbutor & FOS and made understand that how to dea wth retaers
and how to sae our product and how to foow our channe perfecty and effectvey
and how to gave them satsfacton wth company poces.
' Areas Covered: Bada ,Murar,Hazra
' 23 retaers covered
' Tasks Handed: Reatonshp Budng, Issues Handng, Report generaton,
detas about new schemes, Target acheved status
' Observatons:
' Idea Brandng poor at some stores ( Vst by Arte Saes Head)

Pr!cess started
Page 61
We went to dstrbutor pont where we saw there were some peope (FOS &
dstrbutor) who had a chan by whch they worked together. Every FOS had
partcuar market n that market they coected money and gave them sm card and
paper Boucher& e-Boucher and gave that money to the dstrbute pont.
Cust!&er Interacti!n ()en visit (it) $OS
We went to new retaer wth FOS and convnce them to |ont wth teecom market,
and gave them some beautfu offer to started ther busness wth ow amount
' Tasks: Dstrbuton of Stocks (SIMs, Vtopup), revenue coecton, ssue
handng, coectng documents
' Areas Covered:frut mand, Hazra
Descri*ti!n !" t)e *r!cess started
Ths s the descrpton of the process of dstrbuton of the SIM and recharches and
durng the whoe process our work was to manage the channe and by managng
the channe to ncrease the revenue of the outets.
Page 62

Page 63
O(&er*at",# a#d
F"#d"#$&
O#SERVATION @ $INDINGS
Page 64
55% of the peope use ony mobe, and 40% of respondents use both the
servces & ony 5% peope use the teephone servce. It shows the popuarty
of ceuar phone servces.
34% of respondents are usng the dea servces, whch s the hghest
percentage of users of ceuar phone. Arte takes 2
nd
pace n Varanas wth
28% of users. Then comes reance and BSNL, and tata ndcom havng east
customers n the Bhopa.
Prepad servce s most popuar n the ceuar servces wth 95% of
customers. The remaned uses postpad servces.
In current stuaton 73% of respondents are usng fetme pans, where the
rest are usng genera pan of the ceuar companes.
64% of respondents are satsfed wth the ca rates of the fetme pans; t s
because teecom companes have sashed ther ca rates few months ago.
St n ths stuaton 36% of respondents dd not satsfy wth the ca rates
whch servce they are usng.
In the fetme pan of ceuar companes most of the respondents are usng
ths servce because of ts vadty perod wth 83% of answer. Where 15% of
peope ke ths servces because of ts ca rates.
78% of customer satsfed wth the fetme pans of ceuar companes, and
whch are not satsfy wth the servce they are mosty BSNL and TATA ndcom
users.
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Most of the peope are usng fetme servces because of money savngs wth
the percentage of 48. Where 29% of peope ke ths servce because of the
factes provded by the operators. And 23% of peope are usng ths servce
because of ncomng ony.
CONC:USIONS
In Varanas t s found that dea s the market eader n the fetme pan segment.
Peope ke the fetme pans provded by the companes. And arte havng 2
nd
hghest customers n Varanas.
TATA ndcom havng east customers n Varanas, where Reance and BSNL havng
amost equa percent of customer
But they are not aware about the bound of ceuar companes wth TRAI, that
ceuar companes can dever ther servces t ther cense have vadty, they
have to renew t for provdng further servce.
SUGGESTIONS
In the fetme pans, ceuar companes shoud reduce the ca rates.
They shoud provde other factes ke massage and mnmum ca rates n
the same network.
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They shoud make aware the customers that they have mted cense perod.
They shoud not take other hdden charges.
There shoud not be any compuson that customer have to recharge ther
card n 180 days wth certan amount. Ths s the man drawback of the
fetme vadty pan.
7"(l",$ra1%-
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#I#:IOGRAP%Y
Books:
Php Koter, marketng management prentce Ha of Inda Pvt. Ltd. New Deh.
C. R. Kothar Research methodoogy, vshwa pubcaton, New Deh.
Saxena Ra|an marketng management Tata McGraw-h pubcaton Co. Ltd.
New Deh.
H. V. Verma marketng of servces Goba busness press, New Deh.
Busness today magazne of February ssue, 2008.
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=e Res!urces:
www.tra.gov.n
http://www.tatandcom.com/t-aboutus-tts-organzaton.aspx
http://www.rcom.co.n/webapp/Communcatons/rcom/Aboutus/aboutus_home.|sp
http://www.deaceuar.com/IDEA.porta?
_nfpb=true&_pageLabe=IDEA_Page_AboutIdea
http://www.bsn.co.n/about.htm
http://www.bsn.co.n/servce/tarff_exce_pre.htm
http://210.212.144.243/utty/tarff.htm
http://www.tra.gov.n/tra/upoad/PressReeases/15/pr16|an06.pdf
www. airtel .n
http://www.rcom.co.n/webapp/Communcatons/rcom/ndex.|sp
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