49231349-airtel
TRANSCRIPT
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Summer Training Project Report
ON
MARKET ANALYSIS OF AIRTEL TELECOM
TRAINING SUPERVISOR SUBMITTED BY
SUNIL KASHYAP NAVNEET SINGH
MARKETING MANAGER ENROLLMENT NO: 05820601711
S!MITTE" AT#
TRINITY INSTITUTE OF PROFESSIONAL STUDIES, DWARKA,
DELHI AFFILIATED FROMGURU GOBIND SINGH INDRAPRASTHA
UNIVERSITY, NEW DELHI!"
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"ECLARATION
I NAVNEET SINGH student of BBA GENERAL, do hereby
declare that the project report sub!tted by e on "#AR$ET
ANAL%SIS &' AIRTEL TELE() !s absolutely or!*!nal
and cons!sts of true facts+
Arun Kumar Sing$
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ACKNO%LE"&EMENT
The reports on the research work of MARKET ANALYSIS OF AIRTEL
TELEOM! "n the fo##ow"n$ pa$es are the o%tco&e of &' research st%(' (one ch"ef#' at
NE) *EL+I,
I a& etre&e#' $ratef%# to a## the e&p#o'ees .hart" A"rte# who ha/e he#pe( &e "n
co&p#et"n$ &' tra"n"n$ here, The"r 0%"(ance has he#pe( &e "n co&p#et"n$ &' tra"n"n$ here
an( ena#e( &e to $a"n know#e($e ao%t the &arket"n$ strate$' of or$an"at"on,
I wo%#( #"ke to epress s"ncere $rat"t%(e to Mr, SUNIL KASHYAP'(ona) !u*ine**
Manager+ who $"/en &e a chance to e a part of s%ch a prest"$"o%s or$an"at"on, +e ha(
een a constant so%rce of "nsp"rat"on a## thro%$ho%t &' pro3ect work een a#e to co&p#ete
&' pro3ect s%ccessf%##',
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PREFACE
In "ts roa(est sense pro3ect report "s necessar' to &ake the st%(ents of %s"ness schoo#
fa&"#"ar w"th the "n(%str"a# en/"ron&ent pre/a"#"n$ "n the wor#(, To e co&pet"t"/e an(
work a$$ress"/e@ st%(ents nee( to know the po#"c"es@ proce(%res an( the tren(s $o"n$ on "n
the present "n(%str"a# wor#(,
The p%rpose an( o3ect"/e of th"s pro3ect report "s to f"n( o%t the &a"n o3ect"/e of the
st%(' "s th"s pro3ect report has een pa"nstak"n$#' an( thoro%$h#' prepare( to co/er
etens"/e#' /ar"o%s facets oth &"cro as we## as &acro of the f"e#( of
te#eco&&%n"cat"on &arket"n$, Its co/era$e "s roa( an( %p to (ate an( "t "s a#ance( "n
ter&s of concept an( app#"cat"on, S"nce c%sto&ers are the &ost "&portant asset of an'
or$an"at"on@ there "s "ncrease( e&phas"s on the nee( for %n(erstan("n$ peop#e "n a &anner
to sat"sf' the& thro%$h B%a#"t' of ser/"ces, The #an$%a$e of the presentat"on "s h"$h#'
co&&%n"cat"/e so that "t eco&es "nterest"n$ an( co&prehens"#e,
Th"s pro3ect "s "nten(e( for a w"(e a%("ence, It w"## e %sef%# to not on#' the st%(ents
of &ana$e&ent@ &arket"n$ &ana$e&ent an( cons%&er eha/"or@ %t a#so to the peop#e "n
an' other f"e#( an( &ana$e&ent pract"t"oners who want to %n(erstan( an( enr"ch the"r
%n(erstan("n$ of cons%&er tren(s C effect"/e#' &ana$e the"r sa#es,
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COMPANY PROFILE
.hart" A"rte# "s one of In("aDs #ea("n$ pr"/ate sector pro/"(ers of te#eco&&%n"cat"ons ser/"ces ase( on an
a$$re$ate of 88@8?
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MILESTONE OF COMPANY
1 Mo"#e phone operator@ .hart" A"rte#@ eca&e the f"rst In("an te#eco& co&pan' to ser/e 6= &"##"on
c%sto&ers #ast &onth@ an( "s now the wor#(s tenth #ar$est w"re#ess carr"er,
2 .hart" has (o%#e( "ts %ser ase "n the past 19 &onths a#one@ an( hopes to reach 1== &"##"on
s%scr"ers ' 2=1=@ accor("n$ to co&pan' eec%t"/es,
4 O%r net 6= &"##"on w"## #ar$e#' co&e fro& r%ra# In("a as o%r p#an "s to reach 6@2== cens%s towns
an( o/er f"/e #akh /"##a$es@ co/er"n$
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to pro/"(e est-"n-c#ass ser/"ces to o%r c%sto&ers an( #ea( the &arket w"th ec"t"n$ "nno/at"ons, )e
are co&&"tte( to create a wor#(-c#ass or$an"at"on an( ench&ark "t w"th the est "n the wor#(, As
the &arket $ets rea(' for the net wa/e of $rowth@ we are co&&"tte( to epan("n$ o%r te#eco&
networks w"(er an( (eeper across the co%ntr' an( partner In("as $rowth stor',!
< In t$e mo,i)e ,u*ine**@ .hart" A"rte# p#ans to &ake cons"(era#e "n/est&ents "n Network epans"on
to esta#"sh presence "n a## cens%s towns an( o/er 6==@=== /"##a$es across In("a ' 2=1=@ there'
co/er"n$
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!$arti Te)e/0enture*
!$arti Te)e/0enture*"s one of In("aDs #ea("n$ pr"/ate sector pro/"(ers of te#eco&&%n"cat"ons ser/"ces
ase( on an a$$re$ate of 2?@8 c%sto&ers as on Septe&er 4=@ 2==8@ cons"st"n$ of 2>@=81@49< 0SM
&o"#e an( 1@841@2>? roa(an( C te#ephone c%sto&ers,
The %s"nesses at .hart" Te#e-:ent%res ha/e een str%ct%re( "nto three "n("/"(%a# strate$"c %n"ts S.7sG
1, &o"#e ser/"ces
2, roa(an( an( te#ephone ser/"ces .CTG
4, enterpr"se ser/"ces
The Mo"#e ser/"ces $ro%p pro/"(es 0SM &o"#e ser/"ces across In("a "n 24 te#eco& c"rc#es@ wh"#e
.CT %s"ness $ro%p pro/"(es roa(an( C te#ephone ser/"ces "n
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)h"#e a 3o"nt /ent%re w"th Te#eTech Inc,@ 7SA &arke( .hart"s s%ccessf%# fora' "nto the %sto&er
Mana$e&ent Ser/"ces %s"ness@ .hart" Enterpr"ses ('na&"c ("/ers"f"cat"on has cont"n%e( w"th the
co&pan' /ent%r"n$ "nto te#eco& software (e/e#op&ent, Recent#'@ .hart" has s%ccessf%##' #a%nche( an
"nternat"ona# /ent%re w"th EL Rothsch"#( 0ro%p owne( ELRO +o#("n$s In("a Lt(,@ to eport fresh A$r"
pro(%cts ec#%s"/e#' to &arkets "n E%rope an( 7SA
-What other operators have achieved in one to two years, Bharti has done in just over a month. In July
2002, one out of every two people buying a mobile across India chose ir!el. We are truly proud to be
spearheading the mobile revolution in the country."
/Suni) !$arti Mitta)
'C$airman2!$arti Te)e/0enture* in 3443+
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0i*ion
To e $#oa##' a(&"re( for te#eco&
Ser/"ces that (e#"$ht c%sto&ers!
56 LO0E" !Y MORE CSTOMERS6
36 TAR&ETE" !Y TOP TALENT6
76 !ENC8MARKE" !Y MORE !SINESS6
,
MISSION
%sto&er ser/"ce foc%s
E&powere( e&p#o'ees
Inno/at"/e ser/"ces
ost eff"c"enc'
A"rte# co&es to 'o% fro& .hart" Te#e-:ent%res L"&"te( - a part of the "$$est pr"/ate "nte$rate( te#eco&
con$#o&erate@ .hart" Enterpr"ses, A consort"%& of $"ants "n the te#eco&&%n"cat"on %s"ness, In "ts s"
'ears of p%rs%"t of $reater c%sto&er sat"sfact"on@ A"rTe# has re(ef"ne( the %s"ness thro%$h &arket"n$
"nno/at"ons@ cont"n%o%s techno#o$"ca#%p $ra(at"on of the network@ "ntro(%ct"on of new $enerat"on /a#%e
a((e( ser/"ces an( the h"$hest stan(ar( of c%sto&er care, .hart" "s the #ea("n$ ce##%#ar ser/"ce pro/"(er@
w"th an a## In("a footpr"nt co/er"n$ a## 24 te#eco& c"rc#es of the co%ntr', It has o/er 12 &"##"on sat"sf"e(
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c%sto&ers,e##%#ar te#ephon' was "ntro(%ce( "n In("a (%r"n$ the ear#' 1
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!oar- o9 "irector*
The .oar( of *"rectors of the o&pan' has an opt"&%& &" of Eec%t"/e an( Non-Eec%t"/e *"rectors@
wh"ch cons"sts of three Eec%t"/e an( f"fteen Non-Eec%t"/e *"rectors,
The ha"r&an an( Mana$"n$ *"rector@ Mr, S%n"# .hart" M"tta#@ "s an Eec%t"/e *"rector an( the n%&er of
In(epen(ent *"rectors on the .oar( "s 6=H of the tota# .oar( stren$th, The "n(epen(ence of a *"rector "s
(eter&"ne( on the as"s that s%ch ("rector (oes not ha/e an' &ater"a# pec%n"ar' re#at"onsh"p w"th the
o&pan'@ "ts pro&oters or "ts &ana$e&ent@ wh"ch &a' affect the "n(epen(ence of the 3%($&ent of a
*"rector,
The .oar( &e&ers possess reB%"s"te sk"##s@ eper"ence an( epert"se reB%"re( to take (ec"s"ons@ wh"ch are
"n the est "nterest of the o&pan', The co&pos"t"on of the .oar( "s as %n(erJ
o S%n"# .hart" M"tta#
o
Ra3an .hart" M"tta#o Akh"# 0%pta
o Rakesh .hart" M"tta#
o h%a Sock Koon$
o N, K%&ar
o K%rt +e##stor&
o *ona#( a&eron
o 5a%# OS%##"/ano 5rofessor :,S, Ra3%
o 5%#ak han(an 5rasa(
o .ash"r A(%##ah %rr"&3ee
o 0a/"n *ar'
o S'e(a I&a&
o A3a' La#
o York h'e han$
o 5a%# *ono/an
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o Ar%n .harat Ra&
AIRTEL MO!ILE COMMNICATIONS LIMITE"
.hart" Te#e-:ent%res L"&"te( was "ncorporate( on ;%#' >@ 1,92 &"##"on tota# c%sto&ers@ wh"ch const"t%te@ 8,>8 &"##"on &o"#e an( 86>@=== f"e( #"ne
c%sto&ers@ as of Apr"# 4=@ 2==9,
.hart" Te#e-:ent%res /"s"on for "ts &o"#e %s"ness "s .To &ake &o"#e co&&%n"cat"ons a wa' of #"fe an(
e the c%sto&ers f"rst cho"ce!,
The &"ss"on "s to &eet the &o"#e co&&%n"cat"on nee(s of the c%sto&er thro%$h 1G error free ser/"ce 2G
Inno/at"/e pro(%cts an( ser/"ces an( 4G cost eff"c"enc', The o&pan's strate$"c o3ect"/e "s to
conso#"(ate "ts #ea(ersh"p pos"t"on a&on$st the &o"#e ser/"ce pro/"(ers "n In("a,
The In("an &o"#e &arket@ accor("n$ to the OAI@ has "ncrease( fro& appro"&ate#' 1,2 &"##"on
s%scr"ers as of March 41@ 1
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.hart" Te#e-:ent%res@ thro%$h "ts s%s"("ar' has the #"censes to pro/"(e 0SM ser/"ces "n a## the twent'-
two te#eco& c"rc#es "n In("a, It proposes to conso#"(ate a## "ts s%s"("ar"es pro/"("n$ &o"#e ser/"ces %n(er
.hart" e##%#ar L"&"te(,
As of ;%ne 4=@ 2==9@ appro"&ate#'
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AIRTEL "ISTRI!TION SYSTEM
A proper ("str"%t"on s'ste& "s /er' "&portant for e/er' co&pan' eca%se now a (a's the c%sto&er wants
f%## ser/"ce w"tho%t an' pa"n, A"rte# has a (eep penetrat"on "n the &arket of prepa"( car(s@ co%pons@ eas'
rechar$e an( postpa"( car(s, I a#so seen "n the &arket the happ' faces of c%sto&ers an( reta"#ers of A"rte#
eca%se of the eas' a/a"#a"#"t' of A"rte# car(s an( co%pons,
!ENEFITS OF &OO" "ISTRI!TION SYSTEM
1, Eas' a/a"#a"#"t'
2, Sat"sf"e( c%sto&ers
4, o&pet"t"/e a(/anta$e
9, .etter &arket rep%tat"on
6, Sa/es t"&e
"ISTRI!TION SYSTEM OF AIRTEL
1, Or$an"sat"on CFADsG
2, *"str"%tor
4, Reta"#er
9, %sto&er
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O r g a n i s a t i o n
C & F A
D i s t r i b u t o r
F O S F O SF O S
S e v e r a l F O S
D i f f e r e n tR e t a i l e r s
D i f f e r e n tR e t a i l e r s
D i f f e r e n tR e t a i l e r s
D i s t r i b u t o r
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OR&ANI(ATION STRCTRE
Or$an"sat"on of AIRTEL pro/"(es ser/"ces thro%$h FSO F%## Ser/"ce O%t#etsG an( *SA *"rect Sa#es
A$entG
MANA&EMENT 8IERARC8Y AT AIRTEL
# M A N A G E M E N T H I E R A R $ H Y #
V I $ E P R E S I D E N T
M A R K E T I N G S T R A T E G Y
$ H A N N E L O P E R A T I O N M A N A G E R
D I S T R I $ T O P E R A T I O N H E A D
P R E P A I D M A N A G E R
P R E P A I D H E A D $ I R $ L E
M A R K E T I N G S U P P O R T M A N A G E R % A M A R K E T I N G S U P P O R T M A N G E R %
M A R K E T I N G H E A D
$ I R $ L E S A L E S & M A R K E T I N G H E A D
V I $ E P R E S I D E N T
S A L E S P L A N N I N G
$ H I E F G E N E R A L M A N A G E R
$ H I E F S A L E S A N D M A R K E T I N G O F F I $ E R
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Airte) A))O:er
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MO!ILE FOOTPRINT
The &ap e#ow (ep"cts the #ocat"on of@ an( pro/"(es certa"n "nfor&at"on for@ .hart" Te#e-
:ent%resD e"st"n$ &o"#e c"rc#es "n In("aJ
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!SINESS . MARKETIN& STRATE&IES
Some Mar;eting An- !u*ine** Too)* A-opte- !< AIRTEL A* To
Promote It* Acti:itie*#
Se&"narsJ se&"nars are con(%cte( at ("fferent p#aces ' the epert t"&e ' t"&e to &ake peop#e
aware,
5%#"c"t'J p%#"c"t' "s (one thro%$h /ar"o%s &e("a,
Sta##s at fa&o%s p#acesJ the' con(%ct the"r sta## after a part"c%#ar per"o( of t"&e on the fa&o%s an(
p%#"c p#ace to attract the& towar(s the&se#/es,
*SA *"rect Sa#es A$enc'G
5r"nt &e("a
+oar("n$
.anners
A(/ert"se&ent
Leaf#ets
Fo##ow %ps
.' KNO5
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Mo,i)e Strateg= percent of the tota# new entrants "nto ce##%#ar te#ephon', Thats
eca%se a#&ost e/er' one of %s wants to e "n contro# of o%r ce##%#ar epense,
POST/PAI" PLAN
A"rte# we#co&es 'o% to a /"rant wor#( of %n#"&"te( opport%n"t"es, More
ec"t"n$@ "nno/at"/e 'et s"&p#e new wa's to co&&%n"cate@ 3%st when 'o% want to@
not 3%st thro%$h wor(s %t "(eas@ e&ot"ons an( fee#"n$s, To $"/e 'o% the %n#"&"te(
free(o& to reach o%t to 'o%r spec"a# peop#e "n 'o%r spec"a# wa',
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Airte) Ne>*
.hart" A"rte# "nks 7S* 9== &"##"on network epans"on contract w"th NOKIA
.hart" A"rte# #"&"te(J P2 cash prof"t ecee(s Rs, 1@8== crores@ 5.T crosses
Rs, 1@=== crores,
.hart" A"rte# "s a&on$st In("as Most A(&"re( Know#e($e enterpr"ses "n
2==8,
S%n"# .hart" M"tta# rece"/es QThe +onorar' Fe##owsh"p fro& IETE,
Not"ce of posta# a##ot for seek"n$ consent of the shareho#(ers on sche&e of
a&a#$a&at"on of Satco& .roa(an( EB%"p&ents L"&"te( an( .hart"
.roa(an( L"&"te( w"th .hart" A"rte# L"&"te(,
.hart" A"rte# to Oser/e S"#ent per"o( fro& Octoer 1@ 2==8,
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AC8IE0EMENTS
F"rst to #a%nch e##%#ar ser/"ce on No/e&er 1
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:o(afone to "n/est appro"&ate#' Rs, 8@>== crores appro, 7S* 1,6 n,G to
acB%"re aro%n( 1=H "n .hart" Te#e-:ent%res Lt(,
.hart" Enterpr"ses@ S"n$Te# an( :o(afone to take .hart" Te#e-:ent%res Lt(, to
%nassa"#a#e #ea(ersh"p pos"t"on "n In("a
The )arge*t *ing)e 9oreign in:e*tment e:er in t$e $i*tor< o9 In-ia
The #ar$est "n/est&ent "n the In("an te#eco& sector
.hart" esta#"shes "ts s%pre&ac' "n the In("an te#eco& &arket@ ha/"n$
attracte( As"as est S"n$Te#@ an( now wor#(s est :o(afone,
.hart" set to $a"n $#oa# #ea(ersh"p "n the te#eco& sector
.hart" Enterpr"ses cont"n%es to ho#( shareho#("n$ an( &ana$e&ent contro# "n
.hart" Te#e/0enture*6
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A>ar-* 9or t$e
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Literature Re:ie>
A"rte# co&es to 'o% fro& .hart" e##%#ar L"&"te( - a part of the "$$est pr"/ate
"nte$rate( te#eco& con$#o&erate@ .hart" Enterpr"ses,
.hart" pro/"(es a ran$e of te#eco& ser/"ces@ wh"ch "nc#%(e e##%#ar@ .as"c@
Internet an( recent#' "ntro(%ce( Nat"ona# Lon$ *"stance, .hart" a#so &an%fact%res
an( eports te#ephone ter&"na#s an( cor(#ess phones, Apart fro& e"n$ the #ar$est
&an%fact%rer of te#ephone "nstr%&ents "n In("a@ "t "s a#so the f"rst co&pan' to eport
"ts pro(%cts to the 7SA, .hart" "s the #ea("n$ ce##%#ar ser/"ce pro/"(er@ w"th afootpr"nt "n 16 states co/er"n$ a## fo%r &etros an( &ore than > &"##"on sat"sf"e(
c%sto&ers
.hart" Te#e-:ent%res e#"e/es that the (e&an( for &o"#e ser/"ces "n In("a w"##
cont"n%e to $row rap"(#' as a res%#t of the fo##ow"n$ factorsJ
Lower tar"ffs an( han(set pr"ces o/er t"&e
0rowth "n pre-pa"( c%sto&er cate$or'
0reater econo&"c $rowth an( cont"n%e( (e/e#op&ent of In("aDs econo&'
+"$her B%a#"t' &o"#e networks an( ser/"ces an(
0reater /ar"et' an( %sa$e of /a#%e a((e( ser/"ces
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RESEARC8 O!ECTI0E OF T8E ST"Y
o To st%(' the cons%&er tren(s "n te#eco&&%n"cat"on sector,
o To st%(' cons%&er (ec"s"on-&ak"n$ C preferences,
o To st%(' &arket"n$ strate$"es a(opte( ' A"rte#,
o To st%(' the #e/e# of c%sto&er sat"sfact"on "n A"rte#
o To %n(erstan( the nee(s of ("fferent cons%&er se$&ents,
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RESEARC8 MET8O"OLO&Y#
Re*earc$ pro,)em#
To st%(' cons%&er tren(s@ eha/"o%r@ preferences an( #e/e# of
sat"sfact"on "n A"rte# co&&%n"cat"on Lt(, The st%(' was con(%cte( "n New *e#h"
w"th sa&p#e s"e of 6= an( sa&p#e %n"ts were an( cons%&er an( &o"#e connect"on,
Re*earc$ "e*ign
The fo##ow"n$ ðo(o#o$' was a(opte( for the st%(' p%rposeJ
T
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Inter/"ew 5ersona#GJ .oth open an( c#ose( en(e( %nstr%ct%re(G B%est"ons
were aske( wh"#e tak"n$ so&e "nfor&at"on fro& the %sers of the ce##%#ar atNE) *EL+I,
P%est"onna"re Str%ct%re(GJ A str%ct%re( (es"$ne( co&prehens"/e
B%est"onna"re was fra&e( an( preteste( for (ata co##ect"on fro& the c%sto&er
of &o"#e
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"ata Co))ection
*ata "s the ke' act"/"t' of &arket"n$ research, The (es"$n of the (ata co##ect"n$
ðo( "s ackone of research (es"$n,
*ata const"t%te the fo%n(at"on of stat"st"ca# ana#'s"s an( "nterpretat"on,
+ence the f"rst step "n stat"st"ca# work "s to ota"n (ata,
*ata can e ota"ne( fro& two "&portant so%rces@ na&e#'J
1, 5r"&ar' *ata
2, Secon(ar' *ata
Primar< "ata#
5r"&ar' (ata are $athere( for the spec"f"c p%rpose or for a spec"f"c
research pro3ect@ cons"st of or"$"na# "nfor&at"on for the f%#f"#&ent of pro3ect
o3ect"/e,
)hen the (ata are reB%"re( for the part"c%#ar st%(' can e fo%n( ne"ther "n the "nterna#
recor( of the enterpr"ses nor "n p%#"she( so%rces, In so&e cases "t &a' eco&e
necessar' to co##ect or"$"na# (ata,
In the present Research 5ro3ect 5r"&ar' *ata has een co##ecte( thro%$h S%r/e'
ðo(, S%r/e' was (one thro%$h Str%ct%re( P%est"onna"re
, Secon-ar< "ata#
Secon(ar' (ata are the (ata@ wh"ch a#rea(' e"sts so&ewhere,
Secon(ar' (ata pro/"(e start"n$ po"nt for research an( after that the a(/anta$e of #ow
cost an( rea(' a/a"#a"#"t', Secon(ar' (ata can e ("/"(e( "nto two t'pesJ
1, Interna# (ata
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2, Eterna# (ata
)hen researcher %ses the (ata that has a#rea(' een co##ecte( ' other
(ata are ca##e( secon(ar' (ata, Secon(ar' (ata can e ota"ne( fro& 3o%rna#s ",e,
"nterna# so%rces report@ $o/ern&ent p%#"cat"on an( ooks@ profess"ona# o("es etc,
Interna# (ata are reports an( &e&os $enerate( w"th"n an or$an"sat"on
to fac"#"tate "ts operat"ons an( ann%a# report, Eterna# (ata are those spec"a##' pro(%ce
for o%ts"(e cons%&pt"on, Source* 9rom >$ic$ t$e re*earc$er $a* ta;en t$e
*econ-ar< -ata are a* un-er
1, A"rte# wes"te
2, .ooks for &arket"n$ &ana$e&ent
4, S%r/e's an( c%sto&er (ata C report
9, A"rte#s c%sto&ers care off"ce
6, A"rte#s .ro%chers
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SAMPLE "ESI&N
Area o9 Samp)e#
The areas co/ere( %p "n th"s s%r/e' was New *e#h",
Se)ection o9 unit* un-er *tu-, )h"ch ce#er"t' 'o% #"ke /er' &%ch "n AIRTEL
aG Sach"n G Shahr%kh cG Kareena (G A,R, Reh&an
?, +a/e 'o% take enef"ts of an' sche&e offere( ' AIRTEL
a+ YES ,+ NO
1=, )h"ch ser/"ce 'o% #"ke &ost "n AIRTEL
aG AIRTEL &"sse( 'o% ser/"ce G Free R"n$tones cG Free +e##o t%nes
11, *o 'o% part"c"pate contest offere( ' AIRTEL #"ke K.-2 C In("an I(o#-2
YES NO
12,)h"ch t'pe of rechar$e car(s 'o% #"ke &ost
aG More ta#k t"&e G More /a#"("t' cG .oth ",e, 5ostpa"(G
14, Accor("n$ to 'o% "s AIRTEL "s U1 "n In("a
a+ Ye* ,+ no
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"ATA ANALYSIS AN"
INTERPRATION
1G )h"ch k"n( of phone 'o% wo%#( #"ke %se
aG Mo"#e G Lan(#"ne cG )LL
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The (ata shows that the tota# sa&p#e s"e of 6= peop#e taken for research o%t of wh"ch6=H of persons #"ke to %se MO.ILE an( 4=H person #"ke to %se LAN*LINE5+ONE
an( rest 2=H person #"ke to %se )LL,
Sa&p#e s"e - 6=
ONNETION Respon(ent
MO.ILE 26
LAN*LINE 16
)LL 1=
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2G )hat "s "&portant for 'o% "n &o"#e ser/"ce
In Number Percentage
onnect"/"t' 6 12
o/era$e 1' 25
Roa&"n$ 10 21
Loca# a## 8 15
A## 1' 27
Tota# 50 100
&rap$ica) Repre*entation#
12%
2%
21%
1%
2!%Connectivity
CoverageRoaming
Local call
All
The (ata show that the tota# sa&p#e s"e of 6=peop#e teken for research o%t of th"s12H connectt"/"t'@ 26H co/era$e@ 21H Roa&"n$@ 16H#oca# ca##@ 2>Ha## ser/"ces
"&partent for %sers,
4G )h"ch a$e $ro%p 'o% e#on$ to
aG 16-2=
G 2=-26
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cG 26-46
(G 46- ao/e
The ana#'s"s shows that 19H peop#e fro& 16- 2= a$e $ro%p@ ?H persons fro& 2=-26
a$e $ro%p@ 48H persons fro& 26-46 a$e $ro%p@ an( 92H of peop#e fro& 46-ao/e a$e
$ro%p keep &o"#e w"th the&,
Sa&p#e s"e - 6=
A$e Respon(ent
16-2= >
2=-26 9
26-46 1?
46-ao/e 21
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9G )hat occ%pat"on (o 'o% ha/e
aG .%s"ness
G 5rofess"ona#
cG 0o/ern&ent E&p#o'ee
(G St%(ent
The (ata shows that 6= persons are fro&@ 24 persons are profess"ona#s@ 18 persons are
5r"/ate an( 6 persons are fo%n( ret"re&ent 8 person are $o/ern&ent e&p#o'ee to
cons%&e &o"#es,
Sa&p#e s"e - 6=
Occ%pat"on Respon(ent
5rofess"ona# 24
5r"/ate 18
Ret"re&ent 6
0o/ern&ent 8
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6G Yo% wo%#( #"ke to take prepa"( connect"on or 5ost pa"( connect"on
a, 5repa"(
, 5ost pa"(
The research st%(' shows that a#&ost peop#e fro& the se#ecte( se$&ent $"/e pr"or"t' to 5ost
5a"( connect"on@ eca%se of the f#e""#"t' an( attract"/e p#ans for th"s &arket se$&ent,
Sa&p#e s"eJ 6=
onnect"on Respon(ent
5re pa"( 9=
5ost pa"( 1=
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8G wh"ch Feat%re of AIRTEL force( 'o% to %se AIRTEL
aG a(/ert"se&ent Gconnect"/"t'
cG sche&es (G $oo(w"##
1"
1#
1!
#
1#1
2#
2
$#
$
#
#
A&vertisment Connectivit' Sc(ems )oo&*ill
0a)ue* *$o>n in Percentage
The (ata shows that 6= persons are fro&@ 1? persons are #"ke a(/ert"s&ent@ 1= persons are
#"ke conect/"t' an( 6 persons are #"ke sche&s 1> person are #"ke $oo(w"## wh"ce feat%re
force to %se a"rte#,
Sa&p#e s"e - 6=
Feat%re Respon(ent
A(/ert"s&ent 1?
onect/"t' 1=
Sche&s 6 0oo(w"## 1>
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>G )h"ch t'pe of a(/ert"se&ent &ost#' #"ke ' 'o% "n AIRTEL
aG a%("o
G /"s%a#
cG pr"nt
(G a%("o-/"s%a#
Au&io
+isual
"%
Au&io
1$%Print
2%
The (ata shows that the tota# sa&p#e s"e of 6= peop#e taken for research o%t of wh"ch ?6H
of persons #"ke to see a%("o/"s%a# a(/ert"se&ent an( 14H person #"ke to see a%("o
a(/ert"se&ent an( rest 2H person #"ke to see pr"nt a(/ert"se&ent,
Sa&p#e s"e - 6=
A(/ert"se&ent Respon(ent
A7*IO-:IS7L 92A7*IO 8
5RINT 2
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'?G )h"ch ce#er"t' #"ke( ' 'o% /er' &%ch "n AIRTEL
aGSach"n G Shahr%kh cG Kareena (G Reh&an
Kareena 2%A.R.
Rehman 5%
Sachin 55%Shahrukh
38%
The (ata shows that the tota# sa&p#e s"e of 6= peop#e taken for research o%t of wh"ch
66H of persons #"ke to see Sach"n an( 4?H person #"ke to see Shahr%kh an( 6H =f person
#"ke to see Reh&an rest 2H person #"ke to see Kareena ,
Sa&p#e s"e - 6=e#er"t' Respon(ent
SA+IN 2>
S+A+R7KE 1a< to retain t$e c)ient*
AIRTEL ONNETIONS ARE SELLIN0 .EA7SE OF .EST NET)ORK
O:ERA0E,
0OO* RELATIONS+I5 OF FOS, C REATILER IS .EIN0 +EL5F7L IN
SELLIN0,
LAR0E MARKET O:ERA0E@ EASY A:AILA.ILITY OF O75ONS,
7STOMER ARE N7M.ER *OES NOT ONNETS EASILY AN* EE7TI:ES
T+ERE )ERE ALSO NOT A)ARE OF T+E S+EMES
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RECOMMEN"ATIONS AN" S&&ESTIONS
RECOMMEN"ATIONS
The co&pan' sho%#( $o ahea( w"th a$$ress"/e &arket"n$, The' sho%#( #"$ht co&pet"t"on
on
1, Awareness #e/e#,
2, 5r"c"n$ strate$',
Th%s@ the reco&&en(at"ons for these are as fo##owsJ
1, A%ARENESS
aG The co&pan' sho%#( sponsor #oca# pro$ra&s,
G The co&pan' sho%#( arran$e r"ef"n$ sess"ons at pro&"nent c#%s s%ch as LIONS
L7. an( ROTARY L7.S etc,
cG The co&pan' sho%#( or$an"e awareness B%"es thro%$h Newspapers@ Ma$a"nes
C anno%nce s%"ta#e rewar(s accor("n$#',
(G The co&pan' sho%#( ("str"%te@ # eaf#ets of AIRTEL
e##%#ar "n posh co#on"es of New *e#h"
2, PRICIN& STRATE&Y
aG The co&pan' sho%#( #ook the strate$"es of the co&pet"t"/e co&pan"es,
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G The co&pan' sho%#( tr' "ts #e/e# est to keep the pr"ce #ow as co&pare to co&pet"tors,
cG The sche&es sho%#( e %p(ate( as per the nee(s an( occas"ons
S&&ESSTIONS
aG As the co&pan' ha/e capt%re( the western &arket the' sho%#( reta"n the
c%sto&ers
G Tr' to capt%re the nearest other &arkets near'
cG Occas"ona# offers
(G 5roper "##"n$s to the post-pa"( %sers
eG 5roper response to the c%sto&ers on the he#p#"ne no, Or to## free nos,
fG Roa&"n$ (epos"ts sho%#( e re(%ce(
FRT8ER S&&ESTIONS
MAT+ OM5ETITORS S+EMES,
OMM7NIATE T+E S+EMES TO Fos, AN* RETAILERS *AILY,
.ETTER N7M.ERS IN 5RE 5AI* AS 7STOMER REP7IRES +OIE,
EN+ANE T+E SER:IE IN AREAS )IT+ )EAK NET)ORK,
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OOR*INATION .ET)EEN *E5ARTMENTS M7ST .E IM5RO:E*,
LIMITATIONS OF T8E ST"Y
)h"#e work"n$ on th"s pro3ect I ha/e to face so&e ("ff"c%#t"es wh"#e con(%ct"n$ the s%r/e',
5eop#e were not "ntereste( "n $"/"n$ there act%a# "nfor&at"on ao%t the"r fa&"#' "nco&e an(
a"rt"&e@ as the' were etre&e#' scare( ao%t the "nco&e ta so&e peop#e ha/e ("ff"c%#t to take
the& "n conf"(ence so that the' can $"/e correct "nfor&at"on,
So&e of the #"&"tat"ons areJ
Not at $ome
Re9u*a) to co/operate
Re*pon-ent ,ia*
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S%OT ANALYSIS OF AIRTEL
Strengt$*
IN:ESTORs FAIT+J
In/estors fa"th "n A"rte# that ca%ses h%$e &onetar' s%pport,
STRON0 A*MINISTRATIONJ
7n(er the #ea(ersh"p of .hart" e##%#ar Lt( A"rte# pro/e( the&se#/es as an we##-or$an"e( C
a(&"n"strat"/e co&pan',
.RAN* NAMEJ
A"rte# as a ran( "s the s'non'& of s%ccess, It "s the #ar$est pr"/ate #"&"te( or$an"at"on of In("a,
%ea;ne**
Lack "n o-Or("nat"on .etween *eptt,
Lack of ho"ce of 0oo( 5re-pa"( n%&ers #"ke YY n%&ers #"ke others pro/"("n$,
Opportunit