APROJECT REPORT

ON

“MARKET SURVEY&

PRODUCT PROMOTION”IN

“RELIANCE COMMUNICATIONS”

In partial fulfillment of MBA Degree 2012-14

Submitted to: Submitted by:Ms. Shweta Sharma Guljar SinghH.O.D (U.B.S) Roll. No:1275555 MBA 3rd Sem.

UNIVERSAL BUSINESS SCHOOLPUNJAB TECHNICAL UNIVERSITY, JALANDHAR

ACKNOWLEDGEMENT

I wish to acknowledge my specific indebtness to director “Indian Institute of Management

Training”, who made this opportunity to perform summer training as a part of MBA degree

Course.

I wish to extend my Sincere Gratitude towards “Mr. Raj Babbar (Reliance

Communications) for accepting me as a summer trainee and assigning this project to me.

I am extremely grateful to Mr.Rajiv Taneja for their valuable guidance and best possible

help during course of study.

I am deeply grateful to my parent’s who have given me every help and moral support and

their constant advice which enabled me to pursue my academic aim.

Thanks to other summer trainees for their co-operation and suggestions through out this

project.

PREFACE

“Learning categorizes you and practicing on that learning specializes you”.

Theoretical concepts taught and discussed in the classroom prove useful if they have to

remain relevant. Practice orientation of management student is must generating competence

to deal with issues at grass root level it is for this reason that one month training project

study is prescribed as a part of syllabus for MBA Degree in Punjab.

This training is the mode of imparting practical training to the student. The objective is to

provide a deep insight into practical aspects of the functioning of the organization. The

train apprises the student to the actual function, responsibility and problem faced by an

organization. It provides him with the knowledge of the various kind of problem that crop

up in the day to day functioning of the organization .The way they are solved by the

departments and appraisal of the crucial decision taken by the manager at the crucial time.

DECLARATION

I GULJAR SINGH Roll no127555 do hereby declare that Research Report

Submitted to Punjab Technical University, in partial fulfilment of M.B.A on

“MARKET SURVEY & PRODUCT PROMOTION” Is the result

of my own work. I have not submitted this training report to any other

university for the award of degree.

DATE…………….. Signature of Student

PLACE…………….. GULJAR SINGH Roll. No-1275555

MBA 5th SEM

TABLE OF CONTENTS

Acknowledgement

Preface

Declaration

List of tables

List of Graphs

CHAPTER No. CHAPTER NAME PAGE NO:

Chapter-1 Introduction

Chapter-2 Review of literature

Chapter-3 Research Methodology

1.1 Research design

1.2 Objectives of the study

1.3 Scope of the study

1.4 Data collection

1.5 Limitations

Chapter-4 Analysis & Interpretations

Chapter-5 Conclusion & Recommendations

Bibliography

Annexure

LIST OF TABLES

Table. No: Table Name Page No:

LIST OF GRAPHS

Graph. No: Graph Name Page No:

CHATER 1

INTRODUCTION

INTRODUCTION

“Think big, think fast, think ahead.Ideas are no one’s monopoly.”

- Dhirubhai H. Ambani

ABOUT THE COMPANY

Reliance Communications is the flagship company of the Anil Dhirubhai Ambani Group

(ADAG) of companies. Listed on the National Stock Exchange and the Bombay Stock

Exchange, it is India’s leading integrated telecommunication company with over 35 million

customers.

Our business encompasses a complete range of telecom services covering mobile and fixed

line telephony. It includes broadband, national and international long distance services and

data services along with an exhaustive range of value-added services and applications. Our

constant endeavor is to achieve customer delight by enhancing the productivity of the

enterprises and individuals we serve.

Reliance Mobile (formerly Reliance India Mobile), launched on 28 December 2002,

coinciding with the joyous occasion of the late Dhirubhai Ambani’s 70th birthday, was

among the initial initiatives of Reliance Communications. It marked the auspicious

beginning of Dhirubhai’s dream of ushering in a digital revolution in India. Today, we can

proudly claim that we were instrumental in harnessing the true power of information and

communication, by bestowing it in the hands of the common man at affordable rates.

We endeavor to further extend our efforts beyond the traditional value chain by developing

and deploying complete telecom solutions for the entire spectrum of society.

EXECUTIVE SUMMARY

Board of Directors

Mr. Anil D. Ambani - Chairman

Mr. Ramachandran

Mr.S.P. Talwar

Mr. Deepak Shourie

Mr. A.K.Purwar

Company Secretary & Manager

Mr.Hasit Shukla

Auditors M/s. Chaturvedi & Shah M/s. BSR & Co.

WIRELESS NETWORK ININDIA

Urban Population- 97% Rural Population-42% National Highways-50% Rail Lines- 58% Census Towns-3,381 Non-census Towns/villages-

RELIANCE GROUP

Reliance – Anil Dhirubhai Ambani Group, an offshoot of the Reliance Group founded by

Shri Dhirubhai H Ambani (1932-2002), ranks among India’s top three private sector

business houses in terms of net worth. The group has business interests that range from

telecommunications (Reliance Communications Limited) to financial services (Reliance

Capital Ltd) and the generation and distribution of power (Reliance Energy Ltd).

Reliance – ADA Group’s flagship company, Reliance Communications, is India's largest

private sector information and Communications Company, with over 30 million

subscribers. It has established a pan-India, high-capacity, integrated (wireless and wire

line), convergent (voice, data and video) digital network, to offer services spanning the

entire infocomm value chain.

Other major group companies — Reliance Capital and Reliance Energy — are widely

acknowledged as the market leaders in their respective areas of operation.

AWARDS & RECOGNITION

2007January 10

Reliance Communications adds a record 1.4 million subscribers in December ‘06

January 18 Say Hello on Reliance ‘Simply 2030’

January 30 Reliance joins Lenovo and Intel for "Internet on the Move"

February 2 Reliance Communications’ market capitalization tops Rs 1 lakh crore ( 1 trillion rupees or

24.39 billion US dollars) on Bombay Stock Exchange

February 16 Reliance Communications offers best value on roaming

March 23 Govt’s Rural Telephone Scheme(RDEL)through Reliance Communications successfully

closes by March 31,2007

April 6 Reliance Communications acquires 1.2 million subscribers in March 2007.

May 2 A Classic Bonanza – Reliance Communications unveils handsets @ Rs 777

May 10 Reliance sets a new record, one million Classic handsets sold in just one week

May 14 Reliance Communications launches Classic Color Bonanza - Color handsets @ Rs 1234

June 6 Reliance Communications adds 1.4 million new mobile subscribers in May2007

June 6 Reliance Classic' Makes Music - FM Radio Phones Launched at just Rs.1888

2006January 01

Reliance Infocomm launches "One Nation, One Tariff" to enable Reliance India Mobile prepaid users to call anywhere in India at Re one per minute.

March 06Reliance Communications Ventures Ltd. (RCVL), India's leading integrated

telecommunications company, a member of the Reliance - Anil Dhirubhai Ambani group, lists on the Bombay Stock Exchange and National Stock Exchange.

June 22Reliance Communications ties up with Disney to offer on Reliance Mobile World India's

first 3D animation on mobile.

November 17 Reliance Communications launches Free Group Term Life Cover for its CDMA

subscribersDecember 28

Reliance Communications’ FLAG Telecom announces FLAG Next Gen to cover 60 countries

2005January 04

Reliance introduces first e-recharge facility in CDMA in India.

January 24Reliance India Mobile announces mega rural plan to cover 4 lakh villages and 65 crore

Indians by December 2005.

June 26Anil Ambani appointed Chairman of Reliance Infocomm

July 30Air Deccan and Reliance Web World join hands to offer air ticket booking facility at

Reliance Web World.

August 18Reliance Infocomm rolls out international roaming facility across several countries to

become the first Indian CDMA operator to offer its customers such a service.

September 21Apollo Hospital and Reliance Infocomm join hands to provide top class healthcare service

to millions of Indians in over a hundred Indian cities.

December 12Reliance Infocomm and China Telecom sign agreement for telecom services to provide

direct telecommunication service, including a global hubbing service, to subscribers in the two countries.

2004

January 12International wholesale telecommunications service provider, FLAG Telecom amalgamates

with Reliance Gateway, a wholly owned subsidiary of Reliance Infocomm

February 9Launches RIM Prepaid with attractive offer - For Rs 3500 get a Motorola C131 mobile phone and Rs 3240 worth of re- charge vouchers instantly and stay connected for 1 year

February 17Reliance subsidiary Flag Telecom announces FALCON Project - a major new Middle East

Loop Terabits Submarine Cable System with links to Egypt and Hong Kong via India

April 23Reliance Infocomm introduces first ever auction facility on Mobile phones through R

World.

June 8Reliance Infocomm introduces World Card - a Prepaid International calling card for

affordable and convenient ISD calls from India.

August 5launches the first regional Customer Contact Centre in Chennai

2003

February 14Launches Reliance Web World in top 16 cities

March 31Launches International Long Distance Services

April 25Introduces colour handsets

May 1Launches Reliance India Mobile Service commercially in top 92 cities

with one million customers.

June 10Launches India's first wireless Point of Sale (POS)

July 3Launches R Connect Internet connection cable

Aug 26Introduces Reliance India Phone Fixed Wireless Phone and Terminal

October 6Launches integrated broadband centre at Reliance Web World, Bangalore

October 30Reliance becomes India's largest mobile service provider within 7 months of commercial

launch

November 3Customer base touches 5 million

November 16Launches National Roaming

2002

February 25Obtains International Long Distance License from Govt. of India

December 22Commissions 1st Optic Fibre Backbone ring

December 24Establishes 1st Point of Interconnect (POI) in New Delhi

2001

May 10Optic fibre laying process commences in Gujarat, Andhra Pradesh & Maharashtra

2000

The Dream, 1999"Make a phone call cheaper than a postcard and you will usher in a revolutionary

transformation in the lives of millions of Indians" - Dhirubhai Ambani

1999The Reality, November 15

Reliance Infocomm begins Project Planning

MISSION

Excellence in Communication initiatives

To attain global best practices and become a world-class communication service

provider – guided by its purpose to move towards greater degree of sophistication

and maturity.

To work with vigour, dedication and innovation to achieve excellence in service,

quality, reliability, safety and customer care as the ultimate goal.

To earn the trust and confidence of all stakeholders, exceeding their expectations

and make the Company a respected household name.

To consistently achieve high growth with the highest levels of productivity.

To be a technology driven, efficient and financially sound organization.

To contribute towards community development and nation building.

To be a responsible corporate citizen nurturing human values and concern for

society, the environment and above all, the people.

To promote a work culture that fosters individual growth, team spirit and creativity

to overcome challenges and attain goals.

To encourage ideas, talent and value systems.

To uphold the guiding principles of trust, integrity and transparency in all aspects of

interactions and dealings.

VISION

“We will leverage our strengths to execute complex global-scale projects to facilitate

leading-edge information and communication services affordable to all individual

consumers and businesses in India.

We will offer unparalleled value to create customer delight and enhance business

productivity.

We will also generate value for our capabilities beyond Indian borders and enable millions

of India's knowledge workers to deliver their services globally.”

PRODUCT

DEFINITION:

“A product is a bundle of physical service and symbolical particulars expected to yield

satisfaction benefits to the buyers”.

(Phillip Kotler)

“A product is a complex of tangible and intangible attributers, including packaging, colors,

price, manufacture and retailer’s service which the buyer may accept as offering

satisfaction of wants of needs.”

(William J Stanton)

RELIANCE NETCONNECT USB MODEM

Features:

Connectivity:

Wireless internet access across 5300 towns and 3 lakh villages.

Internet browsing and download speed upto 153.6 kbps.

Compatible with Windows 2000 and Windows XP.

Voice and SMS Compatible:

Make and receive voice calls

Send and receive SMS upto 1000 characters

Store 1000 contacts in your phone book

Specifications:

Item DescriptionProtocol CDMA2000 1X RTT working frequency 824MHz ~ 849MHz/869MHz ~ 894MHz Uplink/Downlink Dimensions 84 mm (D) x 42 mm (W) x 12 mm (H) Weight About 32 g Receiver sensitivity Better than -104dBm Power consumption ≤1.5W Power supply 5V/500ma, from USB

RELIANCE NET CONNECT DATA CARD

Features -

Uninterrupted high-speed wireless Internet connectivity, across 10000 towns, 3 lakh

villages and growing.

Better surfing speeds, with download speeds up to 144 kbps.

High download speed of heavy email attachments

One-time installation of the dial-up software without the need to change the dial-up

configuration.

Hassle-free connection

o Connect instantly (No line busy / waiting tone)

o Easy to remember username / password (your phone / card number)

Enables a user to surf the Internet without being tied down to a landline from any location

— your bedroom, drawing room, hotel room, office, outdoors or on the move in a car, train

or bus.

The network advantage

This remarkable service virtually converts the whole of India into a wireless hot spot.

10000 towns and cities and 300,000 villages On highways, rail routes, airport lounges and remote locations

The plan advantage

The tariff is inclusive of all charges (the ISP charge as well as the Telecom

connectivity charge).

No need for an external or internal modem.

No need for an ISP account.

No need for a separate landline connection.

One free e-mail account (with a 10 MB mailbox) and 2 MB of web space 

A choice of prepaid and postpaid options to suit your usage needs

Use of data cards to make voice calls and send SMS

RELIANCE POSTPAIDSFIXED WIRELESS PHONES

Current models

CLASSIC 2208

CLASIC WP 820

LG LSP 410

CLASSIC WP 829

RELIANCE MOBILES

Old handset models

Color Handset

Current handset models

Old handset models

Color Handset with camera Current handset models

Video Camera Phone

Current handset models

PDA color phoneCurrent handset models

Reliance Hello Postpaid Plans

Plans-Need .

High STD calls

High local fixed calls

High local mobile calls

High on net

Special ones

One

Indi

Simply

2030

Plan 15

local

299

Plan50

Hello

125

Mobile

299

Plan 600

PlAn

100

Plan

150Month

ly rental

180 130 150

299 500

125 299 600 1000

1500

Clip 0 0 50 0 0 0 0 0 0 0

Free usage

50 0 35 0 470

0 150 600Onnet

975 1525

On net pack

charge

225 225 175

125 75 225 125 N.A. 75 75

On net 0.40

1.20 0.40

0.50

0.37

0.40 0.40 0.33 0.30

0.30Local

other GSM

1.00

1.20 1.60

0.50

1.47

0.40 0.40 1.47 1.33

1.20

Fixed 1.00

1.20 0.40

0.50

0.37

1.20 1.20 0.37 0.33

0.30Intra circle (Rs./min.)

On net 0.40

1.20 0.40

0.50

0.37

0.40 0.40 0.30 0.33

0.30

Other GSM

1.00

1.20 1.60

1.20

1.47

0.40 0.40 1.47 1.33

1.20

Fixed 1.00

1.20 1.20

1.20

1.10

1.20 1.20 1.10 1.00

0.90Inter circle (Rs./min.)

On net 0.40

1.20 2.40

2.40

2.20

2.40 2.40 0.30 2.00

1.80

Other GSM

I

1.00

1.20 2.40

2.40

2.20

2.40 2.40 2.20 2.00

1.80

Fixed 1.00

1.20 2.40

2.40

2.20

2.40 2.40 2.20 2.00

1.80

Plan one India offers lowest call rate of 0.40p/min on Reliance hello to Reliance hello.

HELLO PACKS

SMS Pack-

Get unlimited on net SMS anywhere in India +Rs. 25 worth off net SMS in just Rs.50 only

STD Pack-

Call any phone in India for Rs. 1/min. on rental just Rs. 99/month only

Night Pack-

Call any Reliance phone in Mahrashtra and Goa and Mumbai free between 11 pm to 7 am

on rent Rs. 99/month

HANDSET PROPOSITIONS

Get Rs.2400 intra circle on net talk time free

Free intra circle on net talk time-Rs.100 per month for 24 months

Applicable on –

Plan 150, plan 290, plan 500, plan 1000, plan 1500, plan 125, plan local 299, plan

mobile 299, plan one India 225, plan one India 225.

PLANS FOR RELIANCE MOBILES

POSTPAIDS

These are divided into three level of plans Entry level plans Mid level plans High level plans

ENTRY LEVEL PLANS

PLAN TYPE ENTRY PLANSP 149

NJ 199 SOH

O

NJ 199

INDIA

CHAT&

PLAY

MONTHLY RENTAL 124 199 199 199CLIP & PLAN CHARGES 25 - - -

TOTAL MONTHLY COMMITMENT

149 199 199 199

FREE INTRA CIRCLE TALK TIME

- 150 199 -

CALL RATES WITH IN M&G (Rs./Min.)TO ALL RELIANCE PHONE 0.50 0.50 1.20 1.2/0*

TO OTHER MOBILES 0.50 0.50 1.20 1.2/0.5*

TO LANDLINE 1.00 1.00 1.20 1.2/0.5*STD RATES REST OF INDIA (Rs./Min.)

TO ALL RELIANCE PHONE 2.00 2.49 2.40 2.40TO OTHER PHONES 2.00 2.49 2.40 2.40

MID LEVEL PLANS

PLAN TYPE MID LEVEL PLANRIO 299 RIO 399 NJ 299

SOHOMONTHLY RENTAL 299 399 299

CLIP & PLAN CHARGES - - --TOTAL MONTHLY

COMMITMENT299 399 299

FREE INTRA CIRCLE TALK TIME

- - 100

CALL RATES WITH IN M&G (Rs./Min.)TO ALL RELIANCE PHONE 0.40 0.40 0.50

TO OTHER MOBILES 1.00 1.00 0.50TO LANDLINE 1.00 1.00 1.00

STD RATES REST OF INDIA (Rs./Min.)TO ALL RELIANCE PHONE 1.00 0.40 1.50

TO OTHER PHONES 1.00 1.00 1.50

INDIA ROAM FREE PLANS

Roaming tariff for mobile roam free plansIndia Roam Free

Plan 390 Plan 990

Local out going calls while roaming

To Reliance/others

40p/Rs. 1 50p

STD out going calls All phone call rate

1.00 1.00

Incoming Free incoming talktime

1.00 1.00

HIGH LEVEL PLANS

PLAN TYPE MID LEVEL PLANNJ 399 NJ 499

MONTHLY RENTAL 399 499CLIP & PLAN CHARGES 50 50

TOTAL MONTHLY 449 549

COMMITMENTFREE INTRA CIRCLE TALK

TIME- -

CALL RATES WITH IN M&G (Rs./Min.)TO ALL RELIANCE PHONE 0.40 0.40

TO OTHER MOBILES 0.85 0.75TO LANDLINE 0.85 0.75

STD RATES REST OF INDIA (Rs./Min.)TO ALL RELIANCE PHONE 0.85 0.75

TO OTHER PHONES 0.85 0.75

Unlimited Reliance Mobile Calling Pack-

Call any Reliance mobile on rental of Rs. 375 per month Pack is available with all plans Only for Reliance mobile calls in Maharashtra & Goa This pack will not be applicable while roaming

RELIANCE NETCONNECT TARIFF PLANS FOR DATA

CARD & USB MODEM

1. Time Based Plans2. Data Based Plans

Time Based Plans

Post paid plans Freedom@ night

Swift 40

Swift72

Swift100

Swift180

Internet TariffMonthly charge 400 400 650 900 1500

Bundled hours/monthPeak hours

(6 am to 10 pm)Rs.50p/

min.20 hours 36 hours 50 hours 90 hours

Off peak hours(10 pm to 6 am)

Unlimited 20 hours 36 hours 50 hours 90 hours

Additional usage rate

N.A. Rs.50p/min.

Rs.50p/min.

Rs.50p/min.

Rs.50p/min.

Free E-mail 10 MB 10 MB 10 MB 10 MB 10 MB

accountFree web space 2 MB 2 MB 2 MB 2 MB 2 MB

Voice & SMS TariffFree SMS/month Nil Nil 100 per

month100 permonth

100 permonth

Data Based Plans

Post paid plans Freedom Freedom Plus PlatinumInternet Tariff

Monthly charge 650 900 1500Bundled data

Exchange/month1 GB 1.5 GB Unlimited

Additional usage rate Rs. 2/MB Rs. 2/MB N.A.Free E-mail account 10 MB 10 MB 10 MB

Free web space 2 MB 2 MB 2 MBVoice & SMS Tariff

Free SMS/month 100 100 100

Chapter-2:

LITERATURE REVIEW

Chapter -2: Literature Review

2.1.1: STUDIES RELATED TO GROWTH AND DEVELOPMENTS IN INDIAN

TELECOM SECTOR

Muller (1990)1 in his a research focuses that the success of the mobile commerce can be

attributed to the personal nature of wireless devices. Adding to this are its unique features

of voice and data transmission and distinct features like localization, feasibility and

convenience. The sustained growth of the mobile commerce around the world has been

more because of the transfer of technology according to the needs of local geography.

National Telecom Policy (1999) projected a target 75 million telephone lines by the year

2005 and 175 million telephone lines by 2010 has been set. Indian telecom sector has

already achieved 100 million lines. With over 100 million telephone connections and an

annual turnover of Rs. 61,000 crores, our present teledensity is around 9.1%. The growth of

Indian telecom network has been over 30% consistently during last 5 years. According to

Wellenius and Stern (2001) information is regarded today as a fundamental factor of

production, alongside capital and labor. The information economy accounted for one-third

to one-half of gross domestic product (GDP) and of employment in Organization for

Economic Cooperation and Development (OECD) countries in the 1980s and is expected to

reach 60 percent for the European Community in the year 2000. Information also accounts

for a substantial proportion of GDP in the newly industrialized economies and the modern

sectors of developing countries. Videsh Sanchar Nigam Limited (VSNL) 16th Annual

Report (2002)4

India like many other countries has adopted a gradual approach to telecom sector reform

through selective privatization and managed competition in different segments of the

telecom sector. India introduced private competition in value-added services in 1992

followed by opening up of cellular and basic services for local area to competition.

Competition was also introduced in National Long Distance (NLD) and International Long

Distance (ILD) at the start of the current decade. World Telecommunication Development

Report (2002) explains that network expression in India was accompanied by an increase in

productivity

of telecom staff measured in terms of ratio of number of main lines in 69

operation to total number of staff.

Indian Telecommunication Statistics (2002)6

in its study showed the long

run trend in supply and demand of Direct Exchange Lines (DEL). Potential

demand for telecom services is much more than its supply. In eventful

decade of sect oral reforms, there has been significant growth in supply of

DEL.

Economic Survey, Government of India (2002-2003)7

has mentioned two

very important goals of telecom sector as delivering low-cost telephony to

the largest number of individuals and delivering low cost high speed computer networking

to the largest number of firms. The number of phone lines per 100 persons of the

population which is called teledensity, has improved rapidly from 43.6 in March 2001 to

4.9 in December 2002. Adam Braff, Passmore and Simpson (2003) focus that telecom

service providers even in United States face a sea of troubles. The outlook for US wireless

carriers is challenging. They can no longer grow by acquiring new customers; in fact, their

new customers are likely to be migrated from other carriers. Indeed, churning will account

for as much as 80% of new customers in 2005. At the same time, the carrier‟s Average

Revenue per User (ARPU) is falling because customers have. Dutt and Sundram (2004)9

studied that in order to boost communication for business, new modes of communication

are now being introduced in various cities of the country. Cellular Mobile Phones, Radio

Paging, E-mail, Voice-mail, Video, Text and Video-Conferencing now operational in many

cities, are a boon to business and industry. Value- added hi-tech services, access to Internet

and Introduction of Integrated Service Digital Network are 70 being introduced in various

places in the country.

CHAPTER – 3

RESEARCH METHODOLOGY

RESEARCH METHODOLOGY

Methodology in the applied sense refers to various methods used by the researcher right

from data collection and various techniques used for the same for interpretation and

inference. Methods and techniques are often used synonymously in research literature.

Research methodology is what must be done, how it will be done, what data will be

needed, what data gathering will be employed, how sources of data will be selected and

how the data will be analyzed and conclusions reached. When we talk of research

methodology we not only talk of the research methods but also consider the logic behind

the methods we use in the context of our research study and explain why we are using a

particular method or technique and why we are not using others so that research results are

capable of being evaluated either by the researcher himself or by others.

1.1 Research Design

This research has been carefully designed to answer the following questions: Is SEBI achieving its task of regulating the Securities Market? Are the investors more protected now than in the past? How efficient is SEBI in carrying out its regulatory functions? What is the risk level in the Capital Market with SEBI’s intervention?

The research is basically descriptive in nature, since it carefully describes as well as quantifies the information presented in this study. It provides a detailed study and critical review of the functioning of the Securities and Exchange Board of India in its role as Regulator of the Securities Markets in India. The entire regulatory and empirical framework of the Securities and Exchange Board of India has been studied thoroughly. The basic methodology is presented in a framework that provides a structure for the nature of the analysis for a careful assessment of the implications of the Securities and Exchange Board of

India’s regulatory policies towards the Capital Market.

IMPORTANCE OF THE RESEARCH

Significance of research and research leads to invention. Following facts highlight the importance of the research.

(1) Research facilitates logical or scientific thinking process which leads towards flow less strategy formulation.

(2) It facilitates identification of ‘trends’ which ultimately responsible in marketing opportunities.

(3) Decision making becomes easier for well researched phenomenon.

(4) Research is important in solving various operational and planning problems of business and industry.

(5) It helps understanding perception of the employes about the training and accordingly designs the training process.

Objectives of the Study:

To attain global best practices and become a world-class utility.

To provide uninterrupted, affordable, quality, reliable and clean power

to millions of customers.

To achieve excellence in service, quality, reliability, safety and

customer care.

To work with vigor, dedication and innovation, with total customer care

as the ultimate goal.

To consistently achieve high growth with the highest levels of

productivity.

Data Collection

I. Secondary Researcha) Internal secondary data Data from the company itself which the

company already has.b) External secondary data Data from the magazines and news papers,

II. Survey Researcha)Telephone interviews Collection of information from respondents

via telephoneb) Mail interviews Collection of information from respondents

via mail or similar techniquesc) Personal interviews

Home interviews Intercept interviews

Collection of information in a face-to-face situation.Personal interviews in the respondent’s home or officePersonal interviews in a central location, generally a shopping mall

III. Field experiments Manipulation of the independent variable(s) in a natural situation.

Limitations of the Study

The following are limitations of the Study:

The study attempts to generalize the work done by SEBI as seen from its perspective to the whole of the Capital Market in India.

The study is based only on those companies with complete data for the period 1992 to 2006.

Time and resources were the major constraints on this study; hence the study is confined to the Ludhiana Stock Exchange and the findings are then generalized nationally.

The primary data for market intermediaries and investors is collected from one investment zone.

The sample size may be small, but it is representative.

This chapter has provided a vivid and clear background to the Ludhiana Stock Exchange. It has also provided the methodology used for this research work. It has explained clearly the research instruments and the various tools used for all the analyses.

RESEARCH AND FINDINGS

There are many types of the research like descriptive, analytical, basic, applied, qualitative,

quantitative, and conceptual. I have chosen the field of Asthana tower, reliance

communication .

Descriptive Research:In this type of research I have collected data by observation, by mailing to the companies or

to the key decision maker, by going to the company with the appointment with the key

decision maker and ask employees about training produres in the Reliance

Communication .

Analytical Research:I also have collected data from already available information. I got the information from

the newspapers with the help of that information (phone no.) I used to take appointment

with the concerned person and. In this research correlation technique is used to analyze the

data.

Basic or Pure Research:Visiting to the company to company I have got many people who are not satisfied with the

services of RCIL.This enhance my ability of dealing with the people and make them

satisfied.

Applied Research:The research which has immediate commercial potential is called applied research.

Applied research can further be classified as problem oriented and problem solving

research.

Problem Oriented Research – During the research I have met with many people who are having many problems regarding

the connections, poor network, poor services and many other problems. Most of the

customers are saying about the billing procedure they have big problem with the collection

of the bills so that makes the satisfaction level of the customers down.

Problem solving Research –

RCIL is facing the main problem about the network and the billing of postpaid connections

users because there is no collection centre near by the area which I have visited that is why

the company is not getting good business from the particular area.

Quantitative Research:I have visited about 350 companies and I have got different result from them 80% of the

people listened to me, 20% of the people did not listen me, the sales results were very low.

Conceptual Research:Many of the people want to pay the bill at the place which should be near to them and safe

also.

AREAS SURVEYED

In my project time I have visited in many areas in Pune so here is the information about the company which I have collected from them.-

Areas Surveyed:- procedure Pimpari MIDC Bhosari MIDC Chichwad Indrayani nagar Alandi MIDC Landewari

OBSERVATIONS-

The schemes of RELIANCE COMMUNICATION are

better in comparison to other.

RELIANCE COMMUNICATION CDMA has a facility of

Auto Roaming.

Better Internet plan compare to other.

Better roaming plan.

RELIANCE COMMUNICATION have strong customer

segment in corporate.

Lacking in promotional activity.

“billing problem”

Strong scheme for postpaid plan.

Classic which is new mobile manufacturer for RELIANCE

have to face many problems related to mobile set.

GRAPHICAL REPRESENRATIONOF THE AREAS VISITED

Reliance 22%

Airtel23% Idea

17%

BSNL31%

Others8%

CHINCHWAD

Reliance Airtel Idea BSNL Others

OBSERVATIONS-

In CHINCHWAD area mostly people believe on BSNL because they get some good facilities

there and they don’t want to change their mindsets about BSNL .They are having an

collection center of BSNL in chinchwad so this is very easy to themto pay the bills but

Reliance have their web world in PIMPRI and that is too far from there and no regular

collection of bills so Reliance needs to think about that.

Reliance26%

Airtel21%

Idea11%

BSNL28%

Others14%

PIMPRI

Reliance Airtel Idea BSNL Others

OBSERVATIONS-

In PIMPRI there is a big competition. There are many collection centers there Reliance, Airtel, Hutch are there but Reliance is doing well there.

Reliance27%

Airtel8%

Idea19%

BSNL30%

Others16%

MIDC BHOSARI

Reliance Airtel Idea BSNL Others

OBSERVATIONS-

In BHOSARI people need CUG connections most and for that they prefer Idea and Airtel

because they are also having good call rates for STD calls in CUG plans.

For non CUG plans they prefer BSNL because they are getting broadband connection on low

rates also.

Reliance 25%

Airtel19%Idea

20%

BSNL29%

Others7%

MIDC CHINCHWAD

Reliance Airtel Idea BSNL Others

OBSERVATIONS-

In MIDC CHINCHWAD Reliance is doing good business and paople want some new plans and good handsets in the market.

Reliance

27%

Airtel11%

Idea19%

BSNL31%

Others12%

INDRAYANI NAGAR

Reliance Airtel Idea BSNL Others

OBSERVATIONS-

In INDRAYANI NAGAR industrial area the main problem is related with the billing.There is no collection cernter here they are in PIMPRI & NIGDI and the distance is 5 km from here.

Reliance25%

Airtel16%

Idea20%

BSNL28%

Others11%

ALANDI

Reliance Airtel Idea BSNL Others

OBSERVATIONS-

ALANDI is very far from the main roads NASHIK highway is 8 km away from here so very difficult to reach there and in MARKEL (place away from Alandi) there is no good coverage.

Re-liance

26%

Airtel11%

Idea17%

BSNL31%

Others15%

MIDC LANDEWADI

Reliance Airtel Idea BSNL Others

OBSERVATIONS-

It is situated on old Bombey-Pune highway so there is good coverage and Reliance post paid is doing good here.

PROMOTIONAL WORK

Sales promotion is one of the four aspects of promotional mix. (The other three parts of the

promotional mix are advertising, personal selling, and publicity/public relations.) Sales

promotions are non-personal promotional efforts that are designed to have an immediate

impact on sales. Media and non-media marketing communications are employed for a pre-

determined limited time to increase consumer demand, stimulate market demand or improve

product availability. Examples include:

coupons

discounts and sales, including Blue Cross Sale

contests

point of purchase displays

rebates

free samples (in the case of food items)

gifts and incentive items

free travel, such as free flights

Sales promotions can be directed at the customer, sales staff, or distribution channel

members (such as retailers). Sales promotions targeted at the consumer are called consumer

sales promotions. Sales promotions targeted at retailers and wholesale are called trade sales

promotions. Some sale promotions, particularly ones with unusual methods, are considered

gimmick by many.

Under sales promotion I have done a survey for the web world franchisee and for that I have

visited some areas which are as follows-

F.C.ROAD

J.M.ROAD

BHANDARKAR ROAD

KARVE ROAD

M.G.ROAD

BOOTEE STREET

EAST STREET

VIMAN NAGAR

KALYANI NAGAR

KOREGAON PARK

I have distributed the pamplates, door to door or company to company selling, and have

putted stalls in the HCL carnival on F.C. road in hotel ASHISH PLAZA for two days also.

Re-liance18%

Airtel24%

Idea9%

Tata10%

Hutch17%

MTNL2%

BSNL20%

Market Share as on August 2007

Reliance Airtel Idea Tata Hutch MTNL

BSNL

Reliance57%

Airtel4%

TTSL37%

HUTCH1%

OTHER1%

CDMA Market Share

Reliance Airtel TTSL HUTCH

STL

Reliance3%

Airtel31%

Hutch22%

Idea12%

BSNL22%

MTNL2%

Spice2%

BPL1%

Aircel5%

GSM Market Share

Reliance Airtel Hutch Idea

BSNL MTNL Spice BPL

Aircel

Re-liance32%

BSNL35%

TATA25%

SIFY8%

INTERNET PROVIDERS

Reliance BSNL TATA SIFY

Top companies in respective services and products segment during (2006-07)

SERVICES (OVERALL)

Ran

k

COMPANIES Revenue( Rs.

Crore)

1 BSNL 40,135

2 BHARTI AIRTEL 17,888

3 RELIANCE 14,468

4 HUTCHISON ESSAR 10,565

5 VSNL 8,857

CELLULAR:

Rank COMPANIES Revenue( Rs. Crore)

1 Bharti AirTel 13,4312 Reliance 10,7283 Hutchison 10,5654 BSNL 9,4005 Idea Cellular 4,335

FIXED:

Rank

COMPANIES Revenue( Rs.

Crore)

1 BSNL 21,0202 MTNL 4,1163 BHARTI AIRTEL 1,6934 TTSL 1,5845 TTML 924

INTERNET AND BROADBAND:

ILD:

Rank COMPANIES Revenue( Rs. Crore)

1 VSNL 7,6482 RELIANCE 2,110

3 BHARTI AIRTEL 1,2404 AT&T 1765 C&W 88

NLD:

Rank COMPANIES Revenue( Rs. Crore)

1 BSNL 4,6652 BHARTI 1,0353 RELIANCE 6354 VSNL 5055 RAILTEL 116

INDIAN SERVICE INDUSTRY (FY 06-07):

CATEGORIES Revenue (Rs. Crore) Growth (in %)FY 05-06 FY 06-07

Fixed Line 34,161 30,190 -11.6Cellular 35,994 56,183 56.1NLD 9,015 7,186 -20.3ILD 7,251 11,056 58.7Internet & Broadband 1,620 2,040 26VSAT 443 540 21.9Radio Trunking 38 36 -5.3

Rank COMPANIES SUBSCRIBERS

(LAKH)

1 BSNL 40.92 MTNL 17.83 SIFY 8.24 BHARTI AIRTEL 6.85 RELIANCE 6.6

TOTAL 88,522 107,681 21.6

Top 10 Service providers (FY 06-07):

Rank Service provider

Revenue (in Rs. Crore) Growth (in %)

CategoryFY’ 05-06 FY’ 06-07

1 BSNL 12,062 15,891 32 Mobile Phone, Wireless infrastructure

2 Bharti Airtel 11,291 17,888 58.4 Fixed, Cellular,ISP,NLD,VSAT,ILD

3 Reliance 10,766 14,468 34.4 Fixed, Cellular,ISP,NLD,,ILD4 Hutchison 6,837 10,565 54.5 Cellular,NLD,,ILD5 VSNL 4,797 8,857 84.6 ISP,NLD,,ILD6 TTSL 2,575 5,178 101.1 Fixed, Cellular7 MTNL 5,561 4,923 -11.5 Fixed, Cellular,ISP,NLD8 IDEA 2,990 4,413 47.6 Cellular,NLD9 Aircel 977 1,507 54.2 Cellular,NLD,,ILD10 TTML 1,097 1,422 29.6 Fixed, Cellular

Total 87,068 109,356 25.6

Top Fixed Operators (Based on Revenue):

Rank Operator Revenue (in crore) Growth (in %)FY’ 05-06 FY’ 06-07

1 BSNL 25,195 21,020 -16.62 MTNL 14,988 4,116 -17.53 Bharti AirTel 1,320 1,693 28.34 TTSL 1,081 1,584 46.55 TTML 713 924 29.66 Reliance 513 460 -10.37 HFCL 261 285 9.2

Total 34,161 30,190 -11.6

Top Fixed Operators (Based on Subscriber):

Rank Operator Subscribers (in mn) Growth (in %)FY’ 05-06 FY’ 06-07

1 BSNL 36.77 36.70 -0.22 TTSL 4.02 4.36 8.53 MTNL 3.88 3.80 -2.14 RELIANCE 3.13 1.56 -50.25 Bharti Airtel 1.34 1.27 -5.26 TTML 1.04 0.75 -27.9

7 HFCL 0.23 0.25 8.7Total 50.58 48.91 -3.3

Top Players (Based on subscribers): (06/07)

Rank Company No. of Circle

Subscribers (in mn) Growth (in %)

Market Share (in

%)FY’ 05-06 FY’ 06-07

1 Bharti Airtel 23 19.58 37.14 89.7 23.72 BSNL 21 18.45 27.93 51.4 17.83 Reliance 23 17.31 27.85 60.9 17.74 Hutch 22 15.36 26.44 72.1 16.85 Idea 11 7.37 14.01 90.1 8.96 TTSL 20 4.85 11.43 135.7 7.37 Aircel 23 2.61 5.51 111.1 3.58 MTNL 2 1.99 2.75 38.2 1.89 Spice 2 1.93 2.73 41.5 1.710 BPL (Mumbai) 1 1.34 1.07 -20.1 0.711 HFCL infotel 1 0.06 0.07 16.7 0.0

Total 150 90.88 156.97 72.7 100.0

Top Players (Based on Revenue):

Rank Company No. of Circle

Revenue (in crore) Growth (in %)

Market Share (in

%)FY’ 05-06 FY’ 06-07

1 Bharti Airtel 23 8,239 13,431 63.0 23.92 Reliance 23 6,673 10,728 60.8 19.13 Hutch 22 6,837 10,565 54.5 18.84 BSNL 21 6,467 9,400 45.4 16.75 Idea 11 2,990 4,335 45.0 7.76 Tata

Teleservices20 1,878 4,092 117.9 7.3

7 Aircel 23 977 1,507 54.2 2.78 Spice 2 671 783 16.7 1.49 BPL (Mumbai) 1 655 505 -22.9 0.910 MTNL 2 573 807 40.8 1.411 HFCL infotel 1 22 20 -9.1 0.0

Total 150 35,994 56,183 56.1 100.0

CONCLUSION

Reliance communication is a very big brand name and I am very thankful to the Reliance

people to help me in completing my project in Reliance communication. Reliance

communication provides me the good opportunities to make my skills stronger in marketing.

I am also very thankful to my project guide Mr. Rajiv Taneja for giving me his useful

guidelines and important time.

While doing this project I have talked with many people and came to know about the market

and I learnt that how the companies’ works and what they have to do for retaining there

position in the market.

Reliance Communications has trained me to face the challenges whatever in the market.

CHAPTER- 5

CONCLUSION & RECOMMENDATION

CONCLUSION & RECOMMENDATION

After completing my work of analyzing and creating customers for postpaid mobiles, fixed

wireless phones, Data cards and USB modem of Reliance communication I want to

recommend some important facts to the company about its products.

Company should come with some good and effective plans to make the customer

satisfied.

Company should move towards the good customer relations so company should

plan for the customer relationship management.

Reliance Communications is having good range of its products that is why they are

challenging the competitors so make it large.

Sales Executives are not getting proper guidance and support from the seniors

because of heavy workload on them so there is a need to manage workload so

managing manpower is also a big task to do.

Majority of respondents complain about the after sales services like billings, and

interruption in the network so the quality of after sales services should be

improved.

Customer care services are very poor company should improve that part also.

Device installation and registration on site should be easier to work so that

customers need not to give more papers at the time of purchasing a new

connection.

Reliance Communication should make such strategies which suits the company’s

name and brand. Reliance Communication is already having a good brand image.

BIBLIOGRAPHY

WEBSITES:\

WWW.Reliancecommunication.com

www.google.com

www.altavista.com

BOOKS PREFFERED:

Marketing Management- Philip Kotler

Marketing Management- Rajan Saxena

NEWS PAPERS:

THE ECONOMIC TIMES

THE TIMES OF INDIA

ANNEXURE

QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF

RELIANCE POSTPAID

Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _

Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _Contact no. Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the telecom services you are using?Reliance Airtel Idea Hutch other

2) If other then Reliance then –Is there any possibility for other service provider?Yes No

If Reliance then which one?

Prepaid Postpaid

3) Do you know about the new plans in Reliance postpaid?Yes No

4) Which plan are you using currently and what is your bill?Plan - - - - - - Bill - - - - - - -

5) Do you want to take any postpaid connection with these plans?(After telling him all the plans according to his usage of phone)Yes No

QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OFRELIANCE NETCONNECT DATA CARD & USB MODEM

Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _Contact no.

Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the internet services are you using? Reliance Airtel BSNL VSNL other

2) How much is your monthly bill? Bill - - - - - -

3) Do you know about the Reliance net connect data card and USB modem? Yes No

4) You are using internet on Laptop Desktop Both

5) What is your usage?Surfing more Downloading more

6) Do you want to take any one with these plans?(After telling him all the plans according to his usage of internet)Yes No