CONTENT

CHAPTER NO 1 TITLE OF CHAPTER PAGE NO

INTRODUCTION INDUSTRY

OF

TELECOM

COMPANY PROFILE RESEARCH METHODOLOGY

OBJECTIV HYPOTHESIS SOURCES OF DATA COLLECTION a)Primary b)Secondary Limitations

4 5

DATA ANALYSIS &INTERPRETATION

CONCLUSIONS

6 7 8 9

SUGGESTION QUESTIONNAIRES BIBLIOGRAPHY

Chapter I NTRODUCTION OF TELECOM INDUSTRY

INTRODUCTION OF TELECOM INDUSTRY

TELECOM BUSINESS IN INDIA: Indian Telecommunication industry, with about 464.82 million phone connections (June 2009) is the third largest telecommunication network in the world and the second largest in terms of number of wireless connections. For the past decade or so, telecommunication activities have gained momentum in India. Efforts have been made from both governmental and non-governmental platforms to enhance the infrastructure. The idea is to help modern telecommunication technologies to serve all segments of Indias culturally diverse society, and to transform it into a country of technologically aware people.

MODERN GROWTH
A large population, low telephony penetration levels, and a rise in consumers' income and spending owing to strong economic growth have helped make India the fastestgrowing telecom market in the world. The first and largest operator is the state-owned incumbent BSNL, which is also the 7th largest telecom company in the world in terms of its number of subscribers. BSNL was created by corporatization of the erstwhile DTS (Department of Telecommunication Services), a government unit responsible for provision of telephony services. Subsequently, after the telecommunication policies were revised to allow private operators, companies such as Bharti Telecom, Tata Indicom, Vodafone, MTNL, Idea, Vodafone and BPL have entered the space. major operators in India. However, rural India still lacks strong infrastructure. In 2007, an article by Business week magazine reported that India's mobile phone market is the fastest growing in the world, with companies adding some 6 million new customers a month.

CHAPTER II COMPANY PROFILE

COMPANY PROFILE
Airtel is one of worlds leading providers of telecommunication services with presence in all the 22 licensed jurisdictions (also known as Telecom Circles) in India, and operations in Srilanka, Bangladesh and Africa. We served an aggregate of 207.8 million customers as of December 31, 2010; of whom 199.6 million subscribe to our GSM services and 3.2 million use our Telemedia Services either for voice and or broadband access delivered through DSL. We are the largest wireless service provider in India, based on the number of customers as of December 31, 2010. We offer an integrated suite of telecom solutions to our enterprise customers, in addition to providing long distance connectivity both nationally and internationally. We also offer Digital TV and IPTV Services. All these services are rendered under a unified brand "airtel". The company also deploys, owns and manages passive infrastructure pertaining to telecom operations under its subsidiary Bharti Infratel Limited. Bharti Infratel owns 42% of Indus Towers Limited. Bharti Infratel and Indus Towers are amongst top providers of passive infrastructure services in India. .

LIBERALIZATION OF TELECOMMUNICATIONS IN INDIA

The Indian government was composed of many factions (parties) which had different ideologies. Some of them were willing to throw open the market to foreign players (the centrists) and others wanted the government to regulate infrastructure and restrict the involvement of foreign players. Due to this political background it was very difficult to bring about liberalization in telecommunications. When a bill was in parliament a majority vote had to be passed, and such a majority was difficult to obtain, given to the number of parties having different ideologies.

Liberalization started in 1981 when Prime Minister Indira Gandhi signed contracts with Alcatel CIT of France to merge with the state owned Telecom Company (ITI), in an effort to set up 5,000,000 lines per year. But soon the policy was let down because of political opposition. She invited Sam Pitroda a US based NRI to set up a Center for Development of Telematics(C-DOT), however the plan failed due to political reasons. During this period, after the assassination of Indira Gandhi, under the leadership of Rajiv Gandhi, many public sector organizations were set up like the Department of Telecommunications (DoT) , VSNL and MTNL. Many technological developments took place in this regime but still foreign players were not allowed to participate in the telecommunications business. The demand for telephones was ever increasing. It was during this period that the P.N Rao led government introduced the national telecommunications policy [NTP] in 1994 which brought changes in the following areas: ownership, service and regulation of telecommunications infrastructure. They were also successful in establishing joint ventures between state owned telecom companies and international players. But still complete ownership of facilities was restricted only to the government owned organizations. Foreign firms were eligible to 49% of the total stake. The multi-nationals were just involved in technology transfer, and not policy making. During this period, the World Bank and ITU had advised the Indian Government to liberalize long distance services in order to release the monopoly of the state owned DoT and VSNL; and to enable competition in the long distance carrier business which would help reduce tariff's and better the economy of the country. The Rao run government instead liberalized the local services, taking the opposite political parties into confidence and assuring foreign involvement in the long distance business after 5 years. The country was divided into 20 telecommunication circles for basic telephony and 18 circles for mobile services. These circles were divided into category A, B and C depending on the value of the revenue in each circle. The government threw open the

bids to one private company per circle along with government owned DoT per circle. For cellular service two service providers were allowed per circle and a 15 years license was given to each provider. After 1995 the government set up TRAI (Telecom Regulatory Authority of India) which reduced the interference of Government in deciding tariffs and policy making. The DoT opposed this. The political powers changed in 1999 and the new government under the leadership of A.B Vajpayee was more pro-reforms and introduced better liberalization policies. They split DoT in two- one policy maker and the other service provider (DTS) which was later renamed as BSNL. The proposal of raising the stake of foreign investors from 49% to 74% was rejected by the opposite political party and leftist thinkers. Domestic business groups wanted the government to privatize VSNL. Finally in April 2002, the government decided to cut its stake of 53% to 26% in VSNL and to throw it open for sale to private enterprises. TATA finally took 25% stake in VSNL. This was a gateway to many foreign investors to get entry into the Indian Telecom Markets. After March 2000, the government became more liberal in making policies and issuing licenses to private operators. The government further reduced license fees for cellular service providers and increased the allowable stake to 74% for foreign companies. Because of all these factors, the service fees finally reduced and the call costs were cut greatly enabling every common middle class family in India to afford a cell phone.

GROWTH OF MOBILE TECHNOLOGY

India has become one of the fastest-growing mobile markets in the world. The mobile services were commercially launched in August 1995 in India. In the initial 56 years the average monthly subscribers additions were around 0.05 to 0.1 million only and the total mobile subscribers base in December 2002 stood at 10.5 millions. However, after the number of proactive initiatives taken by regulator and licensor, the monthly mobile

subscriber additions increased to around 2 million per month in the year 2003-04 and 2004-05. Although mobile telephones followed the New Telecom Policy 1994, growth was tardy in the early years because of the high price of hand sets as well as the high tariff structure of mobile telephones. The New Telecom Policy in 1999, the industry heralded several pro consumer initiatives. Mobile subscriber additions started picking up. The number of mobile phones added throughout the country in 2003 was 16 million, followed by 22 million in 2004, 32 million in 2005 and 65 million in 2006. The only country with more mobile phones than India with 246 million mobile phones is China 408 million. India has opted for the use of both the GSM (global system for mobile communications) and CDMA (code-division multiple access) technologies in the mobile sector. In addition to landline and mobile phones, some of the companies also provide the WLL service. The mobile tariffs in India have also become lowest in the world. A new mobile connection can be activated with a monthly commitment of US$0.15 only. In 2005 alone 32 million handsets were sold in India. The data reveals the real potential for growth of the Indian mobile market. In March 2008 the total GSM and CDMA mobile subscriber base in the country was 375 million, which represented a nearly 50% growth when compared with previous year. In April 2008 the Indian Department of Telecom (DoT) has directed all mobile phone service users to disconnect the usage of unbranded Chinese mobile phones that do not have International Mobile Equipment Identity (IMEI) numbers, because they pose a serious security risk to the country. Mobile network operators Therefore planned to suspend the usage of around 30 million mobile phones (about 8 % of all mobiles in the country) by April 30

WHAT IS SALES STRATEGY?

A sale is the pinnacle activity involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity.

A sale is completed by the seller or the owner of the goods. It starts with consent (or agreement) to an acquisition the passing of title (property or ownership) in the item and the application and due settlement of a price, the douche of or any claim upon the item. The purchaser, though a party to the sale does not execute the sale, only the seller does that. To be precise the sale completes prior to the payment and gives rise to the obligation of payment.

COMPANY PROFILE
Type : Public listed on BSE

Founded

1985

Headquarter

New Delhi

Key People

Sunil mittal (Chairman & CEO)

Industry

telecommunication

Product

Mobile & fixed Line Telecommunication operator

Website

Bharti Group Airtel

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COMPANY HISTORY

11

SUNIL BHARTI MITTAL CHAIRMAN AND GROUP MANAGING DIRECTOR

Sunil Bharti Mittal is the chairman and group managing director of Bharti TeleVentures. He is a graduate of Punjab University and completed the owner/president management program at Harvard Business School in 1999 Bharti Airtel (BSE: 532454) formerly known as Bharti Tele-Ventures LTD (BTVL) is the largest cellular service provider in India, with more than 156 Million subscribers as of 2011. With this, Bharti is now the worlds third-largest, single-country mobile operator and sixth-largest integrated telecom operator. It also offers fixed line services and broadband services. It offers its TELECOM services under the Airtel brand and is headed by Sunil Bharti Mittal. The company also provides telephone services and Internet access over DSL in 14 circles. It also acts as a carrier for national and international long distance communication services. The company has a submarine cable landing station at Chennai, which connects the submarine cable connecting Chennai and Singapore. The businesses at Bharti Airtel have always been structured into three individual strategic business units (SBU's) - Mobile Services, Airtel Telemedia Services & Enterprise Services. The mobile business provides mobile & fixed wireless services using GSM technology across 23 telecom circles while the Airtel Telemedia Services business offers broadband & telephone services in 95 cities and has recently launched a Direct-to-Home (DTH) service, Airtel Digital TV. Shahrukh Khan is the brand ambassador of the mobile company and Kareena Kapoor and Saif Ali Khan are the brand ambassadors of the DTH Company.The company provides end-to-end data and enterprise services to the corporate customers through its nationwide fiber optic backbone, last mile Connectivity in fixed-line and mobile circles, VSATs, ISP and international bandwidth access through the gateways and landing station.

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Globally, Bharti Airtel is the 3rd largest in-country mobile operator by subscriber base, behind China Mobile and China Unicom. In India, the company has a 24.6% share of the wireless services market, followed by 17.7% for Reliance Communications and 17.4% for Vodafone Essar. Bharti airtel limited is a leading global telecommunications company with operations in 19 countries across Asia and Africa. The company offers mobile voice & data services, fixed line, high speed broadband, IPTV, DTH, turnkey telecom solutions for enterprises and national & international long distance services to carriers. Bharti airtel has been ranked among the six best performing technology companies in the world by business week. Bharti airtel had 200 million customers across its operations.

Announcing the milestone, Mr. Rajan Bharti Mittal, Joint Managing Director, Bharti Tele-Ventures Ltd., said, Our journey to leadership in the fixed line segment started with the rollout of the countrys first private fixed line service network in erstwhile Madhya Pradesh. Since then we have come a long way and have made huge investments in setting up a pan India fixed line network. We have once again proved that a company with dreams and passion can make a difference. While I feel humbled by the faith our customers have shown in us, I also take this opportunity to thank all our partners, the government, the administration, our team and the people of India who have been with us in our quest for leadership.

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COMPANY SNAPSHOT
Bharti Airtel provides telecommunication services primarily to corporate, and small and medium scale enterprises in India. It offers global system for mobile communication (GSM) services, broadband and telephone services, national and international long distance services, and enterprise services. The company's mobile communication services include information services, short message, and prepaid and post paid services, as well as wireless application protocolenabled Internet access and roaming services. Its telephone services include telephone services, dial-up services, special phone plus services, unified messaging, and audio conference services; and broadband services comprise integrated services digital network, leased line, virtual private networks, and wireless fidelity networks. The company also offers long-distance voice and data communication services, as well as enterprise services, such as voice services, mobile services, satellite services, managed data and Internet services, and managed e-business services. As of Mar. 31, 2006, it provided telecommunications services to approximately 20,925,948 customers,

consisting of 19,579,208 GSM mobile and 1,346,740 broadband and telephone customers. Bharti Airtel has strategic alliances with SingTel and Vodafone; partnerships with Ericsson and Nokia; and an information technology alliance with IBM. The company was founded in 1995. It was formerly known as Bharti Tele-Ventures and changed its name to Bharti Airtel in April, 2006. The company is based in New Delhi, India. Bharti Airtel is a part of Bharti Enterprises.

HIGHLIGHTS
Issued in public interest by Bharti Airtel

Bharti Airtel to Observe Silent period from December 31, 2009 14

Airtel digital TV replaces Worlds pace radio channels

Bharti Airtels Middle East Connect Network to serve global carriers in the region

Bharti Airtel presents Indias First Mobile Phone Usage Survey

Bharti Airtel Inks Contracts to Build Southeast Asia Japan Cable System

Bharti airtel adds another dimension to its strategy of multi screen convergence- launches airtel broadband TV

airtel 3G service comes docking on the shores of Mumbai airtel launches 3G services in aapno Jaipur bharti airtel and other global telcos launch EIG for Commercial use Now experience cricket like never before - on your airtel mobile!

BRAND AIRTEL
Airtel is a brand of telecommunication services in India and Sri Lanka owned and operated by Bharti Airtel. It is the largest cellular service provider in India in terms of number of subscribers. Services are offered under the brand name Airtel: Mobile Services (using GSM Technology), Broadband & Telephone Services (Fixed line, Internet Connectivity(DSL) and Leased Line), Long Distance Services and Enterprise Services (Telecommunications Consulting for corporate). It has presence in all 23 circles of the country and covers 71% of the current population (as of Financial Year 2007).

15

Airtel has also launched 16Mb/s broadband plans in India, making it the first ISP to do so.

AIRTEI SHRI LANKA

In December 2008, Bharti Airtel rolled out third generation services in Sri Lanka in association with Singapore Telecommunications. SingTel is a major player in the 3G space in Asia. It operates third generation networks in several markets across Asia.

Airtel's operation in Sri Lanka, known as Airtel Lanka, commenced operations on the 12th of January 2009.

TOUCHTEL
Until September 18, 2004, Bharti provided fixed-line telephony and broadband services under the Touchtel brand. Bharti now provides all telecom services including fixed-line services under a common brand "Airtel.

BLACKBERRY
On 19 October 2004 Airtel announced the launch of a BlackBerry Wireless Solution in India. The launch is a result of a tie-up between Bharti Tele-Ventures LIMITED AND RESEARCH IN MOTION (RIM).

DIGITAL TV
Main article: Airtel Digital TV

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On 9 October 2008, Airtel joined the DTH bandwagon in India with Airtel Digital TV, a Direct-to-Home Television service.

IPHONE 3G
The Apple iPhone 3G was rolled out in India on 22 August 2008 via Airtel & Vodafone. Airtel & Vodafone have launched the newly released iPhone 3GS (16GB & 32GB) in August 2009 in India.

MERGER TALKS
In May 2008, it emerged that Bharti Airtel was exploring the possibility of buying the MTN Group, a South Africa-based telecommunications company with coverage in 21 countries in Africa and the Middle East. The Financial Times reported that Bharti was considering offering US$45 billion for a 100% stake in MTN, which would be the largest overseas acquisition ever by an Indian firm. However, both sides emphasize the tentative nature of the talks, while The Economist magazine noted, "If anything, Bharti would be marrying up," as MTN has more subscribers, higher revenues and broader geographic coverage. However, the talks fell apart as MTN group tried to reverse the negotiations by making Bharti almost a subsidiary of the new company. In May 2009, Bharti Airtel again confirmed that it is in Talks with MTN and companies have now agreed discuss the potential transaction exclusively by July 31, 2009. Bharti Airtel said in a statement Bharti Airtel Ltd is pleased to announce that it has renewed its effort for a significant partnership with MTN Group".

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Talks eventually ended without agreement, some sources stating that due to the South African government opposition

SPONSORSHIP
Bharti Airtel signed a five-year deal with ESPN Star Sports to become the title sponsor of the Champions League Twenty20 cricket tournament. The tournament itself is named "Airtel Champions League Twenty20."

AIRTEL 3G
Airtel plans to launch the nationwide 3G services in India in the second quarter of 2010 Announces significant network investment to offer comprehensive 3G coverage in aamchi Mumbai Provides stock market and entertainment followers with multiple ways of staying tuned to the latest - all through the mobile device Brings along enhanced speed capabilities to empower Mumbaikars with the ability to access data and a host of innovative applications - anytime, anywhere

BHARATI AIRTEL AND OTHER GLOABL TELCOS LAUNCH EIG FOR COMMERCIAL USE
set to boost the connectivity to the Middle East, Africa and Europe by offering enhanced capacity, redundancy and network resilience Lands in bharti Airtels landing station in India (Mumbai)

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 Bharti airtel connects India - Middle East - Europe route via 3 alternate paths (SEAME-WE4, IMEWE and EIG ) Bharti airtel will provide Network Administration (NA) and Network Operations Control (NOC) for EIG

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NAME
Business Description

BHARTI AIRTEL LIMITED.

Provides GSM mobile services in all the 22 telecom circles in India, Srilanka, Bangladesh and now in 16 Countries of Africa. Provides telemedia services (fixed line and broadband services through DSL) in 88 cities in India. We also offer suite of Enterprise solutions, DTH and IPTV Services July 07, 1995, as a Public Limited Company Rs. 157,560 million (ended December 31, 2010Audited) Rs. 103,053 million ( ended December 31, 2009Audited) As per IFRS Accounts 3,797,530,096 as at December 31, 2010 The Stock Exchange, Mumbai (BSE) The National Stock Exchange of India Limited (NSE) India: 157,485,000 GSM mobile and 3,257,000 Telemedia (status Africa: as on 42,124,000 December GSM 31, Customers. 2010) mobile.

Established Proportionate revenue

Shares in2007 issue Listings

Customer Base

Operational Network

(status as on December 31, 2010) Provides GSM mobile services in all the 22 telecom circles in India, Srilanka, Bangladesh and now in 16 Countries of Africa.

Provides telemedia services (fixed line) in 88 cities in India. Provides an integrated suite of Enterprise solutions, in addition to providing long distance connectivity both Nationally and Internationally.

We also offer DTH and IPTV Services. . 20

Bharti Tele-Ventures was incorporated on July 7, 1995 as a company with Limited liability under the Companies Act, for promoting Telecommunications services. Bharti Tele-Ventures received certificate for commencement of business on January 18, 1996. The Company was initially formed as a wholly-owned subsidiary of Bharti Telecom Limited. The chronology of events since Bharti Tele-Ventures was incorporated in 1995 is as follows:

CALENDAR YEAR & EVENTS

1995 - Bharti Cellular launched cellular services'AirTel' in Delhi

1996 - STET International Netherlands NV, or STET, a company promoted by Telecom Italia, Italy acquired a 20% equity interest in Bharti Tele-Ventures - Bharti Telenet launched cellular services in Himachal Pradesh

1997 - British Telecom acquired a 21.05% equity interest in Bharti Cellular - Bharti Telenet obtained a license for providing fixed-line Services in Madhya Pradesh circle - Bharti Telecom and British Telecom formed a 51%: 49% joint venture, Bharti Airtel is India's leading provider of telecommunications services. The company provides GSM mobile services across India in 23telecom circles and broadband & telephone services in 90 cities.

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SUBSCRIBER BASE
The Airtel subscriber base according to TRAI - Telecom Regulatory Authority of India as of February 2010] was:

Chennai - 2,133,677 Delhi - 4,671,177 Mumbai - 2,791,963 Kolkata - 2,456,896 Madhya Pradesh - 7,690,609 Gujarat - 3,981,660 Andhra Pradesh - 8,892,353 Karnataka - 9,820,812 Tamil Nadu - 6,003,040 Kerala - 2,169,633 Punjab - 3,754,405 Maharashtra - 6,248,906 Uttar Pradesh (West) - 2,256,862 Uttar Pradesh (East) - 5,722,386 Rajasthan - 6,704,274 West Bengal & Andaman and Nicobar - 3,501,560 Himachal Pradesh - 951,121 Bihar - 7,152,245 Orissa - 2,811,453 Assam - 1,448,389 North Eastern States - 890,054 Jammu & Kashmir - 1,590,935

2 22

The total is 101,114,971 or 24.2% of the total 375,742,592 GSM + CDMA mobile connections in India till February 2009; and presently the Number 1 operator in India. In 2009 Airtel also launched in Sri Lanka. On the 9th of May, 2009 Airtel signed a major deal with Manchester United Football Club. As a result of the deal, Airtel gets the rights to broadcast the matches played by the team to its customers.

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DISTRIBUTION CHANNEL FOR AIRTEL (PREPAID)

Organization
O

Direct Retailers (ARC & AEO)

Company Flagship Stores

Franchises

Customer

Outlets

Customer

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Distribution pattern of prepaid sim card & recharge voucher

Firstly the company produces various prepaid recharge vouchers and easy recharge then the company manufactures lapoo sim card. With the help of this lapoo sim card a person can get easy recharge anywhere. After manufacturing easy recharge voucher company supply overs to distributor. Easy recharge and paper recharge is then transferred for further distribution. According to our study we found that there are seven distributors in our territory. One of them, Swaraj is our leading distributor. For distribution work, distributors appoint various FSE (Field Sales Executive) so that easy recharge and vouchers are promoted and for creating new outlets. Lapoo sim distribution is also provide by FSE to the old as well as new retailers Due to this distribution its helps company to move further distribution smoothly. FSE (field sales executive) provides easy and paper recharge according to requirement of the retailer. In our study we found, there are various retailers who are engaged with airtel easy recharge and paper recharge. Retailers provide easy recharge and paper recharge according to requirement of the customer. The customer who Purchase the easy recharge and paper recharge they want satisfaction as per Airtel as created brand image and

good service. Retailers always enjoy with Airtel sales & even Customers. Due to good network service and various schemes like friends, campus provided by Airtel, customer enjoys Airtel & prefer it with satisfaction.

Company Distributer FSE (field sales executive) Retailers customer

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AIRTEL PREPAID ADVANTAGES OF AIRTEL PREPAID

Total Cost Control Pre activated STD/ISD without deposits or rentals Strong Network coverage Instant Balance and Validity Enquiry Recharge your airtel Prepaid Prepaid Roaming More with airtel Prepaid Caller Line Identification

TOTAL COST CONTROL

You can control your airtel Prepaid like never before. No more rentals or deposits simply recharge as much as you need to from as low as Rs. 10, to as high as Rs. 10,000/-.

PRE ACTIVATED STD/ISD WITHOUT DEPOSITS OR RENTALS

You can now enjoy a pre-activated STD/ISD on your airtel Prepaid. No more paying deposits or having a minimum balance in your account to make an STD/ISD call. Hassle-free calls are here to stay!.

STRONG NETWORK COVERAGE

Enjoy complete clarity when calling with airtels world-class technology and unbreakable network coverage that spans over 23 circles across the country.

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Instant Balance and Validity Enquiry

Your account balance is updated on the screen of your handset at the end of each chargeable call. You can also call 123 from your mobile phone and listen to the voice announcement or simply dial *123#, press 'OK' or 'YES' button and your account balance will be displayed on the screen of your handset.

RECHARGE YOUR AIRTEL PREPAID

Recharging is Easy. The calling value on your card keeps reducing as you make calls or use any other chargeable service. Choose the airtel Prepaid Recharge Coupon thats right for you, from a variety of tailor made recharge coupons with different denominations, which are available at a number of outlets across your city. Simply follow the procedure mentioned below, to recharge your phone.

Flexible recharge voucher

this unique recharge voucher gives you the option to choose between validity or talktime, as per your need.

Easy Recharge
Recharge your airtel Prepaid Card electronically with value that suits your needs, starting from Rs. 10 till Rs. 10,000. You can also recharge your airtel Prepaid while roaming anywhere in the country

24-hour Recharge via ATM

Recharge your airtel Prepaid round-the-clock at your nearest ATM. Just walk up to your nearest ATM, insert the ATM card and enter your ATM PIN number. Select 'Mobile Recharge / Bill Pay' from the main menu and follow the prompts to recharge your prepaid. This recharge option is available with all leading banks.

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INTERNET RECHARGE
You may log on to the Internet banking website of your bank and select the prepaid recharge option to recharge your airtel prepaid. Many leading banks provide Internet based recharging. The following recharge denominations are available nationally for recharge through Bank website or ATM. Denomination Rs 50 100 200 300 500 Total Calling value Rs 43.33 88.66 179.32 269.99 451.31 904.62 Proc Fee Rs 2.0 2.0 2.0 2.0 2.0 2.0 Service tax Rs 4.67 9.34 18.68 28.01 46.69 93.38 Validity Days 30 30 30 30 30 30

PREPAID ROAMING
Airtel Prepaid comes preactivated with 'National Roaming', so you stay connected no matter wherever you are. You can also send or receive MMS, check your email and access other GPRS services while roaming in India as you would in your own city. While traveling abroad you can receive calls & send or receive SMS. For coverage & charges while roaming, click here In case you are not able to login to any network while roaming Please follow these instructions: Go to "menu option of your mobile. Select "Manual" network. Select desired network.

MORE WITH AIRTEL PREPAID

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MMS (Multi-media Messaging Service)

Jazz up your messages with pictures, images and video clippings, with MMS from airtel! To activate MMS on your phone, SMS 'MMS' to 56465 and save service settings.

Call management Services

Call waiting, call hold, call divert and Caller Line Identification Presentation all with your airtel prepaid connection.

Voice Mail
when your handset is switched off or youre too busy to answer the phone, airtel Voicemail will answer your calls and record a message. The best part is that there's no extra monthly cost for setting up Voicemail - you just pay for the phone call when you use the service.

SMS (Short Messaging Service)

Send messages quickly and easily using text, if it's too noisy to talk or you don't have much time. It's the way to share those interesting one-liners, important reminders and rib-tickling jokes, with anyone, anytime, anywhere in the world.

CALLER LINE IDENTIFICATION

Call Line Identification gives you the power to know the phone number of the calling party even before you answer the call, thus giving you the choice to either reject or take the call. It provides the added advantage of saving the incoming number directly in the Handset Phone Book. So that the next time you want to call the same person, you don't need to retype his number, simply use your phone book.

SMS BASED INFORMATION SERVICES

With Airtel's SMS based information services; you can get up to the minute cricket scores, order flowers as well as send couriers or check your daily horoscope!

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INSTANT VALUE VOUCHERS

1.

New 59T pack

(Calling to Airtel number in UP and Uttaranchal is at

30p.Calling to any mobile number in UP and Uttaranchal is at 50p & Landline number in UP and Uttaranchal is at 75p. SMS to any number in UP and Uttaranchal at 50p.It is available on easy charge only.) 2.

New 49P Pack (The new 49p Pack gives you the benefit to make calls to any

GSM number {except BSNL} in UPE and UPW at just Rs.0.49 and to landline and BSNL mobile at Rs.1). 3.New

98 Pack (Calling to Airtel number in UP and Uttaranchal is at 30p.Calling

to any mobile or landline number in UP and Uttaranchal is at 50p.SMS to any number in UP and Uttaranchal at 50p.Calling to mobile or landline numbers in Delhi, Mumbai, Chennai & Kolkata at Rs.1 only. Rs1.5 to other STD calls. It is available on easy charge only. 4. India

One Plan on recharge of Rs.899 we now announce a unique offer for our

prepaid customers in which when they recharge with Rs. 899, they get to call any number in India at just Re.1. This offer is applicable for both new & existing customers. 5. Life

time validity on recharge of Rs.99.

Key Benefits:
- Fantastic Tariffs - Customer can manage his own Plan - Customer gets the Desired Tariff Immediately.

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SALES PROMOTION ACTIVITY OF AIRTEL:

Sales promotion activity plays an important role in increasing sales of company which helps to increase the profit of the company as sales of the company increases they can provide much better facilities market campaigning because of tough competition in market therefore it is necessary good promotion activity to survive in the market. Airtel has introduced different schemes frequently.

SPONSORSHIP ACTIVITY:
Airtel has provided sponsorship to champions league T-20 cricket cup. It increases brand of airtel Promotion through celebrities airtel is targeting different ambassador like A R. Rehman, Saif Ali Khan, Karina Kapoor targeting youngsters.

HOARDING:
It plays an important role to create brand image of the company highlighting the special facilities from other company.

ROAD SHOW:
Airtel has carried its mega campaign through road shows activity on vehicles displaying banners hoarding.

THROUGH DISTRIBUTERS:
Distributers sometimes on their own expenses sponsors the local event they provide some scheme and offer by which dual advantages are create why distributor company like increasing in sale of distributer and other promotional activity of the company.

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CHAPTER III RESEARCH METHODOLOGY

32

RESEARCH METHODOLOGY

Research methodology is a process of systematic gathering recording & analyzing data collected by various techniques to assess the response and accordingly prepare a report base on which impact of promotional activities and offers of airtel which is given to customer and retailers can be analised.

After defining objectives of study plan must be arrange in order and write them in the form of experimental plan or what can be described as research plans.

SAMPLING
Regardless of the method used to obtain primary data the researcher has to be decide whether the information to be obtaining under the study of limited area population under study the population understudy only are considering only for analysis because in this case observation method helps a lot .

SAMPLE SIZE:A sample is only portion of the restricted area. Sample size is 100 only. Have been taken during the study of this project been carried on at airtel.

Sample unit: - since the project

Following person were taken as sample unit and were interviewed.

Distributors Retailers

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COLLECTION OF DATA
The tools for collection of data will be collected through internal as well

PRIMARY DATA:
Interaction with distributor, retailers, and salesmen will be conducted and 0data will be fetch through personal interview and questionnaire.

SECONDARY DATA:
Information from internet company manual report of the company will be helpful in collecting secondary data.

LIMITATION OF DATA:
Since the airtel product and services in whole Indian economy enjoys good share of growth of telecom sector. My study area was restricted to west Nagpur city outlet and retailers. Even though there are various problems entangled regarding Airtel prepaid simcard and recharge voucher. 1. Reluctant to slum area and remote places. 2. Congestion with network. 3. Non availability of product in some outlet. 4. Sales reduced due to absence of sales representative.

MARKET RESEARCH

34

Market research often contains formal study of specific problem and opportunities it may request survey product reference to a sales forecast it is a job of marketing researcher to produce customer insight into the problem. We define marketing research as a systematic design collection and analysis and reporting of data and finding relevant to specifichave their own marketing research departments. Company normal budget. Marketing research at 1 or 2% or company sales

DISTRIBUTION PATTERN OF PREPAID SIM CARD & RECHARGE VOUCHER

Firstly the company produces various prepaid recharge vouchers and easy recharge then the company manufactures lapoo sim card. With the help of this lapoo sim card a person can get easy recharge anywhere. After manufacturing easy recharge voucher company supply overs to distributor. Easy recharge and paper recharge is then transferred for further distribution. Them, Swaraj is our leading distributor. For distribution work, distributors appoint various FSE (Field Sales Executive) so that easy recharge and vouchers are promoted and for creating new outlets. Lapoo sim distribution is also provide by FSE to the old as well as new retailers Due to this distribution its helps company to move further distribution smoothly. In our study we found, there are various retailers who are engaged with airtel easy recharge and paper recharge. Retailers provide easy recharge and paper recharge according to requirement of the customer. The customer who Purchase the easy recharge and paper recharge they want satisfaction as per Airtel as created brand image and

good service. Retailers always enjoy with Airtel sales & even Customers. Due to good network service and various schemes like friends , campus provided by Airtel, customer enjoys Airtel & prefer it with satisfaction.

35

Company Distributer FSE (field sales executive) Retailers customer

DEFINE THE NEED OF DATA COLLECTION:

We gathered the data to analyze the market situation and compare the Airtel prepaid connection with the other telecom companies, like Vodafone, Idea, reliance, Tata indicom, BSNL. We analyzed current market scenario for sales as well as we came to know about the different marketing strategy of other company.

There are various companies in market, which are competing each other for the survival in market. To study the present condition of market as well as Different plans and strategy adopted by different companies, we studied schemes, plans, linking of people, talk times and other factors.

We collected data to know the sales, services and companies reputations. For knowing these factors we collected data with the help of various survey and questioners.

DATA SOURCE
After identifying and defining the research problem and determining specific information required to solve the problem the researcher task is look for the type and source of data which may yield the desire results there are two type of data primary data or secondary data . Primary data

36

Secondary data

Primary data are generated when a particular problem at hand is investigated by researcher employing questioner, telephony survey Secondary data on the other include those data which are collected from some earlier research work and are applicable or useable in study .

PRIMARY DATA COLLECTION

Survey Personal interview Telephonic survey

SURVEY:
It is the most commonly method of data collection in marketing research it is the systematic gathering of data from respondents through questionnaires the purpose of survey research is to facilitate understanding or enable of some aspect

PERSONAL INTERVIEW:
In personal interview the investigator questions the respondents in a face to face meeting interview may be conduct to retailers and distributers.

TELEPHONIC SURVEY:

37

In telephone survey prospective respondents usually at home and ask to answer a series of questions over the telephone.

SECONDARY DATA
On the other in clued those data which are collected from some earlier research work and are applicable or useable in the study researcher has presently undertaken.

SECONDARY DATA COLLECTION INTERNAL DATA:

It is the procedure or by a outlet in its record sales result advertisement expenditure these are few examples of secondary data internally available in outlet maintain their internal secondary data in systematic.

EXTERNAL DATA:
This data are generated and collected from The process of secondary data collection and analysis is called desk research. Secondary data are those data in this research of Airtels outlets are collected from earlier work and applicable in the study of the research. Secondary data in this research of Airtels outlets are collected through companys website and prior research report.

PROCESSING OF DATA COLLECTED:

38

The primary data which have been collected by survey experiments or observations by the field investigator hastily entered on questionnaires. Owing pressure of interview the researcher has to write immediately and often not systematically the information thus collected may be eligible in completely inaccurate to a certain extent also the information thus collected laying scatter. Keeping this in mind the researcher must take some measures to bring the data the firm where it can be easily analyzed.

TABULATION:
It refers to bring together similar data and totaling them in an accurate.

CHART GRAPHS: Charts like pie chart, doughnut, column chart etc introduce.

COMPUTER: There was enormous data was finally analyzed the help of MS-Excel.

39

OBJECTIVES OF THE PROJECT

The objective of the project To study the market potential of airtel and sales of prepaid sim card & recharge voucher in west Nagpur are;

To study various sales promotion activities applied for increasing sale. To know the market share in west Nagpur region. To study the channel of distribution of Airtels prepaid product. To identify the knowledge & information of the product from where the consumer is getting. To suggest new sales promotion activities & potential market to the company.

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HYPOTHESIS

Due to lack of supply of Airtel prepaid voucher & E-charge sales is reduced. Effective distribution network increases the dealer and consumer satisfaction and brings more goodwill to the company.

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DEFINE THE NEED OF DATA COLLECTION:

We gathered the data to analyze the market situation and compare the Airtel prepaid connection with the other telecom companies, like Vodafone, Idea, reliance, Tata indicom, BSNL. We analyzed current market scenario for sales as well as we came to know about the different marketing strategy of other company.

There are various companies in market, which are competing each other for the survival in market. To study the present condition of market as well as Different plans and strategy adopted by different companies, we studied schemes, plans, linking of people, talk times and other factors.

42

We collected data to know the sales, services and companies reputations. For knowing these factors we collected data with the help of various survey and questioners.

DATA SOURCE
After identifying and defining the research problem and determining specific information required to solve the problem the researcher task is look for the type and source of data which may yield the desire results there are two type of data primary data or secondary data . Primary data Secondary data

Primary data are generated when a particular problem at hand is investigated by researcher employing questioner, telephony survey Secondary data on the other include those data which are collected from some earlier research work and are applicable or useable in study .

PRIMARY DATA COLLECTION

Survey Personal interview Telephonic survey

SURVEY:

43

It is the most commonly method of data collection in marketing research it is the systematic gathering of data from respondents through questionnaires the purpose of survey research is to facilitate understanding or enable of some aspect

PERSONAL INTERVIEW:
In personal interview the investigator questions the respondents in a face to face meeting interview may be conduct to retailers and distributers.

TELEPHONIC SURVEY:
In telephone survey prospective respondents usually at home and ask to answer a series of questions over the telephone.

SECONDARY DATA
On the other in clued those data which are collected from some earlier research work and are applicable or useable in the study researcher has presently undertaken.

SECONDARY DATA COLLECTION INTERNAL DATA:

It is the procedure or by a outlet in its record sales result advertisement expenditure these are few examples of secondary data internally available in outlet maintain their internal secondary data in systematic.

44

EXTERNAL DATA:
This data are generated and collected from The process of secondary data collection and analysis is called desk research. Secondary data are those data in this research of Airtels outlets are collected from earlier work and applicable in the study of the research. Secondary data in this research of Airtels outlets are collected through companys website and prior research report.

PROCESSING OF DATA COLLECTED:

The primary data which have been collected by survey experiments or observations by the field investigator hastily entered on questionnaires. Owing pressure of interview the researcher has to write immediately and often not systematically the information thus collected may be eligible in completely inaccurate to a certain extent also the information thus collected laying scatter. Keeping this in mind the researcher must take some measures to bring the data the firm where it can be easily analyzed.

TABULATION:
It refers to bring together similar data and totaling them in an accurate.

45

CHART GRAPHS: Charts like pie chart, doughnut, column chart etc introduce.

COMPUTER: There was enormous data was finally analyzed the help of MS-Excel.

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CHAPTER IV DATA INTERPRETATION AND ANALYSIS

GIVE THE RESPOND FOR AIRTEL PRODUCT PRICING?

Responded Excellent Good Average Poor No. of respondents 40 25 20 15

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Total

100

15

20
Average Good Excellent Poor

40

25

INTERPRETATION
It is clear from the observation 40% of retailer have given excellent respond for Airtel product pricing.

GIVE THE GRADE FOR AVAILABILITY OF THE AIRTEL PRODUCT?

Grade Excellent Good No. of respondents 42 28 48

Average Poor Total

18 12 100

18

12

42
Excellent Good Average Poor

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INTERPRETATION
From above observation It is clear that 42% of retailer have given excellent grade for availability of Airtel product.

WHICH RECHARGE VOUCHER AND PREPAID SIM CARD MORE SALE BY THE RETAILER?
Voucher & sim card Airtel Vodaphone Idea No. of respondents 52 18 13

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RIM Tata

10 7

0 10 13 7
Airtel

52 18

Vodaphone Idea RIM Tata

INTERPRETATION
From the above observation it has been found that airtel prepaid sim and recharge voucher sell more.

GIVE THE GRADES TO AIRTEL FOR PROMOTIONAL ACTIVITY.

Promotion al activity Excellent Good Average No. of respondents 35 30 24

50

Poor

11

11 24

35
Excellent good average

30

poor

INTERPRETATION
From the above observation it has been found that 35% Retailer have given excellent grade.

ARE YOU SATISFIED WITH SERVICES PROVIDED BY THE AIRTEL?

Satisfied Yes No Total No. of respondents 72 28 100

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L evel of S atisfactionIn (% )
72 %

Yes No
28 %

INTERPRETATION
From the above observation it has seen that 72% of retailer are satisfied with airtel services.

HAVE YOU HEARD ABOUT SARAS AND AIRTEL TIE-UP

Yes No Total 5 95 100

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INTERPRETATION
Some retailer those reads always newspaper they know that these tie-up Many retailer not know about these tie-up

ARE YOU SATISFIED WITH THE GIFTS AND SCHEMES PROVIDED BY THE COMPANY?
Promotion Good Ordinary Bad Total No. of respondents 81 12 7 100

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INTERPRETATION
Most of the retailers are like the gifts and schemes provide by company Some retailers are not interest in schemes.

ARE YOU SATISFIED WITH NEW MARGIN, 2.50%?

Answer Yes No Total Number 5 95 100

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NTERPRETATION
Many retailers are highly dissatisfy with new margin 2.50%. According to Some retailer all tale company decrease margin so that satisfy.

DO YOU SALE THE RECHARGE COUPON OF ANY OTHER COMPANY?

Yes No Total 28 72 100

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INTERPRETATION
Some booths are selling other company is RC. Many booths are selling only airtel coupon.

ARE YOU SATISFIED WITH THE SERVICE PROVIDED BY THE FOS?

Service Good Ordinary No. of respondents 81 12

56

Bad Total

7 100

T T 100 O AL
7% 12% good ordinary bad

81%

INTERPRETATION
Retailer were happy with their FOS service. According to retailer some time delivery is late. Many retailer are satisfy by FOS service. Some time when delivers are not on proper time then few retailer are Dissatisfy by FOS service.

DO YOU WANT THE AIRTEL COIN BOX?

yes No total 10 90 100

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INTERPRETATION
Some retailer wants airtel Coinbox. Most of retailer not want coin box because they think every body have Mobile phone so generly not use of coine box.

DO YOU HAVE ANY PROBLEM TO ACTIVE NEW SIM CONNECTION?

Yes No Total 25 75 100

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INTERPRETATION
There are some retailer who have some problem to active new connection. Most of booths retailer easily active new sim card.

WHICH PRICE RECHARGE CUPAN DO YOU SALE THE MOST?

PRC 10 30 60 TOTAL RESPONDED 75 18 7 100

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INTERPRETATION
Most of industry aria retailer purchase 10 Rs PRC because there are worker live. Some place 30 PRC is maximum sell . Those retailer booths near high colony they sell average 60Rs. PRC.

RETAILER COMPLETE TARGET FOR 10 PAISA CALLING?

Always Many time Some time Never Total 80 8 7 5 100

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INTERPRETATION
some retailers are not complete target because they not sell sim card Many customer complete target to 10 paisa calling. Some customer many time complete target but not regularly. Some retailer some time complete target when sell is maximum.

ARE YOU SATISFIED WITH THE COMPANY ADVERTISING MATERIAL?

promotion good No. of respondents 85

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Ordinary Bad total

10 5 100

INTERPRETATION
Many dairy booth retailer satisfy by airtel advertising material Some retailers have not got enough advertisement material Some booths say that advertisement material quality is not good Some sun flexs are so light weight that they fly away in wind.

LIMITATION OF STUDY

62

Study of this project is limited to only Airtel prepaid vouchers & E-

recharge product. The survey is based on west Nagpur territory only and sample sizes will just 100, so the result will not be considered as universal.

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CHAPTER V CONCLUSION

64

CONCLUSION

On the basis of the study it shows that Airtel is a market leader with maximum
57% in sales reach and distribution of its product is good.

It owns maximum No. of outlets in west Nagpur thus insures good sales

On the basis of the research it has been evident that Airtel brand is very popular among the youngsters

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CHAPTER VI SUGGESTION

66

SUGGESTION
Sales men at time give careless answer. Non-availability of product in some area.
Lack of timely and forceful sale and promotional activities etc Study shows there is more availability of product in some area and less in some area Company should launch new schemes by keeping competition given by other companies

The company should increase the promotional activities for the enhancement of
the sales.

Company should increase the margin on their products. Advertisement material which is given by company, quality should be good.

FINDING
Cellular company most recommended by the retailer is airtel.

Promotional activity done by airtel for its famous brand friends card Retailers are satisfied with airtel product

Service provided by distributors are good Retailers have well aware about sim card. Most of retailer not want coin box because they think everybody have

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 Mobile phone so generally not use of coin box. some retailers have not got enough advertisement material. Some booth say that advertisement material quality is not good.

CHAPTER VII QUESTIONNAIRE

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QUESTIONNAIRE
Q.1 Do you sale the recharge coupon of any other company? Yes No

Q.2 Do you want the Airtel coin box? Yes No

Q.3 Are you satisfied with the company advertising material? Good Ordinary Bad

Q.4 Are you satisfied with the Gifts and schemes provided by the company? Good Ordinary Bad No

Q.5 Are you satisfied with new margin, 2.50%? Yes No

Q.6 Have you heard about Saras and Airtel tie-up?

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Yes No

Q.7 Do you complete the target for 10 paisa calling? Always Many times Some times N ever

Q.8 Which PRC do you sale the most? 10 30 60

Q.9 Do you have any problem to active new sim connection? Yes No

Q.10 Are you satisfied with the service provided by the FOS? Good Ordinary Bad

Q.11 Give the grades to airtel for promotional activity Excellent Good average poor

Q 12 Which recharge voucher and prepaid sim card more sale by the retailer? Airtel

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 Vodaphone Idea Rim Q13 Give the grade for availability of the airtel product Excellent Good average poor

Q 14 Give the respond for airtel product pricing? Excellent Good average poor

Q 15 Are you satisfied with services provided by the airtel? Yes No

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CHAPTER VIII BIBLIOGRAPHY

72

BIBLIOGRAPHY
Books Management, control. Marketing Management Business Research Methods S. A. Sherlekar Zikmund 1st Edition 2nd Edition analysis, planning Authors and Philip Kotler Edition 3rd Edition

INTERNET:www.bhartiairtel.com www.airtel.com www.google.com

NEWS PAPER:Economic Times Hindustan Times Business Standard

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