“RETAILER SATISFACTION OF THE TTSL

PRODUCTS”

A SUM MER PROJECT REPORT SUBMITTED

FOR THE PARTIAL
IN“MASTER OF
FULFILLMENT FOR THE AWARD OF DEGREE
BUSINESS ADMINISTRATION”

SUBMITTED TO
NETAJI SUBHAS INSTITUTE OF BUSINESS MANAGEMENT

SUBMITTED BY
AKASH KUMAR
SESSION :-

UNDER THE GUIDANCE OF PROJECT GUIDE

MR. GOPAL KUMAR MR. RAHUL KUMAR
ASM MARKETING FACULTY
TTSL, PATNA NSIBM, JAMSEDPUR
 NETAJI SUBHAS INSTITUTE OF BUSINESS
MANAGEMENT ( JAMSHEDPUR) JHARKHAND.

TABLE OF CONTENT

S.NO. PARTICULAR PAGE NO.

1. ACKNOWLEDGEMENT IV
2. EXECUTIVE SUMMARY V to VI
3. INTRODUCTION (TATA GROUP) VIII to XII
• Board of directors VIII to X
• Tata group of company mile stone X to XII
4. TTSL INTRODUCTION
• Company back ground
• Company statement
• Product of Tata Indicom
• Organization structure
5. INTRODUCTION OF PROJECT
6. OBJECTIVE OF STUDY
7. SCOPE OF STUDY
8. PURPOSE
9. HYPOTHESIS
10. LIMITATION
11. METHODOLOGY
12. FINDINGS
13. DATA ANALYSIS AND INTERPRETATION
14. COMPARATIVE ANALYSIS
15. SUGGETIONS
16. CONCLUSION
17. BIBLIOGRAPHY
18. APPENDIX
Declaration by the Candidate

I AKASH KUMAR, Session (2009-2011), a student of MBA 2nd

Semester of NETAJI SUBHAS INSTITUTE OF BUSINESS
MANAGEMENT, under do hereby declare that the Summer

Project Report entitled “TATA INDICOM PRODUCTS IN

COMPARISION WITH OTHER BRAND IN PATNA” &

“RETAILER SATISFACTION OF THE TTSL PRODUCTS” is
the outcome of my own work and the same has not been
submitted to any University/Institute for the award of any
degree.

AKASH KUMAR

Marketing and HRM

NSIBM

Place : PATNA

Date-__________
 ACKNOWLEDGEMENT

I, with reverence, record my sincere thanks to Mr. SAKET SAHAY

HR. head of TATA Indicom, Patna for giving me permission to do this
summer training project.
I am also thankful to Mr. GOPAL KUMAR ASM of TATA Indicom,
Patna for introducing and helping me. And play the central Role in co-
coordinating every thing and for his guidance, mentoring and giving me
valuable time out his busy schedule.

My special thanks to N P CENTER (PATNA) distributor of TATA Indicom

and his salesman Abhishek Kumar for helping me throughout my project.
I would also like to express my hearty gratitude to our project guide Mr.
RAHUL KUMAR, Marketing Faculty in (NSIBM, JAMSHEDPUR) who
gave us triggering points to think, to move ahead in our internship & directed
us whenever needed.
Last but not least, I would like to thank my group mate

Last but not least, I wish thanks to God, teachers, all employees of
TATA Indicom and my parents for their blessing and moral support, without
which I would have not been able to complete my project in successful way.
Any report is successful only when it stands the test of time and logic.
Consequently its fault and errors are mine. I can only hope that its strength
will out weight its weaknesses.
 1. A MOBILE USER WHOSE SERVICE ARE USING IN PATNA.
Total No of Retailers= 200

SI NO ALTERNATIVE NO. OF RESPONDENTS PERSENTAGE

1 AIRTEL 46 23%
2 AIRCEL 18 9%
3 SMART 28 14.00%
4 RIM 24 12%
5 TATA INDICOM 26 13%
6 IDEA 18 9%
7 VODAPHONE 20 10%
8 BSNL 24 12%

50
45
40
35
30 NO . O F R E S P O NDE NTS
25
20 P E R S E NTA G E
15
10
5
0
RIM

IDEA
AIRTEL

BSNL
AIRCEL

SMART

INDICOM

VODAPHONE
TATA

1 2 3 4 5 6 7 8
2. WHAT’S REASONS FOR USING PARTICULAR COMPANY’S
TELECOMMUNICATION SERVICES?

Total No of Retailers= 200

1 LOW RATE 30
2 ROMING 4
3 VALUE ADDED SERVICE 5
4 COVERAGE 20
5 REGULAR PACKAGE 11
6 FREE CALLING 10

35
30
25
20
Series1
15
10
5
0
ROMING

CALLING
SERVICE
LOW RATE

PACKAGE
COVERAGE

REGULAR
ADDED
VALUE

FREE

1 2 3 4 5 6
3. RETAILER SATISFACTION TOWORDS SALES PERSON COMING FROM
DISTRIBUTIOR

Total No of Retailers= 200

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERSENTAGE
1 SATISFIED 150 75%
NOT
2 SATISFIED 50 25%

160

140

120

100
1 SATISFIED
80
2 NOT SATISFIED
60

40

20

0
NO. OF RESPONDENT PERSENTAGE
4. SATISFACTION TO WORDS INFORMATION ABOUT THE NEW
PRODUCTS OF INDICOM.

Total No of Retailers= 200

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERSENTAGE
1 SATISFIED 140 70%
NOT
2 SATISFIED 60 30%
 250

200

150
2 N O T S A T IS F IE D
1 S A T IS F IE D
100

50

0
N O . O F R E S P O N D EPNET R S E N T A G E

OBSERVATION:

• OUT OF 200 RESPONDENT ALMOST 70% ARE SATISFIED WITH THE

INFORMATION ABOUT THE NEW PRODUCTS OF TATA INDICOM.

• ONLY 10% RESPONDENTS ARE NOT SATISFIED WITH THE

INFORMATION ABOUT THE NEW PRODUCTS OF TATA INDICOM
INTERPRETATION:

FROM THE ABOUT ANALYSIS IT HAS BEEN FOUND THAT MAJORITYOF

CUSTOMERS ARE SATISFIED WITH THE INFORMATION ABOUT THE NEW
PRODUCT OF THE TATA INDICOM.

5. SATISFACTION TO WORDS GETS CLAIM.

Total No of Retailers= 200

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERSENTAGE
1 SATISFIED 110 55%
NOT
2 SATISFIED 90 45%
 120
100
80
60
40
20 1 S A TIS F IE D
0 2 N O T S A TIS F IE D
RESPONDENT

PERSENTAGE
NO. OF

OBSERVATION;
• OUT OF 200 RESPONDENTS ALMOST 55% ARE SATISFIED WITH GET
CLAIM.

• OUT OF 200 RESPONDENTS ALMOST 45% ARE NOT SATISFIED WITH

GETTING CLAIM.

INTERPRETATION:
FROM THE ABOVE ANALYSIS IT HAS BEEN FOUND THAT RETAILER ARE
NOT SATISFIED WITH THE TERM OF GET CLAIM.

6. SATISFACTION ABOUT THE STOCK GET PROPERLY OR NOT

Total No of Retailers= 200

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERCENTAGE
 1 SATISFIED 160 80%
2 NOT SATISFIED 40 20%

160
140
120
100
80
60
40
20 1 S A TIS FIE D
0 2 NO T S A TIS FIE D
RESPONDENT

PERCENTAGE
NO. OF

OBSERVATION;
• OUT OF 200 RESPONDENTS 80% ARE SATISFIED WITH GETTING STOCK
PROPERLY.
 • OUT OF 200 RESPONDENTS 20% ARE NOT SATISFIED WITH GETTING
STOCK PROPELY.

INTERPRETATION:
FROM THE ABOVE ANALYSIS IT HAS OBSERVED THE RETAILER GET STOCK
PROPERLY AND ONLY 20% ARE NOT SATISFIED WITH GETTING STOCK.

7. QUABYLITY OF SERVICE PROVIDED BY TATA INDICOM.

Total No of Retailers= 200

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERCENTAGE
1 SATISFIED 140 70%
2 NOT SATISFIED 60 30%
 140
120
100
80
60
40
20 1 S A T IS F IE D
2 N O T S A T IS F IE D
0 2 N O T S A T IS F IE D
1 S A T IS F IE D
RESPONDENT
NO. OF

PERCENTAGE

OBSERVATION;

• OUT OF 200 RESPONDENTS 70% ARE SATISFIED WITH QUALITY OF

SERVICE BY TATA INDICOM.

• OUT OF 200 RESPONDENTS 30% ARE NOT SATISFIED WITH . QUALITY

OF SERVICE BY TATA INDICOM.
INTERPRETATION:

FROM THE ABOVE ANALYSIS IT HAS OBSERVED MOST OF THE RETAILER

ARE SATISFIED WITH SERVICE PROVIDE BY TATA INDICOM.

8. CHANCES OF SWITCH OF COMPETITOR IS PROVIDING

BETTER SERVICE

Total No of Retailers= 200

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERCENTAGE
1 SATISFIED 120 60%
2 NOT SATISFIED 80 40%

140

120

100

80 1 S A TIS FIE D

60 2 NO T S A TIS FIE D

40

20

0
NO. OF RE SP ONDE NT P E RCENTA GE

OBSERVATION;

• OUT OF 200 RESPONDENTS 60% ARE SATISFIED WITH CHANCES OF

SWITCH OF COMPETITOR IS PROVIDING BETTER SERVICE.

 • OUT OF 200 RESPONDENTS 40% ARE NOT SATISFIED WITH CHANCES

OF SWITCH OF COMPETITOR IS PROVIDING BETTER

SERVICE.

INTERPRETATION:

FROM THE ABOVE ANALYSIS IT HAS CHANCES OF SWITCH OVER FROM

TATA INDICOM TO COMPETITOR IS VERY HIGH IF COMPETITOR IS VERY
HIGH IF THE COMPETITOR IS PROVIDING BETTER SERVICE BUT THERE ARE
CUSTOMERS WHO DON’T WANT TO SWITCH.

9. CHANCES OF SWITCH OF COMPETITOR IS PROVIDING

BETTER SERVICE
Total No of Retailers= 200

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERCENTAGE
1 YES 110 55%
2 NO 90 45%

120
100
80
60
40
20 1 YES
2 NO
0 2 NO
1 YES
RESPONDENT

PERCENTAGE
NO. OF
OBSERVATION;

• OUT OF 200 RESPONDENTS 55% ARE SATISFIED WITH CHANCES OF

SWITCH OF COMPETITOR IS PROVIDING BETTER SERVICE.

• OUT OF 200 RESPONDENTS 45% ARE NOT SATISFIED WITH CHANCES

OF SWITCH OF COMPETITOR IS PROVIDING BETTER SERVICE.

INTERPRETATION:

FROM THE ABOVE ANALYSIS IT HAS CHANCES OF SWITCH OVER FROM

TATA INDICOM TO COMPETITOR IS VERY HIGH IF COMPETITOR IS VERY
HIGH IF THE COMPETITOR IS PROVIDING BETTER SERVICE BUT THERE ARE
CUSTOMERS WHO DON’T WANT TO SWITCH.
 AWARNESS ABOUT OF ROAMING FACILITY

SI
NO. ALTERNATIVE NO. OF RESPONDENT PERCENTAGE
1 YES 180 90%
2 NO 20 10%

P E R C E N TA G E

2 NO
1 YES
NO . O F
RE S P O NDE NT

0 50 100 150 200

OBSERVATION;

• OUT OF 200 RESPONDENTS 90% ARE SATISFIED WITH AWARNESS

ABOUT OF ROAMING FACILITY.

• OUT OF 200 RESPONDENTS 10% ARE NOT SATISFIED WITH AWARNESS

ABOUT OF ROAMING FACILITY.

INTERPRETATION:

FROM THE ABOVE ANALYSIS IT HAS CHANCES OF SWITCH OVER FROM

TATA INDICOM TO COMPETITOR IS VERY HIGH IF COMPETITOR IS VERY
HIGH IF THE COMPETITOR IS PROVIDING BETTER SERVICE BUT THERE ARE
CUSTOMERS WHO DON’T WANT TO SWITCH.
TATA INDICOM current and proposed footprint is illustrated below.
 OUR GOALS AND VALUES

CUSTOMERS :our customers are our most valued assets. we will strive to exceed
their expectations at all time by providing them with superior services that
embody value, innovation, quality and care.

PEOPLE : our people are our greatest resources. we will attract, train and retain
the best. We will challenge them to develop their full potential in the context of
our company goals.

INTEGRITY : We will maintain and strive for the highest levels of personal and
professional integrity and honesty in all ours dealings. We will keep our promises.

RESPECT : We will treat with respect & dignity all people we deal with.

EXCELLENCE : We are committed to excellence in all what we do. There will be

no place for mediocrity.

WORK : We will promote a work environment that embraces creativity, promotes

empowerment, encourages team work, innovation, prudent risk taking, honest and
open communication and respectful iconoclasm

QUALITY : the hallmark of our internal and external outputs and processes will
be quality. This will pervade every aspect of our functioning
COMPANY PROFILE
The TATA Group comprises 98 operating companies in seven business sectors:
information systems and communications; engineering; materials; services; energy;
consumer products; and chemicals. The Group was founded by JAMSHEDJI TATA
in the mid 19th century, a period when India had just set out on the road to gaining
independence from British rule.

Consequently, Jamsedji TATA and those who followed him aligned business
opportunities with the objective of nation building. This approach remains enshrined
in the Group's ethos to this day.

The TATA Group is one of India's largest and most respected business
conglomerates, with revenues in 2004-05 of $17.8 billion (Rs.799, 118 million), the
equivalent of about 2.8 per cent of the country's GDP.
HISTORY

Tata Teleservices is part of the Rs. 119,000 Crore (US$ 29 billion) Tata Group that has
over 98 companies, over 289,500 employees and more than 2.9 million shareholders. With
a committed investment of INR 36,000 Crore (US$ 7.5 billion) in Telecom (FY
2006), the Group has a formidable presence across the telecom value chain.
Tata Teleservices spearheads the Group’s presence in the telecom sector. Incorporated in
1996, Tata Teleservices was the first to launch CDMA mobile services in India with the
Andhra Pradesh circle.
Starting with the major acquisition of Hughes Tele.com (India) Limited [now renamed
Tata Teleservices (Maharashtra) Limited] in December 2002 the company swung into an
expansion mode, with the total Investment of Rs. 19,924 Crore. Tata Teleservices has
created a Pan India presence spread across 19 circles that include Andhra Pradesh,
Chennai, Gujarat, Karnataka, Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa, Bihar,
Rajasthan, Punjab, Haryana, Himachal Pradesh, Uttar Pradesh (E), Uttar Pradesh (W),
Kerala, Kolkata, Madhya Pradesh and West Bengal.
TATA GROUP THE PIONER

1. Taj mahal India ‘s first luxury hotel in Mumbai

(1903)
2. Tata steel jamshedpur india’s first steel plant(1907)

3. Tata power india’first power plant(1910)

4. Tata arition services(air Indian) India’s first air line(1932)

5. Tata moters began producing commercial vehicle(1945)

6. Test Indian’s first software developement company(1945)

7. Tata moters launched first Indian passenger car (1998)

8. Tata moters launched first Indian chipset car Tata nano.

9. TATA GROUP CONTRIBUTION TOWARDS INDIA

SERVING INDIAN FOR 125 YEAR.

• 85 DIVERTSIFIED COMPANIES

• REVENUE OF OVER 54,000 CRORES.

• REVENUE EQUIVALENT TO 24% OF INDIAN’S GDP.

• ACCOUNT FOR ABOUT 6% OF INDIAN’S EXPORTS.

• TRUSTED BY OVER 3 MILLION SHAREHOLDERS.

Vision:-

“Trusted services to 100 million happy customers by 2011.”

Mission:-

“To empower every Indian to connect with the world

affordably.”

Values:-
 Fairness through Meritocracy
 Trust based on Accountability

Tenacity For Results

ORGANISATON STRUCTURE OF TTSL
REGIONAL HEAD
patna

BUSINESS
HIGH
IMPROVEMENT
NETWO CONSU ACCESS BRAND
GROUP
RTH MER BUSINE RETAIL
(Business
SS BUSINESS
Excellence)
INDIVID MARKET UNIT UNIT
UAL

HUMAN
INFORMATI RESOURCE
NETWORK LEGALAND
ON FINAN AND
AND SECRETARI
TECHNOLO CE SUPPORT
TECHNOLO AL
GY SERVICES
GY

MARKETING
COMMUNICA
TEST TION
TC SME

COCP IOIP

OBJECTIVE
The objective of this training was to get an understanding of retail’s mindset
that is average new connections that the outlet sells in a month, stock level of
RIM, Smart, Stel, Uninor, Airtel, BSNL, Idea, Vodaphone, TATA Docomo,
TATA Indicom at his counters, which service provider the retailers prefers to
cell and why and ranking of service providers
Further the concept of this training most commonly interpreted in finding the
reasons of fourth position of TATA Indicom in the given area and thereby
making strategies to make TATA Indicom the most preferred service
provider for the retail in the given area
Also the objective of this training was to develop an understanding of depth
of distribution and to know the market share of TATA Indicom in the
assigned market.
Therefore in brief it can be said that the objective of this training was:-
To get an idea of how big the organization TATA Indicom is, that is through
market share, number of towers and number of employees working there.
To make an understanding of the retail’s mindset, ranking of service
providers at his counters, stock and positions of TATA Indicom at his
counter.
To know the market share of TATA Indicom in the assigned market by
observing the stock for seven days.

THE MAIN OBJECTIVE WERE :

• To identify the awareness level of the customer/ retailer about
Out the services they are availing.
• To understand factors infusing the buying decision of customers.
• To evaluate the service provided by the dealer to customer and
Retailer.
• Study whether the customer are satisfied with the performance of the
mobiles.
• To find the position of Tata Indicom in today competitive world with
comparison of Strength and weakness.
 SCOPE OF PROJECT

The research was carried out Tata Indicom, which is situated in Patna Town
and near town.

The customer mostly consisted of:-

• Mithapur

• Patnacity

• Karbigahiya

• Hanuman Nager

• Maroon Nager

• Sabal Pur

• Rajendar Nager

• Station Road

TIME SCOPE:-

The research is carried out the limited time of 35 Days.

The timing of the interview of the retailers was limited because of

convenience of available of the retailer.
TELECOMMUNICATION
The word telecommunication was adapted from the French word telecommunication. It is
a compound of the Greek prefix tele-, meaning 'far off', and the Latin communicare,
meaning 'to share'. Telecommunication is the transmission of signals over a distance for
the purpose of communication. In modern times, this process almost always involves the
sending of electromagnetic waves by electronic transmitters but in earlier years it may
have involved the use of smoke signals, drums or semaphore. Today, telecommunication
is widespread and devices that assist the process, such as the television, telephone,
radiotelephone, are common in many parts of the world. There is also a vast array of
networks that connect these devices, including computer network, public telephone
networks, radio networks and television networks. Computer communication across the
Internet, such as e-mail and instant messaging, is just one of many examples of
telecommunication.
The basic elements of a telecommunication system are:
• a transmitter that takes information and converts it to a signal for transmission
• a transmission medium over which the signal is transmitted
• a receiver that receives and converts the signal back into usable information
Often telecommunication systems are two-way and devices act as both a transmitter and
receiver or transceiver. For example, a mobile phone is a transceiver. Telecommunication
over a phone line is called point-to-point communication because it is between one
transmitter and one receiver, telecommunication through radio broadcasts is called
broadcast communication because it is between one powerful transmitter and numerous
receivers.
A collection of transmitters, receivers or transceivers that communicate with each other is
known as a network. Digital networks may consist of one or more routers that route data to
the correct user. An analogue network may consist of one or more switches that establish a
connection between two or more users. For both types of network, a repeater may be
necessary to amplify or recreate the signal when it is being transmitted over long
distances. This is to combat attenuation that can render the signal indistinguishable from
noise.
The shaping of a signal to convey information is known modulation. Modulation is a key
concept in telecommunications and is frequently used to impose the information of one
signal on another. Modulation is used to represent a digital message as an analogue
waveform. This is known as keying and several keying techniques exist — these include,
frequency-shift keying, amplitude-shift keying and minimum-shift keying. Bluetooth, for
example, uses phase-shift keying for exchanges between devices.
 Telecommunications Regulatory Authority of India (TRAI)

The Telecommunications Regulatory Authority of India or TRAI (established in 1997)

is the independent regulator established by the Government of India to regulate the
telecommunications business in India. Notwithstanding anything contained in the Indian
Telegraph Act, 1885, the functions of the Authority shall be to-

(a) Make recommendations, on a request from the licensor, on the following matters,
namely:

(i) need and timing for introduction of new service provider;

(ii) terms and conditions of license to a service provider;

(iii) revocation of license for non-compliance of terms and conditions of license:

(iv) Measures to facilitate competition and promote efficiency in the operation of

telecommunication services so as to facilitate growth in such services.

(v) Technological improvements in the services provided by the service providers.

(vi) Type of equipment to be used by the service providers after inspection of
equipment used in the network.

(vii) measures for the development of telecommunication technology and any other
matter relatable to telecommunication industry in general;

(b) Discharge the following functions, namely:-

(i) ensure compliance of terms and conditions of license;

(ii) notwithstanding anything contained in the terms and conditions of the license
granted before the commencement of the Telecom Regulatory Authority (Amendment)
Ordinance,2000, fix the terms and conditions of inter-connectivity between the service
providers;

(iii) Ensure technical compatibility and effective inter-connection between different

service providers.

(iv) regulate arrangement amongst service providers of sharing their revenue derived
from providing telecommunication services;

(v) lay down the standards of quality of service to be provided by the service providers
and ensure the quality of service and conduct the periodical survey of such service
provided by the service providers so as to protect interest of the consumers of
telecommunication services;

(vi) lay down and ensure the time period for providing local and long distance circuits
of telecommunication between different service providers;

(vii) maintain register of interconnect agreements and of all such other matters as may
be provided in the regulations;

(viii) keep register maintained under clause (viii) open for inspection to any member of
public on payment of such fee and compliance of such other requirement as may be
provided in the regulations;

(ix) ensure effective compliance of universal service obligations:

(c) Levy fees and other charges at such rates and in respect of such services as may be
determined by regulations.

(d) Perform such other functions including such administrative and financial functions as
may be entrusted to it by the Central Government or as may be necessary to carry out the
provisions of this act.

Provided that the recommendations of the Authority specified in the clause (a) of this sub-
section shall not be binding upon the Central Government:
Provided further that the Central Government shall seek the recommendations of the
Authority in respect of matters specified in sub-clauses (i) and (ii) of clause (a) of this sub-
section in respect of new license to be issued to a service provider and the Authority shall
forward its recommendations within a period of sixty days from the date on which that
Government sought the recommendations:
Provided also that the Authority may request the Central Government to furnish such
information or documents as may be necessary for the purpose of making
recommendations under sub-clauses (i) and (ii) of clause (a) of this sub-section and that
Government shall supply such information within a period of seven days from receipt of
such request:

Provided also that the Central Government may issue a license to a service provider if no
recommendations are received from the Authority within the period of specified in the
second provision or within such period as may be mutually agreed upon between the
Central Government and the Authority.

Provided also that if the Central Government has considered that recommendation of the
Authority comes to a prima facie conclusion that such recommendation cannot be
accepted or needs modifications, it shall, refer the recommendations
 Milestones in Telecom Reforms
• 1984 Manufacturing of subscriber terminal equipment opened to private sector.
• 1985 Telecom was constituted into a separate department with a separate board.
• 1986 MTNL and VSNL created as corporations.
• 1988 Government introduces in-dialing scheme. PABX services only within a
building, or in adjoining buildings.
• 1989 Telecom Commission formed.
• 1991 Telecom equipment manufacturing opened to private sector. Major
international players like Alcatel, AT&T,
• Ericsson, Fujitsu, and Siemens entered equipment manufacturing market.
• 1992 VAS sector opened for private competition.
• 1993 Private networks allowed in industrial areas.
• 1994 Licenses for radio paging (27 cities) issued.
• May 1994 New Telecom Policy announced.
• September 1994 Broad guidelines for private operator entry into basic services
announced.
• November 1994 Licenses for cellular mobiles for four metros issued.
• December 1994 Tenders floated for bids in cellular mobile services in 19 circles,
excluding the four metros, on a duopoly basis.
• January 1995 Tenders floated for second operator in basic services on a circle
basis.
• July 1995 Cellular tender bid opened.
• August 1995 Basic service tender bid opened; the bids caused lot of controversy. A
majority of bids were considered low.
• December 1995 LOIs issued to some operators for cellular mobile operations in
circles.
• January 1996 Rebidding takes place for basic services in thirteen circles. Poor
response.
• The Telecom Regulatory Authority of India (TRAI) formed by ordinance.
• October 1996 LOIs being issued for basic services.
• March 1997 The TRAI Act passed in Parliament.
 • June 1998 Several VASs available through private operators. The first private
basic service becomes operational.
• March 1999 Announcement of National Telecom Policy.
• January 2000 Amendment to the TRAI Act.
• August 2000 Announcement of Domestic Long Distance Competition Policy.
• October 2000 Planned Corporatization of Dot.

EVOLUTION OF THE INDIAN TELECOM MARKET

• Penetration and growth

The Indian cell phone market essentially started in 1992 with the sale of licenses, which
enabled the private sector to participate in the industry (COAI, 2006). In 1994, cellular
service licenses were granted for the major metropolitan areas. This then expanded to 15
circles in the following year. Services were rolled out in 1995 – with Kolkata becoming
the first city to get a cellular network in August 1995. However, in December 2000 – 5
years after launch of cellular licenses – penetration was still quite low. In fact, there were
only about 3.2 million subscribers, primarily in the major cities and large towns.

The major driver for change was the Telecom Regulatory Authority of India
(TRAI).TRAI was instituted in 1997, and soon started building policies and regulations to
push prices downward and spur competition. By December 2004, there were about 93mn
phones in the country, of which 48mn subscribers were cellular (TRAI, Dec. 2005). The
number of cellular phone users increased to about 76mn in December 2005 and about
89mn phones in March 2006 (Financial Express, Apr 2006)
This trend indicates a CAGR of over 30%. Jorma Ollila, Chairman and CEO of Nokia,
recently commented that “India is amongst the top 5 telecom markets in the world”

(Light reading 2006) when he visited the country to reiterate his firm’s commitment to the
market. Indeed, no other country in the world has added 4-5mn mobile phones per month.
Exhibit 1 shows the growth of the postpaid and prepaid market in India, including
prediction for 2010.

Player

The Indian wireless market has both CDMA and GSM network operators. CDMA
operators entered the picture and grew rapidly – Reliance, which owns about 70% of the
CDMA market currently with ~ 20.44 mn subscriptions, grew at over 114% year-on year
in 2002-03 – one of the most explosive phone launches ever ( TRAI Jun 2003, Financial
Express, Apr 2006). The overall CDMA subscriber base, though, is still about 22.2% of
the market – with Tata Teleservices taking up most of the remaining CDMA share.

The GSM players account for the remaining ~78% - with a market that is less dominated
by one player. Bharti, state-owned BSNL, and Hutch control the largest parts of this
market and have been adding subscribers at an impressive pace. As of April 2006, Bharti
was the largest player by far, with 30.37 mn subscribers. BSNL had a subscriber base of
20.44mn, followed closely by Hutch with 22% of the GSM market and an overall share of
15.02%.

The Telecom Regulatory Authority of India overseas the evolution of this market. Since
its establishment in 1997, this agency has made many key judgments – including
statements on tariffs, quality of service, next generation networks, etc. TRAI also releases
quarterly reports on the state of the telecom industry – with special emphasis on tariffs,
interoperability between networks, and usage (TRAI).
Since Indian regulation makes it difficult for network operators to also sell phones (due to
revenue share agreements), there is a completely parallel market for users to buy phones.
In the GSM space, users go to handset providers to buy phones and then to network
operators to get network services. Most global handset manufacturers are present in India
– with Nokia leading the pack by far. In 2005, more than 31mn handsets were sold. Of
this, Nokia captured about 60% share – over 18mn phones in one year. Motorola, which
has a smaller share, is seeing growth with the introduction of more advanced phones
including its Razr platform. Samsung, LG and Sony Ericcson all have reasonable market
share as well – with LG catering almost exclusively to the CDMA space through a tie-up
with Reliance.

METHODOLOGY

Defining the Objectives: The researchers as a part of research project primarily

define the objectives of the project under the guidance of the faculty guide, so that in the
light of the project objective we can go ahead and achieve the objectives.

SOURCES OF DATA:
Primary sources of data refer to data collected directly from the market place.
There are often reliable data sources and help in overcoming limitation of secondary data.
DATA COLLECTION:

Primary Data
o Questionnaire
o Personal Interview and Discussion

The methodology adapted for doing this project encompasses a detailed study of primary
source of information in order to find out the market shares of TTSL and its competitors in
Tata Group of companies. This was done through questionnaires filled up by the lower and
middle management employees of TATA Group of companies which included officers of:
 1. AIRTEL

2. AIRCEL

3. VODAPHONE

4. STEL

5. SMART

6. RIM

7. UNINOR

8. BSNL

Secondary Data

The secondary data was collected from the manuals, magazines, internet, annual,
quarterly report, and the like supplied by the organization and other published sources.

STEPS OF METHADOLOGY

• Select the all telecomm companies in Patna.

• Prepare the questionnaire.

 • Visit all twenty companies and collect the information..

• Analyze the data and find out the market share and revenue of TTSL and its
competitors product wise.

PRODUCT OF TATA INDICOM.

The entire range of Tata Indicom Products: Postpaid Mobile, Prepaid Mobile (True paid),
Fixed Wireless (Walky), Calling cards, Broadband & accessories.

 Mobile

 Walky

 Landline

 Internet and Broadband

 NETWORK CARD

 3G SIM
Mobile
Tata Indicom advantage nationally & internationally.Tata Indicom is offering its CDMA
mobile services that will provide users with the very best in voice, data and roaming
services. In order to ensure simplicity of the offerings.

Walk
In today’s world where there are more mobiles than landlines, your requirement to call
mobiles will be greater. Hence it makes sense to have a home phone that can call Mobiles
at a cheaper rate.

Features

• Enjoy voice based Infotainment services

• Avoid suffering dead phones or irritating linesmen

• Book a connection from the comfort of your home

• Bar all calls except to select numbers

• Prevent misuse with the Key Pad Lock

• Dial up through an in-built modem

• Surf the Internet at high speeds

• Receive calls when on the Internet (not during data transfer)

• See who's calling with CLI (Caller Line Identification)

• Get Missed Call details

• Send and receive SMS

• Store family and friends numbers in the in-built phone book

• Get Receiver Off-hook Alarm

• Receive calls when receiver off-hook (after the alarm period)

• Avail Hotline with timer facility

• Make an emergency call, even if your phone is disconnected

• Install the phone without disfiguring your walls

• Control cost with per minute alerts

• Speaker Phone
Land Line
Tata Indicom offers you almost instant phone connections. Get Tata Indicom Landline
Phone services based on the state of the art Optical Fiber Cable-based backbone.
Global standard today, fiber-optic cables enable our network to handle higher
capacities of load as compared to ordinary cables and at much higher transmission
speeds. This gives you trouble-free and faster connectivity. Enjoy greater voice clarity
and say goodbye to excessive billing.
• Tata Indicom Phone Connections Advantage

• Superior voice clarity

• Instant and hassle - free connections

• Responsive and friendly service

 • 24 x 7 friendly customer service

Internet and Broadband

Simple way to access internet wherever you are.

Using internet over phone connection with a modem has two disadvantages,
first the phone line is blocked and then one is subjected to pay the regular call
charges. This syndrome still exists today with the home users but they still
prefer using internet through 28.8 K-56 K modems at home. This situation
means that there is a huge potential for Broadband service providers to attract
customers for their services but only at prices which are affordable. Always
on connectivity will help users (both home and corporate users) to keep their
phone lines free and avoid call charges.

Introduction of the project

A large population, low telephony penetration levels, and rise in consumer income
and spend owing to strong economic growth have contributed to making India the fastest-
growing telecom market in the world.
Collection of information: -
Collection of information was done by direct was done by direct interview of the retailer
of Tata Indicom visiting the various showrooms and mobiles shops. The emphasis was
give to primary data directly collected from the respondents.
The questionnaire was give to primary data directly collected from the respondents.
The questionnaire was used as a tool for the collection of the information. How ever
leading questions, explanation were giving whenever need in the specific situation, nearly
180 interviews were taken.
the response were recorded properly and then edited offer
words.

Analysis of data collection: -

• The collection data was systematically analyzed in two parts.

• Descriptive and infer entail.

• Classification and tabulation.

• Frequency and percentage.

• Graphical presentation
 By classification and tabulation and graphical presentation the results of the data are
more vividly presented.
By the description, the findings are more clearly explained. So both the method; are
utilized for analysis of the data.

WHY SOME RETAILERS DO NOT DEAL WITH TATA INDICOM.?

• SALES PERSON ARE NOT COMING ON THE STOP

• LOW PROFIT

• NEW SHOP

• NETWORK PROBLEM
 • NOT DEMAND

LIMITATIONS OF THE STUDY

I found the following limitation during my training period. So I
could not collect every information regarding my topic.
Every research study has its own limitation. So limitation of this study
May be:
 Survey is based on TATA INDICOM.

 I was facing lack of time factor was one of the biggest Constraints.
  Questions might have very confused to the respondent some retailer.

 The busy schedule of some professionals, Retailer’s, managers.

CONCLUSION: -

I have done survey in patna and concluded that the service of Tata Indicom is
very much among the consumer but they fill it is quit costly than RIM.

Patna is a good town and there is high competition also in the market so
satisfaction of consumer will help to presentation.

The customer care salutation should be easy accessible and be just in the
manner.

There is lacking of customer friendly schemes.

Claims and grievance should be monitored as per the customer desire.

But, TTLS have transparent tariffs and billing system compare to other
operators. Other operators have a lot of hidden cost in their tariffs plan and
billing systems that is subscribers are misguided.

Productivity in Indian telecom sector will double if the government ensures a

level playing field and a stronger regulation.

There is huge investments waiting to come in India but at present there is not
much clarity on the rules and regulations.

SUGGETIONS

 Reform marketing policy.

 Appointed new marketing executive.
 Try to launch reward scheme for retailer,s.
 Try to launch more & more true value shoppe in rural areas.
 Try to setup their offices district wise .
 There should be regular visits by service department to corporate customers. This
will build good relationship and generate more business.
  A free SMS pack should be given to the new customers so that they could inform
there clients, friends and relatives about there new numbers without any cost.
 Dual SIM set should be available in low cost so that new customers could buy
without loosing their previous numbers
 There is a need to concentrate on high volume users by facilitating better network
and roaming facilities internationally.
 There should be call alert facilities when mobile is switched off.
 There should be awareness in corporate how they can reduce their monthly billing
by using Tata Indicom mobile with lowest tariff plan, which will reduce the over
all cost even if they buy a new hand set of Tata Indicom.

BIBLIOGRAPHY
BOOKS
Principle of Management by Philip Kotler
Business Research by C. R Kothari

NEWS PAPER
1. THE ECONOMIC TIMES
2. THE HINDUSTAN TIMES
3. BUSINESS LINE

MAGAZINES: =
1. BUSINESS INDIA
2. BUSINESS TODAY

QUESTIONNAIRE

• Type of outlet

• Telecom outlet

• General Store
 • Mobile shop

• Which SIM do you sell in your store?

• GSM

• CDMA

• Both

• Which brand current SIM stock you have in your shop?

• Tata indicom

• Reliance Mobile

• Virgin Mobile

• Mts

• Others

• All

• Which brand 3G sim stock you have in your shop?

• Tata Indicom
• BSNL
• Reliance Mobile
• Not available
• Other
• All

• Which brand Network USB data Card stock you have in your shop?

• Tata Indicom
• Reliance Mobile
• Mts
• All brand
THE END