66666

Summer Training Project Report On

Market Survey & Product PromotionFor

Reliance Communications

Submitted for the partial fulfillment of the AwardOf

Master of Business Administration

DEGREE(Session : 2013 - 2014)

SUBMITTED BY

Navin Tiwari1203270092

UNDER THE GUIDANCE OF

Ms. Anshika Sangal

School of Management

ABES ENGINEERING COLLEGE,

GHAZIABAD

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 apart of syllabus for MBA from Ghaziabad.

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.

I was fortunate enough to complete my marketing training at RELIANCE COMMUNICATIONS, civil line, Allahabad.

This has given me an altogether new experience, which would be immense help to me in my days to come.

ACKNOWLEDGEMENT

I wish to acknowledge my specific indebtedness to director “ABES EC”, who made this opportunity to perform summer training as a part of MBA degree Course.

I wish to extend my Sincere Gratitude towards “Mr. Sushil Sharma (Mani Communications) for accepting me as a summer trainee and assigning this project to me.

I am extremely grateful to Ms. Anshika Sangal 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.

WHY THIS TOPIC?

In today’s competition in the field of business, it is must for a company to have full information about the opportunities available in the market before entering into a new market. This enables the company to exploit the fill potential of the market & to meet the expectations of the customer. For this purpose, an effective survey is required.

After going through the complete profile of the RELIANCE COMMUNICATION LTD. Surveyor knows about the services provided by the RELIANCE. He has many vibrant and attractive schemes in comparison with his competitors in the market. Hence, surveyor has chosen this topic keeping in mind that his survey work will definitely help the organization in making strategies for marketing and promotion of the products so I have chosen the topic “Market survey and product promotion”.

TABLE OF CONTENTS

S.NO. TOPIC

1. Company Profile About Reliance Communications Reliance Group Awards & Recognition Mission Vision of Company

2. Products Data Card USB Modem Fixed Wireless Phones Mobile Phones

3. Plans Data card USB Modem Post Paid

a. Fixed Wireless Phonesb. Mobile Phones

4. Research Methodology Objectives Importance Research & Findings Graphical representation Leanings

5. Market Share

6. Comparison

7. SWOT Analysis

8. Conclusion

9. Recommendation

10. Bibliography

11. Annexure

12. Abbreviations

“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.

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 Description

Protocol 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

Video Camera Phone

Current handset models

PDA color phone

Current handset models

Reliance Hello Postpaid PlansPlans-Need .

High STD calls High local fixed calls High local mobile calls

High on net

Special ones

One India

Simply2030

Plan

150

local

299

Plan

500

Hello125

Mobile

299

Plan 600

PlAn1000

Plan1500

Monthly 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

charges

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 0.30

Local 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 0.30

Intra 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 0.90

Inter 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 MOBILESPOSTPAIDS

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 199INDI

A

CHAT&

PLAY

MONTHLY RENTAL 124 199 199 199CLIP & PLAN

CHARGES25 - - -

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

PHONE0.50 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 2.00 2.49 2.40 2.40

PHONETO OTHER PHONES 2.00 2.49 2.40 2.40

MID LEVEL PLANS

PLAN TYPE MID LEVEL PLANRIO 299

RIO 399

NJ 299 SOHO

MONTHLY RENTAL 299 399 299CLIP & PLAN CHARGES - - --

TOTAL MONTHLY COMMITMENT

299 399 299

FREE INTRA CIRCLE TALK TIME

- - 100

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

PHONE0.40 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

PHONE1.00 0.40 1.50

TO OTHER PHONES 1.00 1.00 1.50

INDIA ROAM FREE PLANS

Roaming tariff for mobile roam free plans

India 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 COMMITMENT

449 549

FREE INTRA CIRCLE TALK TIME

- -

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

PHONE0.40 0.40

TO OTHER MOBILES 0.85 0.75TO LANDLINE 0.85 0.75

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

PHONE0.85 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

hours36

hours50

hours90

hoursOff 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 account

10 MB 10 MB 10 MB 10 MB 10 MB

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

Free SMS/month

Nil Nil 100 per

month

100 per

month

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

PREPAID PLANS

GSK Value Validity Talk time Rs.99 7 days Rs.10

Rs.220 6 months Rs.10Rs.375 1 year Rs.10Rs.660 2 year Rs.10

Usage rate for internet access- 30p between 10 pm to 6 am & 60p between 6 am to 10 pm

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.

OBJECTIVES OF THE RESEARCH

The basic purpose of the research was to identify the position of the employees . The key objectives of the research are as follows:

(1) To know about the how they get training.

(2) To know about the employees satisfaction from training.

(3) To make the employees aware about the new product

and plans and with this to know exactly what type of plans does the customer wants to use.

(4) Ask them to take the complete view of the customer about the RCIL and its services and thus to generate need of Reliance products.

(4) With the help of the questionnaire the company can made the important changes in the training procedure so that the company reaches towards the employes satisfaction.

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.

Major Data Collection methods

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 telephone

b) Mail interviews Collection of information from respondents via mail or similar techniques

c) 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.

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

PROMOTIONAL WORKSales 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.

LEARNING

Doing a project in RELIANCE COMMUNICATION in Pune city, was a great opportunity to practically understand and experiencing the marketing field.I express my deep sense of gratitude to RELIANCE COMMUNICATION for giving me this opportunity and for providing platform to undergo training, and get the valuable knowledge of telecom industry.

As RELIANCE COMMUNICATION is a telecom company the project was totally a marketing project hence it helped me to practically understand the telecommunication services.

The company helped to understand various schemes.

The company also helped me to understand every step of their competitors in the market.

The company also helped me to understanding how FOS performs their work efficiently.

During the survey it is observed that what are the real problems faced by the customer.

Meeting different people in various segments, interviewing with corporate and actual users helped me to learn the basics of telecom industry.

During the survey I came to know the real competition between the major players of telecom industry. It helped me to understand the future of telecom industry with its opportunities and threats.

Top companies in respective services and products

segment during (2006-07)

SERVICES (OVERALL)

Rank 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

Rank COMPANIES SUBSCRIBERS

(LAKH)

1 BSNL 40.92 MTNL 17.83 SIFY 8.24 BHARTI

AIRTEL6.8

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 26

VSAT 443 540 21.9Radio Trunking 38 36 -5.3TOTAL 88,522 107,681 21.6

Top 10 Service providers (FY 06-07):

Rank Service provider

Revenue (in Rs. Crore)

Growth (in %)

Category

FY’ 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,

ILD3 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,,ILD

10 TTML 1,097 1,422 29.6 Fixed, CellularTotal 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 -27.97 HFCL 0.23 0.25 8.7

Total 50.58 48.91 -3.3

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

Rank Company No. of Subscribers (in mn) Growth Market

Circle (in %) 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 0.7

11 HFCL infotel 1 0.06 0.07 16.7 0.0Total 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 0.9

10 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

Additional Entry Cost Comparison

Reliance Airtel Advantages of Reliance

Activation Fee

Rs.150-330 Rs.250-500 Lower activation

feeDeposit Nil Rs.250-500 No STD

depositTotal Entry

CostRs.150-330 Rs.500-1000

Reliance have the lowest overall entry cost when compared with the competition.

There is zero deposit for STD calls even for individual retail customer.

In the case of Airtel deposit waiver is granted only to high value corporate / SME clients.

SME Plan Comparison

Competition

Competition Proposition

Our Counter Advantages

Airtel Ambuja plan-Rs.199 rental-local calling

30p/80p & STD Rs.1.25

NJ 199 SOHO- Rs.199 rental;

Rs.150 talktime free; local calls-

50p/1 & STD-2.5/min.

Free local off net calling

available & free CUG

Idea SME plan-Rs.199 rental - local calling

30p/80p & STD Rs.1.25

NJ 199 SOHO- Rs.199 rental;

Rs.150 talktime free; local calls-

50p/1 & STD-2.5/min.

Free local off net calling

available & free CUG

Hutch SME plan-Rs.225 local calls 50p/1 & STD Rs.1.5;

CUG @ 10p/min.

NJ 199 SOHO- Rs.199 rental;

Rs.150 talktime free; local calls-

50p/1 & STD-2.5/min.

Free local off net calling

available & free CUG

Reliance Hello Plans Comparison

BSNL (wire line)One India

General Economy Special

Activation fee 500 500 500 500Securitydeposit 1000 1000 1000 1000

NLD deposit 2000 2000 2000 2000

Fixed cost 180 180 300 475Free talk time 30 50 200 500

Call rates

On net 1/3 min.

1.2/3min. 1.2/3min. 1.1/3min.

Mobile 1/min. 1.2/min. 1.2/min. 1.1/minLandline 1/min. 1.2/min. 1.2/min. 1.1/min

NLD on net 1/min. 1.2/30sec. 1.2/30sec. 1.1/30sec.NLD mobile 1/min. 1.2/30sec. 1.2/30sec. 1.1/30sec.NLD landline 1/min. 1.2/30sec. 1.2/30sec. 1.1/30sec.

BSNL has hidden entry charges-security & NLD deposit

TATAOne India

H2M 125 City 299 Silver 499

Activation fee 561 561 561 561Securitydeposit Nil Nil Nil Nil

NLD deposit 500 500 500 500Fixed cost 180 175 299 499

Free talk time 50 0 155 470Call rates

On net 1/3 min. 1.2/3min. 0.5 min. 1.1/3min.Mobile 1/min. 1.2/min. 0.5/min. 1.1/1 min

Landline 1/min. 1.2/min. 1.2/min. 1.1/min

NLD on net 1/min. 1.2/3min. 1.2/3min. 1.2/3min.NLD mobile 1/min. 2.4/min. 2.4/min. 2.4/min.NLD landline 1/min. 2.4/min. 2.4/min. 2.4/min.

ADVANTAGES

Over Airtel

R Connect – The Reliance CDMA 20001X technology and pan India coverage enables to get online from almost any location in India.

People can use the data card from Reliance with your laptop or the USB modem with your desktop or laptop.

Speed up to 144 kbps.

Significantly faster then dial-up connections & not restricted to the home / office like wired broadband.

Use across India in more then 5700 villages. Not limited to major cities like GPRS & EDGE.

“The true definition of mobility”

ADVANTAGES

Over TATA

Reliance has the wider coverage area & hence its range of usage is better in both cities as well as rural areas.

Reliance is the only operator that provides internet access via data card/USB modem in prepaid format as well.

Customer have facility to recharge with low denomination vouchers & subsequently use top ups thereby lowering access cost.

SWOT ANALYSIS OF RELIANCE COMMUNICATION

STRENGTH

Big brand name The new

technology launcher (CDMA)

First in FWP’s Strong market Good network in

INDIA

WEAKNESS

Services Customer care

section Not very good

tariff plans for STD users

Battery life of hand sets

OPPORTUNITIES

Growing data card market

Growing market of CDMA phones

Establishment of new business in Pune

THREATS

Launch of TATA Indicom USB modem

Big market share of Airtel and growing TTSL in Maharashtra

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.

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