A PROJECT REPORT

DTH industry

A PROJECT REPORT

On

‘’Sales and Distribution Effectiveness’’

(A Comparative Study of Airtel DTH , Dish TV & Tata Sky)

Submitted to : Submitted by :

Prof. Syed Nadimul Haque Sajid Perwez

Associate professor MBA (GEN)

Jamia Hamdard Session: 2009-11

Airtel DTH and Dish TV

DTH industry

DECLARATION

I ,Sajid Perwez hereby declare that this project report on “a comparative analysis of sales & distribution effectiveness for Airtel DTH & Dish TV” is the record of authentic work carried out by me during the period of 1st May 2010 to 31st July 2010 .

I further declared that it has not been submitted elsewhere by any other person any of the institute for the award of any degree/ diploma.

SAJID PERWEZ

Date:


DTH industry

ACKNOWLEDGEMENT

I would like to express my gratitude to all the dealers, and the corporate officials of Airtel DTH and Dish TV for their kind support and assistance while furnishing the required information’s.

I also express my gratitude and thanks to Prof. Syed Nadimul Haque for their invaluable co-operation, continued support and guidance as well as healthy criticism throughout resulting works.

I would like to thanks my external guide Mr. Sarad Asthana(Area sales manager) and

Ms Bhavana who gave me free hand as far as going about the project work is concerned

SAJID PERWEZ

MBA (gen)

JAMIA HADARD

2009-11


DTH industry

EXECUTIVE SUMMERY

The development of the Direct to Home sector has experienced a major process of transformation in terms of its growth, technological content and market structure in the last decade. Any company which is successful is because of their reach among customers which is possible through the effective tools through which a company communicates and attract its customer. Airtel is most famous brand and have a sophisticated place and market leader position in the mind of customer. This is due to its strong brand image.

The attempt behind this project was to find out the effectiveness of AIRTEL DTH as a brand over the retail out lets and its lagging area and can focus more effectively to target more and more customer and to communicate them more easily.

The data collected for the research involves the use of both primary and secondary sources. Primary data is based on the findings from the company personnel with the use of tools like questionnaires and discussions. This data is further substantiated by the use of appropriate secondary sources like internet and books.

In this project we went through interviewing the retailers, distributors and management officials of Airtel DTH and Dish TV covering most of the regions of Delhi and NCR.

After all the research and analysis work done during the course time of this project I came to the conclusion that Airtel is more effective than that of Dish TV, but even then there is a great room for improvement available for them.


DTH industry

Table of content


DTH industry

Industry Overview

In the current context of the global financial meltdown, the Direct to Home (DTH) industry in India is in the throes of multifarious challenges and opportunities.

Thaw big game all about shaping up grandiose plans to master the winning rules to garner as much portion of the Indian DTH pie as possible by a handful of players.

Since the DTH space denotes, big value, akin to the space occupied by television and telephony, inter-film rivalries have thrown up price wars, discount schemes, procurement of transponders, ambitious targets for improving the subscription base, popular bouquet of channels, set top boxes with superior quality of videos, improving content, etc as a desperate means to entice the Indian viewer. A neat 20 percent annual growth is being witnessed in the DTH sector in India with over 16 million households having digital pay –TV.

Since Dish TV, the pioneer market player on the Indian soil, has not scraped even five percent of the pie, there is plenty left for other players to eat.

In the early 2008, five major players ,Bharti telimedia, Dish TV, Tata Sky, Reliance ADAG ,Sun Direct formed an umbrella body DTH Operators Association of India (DOAI). Airtel digital TV has around 0.3 million subscribers within two years only , Dish TV has around5 million subscribers, Tata Sky has 3.4 million connections, Sun Direct has over 2.3 million and Reliance Big Tv has about 1.2 million subscribers.(source; Business Standard, may 1,2009). According to sources, DD Direct plus has a subscribers base of about 3-4 million, mostly in the remote corners of the country not connected by terrestrial or cable television.

DTH operators in India could be enhanced if the dearth of satellite capacity is removed by increasing the no. of available Ku-band transponders that at present is 12 on inset 4A, which in turn would mean more channel for viewing.

Tax burdens on DTH are another area of complaint for operators. Around 40 per cent of revenues are siphoned off to pay taxes and license fee and another 12 percent for service imposed by the Central govt. apart from this, there are entertainment taxes that differ from state to state.


DTH industry

How DTH work?

DTH stands for Direct to home which is a direct mode of transmission between Broadcaster, and Subscriber ,through satellite.

Broadcast center collects the signals from different programming sources(like sony, Zeeand star). It processes the signals and beams it to the satellite. Satellite will resprocess the signals and retransmits the signal to the subscribers.


DTH industry

Porter’s Analysis of DTH industry

1. Threat of substitutes:

DTH faces stiff competition from the terrestrial, cable and IPTV. As per the industry estimates, there are 130 million TV homes of which 85 million are served by cable and around 16 million by DTH with the remaining taken by terrestrial transmission.

DTH12%

Terrestrial22%

Cable66%

Indian Broadcasting

Terrestrial Television:

Doordarshan is the world‘s largest terrestrial broadcaster with over 1400 terrestrial TV transmitters. The reach provided by this route is phenomenal with Doordarshan covering 88% of India‘s geographical area. Covering the remaining 12% area required substantial capital investments which does not outweigh the benefits. The transmission was done originally in Analog mode but beginning from 2002, Doordarshan has partnered with BBC resources – the consulting wing of BBC, in offering digital terrestrial TV. The transmission could be received using a low cost Yagi antenna. However, due to lack of attractive content it does not seem to be a formidable threat for DTH.


DTH industry

Cable TV: Cable TV currently operates in 2 modes viz. through CAS covering cities like Chennai, Delhi, Mumbai and Kolkatta, and through non-addressable system in the rest of the country. As seen from the above diagram Cable TV enjoys the maximum share as compared to other medium. In case of CAS controlled areas, the subscriber has to buy Set Top Box (STB) to see the pay channels. On the other hand, in areas where non-addressable system is used, nearly all the channels are available without the need of any separate receiver by paying anywhere between Rs 100 to Rs 350 per month depending on the place. Due to phenomenal reach of Cable TV, it poses a serious threat to the growth of DTH industry. Internet Protocol Television (IPTV):

IPTV is a service where television signals are digitally sent over the telecommunications line. It is often presented as a bouquet of Video (IPTV), Audio (Telephone) and Data (Broadband Internet) services. With widespread adoption of broadband in the country and the growing techno savvy population, IPTV has a potential to become a huge success. IPTV takes the interactivity to a newer level. In regular mediums, all the channels are pushed to the consumer regardless of his preference. IPTV encourages a two-way request response model where the consumer chooses the programs he wants to view. Right now thos medium is totally unregulated and cable companies are urging the TRAI to issue a consultation paper process to include IPTV under the aegis of Cable TV act. IPTV is a considerable threat to DTH in urban and semi urban areas where broadband has made its mark.

2. Bargaining power of suppliers:

DTH industry relies on three major supplies: Customer Premise Equipment (CPE) comprising of the satellite dish, Set Top Box with the necessary Access card, the Ku band transponders in the orbiting satellites and content. With India overtaking Japan as Asia‘s largest DTH, the bargaining power of Indian DTH operators with CPE supplies have increased. However, the availability of transponders is increasingly becoming difficult. The Ku band transponder is generally provided by Astrix, the commercial wing of ISRO either through its own satellites or by leasing transponders from suppliers. With only two domestic satellite launches between 2007 and 2010 an d increasing DTH players, Astrix is in a better position to use DTH as its cash cow for the next 5 to 10 years. Also the crash of INSAT 4C and NSS-8 has worsened the situation of DTH players. As there is not much of regulation particularly in terms of channel pricing, acquiring content from the broadcasters is also difficult. DTH vendors are at the mercy of the broadcasters.

3.


DTH industry

4. Bargaining power of buyers:

With enough options to choose both from the pont of alternate mediums like Cable, IPTV and Terrestrial broadcast and from the point of increasing DTH operators, the consumer is at his will to decide. Customers will continue to have a high bargaining power until DTH platforms try to differentiate them as superior players with better content and clarity 4. Inter firm rivalry:

With 6 operational players, the inter firm rivalry is quite high. The competition from state owned DD-Direct to private players is negligible from the content point of view as the number of channels offered by DD-Direct is very limited. However, DD-Direct does not charge any monthly subscription fee which poses a threat to the private players. Between Dish TV and Tata Sky there is an intense rivalry exhibited by price wars and discount schemes offered to new connections. Being the first mover, Dish TV has price advantage in both the STB as well as procuring the transponders. On the other hand, Tata Sky claims its STB having superior DVD quality video. 17

5.Threat of new entrants:

With already 6 players in the DTH space, threat of new entrants is relatively low. There is already enough competition which will discourage new firms to enter this business. While getting a license is relatively easy, the barriers to entry are high when it comes to pricing of CPE and getting the required transponders


DTH industry

Reviews about various DTH players

Market share of various DTH players in India on 26th June 2010

sun Direct25%

Big TV13%

Aittel digi-tal8%

videocon D2H2%

Tata Sky22%

Dish TV30%

Market Share in India

With 6 operational players, the segment rivalry is quite high. The competition from state owned DD-Direct to private players is negligible from the content point of view as the number of channels offered by DD-Direct is very limited.

However, DD-Direct does not charge any monthly subscription fee which poses a threat to the private players. Between Dish TV and Tata Sky there is an intense rivalry exhibited by price wars and discount schemes offered to new connections. Being the first mover, Dish TV has price advantage in both the STB as well as procuring the transponders. On the other hand, Tata Sky claims its STB having superior DVD quality video. There is also a competition at acquiring the content.


DTH industry

SWOT Analysis

( Airtel Digital Tv, Dish TV and Tata Sky)

AIRTEL DIGITAL Tv:

Airtel digital tv's standard definition broadcasts are in MPEG-4 with Interactive Service(itv) and 7-day EPG (electronic programme guide). Interactive Service(itv) of Airtel digital tv includes a add-on service which allows a user to shop , book movie tickets etc. A universal remote is included in the package which can , over IR frequencies control both the Tv and the DTH box. Like other DTH service providers it also provides a Video on demand interactive service which includes a catalogue of movies in Hindi, English and other regional languages which can be ordered on demand.

Airtel digital launched on 8th October, 2008 with a 360 degree mega campaign "Come Home to the Magic". Since that it has launched 2 other campaigns 'Stars come home' (March 2009) and 'DTH Picture Clarity' (August 2009) has increased its channel base to 183+ channels. Airtel digital TV is now amongst the fastest growing DTH brands in the country and is available across 5000+ towns in India. It has also been ranked as the best DTH service by "Living Digital" magazine

Strengths

1.Leveraging on brand Airtel and High brand recall

2.Superior Picture quality

3. Leads in introducing new packages & Services. 5.Recording System

6.Customer service

6. Large customer in telecom services. 7. Interactive channels and program guides

Weaknesses

1.Fourth Mover after Dish TV who captured Market Share

2.Cannot match free service like DD

3. Big Players having large market share 4. Litigation due to issues related to sports channels which it lost


DTH industry

Opportunities 1.Larger disposable incomes with India

2.Tapping niche markets with Better service and Product offering 3.Expansion of distribution network through exclusive stores

4.Increase in the geographical boundaries with Rural Market untapped

5.Growing demand for quality of service in the form of DTH over Cable

6. Value Added Services are gaining steam.

Threats

1.IPTV provides superior technology if implemented

2.Cable Set top Boxes provide easy switching due to negligible switching costs

3.Increasing Competition internal

4.Dependency on CPE suppliers to some extent

5. High dependence for transponders on ISRO 6. Dependency on broadcasters for their channel content and thus increase in cost 7. Videocon may enter DTH by building its own set top boxes.


DTH industry

DISH TV:

STRENGTH

Dish tv was the first entrant in the DTH category and has thus become synonymous with the satellite TV broadcasting business in India. Leveraging its lineage with the Zee group, dish tv has built commendable brand and relevant product that answers the consumer needs‘ for quality entertainment. Some of the inherent strengths

stem from a strong presence all across the geography of India, consumer friendly and pocket friendly multi-tiered and customizable regional packages, abundant transponder capacity to support its widest content basket, a very strong and diversified content offering addressing consumers with diverse needs of genres and languages, an extremely cost conscious structure and a superior technology for the entire gamut of services. The technological edge and differentiation with respect to other brands stands exemplified through its unique offerings of mobile dish with presence in aircrafts (Kingfisher), navy war ships, mobile vans and selected railway saloons.

WEAKNESS

The subscriber acquisition cost is still very high. However, compared to the current industry benchmarks, it stands at the lowest by far. The cost towards acquiring consumers is under constant scrutiny in an endeavor to bring it down. In a market trend of consumers down sliding on the packaging tiers, due to more value being packaged at the lowest packs, dish tv has exhibited a growth in ARPU. However, ARPU continues to be an area of concern with the constant endeavor to monitor, upgrade and enhance the revenues.


DTH industry

OPPORTUNITIES India‘s 127 million television owning households, which define the potential depth for the DTH category, will act as a low hanging fruit for adoption. The further roll out of CAS by the new Government, into more towns will impact the growth rate of the DTH category and trigger consumers to make a decision between digital cable and DTH, thereby aiding faster expansion of the digital entertainment world. Enrichment of Value Added Services (VAS) basket with gaming and a host of active services, some going pay, will continue to be opportunity areas for revenue enhancement. An eventful sporting calendar with the ensuing Commonwealth games and a series of Cricketing tournaments will act as a catalyst for this category too. The recent stabilization and a revived hope for bouncing back of the economy as early as the second half of this year will facilitate faster adoption of the category. Emergence and growth of traffic at the organized retail chains like Big bazaar, Next, The mobile store, Reliance digital etc. will also add more visibility leading to better acceptance of the product.

THREATS DTH is currently a six player market. Price cuts and reduced margins, spurred by severe competition, can pose a threat to revenue enhancement. Improved quality of services by digital cable and IPTV players are potential threats. Churn management and retention cost scan negatively impact bottom-lines unless constant attention and Strategy is deployed to manage and control the subscribers‘ base.


DTH industry

TATA SKY:

Tata Sky, an 80:20 joint venture between Tata Sons and the Star group, provides satellite television services to Indian viewers. The company was incorporated in 2004 and offers a range of media and entertainment options to customers. Tata Sky's direct-to-home satellite platform delivers more than 100 television channels, movies and interactive services for games, learning, recipes, news, chat rooms, etc. It has state-of-the-art digital infrastructure and a retail network that covers more than 4,500 towns in India. Based in Mumbai, the company has three call centres (Pune, Chandigarh and Hydrabad)

Strengths 1.Leveraging on brand TATA and High brand recall

2.Technological expertise with Newscorp‘s DTH arm Sky 3. Superior Picture quality 4.Leads in introducing new packages & Services

5.Customer service

6.Rural penetration through ITC E-Choupal and Godrej Aadhar

7. Interactive channels and program guides 8. Innovative Product offering Tata Sky Plus

Weaknesses

1.Second Mover after Dish TV who captured Market Share

2. Cannot match free service like DD

3. Currently Does not offer free Set Top Box like Dish TV

4.Litigation due to issues related to sports channels which it lost

5. Dependency on broadcaster and had issues with sun Tv.


DTH industry

Opportunities

1.Larger disposable incomes with India

2. Tapping niche markets with Better service and Product offering 3. Expansion of distribution network through exclusive stores 4.Interactive advertising – Tie up of with Samsung

5.Increase in number of TVs sold

6.Increase in the geographical boundaries with Rural Market untapped

7. Growing demand for quality of service in the form of DTH over Cable 8. CAS being made Compulsory would encourage switch.

9. Value Added Services are gaining steam.

Threats

1.IPTV provides superior technology if implemented.

2. Cable Set top Boxes provide easy switching due to negligible switching Costs 3. Increasing Competition internally 4.Dependency on CPE suppliers to some extent

5.High dependence for transponders on ISRO

6.Dependency on broadcasters for their channel content and thus increase in cost

7. Videocon may enter DTH by building its own set top boxes.

8. No Exclusivity in Content and Rule of ‗Must Carry‘ 9. Cap on Investment (20%) 10. Interoperability Regulations 11. Cap on foreign Investment (49%)


DTH industry

3. RESEARCH METHODOLOGY


DTH industry


DTH industry


DTH industry


DTH industry

ANALYSIS & INTERPRETATION

Q. Is the product available with you whenever required by customer?

Airtel dish tv80%

82%

84%

86%

88%

90%

92%

94%

96%

0.940000000000001

85%

Product availablity

Interpretation: 94% of dealer in Delhi have the product available whenever required by the customer.

Observation: Airtel digital Tv can concentrate more while striving to attain 100% in delhi and NCR.


DTH industryQ. Awareness about Entry offer and recharge offer?

Airtel Dish tv Tata sky0.00%

10.00%

20.00%

30.00%

40.00%

50.00%

60.00%

70.00%

80.00%

90.00%

100.00%0.99

95% 0.940000000000001

Entry Offer

Interpretation :The above bar graph shows awareness of entry offer of different brands 99% of dealers are aware of various entry offers in Delhi , the awareness percentage is high as compared to Dish tv and Tatasky.

Observation: The awareness amongst dealers regarding entry offers is not an issue in Delhi and NCR


DTH industry

Airtel Dish tv Tata sky0

0.1

0.2

0.3

0.4

0.5

0.6

0.7

0.8

0.9

1

0.9986%

0.960000000000001

Recharge offer

Interpretation:

The above bar graph shows awareness of recharge offer of top three brand of DTH in Delhi and NCR. The graph shows that 99% of dealers are aware of various recharge offer provided by Airtel digital Tv. Tata Sky and Dish tv make sure that there dealers must be aware about their plan and their distributor keep on taking feedback.


DTH industryQ How frequently company executive/ Distributer visit your shop?

weekly monthly anytime0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

66%

8%5%

43%

11%7%

69%

9%5%

AirtelDish tvTata sky

Interpretation: The above graphs represent about how frequently distributers visiting to deale,s outlet. Triple color bar graph represent the airtel , Dish tv, and Tata sky.

Observation: As shown in bar graph distributers of Tata sky visit frequently to the dealers than Airtel and Dish Tv, 69% of dealers said that tata sky distributers visit on the weekly basis. 66% of dealers accepted that distributer of Airtel visit on weekly basis but dealers are very upset with Dish Tv, only 435 dealers are accepted that Dish TV distributers are visiting outlet. While in monthly and anytime basis Dish TV has more percentage than Airtel and Tata sky.


DTH industry

Q Visibility (promotional activities)?

leaflet Danglous Glowsign standees0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

87%

38% 39%

4%

92%

29%

89%

9%

90%

31%

60%

6%

Airteldish tvTata sky

Interpretation: As per the survey in Delhi dealers almost have the glow sign board and pamphlets of Dish TV as comparison to other brands. The visibility of danglous and standees of Airtel are less as compared with leaflet.


DTH industry

Q. How do you rate following DTH brand on the basis of following attributes?

Availa

bility

OfferPric

e

Quality

custo

mer sati

sfacti

on

after

sale s

ervice

0%

100%

78%

35%43%

78%86%

90%

36%

46% 43%

18%11% 14%

63%

28%

40%

79% 80%

90%

AirtelDish tvtata sky

Interpretation: above graph reveals that how the dealers have rate the attributes like availability, offer, price, quality, customer satisfaction, and after sale service according to their experience with different brands. Y axis represent % of dealers and X axis represents the attributes.

Observation: As per the survey Dish TV is lagging behind for its quality standards, customer satisfaction and after sales service. Airtel and Tata sky has similar attribute rating so the company needs to shift its focus in order to increase its market share as it faces a very stiff competition from Tata Sky in these area.


DTH industryQ. What do u like about Airtel DTH as compared to other DTH brand?

Delhi/NCR

54%

75%

45%

20%

offerpriceeverithing okno comments

Interpretation: The above bar graph notifies the factors that make Airtel than its competitors as per dealers of Delhi and NCR covered .The Y axis shows various factors, like the offer made by Airtel dealers, the price it offers to its customers, or some dealers would like to rate Airtel above the other brands in all factors. There are some dealers who are indifferent among various DTH brands, so they come under No comment category.

Observation: 54% Airtel dealers in Delhi communicate that the offering made by the company is much better than other brands. The pricing strategy of Airtel is better rated by 75% in Delhi. only 455 of dealer said that Airtel overall is better than other DTH brands. A large ratio of dealers either avoid to make any kind of comment over this question or they are indifferent in

their opinion.

Note: The dealers which rate Airtel higher in their offerings, also comment that sometimes the offerings change so frequently, that it is difficult to keep track all of them. It is difficult for the dealers to understand about new offerings, and make customer understand and aware about those offerings.


DTH industryQ. What makes Airtel digital Tv better than Dish Tv & Tata sky?

customer care 40%

support 22%

Installattion 33%

Other 5%

Observation- Maximum number of dealer express their views and said that Tata Sky and Airtel Digital provide one call customer service, which mean that they never call again to customer care for same problem. Problems are solved during the committed time.

Installation: - Many dealers say they recommend Tata Sky and Airtel because they get the installation done much faster in comparison to Dish TV. With Dish, it takes up to 3-4 days sometimes. The company hasn‘t been able to keep up the promises made to the customers, like installation and activation commitments are often not met

Support:- It is being found that other Airtel Digital are very strong in relationship building with the dealers because there are certain examples to prove this, like, dealer have committed any mistake than customer care and company executive won‘t take much time to solve the same or take the request of the dealer on


DTH industry

Findings On survey

Maximum Dealers keep Airtel kit and recharge facility.

Awareness of new connection and new recharge offers of Airtel Digital is similar to Tata Sky and Dish Tv

There is a communication gap between the company and the dealers. This doesn‘t seem to be the case with other DTH providers.

Availability of voucher is one of the major issues among Dish TV dealers, approximately 40% of dealers in Delhi facing this problem. For small amount of recharge they use vouchers, but use other modes of recharge for large amounts. Due to the shortage of stock they are not able to retain their customer for long time.

EPRS system seems to be the most troublesome recharge option for Dish TV.

In case of Dish TV because of frequent trouble complains in EPRS recharge option, vouchers are preferred over others that are not the case with other brands who use all other options.

Customer care service is considered to be very poor as dealers often complain of problems in recharge process managed by Dish TV.

Many dealers say they recommend Airtel digital and Tata sky because they get the installation done much faster in comparison to Dish TV. With Dish, it takes up to 3-4 days sometimes.

Customer Care of Dish tv is not reachable on Toll-Free easily , waiting time is high on toll-free numbers.

Airtel Digital changes the price plans and offers more frequently as compared to the other DTH providers. This along with improper communication confuses customers which beings down the consumer satisfaction levels.

There has been a growing trend of dish TV customers and dealers being shifting like Tata Sky and Airtel Digital as they provide better value added services like after sale service, recharge facilities and customer care

Most dealers surveyed have complained that the Distributor/Sales people do not visit much and they are not receiving sufficient support.


DTH industry Airtel digital provides best support facility, quick recharge and installation

facility, which provides them with the competitive advantage

Specific Comments By dealers:-

Due to the bad EPRS system of Dish TV, they are not able to recharge higher amount and as they face such problems frequently, they try to recommend other DTH brands to their customers.

The dealers mostly prefer to sell Tata Sky and Airtel because their installation system is very fast. Also if dealers are committed to their customers regarding any specific time limit, the other DTH brands never let them feel down, which helps the dealers to keep good relation with their customer

The dealers generally sell recharge vouchers of Tata sky worth Rs 1lac per month, but in case of Dish TV they only sell vouchers worth Rs 5-10k. The main reason behind it is lack of availability and also poor EPRS system. It took long time to recharge. So dealers push its customer towards Tata sky and Airtel Digital.

There has been problem on the behalf of the distributers front, distributer have been setting there own price and negotiating according, this has been matter of loss for the dealers in most the case the profit got is not up to the mark.


DTH industry

Recommendations

1. Airtel should focus more on their promotional activities in more innovative manner so that they can provide more competition to their competitors.

2. As Tata Sky Plus is targeting a niche market, it should make its products like provogue more widely available in the market.

3. The availability of DTH is still lacking in the rural.

4.Increase awareness: Since there is lack in communication channel, it should be tackled with care and dealers should be constantly made aware about the offers and new plans through meetings with company executives at regular intervals.

5.Improve processes and techniques: In order to make recharge or activation process more transparent and user friendly, the EPRS technology needs to be upgraded consistently.

6. Give more value added services: Dish Tv should also provide value added services like free installation like Airtel and Tata sky. 7. Improvement in after Sales Services: Arrange proper training for customer care executives as Dish TV lacks proper after sale service.

8.Standardized the price plans and avoid frequency changing: Frequent changes in price and offers is proving no good for Dish TV as it is in way frustrates the customers with changes in offers without being informed about it. So Dish TV needs to watch out for this and should pre inform the customers about the offers and changes well in advance. This in a way, I feel would create more brand loyalty and preference.

9.Voucher Availability: Dish Tv should Make proper channel of Distribution of voucher.


DTH industry

Bibliography

For our project we have referred to the following places for information:

· www.tatagroup.com/tatasky

· www.airteltv.in.www. Dishtv.in

www. Indiantelevision.com

· Sales and Distribution Management – by F.L.Lobo· Marketing Management – by Philip KotlerTimes of India, Hindustan Times· "Bharti Airtel set to foray into India's DTH market, to launch Airtel Digital TV from Oct.

9". International Business Times (08 October 2008). 8 October 2008.http://in.ibtimes.com/articles/20081008/bharti-airtel-digital-dth-service-satellitetelevision.htm. Retrieved 2008-10-13.

· "ADAG & Bharti gearing for massive on air war".TATA


http://www.airteltv.in/

http://www.tatagroup.com/tatasky

DTH industry

ANNEXURE

Questionnaire1. Name of the Dealer: -................................. Location ................................. City .......................... Contact No ..................................

2. Is the product available with you whenever required by customer? Dish TV

Tata Sky

Airtel


A PROJECT REPORT

Documents

airtel dth dish tv

effectiveness of airtel

dth space

dth sector

home dth industry

dish tv covering

airtel digital tv

indian dth pie