Competitive Analysis of Reliance

8/3/2019 Competitive Analysis of Reliance

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COMPARATIVE ANALYSIS OF RELIANCECOMMUNICATIONS WITH THE MARKET LEADERS

PRESENTED BYMR. PRIYANKO SAHA (ST1 - 40)

MR. NIRVIK BANERJEE (ST6 - 41)

MR. JEETU KUMAR (ST5 - 16)

EXTERNAL GUIDE :-

MR. ABHISHEK KUMAR BASU(SALES MANAGER , DATA CARD DIVISION, RELIANCE COMMUNICATIONS)

INTERNAL GUIDE:-

PROF. DR. RAJIB KUMAR DAS , EIILM

VENUE:- EIILM , WATERLOO STREET CAMPUS

DATE:- 18th of July 2011.


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OBJECTIVE

A COMPARITIVE CASE STUDY OFRELIANCE COMMUNICATIONS OVEROTHER NETWORK COMMUNICATION

COMPANIES IN SOUTHERN CLUSTER OFKOLKATA


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MAP OF SOUTHERN CLUSTER OF KOLKATA & THEAREAS WHERE WE WORKED (MARKED IN RED)


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SALES REPORT OF RELIANCE COMMUNICATIONS INCOMPARED TO OTHER TELECOM COMPANIES (RABINDRA

SAROBAR TO RUBY GENERAL HOSPITAL)

0

2

4

6

8

10

12

14

16

Market Competitors

Rupeesin

million

Reliance CDMA Reliance GSM

Vodafone Airtel

Market Leaders areAirtel and Vodafone,because of greatercustomer satisfaction.

Network Problems ofRelianceCommunication


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SALES REPORT OF RELIANCE COMMUNICATIONS INCOMPARED TO OTHER TELECOM COMPANIES (JADAVPUR

STATION TO GARIA RAIL STATION)

0

1

2

3

45

6

7

8

910

Market Competitors

Rupeesinmillion

Reliance CDMA Reliance GSMVodafone Airtel

Market Leaders are providing theircustomers with lucrative offers andschemes.

Call drop and network issues arevery less in case of the competitors


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SALES REPORT OF RELIANCE COMMUNICATIONS INCOMPARED TO OTHER TELECOM COMPANIES (BEHALA

CHOWRASTA TO SHIRAKOL)

0

1

2

3

4

5

6

Market Competitors

Rupees

inmillion


Vodafone Airtel

Network Problem is badin the interiors.

DSR visits are very rare.


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CONSOLIDATED SALES REPORT OF RELIANCECOMMUNICATIONS IN COMPARISON TO OTHER TELECOM

COMPANIES

0

5

10

15

20

25

30

Market Competitors

Rupeesinmillion


Vodafone Airtel

ROI is very good forAirtel and Vodafone.

Network Connectionsof the market leaders

are better than us.

DSR visit is regular forthe market leaders.

CAF(Customer

Application Form) forthe market leaders arevery high.


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DATA CARD SALES REPORT OF RELIANCE COMMUNICATIONSIN COMPARISON TO OTHER TELCOM COMPANIES (JADAVPUR

TO GARIA RAIL STATION)

0

5

10

15

20

2530

35

40

45

50

Market Competitors

HSD 1x REL 3G

VODAFONE AIRTEL AIRCELMTS TATA IDEA

DATA CARDS speeds arevery high for the marketleaders.

Pricing is good for themarket leaders.


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DATA CARD SALES REPORT OF RELIANCE COMMUNICATIONSIN COMPARISON TO OTHER TELCOM COMPANIES (RABINDRA

SAROBAR TO RUBY GENERAL HOSPITAL)

0

5

10

15

20

25

Market Competitors

HSD 1x REL 3G VODAFONE AIRTEL AIRCEL MTS TATA IDEA

In case of Vodafonethe network coverageis very good.

3G dongles areoffered at a lower pricethan Reliance.

Data Cards speedsare higher in comparedto Reliance.


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DATA CARD SALES REPORT OF RELIANCE COMMUNICATIONSIN COMPARISON TO OTHER TELCOM COMPANIES (BEHALA

CHOWRASTA TO SHIRAKOL)

0

10

20

30

40

50

60

Market Competitors

HSD 1x REL 3G

VODAFONE AIRTEL AIRCEL

MTS TATA IDEA

MTS offers a goodcompetitive pricing for2G dongles.

2G data cards are

priced lower than theother telecomcompanies.

2G data card speedsare good for MTS.


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CONSOLIDATED DATA CARD SALES REPORT OF RELIANCECOMMUNICATIONS IN COMPARISON TO OTHER TELCOM

COMPANIES

010

20

30

4050

60

70

80

90

Market Competitors

HSD 1x REL 3G

VODAFONE AIRTEL AIRCEL

MTS TATA IDEA

DSR ( Distributor SalesRepresentative) visit is veryregular for the MarketLeaders.

Data Cards speeds are very

good for the market Leaders.

Ease of availability ofproducts to the retailers.

Good Network Connectivity.

Good Competitive pricing incomparison to others.


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RETAILERS FEEDBACK REGARDING RELIANCECOMMUNICATIONS

19.63

13.09

10.86

25.52

24.48

6.41

Column1DSR (DISTRIBUTOR SALES

REPRESENTATIVE) VISITIS INADEQUATE

RELIANCE DATA CARDSSPEEDS ARE INADEQUATE

RELIANCE 3G ISEXPENSIVE INCOMAPRISON TO OTHERS

FREQUENT CALL DROPPROBLEMS

DEDUCTION OF BALANCEWITHOUT PRIOR NOTICE

ROI IS VERY LESS

BACK


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CONCLUSIONFrom our survey report of Reliance Communications for data cards

& monthly easy recharge sales we can see that most of the retailersare dis-satisfied with reliance due to very poor network connectivity& call dropping problems in comparison to the market leaders likeVodafone or Airtel. The ROI ( Return On Investment) for the retailersis also very less due to which they are less interested in keeping

Reliance. Their is also a common problem of frequent deduction ofbalance without prior notice.

In case of data cards the speeds are very less & the price of thedata card dongles are high in comparison to the market leaders likeVodafone & Airtel.

So Reliance communications are lagging far behind the marketleaders.


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RECOMMENDATIONS We can see from Slide No.12 that the most high rated problem is the

Frequent Call drop problem which can easily be rectified ifRELIANCE strengthens their network a bit.

The second most high rated problem is the problem of Frequentdeduction of balance without prior notice to the customers which istotally an in house problem of RELIANCE COMMUNICATIONS.

DSR (DISTRIBUTOR SALES REPRESENTATIVE) visits can beincreased by paying an incentive or by hiking their salary which willkeep them more motivated for work.

ROI (RETURN ON INVESTMENT) is very less for which theretailers are not much interested in keeping Reliance which can berectified by increasing the ROI or by paying a similar kind ofincentive.

Reliance 3G dongle & data card prices could be slashed down a bitto match the prices offered by their competitors or market leaders toincrease the sales.


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THANK YOU

Competitive Analysis of Reliance

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