MBA Strategic Management Research Project With Questionnaire

Project Report

On

Business opportunity of Beetel Set Top Boxes

Submitted in requirement of partial fulfillment of

Post Graduate Diploma in Business Management Programme

By Your Name

MBA/PGDMYOUR ROLL NO

COLLEGE LOGO & NAMEBHARTI TELETECH LIMITED

(A Bharti Enterprise)

ACKNOWLEDGMENTS

It was a great opportunity for me to work with Bharti Teletech limited, pioneers Beetel

telephones and Set top boxes. I am extremely grateful to those who have shared their

expertise and knowledge with me and without whom the completion of this project would

have been virtually impossible.

Firstly, I would like to thank my project guide Mr. Anurag Shankar, Sales Manager-

STB North, Bharti Teletech Ltd., who has been a constant source of inspiration for me

during the completion of this project. He gave me invaluable inputs during my endeavor

to complete this project.

I am indebted to all staff members of Bharti Teletech Ltd. for their valuable support and

co-operation during the entire tenure of this project. Not to forget, all those who have

kept our spirits surging and helped me in delivering my best.

I would like to record my thanks to reverent Soum Aditya Juyal my project guide who

helped me in my project of our institute Apeejay School Of Management.

The acknowledgement will not be complete without a vote of thanks to all other people who helped me in one way or the other in completion of this project

CONTENTS Page Number A) Title page i B)Certificate ii C)Acknowledgement iii

1) Executive Summary ……………………………………………..2) Profile ……………………………………………………………

2.1 Marketing and Exports……………………………………..2.2 Product line…………………………………………………2.3 Management……………………………………………2.4 Organization structure ……………………………………..2.5 Values………………………………………………………2.6 Quality policy………………………………………………2.7 Quality Achievements……………………………………...2.8 Bharti venture in Set Top Market………………………….2.9 SWOT Analysis……………………………………………2.10 Competitive analysis……………………………………..

3). Project 1

3.1Research objective………………………………………..3.2Methodology……………………………………………3.3 Field work……………………………………………….3.4 Research Tools…………………………………………..3.4 Data analysis…………………………………………….3.5 Conclusion………………………………………………..3.6 Suggestion………………………………………………..

4) Project 2

Objective……………………………………………… Project study………………………………………….

5) Learning………………………………………………………….6) Limitations………………………………………………………7) Bibliography………………………………………………………8) Annexure I (Questionnaire)……………………………………….9) Annexure II (Coding)……………………………………………..10) Annexure III (Branches of Offices)…………………………..

Executive summary

This project which was undertaken as a part of the PGDBM curriculum was aimed at finding the business opportunity of Beetel Set Top Boxes and comparative analysis between different brands available in the market of Set Top Boxes in free available channels.

The primary objective of the training was to get the feel of the working patterns relevant in the multi national corporations today and to what extent our course curriculum helps us in polishing ourselves in the corporate scenario, besides this I also got an overview of the difference between fast moving consumer goods industry and the soft drink industry in terms of there activities in the market. The projects I undertook were:

To see the overall potential and scope of Set Top Boxes of Beetel in semi rural market

To find the market competitiveness for STBs.

To determine the customer attitude towards STBs.

As an intern I was supposed to meet distributors and shopkeepers of different brands of Set Top Boxes and survey their prior markets in the model market in different cities in order to get the results for the above mentioned objectives.

This research is based on the comparative analysis of Beetel Set Top Boxes with other brands in the market.

I took a Ghaziabad District and Bareilly as a sample. I followed market research procedure to get an idea about the Business Opportunity of DTH in a free to air market. For this I took Bareilly as one sample area and the other as Ghaziabad district which I divided the into a four main cities i.e. Meerut, Hapur, Modinagar, Ghaziabad and other

On the basis of the conclusions, various recommendations have been given for Beetel. For instance the research could be used by the Assistant Relationship Managers and the Relationship Executives of Bharti Teletech Limited to improve the level of service. It could be also useful to the advisors to give better suggestions to their distributor.

PROFILE

Established in 1975, Bharti has been a pioneering force in the telecom sector and has many firsts to its credit. Notable among them being the first company to launch mobile services in Delhi, the first private basic telephone service provider in the country, the first Indian company to provide comprehensive telecom services outside India in Seychelles, the leading telephone instrument manufacturing company in India, and the first private sector service provider to launch national long distance telephony. Today, Bharti is India's leading private sector provider of telecommunications with about 3,071,463 mobile and 371,937 fixed line customers. It is the largest mobile operator in India with a market-share of 24.2 per cent (March 31, 2003). Bharti also provides reliable end-to-end data and enterprise services to its customers by leveraging its nationwide optic fiber backbone, last mile connectivity in fixed line and mobile circles, VSATs, ISP and international bandwidth access through its gateways and landing statio n

Bharti TeleTech, the manufacturing arm of the group, is country's leading telephone instrument manufacturing company and the largest in the world outside of China. It commands a market-share of over 30 per cent in the country. The manufacturing facilities are spread across three ISO-9000 certified plants, which have a combined installed capacity of five million telephones annually. The company manufactures a wide range of telephone models under the brand name Beetel, which is India's favourite telephone brand and every third phone used in India is a Beetel phone

Bharti Teletech produces a comprehensive basket of telephone instruments covering the entire segment of the market. Our portfolio comprises of over 35 models spanning the basic, feature-rich and cordless telephone categories, under the Beetel brand. It commands a market share of over 40% in the retail market, 95% in the private TELCO's and over 60% share in the incumbent (BSNL & MTNL) . The company has been in the forefront of growing the open retail market by providing feature-rich and world-class telephone products at affordable prices.

In 1985, Bharti Teletech entered into a technical collaboration with Siemens AG, the German technological giant and set up a plant in Ludhiana to manufacture telephones

Come 2005, and Beetel has journeyed across twenty years of creating history. In 1991, Beetel manufactured phones for 'Sprint', the American telecom mammoth. Shortly after, in 1993-94, came ISO 9001-2000 accreditations for the manufacturing units - by this time two in numbers, at Gurgaon and Ludhiana. And in a short span of time, Beetel was already the market leader. Cornering half of the Indian market, Beetel became 'India's Favorite Phone'.

In between these years, while acclaim and achievements were flowing fast and steady, Beetel was initiating and implementing steps that would take them beyond the borders of India. The immediate necessity was to establish an in-house research and development base. This was necessary on two counts - Firstly, to indigenize technologies for the local market, and secondly, to pioneer new technologies.

Success came on both fronts and fast. The first telephone instrument to get ISO accreditations, India's first EPBT phone, the first to cross the 20 million unit mark and thereafter 30 million mark, the only Indian telephone company to be present in 30 countries mapping 5 continents. One of the largest telephone manufacturers in the globe. A brand present in every second Indian home. The story of Beetel is one of milestones, inspirational efforts, teamwork and of an ambition that knew no bounds.

"The story continues. The canvas has broadened immeasurably, so have the challenges. And it is not long before India's Favourite Phone makes it's presence felt across the globe."

In Mumbai, May 31, 2007 Bharti Teletech, manufacturers and distributors of telecom and allied products in India, has been awarded the Excellence in Manufacturing Award at the National Telecom Awards for 2007, organized by Telecom Equipment Manufacturers' Association (TEMA). It is said that the company offers over 45 different Beetel phone models with prices ranging from Rs.295 to Rs.3995 across basic, feature, and cordless phones catering to customers across various segments.

During the year 2006-07, the company enhanced its retail market share to 45% besides exporting over a million telephones. The company is said to have an installed capacity of 6 million phones at its factories located in Ludhiana and Goa, and is the largest phone manufacturer globally, outside China

Bharti Teletech achieved a turnover of Rs 143.42 crore during the fiscal 2000-01. This included Rs 48 crore from Bharti Systel, its 100 per cent subsidiary until its merger in mid 2000. Bharti Teletech had a turnover of Rs 63.42 crore in 1999-2000. The net profit during the last financial year was Rs 3.2 crore

The company manufactured 3.5 million telephone sets during the year, of which 70 per cent were supplied to two state-owned companies—BSNL and MTNL. About 20 percent of the phones were procured by private service providers and retail markets, and the rest were exported. Exports were to the tune of about three lakh equipment worth Rs 10 crore and were mainly to the US, Colombia, Africa and the Middle East

Bharti has three manufacturing facilities located at Ludhiana, Gurgaon and Goa. The company operates another subsidiary, Goa Telecommunications & Systems, which had an estimated turnover of Rs 33 crore.

It plans to increase the retail outlets selling its phones from the present 3,500 to 5,000 by March 2002. Among other things, the company is in the process of setting up three call centers. These call centers would be located in Gurgaon and Delhi, besides the third city, which is yet to be finalized. For this, Bharti Teletech has set up Bharti Infotrac, a 100 percent subsidiary of Bharti Teletech for call center operations in the country.

STRENGTHStrong brand, leadership in the market

WEAKNESSNo experience in services

OPPORTUNITYExport market

THREATLow priced Chinese imports could hit the retail market and even the priced service provider market.

MARKETING AND EXPORTS

DOMESTICAfter years of careful and focused brand-building, Beetel is recognised as a trusted brand in India and is poised to take on global players in the most competitive international markets.

Beetel was the first Indian brand to launch caller ID phones in India and the first to bring down the price of cordless phones to an affordable range at below Rs. 2000.

Beetel has also pioneered SMS phones, the first in India. With this landmark development, India now has the pride of joining the select set of countries that offer SMS on and from fixed-line telephony service platform worldwide.

Indian PTT has accepted Beetel instruments whole heartedly and the brand has a 60% share in this market.

The private service providers have shown great faith in Beetel's products and appreciate the company's ability to customise the phones to their specifications. Beetel has garnered over 95% of this market.

Beetel has remained the No. 1 brand in the Indian retail market, with a market share of over 50 %.

The company's marketing network encompasses over 580 distributors and over 30,000 dealers, taking Beetel phones to every corner of one of the biggest markets in the world.

INTERNATIONALAfter years of careful and focused brand-building, Beetel is recognized as a trusted brand in India and is poised to take on global players in the most competitive international markets

Overseas, the company has a richly diversified customer base in over 30 countries across five continents. The markets include the USA, South America, Eastern Europe, the Middle East, South East Asia and Africa. Telephone instruments are supplied to Siemens, Akai, Connair and the Sprint Group in the USA among many others

The Electronics and Computer Hardware Export Promotion Council conferred upon Bharti Teletech, the award for the Top Telephone Instrument Exporter.

Exports: Bharti Teletech currently exports to 30 countries across five continents, including the PTT markets. Bharti plans to export 1.5 million telephones in 05-06 . Bharti Teletech has won the exports award consecutively for the last 2 years from the Government Export Promotion Council. It has a tie-up with Atlinks (No.1 in home and office telephony worldwide) for marketing of GE telephones in India and neighbouring countries as well as manufacture for exports. This is the first time that Atlinks will be outsourcing from India as against their sourcing from China - a testimony to Bharti Teletech's manufacturing strength. It's list of credits also include a contract with France telecom for supply of our products for their worldwide requirement, supplies to Telefonica, Peru as well as to Sprint, Marconi, Akai, Siemens, Conair & Atlinks.

PRODUCT LINE OF BHARTI TELECH

MANAGEMENTCompany's management philosophy, mission statement from CEO

Mr. Rakesh Bharti Mittal - VC & MD Mr. Pawan Kapur, CEO

ORGANISATION STRUCTURE

VALUES

BHARTI VALUESWe will meet global standards for products and services that delight customers through:

Customer service focus Empowered employees Innovative products and services. Cost efficiency.

CUSTOMER

We will be responsive to the needs of our customers.

PEOPLE

We will trust and respect our employees.

LEARNING

We will continuously improve our products and services- innovatively and expeditiously.

COMMUNITY & PARTNERS

We will be transparent and sensitive in our dealings with all stakeholders.

QUALITY POLICY

At Bharti Teletech quality has always been among the top priority.

QUALITY OBJECTIVESQuality objectives (key result areas affecting the process or product quality are identified as quality objectives) are made / established to continually improve upon the organizations performance. These objectives can be measured i.e. are data based so that these can be effectively and efficiently reviewed

QUALITY ACHIEVEMENTS1.Golden Peacock Innovative Product/Services Award in the Telecommunication Sector for the year 2002, the Golden Peacock For Innovative Management for the year 2004 and Most Innovative Product in 2005.2.Recipient of the ESC Award for Excellence in Exports in Telecommunication Equipment in 2001-02 and 2002-03.3. Winner of the Voice & Data Award for "Top Telephone Manufacturer" in 2002-03 and 2003-04.4. Won the Consumer World Award for 20045. Awarded the "Top Fixed Line Phones Company-2006" by Voice and Data.

Bharti Ventures Into Set-Top Box Market

Friday, September 23, 2005: In a bid to expand and diversify its business, Bharti Teletect has announced its venture into the digital set-top boxes market for the direct-to-home (DTH) services.The company would introduce the boxes under its own brand name Beetel. It would start the plan with an initial investment of $2 million.

Bharti Teletect, a Bharti Group enterprise is India's leading telephone instrument manufacturing company. In the beginning it only plans to import the set boxes and has targeted a sale of 200,000 boxes by the end of this year. However, it plans to do in-house manufacturing in Ludhiana and Goa once the market picks up the product.

The set box combined with a small dish antenna that will enable the subscribers to view 33 free-to-air channels of Prasar Bharti and listen to 12 FM channels. These set boxes would be made available through 100 distributors and 2,000 dealers by the end of this fiscal.

Out of the 100 million homes that are furnished with television sets in the country only half have access to the cable systems. The remaining 50 per cent rely on the conventional system of receiving the signals and thus end up getting very limited channels.

BHARTI TELETECH EYES 30% MARKET SHARE IN STB

NEW DELHI: According Sunil Mittal-led Bharti Teletech Bharti Teletech is targeting to double sales of its free-to-air set-top boxes (STB) in terms of volumes to consolidate its market share to 30 per cent by the end of this fiscal.

The company, which is the largest manufacturer and distributor of telecom and allied products in India, also leads in the organised market of free-to-air digital STBs in the country with 18 per cent market share since launching 'Beetel' set-top box towards the end of 2005.

According to CEO Pawan Kapur the company sold 1.75 lakh set-top box units last fiscal, up from 65,000 units in 2005-2006. We are now looking at increasing the sales to 3.5 lakh units by the end of the current fiscal and the company is looking at further enhancing and capturing 30 per cent of market by the end of the current financial year. The entry into the STB segment has enabled Bharti Teletech to shore up its revenues in the last fiscal.

To meet this target, the company plans to increase its distribution network. Today, the company have a national network of 225 distributors, 5,000 retailers and 152 service centres in the upcountry and rural parts for the STB segment. The company is planning to augment the network to 325 distributors, 6,500 retailers and 225 service centres by the end of this fiscal.

Aided by lowering of prices to Rs 1,700-Rs 3,400 for a STB and dish antenna, which would enable views in semi-urban and rural areas to catch the free-to-air Doordarshan channels and more channels are on the offing once DD takes a final decision regarding them, Kapur said, adding the company would try to further reduce prices through focus on research and development.

Over 100 million homes in India have television and cable systems provide entertainment to around 50 per cent of these homes. The remaining 50 per cent of households rely on the traditional antenna-based system, which provide only a limited number of channels.

With STBs, these households can watch 35 free-to-air channels on the C & KU band frequency, in addition to the regional channels. They can also access 20 radio channels of Prasar Bharti. The company was targeting this segment in semi-urban and rural areas, he said.

Bharti Teletech currently imports these boxes from its contract manufacturers in China and would wait to achieve a critical mass in sales to take a decision on manufacturing locally, Kapur said.

SWOT ANALYSIS OF BEETEL DTH SYSTEM

SRENGTH WEAKNESS

1.Strong brand, leadership in the market

2. Good knowledge of Indian Market

3. Good network of Service Centres

1. No experience in DTH service.

2. Developing market not aware of Potential.

3. Late entry in the DTH market.

4. Price higher that the available local brands.

OPPORTUNITY THREAT

1. Export market

2. Emerging market

3. Absence of good brand in the free to air DTH service.

1. The price sensitive market

2. Low priced Chinese products available in the market.

3. Large number of local brands available at cheap prices.

COMPETITIVE ANALYSIS

TATA SKYTATA-SKY is a joint venture of Tata and Star TV owned by News Corporation. It consists of 80:20 joint ventures between Tata and Ruper Murdoch. It geared up in second half of 2006. It also tied up with overseas company to ensure steadily and timely availability of Set Top Boxes.

CHIARMAN- Ishant Hussain

Market Share- 40% in Indian Market

Consumers- Total numbers of consumers of Tata Sky are half a million and will be one million by the last of the year 2007.

DISH T.VIt was launched in October 2003 by Essel Group. Its initial thrust was in rural areas where cable TV was a rarity and terrestrial transmission of doordarshan was fuzzy. The standard revenue has increased to Rs. 1943.35 million. Dish TV has also approved issue of Stock Options to employees of the Company under the Employee Stock Option Scheme, 2007, subject to approval of the shareholders at the ensuing Annual General Meeting.

CEO- Arun Kumar Kapoor

Chairman- Subhash Chandra

Market Share – 75 % in Indian Market

Consumers- 1 million subscribers and adding 100,000 subscribers per month. Currently there are 13.8 lakh subscribers and will be 40 lakh by 2008

RELIENCE MAGICOwned by Anil Dhirubhai Ambani Group. Will be launched in last months of year 2007

RESEARCH OBJECTIVES

Objectives:

“TO FIND THE BUSINESS OPPURTUNITY OF BEETEL SET TOP BOXES IN A SEMI URBAN MARKET OF FREE AVAILABLE CHANNELS.”

Sub objectives:

1. To understand STB market for determining the market potential.

2. To find the market competitiveness for STBs.

3. To determine the customer attitude towards STBs.

METHODOLOGY

IntroductionWhile making a study we very often look for what type of research methodology is to be

used in this type of study. For implementation of a proper research methodology we have

to first understand the meaning of research.

Research is a process with the help of which new concepts arises. It is the increase in the

actual knowledge stock. It can be called as movement from known to unknown and vice-

versa. It is also a continuous process. It is a scientific as well as systematic process,

which includes defining and redefining the problem to develop hypothesis, to collect and

define the information/data, to analysis the information and bring out the mother of

discovery. An individual makes the effort in research and society or public takes its

benefits because the results are usually generalized.

Data collectionThe word data means any raw information, which is either quantitative or qualitative in

nature, which is of practical or theoretical use. The task of data collection begins after a

research problem has been defined and research design chalked out. While deciding

about the method of data collection, the researcher should keep in mind that there are two

types of data primary and secondary.

1. Primary data: -This is those, which are collected afresh and for the first Time,

and thus happen to be original in character. There are many ways of data

collection of primary data like observation method, interview method, through

schedules, pantry Reports, distributors audit, consumer panel etc. The Team

Managers and employees of both the Department were consulted to get

information about procedure of both the online and off line share trading. But the

method used by us for the primary data collection was through questionnaires.

Questionnaire method

For the collection of primary data I used questionnaire method. A formal list of questions,

which are to be asked, is prepared in a questionnaire and questions are asked on those

bases. There are some merits and demerits of this method. These as under: -

Merits: -

1. Low cost even when universe is large.

2. It is free from bias of interviewer.

3. Respondents have proper time to answer.

4. Respondents who are not easily approachable can also be reachable.

5. Large samples can be made.

2. Secondary data: -

These are those data, which are not collected afresh and are used earlier also and thus

they cannot be considered as original in character. There are many ways of data

collection of secondary data like publications of the state and central govt., reports

prepared by researchers, reports of various associations connected with business,

Industries, banks etc. And the method, which was used by us, was with the help of reports

of the company.

Field Work

I divided the entire district into zones and drew out samples out of each zone. The size of samples drawn from each zone depended on the prospective ness of the particular area. For e.g., if a particular research area consisted of Offices then the sample size would obviously be higher than an area like Shopping mall or PVR. This is because Office employees constitute the service sectors who are the active investors of today. Also, the office areas consist of people from the business class who have always been in the hunt for quick money, not to forget that smart and timely investment in the share market can yield to enormous returns.

After dividing the city into zones, the Target shopkeepers were probed using Interviews and questionnaires. These were later analyzed to draw out conclusive results.

The Research Area Comprised of the following places:

SNo. Areas Covered Sample Size1. Ghaziabad 162. Meerut 183. Modinagar 84. Hapur 85. Bareilly 30

RESEARCH TOOLS

Research Design: Descriptive

Source of Data: Primary Data & Secondary Data.

Primary Datao Questionnaire.

Secondary Datao Websites

www.beetel.netwww.bharti.com

o Company Reviews etc.

Data collection Methodo Survey Method.

Survey instrument o Questionnaire (Closed and Open Ended).

Method of communicationo Personal Interview

Sample Sizeo 80

Area Coveredo Bareillyo Ghaziabad District including Meerut, Modinagar, Ghaziabad, Hapur

http://www.bharti.com/

http://www.beetel.net/

ANALYSIS OF THE QUESTIONNAIRE

How many STB/Receiver/DTH you sell in a month

Frequency Percent Valid PercentCumulative

PercentValid 01-05 53 66.3 66.3 66.3 05-10 25 31.3 31.3 97.5 10-20 2 2.5 2.5 100.0 Total 80 100.0 100.0

Comments- This question was meant to find out the market potential by closely studying the total number of DTH sold in a month. It is clearly seen that 67% of shopkeepers sell on an average three to four DTH system in a month and 31% sell on an average of 7 to 8 DTH in a month and only 2% sell more than 10 DTH in a month these are mainly those shopkeepers who supply the DTH system in near by rural areas

What price you sell STB/DTH to end customer (Cost Of STB +Dish + LNB + Installation charges)


PercentValid 1000-1250 7 8.8 8.8 8.8

1250-1500 29 36.3 36.3 45.01500-1750 27 33.8 33.8 78.81750-2000 11 13.8 13.8 92.52000+ 6 7.5 7.5 100.0Total 80 100.0 100.0

Comments- This question was meant to closely study the price of DTH by the shopkeepers. There are large number of local brands of DTH (free to air) available in the market also including the Chinese products. Most of them sell the product ranging between Rs 1250 to Rs. 1750 as the customers are not ready to pay more when the same type of product is available at cheaper price.

Impotance of Brand while purchasing DTH system.


PercentValid not important 44 55.0 55.0 55.0

partially important 21 26.3 26.3 81.3

important 10 12.5 12.5 93.8most important 5 6.3 6.3 100.0Total 80 100.0 100.0

COMMENTS- This question was framed to find out the customer buying behaviour while purchasing the DTH system for their homes. It was found that brand does not play an important role during the purchase. And also when they find the same content in every local manufactured and the branded product they opt for the local one.

Importance of content in sale in Free to Air DTH system

Frequency PercentValid

PercentCumulative




COMMENTS- The content of the product is very important to the buyers which is satisfied by the above bar charts

Importance of Cost while purchasing the DTH system for free to air channels

Importance Frequency Percent Valid PercentCumulative




COMMENTS- The customers in rural and semi-urban market are very sensitive to the pricing of any product they buy. It is clear from the above bar charts that cost of the DTH plays an important factor to decide them to purchase the product

Are you aware that Beetel is offering Free to Air STB at Market

Awareness of BEETEL


PercentValid no 34 42.5 42.5 42.5

yes 46 57.5 57.5 100.0Total 80 100.0 100.0

COMMENTS- This questioned was basically to find out that are the shopkeepers aware that Beetel have launched the DTH system to watch free to air channels and it was found that only 58 % were aware of the product.

How do you rate STB vis-à-vis cable operator on the basis of cost of facility?


PercentValid Fair 2 2.5 2.6 2.6

Good 65 81.3 83.3 85.9Excellent 11 13.8 14.1 100.0Total 78 97.5 100.0

Missing System 2 2.5Total 80 100.0

COMMENTS- This questioned was framed to fulfill the second objective of the research i.e. to find out the customer attitude for the DTH system. It was found that 83 % of people are satisfied with the cost paid by them to buy the DTH system.

How do you rate STB vis-à-vis cable operator on the basis of Quality of Telecast?


PercentValid Fair 11 13.8 13.8 13.8

Good 30 37.5 37.5 51.3Excellent 39 48.8 48.8 100.0Total 80 100.0 100.0

COMMENTS- It was found that Quality of Telecast is good as compared by the cable TV.

How do you rate STB vis-à-vis cable operator on the basis of Service rendered by DTH vis-à-vis cable?


PercentValid Poor 1 1.3 1.3 1.3

Fair 22 27.5 27.5 28.8Good 40 50.0 50.0 78.8Excellent 17 21.3 21.3 100.0Total 80 100.0 100.0

COMMENTS- With the help of this question it was found that service provided by the DTH system to view the free to air channels are far better as compared to cable TV’s as whenever the problem arises in the DTH, it is serviced by the company as fast as possible

How do you rate STB vis-à-vis cable operator on the basis of Availability of Channels?


PercentValid fair 46 57.5 57.5 57.5

good 27 33.8 33.8 91.3excellent 7 8.8 8.8 100.0Total 80 100.0 100.0

COMMENTS- As the free to air does not consist of less entertainment channels such as star plus, zee tv , and also currently there are less free channels , customers are not satisfied with the availability of chanels

Name top three brands in order of monthly sales. (Free to air)


PercentValid power 33 41.3 41.3 41.3

universal 13 16.3 16.3 57.5dab 7 8.8 8.8 66.3weston 15 18.8 18.8 85.0others 12 15.0 15.0 100.0Total 80 100.0 100.0

COMMENTS- This questione was framed to find out the market competitiveness of STB and to find out the major players available in this category. It was found that major market is captured by the Power and after it comes Weston and Universal.

What is the general warranty period provided by most of the brands?

Frequency Percent Valid Percent Cumulative PercentValid 3.00 6 7.5 7.5 7.5

6.00 65 81.3 81.3 88.812.00 9 11.3 11.3 100.0Total 80 100.0 100.0

COMMENTS- Most of the brands of the free to air DTH systems provide the warranty Period of the 6 months.

What additional feature and services you suggest to the company?

Frequenc

y PercentValid

PercentCumulative

PercentValid increase service

facility 23 28.8 33.8 33.8

increase warranty period 17 21.3 25.0 58.8

money back facility 20 25.0 29.4 88.2Others 8 10.0 11.8 100.0Total 68 85.0 100.0

Missing System 12 15.0Total 80 100.0

COMENTS- On the basis of this question it was found that company should have good service facility in the area where it want to launch the product and also have reasonable warranty period.

CONCLUSION

There is a lot of market potential as no major brand is available in the market

providing free to air channels as Out of the 100 million homes that are furnished

with television sets in the country only half have access to the cable systems. The

remaining 50 per cent rely on the conventional system of receiving the signals and

thus end up getting very limited channels.

Also every year the number of free to air channels are increasing so the market

opportunities are also increasing in the free to air DTH systems

Through market research I came to know that there exists large number of players

in the market in the free to air DTH system category

There are many local brands and the imported brands from China available in the

market and as the people in the rural areas and in semi urban areas are price

sensitive while purchasing the product they are more convinced by these imported

products as they are cheaper and has the reasonable warranty period.

It was gathered from the research that the awareness of Beetel Set Top Boxes not

Quite Significant in the free to air DTH system so they must take an appropriate

step to increase the awareness in the market.

Due to less availability less number of service centers many shopkeepers do not

want to sell the product because at the time of repair (if required) they have to

send the product to Delhi or near by service centre which is also not too near. This

process is time consuming and also costly and the cost of sending the product and

receiving back have to be incurred by the shopkeeper.

PROJECT 2Objective:- To study various companies coming under the Bharti Enterprises

BHARTI ENTERPRISES

Bharti Enterprises has successfully focused its strategy on telecom while straddling diverse fields of business. From the creation of 'Airtel', one of India's finest brands, to becoming the largest manufacturer and exporter of world class telecom terminals under its 'Beetel' brand, Bharti has created a significant position for itself in the global telecommunications sector. Bharti Airtel Limited is today acknowledged as one of India's finest companies, and its flagship brand 'Airtel', has over 40 million customers across the length and breadth of India.

While a joint venture with TeleTech Inc., USA marked Bharti’s successful foray into the Customer Management Services business, Bharti Enterprises’ dynamic diversification has continued with the company venturing into telecom software development. Recently, Bharti has successfully launched an international venture with EL Rothschild Group owned ELRO Holdings India Ltd., to export fresh Agri products exclusively to markets in Europe and USA. Bharti also has a joint venture - ‘Bharti AXA Life Insurance Company Ltd.’ - with AXA, world leader in financial protection and wealth management. Bharti has recently forayed into retail business under a company called Bharti Retail Pvt. Ltd. It also has an MoU with Wal-Mart for the cash & carry business

Bharti Airtel Ltd:

Bharti Airtel Ltd is India's leading provider of telecommunications services. The company has 4 distinct Business divisions - Mobile & telephone services, broadband services, long distance services and enterprise services

Telecom giant Bharti Airtel is the flagship company of Bharti Enterprises. The Bharti Group, has a diverse business portfolio and has created global brands in the telecommunication sector. Bharti has recently forayed into retail business as Bharti Retail Pvt. Ltd. under a MoU with Wal-Mart for the cash & carry business. It has successfully launched an international venture with EL Rothschild Group to export fresh agri products exclusively to markets in Europe and USA and has launched Bharti AXA Life Insurance Company Ltd under a joint venture with AXA, world leader in financial protection and wealth management.

Airtel comes to you from Bharti Airtel Limited, India’s largest integrated and the first private telecom services provider with a footprint in all the 23 telecom circles. Bharti Airtel since its inception has been at the forefront of technology and has steered the course of the telecom sector in the country with its world class products and services. The businesses at Bharti Airtel have been structured into three individual strategic business units (SBU’s) - mobile services, broadband & telephone services (B&T) & enterprise services. The mobile business provides mobile & fixed wireless services using GSM technology across 23 telecom circles while the B&T business offers broadband & telephone services in 94 cities. The Enterprise services provide end-to-end telecom

solutions to corporate customers and national & international long distance services to carriers. All these services are provided under the Airtel brand.

Our Vision & promise

By 2010 Airtel will be the most admired brand in India:

Loved by more customers

Targeted by top talent

Benchmarked by more business

We at Airtel always think in fresh and innovative ways about the needs of our customers and how we want them to feel. We deliver what we promise and go out of our way to delight the customer with a little bit more

Bharti TeleTech Ltd

Bharti TeleTech Ltd manufactures and exports world-class telecom equipment under the brand 'Beetel'

Telecom Seychelles Ltd

Telecom Seychelles Ltd provides telecom services in Seychelles, under the brand 'Airtel' Airtel is committed to bring Seychelles the best in telecommunications. The strength behind Airtel is the Bharti Group, a telecom giant - the biggest private integrated telecom conglomerate based in India Bharti's partners in Airtel are Emtel, the premier GSM operator in Mauritius, some private investors.

Registered as Telecom Seychelles Limited and operating under the brand name of Airtel, the company is licensed to offer comprehensive telecom services including GSM Cellular, PSTN (Fixed Lines), Fax and Data, International Roaming, connectivity to Internet Services, Maritime Telecom Services (INMARSAT) and International Collect and Credit Card calling. Dominating the market with its service and customer commitment - Airtel has always been at the forefront of innovation and change in the Telecom sector in Seychelles.

Airtel's Head Office is in Providence & Anse Royale, Mahe. Airtel also has showrooms in Victoria, Mahe and Grand Anse, Praslin, that serve as one-stop shops for customers.Airtel provides the whole range of telecom services, from GSM Mobile services, Airtel Prepaid Mobile Cards available at a string of outlets, International Roaming with 157 operators in 65 countries, a host of Value Added Services, Fixed Cellular services and a fast growing Fixed Line network as well

In addition to telecom services, Airtel also recently acquired a 4-star luxury 124-bedroom hotel in Seychelles, called Le Meridien Barbarons Beach Hotel.

http://www.barbarons.lemeridien.com/

http://www.airtel.sc/other_services.html

http://www.airtel.sc/international_roaming.html

http://www.airtel.sc/airtel_prepaid.html

http://www.airtel.sc/mobile_services.html

http://www.bharti.com/

OUR VISION

"To provide global telecom services and delight customers."

OUR MISSION

We will meet the mobile communication needs of our customers through:

Error- free service delivery

Innovative products and services

Cost efficiency

Unified Messaging Solutions

Bharti Telesoft Ltd

Bharti Telesoft Ltd delivers best-in-class, revenue-critical VAS products and services to telecom carriers. Bharti Telesoft was formed in 1999 to provide value added services and solutions to wireless and wireline carriers worldwide. In just 6 years, Bharti Telesoft has grown rapidly, and to date has deployed products and solutions in 25 countries including Latin America, Europe, Mena, Africa, Asia Pacific to over 100 networks, enabling service provision to over 150 million customers across 5 continents

Bharti Telesoft's strong domain knowledge enables it to understand customer requirements and provide off-the-shelf products and customized solutions based on a comprehensive portfolio of core products and service modules. Bharti Telesoft's product suites enable service providers to offer differentiated services, reduce customer churn, increase Average Revenue per User (ARPU) and assist operators in generating significant sustainable new revenue streams.

Bharti Telesoft's mission is to build on its strong telecom domain experience and be a leading provider of innovative products, solutions and services to the global wireless and wireline telecom markets.

Bharti Telesoft’s Board of Directors comprises leading figures from the world of telecom. The BOD are the following

1. Sunil Bharti Mittal2. Rakesh Bharti Mittal3. Surendra Jain4. Badri Agarwal5. Mohit Bhatnagar

6. Sanjiv Mital7. Anil Gajwani

Core Values

Bharti Telesoft has a strong set of core values, which guide the behavior and conduct of its employees. These core values are based on the following:

TrustTo trust our colleagues and value their integrity

RespectTo respect the individual, regardless of his race, religion or gender and treat all employees equally, whether subordinates, peers or superiors

ResponsivenessTo be responsive to the needs of our customers and to treat customers with the utmost respect and courtesy.

InnovationTo continuously improve our product and service offerings via innovation

TransparencyTo be transparent and sensitive in our dealings with all stakeholders

EthicsMaintain the highest levels of ethical behavior and in all matters, abide by the law

Technology Partners

ADAX, Continuous Computing, Ericsson, Flextronics Software Systems, IBM, Intel Corporation, HP, Lucent, Motorola, Oracle, Sun Microsystems, WiderThan.com

TeleTech Services (India) Ltd

TeleTech Services (India) Ltd is joint venture with TeleTech Inc., USA. It offers a range of Customer Management Services. TeleTech Services (India) Ltd., commonly known TeleTech India, is a joint venture of TeleTech Holdings, world’s leading full-service provider of business process outsourcing and Bharti TeleTech Ltd. - a Bharti Enterprise and part of India’s largest private sector telecom conglomerate

TeleTech India combines the best of business process outsourcing and telecom capabilities with India’s distinct value propositions as the world’s preferred outsourcing

destination. They offer the entire spectrum of front-to-back-office business processes ranging from voice and non-voice customer support, back office administration (including credit and collections, account maintenance, application processing, claims processing, asset management, document management etc.), sales and marketing (including database marketing, marketing support, web sales and marketing etc.) to our global customers from our state of the art facilities in India

TeleTech's customer management experts provide clients with comprehensive solutions-from the front office to the back office, across five continents. Our experience and expertise are why the world's largest enterprises trust TeleTech with their ultimate asset-their customers' loyalty.

BOARD OF DIRECTIORS

1. Rakesh Bharti Mittal (Vice-Chairman and Managing Director of Bharti TeleTech)2. Badri Agarwal (Corporate Director, Bharti Enterprises)3. James Barlett (Vice-Chairman Teletech)4. Christy O'Connor (Vice President & Assistant General Counsel Teletech)

EXECUTIVE MANAGEMENT

1. Mohan Kulkarni (President & Chief Executive Officer)2. Rakesh Vaidya (Vice President - Global Sales)\3. Naresh Chandna ( Vice President- Procurement, Facillities & Admin.)4. Mukesh Gupta (Vice President - Finance & Accounts)5. Sourabh Saxena (Vice President - Domestic Operations)6. Anoop Mehra (Head HR)7. Tejpal Singh Likhari ( Vice President - International Operations)

VISION

1. To be a preferred service provider in the BPO industry.2. To be a professional and profitable company with sustained growth.3. To be valued by clients, partners and employees.

MISSION

1. To profitably expand our client base and provide them consistent, value added and

Innovative service-solutions.

To achieve this through an environment where:

a) Employees are motivated.

b) The organization has a passion for excellence.c) Clients value the relationship

FieldFresh Foods Pvt Ltd

FieldFresh Foods Pvt Ltd is Bharti's venture with EL Rothschild Group owned ELRO Holdings India Ltd., to export fresh Agri products exclusively to markets in Europe and USA. FieldFresh Foods (P) Ltd was incorporated in the Year 2004, with a vision to Link Indian Fields to the World, by making India a global food basket.

The company is engaged in providing premium quality fresh produce to the markets worldwide and promotes world class standards for agricultural practices, progressive farming techniques & identification and adoption of appropriate technologies

The Research & Development work, being undertaken at the model farms, is benefiting a large number of partner & non-partner farmers.

Values

Conducting itself with the highest degree of integrity, complete transparency and sensitivity towards its stake holders, the environment and providing value to its customers.

Mission

The mission is to be a dominant global player in the food industry. To offer consistently high quality products and aim for value leadership in the fresh produce category. Cutting edge product development, deployment of appropriate technology, close understanding of the market trends and consumer needs are the pillars of success of FieldFresh

Board of Directors & Management:

1. Mr. Sunil Bharti Mittal (Chairman)2. Mr. Rakesh Bharti Mittal (Director)3. Lady Lynn Forester de Rothschild (Co-Chair)4. Sir Evelyn de Rothschild (Director)5. Rohtash Mal (CEO)

Customers & Markets

FieldFresh through its robust international collaborations is building a strong marketing network for year round & timely delivery of produce. The initial focus is on the distribution of fresh fruits & vegetables in European Union, Eastern Europe, South East Asia, Middle East & the CIS Countries

BHARTI AXA LIFE INSURANCE

Bharti AXA Life Insurance is a joint venture between Bharti, India's leading private telecom company and AXA, world leader in financial protection and wealth management. Their philosophy is built around the promise of making people "Life Confident". Whatever plans in life, you can be confident that Bharti AXA Life Insurance will offer the right financial solutions to help you achieve them.

AXA, ranked No 15 in the Fortune 500 list of global companies managed a total AUM of Euro 1,091 billion as of June 30, 2006 The AXA group has over 50 million customers and employs over 112,000 people.

VISION

To be a leader and the preferred company for financial protection and wealth management in India

STRATEGY

To achieve a top 5 market position in India through a multi-distribution, multi-product platform

To adapt AXA's best practice blueprints as a sound platform for profitable growth To leverage Bharti's local knowledge, infrastructure and customer base To deliver high levels of shareholder return To build long term value with our business partners by enhancing the proposition

to their customers To be the employer of choice to attract and retain the best talent in India To be recognised as being close and qualified by our customers

LEARNINGS

1. I learned to apply a lot of theoretical knowledge into practical use.

2. As my work included the sales, I learnt some of the ground rules of selling my product.

3. I also learnt to handle the month end stress when it is time to complete the targets.

4. I also came to know the various work culture rules and ethics that are required to be followed in the organization.

5. I also found that it is very important to build a relationship with a client as it brings more business.

6. I also learnt to analyze and interpret data by working on this project.

LIMITATIONS

1. Usual sampling errors may exist.

2. The universe selected was Ghaziabad and Bareilly region. So the result cannot be generalized.

3. Some of the shopkeepers may be uninterested and may not have replied correctly.

4. Respondent may also be biased due to several reasons.

5. Some respondents are unwilling to talk. Some respondents either do not have time or willing does not respond, as they are quite annoyed with the Questionnaire

6. Sample size was small which may affect the reliability of the result

BIBLIOGRAPHY

Websites:www.beetel.netwww.bharti

http://www.bharti/

http://www.beetel.net/

Books Refered :

Marketing Research By G.C BeriMarketing Management By Philip Kotler

ANNEXURE I (QUESTIONAIRE)

QUESTIONNAIRE

Kindly fill the following particularsName of Outlet ___________________________________________________________ Name of Concerned person _________________________________________________ (Attach Business Card

Answer the following questions, by ticking the relevant option1. What Kind of STB/Receiver/DTH you sells

A Free to Air B Paid

2. How many STB/Receiver/DTH you sell in a monthA 01-05 B 05-10C 10-20 D 20 plus

3. What price you sell STB/DTH to end customer.(Cost Of STB +Dish + LNB + Installation charges A Rs 1000 – Rs 1250 B Rs 1250 – Rs 1500 C Rs 1500 – Rs 1750 D Rs 1750 - Rs 2000

D Over Rs 2000

4. What are the factors, which influence the sale of STB rate at the scale of 1 to 4?(1-Least Important to 4-Most important)A Brand B Content C Cost D After sales

service

5. Are you aware that Beetel is offering Free to Air STB at MarketA Yes B No

6. Would you will you like to sell the Beetel STB costing at-Rs 1595+LNB+DishA Yes B No

7. How do you rate STB vis-à-vis cable operator on the following parameter (Tick appropriate box for each factor)SN FEATURES Excellent Good Fair Poor1. Cost of facility2. Service rendered3. Quality of telecast4. Availability of

channels

8. Name top three brands in order of monthly sales. (Free to air) A)___________________ B)___________________ C)___________________

9. Do you provide after sale services.A Yes B NoIf yes, what are the charges: __________________________per month

10. What is the general warranty period provided by most of the brands? __________________________________________________________________

11. What additional feature and services you suggest to the company __________________________________________________________________

____________________________________________________________________________________________________________________________________

ANNEXURE II(CODING)

CODING OF THE QUESTIONAIRE

Variable1. What Kind of STB/Receiver/DTH you sells Codes Free to air 1 Paid 2 Variable2 How many STB/Receiver/DTH you sell in a month Codes

01-05 105-10 210-20 320 plus 4

Variable 3 What price you sell STB/DTH to end customer.

(Cost Of STB +Dish + LNB + Installation charges Codes

Rs1000-Rs1250 1 Rs1250-Rs1500 2 Rs1500-Rs1750 3 Rs1750-Rs2000 4 Rs2000 plus 5 Variable4 What are the factors, which influence the sale of STB rate at the Scale of 1 to 4 (1-Least Important to 4-Most important)

Codes Brand 1 to 4 Content 1 to 4 Cost 1 to 4 After sale service 1 to 4

Variable 5 Are you aware that Beetel is offering Free to Air STB at Market Codes Yes 1 No 2

Variable 6 to 9 Rating STB vis-à-vis cable operator on each of the following parameters COST OF FACILITY, SERVICE RENDERED, QUALITY OF TELECAST and AVAILABILITY OF CHANNELS by ticking appropriate box in front of each variable Codes Excellent 4 Good 3 Fair 2 Poor 1 Variable 10 Name top three brands in order of monthly sales. (Free to air)

Codes Power 1 Universal 2 Dab 3 Weston 4 Others 5

Variable 11. Do you provide after sale services. Codes

Yes 1 No 2

Variable 12. Additional features and services suggested for the company. Codes Increase service facility 1 Increase warranty period 2 Money back facitity 3 Others 4

ANNEXURE III

LIST OF BUSINESS PREMISES (BRANCHES/FACTORIES/C&F)

LIST OF BUSINESS PREMISES (BRANCHES/FACTORIES/C&F)Sr.No. State Address/Registration No. Telephone Number

1 DelhiBharti Teletech Ltd.D-195, Okhla Industrial Area Phase - I, New Delhi - 110 020

Ph.: 011- 41709600-05

2 U.P. Bharti Teletech Ltd.

C-8, Sector - 6 Noida, U.P.

Ph.: 0120-2422497/498

Bharti Teletech Ltd. C/o Gati Ltd,

Ph.:0522-438891/ 2435292

Plot No:-563/564, Hind Nagar Opp. ESI Hospital , Lucknow-Kanpur Road, Lucknow - 226012

3 Maharashtra

Bharti Teletech Ltd.401, Pramukh Plaza,4th Floor, Caridinal Gracious Road,Chakala, Andheri (E), Mumbai - 400 093

Ph.: 022-56999175 / 176 / 56981610

Bharti Teletech Ltd.C/o Kochi Logistics Services (P) Ltd.Unit No. 9, Bldg. No. C-6,Ground Floor,Shri Arihant Complex,Village Kalher, BhiwandiThane-421302

Ph.: 02522-273457 / 458

Bharti Teletech Ltd.C/o Spear Logistics (P) Ltd.Phoenix Warehousing Complex,Gate No. 2523/1/2,Pune Nagar Road,Wagholi, Pune - 412207.

Ph.: 020-27050643 / 56343548

4 West Bengal

Bharti Teletech Ltd. 4th Floor, Room no.8, Shantiniketan Building 8, Camac Street, Kolkata- 700 017

Ph.: 033-22828473 / 22825102

5 Karnatka

Bharti Teletech Ltd. No. 76, 36th main,Dollar Scheme Ext. BTM Layout, Madiwala, Banglore -560047

Ph.: 080-26786248 / 310

6 Tamilnadu Bharti Teletech Ltd. Ph.: 044-42013468

C/o. Aditya AssociatesAVM Studio’s7/3, Arcot RoadVadapalaniChennai-600026

7 Punjab

Bharti Teletech Ltd. Plot no. 1 - 4, Rural Industrial Complex Humbran, Ludhiana, PunjabCST/LST : 50416914 dtd. 01.01.86 TIN : 03191098619

Ph.: 0161-2871261 / 2871062

8 Goa

Bharti Teletech Ltd. 1st Floor, Plot No. 46- 50, Mapusa Industrial Estate Mapusa, Goa - 403525

Ph.: 0832 -2262713 / 2262923

9 A.P.

Bharti Teletech Ltd. C/o Sree EnterprisesSurvey no.133, M.B.N. Reddy EstatePlassey Lane, BowenpallySecunderabad - 500 011

10 Kerala

Bharti Teletech Ltd. C/o Team Electronics (P) Ltd,

Building No 6 767/8, Off Seaport Airport Road, Judgemukku, Thrikkakara, BMC P.O.,Cochin - 682 021

Ph.: 0484-2425751

11 Gujrat Bharti Teletech Ltd.

C/o Fairdeal Distribution Pvt Ltd Survey no. 344, behind Ekta Hotel,Sarkhej bavala road, sarkhej,

Ph.: 079-26891621 / 1622

Ahmedabad - 3820210

12 Chhatisgarh

Bharti Teletech Ltd. C/o Karamchand Agencies,4, Raipur C&F Complex Near RTO Office, Dhamtari Road, Devpuri Raipur - 492 015

Ph.: 0771-2412101 / 02

13 M.P.

Bharti Teletech Ltd. C/o Saumitra Enterprises 7, B.S.R. Compound,Lasudia Mori, Dewas Naka Indore - 452 0013

Ph.: 0731-4033288

14 Haryana

Bharti Teletech Ltd. C/o Mahavir Agencies, Northern Carrier Compound G.T. Road, Kundli, Sonepat, Haryana

Ph.: 0130-3095512

15 Rajasthan

Bharti Teletech Ltd. C/o Gati Ltd, E- 53-56, Dhronpuri, Girdharipura, 200 Sqft Sikar Bye Pass, Opp Chittarkoot Water Tank,JAIPUR- 302024

Ph.: 0141-3954711

16 Chandigarh

Bharti Teletech Ltd. C/o Gati Ltd, Plot No. 181,APS Compound, Industrial Area,Phase- 1, Chandigarh- 160 002

17 J & K Bharti Teletech Ltd.

C/o Gati Ltd, ANKE Industrial Area,New Telco Service Station, National Highway,

Kaluchak, Jammu- 180 010

18 Bihar

Bharti Teletech Ltd. C&FA : Raj Protim Agencies Pvt. Ltd. 269/235,Sudarshan Path,Biscomaun Godown,Opp Jain Mandir, Gulzarbag,Patna- 800 007

Ph.: 0612-3091393 / 2638896

19 Jharkhand

Bharti Teletech Ltd. C&FA : Raj Protim Agencies Pvt. Ltd 1378, Court Road, Opp Anuraag Building,Bihar Club bye Lane, Ranchi- 834 001

Ph.: 0651-2201218

20 Orissa

Bharti Teletech Ltd. C&FA : Raj Protim Agencies Pvt. Ltd Plot no.13, Unit 6, Ganganagar,Bhubaneswar – 751 001

Ph.: 0674-2396427

21 Assam

Bharti Teletech Ltd. C&FA : Raj Protim Agencies Pvt. Ltd C/O,Star Electronics, 2nd Floor,Eastern Road Carrier Compound, Chritian Basti, G.S. Road,Guwahati- 781 005

Ph.: 0361-2599203

22 Uttranchal Bharti Teletech Ltd.

C/o Gati Ltd, Khasra No, 332, 333, 335, 339of 1345 Fasli, Village Niranjanpur,

Pragana Central Doon,Dehradoon- 248 008

23 Himachal

Bharti Teletech Ltd. C/o Crossroad Logistics Pvt. Ltd,B- 69, 1st Floor, Sector- 3,New Shimla- 171 009, H.P.

MBA Strategic Management Research Project With Questionnaire

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