Project Report on AIRTEL

ACKNOWLEGEMENT

The Project could not have materialized, if it were not for the Guidance

from my Seniors, Peers, my honorable Teaching Staff, Faculty members of

IIPM, New Delhi, little bit of my own Research work, mind-work and above all

the people at BHARTI AIRTEL LTD.

The inception of this project has been a great learning experience, and

also has put in place all fragmented ideas in various areas within me to more

logical and meaningful results.

The Study & Research so put-in, unraveled the foresight inside me

and also numerous and quantifiable potent in me. The evolvement this long a

way, over the past 1 and odd year in this prestigious Institution has been

tremendous.

I also take this opportunity, reminiscent with memoirs of acquaintances

at BHARTI AIRTEL LTD., their overwhelming support & many unforgettable

gestures, and thank them profusely. A Special thanks to:

1. Mr.Vikas Khokha – Deputy General Manager (Sales)

2. Mr.Gaurav Kant – Senior Manager (Sales)

3. Mr.B.S.Rao –Senior Exe. (Sales)

1. VISION

“Airtel will leverage their strengths in executing complex global-scale projects to

make leading edge information and communication services affordable by all

individual consumers and business in India. In the year 2006 Bharti Airtel ranked 3rd

and with improving its performance this year in 2007 Bharti Airtel ranked on the No.

2 most popular and trusted service brand.”

1.1 Future plans:

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

Loved by more customers

Targeted by top talent

Benchmarked by more business

1.2 ABSTRACT

1. Bharti Airtel offers a complete range of telecom services, covering mobile and

fixed line telephony including broadband, national and international long

distance services, data services and a wide range of value added services and

applications that enhance productivity of enterprises and individuals.

2. Bharti tele-ventures the brand name which later known as Bharti Airtel, the

first of Infocomm’s initiatives was launched on July 7, 1995. And the founder

of this group is Mr. Sunil Bharti Mittal.

3. This marks the beginning of Sunil Bharti’s dream of ushering in a digital

revolution in India by becoming a major catalyst in improving quality of life

and changing the face of India. It aims to achieve this by putting the power of

information and communication in the hands of the people of India at

affordable costs.

4. Bharti is currently offering mobile services, broadband services, fixed line

phone services, calling cards, and data cards. Soon the new project of Airtel

“IPTV” will join its company’s product range.

5. Recently, Bharti ventures tie up with the brand name “WALMART” to be

launch with in the vicious circle of Indian boundaries. WALMART already

has a business of 42 billion dollars in its parent city.

This is not all about Bharti Airtel it has a long success journey which itself leads a

great story of success that continues with the launching of its new product “IPTV” by

the end of this year.

1.3 PROJECT TITLE

OBJECTIVE –

To study and analyze various marketing activities held at Airtel Broadband

and Telephone Services.

Analytically find out the activities that contribute the most to attract the users

towards AIRTEL services.

To study in detail about the various aspects of the most profitable activity.

Based on various analyses, strategize and develop an action plan which is

feasible and profitable for the company.

The project helped in understanding the factors that need to be considered before

investing in any activity and the reasons for its implementation.

Also the project proves to be in complete agreement with the “4P” Principle given by

Philip Kotler, namely

1) PRODUCT

2) PRICE

3) PROMOTION

4) PLACE

And proved that these are the best tools available for decision making before carrying

out any marketing activity.

Its all about the AIRTEL (the company growth and extension of new product for the

beneficial of its customers the enhancement of technology) AIRTEL is going to strike

out the market by introducing its new range of product after striking the market and

ruling the stratified market with the satisfaction of customers and by giving them

better facilities at the most reasonable rates. BHARTI AIRTEL announces its new

product IPTV after a huge success of its GSM mobile services, landline and

broadband services it is now going to target the customers with the new face of future

technology. It is going to step in the market of TV subscribers with its new product

IPTV (internet protocol tele vision)

This technology brings a new revolutionary change in the present market scenario and

gives the customer the new face of TRAI services on one connection (voice calls,

internet connection and TV cable connection). This project is all about the success

story of company and all about IPTV its technology and its services.

1.5 SUNIL BHARTI MITTAL

He has the knack to strike at the right place at the right time. His contribution in

shaping the modern telecom industry in India earned him the sixth place in the Forbes

list of ‘India’s 40 Richest’.

Although he belonged to an influential political family, he chose to become a first

generation entrepreneur. He started his first venture in 1976 with a capital investment

of Rs.20,000 ($487) for a small bicycle firm at Ludhiana city in the north Indian state

of Punjab, but soon realized that the potential to scale up this business was limited. He

shifted his focus to import and distribution operations in Mumbai, India’s financial

capital and New Delhi, country’s national capital and started importing portable

generators from Japan. The flourishing venture, however, faced a sudden road-block

when the government banned the import of generators as it awarded licenses to two

Indian companies for manufacturing generators in India.

However, during a trip to Taiwan he came across electronic push button phones. He

sensed an opportunity, as only bulky rotary phones were available to Indian users that

time. In 1982, he introduced the push button phones to India. This was the first

experience of Indian consumers with modern age telecom.

He formed Bharti Teletech Ltd and started manufacturing push button phones in

technical tie-up with Siemens AG of Germany. His company is now one of the largest

manufacturers of telephones in the world.

The real opportunity for Sunil came in 1992, when the Indian government awarded

licenses for GSM mobile phone services first ever in the country. Armed with

considerable experience in telecom manufacturing, he secured the license for offering

mobile phone services in Delhi. His company Bharti Cellular Ltd started mobile

phone operations in 1995 under the brand name Airtel.

Sunil Bharti Mittal has been awarded the Padma Bhushan , one of India’s

highest Civilian Honours. The award is recognition of his pioneering efforts to

put the nation on the global telecom map.

ASIA MONEY AWARD :- SUNIL BHARTI MITTAL was chosen as the top

executive at the 2006 Asia money award.

Avaya Best Customer Service Award :- BHARTI AIRTEL has won the

‘Avaya global connect customer responsiveness award,2006’ for best

customer service in the telecom sector for the second year running.

FORTUNE ASIA BUSINESSMAN OF THE YEAR :- SUNIL BHARTI

MITTAL was adjudged as the Asia Businessman of the year 2006 by the

globally renewed business magazine, fortune.

Sunil Bharti Mittal

Chairman & Group CEO, Bharti Enterprises

Professional Profile:

1. • Started a bicycle parts firm at Ludhiana, Punjab in 1976.

2. • Started import and distribution business in 1981.

3. • Started importing portable generators from Japan in 1982.

4. • Formed Bharti Teletech Ltd in 1982 to manufacture electronic push button

phones.

5. • Formed Bharti Healthcare Ltd in 1983-84 to manufacture capsules.

6. • Formed Bharti Cellular Ltd in 1995 to offer mobile phone services.

7. • Formed a joint venture with Singapore Telecommunications Limited to build

India’s first undersea cable link between Chennai, capital city of south Indian

state of Tamil Nadu, and Singapore.

8. • Formed a retail joint venture with Wal-Mart Stores Inc, U.S based world's

largest retailer in November 2006.

9. • Selected for “Padma Bhushan Awards”, an Indian civilian decoration in

2007.

10. • “Asia Businessman of the Year 2006” Award by Fortune magazine,

America's second longest-running business magazine.

11. • “Entrepreneur of the Year 2004” award by Ernst & Young, one of the Big

Four auditors

2. COMPANY OVERVIEW

2.1. Introduction

We are one of India’s leading providers of telecommunication services with a

nationwide presence in all the 23 licensed jurisdictions (also known as Telecom

Circles). We served an aggregate of 39,012,597 customers as of March 31, 2007; of

who 37,141,210 subscribe to our GSM services and 1,871,387 use our broadband &

telephone services either for voice or broadband access delivered through DSL. We

are the largest wireless service provider in the country, based on the number of

customers reported by the industry as of March 31, 2007. We also offer an integrated

suite of telecom solutions to our enterprise customers, in addition to providing long

distance connectivity both nationally and internationally. All these services are

rendered under a unified brand “Airtel”.

Future Investments

It is forecasted that to meet the target of 10 million broadband subscribers by 2007

and 20 million by 2010 for speedy proliferation of broadband; India would require an

investment of about USD 900 million by 2007 and over 1.5 billion by 2010. This is

well supported by estimations made by CII in its study Broadband Vision 2010

prepared in 2004.

Growth Potential

Following points go in favour of broadband growth in times to come in India:

The Indian subcontinent is one of the fastest growing economies (projected to

grow at a rate of 10% for short and medium term).

India’s huge population of a billion plus people holds a big opportunity.

Rapidly expanding Indian middle class segment (approx. 250 million).

The increasing purchasing power of the Indian middle class (The proportion of

households in the low income group has declined from 58.8% in 1990, to 49%

in 1996, At the same time, the middle & higher income-group has increased

from 14% to 20%, in the same period), Making them more willing to pay an

extra sum of money for getting high speed internet availability.

Private corporate spending a colossal amount in laying a fresh-last mile

network to reach the end customers

With more than 35 million cable TV users, the cable broadband presents an

immense opportunity even if a fraction of this population can be tapped.

Operators are exploring wireless technologies such as the Wi-Max

(Worldwide Interoperability for Microwave Access), High Speed Downlink

Packet Access (HSDPA) and Gigabit-capable Passive Optical Network

(GPON) on devices like the mobile handset and the television. These are

alternate technologies & are ideally suited for rural areas where 70% of India’s

population resides

Many companies are betting big on Wi-fi they plan to cover hotels, restaurants,

cafes, airports, railway stations, shopping malls, convention centers,

educational institutions and public locations in big cities.

Entertainment is becoming a big business in India now. In this context it is

important to note that TV shows and live web casts are possible through

broadband. What this eventually leads to is again more opportunities for

Broadband penetration

Health care remains one area that could potentially benefit from the

penetration of broadband in India. The healthcare industry accounted for 5.2

per cent of India’s

GDP in 2002, and this figure could reach $ 47 billion or 6.2-7.5 per cent of

GDP by 2012 with an annual growth rate of 13% a year. Thus revenue growth

for Broadband is estimates accordingly.

Innovative and new Internet-based applications are prompting consumers to

go for broadband access. Typical applications include online shopping and

electronic commerce, both for home and business segments; Internet

telephony, video telephony, entertainment, gaming (including gambling over

the Internet) etc

Applications such as video-on-demand, which are bandwidth intensive, are still

unheard of in the Indian market. If somehow demand for these applications is

created, broadband will pick up in the home segment.

For the consumers all this means more choice not just for operator but also a

choice of technology and the device they want to access broadband on. With

more operators slugging it out to take a larger share of the pie, consumers can

look forward to falling tariffs

Major Challenges ahead

Poor PC penetration attributed to affordability & desirability issues

Dearth of suitable content & applications

Certain TRAI policy bottlenecks

Availability of cost effective spectrum for wireless technologies

Substandard quality of service delivery

Despite 80% fall in prices, high installation charges made the broadband

subscriber base fall short of customer target; Dial-up still reigns supreme with

63% of the total subscriber base

Industry Study

As soon as the telecom industry opened to private sector investment beginning

1994, a large number of Indian companies entered the segment with varying force,

different strategies, and assorted aspirations. There were ten key strategic

dimensions along which these new entrants positioned themselves in this sector.

These dimensions are:

1. Scope? Business Portfolio

In the telecom sector, there are a number of ways by which a new entrant can

develop its business portfolio. The key issue is whether the firm wants to be an

integrated player or focused player, i.e. to foray in both the wireless and wire line

segment or concentrate on only one segment.

2. Scope? Geographical

The number of geographical sectors the new entrants wants to be present is also a

key decision. The range of choices available can include local, regional, and

national.

3. Value Propositions

There are essentially three generic strategies, viz. differentiation, cost leadership

and niche. This basic concept is applicable in the telecom sector too, though

pursuing the niche strategy may not be viable, given the fact that the boundaries

within and across various segments are increasingly getting blurred, possibility of

substitute competition is high and opportunities for cross subsidizing any niche

segment with a view to achieving dominance through predatory pricing is

feasible. Given the scale-intensive nature of investments in infrastructure and

diversity of information and communication needs of various customer groups, it

is reasonable to expect that a strategy comprising economies of scale in

operations and offering customized and innovative products and services will be

key to future success.

4. Value Chain Configuration

Configuration of value chain depends on the generic strategy being pursued and

critical capabilities a firm has or proposes to have. If differentiation is the

objective then the key propositions around which the differentiation will be

achieved and capabilities needed to deliver those, will determine which activities

will be performed in-house and which will be outsourced. If efficiency in

operations is to be achieved, assessment needs to be made about scale and

ownership of various value creating activities.

5. Technology Platform

There exist a large number of technological options in telecom field, each

characterized by unique features, complexities, reliability and maintenance need.

Other associated but important issues are problems of lock-ins & switching costs

and flexibility to switch over to next generation technologies without wholesale

rejection of legacy system. One way to manage the risks associated is to delay the

process of freezing the technology till such time technological and regulatory

issues become more certain and clear.

6. Strategic Alliance Partner

Companies enter into such alliances to improve upon their chances of success in

the unfolding industry. The choice of alliance partner can be very critical for

future success.

7. Legal Structure

This consists of figuring out whether the firm will exist as a separate entry in all

the three segments or as a unified player throughout; should it have an

independent company for running the backend infrastructure and a separate outfit

for providing the information & related services.

8. Mode of Entry

Different telecom operators followed different routes for entry into the market

depending on their assessment as to which route will prove to be profitable for

them.

9. Timing of Entry & roll out

It is another decision to be made very carefully for it is said in the information

goods industry that early movers have the advantage over the late entrants and

such advantages are difficult to overcome once these accrue to the first movers.

10. Pace of Execution

It is well known that longer the execution time more will be the overall cost of

the project and it will imply loss of opportunity to use the investments being

made.

The Industry can be segmented into:

I. Fixed line (Landline)

II. Wireless (CDMA, GSM, WLL))

III. Internet Services (Dial-up, Broadband etc.)

Segmentation of the target customers

Customers were divided on the basis of their occupation

1. Home users (Residential)

2. Small & Medium Enterprises (SME)

3. Corporate Sector (SMB)

2.2 COMPANY HISTORY

As soon as the telecom industry opened to private sector investment beginning 1994,

a large number of Indian companies entered the segment with varying force, different

strategies, and assorted aspirations; Bharti Airtel was one of the first comers, which in

times to come was going to be the Numero Uno storywriter of The Great Indian

Telecom story.

Bharti launched its first cellular telephony service “Airtel” in Delhi in September

1995, which was Delhi’s first & India’s second after Modi Telestra. 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 company has an eventful history .Each year of its existence was marked by a

number of major events that have helped shape the company as it is today.

2.3 Bharti-Airtel Benchmarks over the last 12 years of

operations

1995

Delhi’s first & country’s second mobile phone service launched by Bharti in

form of its mobile services brand- “Airtel”

Bharti acquires G-Tel in march

Bharti signs agreement with Siemens to form Siemens Telecom Ltd. On 27 th

March

Bharti launches first Airtel connect on 11th November

1996

Bharti participated in Beep 96 on 10th December , joining paging service

providers, leading banks & pager manufacturers

Following its successful Delhi launch, Bharti launched its services in

Himachal Pradesh on 20th December

Nine of India’s premium cellular operators (Airtel, Hutchisonessar, Max,

Birla, AT&T, Escotel, Modicom, Hexacom, Modi Telstra, RPG Cellular

& Tata Cellular) formed an alliance in 1996- World 1 Network- to provide

automatic roaming services to cellular subscribers within India & abroad.

1997

Airtel crosses One lakh customer mark

Bharti became the first telecom company in the private sector to sign an

agreement with DOT , Govt. Of India, to provide basic telephone services

in state of M.P on 28th February

Bharti procures a license to provide mobile services in Seychelles.

1998

Airtel, India’s first private basic telephony services was launched by

Bharti at Indore on 4th June

Bharti launches mobile services in Seychelles

Bharti BT Internet limited formed by a historic agreement between

Bharti & BT

1999

A series of acquisitions- Bharti acquires controlling stakes in JT mobiles

& Sky cell, Chennai thus helping Bharti to become the largest Private

Telecom Operator in the country

Bharti gets a National ISP license from DoT in May to provide Internet

services

2000

Bharti launches services into South India with an aim to Integrate India

into one, aided by its Nationwide private infrastructure

Airtel becomes the first private telephony service to connect villages of

India’s heartland

Bharti launches India’s first private Internet Gateway on 21st July

2001

History-making largest ever investment of US$ 400 million by Singtel –

one of Asia’s leading Telecom player in the Bharti Group

Bharti foundation & IIT,Delhi launched Bharti School of

Telecommunication Technology & Management, with a vision to develop

young Telecom leaders through education & Research.

India One- India’s first private sector International National Long Distance

service launched on 17th December ,2001

28th September, 2001 was a memorable day for Bharti, licenses for 8 new

circles (Maharashtra, Gujarat, Tamil Nadu, Kerala, UP West, Madhya

Pradesh, Haryana & Mumbai) were procured, catapulting the company to

the status of largest cellular operator in the country.

2002

Bharti goes public with its issue of shares of face value of Rs 45 for its

IPO

3,200 km i2i cable between India & Singapore laid at a cost of US$ 250

million

An interconnect agreement was signed between Bharti & BSNL to make

India One’s services to be available to almost all mobile & BSNL

subscribers

2003

With the launch of its MMS service, Airtel becomes India’s largest GPRS

Network

Customer base of 5 lakh customers touched by Bharti in the Northern

region in just 17 months

Bharti introduces EDGE(Enhanced Data Rate for Global Evolution) using

Ericsson’s cutting edge technology

Unveiled in October 2003, “Express Yourself” was Airtel’s new brand

positioning platform. The campaign exhorted customers to freely express

themselves, reflecting the core values of trust, caring & simplicity.

2004

In March 2004, Bharti & IBM India made a historic agreement, wherein

IBM was to Consolidate, Transform & Manage Bharti’s comprehensive IT

infrastructure & applications

Bharti announced a strategic partnership with Ericsson, involving the

building & managing of mobile networks

Enterprise Business becomes Bharti’s new SBU, providing end-to-end

world class cutting- edge solutions & a single point contact to large

business customers

Infotel introduces India’s first Broadband Wi-Fi for homes , when a

surfing speed of 8Mbps was made possible with the launch of Touchtel’s

Wireless Broadband on DSL, on 12th December

A Network Brain was commissioned at the National Network Operation

Centre (NOC) in Gurgaon, Haryana, to centrally monitor, manage &

control performance & fault levels of Airtel’s Nationwide network

Bharti ranked second in the Hewitt Best Employers survey

Enterprise Business deployed on IP-based Multi-Protocol Label

Switching (MPLS) backbone solutions from Cisco Systems, a global

leader in networking solutions

Bharti unveiled a Unified Brand Strategy for all its telecom services,

with Airtel as the flagship brand

Bharti & ELRo Holdings India Ltd. , announced the launch of FieldFresh

Foods Pvt Ltd., with a mission to link India’s fields to the world

Blackberry- the globally acclaimed world’s most powerful Instant Email

Mobile Innovation, was introduced in India exclusively by Airtel

2005

Airtel became the First GSM Operator in India to cross 10 million

customer milestone on 17th January

Bharti commenced the second phase of expansion of its Broadband &

Telephony services, covering all of India under Unified License Regime

On 13th April 2005, Bharti celebrated its Pan-India Footprint by

launching the Airtel One India celebrations in its 23rd circle Assam.

Sunil Mittal, CMD, Bharti Airtel, represented India at the Ernst & Young

Entrepreneur of the year award ceremony in Monte Carlo, Monaco as the

Ernst & Young Entrepreneur of the Year 2004

2006

Bharti Airtel was awarded the “Most admired knowledge enterprises”(MAKE)in 2006

Bharti Airtel won awards in two cat6egories at the MIS ASIA IT EXCELLENCE AWARDS –the best bottom line IT & best knowledge management.

It crossed 23 millions customers milestone s in July 2006 &became the first Indian private telecom company to join an exclusive list of global telecom operators.

Partnered with IBM to delivered India’s first service delivery platform (SDP)

Airtel became the first telecom entity to offer Microsoft latest Windows mobile 5.0 technology in India .

2007

Bharti Airtel is growing rapidly in order to claim valuations in the range of US$26-$27billions in the total worth of India’s telecommunication sector.

Airtel ready to provide 2G & 3G mobile services in Sri Lanka.

2.4 BHARTI AIRTEL LIMITED - COMPANY PROFILE

Bharti Airtel Limited is one of India’s leading private sector providers of

telecommunications services with an aggregate of 42.68 million customers as of end

of May‘07, consisting of 40.74 million mobile customers. Bharti Airtel has been rated

among 10 best performing companies in the world in the Business Week IT 100 list.

Bharti Airtel is structured into three strategic business units - Mobile services,

Broadband & Telephone (B&T) services and Enterprise services. The mobile business

provides mobile & fixed wireless services using GSM technology across 23 telecom

circles. The B&T business provides 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. Airtel’s high-speed optic fiber network currently

spans over 40,000 kms covering all the major cities in the country. The company has

two international landing stations in Chennai that connects two submarine cable

systems - i2i to Singapore and SEA-ME-WE-4 to Europe.

Bharti had over 3.9 crore customers, as on March 31, 2007, an increase in the total

customer base of 86%, over the last year and maintained its leadership position

through an improved market share of all India wireless subscribers at 22.9% as on

March 31, 2007, up from 20.4% last year.

Commenting on the results and performance, Mr. Sunil Bharti Mittal, Chairman &

Managing Director, Bharti Airtel Limited, said, “The Indian telecom sector has

witnessed an unprecedented growth this year led by the mobile segment. At Bharti

Airtel, this has been a year of accelerated growth and market leadership, and we are

delighted to be leading the telecom revolution in the country. The demand for the

telecom services across all segments remains buoyant and we believe that this growth

momentum can be sustained. We are confident that Bharti Airtel’s professional

management team with enhanced empowerment, backed by world-class product

offerings is well placed to strengthen our leadership position in the market.”

In line with emerging international practice, the Board of Directors has adopted a

rotation policy for statutory and internal auditors for a maximum tenure of five years

and rotation of audit partner every three years. Accordingly, they have recommended

the appointment of S R Batliboi and Associates, Chartered Accountants, a member

firm of Ernst & Young Global as statutory auditors at the conclusion of the

forthcoming annual general meeting on 2 July 2007 and Ernst and Young as auditors

for US GAAP for the financial year ending 31 March 2008. The Board has also

proposed to appoint Price Waterhouse, Chartered Accountants as internal auditors

after conclusion of their tenure as statutory auditors of the company.

Bharti Airtel Limited - Summary of Consolidated Financial Statements –

represents Consolidated Statement of Income as per United States Generally

Accepted Accounting Principles (US GAAP)

(Amount in Rs. Crores, except ratios)

Particulars

Quarter Ended

Y-o-Y

Growth

Year Ended

Y-o-Y

GrowthMar. 2007 Mar. 2006 Mar. 2007 Mar. 2006

Un-audited Un-audited Audited Un-audited

Total revenues 5,393 3,411 58% 18,520 11,621 59%

EBITDA 2,241 1,278 75% 7,451 4,337 72%

Cash profit

from operations2,193 1,205 82% 7,307 4,086 79%

Income before 1,507 741 103% 4,886 2,537 93%

income taxes

Net profit / (loss) 1,353 682 98% 4,257 2,257 89%

Operating Highlights (Figures in nos., except ratios)

Parameters Unit

Mar.

31,

2007

Dec. 31,

2006

Q-on-Q

Growth

Mar. 31,

2006

Y-on-Y

Growth

Customers on our

Network

Mobile Services

Broadband &

Telephone

Services

000's

000's

37,141

1,871

31,974

1,738

16%

8%

19,579

1,347

90%

39%

Total 000's 39,013 33,712 16% 20,926 86%

* The revenues & net profit for the full year ended March 31, 2007 was Rs.

18,520 crore and Rs. 4,257 crore, a growth of 59% & 89% respectively, on a year

on year basis.

2.5 Bharti Airtel

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.

2.6Business Sections

Bharti Airtel offers GSM mobile services in all the 23-telecom circles of India

and is the largest mobile service provider in the country, based on the number

of customers.

The group offers high speed broadband internet with a best in class network.

With Landline services in 94 cities we help you stay in touch with your friends

& family and the world.

Bharti Airtel Limited, a part of Bharti Enterprises, is India's leading

provider of telecommunications 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 services group provides GSM mobile services across India in 23

telecom circles, while the B&T business group provides broadband &

telephone services in 94 cities.

The Enterprise services group has two sub-units - carriers (long distance

services) and services to corporate. All these services are provided under the

Airtel brand

2.7 Building Telecom... Building Relationships.

Airtel comes to you from Bharti Airtel Limited, India’s largest integrated private

telecom service provider. We are the first private telecom provider to connect India in

its entirety with the world's best technology. 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 strategic business units

(SBU's) - Mobile services, Broadband & Telephone services (B&T) & Enterprise

services.

We complement our mobile, broadband & telephone services with national and

international long distance services. We provide international connectivity with our

submarine cable landing station at Chennai and with our partnership in next

generation undersea cable system SEA-ME-WE-4. We provide reliable end-to-end

data and enterprise services to the corporate customers with our nationwide fiber optic

backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and

international bandwidth access through the gateways and landing station.

All these services are provided under the Airtel brand.

2.8 Business Divisions

Mobile Services – Bharti Airtel offers GSM mobile services in all the 23-

telecom circles of India and was the first private telecom service provider to

connect all states of India.

Broadband & Telephone Services – Our Broadband (DSL) & telephone

services (fixed line) are present in the 92 cities across India.

Enterprise Services (Carriers) – With 35,016 kilometers of optic fibre network

we are a leading national long distance service provider. For international

connectivity to east, we have a submarine cable landing station at Chennai.

For international connectivity to the west, the Company is a member of the

South East Asia-Middle East-Western Europe – 4 (SEA-ME-WE-4)

consortiums along with 15 other global telecom operators.

Enterprise Services (Corporate) – The group focuses on delivering

telecommunications services as an integrated offering including mobile,

broadband & telephone, national and international long distance and data

connectivity services to India's leading 1300 corporate,

2.9 Our Partnerships:

We partner with world's finest companies like Vodafone, Singtel (Singapore

Telecom), Ericsson, Nokia, IBM and many more to bring the best of products &

service to you.

Our Innovations we are changing the way India communicates by offering

innovations that not only add value to people's lives but also deliver an unmatched

customer experience.

We were the first to

Provide electronic recharge for mobile phones.

Initiate music retailing in the world with “Easy Music” and the first to offer a

Lifetime Prepaid service.

Provide innovations such as Bollywood movie premiers, music services such

as ring back tones & many more.

Investor Relations

Creating value for the customers, employees, investors, partners, vendors and the

society at large lies at the root of Bharti’s fundamental business strategy. Company’s

core principles of trust and transparency have come a long way in helping us develop

and nurture long-term relationships with our key stakeholders. Company’s

performance exudes from its belief in and commitment to the telecom sector; and

translates into creating innovative exciting opportunities for one and all.

2.10 Partners

The company has a strategic alliance with SingTel. The investment made by SingTel

is one of the largest investments made in the world outside Singapore, in the

company.

The company’s mobile network equipment partners include Ericsson and Nokia. In

the case of the broadband and telephone services and enterprise services (carriers),

equipment suppliers include Siemens, Nortel, Corning, among others. The Company

also has an information technology alliance with IBM for its group-wide information

technology requirements and with Nortel for call center technology requirements. The

call center operations

for the mobile services have been outsourced to IBM Daksh, Hinduja TMT, Teletech

& Mphasis.

The company's unique strategic outsourcing model has been studied and documented

by Harvard Business School as a case study.

Customer Base 37,141,210 GSM mobile and 1,871,387 broadband & telephone (fixed

line) customers (Status as at month ended March 31, 2007)

Operational Network Provides GSM mobile services in all the 23 telecom circles in

India, and was the first private operator to have an all India presence. Provides

broadband (DSL) and telephone services (fixed line) in 94 cities in India.

3.0 Organization Structure

As an outcome of a restructuring exercise conducted within the company; a

new integrated organizational structure has emerged; with realigned roles,

responsibilities and reporting relationships of Bharti’s key team players. With effect

from March 01, 2006, this unified management structure of 'One Airtel' will enable

continued improvement in the delivery of the Group’s strategic vision.

4.0 INDUSTRY OVERVIEW

BROADBAND INTERNET SCENARIO IN INDIA

Bold initiatives by both government and industry are needed to meet the target of

10Mn broadband subscribers by end of 2007.

Broadband Internet is all set to unleash its power to provide the much needed fillip to the

Indian economy and thus improve the quality of life style of people. According to a status

paper by Confederation of Indian Industry (CII), the proliferation of broadband in e-

governance program has a potential of benefiting the Indian economy to the extent of USD

100 billion over a decade by enhancing the productivity. The broadband game

encompasses key players like BSNL, MTNL, Tata (VSNL), Reliance, Bharti, and Sify.

The current broadband subscriber base stands at little over 6.6 million that translates to a

meager broadband penetration of less than .02 percent. A startling trend that has come

forward is that the reductions in broadband tariffs have resulted in a spurt in demand. The

incumbents MTNL and BSNL have been the pioneers by offering 256Kbps broadband

connectivity at rate as low as Rs. 200 per month, respectively. This trend has led to a

demand and supply gap in certain areas where BSNL has a waiting list of several

thousand. The most important aspect is the future of broadband as the focused thrust has

been laid in this direction by the operators for building the required infrastructure that is

expected to be the most advanced in the world.

MAJOR CHALLENGES

At its nascent stage, India broadband market is fraught with the issues of poor PC

penetration attributed to the affordability and desirability issues, dearth of suitable content

& applications, certain policy bottlenecks, availability of cost effective spectrum for

wireless technologies, and substandard quality of service delivery. These limitations are

quite likely to limit the rapid proliferation of wide spread usage of broadband services.

GOVERNMENT ROADMAP

Government of India has been an enabler. Kudos to the government for taking trailblazing

initiatives in successful launch of broadband. But, there is absolutely no room for

complacency. In order to make broadband a useful proposition for the target mass and to

accelerate the penetration, Government will still have to take bold policy initiatives, sooner

than latter.  Further liberalization of the broadband policy will deepen the impact resulting

in nimble growth of subscribers attaining the challenging milestones. Else the aspirations

to garner around 10 million broadband subscribers (about 1 percent penetration) by 2007

and 20 million (about 2 percent penetration) by 2010 will remain unattainable.

Having a retrospective view on telecom scenario in India is quite relevant here. In 1994,

India had just eight million telephone connections and providing 100 million connections

at that time seemed a distant dream. Now a little over a decade later, telephone

connectivity in India has indeed surpassed the 100 million mark and currently India can

easily boast of over 160 million users. It is heartening to note that for recent past months

India has been consistently adding about 4.5-5.0 million telephone subscribers, which is a

strong indicator of sustained steep growth in the sector. It has been an amazing story when

India added about 6.0 million subscribers in the month of August. All these

accomplishments are attributed to the proactive initiatives by the government. The industry

optimistically contemplate that India will repeat this success story in broadband arena as

well with the concerted combined effort of the stakeholders of telecommunications

industry.

Experience in developed & fast developing markets like US, UK, Japan, Germany, Korea,

and China where broadband is in vogue in a big way, have shown that growth of

penetration of Broadband is a key enabler in escalating the per capita GDP growth by

enhancing the operational efficiencies of governments & businesses and reducing the cost

of social services to the citizen. According to ITU, broadband developed economies every

1 percent increase of broadband penetration results in an increase of per capita GDP by

over USD 250. Therefore Government will be compelled to encourage the penetration of

broadband services as it will have galvanizing impact on the general economy of the

nation.

MARKET POTENTIAL

It is forecasted that to meet the target of 10 million broadband subscribers by 2007 and 20

million by 2010 for speedy proliferation of broadband; India would require an investment

of about USD 900 million by 2007 and over 1.5 billion by 2010. This is well supported by

estimations made by CII in its study Broadband Vision 2010 prepared in 2004.

Broadband Technologies for India 

Various technologies that are being talked about and deployed for facilitating broadband

include multi service access network (NG digital loop carrier)  & xDSL technologies,

metro Ethernet, G-PON (gigabit passive optical network), Wi-Fi/WiMax/Wibro, VSATs

operators, and cable networks. Multiple broadband technologies will coexist as none of

these can meet the requirement of all environment in which the users operate. The demand

of bandwidth is growing fast due to evolution of bandwidth hungry multimedia

applications. It is certain that, India would embrace the most advanced technologies

available anywhere in the world. Among the various technologies, xDSL has the clear

distinctions attributed to the huge deployment base of over 40 million copper lines

possessed by incumbents. About 25 percent of these copper lines are suitable for DSL

technology. If the regulator's recommendations on unified licenses, which permit cable

operators to provide broadband internet service, can be implemented, there will be further

scope of adding about 60 million broadband subscribers through the cable network. The

need of revamping the existing cable network infrastructure thus makes it suitable for

broadband Internet. Metro Ethernet, G-PON, and Wi-Fi/Wi-Max are most likely to gain

momentum as popular technologies of future, if present developments are an indication.

Moreover, 3G mobile technologies providing data connectivity for mobile computing

devices will come in vogue to give a fillip to the broadband penetration. 

THE ROADMAP AHEAD

Some steps that could be taken in this direction include low price entry model, which

needs to be adopted, so that more and more subscribers can come on board and unbundling

of last mile local loop and infrastructure sharing. Broadband service should be granted

status of essential services, since it has galvanizing effect on holistic development of the

national economy, so that provisions of broadband could be made affordable to large

masses. Certain measures that could be taken in this direction include elimination of duties

& taxes applicable on the equipment required to build broadband network, removal of

service tax & revenue share levied on broadband service, and provision of tax exemptions

to broadband subscribers. The need of the hour is to make available suitable content and

applications. Development of a partnership revenue share model with content and

applications will help service providers to make broadband an attractive proposition. A

multi pronged revenue model by way of charging for content, services, and access will

provide consistency in revenue generation. Adequate measure to accelerate the National e-

Governance Program (NeGP) at central and state level will be most critical element

making broadband a need and necessity for the users and thus to give a fillip to expedite

the growth; and availability of adequate cost-effective spectrum for new wireless

technologies such as WiMax/3G need to be ensured as wireless means are set to emerge as

one of the most suitable media for providing broadband access connectivity. Ultimately all

business models would be governed by prevalent market forces. Thanks to the competitive

environment created by market forces, the price of capital equipment and terminal devices

required to build the broadband infrastructure are declining steeply. To a larger extent, this

is fostering favorable conditions for steep subscriber growth.

CONCLUSION ON BROADBAND TECHNOLOGY

As compared to High Speed Internet (HSI) Access at present, the future major demand

drivers of broadband will comprise of triple play services. IPTV and e-governance

initiatives have the real promises to become killer applications along with numerous other

voice, data, and video service like e-commerce, entertainment, education, gaming,

healthcare as these are contemplated to become the major revenue generating streams for

the operators. This forecast is strongly advocated by the facts that in our country people

like to spend more on entertainment. With about 100 million TV sets the penetration is

more than double the penetration of PCs and also with about 60 million subscribers the

penetration of Cable TV is more pronounced than the penetration of fixed line telephone.

It is a very rare and unique phenomenon that prevails in India, which is hardly,

experienced anywhere else in the world. 

A QUICK SNAPSHOT

India has 6.6 Mn Internet subscribers.

Dial up is still the most common mode of connectivity.

Always on internet (< 128 Kbps) : 0.95 Mn (14%)

Broadband : 1.4 Mn (21%)

Dial base .. : 4.25 Mn (64%)

80% Dial base with Top 4 players

BSNL : 36.94%

MTNL : 19.71%

SIFY : 14.16%

VSNL : 8.32%

Estimated 50.6 Mn Internet users share 6.6 Mn Internet connections.

MARKET SHARE:-

Estimated DSL base as of Mar’07: 2.4 MN Subscribers

Estimated Base Market share

q BSNL : 0.89 Mn 37%

q MTNL : 0.29 Mn 12%

q Airtel : 0.58 Mn 24%

q Sify : 0.31 Mn 13%

q VSNL : 0.17 Mn 07%

q Others : 0.17 Mn 07%

Airtel has 24% market share & 42% of revenue share.

Retail Revenue : Revenue share

q BSNL : 239 Crore 24%

q MTNL : 88 Crore 10%

q Airtel : 442 Crore 42%

q Sify : 86 Crore 10%

q VSNL : 68 Crore 7%

q Others : 68 Crore 7%

q 991 Crore 100%

q

5. IPTV the future of television?

5.1 What is IPTV?

IPTV is basically known as Internet Protocol TV. IPTV is another technology

of broadcasting channel through Internet. Basically its in digital format. So

your existing analog television may require a new kind of Set Top box called

IP Set top box.

Coming back to the Technology part. Just like you send data through Internet,

the broadcasters will use the Internet as a medium to send you the data.

Internet can be any other network as well. So each and every TV system in the

network will have an IP address. Thus the possibility of higher interaction

between broadcaster and your TV. Basically its in digital format. So your

existing analog television may require a new kind of Set Top box called IP Set

top box. Coming back to the Technology part. Just like you send data through

Internet, the broadcasters will use the Internet as a medium to send you the

data. Internet can be any other network as well. So each and every TV system

in the network will have an IP address.

Thus the possibility of higher interaction between broadcaster and your TV.

IPTV is basically a internet tv based on net connections and also known as

broadband tv sets. This evolution was first introduced by Kingston co. of

Japan who telecast its program on internet with the use of a software

programmer “Video confressing” but now this technology is going to roll out

its users with high digi quality of sound and pictures. It is using fibre optic

wire to provide better quality and smooth functioning of its programs.

With IPTV you usually mean distribution of television or video content over a

controlled IP network, where the end consumer receives the information

through a set-top box which is connected to its normal broadband connection.

Just because its name is IPTV (Internet Protocol Television) it dose not mean

that information is sent over the internet, only that IP protocol is used. So you

should not consider streaming video over the internet as IPTV. Below is a

table of differences between IPTV and internet video services, where you can

see that the two differs a lot.

5.2 What features does IPTV offer?

The biggest difference with today’s distribution of television is that you

choose which information you want to have everything is not broadcasted as

with terrestrial, cable and satellite.

Another big difference is that you will be able to have a high capacity two way

communication and have the ability to interact with the service provider, for

example you request a movie from your TV-guide and the program is

delivered to you. Other things that could be provided with IPTV is interactive

applications (e.g. video blog) or transactional applications (e.g. TV shopping).

Because of the point-to-point connection IPTV offers, every user will be able

to view their own individual broadcasts. You will be able to have VOD(Video

on Demand) which is your on personal video store where you can decide when

you want to see the movie.

EPG (Electronic Program Guide) and PVR (Personal Video Recorder), where

the EPG will be fully interactive with your own personal needs. You will also

be able to use features like pause, fast forward and rewind when you are

watching a movie on your TV. It will be possible to have personalized

advertising. You will be able to decide yourself, which kind of advertising you

would like to see.

5.3 Technologies behind IPTV

The two primary protocols used for IPTV are IGMP version 2 for channel change

signaling for live TV and RTSP for Video on Demand. There are of course other

protocols, for example to distribute and route multicast groups between routers you

can use the PIM-SM protocol. For sending live-TV multicasting is used, this is

because it would be impossible to withhold the bandwidth it would require to send

with unicast. The providers of IPTV in Sweden are all using MPEG-2 for distributing

there media. This means, as you can see below in table 2, that SDTV will require for

full quality a bit rate of 4-6 Mbps. To watch HDTV other compression algorithms like

H.264 are required otherwise it would consume too much bandwidth.

SDTV (Standard Digital Television) HDTV (High Definition Television)

MPEG-2: 4-6 Mbps

MPEG-2: 20-24 Mbps

H.264, WM9: 2-3 Mbps H.264, WM9: 10-12 Mbps

Table 2 – Typical bit rates for SDTV/HDTV

5.4 Is IPTV going to affect India in a big way?

Well Airtel is the first in trying out this one in India. They are trying IPTV in

around 50 houses near Delhi and doing some high end testing. That's a sort of

good news for the TV enthusiasts. Let us try to analyze on the Indian Market.

Most of these Telco’s have already connected most of the urban houses. State

owned BSNL is doing pretty well in connecting the rural India as well. So the

connectivity part is already present. Now the questions of equipments these

broadcasters need to have. From the broadcasting end, It is mandatory that

they need to have some streaming servers. Of course these are not so costly

when compared to satellites!. So the companies would be interested in

entering the market, of course a low investment but obviously a gamble. But

the ordinary people need to have IP Set top box. That is the real catch.

Looking at the present scenario, no household is interested in going for Set top

box.

Even the Cable TV people don't encourage the same. But the things may really

change if they come up with some new marketing mantra. I am Just

extrapolating what I saw in the case of broadband in India. BSNL's concept of

giving the broadband for very cheap price did hit the market in a real

constructive way. The problem that existed was the ADSL modem. But BSNL

overcame it with the "Modem for rent model". A low cost ADSL modem for

rent really worked out well. But broadband is driven by the factor called

necessity, But not the IPTV. That would be a real argument that could weaken

this case study comparison. But Instead of ADSL modem alone, what if a

IPSTB that also works as a ADSL modem. So TV on your computer. But the

percentage of people who opted for TV tuner cards is very less. So will it work

out? But If there is a possibility for the same device to give a TV

OUT...Bingo, that would solve all the problems right? Convergence to the

core will keep the things in place. This is the case of "where there is a will

there is a way". So its comparatively easy for Telco’s to survive in India than

other operators.

Telecom player Bharti Airtel will target high-end consumers of the top six to

seven cities as part of its IPTV (Internet Protocol Television) strategy.

“Our IPTV trials started three quarters ago in 1,000 households in Gurgaon

and we will launch our service before the end of the financial year. We will

deliberately go slow, rolling out in Delhi first in a phased manner and then go

to the other top seven cities in the country,” Atul Bindal, President, Airtel

Broadband & Telephone Services (ABTS) told Hindustan Times.

Clarifying that it will pursue different strategies for its DTH and IPTV

offerings, Bindal said, “IPTV will be targeted at top-end customers.

Customers outside this ambit will be the target for DTH. With DTH, we would

be able to offer pan-India coverage and serve all customers. With IPTV, we

would be able to offer a superior service to customers in the areas served by

our fixed line network.”

Other players with interest in the IPTV space include Reliance, BSNL, VSNL,

MTNL and Microsoft. MTNL has already rolled out its IPTV service.

Telco majors, the world over, have laid thousands of kilometers of optic fibre.

Closer home, there are nearly 350,000 route kilometers of optical fibre laid by

BSNL, Reliance Infocomm, Bharti Tele-ventures and VSNL.

"However, 90 per cent of this optic fibre is unlit (not connected to the end-user

equipment). How will Telco’s recover their investment and monetize this glut

of bandwidth? IPTV is one way to use this bandwidth," reasons Sanjay Gopal,

who leads the Communications and High Tech Industry group at Accenture

India.

IPTV subscribers in the Asia-Pacific region (excluding Japan) are expected to

grow to over 20 million by 2009. Siemens maintains the global market for

IPTV technology could touch $1 billion by 2009.

The German company, which competes in the IPTV technology market with

the likes of UTStarcom (which is building the IPTV architecture with Bharti)

and an alliance between Microsoft (which has an alliance with Reliance

Infocomm for the Microsoft IPTV edition) and Alcatel - has big hopes for

China, as well as IPTV in general.

MTNL and BSNL are planning to introduce this service of IPTV and is

expected the first roll-outs by June 2006," but now the date has been extended

to 15th of august for its launching. Maran recently said. Moreover, Reliance

Infocomm and Bharti are the other players whose rollouts are expected by the

year-end. They, however, were not ready to commit on the launch timing.

"Airtel already offers voice, data and broadband services to over 1.2 million

customers across the country. As we start offering IPTV to our customers, our

biggest USP over players in the cable and DTH space will be the two-way

service applications like time-shifted television, video-on-demand and

interactive-gaming."

"IPTV deployments are expected to begin this year itself, It will grow much

faster than people's expectations since everyone wants quality. This will

happen like the earlier importance VCR gained over TV, due to the sheer

quality of video output, not to mention the convenience VCRs offered.

"The last-mile connectivity would be either through cable or fibre and

operators will offer services over a wired network to start with, even providing

ADSL connectivity. However, as the technology matures, operators would

offer last-mile connectivity over wireless networks, and Wi-Max is one of the

possibilities," according to Ravi Sharma, MD, Alcatel India.

"Microsoft is developing a total solution to bring IPTV to the masses via

software and hardware technologies for broadcasting and viewing digital

video IPTV over broadband Internet connections," says Doug Hauger,

Business & Marketing Officer, Microsoft India.

Bharti Airtel , the telecom giant will target high-end consumers of the top 6-7

cities as part of its IPTV (Internet Protocol Television) strategy.

The company started the IPTV trials a year ago in 100 households in Gurgaon

and will launch its services before the end of the financial year. The IPTV

service will be first rolled out in Delhi in a phased manner and then it will be

launched in other top cities like Mumbai, Chennai, Kolkata, Hyderabad,

Bangalore, Gurgaon and Jaipur.

5.5 IPTV will be targeted at top-end customers, and the

customers

Outside this ambit will be the target for the direct-to-home (DTH) satellite

television service. With DTH, the company would be able to offer pan-India

coverage and serve all customers, and on the other hand with the IPTV, the

company would be able to offer a superior service to customers in the areas

served by the Bharti's fixed line network.

Bharti Airtel's IPTV service will be offered as a bundled offering along with

other services and the customer would be provided one combined bill at the

end of the month. Other players with interest in the IPTV space include

Reliance, BSNL, VSNL, MTNL and Microsoft. MTNL has already rolled out

its IPTV service.

Bharti Airtel has been upgrading their network to carrier-grade Ethernet for

the IPTV services, which has been completed in Delhi and is beginning soon

in Bangalore. The company would deliver the service through a backbone of

Carrier Ethernet network and last mile delivery on copper using ADSL2+

technology.

Bharti Airtel has partnered with UTStarcom, a player in VoIP, mobile internet,

internet television and telecommunication solutions for its IPTV project. There

would be 41.1 million IPTV households worldwide in 2011, up from

approximately five million in 2006..

5.6 Hurdles to cross

First, broadband is the backbone of IPTV. And India has only around one

million broadband connections till date. TRAI projects the number to rise to

around 20 million by 2010. Second, the availability of the last mile is a factor

that is most instrumental in determining what the future of broadband in India

is going to be, according to Alok Shende, director, ICT practice, Frost and

Sullivan.

Cable operators opine that they are much better placed than IPTV providers

when it comes to the last-mile connectivity. "It's unrealistic to expect your

telephone connection to give you broadband right away. There will need to be

massive infrastructural changes," says Jagjit Singh Kohli, CEO, Siticable

Network, a subsidiary of Zee Telefilms.

"Nowhere in the world will you see mass deployment of metro-ethernet

backbone (which is what the private telcos have laid). Moreover, IPTV suffers

from jitters. And talking about quality, IPTV will require 33 per cent more

bandwidth than radio frequency (RF � used by cable networks) for the same

result with the same codes," he adds.

There can be stiff opposition from local cable operators who need to be "co-

opted" rather than competed against, corroborates Gopal. Moreover, cable

operators themselves are getting into triple play services.

IPTV, DTH, Cable   - 'Triple Play' for the Digital Home

Screen Digest, a research firm, suggests that IPTV is set to pose a significant

challenge to established cable and satellite operators (read DTH). In the US, Triple

Play services are offered by cable television operators as well as by

telecommunication operators in the US.

'Triple Play' implies high-speed Internet, television (Video on Demand or regular

broadcasts) and telephone service over a single broadband connection. With wirless,

it's called 'Quadruple Play' and grouped services (triple and quadruple) are called

multi-play. The fact is not lost on Indian players.

Hathway has a two-pronged strategy to combat new technologies like IPTV and DTH

� digitising our entire network and offering consumers more channels and content at

the same cost, said a Hathway spokesperson.

"Also the set-top box is being offered on an easy-payment basis. The second part of

our strategy is pushing high-speed broadband Internet into the homes and bundling

the same with our digital product. Thus Hathway is able to offer in its universe analog

cable TV services, digital cable TV services and bundling of digital cable TV services

with high-speed broadband Internet.

Eventually Hathway will also move into Triple Play to combat DTH and other

delivery platforms. Thus, as part of our offering we would be launching cable

telephony services in the current year," the spokesperson added.

Siti cable CEO Jagjit Singh Kohli said: "We have big plans for Triple Play services.

Our advantage is that we can have video on RF and data and voice on IP (which

currently is not adequate for good video output)." Tata Sky is investing in building a

digital infrastructure in the country to offer a "superior television viewing experience

to Indian households".

Vikram Kaushik, CEO, Tata Sky Ltd said, "We are committed to building a state-of-

the-art DTH operation in India for which we have selected NDS to provide end-to-end

solutions. This will enable us to transfer control and choice into the hands of

subscribers".

Sunil Khanna, CEO, Dish TV, takes the competition in his stride. "The global

phenomenon is that with increased TV penetration, there will be different distribution

platforms. There are hundreds of households where TV has just not reached. It's not

possible for IPTV to be everywhere - at least for now.

Moreover, there are always people who do not want to mix their telephone lines with

their TV. In countries like Hong Kong, IPTV and cable co-exist. There's room for

everyone," he concluded.

Launching of IPTV services?

Bharti Tele - ventures ( Bharti airtel ) is planning to launch its new product that is

IPTV with the joint venture with UTStarcom by this year end. Sources in the industry

informed that UTStarcom would be offering the technology assistance to Bharti to

launch IPTV services. Airtel is currently offering IPTV services to its broadband

subscribers in Delhi and NCR region.

Bharti airtel already launch its product in Gurgaon on trial basis for the

confirmation of the service and also for the digital quality checkup. “They are already

conducting trials in around 100 households in Gurgaon and the technology support is

being offered by UTStarcom,” the source informed. The company is planning to offer

150 channels for its IPTV services in Delhi and NCR by the year-end.

6.0 TABLES AND GRAPHS

6.1 FOR NEWSPAPER ADVERTISEMENT- NCR REGION (JAN-JUNE)

DATE LEAD GENERATED ORDER BOOKEDTOTAL SALES

1 149 48 992 262 80 1663 298 88 1654 250 77 1785 268 84 1956 207 71 1367 159 37 738 278 79 1529 259 75 140

10 288 83 15911 260 71 16812 269 68 12913 224 54 10014 157 49 9115 351 108 21116 294 70 14717 244 63 12418 237 59 11419 285 65 14420 238 72 12421 159 32 5622 217 62 12323 230 56 11224 251 61 12225 250 64 13426 150 48 9127 209 58 10628 130 37 6729 237 57 11830 218 53 9731 255 79 150

TOTAL 7283 2008 3991

JANUARY

0

30

60

90

120

150

180

210

240

270

300

330

360

390

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED TOTAL SALES

1 234 60 1432 230 57 1143 236 51 984 148 39 725 290 78 1946 224 68 1387 207 48 968 284 85 2149 207 68 133

10 220 55 9811 149 41 7812 237 63 12513 236 58 13814 268 51 9515 177 40 8716 219 54 11217 205 55 12718 131 40 7419 262 76 14720 277 74 18321 327 89 17322 336 91 17823 211 67 13124 223 54 10825 147 37 7026 380 84 15327 270 54 10828 240 54 100

TOTAL 6575 1691 3487

FEBUARY

0

30

60

90

120

150

180

210

240

270

300

330

360

390

420

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 238 53 952 188 59 1103 171 49 944 61 15 255 179 58 1086 209 53 1017 376 91 1828 306 76 1409 289 85 158

10 278 91 16811 139 37 7012 281 67 12513 357 78 15314 304 65 13815 318 96 18516 415 97 19717 318 72 13218 191 43 7819 341 94 17920 283 73 15921 250 69 12722 273 73 17223 258 64 12424 257 69 15025 201 56 11226 294 83 16027 233 67 11628 262 72 15029 240 56 14230 220 48 8231 228 42 136

TOTAL 7958 2051 4068

MARCH

0

30

60

90

120

150

180

210

240

270

300

330

360

390

420

450

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 144 26 482 253 50 913 241 52 954 271 61 1245 234 46 926 243 48 917 232 45 808 137 29 479 236 51 99

10 255 81 14511 188 53 8912 239 54 10513 198 36 6314 250 48 8315 162 27 4816 227 54 9717 188 46 7918 172 59 7219 204 53 9420 175 48 8321 186 49 9222 110 32 6923 335 70 12924 255 63 14725 232 64 12426 208 48 9527 194 58 10028 225 47 8329 120 29 4930 243 52 92

TOTAL 6357 1459 2705

APRIL

0

30

60

90

120

150

180

210

240

270

300

330

360

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 215 47 83

2 267 56 1113 227 43 834 215 64 1155 216 60 1096 142 30 507 233 58 1348 253 59 1139 223 49 83

10 229 57 10411 304 70 19112 230 60 10513 204 45 7814 278 57 25615 353 68 12816 268 54 10717 285 46 9118 229 56 10719 250 67 12420 156 37 6721 284 67 12622 264 63 11023 256 55 10924 261 58 12025 213 48 8926 219 61 14127 137 21 4128 249 58 10429 278 63 11330 237 46 9231 221 62 105

TOTAL 7396 1685 3389

MAY

0

30

60

90

120

150

180

210

240

270

300

330

360

390

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

DATELEAD GENERATED

ORDER BOOKED

SALES TOTAL

1 206 60 992 283 66 1223 137 31 544 215 58 109

5 244 60 1186 245 67 1357 226 62 1098 216 53 909 201 64 124

10 118 22 3911 207 60 11612 216 46 9413 190 45 8314 255 69 12015 182 58 15116 225 51 9617 174 38 7218 242 69 12619 271 56 10820 260 56 10221 256 71 16422 216 46 8023 221 60 13224 139 39 6225 321 80 15326 327 62 11827 245 56 9628 180 56 10129 226 50 9530 197 46 77

TOTAL 6641 1657 3145

JUNE

0

30

60

90

120

150

180

210

240

270

300

330

360

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

DATE

LEAD GENERATED

ORDER BOOKED

SALES TOTAL

6.2 FOR NEWSPAPER ADVERTISEMENT- NORTH REGION (JAN- JUN)

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 33 8 152 40 11 203 56 7 134 37 9 175 54 11 22

6 44 10 197 10 2 48 64 8 159 65 14 28

10 52 17 3511 52 10 2112 39 12 2213 22 6 1214 12 2 415 36 8 1516 29 8 1517 43 11 2018 22 4 719 35 8 1720 25 8 1321 10 2 422 44 4 623 25 6 1124 39 14 2425 27 6 1026 15 2 327 26 6 1128 6 2 329 32 3 530 33 4 731 45 7 13

TOTAL 1072 230 431

JANUARY

0

5

10

15

20

25

30

35

40

45

50

55

60

65

70

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED

SALES GENERATED

1 39 4 82 45 12 233 36 10 204 17 5 105 40 7 136 45 9 16

7 25 5 108 39 7 139 31 2 4

10 31 7 1311 28 7 1412 36 5 913 31 5 914 33 5 915 30 4 816 46 12 2117 41 4 818 50 7 1419 89 9 2320 66 13 2621 57 17 3122 73 18 4223 108 13 2524 91 12 2225 30 7 1426 84 8 1527 93 5 1028 68 5 12

TOTAL 1402 224 442

FEBUARY

0

10

20

30

40

50

60

70

80

90

100

110

120

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28

DATE

LEAD GENERATED

ORDER BOOKED

SALES GENERATED

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 59 10 212 125 15 303 51 8 154 31 4 75 73 9 186 92 20 387 75 14 28

8 76 24 429 62 6 11

10 62 10 1811 46 7 1312 194 33 6413 83 14 2714 85 17 3615 71 15 2916 76 20 3617 59 13 2918 36 10 2019 97 18 3220 69 18 3321 116 18 3522 57 7 1323 96 21 4124 74 15 3125 97 17 3526 113 26 5027 123 21 3828 79 17 3129 133 14 2730 71 12 2431 60 12 22

TOTAL 2541 465 894

MARCH

0

30

60

90

120

150

180

210

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 18 3 62 77 15 263 76 19 394 60 9 165 77 7 126 77 17 307 61 13 258 27 5 79 65 11 18

10 51 15 26

11 77 14 2612 58 10 1813 57 15 2214 52 8 1415 14 3 616 66 17 2817 72 15 2518 59 14 2619 71 16 2920 58 5 1021 33 8 1422 83 8 1323 82 12 2224 80 15 2625 60 8 1426 61 14 2427 89 12 2028 39 3 529 39 3 430 103 14 24

TOTAL 1842 328 575

APRIL

0

10

20

30

40

50

60

70

80

90

100

110

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 66 18 322 74 18 263 75 14 254 67 13 235 65 16 276 32 5 97 63 17 308 68 8 169 74 18 33

10 77 12 2211 70 11 2012 51 19 3513 23 7 1314 57 12 1915 127 22 3716 97 19 3617 95 22 3818 81 19 3619 85 18 3120 32 5 821 93 19 3322 82 20 3423 117 14 2324 78 11 1925 67 11 2026 63 6 1127 37 9 1428 86 11 1829 70 6 830 79 14 2231 79 10 17

TOTAL 2230 424 735

MAY

0

10

20

30

40

50

60

70

80

90

100

110

120

130

140

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

LOG_DATELEAD GENERATED

ORDER BOOKED

TOTAL SALES

1 80 17 302 49 14 273 34 6 134 54 13 305 65 17 306 70 19 317 69 18 338 71 18 329 54 15 26

10 33 10 1511 66 16 3112 67 19 32

13 56 16 3014 69 14 2315 75 12 2216 66 13 2317 35 6 1218 73 18 3319 82 12 2220 85 15 2921 78 16 3022 74 16 3123 51 9 1824 39 5 925 63 16 3026 55 11 1927 59 12 2028 67 19 4029 69 14 2430 49 7 16

TOTAL 1857 413 761

JUNE

0

5

10

15

20

25

30

35

40

45

50

55

60

65

70

75

80

85

90

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

DATE

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

6.3 FOR EMPLOYEE REFERRAL SCHEME

NCR

  JANFEB

MAR APR

MAY JUN

JULY

AUG

LEAD GENERATED 751 415 474 244 282 703 1225 164ORDER BOOKED 418 205 170 63 72 334 713 33

TOTAL SALES129

3 806 752 207 294 980 1617 65NO OF UNIQUE PARTICIPANT 158 110 102 67 92 149 213 53

NORTH

  JANFEB

MAR APR

MAY JUN JUL

AUG

LEAD GENERATED 42 46 4 62 54 76 73 5ORDER BOOKED 14 15 2 22 10 25 33 0TOTAL SALES 29 31 3 41 18 45 68 0NO OF UNIQUE PARTICIPANT 4 5 3 33 5 26 15 5

TOTAL

  JANFEB

MAR APR

MAY JUN JUL

AUG

LEAD GENERATED 793 461 478 306 336 779 1298 169ORDER BOOKED 432 220 172 85 82 359 746 33

TOTAL SALES132

2 837 755 248 312102

5 1685 65NO OF UNIQUE PARTICIPANT 162 115 105 100 97 175 228 58

0

200

400

600

800

1000

1200

1400

1600

1800

JAN FEB MAR APR MAY JUN JUL AUGMONTH

LEAD GENERATED

ORDER BOOKED

TOTAL SALES

NO OF UNIQUE PARTICIPANT

6.4 AGENCY REPORT-AGENT PRODUCTIVITY

LEAD GENERATED

  APR MAY JUN JULCC_MICROWAVE 7437 7922 8172 9846DR IT       2158CC_COMPETENT 1515 1346 1349 1208CC_DR IT 565 887 902 1096

ORDER BOOKED  APR MAY JUN JULCC_MICROWAVE 741 851 1122 1168DR IT       79CC_COMPETENT 67 101 162 109CC_DR IT 67 141 165 178

NO OF VOICE  APR MAY JUN JULCC_MICROWAVE 933 1589 2753 1524DR IT       80CC_COMPETENT 63 108 169 111CC_DR IT 107 215 158 184

NO OF DSL  APR MAY JUN JUL

CC_MICROWAVE 641 736 996 1115DR IT       78CC_COMPETENT 52 78 135 103CC_DR IT 63 116 148 164

6.5 AGENCT REPORT – AGENT PRODUCTIVITY NEW

LEAD GENERATED

  APR MAY JUN JULCC_MICROWAVE 7437 7922 8172 9846DR IT       2158CC_COMPETENT 1515 1346 1349 1208CC_DR IT 565 887 902 1096

ORDER BOOKED  APR MAY JUN JULCC_MICROWAVE 732 846 1063 1323DR IT       61CC_COMPETENT 94 88 150 124CC_DR IT 53 132 174 168

NO OF VOICE  APR MAY JUN JULCC_MICROWAVE 860 1239 1964 2844DR IT       59CC_COMPETENT 92 95 145 139CC_DR IT 55 243 171 176

NO OF DSL  APR MAY JUN JUL

CC_MICROWAVE 618 749 949 1215DR IT       61CC_COMPETENT 76 67 125 113CC_DR IT 41 112 158 153

7. KEY FACTS

Bharti Airtel added the highest ever net addition of 53 lakh customers in a single quarter (Q4-FY0607) and also the highest ever the net editions of 1.8 crore total subscribers in 2006-2007

The company will invest up to $3.5 billion this fiscal (07 - 08) in network expansion

It has an installed base of 40,000cell sites and 59% population coverage

Bharti has over 39 million users as on march 31,2007

It has set a target of 125million subscribers by 2010

Non-voice revenues (sms, voice mail, call management, hello tunes and Airtel live) constituted 10% of total revenues during Q4, lower than 10.74% in Q4 of the previous year

Blended monthly minutes of usage per customer in Q4 was at 475 minutes

It has completed 100% verification of its subscribers and in the process disconnected three lakh subscribers

7.1 FACT SHEET

Name Bharti Airtel Limited

Business Description

Provides mobile, broadband & telephone services and enterprise services (carriers and services to corporates)

Established July 07, 1995, as a Public Limited Company

Proportionate Revenue

Rs. 184,202 million (year ended March 31, 2007-Audited)Rs. 117,255 million (year ended March 31, 2006-Audited)

As per Indian GAAP accounts

Proportionate EBITDA

Rs. 74,407 million (year ended March 31, 2007-Audited)Rs.42,250 million (year ended March 31, 2006-Audited)

As per Indian GAAP accounts

Shares in Issue 1,895,934,157 as at March 31, 2007

Listings The Stock Exchange, Mumbai (BSE)The National Stock Exchange of India Limited (NSE)

Customer Base 40,743,725 GSM mobile and 1,941,805 broadband & telephone customers (status as at month ended may 31, 2007)

Operational Network

Provides GSM mobile services in all the 23 telecom circles in India, and was the first private operator to have an all India presence.Provides broadband (DSL) and telephone services in 94 cities in India.

Registered Name

Bharti Airtel Limited(A Bharti Enterprise)

8. SWOT ANALYSIS

STRENGHTS

The Technology Airtel is offering.

The strong subscriber base.

Unlimited clarity : Airtel’s connection provides voice clarity better then some of other leading service providers.

Unlimited customer services : Airtel is providing 24 hours of customer care services where executives are on call for expertise assistance.

Unlimited performance : Airtel is constantly innovating and upgrading its services to offer more value.

Active management to enroll the projects into grooming areas.

Marketing strategy

WEAKNESSES

Restricted subscribers base due to limited wired area

Centralized decision -making

OPPORTUNITIES

High market growth rate

Huge potential to increase customer base

Airtel and Google to work together on the forth coming project

THREATS

Competitors to be face of in the market with the same technology offering and to be launch on:- MTNL, BSNL,RELIANCE

10.0 CONCLUSIONS AND RECOMMENDATIONS

CONCLUSION:

People are not ready to change their service providers because of their

long term investment in their product and again paying down for the

new service.

It was found through tele-calling that most of the customers were

highly satisfied regarding the broadnet facility provided by the DSL

plans of Airtel.

Customers had certain queries regarding distinguished features of

different plans ,what they actually wanted was an executive visit to

brief them more about the plans.

Still there are many unwired areas in delhi like r.k.puram

Recommendations:

Instead of targeting new customers the company must try to bind the

old customers.

The company should prefer broadband users and fixed line users to

target for introducing IPTV services.

Every Account manager should have one CRE(customer representative

executive) for better productivity and efficiency & these leads to

higher sales with customer satisfaction to the company.

Company need to improve Broadband service because most of the

customer facing problems like slow speed, connectivity etc.

Bibliography

1. www.bharti.com

2. www.airtelworld.com

3. www.touchtelindia.com

4. www.trai.gov.in

5. www.ciionline.com

6. www.wikipedia.org

7. www.howstuffworks.com

8. www.isp-providers-india.com

9. www.indiatelecomnews.com

10. www.internetworldstats.com

11. www.voicendata.com

12. www.indiabroadband.net

13. www.frost.com

14. www.tonsetelecom.com

15. www.zonkerala.com

16. www.thehindubusinessline.com