The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services) CHAPTER -1 1. INTRODUCTION ABOUT RELIANCE INDIA MOBILE 1.1. Project details This report is for the project purpose of reliance infocomm regarding the marketing (sales and distribution expansion) promotion. The project need is to identify the customer and there preferences. Entity Mobile handsets(CDMA and GSM) Service provider for CDMA and GSM mobiles (This includes handsets and cellular service providers of different brands) This project is divided into two parts: 1. Dealing with handsets and recharge-vouchers (RCVS) 2. Dealing with service providers (Rim, Smart, Airtel, B.S.N.L., Tata Indicom, & Aircel) Area: Ranchi Township This is the initial report dealing with different handsets brand available in the Ranchi market. 1
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
CHAPTER -1
1. INTRODUCTION ABOUT RELIANCE INDIA MOBILE
1.1. Project details
This report is for the project purpose of reliance infocomm regarding the marketing (sales and distribution expansion) promotion.
The project need is to identify the customer and there preferences.
Entity
Mobile handsets(CDMA and GSM) Service provider for CDMA and GSM mobiles
(This includes handsets and cellular service providers of different brands)
This project is divided into two parts:
1. Dealing with handsets and recharge-vouchers (RCVS)2. Dealing with service providers (Rim, Smart, Airtel, B.S.N.L., Tata Indicom, &
Aircel)
Area: Ranchi Township
This is the initial report dealing with different handsets brand available in the Ranchi market.
This report will help to understand the buying behavior of customers and there preferences regarding different brand of handsets.
1.2. Evolution of reliance communication
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
October 18, 2004 could have been just another day for Indians-hot, humid, and
dehydrating. But, three events took place that day, and each had the potential to turn
history around.
The rains at Chennai exposed the pathetic water draining system at Indian
stadium, and denied India a much-needed victory against Australia in the second Test
of the Border Gavaskar Trophy. Later in the day, murderer, smuggler, kidnapper, and
national nuisance Veerappan was shot dead in Satyamangalam forest on the
Karnataka-Tamil Nadu border.
But perhaps the most important news event of the day almost went unnoticed.
For the first time in history, the number of mobile phone exceeded the number of
landlines in the country. While cellular subscriber crossed the 44 million mark, fixed
lines were at 43.82 million. In this context CDMA mobile have major share. Cellular
phone growth has been led by a fundamental need of any growing economy-cheap,
effective communication that is accessible to every person.
This project is enriched with vital information about mobile phones apart from the
various features offered by the various mobile manufacturing companies. We scoured
shops, visited companies’ web-sites; spoke to various users as source of information in
the cellular phone models officially available in Ranchi mobile marke. We have tried to
come out with the most preferred brand in the Ranchi mobile market.
.
1.3. DHIRUBHAI’S DREAM
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Late Dhirubhai Hirachand Ambani built Reliance from scratch to be in the reckoning for
a place in the Global Fortune 500 list. This achievement is even more significant due to
the fact, that the entire growth was achieved in an organic manner and in a span of just
25 years.
Dhirubhai was not just firmly rooted in traditional Indian values, but was also a
quintessentially modern man – the man of the new millennium. This was clearly
reflected in his passion for mega-sized projects, the most advanced technology and the
highest level of productivity. The corporate philosophy he followed was short simple and
succinct – “Think big. Think differently. Think fast. Think ahead. Aim for the best”. He
inspired the Reliance team to do better than the best – not only in India but also in the
world. Dhirubhai Ambani, Founder Chairman of the Reliance Group, employed
telephone as a powerful tool of communication. He used telephone to defeat distance,
to compress time, to remain a breast of events. He was acutely aware of the power of
the information and communications. He would often say: “make the tools of info-com
available to people at an affordable cost, they will overcome the handicaps of illiteracy
and lack of mobility”.
He wanted a telephone call to be cheaper than a postcard. This, he
believed, would transform every home, empower every Indian, remove the roadblocks
of opportunity and demolish the barriers that divide our society.Dhirubhai Ambani was of
the conviction that infocomm would energize enterprises, galvanize governance, make
livelihood an enjoyment, learning an experience and living an excitement.Reliance
Infocomm is a fascinating outcome of this powerful conviction. It is a major initiative to
translate his inspiring dream into reality.
1.4. About Reliance India Mobile
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Reliance Infocomm is the outcome of the late visionary Dhirubhai Ambani’s (1932-2002)
dream to herald a digital revolution in India by bringing affordable means of information
and communication to the doorsteps of India’s vast population.
“Make the tools of info-com available to people at an affordable cost, they will overcome
the handicaps of illiteracy and lack of mobility”, Dhirubhai Ambani charted out the
mission for Reliance Infocomm in late 1999. Working at breakneck speed, from late
1999 to 2002 Reliance Infocomm built the backbone for a digital India – 60,000
kilometers of fiber optic backbone, crisscrossing the entire country. The Reliance
Infocomm pan-India network was commissioned in December 28.2002, the 70 th birth
anniversary of Dhirubhai Ambani. This day also marked his first birth anniversary after
his demise July -6, 2002.
Reliance Infocomm network is a pan-India, high capacity, integrated (wireless and wire
line) and convergent (voice, data and video) digital network, designed to offer services
that span the entire Infocomm value chain – infrastructure, services for enterprises and
individuals, applications and consulting. The network is designed to deliver services that
will foster a new way of life for a New India
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
1.5. BACKGROUND OF THE ORGANIZATION
1.5.1. RELIANCE – ANIL DHIRUBHAI AMBANI GROUP
Reliance – Anil Dhirubhai Ambani Group, an offshoot of the Reliance Group founded by
Shri Dhirubhai H. Ambani (1932-2002), ranks among India’s top three private sector
business houses in terms of net-worth. The group has business interests that range
from telecommunications (Reliance Telecommunications Ventures Ltd.) to financial
services (Reliance Capital Ltd.) to the generation and distribution of power (Reliance
Energy Ltd.).
Reliance – ADA Group’s flagship company, Reliance Communications, is India’s largest
private sector information and Communications Company with over 20 million
subscribers The Company has established a pan-India, high capacity, integrated
(wireless and wire line) and convergent (voice, data and video) digital network,
designed to offer services that span the entire Infocomm value chain.Other major group
constituents – Reliance Capital, Reliance Energy are widely acknowledged as the
market leaders in their respective areas of operation.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Reliance Energy Ltd. Reliance Mutual Fund
Harmony Reliance Communications
Reliance General Insurance Reliance Anil Dhirubhai Ambani Group
Reliance Life Insurance Reliance Portfolio Management Service
The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Table-2: International Call Rates
Countries/Region New Tariff One Nation
Plans All other Plans
USA, Canada, Fixed lines in Europe, Australia, New Zealand & South East Asia
Rs.6.00 per min. Rs.6.40 per min.
Mobile phones in Europe, Bangladesh, Bhutan, Maldives, Nepal, Pakistan & Srilanka, Gulf, Middle East, UAE, Africa, Rest of World
Rs.8.00 per min. Rs. 9.19 per min.
Cook Island, Cuba, Diego Garcia, Guinea Bissau, Nauru, Norfolk Island, Sao Tome, Sakhalin, Solomon Island, Tokelau, Tuvalu, Vanuatu
Rs.40.00 per min. Rs. 40.00 per min.
Source- rcom.com
Table-3: Roaming tariff for Reliance prepaid mobile
Roaming Tariff for Reliance Prepaid MobileLocal Outgoing calls while Roaming All Phones Rs.1.00STD Outgoing calls while Roaming All Phones Rs.1.50Incoming calls while Roaming Rs.1.00SMS Local Rs.1.00
Application Rs.3.00
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
National Rs.1.50international Rs.5.00
Source- rcom.com
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1.5.5.2. Value-added services.
Voicemail retrieval will be charged at local call rates to RM i.e. 99 paise per minute.
Reliance Net-connect has no rental, Just usage charge.
More coverage. More clarity. More affordable. An 80,000 km seamless, pan-India
fibre optic backbone ensures a congestion free network and almost zero call
drops, in addition to superior voice clarity in every corner of the country.
Table-4: Call rates
Basic Plan:
International Call Rates :
Satellite calls to Inmarsat region (00870) - call rate at Rs.5.83/second National Roaming :
Voicemail retrieval will be charged at local call rates to RM i.e. 99 paisa per minute.
Reliance Net connects has no rental, Just usage charge.
More coverage. More clarity. More affordable.
A 80,000 km seamless, pan-India fiber optic backbone ensures a congestion free network and almost zero call drops, in addition to superior voice clarity in every corner of the country. GO MOBILE WITH RELIANCE MOBILE PREPAID'S UNBEATABLE OFFERFor further details contact any of our Reliance Worlds / Authorized Retail Centers / Independent Sales Agents or call 30336969
13
TariffAll Local Calls Rs. 0.99All STD Calls Rs. 1.50
Roaming All Incoming & Local Outgoing calls Rs.1.00All STD Outgoing calls Rs.1.50
Countries/Region New Tariff One Nation
PlansAll other
Plans USA, Canada, Fixed lines in Europe, Australia, New Zealand Rs.6.00 per
min.Rs.6.40 per
min. Mobile phones in Europe, Bangladesh, Bhutan, Maldives, Gulf, Middle East, UAE, Africa, Rest of World
Rs.8.00 per min.
Rs. 9.19 per min.
Cook Island, Cuba, Diego Garcia, Guinea Bissau, Nauru, Norfolk Island, Sao Tome, Sakhalin, Solomon Island, Tokelau, Tuvalu, Vanuatu
Rs.40.00 per min.
Rs. 40.00 per min.
All Incoming & Local Outgoing calls Rs.1.00All STD Outgoing calls Rs.1.50
SMS Local Rs.1.00Application Rs.3.00National Rs.2.00international Rs.5.00
The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
1.5.5.3.Prepaid Unlimited calling
Table-5: Prepaid unlimited calling
All India
Source- rcom.com
1.5.5.4. Unlimited on net plans
Table-6: Unlimited on net plan
Source- rcom.com
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Special Tariff Voucher- Unlimited On-Net PlanMRP Rs. 299 Rs. 599
Benefit available for (days) 30 30Tariff Unlimited On-Net Plan
Local calls to Reliance Mobile Free FreeLocal calls to All Other Rs.50 Rs. 0.50
STD calls to Reliance Mobile Rs. 0.50 FreeSTD calls to All other Rs.0.50 Rs.0.50
Benefit MRPAll calls @ Rs.1 Rs.35Reduces Local call rates upto 30% Rs.49Reduces Local call rates upto 50%. All STD & Roaming Calls @ Rs.1
Rs.79
Reduces Local call rates upto 30%. All STD & Roaming Calls @ Rs.1 + Get Talktime
Rs.98
Unlimited calling to any Local Reliance Mobile Rs.249Unlimited calling to any Reliance Mobile anywhere in India Rs.999
The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
.
Source- rcom.com
1.5.5.9. ROAMING
1.5.5.8. Life time jaadu pack
Table-10: Lifetime Jaadu Pack
This pack is available for lifetime validity customers only. The benefit of Lifetime Jaadu pack will be available for lifetime or till the subscriber's prepaid account is active. This voucher does not offer any validity on its own.
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MRP Rs.999 Rs.249 Rs. 195 Rs. 144
Rs. 99
Rs. 79 Rs. 49
Rs. 34 Rs. 35 Rs. 39
Benefit available for(Days)
30 30 30 180 30 30 30 30 30 30
Local Reliance Mobile
Free Free 1000 minutes
free
Rs.0.60 Rs. 0.33
Rs.0.50 Rs. 0.33
Rs.0.60 Rs.1.00 Rs.0.50 (2nd min
onwards)*Reliance Fixed
Rs. 0.50
Rs. 0.49
Rs. 0.99
Other Mobile
Rs. 0.49
Rs. 0.49
Other Fixed
STD Reliance Mobile
Free Rs. 1.50
Rs. 1.50
Rs. 1.20
Rs. 0.99
Rs. 1.00
Rs. 1.50
Rs. 1.20
Rs. 1.00
Rs.0.50 (2nd min
onwards)*Reliance Fixed
Rs. 1.00
Other MobileOther Fixed
Roaming All Incoming & Local Outgoing calls
Rs. 1.00
All STD Outgoing calls
Rs. 1.50
Rs. 1.50
Rs. 1.50
Rs. 1.50
Rs. 1.00
Rs. 1.00
Rs. 1.50
Rs. 1.50
Rs. 1.50
Rs. 1.50
Lifetime Jaadu PackMRP 444 550
Benefit available for Till the account of the Lifetime customer is active as per Lifetime subscription terms
TariffCore Talk time Rs.0.00 Rs.0.00
All Local calls to any network Rs. 0.60 Rs. 0.50All STD calls to any network Rs. 1.20 Rs. 1.00
The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Roaming
Our network travels with you
Travelling is an integral part of life in today’s world. When you are on the move, keep in touch with business associates, friends and your loved ones through Reliance Mobile’s roaming service, which offers excellent coverage in and outside India. You can be sure to enjoy the best coverage, wherever you go.
National Roaming Stop costly roaming. Start National roaming all over the country, at zero rental with Reliance Mobile.
Reliance World Roaming: Now roam across 242 countries and 535 GSM and CDMA networks with your Reliance number.
National Roaming
Now Go Roaming at Zero Rent
Roam the length and breadth of India. Reliance National Roaming lets you make and
receive calls with zero rent. Send and receive SMS and retrieve voicemails from
anywhere outside your home circle, at nominal rates.
What's more, you get the same 24-hour customer care with a single toll-free number,
AGARWAL STATIONERS # communication problems# voucher problem( 205 )# activation problems to a great extent
SHIV ASSOCIATES # model no 401 is problematic# one of the worst products# many complaints against it.
AJIT STORESANKIT KITCHEN
PARK # caf problems# otaf problems# activation problems# great DSR problem.# posters not glued anywhere even after calling DSR.# communication problems
RAHUL STATIONERS # caf problems# otaf problems
DATA ANALYSIS IN GRAPHS & PIE- CHARTS
Figure-1: Analysis of Sales
Part -1 is related to the retailer to analysis the customer trend, response of customer…….
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
1. Which types of SIM card do you sales maximum.
Interpretation: Rim sales are come in 4th position
Figure-2: Analysis of demand
2. Which brand is responded by the customer first?
40
0
10
20
30
40
50
60
Airtel Smart Tata-indicom
Rim Aircel
Airtel
Smart
Tata-indicom
Rim
Aircel
The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
40 40
10 10
0
0
5
10
15
20
25
30
35
40
45
Series1 40 40 10 10 0
Airtel Smart Tata Indicom RIM Aircel
Interpretation: 10% customers respond the RIM service compare than others .
Figure-3: Analysis of service
3. Which operators provide you the best service ? ( In term of distribution ) .
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
0
5
10
15
20
25
30
35
Airtel
Smart
Tata-indicom
Rim
Aircel
Series1 30 30 20 15 5
Airtel Smart Tata-indicom Rim Aircel
Interpretation: Nearest competitor of reliance RIM is Tata Indicom , in term of service. Response is 15% positive of overall performance.
Figure-4: Analysis of network
4 . In your area which network is found the best.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
0
5
10
15
20
25
30
35
40
45
50
Airtel
Smart
Tata-indicom
Rim
Aircel
Series1 45 15 20 10 10
Airtel Smart Tata-indicom Rim Aircel
Interpretation: Network is not so good in rural are of Ranchi respondent in not satisfied with his network .customer percentage is average.
Figure-5: Analysis of visibility
5. which operator gives you the best visibility in your shop.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
0
10
20
30
40
50
60
Airtel
Smart
Tata-indicom
Rim
Aircel
Series1 30 50 5 14 1
Airtel Smart Tata-indicom Rim Aircel
Interpretation: visibility provided by the company to retailer so it helpful for the retailer to aware the new plan. Percentage of response by the retailer is 14% of all competitor service.
Figure-6: Analysis of operators tariff plan
6. Which operator’s tariff plan is best.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
0
5
10
15
20
25
30
35
40
45
Airtel
Smart
Tata-indicom
Rim
Aircel
Series1 38 42 4 11 5
Airtel Smart Tata-indicom Rim Aircel
Interpretation: Maximum customer use this service for the better tariff plan compare than Airtel and others. 11% retailer have earn maximum return by his plan compare with others.
Figure-7: Analysis of network call charges
7. Which Network call charges has increased the number of customer.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
0
10
20
30
40
50
60
Airtel
Smart
Tata-indicom
Rim
Aircel
Series1 30 50 5 14 1
Airtel Smart Tata-indicom Rim Aircel
Interpretation: 14% people use this service due to his call-charges. It’s give the retailer maximum sales overall all service company.
Figure-8: Analysis of marks provided for the service
8. Out of five how many marks would you like to give for the service?
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Airtel33%
Smart25%
Tata-indicom17%
Rim17%
Aircel8%
Airtel
SmartTata-indicom
Rim
Aircel
Interpretation: prepaid connection of RIM increase maximum no of customer and sales of the stock.17% retailer gives 8 marks out of 10.
Figure-9: Analysis of all operators
9. which brand you recall the first among all the operators.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Airtel 39%
Smart 44%
Tata indicom 8%
Rim 4%Aircel 5%
AirtelSmartTata indicomRimAircel
Interpretation: percentage of smart is 4% of all service company.
CLOSE END QUESTION
Q1. Three most common customer feedbacks about RIM.
● Network consumption and connectivity problem.
● Better call-charges.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
● Better service.
Q2. Three suggestions to improve the service level.
● Tariff plan should not change day by day.
● Easy recharge facility should provide.
● Tower should be available per 10 km area.
Q3. Two suggestions to make the Smart No -1 in your area.
● Provide better network in all area.
● should be banned the third party recharge because these facilities change the plan by using any tariff
Figure- 10: IMPACT OF THE TARIFF PLAN AND NETWORK OF RELIANCE FOR PUBIC
1. Do you use RIM connection?
10.1
49
The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
YES63%
NO37%
YES
NO
2. How many days use these networks?
10.2
50
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48%
38%
10%4%
1-6 MONTH6-12 MONTH
1-3 YERMORE THEN 3 YEAR
3.Tariff plan of this network is……
10.3
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
02468
101214
V.good Good Fair Poor V.poor
ooo
4. Call charges of this network is best
10.4
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75%
25%
YES
NO
5.Network coverage and connectivity is……….
10.5
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
0
2
4
6
8
10
12
V.good Good Fair Poor V.poor
Series1
6.How much effective of the life time plan?
10.6
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
82%
18%0%0%0%
V.good
Good
Fair
Poor
V.poor
CHAPTER-5
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
5. RESEARCH FINDINGS
We conducted our study on retailer shop and general customer’s indifferent area of
RANCHI the focus of our study was to asses the comparative study of RIM vis-à-
vis others networks and impact of tariff plan and network of RIM in general public.
The finding of our research is as following:
● All the retailer had sales average Sims card comparison to others.
● 40% SIM cards sales in the monthly vis-à-vis Airtel and others.
● Most of the responded has agreed with his service level.
● Most of the responded has opposed the poor network level of this service.
● Visibility of this network is better then other’s network.
● The no of activation is being made by his tariff plan and call charges.
● Few customers were unaware of the tariff plan.
● Few responded has not like for his maximum coupon and scheme.
● Few of the retailer feel that in the network will in decrease their activation.
● Due to minimum call charges people like to use for long period, most of the
responded has use this network in very long time .
● Out of 100 --- 82% responded like to life time plan of this network.
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● Most of the responded give the full marks for his call charges, visibility and his
services
● Problem of the customer in not solved as soon as fast and few are not like of
this service. The overall performance to the tariff plan and call charges has been
goon in case of public and retailer. Reliance RIM has given the excellent service
compare to Airtel, tata-indicom network in Ranchi region.
CHAPT
ER-6
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6. SUGGESTIONS AND LIMITATIONS
6.1. Suggestions
Distribution channel
In the research it has been identified that the channel of distribution is not adequate, it
means that there is lack of proper distribution of the product among the retailers, there
is always shortage of RCVs for the retailers. There are six distributors assigned as the
city, but they are unable to fulfill the demand in the market. The shortage of RCVs of
RIM in the market gives an additional advantage to the competitors.
Brand image
RIM is the brand which is highly popular and demanded in the market. In other words it
can be said it is the leader in the market. Brand image is made by the high quality
adequate service, quality product, and proper advertising of the product and services.
Brand loyalty
A deeply held commitment to re-buy or re-patronize a preferred product or service in the
future despite situational influence and marketing efforts having the potential to cause
switching behaviors.
Competitors
In the Ranchi market it has been observed that Reliance India Mobile is the leader in
the Telecom market, leading the market over the other brads like SMART, BSNL,
AIRTEL, TATA-INDICOM, IDEA, VODAPHONE and AIRCEL.
It has also been observed that other competitors are ready to give tough competition to
Reliance India Mobile. Earlier SMART and BSNL were the closest competitors in the
market, but now a day AIRTEL is high on demand because of there services and
advertising policy.
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Services
Reliance India Mobile is better known for its leading quality services and extra features
in competitively low price. Reliance India Mobile is the only brand which provides
maximum variety of services and it is also the initiator of all kind of services.
Range
Reliance India Mobile offers the maximum variety if products (RCVs and Handsets) with
various ranges. Reliance India Mobile provides the various ranges of RCVs, starting
from Rs.149 to 3300.
Coverage area
Reliance India Mobile is the first (Private) largest coverage after the BSNL
(Government), within the two states, Jharkhand and Bihar, and it is fastest growing
coverage area in these states.
Promotional tools
Sales promotion tools vary in there specific objective.
Advertising
Advertising offers a reason to buy; it creates the need among the targeted customers
about the product. It is the medium of the communication and objective of advertising is
a specific communication task and achievement level to be accomplished with a specific
period of time. It Is the medium which makes awareness and provides knowledge about
the products and services. Reliance India Mobile is good with advertising, making and
achieving the advertising objective.
“Sales promotion, is a key ingredient in marketing campaigns, consists of a diverse
collection of incentive tools, mostly short term, designed to stimulate quicker or greater
purchase of particular products or services by consumer or trade.”Reliance India Mobile
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
is good with its sales promotion strategy. It offers several schemes to its customer, such
extra time, discounts on handsets, and several other offers.
Creating the need
Reliance India Mobile is good with creating itself as a need with its customer. It has
developed a basic thought among the mobile users, and decrease the distance for
communicating to their friends, relatives and close one, business has become easier. It
offers very low cost monthly rental and Reliance India Mobile is the only brand which
offers unlimited talk time for RIM to RIM users within the two states, Jharkhand and
Bihar.
6.2. Limitations
Some of the retailer and public are still unaware of the latest change introduction
in the tariff and the new plan. RIM should go for the extensive advertisement to
create awareness.
Most of the responded has opposed the poor network, if the network are working
well then the sales of the company will increased. RIM should try to find out
better alternative.
Visibility and advertisement should be held regularly to increase the plan
awareness among customer.
They gather information about potential and current customers,
competitors and other actors and forces in the marketing environment.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
They develop a disseminate persuasive communications to stimulate
purchasing.
They reach agreement on price and other terms so that transfer of
ownership and possession can be affected.
They place order with the manufacturers.
They acquire the funds to finance inventories at different levels in the
marketing channel.
They assume risk connected with carrying out channel works.
CHAPTER-7
7. CONCLUSION
Company can choose from a wide variety of channels for reaching customers.
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
Expend the company’s direct sales force. Assign sales representatives to contact
all prospects in an area, or develop separate sales force for the different
products.
Hire manufacturer’s agent in different regions, area or end user to sell the new
product.
Find distributors in the different regions, who will buy and carry the product and
services. Give them exclusive distribution, adequate margins, product training,
and promotional support.
Designing a Customer-Driven Distribution System
Stern and Sturtevant have outlined an excellent framework, called a Customer-Driven
Distribution System Design, for moving a poorly functioning distribution system closer to
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The Study of Sales and Distribution of Reliance India Mobile (Prepaid Services)
a customer’s ideal system. Companies have to reduce the gaps between the service
outputs targets customers, those the existing channel system delivers, and those
management thinks are feasible within the existing constraints. Six steps are involved:
1. Research target customers value perceptions, needs and desire regarding
channel service outputs.
2. Examine the performance of the company’s and competitors existing distribution
systems in relation to customer desires.
3. Find service output gaps that need corrective actions.
4. Identify major constraints that will limit possible corrective actions.
5. Design a “management-bounded” channel solution.
B. Marketing management 11th edition ( PHILLIP KOTTLER)
C. Business research and methods (DONAL R)
ARTICLES & MAGAZINE
A. TIMES OF INDIA
B. ECONOMICS TIMES
C. HINDUSTAN TIMES
SAMPLE QUESTIONNAIRE
Title: - Study of distribution of Reliance Company, market analysis, tariff and plan, feedback from the market, collects data from retail outlets and distributors”
Objective 1. To find out awareness level about the latest facilities and the services.
2. To find out the retailers position for Reliance Infocomm and other cellular service.
3. Whether channels of distribution where adequate.
4. To study the brand loyalty of the Retailers and Customers.