1. A PROJECT REPORT ON IMPROVEMENT OF SALES AND DISTRIBUTIONIN RELIANCE COMMUNICATION BERHAMPUR, ORISSA. SUBMITTED BY SIBA PRASAD RAJGURU REG. NO- 08KA21 UNDER THE GUIDANCE OFINTERNAL GUIDE EXTERRALGUIDEPROF K.MISHRRA Mr. SANGRAM PADHYFACULTY, KBS SALES HEAD, RELIANCE KRUPAJAL BUSINESS SCHOOL
2. Krupajal Business School (Approved by All India council for Technical Education, New Delhi) CERTIFICATE This is to certify that Mr. SIBA PRASAD RAJGURU,Regd.no 08KA21, a student of Krupajal Business School,Bhubaneswar has successfully completed his interim report on “IMPROVEMENT OF SALES & DISTRIBUTION IN RELIANCECOMMUNICATION ,BERHAMPUR,ORISSA” under my guidance inpartial fulfillment of PGDM program. This is an original work whichhe has carried out by himself and the same has not been carriedout by anyone earlier.INTERNAL GUIDEProf.Kamlesh Mishrra
3. Declaration I “SIBA PRASAD RAJGURU”, a student of Post GraduateDiploma in Management, Krupajal Business School, Bhubaneswar,hereby declare that this project report titled “IMPROVEMENT OFSALES AND DISTRIBUTION IN RELIANCE COMMUNICATIONS” is arecord of my own work at RELIANCE COMMUNICATION,Berhampur. This report embodies the findings based on my study,Observation and has not been submitted to any otheruniversity/institute for the award of any degree or diploma.Signature: Siba Prasad RajguruReg. No: 08KA21Institute: Krupajal Business School.Place: Bhubaneswar
4. AcknowledgementFor helping me in providing necessary information during variousstages of project thereby making it Successful. It is a great privilege to express deep sense of gratitude andindebtedness to esteemed guidance of Mr.Sangram, RelianceCommunication, Prepaid Head & Prof.Kamlesh Mishrra, faculty,Krupajal Business School Without their guidance, encouragementand inspiration this project would never have been possible. Lastly I extend my sincere thanks to all those who havehelped me for the successful completion of this project.Place:Date:
5. CONTENTS INTRODUCTIONo BACKGROUND – COMMUNICATION INDUSTRYo INDIAN TELECOM INDUSTRY AND MAJOR PLAYERSo IMPORTANT MILESTONESo SCOPE AND OPPORTUNITEo INCOME OF TELECOM INDUSTRY ABOUT THE COMPANYo ANIL DHIRUBHI AMBANI (ADA) AN ORGANIZATIONo HISTRY OF ORISSA CIRCILEo ACTIVITY OF BERHAMPUR OFFICEo SALES AND DISTRIBUTION PLAN TOPICo INTRODUCTIONo OBJECTIVEo WORK DESIGNo TABULATION/ANALYSIS FINDINGS LIMITATION
6.  CONCLUSION & SUGGESTIONS BIBLIOGRAPHY APPENDIX CHAPTER- I INTRODUCTION BACKGROUND – COMMUNICATION INDUSTRY INDIAN TELECOM INDUSTRY AND MAJOR PLAYERS EVOLUTIONOF THE INDUSTRY IMPORTANT MILESTONES SCOPE AND OPPORTUNITE INCOME OF TELECOM INDUSTRY
7. INTRODUCTION SUMMER INTERNSHIP PROGRAM (SIP) is aninseparable part of KRUPAJAL BUSINESS SCHOOL curriculum. Itis very much unique and deliberately set by KRUPAJAL BUSINESSSCHOOL to let its budding managers a complete one. It helps theinterns to get acquainted with the real facts of the market and tolearn how to adjust with the market. It is a program by the helpof which one can assess his own potential and also can takenecessary actions to get into the track. It also helps the buddingmanagers to learn how they should be in the competitive era.Moreover it is a program to brush up all the futures of KRUPAJALBUSINESS SCHOOL and make them fit for the organizations.
8. INTRODUCTION TO TELECOMEver since the evolution of man on this earth, he wanted tocommunicate with his fellow human being. In that era, he usedto communicate through signs and symbols. Gradually with time,he started using words and today it is through mobiles, e-mails,fax etc through which one communicates from one place toanother.The word “Telecom” (which is an abbreviated version of telecommunication’) in real sense refers to the Interaction &transfer of information between two distant points in space. Thismeaning however, has been subjected to modifications inaccordance with further innovations made be the TelecomIndustry.
9. SCENARIO OF INDIAN TELECOM INDUSTRY IN INDIA In 1880, two telephone companies namely “TheOriental Telephone Company Limited” and “The Anglo-IndianTelephone Company Limited” approached the Government ofIndia with the objective of establishing Telephone Exchangesacross the country. Initially, the Government denied thepermission as it wanted to exercise its monopoly power over thepromising industry once it emerged. By the following year, itchanged its decision and finally on 28th January, 1882, licensewas granted to The Oriental Telephone Company Limited ofEngland for opening telephone exchanges at Kolkata, Mumbai,Chennai and Ahmedabad.The opening of exchanges was followed by further innovationsand improvements in all sections of the telecom industry.However, while telephones were introduced in the major townsand cities across the country during the British period, totalnumber of telephones in India in 1948 were merely 80,000.The
10. growth was negligible even after independence and the telephonewas used as a status symbol by the rich despite being anextremely essential device of public utility. This sluggish rate ofgrowth continued till 1991 when the number of telephones was5.07 million.The period post 1975 saw resurgence in the India TelecomMarket by virtue of a series of fruitful decisions initiated by theGovernment which included: • The separation of Department of Telecom (DOT) From Post and Telegraph (P&T) in 1975. • The formation of Mahanagar Telephone Nigam Limited (MTNL) out of (DOT) to provide telecom services exclusively to Delhi and Mumbai. • In the 1990s, the telecom sector was opened up by the Government for private investment as a part of Liberalization-Privatization-Globalization Policy. • On 1/oct/2000, the Government corporative its operations wing under the name of Bharat Sanchar Nigam Limited (BSNL). To top it all, the introduction of mobile communication is undeniably the biggest success story scripted by the telecom industry.
11. • The Indian telecom industry is going through phenomenal growth. With 100 million installed mobile subscribers, adding four million new subscribers every month, and the cheapest mobile rates in the world at two cents per minute, it is not surprising that all the telecom vendors are vying for a piece of this action. Major new trends unseen in previous markets have emerged during the last five years. • Start-ups and established vendors involved in the telecoms eco- system need to take heed and develop appropriate strategies in order to take advantage of this new high- growth opportunity.• The telecommunications industry is at the forefront of theinformation age-delivering voice, data, graphics and video at everincreasing speeds and in an increasing number of ways. Whereaswire line telephone communication was once the primary serviceof the industry, wireless communication services and cable andsatellite program distribution make up an increasing share of theindustry. During the late 1990s, the telecommunications industryexperienced very rapid growth and massive investment intransmission capacity. Eventually this caused supply tosignificantly exceed demand, resulting in much lower prices for
12. transmission capacity. The excess capacity and additionalcompetition led to either declining revenues or slowing revenuegrowth, which has led to consolidation within the industry, asmany companies merged or left the industry.• The largest sector of the telecommunications industrycontinues to be made up of wired telecommunications carriers.Establishments in this sector mainly provide telephone service viawires and cables that connect customers’ premises to centraloffices maintained by telecommunications companies. The centraloffices contain switching equipment that routes content to its finaldestination or to another switching center that determines themost efficient route for the content to take. While voice used tobe the main type of data transmitted over the wires, wiredtelecommunications service now includes the transmission of alltypes of graphic, video, and electronic data mainly over theInternet.• The telecommunications industry offers steady, year-roundemployment.• The business environment for India’s telecommunicationsindustry is excellent. The government policies have encouraged
13. the growth, increased competition and high levels of foreign directinvestment (up to 74% foreign investment is now allowed).The Indian government’s goal is to provide an environment whereservice companies, handset manufacturers and networkcompanies will invest in India and use India for research anddevelopment work (R&D).• The favorable business environment has attracted a numberof foreign multinational firms such as Hutchison, Vodafone, Nokiaand Malaysia Telecom. In my opinion the real edge for India willbe the R&D facilities being setup there which can provideinnovation for next generation technologies - not only for Indiabut for everywhere else as well.• Indian Telecom sector, like any other industrial sector in thecountry, has gone through many phases of growth anddiversification. Starting from telegraphic and telephonic systemsin the 19th century, the field of telephonic communication hasnow expanded to make use of advanced technologies like GSM,CDMA, and WLL to the great 3G Technology in mobile phones.Day by day, both the Public Players and the Private Players areputting in their resources and efforts to improve thetelecommunication technology so as to give the maximum to theircustomers.
14. • The telecom network in India is the fifth largest network inthe world meeting up with global standards. Presently, the Indiantelecom industry is currently slated to an estimated contributionof nearly 1% to India’s GDP. IMPORTANT MILESTONES  1851 First operational land lines were laid by the government near Calcutta (seat of British power).  1881 Telephone service introduced in India.  1883 Merger with the postal system  1923 Formation of Indian Radio Telegraph Company (IRT)  1932 Merger of ETC and IRT into the Indian Radio and Cable Communication Company (IRCC)  1947 Nationalization of all foreign telecommunication companies to form the Posts, Telephone and Telegraph (PTT), a monopoly run by the governments Ministry of Communications 1985 Department of Telecommunications (DOT) established, an exclusive provider of domestic and long-distance service that would be its own regulator (separate from the postal system) 1986 Conversion of DOT into two wholly government-owned companies: the Videsh Sanchar Nigam Limited (VSNL) for international telecommunications.
15. The Indian telecom sector can be broadly classified into Fixed Line Telephony and mobile telephony. The major players of the telecom sector are experiencing a fierce competition in both the segments. The major players like BSNL, MTNL, VSNL in the fixed line and Reliance Communication, Airtel, Hutch, Idea, Tata, in the mobile segment are coming up with new tariffs and discount schemes to gain the competitive advantage.At 110.01 million connections Indian Telecom Industry is thefifth largest and fastest growing in the world.Over the last 3 years, two out of every three new telephoneconnections were wireless. Consequently, wireless now accountsfor 54.6% of the total telephone subscriber base, as compared toonly 40% in 2003. Wireless subscriber growth is expected togrow at 2.5 million new subscribers every month in 2007. Thewireless subscriber base skyrocketed from 33.69 million in 2004to 62.57 million in FY 2004 -2005. The wireless technologies currently in use IndianTelecom Industry are Global System for MobileCommunications (GSM) and Code Division Multiple Access(CDMA). There are primarily 9 GSM and 5 CDMA operators
16. providing mobile services in 19 telecommunication circles and 4metro cities, covering more than 2000 towns across the country.And the numbers are still growing for Indian Telecom Industry.Telecom Industry in India is regulated by Telecom RegulatoryAuthority of India (TRAI). It has earned good reputation fortransparency and competence. Three types of players exist in Telecom Industry India community.  State owned companies like - BSNL and MTNL.  Private Indian owned companies like - Reliance Communication and Tata Teleservices.  Foreign invested companies like – Hutchison-Essar, Bharti Tele-Ventures, Idea Cellular, BPL Mobile, Spice Communications etc.The Indian Telecom Industry services are not confined to basictelephone but it also extends to internet, broadband (bothwireless and fixed), cable TV etc.
17. INDIAN TELECOM STATISTIC AND MAJOR PLAYERTotal telephone subscriber 429.72Over-all Tele-density 36.98%Fixed-line user base 37.96%Wireless user base 391.76( GSM+CDMA+WLL)GSM Subscribers 288.36CDMA Subscribers 103.4Monthly new additions(wire line 15.87%+ wireless)Monthly new addition( wireless 15.64%[Subscriber number is in million]
18. LEADING CELLULAR SERVICE PROVIDERS MAJOR PLAYERThe leading cellular service providers have the following numberof subscribers:SERVICE NO.OF CDMA NO. OF GSMPROVIDER SUBSCRIBERS SUBSCRIBERSRELIANCE 2.75 Crores 38.76 LakhsCOMMUNICATIONTATA INDICOM 1.07 Crores Recently LunchingAIRTEL 3.37 CroresAIRCEL 48 LakhsMTNL 24.98 LakhsBSNL 2.44 CroresHUTCH 2.44 CroresIDEA 1.3 CroresSPICE 25.56 LakhsBPL 10.62 Lakhs In India major market cover by the Bharti groupI.e. Airtel, after that Reliance communication is on the secondposition. In a PIE graph I describe it,
19. NUMBER OF SUBSCRIBERS SPICE 14% RELIANCE 22% BPL RELIANCE 7% AIRTEL BSNL HUTCH IDEA 2% TATA VODAPHONE MTNL 1% MTNL HUTCH BPL VODAPHONE SPICE 1% TATA 7% AIRTEL IDEA 24% 1% BSNL 17%In communication market Airtel capture 24% of share at thesame time Reliance communication have a market share 22 %.Reliance communication faces major competitions from the Airteland the other service providers. In a recent survey shows theIndian telecom statistics.
20. SCOPE OF TELECOM INDUSTRYThe telecom industry is growing at a great pace and the growthrate is expected to double with every passing year. There aremany new developments in the telecomm sector, including theingress of 3G technology that the Indian market is witnessing at present. Public and Private Players MTNL, BSNL, VSNLare the major Public Players, whereas Airtel, Idea, Hutch, Tata,Reliance, BPL are the leading Private Players in the country.Some of them are entering foreign markets as well. OPPORTUNITIES IN INDIA  In the past 3 years has been surveyed by Indian Ministry of Communications and Information Technology in New Delhi very recently. The telecom sector is one of the leading contributors to Indias flourishing economy. According to the report presented by taking into account the statement of Indian Ministry of Communications and Information Technology, the telecom opportunities in India has been growing by 20 to 40 % every year since past 3 years.
21.  The telecom services in India have been recognized as a world-class tool for the socio-economic development in India. India is known to rank fourth in the telecom industry in Asia after China, Japan, and South Korea and the telecom network in India is known to stand in the eighth position across the globe and second among the emerging economies. The world average percentage for the telecom industry as against the Indian average is 7.5 times while the Asian average against the same was 4.5 times. The current market range of the telecommunication industry in India has been estimated to USD 8 billion and this is expected to undergo an accretion by the end of 2012. The growth witnessed by the telecom market in India has increased the number of opportunities for the industry and this has been fueled by the growing mobile sector, which has attained the consumer level of 10 million by the end of December 2002 that was almost 100 percent in the year. Telecommunication Sector Opportunities in India assures a transparent, safe, and secured ambiance for the telecom market. Around 300 million population of highly consumable middle-class status that is advantageous for the industry surrounds the telecom sector in India. This is because, in
22. some of the Indian that possess land line telephones can be substituted by mobile phones that is very unlike the developed countries. Therefore, it adds up to the growth in mobile sector in Indian telecom industry. Few more Telecommunication Sector Opportunities in India include introduction of Internet telephony services, privatization of VSNL, and introduction of a number of international long distance services sector. The opportunities in the Indian telecom sector is increasing at a massive pace with the introduction of newer and innovative schemes in various sectors and at present the telecom sector in India is claimed to be one of the major contributors in Indias flourishing economy. INCOME OF INDIAN TELECOM INDUSTRY The Indian telecom sector continued its robust growth with thewireless market growing at 9.91 percent and churning revenuesworth Rs.371 billion (Rs.37196 crore) for the second quarterending September, an official agency said. A total of 28.44million subscribers were added in this quarter, the TelecomRegulatory Authority of India (TRAI) said in a statement. The
23. adjusted gross revenue (AGR) for the quarter is placed at Rs.273billion (Rs.27, 357 crore) as against Rs.26, 990 crore (Rs.269billion) for the previous quarter, thereby showing an increase of1.36 percent.“The total subscriber base of the wire line and wireless servicesreached 353.66 million for the quarter ending September asagainst 325.79 million for the quarter ending June, thusregistering an increase of 8.55 percent during the quarter.However, the average revenue per user (ARPU) for GSMsubscribers, all India segment, decreased 7.53 percent fromRs.239 in June to Rs.221 in September.The second quarter also witnessed a spurt in number of free-to-air (FTA) and pay channels being carried by the cable networksfor television. Currently, there are 161 FTA channels and 129 paychannels as reported by 19 broadcasters/their distributors at thequarter ending September.However, no new private FM radio station came into operation inthe quarter under review, TRAI said. Also, no direct-to-home(DTH) license was issued.
24. Though the telecom industry saw various ups and downs, thesector witnessed international investor community betting on theIndian market.The Indian telecom sector can be broadly classified into FixedLine Telephony and mobile telephony. The major players of thetelecom sector are experiencing a fierce competition in both thesegments. The major players like BSNL, MTNL, VSNL in the fixedline and Airtel, Hutch, Idea, Tata, Reliance in the mobile segmentare coming up with new tariffs and discount schemes to gain thecompetitive advantage. The Public Players and the Private Playersshare the fixed line and the mobile segments. Currently the
25. Public Players have more than 60% of the market share. PRIVATE PLAYER 62% PUBLIC PLAYER 38% PUBLIC PLAYER PRIVATE PLAYER ABOUT THE COMPANY[RELIANCE ANIL DHIRUBHAI AMBANI GROUP OF COMPANYS. (ADA)]
26. The Reliance Group, founded by Dhirubhai H. Ambani (1932-2002), is Indias largest private sector enterprise, withbusinesses in the energy and materials value chain. Groupsannual revenues are in excess of US$ 30 billion. The flagshipcompany, Reliance Industries Limited, is a Fortune Global 500company and is the largest private sector company in India.  Reliance Communications Limited.  Reliance Capital Limited.  Reliance Power.  Reliance Health.  Reliance Energy Limited.  Reliance entertainment.
27. RELIANCE COMMUNICATIONSReliance Communications Limited founded by the late ShriDhirubhai H Ambani (1932-2002) is the flagship company of theReliance Anil Dhirubhai Ambani Group. The Reliance AnilDhirubhai Ambani Group currently has a net worth in excess ofRs. 63,000 crore (US$ 14 billion), cash flows of Rs. 12,000 crore
28. (US$ 3 billion), net profit of Rs. 8,000 crore (US$ 2 billion) andzero net debt.Reliance Communications is one of Indias largest providers ofintegrated communications services. With more than 48 millioncustomers, the company serves consumers and enterprises witha digital network supporting voice, data, and video. Its fixed andwireless communications services include domestic andinternational voice, Internet access, messaging, andvideoconferencing. It also provides wholesale capacity,infrastructure, and managed enterprise services through itsReliance Global COM division. Reliance Communications is part ofthe Reliance - Anil Dhirubhai Ambani Group.Reliance Communications is Indias foremost and truly integratedtelecommunications service provider. The Company, with acustomer base of around 71 million including over 2 millionindividual overseas retail customers, ranks among the Top 10Telecom companies in the world by number of customers in asingle country. Reliance Communications corporate clienteleincludes 2,100 Indian and multinational corporations, and over800 global, regional and domestic carriers.
29. Reliance Communications has established a pan-India, nextgeneration, integrated (wireless GSM & CDMA Both ) and wireline ), convergent (voice, data and video) digital network that iscapable of supporting best-of-class services spanning the entirecommunications value chain, covering over 20,000 towns and450,000 villages. Reliance Communications owns and operatesthe worlds largest next generation IP enabled connectivityinfrastructure, comprising over 175,000 kilometers of fiber opticcable systems in India, USA, Europe, Middle East and the AsiaPacific region.RELIANCE CAPITALReliance Capital is one of India’s leading and fastest growingprivate sector financial services companies, and ranks among thetop 3 private sector financial services and banking companies, interms of net worth. The company has interests in assetmanagement and mutual funds, life and general insurance,private equity and proprietary investments, stock broking andother activities in financial services.RELIANCE ENERGY.Reliance Energy Limited, incorporated in 1929, is a fullyintegrated utility engaged in the generation, transmission and
30. distribution of electricity. It ranks among India’s top listed privatecompanies on all major financial parameters, including assets,sales, profits and market capitalization.RELIANCE HEALTHIn a country where healthcare is fast becoming a boomingindustry, Reliance Health is a focused healthcare servicescompany enabling the provision of solution to Indians, ataffordable prices.Reliance Health aims at revolutionizing healthcare in India byenabling a healthcare environment that is both affordable andaccessable through partnerships with government and privatebusinesses.RELIANCE ENTERTAINMENTReliance Anil Dhirubhai Ambani Group’s vision of assuming aposition of leadership in communications, media andentertainment, Reliance Entertainment is geared to create asignificant presence in businesses across various vectors ofcontent, services and platforms for distribution. RelianceIntroduce Big TV (DTH) service in the market. Reliance
31. Entertainment has made an entry into the FM Radio having won45 stations in the recent bidding, BIG 92.7 FM is already India’slargest private FM radio network with 12 radio stations across thecountry.
32. COMPANY LOGO ABOUT COLOURRELIANCE BLUE RELIANCE REDBLUEBlue represents stability, confidence, optimism & above allintegrity.REDRed represents energy, passion & determination
33. HISTORY OF ORISSA CIRCILEAbout Reliance Telecom (ORISSA)Reliance Telecom Limited (RTL) is a wholly-owned subsidiary ofthe Reliance Communication Limited, a member of Reliance ADAGroup. Reliance ADA Group’s flagship company.Reliance Telecom Limited (RTL) began operations in 1997-98. Itprovides GSM based Mobility services, Value Added Services &Applications in 8 telecom circles covering 15 Indian states. Thestates covered are Assam, Arunachal Pradesh, Bihar,Chhattisgarh, Himachal Pradesh, Jharkhand, MadhyaPradesh,Manipur, Meghalaya, Mizoram, Nagaland, Orissa, Sikkim, Tripuraand West Bengal (including Metro city Kolkata).RTL has undertaken a major expansion and increased itscoverage to 6,300 towns. This has enabled RTL to significantlyscale up subscriber base to 11.5 million as of March 31, 2009.RTL is in the process of further expanding its coverage to 12,000towns under its licensed areas.RTL’s Business has been further strengthened and complimentedby its parent company’s GSM expansion to remaining 14 Circlesacross various Indian states. Parent company’s rapid andsuccessful ramp up in GSM based Mobile services has provided
34. an added advantage to RTL of a bigger in-house ecosystem. Thishas enabled RTL to serve Customers with enhanced domesticroaming and VAS services.Reliance Communications, Orissa’s first and only telecom serviceprovider offering CDMA and GSM mobile services.Reliance Communications is the 2nd largest mobile serviceprovider in Orissa, with a combined base of over 21 Lakhssubscribers.ORISSA DATA ON (MAY 2009)Reliance Telecommunication – 1393525BSNL - 1539364AIRTEL - 3253456VODAPHONE - 572757IDEA - 100237TATA - 120032DISHNET WIRELES - 990903 (4.87 % MONTHLY GROWTH)After searching the secondary data of Orissa telecom I find that,Reliance Communication face major competition from the Airtel.Airtel capture 29% of the market at the same time Reliancecommunication cover 27% of the market share. Othercompetitors are available in the market like BSNL, Vodaphone,
35. TATA I 3 RELIANCE CDMA 6% IDEA 4%Aircel, Idea, Tata etc. AIRCEL 7% VODAPHONE 9%
36. ACTIVITY OF BERHAMPUR OFFICE (1) Recharge voucher and Sim cards come from Bhubaneswar to Berhampur office. (2) Supply as per the order placed by the sub distributor. (3) After sales service. (4) In regular intervals company persons meet customer and retailer to know their requirements & accordingly improvement is made.REGISTERED OFFICEH.Block, 1st floorDhirubhai Ambani Knowledge CitNavi MumbaiPhone: 022-30386010/6286Fax: 30376622
37. INTRODUCTION TO THE TOPICThe topic assigned to me was “IMPROVEMENT OF SALES ANDDISTRIBUTION OF RELIANCE COMMUNICATION “inBerhampur .Sales and Distribution is the major part for anybusiness organization. So we will survey about the entiredistributor plan and collect data from them based on how they willsatisfy the retailer and distributors? At the same time how theywill fulfill their sales target and how they can easily distributetheir products to the customers.What is Sales?Selling is preoccupied with the seller’s need to convert his productinto cash.What is Distribution?Distribution building a planned, professionally managed, verticalmarketing system that meets the needs of both manufacturer anddistributors.
38. OBJECTIVE OF THE TRAINING1. To know about the Reliance communications distributionsplan in Berhampur.2. Fine out Key retail outlets.3. Reliance distributions Vs. other telecom companies.4. To find out the satisfaction level of retailer from RelianceCommunication compared to other service providers.
39. TARGETS/TASKS Reliance communications has given a target of generatingbusiness for the company within a specific period. The tasksassigned by the company guide are: - To make acquisition of prepaid connections. To make data sourcing. To do survey on counter/outlet and gather feedback indifferent area in Berhampur, Chatrapur, Ganjam, Humma,Narendrapur etc. ACQUSITIONS OF PREPAID CCONNECTIONS We have given a time bound target of generating 200Reliance GSM Prepaid connections within one & half month. Thistarget was again broken into weekly targets. We need to give 10Reliance GSM Prepaid connections per day. For that I was given atask of doing 4 to 5 counter visits every day.1. Sales 200 SIM card.2. Collect data base of 100 retail outlet.3. Sales Rs 50,000 thousand recharge vouchers in themarket.
40. DISTRIBUTION PLAN OF BERHAMPUR OFFICCE COMPANY ZONE-1 ZONE-2 ZONE-3DISTRIBUTORPOINTSUBDISTRIBUTORRRETAILERPOINTCUSTOMER SECONDARY DATA SOURCE
41. BEAT PLAN OF BERHAMPUR OFFICE(WEEKLY)Total counter = 450Total sales person =3One counter = ½ hr (max)Per day work = 8 hrOne week = 6 day (exp sun)Calculate = 450/3=150 CounterWeekly work = 150 counter*30 minute= 45hr.00minTotal work in a week = 8 hr*6 day=48 hr.Per day counter visit = 16 counters. (SECONDARY DATA SOURCES)
42. STRATEGIES To achieve the target easily I broke the whole target into weekly. Forsealing of 200 Pre Paid connections and 50,000 recharge voucher I used tofollow the steps: -1. Find out prospective out-let.2. Collect addresses from the office given data. Take the appointment from the owner of the counter. Meet them as per the time given by them. I have done 4 to 5 counter per day to convince for sealingReliance pre paid connection.Before I start my day I keep the following thing in mymind. 1. Right person-Right place-Right time. 2. Introducing myself to the counter at the same time his customer. 3. Requirement analysis. 4. Prospecting. 5. Convincing.
43. WORK DESIGN AND DATA SOURCES For the first objectives I personally talked to sales managerand collected data related to distribution plan. For my second objective I preferred to select the counterwhich sales more than 50 SIM card per month and at the sametime sales the recharge vouchers per month above Rs 60,000thousands. To help my work the company guide over 100 regularcounters they send me to 60 counters to collect data. Prepare anappropriate questionnaire to collect information related toReliance sales and distribution compare to other organizations.(The questionnaires were enclosed in the Appendix).In my primary data which I collected from the Berhampur marketthrough questionnaires (from the retailer) I found that Airtel isfirst choice of the retailers and customers also. Because Airtelworks on a well designed distribution plan, always ready to helpdistributors, retailer and the customers as well. If we look at theirsales, company’s product are unique, distribution plan is wellmanaged and advanced in technical and man power, E.g. Easyrecharge is a latest technique which first introduce by Airtel
44. Company in the Orissa market. With out any paper voucher werecharge our mobile account through a special SIM which iseasily available in retail outlet and the company’s salesmantouches every counter every day.Reliance Communication is facing major competition from theAirtel in Berhampur market. What I came to know after doing mysurvey. In Orissa Reliance is the first company which launchedmobile services and captured a major market. But when Airtelintroduced his service company capture major market share inOrissa. To find our key retail outlet I was taking a procedure i.e.In Berhampur total customer is of Reliance =61 thousandsTotal counter is =430Covered by me = 60 out of 100.For finding our Key retail outlet it totally depends on the simactivation. After my primary data survey a gradation to all thecounter like,(SIM activation in month)More then 50 SIM i.e. (A),More then 30 SIM i.e. (B),
45. More then 20 SIM i.e. (C),More then 6 SIM i.e. (D),Others are SIM (E).After survey of 61 counters in category (A), I found thatSatya mobile, Taratarini verity store, Shree Krishna mobile,Panda mobile , Rashmi computer, Timex are the key retail outlet who sales more then 50 sim cards in a month.Then I came to revenue part, in revenue key retail outlets arewho create more revenue for the Reliance communication.(Selling voucher in a month)More then 1, 00,000 i.e. (A),More than 50,000 i.e. (B),More than 25,000 i.e. (C),More than 5,000 i.e. (D),Others are (E).TABULATION (COUNTER WISE SIM ACTIVATION) RTL MARKET SHARE
46. RETAILER RTC GSM TOTAL GSM GRADE ACTIVATION ACTIVATIONSATYAM MOBILE 60 400 15.00 ATARATARINI VERITY STORE 100 230 43.48 ASRI KRISH0 MOBILES 65 213 30.52 A0NDA COMPUTERS 70 272 25.74 ARASHMI MOBILE 60 207 28.99 AKWALITY GENERAL STORE 60 190 31.58 ATIMEX 90 360 25.00 APRAKESH PANSHOP 70 240 29.17 APUSPA COMMUNICATION 50 250 20.00 BOM VARIETY STORE 30 176 17.05 CRENKU MOBILE 40 92 43.48 BSAGARIKA PAY PHONE 40 350 11.43 BPAYAL STUDIO 40 150 26.67 BPANDA FANCY 30 210 14.29 CMAA 0RAYANI 35 119 29.41 BSRIKANTA XEROX 50 230 21.74 BSABAT XEROX 30 136 22.06 CTARATARINI XEROX 50 190 26.32 BMAHIMA COMMUNICATION 20 465 4.30 DBABU & BABU COMMUNICATION 15 70 21.43 DS.KUMAR & S.KUMAR 10 145 6.90 DSANTOSHI TELECOME 15 113 13.27 DBOBBY GIFT HOUSE 22 102 21.57 CSAII GANESH TELECOM 15 78 19.23 DCHAKADOLA ELECTRONICS 20 73 27.40 DSHREE GANESH MOBILE 15 150 10.00 DFRIENDS BOOKS AND ELECTRIC 10 69 14.49 DSUSANTA STD 25 130 19.23 CRABI STD 10 105 9.52 DSHREESAI CD PARLOUR 15 38 39.47 DCELL FRESH 20 98 20.41 DSAI TELECOM 10 80 12.50 DSANTOSH TRADERS 15 67 22.39 DDURGA MOBICARE 10 44 22.73 DCHAMUNDI COMMUNICATION 20 90 22.22 DMATRUSHAKTI 15COMMUNICATION 65 23.08 DRATH COMMUNICATION 10 60 16.67 DDHREEN COMMUNICATION 10 25 40.00 DGANESH GFT HOUSE 15 85 17.65 DGIRIJA VARIETY STORE 20 115 17.39 DANURADH WATCH CENTER 25 240 10.42 CBI0YAK TRADERS 0 0 0 EPANDA TIMES 0 0 0 ELUCKY COMMUNICATION 0 24 0 EDALAI GENERAL STORE 0 0 0 ESAHU TELECOM 0 0 0 E
47. MAA TARARININI TEA STALL 0 0 0 EBABULA PAN SHOP 0 0 0 ESATYA MEDICAL STORE 0 0 0 ESHARP COPY 5 82 6.10 EUTAKAL NOTE BOOKS 5 106 4.72 EKANHA DRUG 5 44 11.36 ESIRIDI SAI TELECOM 5 94 5.32 EN.N.COMMUNICATION 5 67 7.46 EJAGA TOUR AND TRAVELS 5 27 18.52 ESUNIAL ENTERPRISE 5 60 8.33 EMEE0KHI COMMUNICATION 3 102 2.94 ESAHU TELECOM 3 13 23.08 E TOTAL 1373 7141 19.23Show in graph format,Total sim activation in 61 counter = 7141Reliance sim activation = 1373Reliance capture the market = 19.23 %
48. TO L GS TAIt shows that Reliance has some problem in their sales anddistribution plan so company capture only 19.23 % in the totalmarket. TOTAL GSM ACTIVATION, 7141
49. COUNTER WISE SURVEY : (REVENUE GENERATION)RETAILER RELIANCE TOTAL % OF RC GRADESATYAM MOBILE 150,000 395,000 37.97 ATARATARINI VERITY STORE 150,000 355,000 42.25 ASRI KRISH0 MOBILES 120,000 349,000 34.38 A0NDA COMPUTERS 80,000 392,400 20.39 BRASHMI MOBILE 100,000 335,000 29.85 BKWALITY GENERAL STORE 200,000 358,000 55.87 ATIMEX 180,000 550,000 32.73 APRAKESH PANSHOP 130,000 324,000 40.12 APUSPA COMMUNICATION 100,000 310,000 32.26 BOM VARIETY STORE 30,000 115,000 26.09 CRENKU MOBILE 60,000 190,000 31.58 BSAGARIKA PAY PHONE 100,000 485,000 20.62 BPAYAL STUDIO 20,000 80,000 25.00 DPANDA FANCY 120,000 440,000 27.27 AMAA 0RAYANI 100,000 380,000 26.32 BSRIKANTA XEROX 100,000 425,000 23.53 BSABAT XEROX 30,000 146,000 20.55 CTARATARINI XEROX 150,000 465,000 32.26 AMAHIMA COMMUNICATION 50,000 176,000 28.41 CBABU & BABU COMMUNICATION 12,000 39,000 30.77 DS.KUMAR & S.KUMAR 30,000 198,000 15.15 CSANTOSHI TELECOME 30,000 125,000 24.00 CBOBBY GIFT HOUSE 30,000 230,000 13.04 CSAII GANESH TELECOM 30,000 195,000 15.38 CCHAKADOLA ELECTRONICS 20,000 80,000 25.00 DSHREE GANESH MOBILE 30,000 302,000 9.93 CFRIENDS BOOKS AND ELECTR 0 35,000 0.00 ESUSANTA STD 40,000 180,000 22.22 CRABI STD 20,000 96,000 20.83 DSHREESAI CD PARLOUR 10,000 41,000 24.39 DCELL FRESH 15,000 90,002 16.67 DSAI TELECOM 70,000 205,000 34.15 BSANTOSH TRADERS 5,000 13,000 38.46 EDURGA MOBICARE 40,000 184,000 21.74 CCHAMUNDI COMMUNICATION 30,000 102,000 29.41 CMATRUSHAKTI COMMU 15,000 54,000 27.78 DRATH COMMUNICATION 30,000 95,000 31.58 CDHREEN COMMUNICATION 20,000 74,000 27.03 DGANESH GFT HOUSE 25,000 84,000 29.76 DGIRIJA VARIETY STORE 30,000 110,000 27.27 CANURADH WATCH CENTER 65,000 166,000 39.16 BBI0YAK TRADERS 20,000 170,001 11.76 DPANDA TIMES 10,000 75,000 13.33 DLUCKY COMMUNICATION 7,000 105,000 6.67 D
50. DALAI GENERAL STORE 15,000 86,000 17.44 DSAHU TELECOM 10,000 47,000 21.28 DMAA TARARININI TEAS STALL 5,000 15,000 33.33 EBABULA PAN SHOP 0 5,000 0.00 ESATYA MEDICAL STORE 30,000 79,000 37.97 CSHARP COPY 30,000 195,000 15.38 CUTAKAL NOTE BOOKS 20,000 99,000 20.20 DKANHA DRUG 25,000 105,000 23.81 DSIRIDI SAI TELECOM 30,000 185,000 16.22 CN.N.COMMUNICATION 15,000 74,000 20.27 DJAGA TOUR AND TRAVELS 25,000 81,000 30.86 DSUNIAL ENTERPRISE 20,000 25,000 80.00 DMEE0KHI COMMUNICATION 35,000 270,000 12.96 CSAHU TELECOM 10,000 45,000 22.22 D TOTAL 2,874,000 10,629,403 27.04 (Revenue in Lakhs)In the revenue part company have the same problem face in themarket.In the revenue part company have the same problem face in themarket.
51. REVENUE3,500,000 3,080,0003,000,000 RELIANCE GSM AIRTEL 2,874,000 BSNL2,500,000 VODAPHONE AIRCEL2,000,000 IDEA RELIANCE CDMA 1,594,000 TATA INDICOM1,500,000 VERGIN1,000,000 920,000 706,000 686,000 TATA 500,000 418,401 351,002 0 0 E NC AIRTEL BSNL AIRCEL IDEA IA E EL N RELIANCE CDMA VERGIN OR M PH GS A D VO
52. FINDINGSFrom the fitment survey that has been carried away in one biggrown market of Orissa i.e. Berhampur. The following findings canbe drawn out.MARKET POTENTIAL1. Market potential of total SIM activation in the Berhampur(based on survey data) is 7141 per month. The Company is selling only 1373 i.e. 19.23% of total SIM activation. 2. Market potential of total recharge voucher is Rs. 10,629,403 in Lakhs. But the company is selling only Rs 2,874,000 Lakhs Paper voucher and easy recharge in the market which 27.04 % of total selling. 3. When I collected data from the market I found that the mismanagement of sales activity and some major problem in distribution plan held in the Berhampur distributor office. So the
53. LIMITATIONS OF THE STUDY1. To collect the data from all the owner of retail outlet ofBerhampur in a short span of time was very difficult.2. Some owner could not understand the point of thequestionnaires so their answers were confusing.3. Some owners have given opinion only about the highestsales of his counter.4. Some of them don’t understand the questionnaires andsimply say “we can’t say anything”.5. Major counters do not feel comfortable to disclose theresales figure and some counter’s owners could not get much timeto answer my questions.6. As we are fresh to the market it took little bit time togenerate leads.7. Mobile phone market in BERHAMPUR is almost saturated.8. The sales executives of RELIANCE COMMUNICATION havealready captured the market so Retailer is not accepting us.
54. 9. Now days in Reliance Communication have some problem like Network, in Easy Recharge, and the percentage what company gives to the retailer is less to compare to other competitors. So retailers need more percentage in business.
55. SUGGESTION & CONCLUSION1. Human Resource should be strengthened as per the marketneed. i.e some more sales persons must be appointed who cantouch the retailers on the daily basis.2. The company must give more emphasis to distribution partof the Berhampur market.3. Company should give more incentive to the retailerbecause the competitors are offering more.4. Quality of service to the customer and the retailer shouldbe maintained by the company.5. In my point of view after analyzing the primary data andsecondary data I suggested a new beat plan to the Berhampuroffice i.e. Total Counters = 450 Total Sales man =5 One S.P can visit =450/5=90 counters
56. Per one counters max = 15 minutes Per day work = 8 hr. In a week = 6 days (exp sun) Total working hour week = 48 hr Let one S.P visit per day = 32 counters One S.P visit in a week = 32*6= 192 counters Five S.P visit total cou. In a week =192*5= 960 counters Five S.P visit total counter in a day= 32*5=160 counters Total counters =450 They can cover 450 counters in 3 days. In next 3 days theycan get 3 days more to visit once another time to the retail outletand fulfill the demand of the customer.
57. BIBLIOGRAPHY1. MARKETING MANAGEMENT- PHILIP KOTLER2. www.reliancecommunication.com3. www.indiancellular.com4. www.phoneworld.com
59. 1 RETAILER NAME :2 ADDRESS: CONTACT3 PERSON:4 GENDER: M/F5 DATE OF BIRTH: YES/N IF YES6 MARRIED: O DATE BUSINESS7 DETAIL: EASY COMPANY AVG AVG BEAT NUMBE SL.NO NAME ACTIVATION REVINEW FREQUENCY R RELIANCE 1 GSM 2 AIRTEL 3 VODAPHONE 4 AIRCEL 5 BSNL 6 IDEA RELIANCE 7 CDMA TATA 8 INDICOM 9 VERGIN8 BEST SERVICE PROVIDER ANY9 SUGGESATION:
60. RETAILER SEAL &THANKS & REGARD SIGNATURESIBA PRASAD RAJGURUR.NO-08KA21,PGDMKRUPAJAL BUSINESS SCHOOLBHUBANESWAR