RETAIL ANALYSIS FOR TATA TELESERVICES LTD -By, Ms. Reena Alva

-By,

Ms. Reena Alva

Flow of the Presentation Section 1 ‘THE INDUSTRY’ Section 2 ‘THE COMPANY – TTSL’ Section 3 ‘THE PROJECT RESEARCH’ Section 4 ‘FINDINGS AND INTERPRETATIONS’ CONCLUSIONS RECOMMENDATIONS

Section 1 ‘THE INDUSTRY’

Section 2 ‘THE COMPANY – TTSL’

Section 3 ‘THE PROJECT RESEARCH’

Section 4 ‘FINDINGS AND INTERPRETATIONS’

CONCLUSIONS

RECOMMENDATIONS

Section 1 ‘THE INDUSTRY’

THE INDIAN TELECOM INDUSTRY 113.26 million new customers April 2008: Overtook USA in wireless market 9.5 million customers added every month Total telephone connections: 385 million Market Penetration: 33% 612 Million mobile subscribers by 2012 Revenue: US$ 43 billion in the FY 2009-10

113.26 million new customers

April 2008: Overtook USA in wireless market

9.5 million customers added every month

Total telephone connections: 385 million

Market Penetration: 33%

612 Million mobile subscribers by 2012

Revenue: US$ 43 billion in the FY 2009-10

MAJOR TELECOM PLAYERS  State owned companies BSNL MTNL  Private Indian owned companies Reliance Infocomm Tata Teleservices  Foreign invested companies Vodafone Bharti Tele-Ventures Virgin Mobiles Idea Cellular BPL Mobile, Spice Communications)

MAJOR TELECOM PLAYERS

 State owned companies

BSNL

MTNL

 Private Indian owned companies

Reliance Infocomm

Tata Teleservices

 Foreign invested companies

Vodafone

Bharti Tele-Ventures

Virgin Mobiles

Idea Cellular

BPL Mobile, Spice Communications)

The Road Ahead 600 million phone connections: 11th Plan period (2007-12) The Indian rural market The government targets: 2010 80 million rural connections Mobile coverage of 90 per cent geographical area Internet Protocol Television (IPTV) in 600 towns Quadrupling manufacture Two-fold increase in telecom equipment R&D from the current level of 15 per cent

The Road Ahead

600 million phone connections: 11th Plan period (2007-12)

The Indian rural market

The government targets: 2010

80 million rural connections

Mobile coverage of 90 per cent geographical area

Internet Protocol Television (IPTV) in 600 towns

Quadrupling manufacture

Two-fold increase in telecom equipment R&D from the current level of 15 per cent

SECTION 2 ‘THE COMPANY ’

LEADERSHIP WITH TRUST  96 operating companies in seven business sectors  Operates in 54 countries across six continents  Total revenue: $62.5 billion in 2007-08  3,50,000 employees worldwide  27 publicly listed enterprises with shareholder base of 3.2 million

Major Tata companies » Tata Steel » Tata Motors » Tata Consultancy Services » Tata Power » Tata Chemicals » Tata Tea » The Taj Group of Hotels » Tata Communications

Major Tata companies

» Tata Steel

» Tata Motors

» Tata Consultancy Services

» Tata Power

» Tata Chemicals

» Tata Tea

» The Taj Group of Hotels

» Tata Communications

» Incorporated in 1996 » Leader in fixed wireless telephony market » Subscriber base of 3.8 million » Investment capital - $7.5 billion » Operates in 500 towns » Serves over 36 million customers in more than 320,000 towns and villages

» Incorporated in 1996

» Leader in fixed wireless telephony market

» Subscriber base of 3.8 million

» Investment capital - $7.5 billion

» Operates in 500 towns

» Serves over 36 million customers in more than 320,000 towns and villages

TTSL’s Retail Sector Limca book records 1,000 retail outlets in the past 180 days Re-branded the stores as Tata Indicom Exclusive Stores

Limca book records

1,000 retail outlets in the past 180 days

Re-branded the stores as Tata Indicom Exclusive Stores

BRANDED RETAIL BUSINESS UNIT » 3100 Outlets: 600 Company owned and 2500 franchisees » Touchpoint in more than 1000 towns » The largest branded retail presence in India

» 3100 Outlets:

600 Company owned and 2500 franchisees

» Touchpoint in more than 1000 towns

» The largest branded retail presence in India

SECTION 3 ‘THE PROJECT RESEARCH’

RETAIL ANALYSIS  WHAT IS RETAIL ANALYSIS?  IMPORTANCE AND RELEVANCE

 WHAT IS RETAIL ANALYSIS?

 IMPORTANCE AND RELEVANCE

PROCEDURE FOR RETAIL ANALYSIS Step 1: Analyzing the raw data Step 2: Sorting data according to requirement - Narrowing the data - Categorizing and classifying the data Step 3: Presenting data in graphical form Step 4: Analyzing the graphs to draw results Step 5: Presenting the Analysis Report

PROCEDURE FOR RETAIL ANALYSIS

Step 1: Analyzing the raw data

Step 2: Sorting data according to requirement

- Narrowing the data

- Categorizing and classifying the data

Step 3: Presenting data in graphical form

Step 4: Analyzing the graphs to draw results

Step 5: Presenting the Analysis Report

SECTION 4 ‘FINDINGS AND INTERPRETATIONS’

SALES TREND OBJECTIVE: To determine the performers and the non – performers Step 1: Analyzing the raw data Prepaid sales (in units) Postpaid sales (in units) Sales Target (in units)

OBJECTIVE: To determine the performers and the non – performers

Step 1: Analyzing the raw data

Prepaid sales (in units)

Postpaid sales (in units)

Sales Target (in units)

Step 2: Sorting data Narrowing the data Summing up sales, of all the stores under each vendor Summing up the Prepaid and Postpaid sales of each month Categorizing and classifying the data 1. Low Level Vendors : 1 – 5 Stores 2. Moderate Level Vendors : 6 – 14 Stores 3. High Level Vendors : 15 – 26 Stores

Step 2: Sorting data

Narrowing the data

Summing up sales, of all the stores under each vendor

Summing up the Prepaid and Postpaid sales of each month

Categorizing and classifying the data

1. Low Level Vendors : 1 – 5 Stores

2. Moderate Level Vendors : 6 – 14 Stores

3. High Level Vendors : 15 – 26 Stores

Step 3: Presenting data in graphical form SALES TREND

Step 3: Presenting data in graphical form

1 – 2 Stores

3 – 5 Stores

6 – 8 Stores

9 – 11 Stores

15 – 26 Stores

ANALYSIS AND CONCLUSIONS  LOWS Adis Marketing – GJ (16 Stores) UB Resources – GJ (18 Stores) DataMax – HA (8 Stores)  PERFORMERS S R Associates – KO (11 Stores) Sanskriti Telelink – RJ (15 Stores) Data max – HP (6 Stores) Sri Balaji Teleservices – AP (8 Stores) Agarwal Agencies – AP (9 Stores)  EXCELLENCE Marda Marketing Services – KO (11 Stores)

 LOWS

Adis Marketing – GJ (16 Stores)

UB Resources – GJ (18 Stores)

DataMax – HA (8 Stores)

 PERFORMERS

S R Associates – KO (11 Stores)

Sanskriti Telelink – RJ (15 Stores)

Data max – HP (6 Stores)

Sri Balaji Teleservices – AP (8 Stores)

Agarwal Agencies – AP (9 Stores)

 EXCELLENCE

Marda Marketing Services – KO (11 Stores)

PREPAID VS. POSTPAID TREND OBJECTIVE: To determine the sales level of Prepaid and Postpaid Step 1: Analyzing the raw data Prepaid sales (in units) Postpaid sales (in units)

OBJECTIVE: To determine the sales level of Prepaid and Postpaid

Step 1: Analyzing the raw data

Prepaid sales (in units)

Postpaid sales (in units)

Step 2: Sorting data Narrowing the data Summing up sales, of all the stores under each vendor Categorizing and classifying the data 1. Low Level Vendors : 1 – 5 Stores 2. Moderate Level Vendors : 6 – 14 Stores 3. High Level Vendors : 15 – 26 Stores

Step 2: Sorting data

Narrowing the data

Summing up sales, of all the stores under each vendor

Categorizing and classifying the data

1. Low Level Vendors : 1 – 5 Stores

2. Moderate Level Vendors : 6 – 14 Stores

3. High Level Vendors : 15 – 26 Stores

Step 3: Presenting data in graphical form Prepaid vs. postpaid TREND

Step 3: Presenting data in graphical form

1 – 2 Stores

3 - 5 Stores

6 - 8 Stores

9 – 11 Stores

15 – 26 Stores

ANALYSIS AND CONCLUSIONS  Most of the Vendors have performed well in the prepaid segment, and hence it is the Prepaid segment that generates more revenue

 Most of the Vendors have performed well in the prepaid segment, and hence it is the Prepaid segment that generates more revenue

CONCLUSIONS » OTHER SUBJECTS OF ANALYSIS: Sales vs. Payout Trend Revenue Trend Productivity Trend » Presentation sent to the management

» OTHER SUBJECTS OF ANALYSIS:

Sales vs. Payout Trend

Revenue Trend

Productivity Trend

» Presentation sent to the management

RECOMMENDATIONS Treat Vendors like employees Periodic meetings Training and Developement

Treat Vendors like employees

Periodic meetings

Training and Developement

THANK YOU