1. SUMMER TRANING REPORT
ON
LOW REVENUE AREA’S
Of Shivpuri Region
Submitted to: Submitted by:
Sanjay
sharma
MBA IInd SEM
IPS College of Technology & Management
Bela Ki bauri Shivpuri Link Road Gwalior (M P)
2. ACKNOWLEDGEMENT
Perseverance Inspiration and Motivation have always played a key role in the success
of any venture. So hereby it’s my pleasure to record thanks and gratitude to the person
involved.
Firstly, I thank MR. SHAKTI SRIVASTAVA (T.M. SHIVPURI) for his continuous
support, stimulating suggestion and helping me all the time during my project.
Special thanks go to MR. SHARAD PARASAR, He was always ready to listen and
give advice.
At last, thanks to the Head of the Mgmt. Department of I.P.S. College MR.
GEORGE THOMAS and all the faculty member and also my friends for being so
supportive
3. TABLE OF CONTENTS
• HISTORY
• EXECUTIVE SUMMARY
• LOCATIONS OF LOW REVENUE AREA
OVERVIEW
• FIELD ANALYSIS
• COMPETITOR’S ANALYSIS
• PROJECT-1
A. Objectives
B. Data Analysis
C. Causes
D. Conclusion
E. References
4. HISTORY –
The unprecedented growth in the mobile market is, perhaps, the most
vivid facet of India's economic transformation since the mid 1990s. Mobile
technology and services came to India just about a decade ago. In the early
days, a mobile was seen to be a fashion statement for the rich. Today, it is
accepted as a basic communication medium for all socio-economic segments.
The Indian mobile market is, today, amongst the fastest growing and the most
competitive in the world. Today India has approximately 170 million phones
Connections as on July 2007 (Source: Cellular Operators' Association of India
And Association of Basic Telecom Operators). Out of which a little over half
Comprise of mobile subscribers.
Airtel is one brand which has been instrumental in building up a vast
subscriber base for itself. Airtel's journey to leadership began in Delhi in 1995.
Since then, Airtel has established itself pan-India targeting the entire population in
India. In the last ten years Airtel has achieved many firsts and unique records: it
was the first to launch nationwide roaming operations, it was the first to cross the
one million and the five million customer marks. It was also the first to launch
Services overseas.
Today, Airtel innovates in almost everything that it presents to the market.
An excellent example is Easy Charge - India's first paperless electronic
recharging facility for prepaid customers. For theses endeavors, Airtel has also
been conferred with numerous awards. It won the prestigious Techies Award for
'being the best cellular services provider' for four consecutive years between
1997 and 2000 - a record that is still unmatched. And in 2003, it received the
Voice & Data Award for being 'India's largest cellular service provider', amongst
others.
5. Bharti’s true calling came in the mid 1990s when the government opened
up the sector and allowed private players to provide telecom services. Bharti
Enterprises accepted every opportunity provided by this new policy to evolve into
India's largest telecommunications company and one of India's most respected
brands. Airtel was launched in 1995 in Delhi. In the ensuing years, as the Airtel
network expanded to several parts of India, the brand came to symbolize the
very essence of mobile services.
Airtel provides a host of voice and data products and services, including
high-speed GPRS services. Airtel also offers a wide array of 'postpaid' and
'prepaid' mobile offers, with a range of tariff plans that target different segments.
A comprehensive range of value-added, customised services are part of the
unique package from Airtel. The company's products reflect a desire to
constantly innovate. Some of these are reflected in the fact that Airtel was the
first to develop a 'single integrated billing system'
6. Evolution of Airtel as a Brand
Bharti Enterprises wished to transform itself from a Delhi cellular operator to a
pan Indian telecom operator. The company worked on a three-layered branding
architecture:
• To create specific brands for each of its services
• Build sub-brands within each of these services
• Use Bharti as the umbrella brand
The brands identified to be retained for theses services were – Airtel for its
mobile operations, Touchtel – for its fixed line phones, IndiaOne for its NLD
operations. In early 2001, The Bharti Mobile promoted AirTel cellular service
went in for repositioning of its brand image. The new brand ethos it portrayed
was in two distinct fashions - the tag line "Touch Tomorrow", which underscored
the leading theme for the new brand vision, followed by "The Good Life", which
underscored a more caring, more customer centric organization. This was aimed
at re-engineering its image as just simply a cellular service provider to an all out
information communications services provider, Touch Tomorrow meant to
embrace the new generation of mobile communication services and the changing
scope of customer needs and aspirations that come along with it.
The new communication was to potray new dimension in the cellular category. It
went to symbolize something beyond the Internet, SMS, roaming, IVRS, etc. It
symbolized the whole gamut of wireless digital broadband services that
constitutes tomorrow’s cellular services.
This branding came up with Touch Tomorrow
7. From 'TOUCH TOMORROW' To 'LIVE EVERY MOMENT’
In late-2002, Bharti Cellular Ltd. released a television commercial (TVC),
which despite using the 'oft-repeated' celebrity endorsement route was unusual
in terms of its celebrity selection. Instead of using the usual movie stars/sports
celebrities, it chose one of the country's most successful music composers, A.R
Rahman (Rahman) to promote its brand. The campaign attracted considerable
media attention because this was the first time Rahman had agreed to do a
television commercial and also because, Rahman had been paid Rs 10 million
for the campaign, a sum usually unheard of, for celebrity endorsers in India. The
campaign received brickbats as well as bouquets in the media, both for the
selection of Rahman and the TVC's execution. However, Bharti claimed to have
scored an ace in terms of getting Rahman to compose five exclusive symphonies
downloadable as ring tones for Airtel users. The TVC was a part of the brand
repositioning and restructuring efforts for Airtel, as part of which, Bharti changed
the brand's tagline in early-2002 from 'Touch Tomorrow' to 'Live Every Moment.'
The company also decided to undertake a comprehensive brand building
program for the company and chose the slogan 'Unlimited Freedom' for the
same. Commenting on these changes, company sources said, "Airtel's brand
identity and campaign will now have a new younger and international look and
feel that builds on the earlier positioning."
Bharti's massive media expenditure plans were no surprise, considering
the fact that it was the largest cellular telecom company in the country - reaching
over 600 million people in 16 (out of 29) states of India.. The Airtel brand (and the
pre-paid card service brand, Magic) had top-of-the-mind recall amongst cellular
phone users and enjoyed a leadership position in most markets. Industry
observers primarily attributed it to Bharti's strong brand building and positioning
strategies.
8. Amalgamation of the Brands
It was September 2004, when Bharti undertook yet another repositioning
exercise. BTVL decided to unify its entire gamut of telecom services under the
Airtel Brand. This was done with an intention to be seen as an integrated telecom
services player rather than just operating in the mobile space. It was an attempt
to change the perception from "Airtel equals mobile" to "Airtel equals telecom",
and position Airtel as a complete telecom services brand.
The company’s telecom were clubbed under four heads -- Airtel mobile services,
Airtel telephone & broadband services, Airtel long distance services and Airtel
enterprise services.
With Airtel’s launch of Rs 200 denomination cards in early 2005, Airtel has
targeted the low usage segment, thereby offering services to cater to all
segments. The strategy of Airtel is gradually shifting to the mass market. By
targeting the segment of lower income group the brand is also changing its
communication strategy from the premium brand or the brand for high class
society to the brand for all segments.
Airtel as a brand seems busy in building a mass franchisee for its target
market. But Mr Sunil Bhar Mittal wants this brand to grow as the ‘Most Preferred and
Respected Brand of India’. The sales driven communication has a limited ability
to promote the brand as the ‘Most Preferred and Respected Brand of India’. One
needs to use neutral methods of communication and public relation tools for
building this level of brand recognition.
9. Executive Summary
Bharti Airtel, India’s leading integrated private
telecommunications provider, turns to Data craft to deploy and
maintain a new carrier grade Ethernet network that targets the
Bangalore area. Connecting some 110 locations across one of
India’s largest cities, the new Ethernet network, when fully
operational in September 2007 and integrated into the Bharti
Airtel’s existing network, will support a secure, flexible and
intelligent triple-play transport infrastructure. The new network
will enable Bharti Airtel to offer advanced content-based and
innovative high-bandwidth services to its consumers across
various multiple segments.
Client Overview
Bharti Airtel Limited is one of India’s leading private sector providers of
telecommunications services with an aggregate of 45 million customers as of
end of June’07, consisting of 42.7 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
10. these services are provided under the Airtel brand. Airtel’s high-speed optic
fibre network currently spans over 43,500 route kms covering all the major
cities in the country. The company operates two international landing stations
in Chennai that connect two submarine cable systems - i2i to Singapore and
SEA-ME-WE-4 to Europe. For more information, visit www.bhartiairtel.in.
Business Challenge
With more than 46 million total subscribers, Bharti Airtel is India’s largest
Integrated private telecom operator with services in the mobile, broadband
And telephone sectors. The operator is targeting for 125 million subscribers
by 2010.
11. LOCATION OF LOW REVENUE
Purani Shivpuri :
NAME OF ADDRESS
OUTLETS
Gopalji Purani shivpuri.
Mobile.
Kapil Purani shivpuri.
Mobile.
Mohit Jhanshi chouraha, Purani shivpuri.
Mobile.
Aman Jhanshi chouraha, Purani shivpuri.
Mobile
Shubhas Neelgae chouraha, Purani shivpuri.
Mobile.
Dev Neelgae chouraha, Purani shivpuri.
Mobile.
Music Purani shivpuri.
World.
Ansari Purani shivpuri.
Electronic.
Best Purani shivpuri.
Mobile.
14. COMPETITORS ANALYSIS-:
1. Better service in term of coverage area i.e. signals.
2. Instance response of F.O.S to their retailers.
3. Complete information to their retailers about the new schemes
introduces by their respected distributors.
4. Proper distribution of accessory to their retailers.
5. High promotional efforts about their product.
6. Quick response to customer’s problems & their ultimate & optimum
solution.
7. On time balance distributor to their retailers & by retailers to their
customers.
PROJECT-1
• Objectives
• Data Analysis- By Questionnaires from retailer
• Causes of Low Revenue
15. • Conclusions
• References
OBJECTIVES-
• The main objective of the project is to determine the
low revenue areas of SHIVPURI REGION.
• Services analysis of F.O.S. (FIRST ON STREET) on
retailer’s outlets.
• Whether F.O.S. give full information about the new
schemes, new offers launched by AIRTEL
distributors.
DATA ANALYSIS-: By Questionnaires
Shop- Dev Mobile
Retailer-(Dev Rathore)-Neel Gar Chauraha Old Shivpuri
16. Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 15-20 10-15
are sold by you?
6-Approximatly how many sims 12-15 ………
of Airtel are sold by you?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 3500-5000 2500-5000
you purchase in a day?
12-Of how much price of pr sell 3500-4000 3000-5000
in a day?
Shop- Music World
Retailer- (Deepak Namdev) -Neel Gar Chauraha Old Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 4-5 3-4
are sold by you?
6-Approximatly how many sims 3-4 ………
17. of Airtel are sold by you?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 1000-1500 1000
you purchase in a day?
12-Of how much price of product 1000-1200 500-700
you sell in a day?
Shop- Anshaari Electronics
Retailer- (Abdul Anshari) -Neel Gar Chauraha Old Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 8-10 3-5
are sold by you?
6-Approximatly how many sims 5-8 ………
of Airtel are sold by you?
18. 7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 2000-2500 1000-120
you purchase in a day? 0
12-Of how much price of product 1500-2000 500-700
you sell in a day?
Shop- Best Mobile Care
Retailer- (Mohammad Amir) -Neel Gar Chauraha Old Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 8-12 7-8
are sold by you?
6-Approximatly how many sims 8-10 ………
of Airtel are sold by you?
7-Which service is more
profitable for you?
8-Whos workers are liked more
19. by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 4500-5000 1500-2500
you purchase in a day?
12-Of how much price of product 4000-4500 800-1200
you sell in a day?
Shop- Mohit Mobiles
Retailer- (Ashok Kumar Jha) –Jhansi Tiraha Old Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 8-10 7-8
are sold by you in a day
6-Approximatly how many sims 6-8 ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
20. 10-Who launches more offers in a
month?
11-Of how much price of product 4500-5000 1500-2500
you purchase in a day?
12-Of how much price of product 4000-4500 800-1200
you sell in a day?
Shop- Amar Mobiles
Retailer- (Yogesh Jha) –Jhansi Tiraha A.B. Road Shivpuri
Focus Airtel Idea Tata Indi Relience
21. 1-Howmany services are sold
by you?
2-Which service are you
selling more?
3-Which service is the best for
you?
4-Which is better Airtel or
Idea?
5-Approximatly how many . …
sims are sold by you in a day? …
…
6-Approximatly how many … …
sims of Airtel are sold by you … …
in a day? . …
7-Which service is more
profitable for you?
8-Whos workers are liked
more by you?
9-Who solves your problems
too quick?
10-Who launches more offers
in a month?
11-Of how much price of 2000 80
product you purchase in a 0-
day? 10
00
12-Of how much price of 2000-3000 50
product you sell in a day? 0-
70
0
Shop- Subhash Electrical
Retailer- (Subhash Chandr Gupta) –Jhansi Tiraha A.B. Road Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 8-10 7-8
22. are sold by you in a day
6-Approximatly how many sims 6-8 ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 4500-5000 1500-2500
you purchase in a day?
12-Of how much price of product 4000-4500 800-1200
you sell in a day?
23. Shop- Kapil Mobile
Retailer- (Kapil Rathore) –Purani Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims
are sold by you in a day
6-Approximatly how many sims ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 50-100 50-80
you purchase in a day?
12-Of how much price of product 40-60 30-50
you sell in a day?
24. Shop- Gopalji Mobile
Retailer- (Kapil Rathore) –Purani Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims
are sold by you in a day
6-Approximatly how many sims ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 50-100 50-100
you purchase in a day?
12-Of how much price of product 50-100 50-100
you sell in a day?
25. Shop- Gagan Store
Retailer-(Gangan -) Physical Road Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims
are sold by you in a day
6-Approximatly how many sims ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 50-100 50-100
you purchase in a day?
12-Of how much price of product 50-100 50-100
you sell in a day?
26. Shop- Shucitra Mobile
Retailer- (Sourabh) –Physical Road Shivpuri
Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 5-10 7-8
are sold by you in a day
6-Approximatly how many sims 5-10 ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 450-500 150-250
you purchase in a day?
12-Of how much price of product 400-450 80-120
you sell in a day?
Shop- Prashar General Store
Retailer- (Sanjeev prashar) –Physical Road Shivpuri
27. Focus Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 4-6 7-8
are sold by you in a day
6-Approximatly how many sims 4-6 ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 50-100 150-250
you purchase in a day?
12-Of how much price of product 40-50 80-120
you sell in a day?
Shop- Shri Radhe Recharge
Retailer- (Radhe) –Physical Road Shivpuri
FOCUS
28. Airtel Idea Tata Indi Relience
1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 4-5 5-7
are sold by you in a day
6-Approximatly how many sims 4-5 ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 1000-1500 1000-1500
you purchase in a day?
12-Of how much price of product 1000-1500 800-1200
you sell in a day?
Shop- Luky Mobile
Retailer- (Shekar Kuresi) –Physical Road Shivpuri
FOCUS
Focu Airtel Idea Tata Indi Relience
29. 1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 2-3 5-10
are sold by you in a day
6-Approximatly how many sims 2-3 ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 800-1000 1000-1500
you purchase in a day?
12-Of how much price of product 600-800 800-1200
you sell in a day?
Shop- Batra Agency
Retailer- Ravindra (Singh) –Physical Road Shivpuri
Focus Airtel Idea Tata Indi Relience
30. 1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims 2-3 2-3
are sold by you in a day
6-Approximatly how many sims 1-2 ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 1000-2000 800-1000
you purchase in a day?
12-Of how much price of product 800-1500 500-800
you sell in a day?
Shop- Kaka Pan Bandar
Retailer- (Ram) –Physical Road Shivpuri
Focus Airtel Idea Tata Indi Relience
31. 1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims
are sold by you in a day
6-Approximatly how many sims ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 100-150 200-250
you purchase in a day?
12-Of how much price of product 80-120 150-200
you sell in a day?
Shop- Shiv S.T.D.
Retailer- (Ishu Shivhare) – near college Physical Road Shivpuri
FOCUS
Airtel Idea Tata Indi Relience
32. 1-Howmany services are sold by
you?
2-Which service are you selling
more?
3-Which service is the best for
you?
4-Which is better Airtel or Idea?
5-Approximatly how many sims
are sold by you in a day
6-Approximatly how many sims ………
of Airtel are sold by you in a day?
7-Which service is more
profitable for you?
8-Whos workers are liked more
by you?
9-Who solves your problems too
quick?
10-Who launches more offers in a
month?
11-Of how much price of product 100-150 120-150
you purchase in a day?
12-Of how much price of product 100-150 100-150
you sell in a day?
CAUSES OF LOW REVENUE-:
• Less information about schemes to retailers.
• Improper response by F.O.F. toward retailers.
33. • Improper coordination between F.O.F. & retailers
• Less p.o.p. (accessories) to retailers.
• Less number of outlets in that particular area.
• Undeveloped market area.
• Unaware customers.
CONLUSIONS-:
• The F.O.F. should properly inform to retailers about the schemes
launched by distributors.
• The F.O.F. of that particular area should visit to his field area,
regularly and sincerely.
• The distributors should inform about each and every F.O.F. who is
working under him by the retailers, whether he is approaching to his
field area retailers or not.
34. • On time balance should provided by F.O.F. to his retailers.
• Optimal solutions of retailer’s problems by quick response.
• Provided fair P.O.P.(i.e. accessories) to retailers.
• Activation of sim of customers as soon as within 2-3 hours.
• Formalities should be checked properly and they should send to main
office as soon as possible.
• Better signal should be provided in all regions.
• Good relation with customers and retailers.
