SUMMER TRAINING REPORT SUBMITTED TOWARDS THE PARTIAL FULFILLMENT OF POST GRADUATE DEGREE IN MANAGEMENT

PROMOTION ON VIEWERSHIP OF FTA(FREE TO AIR)

SUBMITTED BY: Name: ASHISH JAIN
MBA- (2011-2013) Enrollment No. : A30101911120

INDUSTRY GUIDE FACULTY GUIDE MS.PRANEETA CHAUDHARY MR.MARUT BISHT MANAGER (USAGE) LECTURER DISHTV INDIA LTD ABS

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AMITY GLOBAL BUSINESS SCHOOL, NOIDA

AMITY UNIVERSITY UTTAR PRADESH

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CERTIFICATE OF ORIGIN

This is to certify that MR. ASHISH JAIN, a student of Post Graduate Degree in MARKETING+ INTERNATIONAL BUSINESS, Amity Global Business School, Noida has worked in the MARKETING DEPARTMENT, under the able guidance and supervision of Ms. PRANEETA CHAUDHARY, designation USAGE MANAGER, Company DISHTV INDIA LTD. The period for which he/ she was on training was for 8 weeks, starting from 1st JUNE, 2012 to 31st JULY, 2012. This Summer Internship report has the requisite standard for the partial fulfillment the Post Graduate Degree in MARKETING + INTERNATIONAL BUSINESS. To the best of our knowledge no part of this report has been reproduced from any other report and the contents are based on original research.

Signature Signature (Faculty Guide) (Student)

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ACKNOWLEDGEMENT
I express my sincere gratitude to my industry guide Ms. Praneeta Chaudhary, Usage Manager, DISHTV INDIA LTD, for her able guidance, continuous support and cooperation throughout my project, without which the present work would not have been possible.

I would also like to thank the entire team of DISHTV INDIA LTD, NOIDA, for the constant support and help in the successful completion of my project.

Also, I am thankful to my faculty guide Mr. Marut Bisht of my institute, for his continued guidance and invaluable encouragement.

Signature (Student)
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TABLE OF CONTENT
CHAPT ER NUMB ER 1 CHAPTER NAME CONTENT PAGE NUMB ER 6 7 12 13 14 16 18 21 25 29 30 31 33 38 40 41 47 47 47 48 49 55 61 67 69 70 71 73 74

Executive summary Introduction

1. 2. 3. 4. 5. 6.

2 3

Literature review Research and methodology

About the industry Government initiatives Going global Current scenario Satellite television Company background Essel group Dish tv 7. Competitors in DTH 8. SWOT analyses 9. BCG matrix 10. Board of directors 11. FTA KU and C band How to install FTA FTA in INDIA A study on consumer buying behaviour of DTH services 1. Research objectives 2. Research techniques 3. Research one 4. Research two 5. Questionnaires 1. 2. 3. 1. 1. 2. Findings: research one Findings: research two State wise FTA analyses FTA FTA customers On subscribers who were given free services but did not upgraded 1. Ala cartes being used 2. Offer 1 [6]

4 5 6

Discussions and results Conclusion Recommendations

Offers and prices

3. Offer 2 4. FTA message design 5. Additional message designing for annual sports pack 8 9 10 11 12 Process document Promotional effect Case study References Synopsis

74 76 78 79 81 82 85 87

EXECUTIVE SUMMARY
DISHTV is a division of Zee Network Enterprise (Essel Group Venture). EGV has national and global presence with business interests in media programming, broadcasting & distribution, speciality packaging and entertainment. Zee Network incorporated dishtv to modernize TV viewing. dishtv is Indias first direct to home (DTH) entertainment service. By digitalizing Indian entertainment, this enterprise brought best television viewing technology to the living room. It not only transmits high quality programmes through satellite; but also gives a complete control of selecting channels and paying for them. Dishtv imparts DVD quality picture and stereophonic sound effects to the customers. It promises to change the experience of TV viewing with its uninterrupted transmission service. The endeavour enters next level of entertainment with futuristic features, such as EPG (Electronic Programme Guide), parental lock, games, 400 channels, interactive TV and movie on demand. dishtv also brings exclusive national and international channels for the first time in India. dishtv uses NSS-6 to broadcast its programmes. NSS-6 was launched on 17th December, 2002 by European-based satellite provider, NewSkies (one of the only four fixed satellite communications companies with truly global satellite coverage) dishtv - India's first KU-band DTH entertainment service, hopped on to NSS-6 from an INSAT satellite in July 2004. The change in the satellite was to increase the channel offering as NSS 6 offered more transponder capacity. Dishtv also offers a wide range of products to its customers, standard STB,tru hd+, dishtv on wheels , dish freedom, dish plus
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Dishtv also holds a huge variety of subscriber services like recharge now, my channel my pack, extended warranty contract, service centre locator, self help, electronic program guide, shifting home, nodal officers and home delivery. Apart from ala cartes it also gives interactive services like movies on demand, games , jobs active,icici active , multilingual services and mod non stop .

INTRODUCTION
About the Industry : Media and Entertainment Industry
The Indian media and entertainment (M&E) industry is one of the fastest growing industries in the country. Its various segmentsfilm, televisions, advertising, print media and music among othershave witnesses tremendous growth in the last few years. With A.R. Rahman and Resul Pokutty having won Oscars for their commendable work in Slumdog Millionnaire, the spotlight has shifted on India and the immense talent and potential it offers. Another Indian who has been in the news recently is Raju Narisetty, a prominent journalist, who has been appointed as the managing director of the Washington Post, a leading US daily. According to a report jointly published by the Federation of Indian Chambers of Commerce and Industry (FICCI) and KPMG, the media and entertainment industry in India is likely to grow 12.5 per cent per annum over the next five years and touch US$ 20.09 billion by 2013.

Television
The television industry in India is currently at its prime, contributing the largest share in the total media and entertainment industry. While India is the third largest cable television market in the world, the penetration level of pay TV is still low, which promises a huge untapped potential for growth.

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According to the study by FICCI and KPMG, the television industry, which is currently valued at about US$ 4.63 billion will expand by 14.5 percent between 2009 and 2013. Digital distribution platforms such as direct-to-home (DTH) are transforming the industry. Direct-to-Home segment is gearing up for a new phase of TV viewing with digital video recorders (DVRs) or personal video recorders that will free consumers from having to watch television at broadcaster-ordained timetables. Mobile TV- where content will stream in on mobile phones which is currently at a nascent stage is poised to grow big with the advent of 3G, according to experts. This can lead to the growth of many business opportunities in the media and entertainment sector. And according to ABI Research, the mobile TV market worldwide is expected to attract over 50 crore viewers in the next five years. Considering that video is the most popular medium of entertainment, it will not be limited to mobile phones but will be expanded to in-car television and personal media players among others, according to experts. Viewership across various segments is increasing and marketers are launching new channels to meet this growing demand. Turner and Warner Bros Entertainment, Hollywood's leading studio have launched WB, a new Warner-branded channel in India that will showcase blockbuster motion pictures and acclaimed television series. The channel will be distributed by Zee-Turner and will be available on both DTH platforms and cable and satellite homes. Hindi general entertainment channel (HGEC) Star Plus is launching four new shows in March this year.

Music
The

Indian music industry, which until recently was overwhelmingly dominated by film

music, is now being driven by non-film music. However, piracy and advent of radio channels which constantly play hit music leading to loss of sales of music, has affected the industry. Industry experts estimate that the current size of the industry is about US$ 149 million, calculated on the basis of legitimate unit sales of compact discs (cds) and music cassettes of around 15 crores. And according to a PwC study, the music industry is likely to grow by 2 per cent over the next five years and will be a US$ 164.56 million industry by 2012.
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While cassettes and cds have traditionally accounted for most of the sales, future growth will come from non-physical formats such as digital downloads and ringtones, among others. According to a joint study by Soundbuzz, a digital music company, PwC and International Federation of Phonographic Industries, India was poised to become the second country in the world, after South Korea, where digital music sales will surpass the sales of music in traditional formats.Digital music sales are expected to account for 88 per cent of the total music industry revenue in India by 2009.

Radio
The cheapest and oldest form of entertainment, reaching 99 per cent of the population, this segment is likely to see many dynamic changes. According to the PwC study, revenues from radio are likely to grow at a compound annual growth rate (CAGR) of 24 per cent over the next five years and the industry will grow from US$ 150.52 million in 2007 to US$ 370. 22 million in 2012. Private FM radio has emerged as the fastest growing segment in the media, notching up an average 30 per cent growth in advertising revenues, compared to the industry's average of 18 per cent, according to ACNielsen's Radio Audience Measurement (RAM) service. Moreover, it is expected to increase to US$ 218.49 million over the next two years from US$ 133.52 million today. FM radio broadcasting has expanded at a rapid pace and India today has over 300 FM radio stations.

Advertising
Advertising trends showed a healthy growth in the last five years as marketers sought to woo customers for a wide range of products. According to an Economic Times survey of 100 large private sector companies, the aggregate spending on advertising by these companies grew by a huge 22.4 per cent last year over the previous year. More than four-fifths of the sample companies have witnessed a rise in sales turnover in 2007-08 following higher advertising spend.
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With the economic slowdown, ad spends are slowing down as well. According to the FICCIKPMG report, ad spends could grow by 12.4 per cent a year now, compared to the 17 per cent growth registered over the past three years. However, as consumer spending slowly inches upwards aided partly by the fiscal measures undertaken by the government to boost the economy some companies, such as Dabur, Coca Cola India, the Emami group and the Future Group, are planning to raise ad spends by almost 10 per cent in some cases to boost sales this year. Radio, internet and cinema have been the traditional mediums of advertising and according to a survey by Adlabs Cinemas and research firm IMRB, in cinema, the 30-second in-theatre advertising accounts for 95 per cent of cinema advertising. The remaining 5 per cent comprises activities in the lobby area such as new car or bike displays, etc. Of the overall advertising spend, currently only around 0.4 per cent (around US$ 15.42 million) is spent on cinema. Print and TV account for the majority of the ad spend.

Cinema
The Indian film industry is the largest in the world in terms of number of films produced per year. The FICCI-KPMG study values the Indian film industry at US$ 2.11 billion and projects its growth at 9.1 percent till 2013. Bucking the global slowdown and in the aftermath of the Slumdog Millionnaire win the box office collections in the first two months of this year have jumped 32 per cent over 2008. Box office collections from over eight movies, which accounted for the bulk of the revenues, hit US$ 36.62 million in January-February compared to US$ 27.95 million crore from over 12 movies in 2008 during the same months, according to data with trade analysts. The opening of the film industry to foreign investment coupled with the granting of industry status to this segment has had a favourable impact, leading to many global production units entering the country. For example, Walt Disney has partnered with Yash Raj Films to make animated movies, the Warner Group is funding the Sippys' film projects, Viacom has a joint venture with the TV 18 group to form Viacom-18, and Sony Pictures Entertainment has coproduced Saawariya with SLB Films (Sanjay Leela Bansali Films).

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Buoyed by the success of its maiden production in IndiaChandni Chowk to China (which garnered US$ 8.67 million globally in the first three days of its release)Warner Brothers Pictures India is set to invest US$ 38.6 million in film production this year. Fox Star Studios, a joint venture between Twentieth Century Fox and Star, has entered into a multiple-film deal with producer Vipul Amrutlal Shah, marking its foray into the Indian film industry. R-ADAG-owned Adlabs Films is betting on its integrated film service business and movie exhibitions to drive its growth. The company is spending US$ 41.13 million to expand the two businesses. The cinema-viewing experience is also undergoing major changes. One perceptible change has been the rapid growth of multiplexes, which meets consumer demand for quality entertainment and has also helped boost production of niche films targeted at niche audiences.

Multiplexes
The nation's multiplex industry is all set for an unprecedented boom buoyed by positive regulatory changes and booming consumerism. According to an estimate, the number of multiplex screens in India is expected to touch 5,000 by 2012, constituting around 40 per cent of the total cinema screens. In fact, currently the Indian market is highly underserved when compared to the West, India has less than 13 screens per million of the population, against 117 in the US, 52 in Italy and 30 in the UK. PVR, Inox Leisure, Big Cinemas and other multiplexes plan to maintain their investment tempo in the year ahead betting on big Bollywood releases, lower rentals, a cut in entertainment tax and the drop in equipment prices. Multiplexes including Fun Multiplex, Cinemax and others plan to invest more than US$ 2.89 billion in 2009 almost the similar amount as last year, according to industry experts.

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Multiplexes /megaplexes have been instrumental in contributing 28 per cent of the total theatrical sales for the film industry according to a report by Systematix Institutional Research.

Entertainment conglomerate Adlabs Cinemas has drawn up a plan to build 12 megaplexes in cities like Mohali, Lucknow, Hyderabad and Delhi. Multiplex chain PVR Cinemas, is also planning to add over 250 screens across India, staggered over a period of three years from 2008-2010, with a total investment outlay of around US$ 82. 27 million.

Cinemax India, the multiplex chain which currently has 55 screens over 17 properties across the country is planning to scale up its presence to 299 screens across about 100 properties by fiscal 2010.

Inox, which has 26 multiplexes and 90 screens in 18 cities across India, will open nine multiplexes in Bangalore, Mangalore, Hubli and Belgaum by the end of 2010.

Leading global multiplex player, Cinepolis, has earmarked US$ 350 million for its Indian operations. The company plans to have 500 screens across 40 cities in the next 5 to 7 years.

Others
Segments like print media, animation and gaming are also likely to see interesting growth rates. The country's growing literacy and new technologies have resulted in India emerging as the second largest newspaper market in the world, according to latest research by the World Association of Newspapers (WAN). Indian newspaper sales increased 11.2 per cent in 2007 and 35.51 per cent in the five year period. Newspaper advertising revenues in India were up 64.8 per cent over the previous 5 years. According to the FICCI- KPMG study, the gaming segment, which is currently estimated at US$ 125.29 million, is expected to grow at 33.30 percent till 2013, while the US$ 119.51 million Internet is seen growing at 27.9 percent.

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The Indian animation industry, currently estimated at US$ 460 million, is expected to grow at a CAGR of 27 per cent to touch US$ 1,163 million by 2012 according to a report titled Indian Animation and Gaming 2008', jointly prepared by NASSCOM and Ernst & young.

Government Initiatives
The Government has initiated major reform measures, which have had a cascading effect on the growth of the industry.

Permitting 100 per cent foreign direct investment (FDI) through the automatic route for film industry and advertising. Allowing 49 per cent foreign holding in cable TV and DTH. Allowing 100 per cent FDI in non-news publications and 26 per cent FDI in news publications.

The government has allowed 100 per cent FDI in fax editions of magazines and newspapers.

Recently, the government has allowed companies with core business in news segment but hived off non-news business, to raise funds from overseas beyond the stipulated FDI limit of 26 per cent. Such companies can raise and route funds from overseas through its non-news arm, which will not be calculated as foreign investment.

The FM radio sector was opened for FDI with a 20 per cent cap. Permitting setting up of uplinking hubs for satellite uplinking by private TV broadcasters from Indian soil.

Giving industry status to the films segment. Opening FM Radio operations to the private sector. The government has allotted US$ 50.13 million in the current Five-Year-Plan for various development projects of the film industry. The funds will be utilized to set up a centre for excellence in animation, gaming and visual effects among others.

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Going Global
With the growing popularity of Indian content in the world market in general and South Asia in particular, the Indian entertainment industry players are venturing abroad to tap this booming segment. In fact, according to a report by CII-AT Kearney, the share of international markets in total box office collections is estimated to increase from 8 per cent in 2006 to 15 per cent in 2010. Consequently, many domestic players like Yash Raj Films, Reliance-Adlabs and UTV, among others, have set up distribution arms overseas. Not only films, other entertainment content areas like music and television also have a huge potential international market. One recent estimate puts the total value of Indian content sold overseas at over US$ 200 million. Further, this number is expected to grow over 20 per cent every year. Technology has influenced the entertainment industry in a big way, and transformed content delivery as well as viewership experience.

CURRENT SCENARIO

Emerging Trends and New Developments

In the long term some of the major developments likely to have a deep impact on the global media and entertainment industry include, Shifting Preference For Internet-Based Content And The Emergence Of Interactive TV Proliferation Of Wireless Application Devices Large-Scale Migration To E-Tailing Development of Sophisticated Telecommunication Technologies Faster Globalization Growing Popularity of Mega- Theaters, Super Stores Concept etc High Degree of Consolidation in the Industry Increasing Digitization in the Industry Convergence of the Entertainment, Information and Telecommunication Segments and
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 Rapid De-regulation in the Industry Phenomenal growth in the cable and satellite television business has presented new revenue streams for global entertainment majors. Reports indicate that movie majors are projected to witness revenues of around US$ 11.0 billion by the year 2002 on the sale of their content to satellite television networks. This represents an increase from the 1998 level of nearly US$7.0 billion. As a part of the ongoing Americanization of the world, companies such as CNN, HBO, Espn etc have started to focus on their regional versions. Consequently, the scenario in the European, Asian and Latin American markets is fast changing. However, Piracy Remains a Key Issue Piracy remains the single-most important issue across the global entertainment industry. Estimates indicate that the revenues lost on account of piracy in case of the music industry is around 25%. Furthermore, this level is likely to increase to 40% in the near term. Consequently, the music industry could be affected to a larger extent than its counterparts. This is largely on account of the highly fragmented nature of this industry. Smaller players are likely to suffer the most. In this regard, the major initiative taken by the industry to protect its intellectual capital is the launch of the Secure Digital Music Initiative (Sdmi). The Sdmi comprising of around 150 companies has adopted the first set of standards to prevent the piracy of music. April 2000 was decided as the deadline for the second phase of regulations. The members of this initiative include music distributors, on-line PC communications service providers. PC manufacturers, home electronics appliances manufacturers etc. The Internet is not perceived to be a threat by certain majors. Sony Music for instance has been aggressive in formulating an e-strategy. The company has forayed into activities including the promotion of digital broadcasting. Also, strategic alliances have been forged with majors such as EMI, Universal Music, Warner and IBM in order to facilitate the download of full-length CDs. IBM and Microsoft are intensely competing to gain a foothold in this emerging area. IBM and Sony Music have formed a partnership to deliver pirate-free songs over the net. Microsoft, on the other hand tied up with Musicmaker.com to enable users to access the latters entire product catalog over the net. Other players including AT& T, Matsushita and Seagram are also trying to foray into this segment. Seagram has formed an alliance with Bertelesmann AG, Germany in order to compete in the on-line music retail
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segment. However security protection is still in a primitive stage in this area. For instance, when Microsoft launched its Wmdm software, hackers cracked the software code within hours and distributed the same over the net. Despite such initial problems, there exists a huge potential for music software. In the long-term, companies need to develop technologies that facilitate the freer flow of content rather than trying to enforce more stringent regulations that are only difficult to monitor.

Future Outlook
The Indian entertainment industry is on a high growth path. Domestic majors are finding better earnings potential in the huge overseas markets. At the same time, corporatization is finally starting to emerge in this highly unorganized industry. This is likely to instill a greater discipline in the functioning of the industry and lead to greater consolidation in the future. The domestic consumer will opt for more sophisticated technology in the near future. Consequently, domestic majors will have to redefine their product offerings. With literacy levels forecasted to increase in the future, the publishing industry will continue to witness growth. Advent of new technologies such as e-book etc will take a longer time to have an impact on the domestic market when compared to the global markets. While piracy levels are declining slowly, better copyright laws and the rapid implementation of the same are imperative to preserve the creative talent in this industry. The government needs to implement the same in order to facilitate the high growth in this industry.

SATELLITE TELEVISION
Satellite television is television programming delivered by the means of communications satellite and received by an outdoor antenna, usually a parabolic reflector generally referred to as a satellite dish, and as far as household usage is concerned, a satellite receiver either in the form of an external set-top box or a satellite tuner module built into a TV set. Satellite TV tuners are also available as a card or a USB peripheral to be attached to a personal computer. In many areas of the world satellite television provides a wide range of channels and services, often to areas that are not serviced by terrestrial or cable providers. Direct-broadcast satellite television comes to the general public in two distinct flavors analog and digital. This necessitates either having an analog satellite receiver or a digital
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satellite receiver. Analog satellite television is being replaced by digital satellite television and the latter is becoming available in a better quality known as high-definition television.

Satellite television in india

Satellite television can be defined as television broadcasting using satellite technology. Television came to India in 1959 and satellite television in form of Satellite Instructional Television Experiment in 1975. After 1982 when Indian National Satellite (INSAT) was launched there came a sharp rise in number of transmitters, began colour television and telecast of Asiad games increased private investment in television sets. In early nineties new face of satellite television entered Indian households in the name of Cable & Satellite television (C&S TV) and transnational content entered Indian households. Today one third of Indian television households have access to C&S TV. Beginning of Satellite Television in India was marked by world first technosocial experiment SITESatellite Instructional Television Experiment- for education & development purposes. That followed number of other experiments like SITE Continuity, School Television, UGC Country Wide Class Room, Jhabua Development Communication Project, Indira Gandhi National Open University transmission and lately channels like Training and Development Communication Channel and Gyan Darshan for educational and social development purposes. Technologies per se provide the scope of democratization at the same time creates issues related to control and access for others who do not own it. The paper examines the notion of satellite television as democratizing force and concept of community television sets as one important component of all development communication experiments in India. The paper examines various projects and how the technology reached the poorest of poor and the divides of rich-poor, men-women urban-rural were somewhere brought into main text. At the same time it reports that satellite television in India has come a long way since 1975SITE days but one thing is common over the years that it invariably has remained with people who had and have other technologies.

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COMPANY BACKGROUND
Essel group
For over three decades, Essel Group has been a leading business conglomerate having diverse business presence across media, entertainment, packaging, infrastructure, education, precious metals and technology sectors. We have created an impressive track record of value creation in all our businesses that compares well with their respective industry peers. Our companies strive to bring the latest innovations and the best value offerings to all our consumers in our quest to deliver the best in class. "Faith in innovative and organized growth" works as the guiding principle behind every business at Essel and keeps us committed to enhancing operational excellence through greater focus on innovation and efficient resource utilization.
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Type

Private

Industry

Conglomerate

Founded

1976

Headquarters

Mumbai, India

Key people

Subhash Chandra, (Chairman)

Products

cable programming, films, magazines, newspapers, satellite television, sporting events, television, websites, entertainment, infrastructure, metals

Revenue

US$ 2.5 billion (2010)

Employees

8,000 (2011)

Website

esselgroup.com

This journey of a thousand miles began with a single step in 1976 with a commodity trading and export firm. With its ardent passion and a clear and focused vision, Essel has not only built and expanded new businesses but has built a formidable and exemplary position in all these businesses in a short span of time. Essel has grown to become a strong integrated media network in India with presence across the entire value chain, developing and adopting new technologies to remain ahead of the growth curve.

Group Profile MEDIA

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TECHNOLOGY

PACKAGING

ENTERTAINMENT

INFRASTRUCTURE

EDUCATION
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HEALTHY LIFESTYLE & WELLNESS

PRECIOUS METALS

DISHTV SAB PAR DISH SAWAAR HAI

Type Industry Founded Headquarters Area served

Public (BSE: 532839) Satellite television 2004 Noida, India India & Sri Lanka Pakistan, Afghanistan & Nepal

Key people

R. C. Venkateish, (CEO)

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Products

Direct Broadcast Satellite Pay TV Pay-per-view TV

Revenue Parent Subsidiaries

1,538 crore (US$278.38 million)(2011)[1] Zee Network Enterprise (owned by Essel Group) Management Services Limited (ISMSL), Agrani Satellite Services Limited (ASSL) and Agrani Convergence Limited (ACL)

Website

www.dishtv.in

Dishtv is Indias first direct to home entertainment service that has digitalized Indian
entertainment to bring to your home the best in television viewing through the latest in digital technology. It not only broadcasts high quality programmes straight from the satellite to your home, but also gives you absolute and complete control of what you watch and pay for. It is almost like having your own satellite up in the sky. With dishtv you can unleash the true potential of your high-end television set and complete your TV viewing experience with true DVD quality. If you are a connoisseur of good sound then make sure you experience true stereophonic sound effects, which only dishtv can bring to your home. It takes television viewing to the next level as it supports various futuristic features like Electronic Programme Guide, Parental Lock, Capacity up to 400 channels, Games, Interactive TV, Movie on Demand etc. Also brings you exclusive National and International channels for the first time in India! You can enjoy all of these never-seen -before channels in uninterrupted viewing without any transmission cuts. Brought to you by a Zee Network Enterprise, dishtv has changed the face of the Indian television home, bringing it at par with the global entertainment industry.

LINEAGE

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dishtv

is an Essel Group venture. Essel Group has a vast range of national and global business

interests that include media programming, broadcasting & distribution, speciality packaging and entertainment.The businesses have close synergies in the areas of content, distribution and infrastructure.

Essel Group has always been a pioneer Zee TV the first Indian Satellite Channel , SitiCable the first MSO, Esselworld the first theme park, Playwin the first online lottery, Essel Propack , which is the worlds No. 1 in packaging are all revolutionary concepts in their respective fields. Continuing with the same path-breaking tradition , the group now brings a new era of premium quality TV viewing. dishtv Indias first direct-to-home entertainment service.

SATELLITE LINK
dishtv uses NSS-6 to broadcast its programmes. NSS-6 was launched on 17th December, 2002 by
European-based satellite provider, NewSkies (one of the only four fixed satellite communications companies with truly global satellite coverage) India's first KU-band DTH entertainment service, hopped on to NSS-6 from an INSAT satellite in July 2004. The change in the satellite was to increase the channel offering as NSS 6 offered more transponder capacity.

DISHTV EDGE
Going the DTH way has a lot of benefits. You are automatically upgraded to a host of world class features that makes television viewing a pleasurable experience. Have a look at some of the key add on benefits that dishtv brings to your home. Digital Picture Quality

The exceptional digital and direct-to-home transmission ensures you watch all your favourite programmes in true DVD quality.

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Stereophonic Sound

The Direct-to-Home satellite transmission treats your ears to a true theatre experience by providing awesome stereophonic sound.

Geographic Mobility

No matter which part of the country you are in or moving to, dishtv with its all India coverage ensures direct signals wherever you are.

Uninterrupted Viewing With dishtv at your home, as long as your equipment is connected to a power source you can enjoy uninterrupted transmission of your favourite programmes.

Capacity up to 400 Channels

dishtv can offer you up to 400 entertaining channels. And that's not all, every month more channels will be added to provide complete entertainment to your family.

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Competitors in DTH Industry :

DD Direct Plus

Doordarshan, the national broadcaster in India, at present has a network of more than 1400 transmitters spread throughout the country and its signals are available to about 90% (DD1) and 43% (DD-News) population of country. Presently the DD DIRECT+ is envisaged to telecast 50 free-to-air TV channels (containing both Doordarshan and private channels) Satellite Earth Station for uplink of signals has been setup at Delhi. DD DIRECT+ would be totally different, as Doordarshan would not be charging any subscription fee from the viewers, making the system cheap and affordable for all.

Tata Sky

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Incorporated in 2004, Tata Sky is a JV between the TATA Group and STAR. Tata Sky endeavors to offer Indian viewers a world-class television viewing experience through its satellite television service. over 170 TV channels and services in DVD quality picture and CD quality sound. 24x7 help. Support in 11 languages Get a 4-day listing of all programmes on television. You can also set reminders for your favourite programmes. Tata Sky has redefined the television viewing experience for thousands of families across India. We offer over 170 television channels in DVD quality picture and CD quality sound along with a host of new-age interactive services.

Sun Direct

India's youngest and most exciting state of the art DTH Company. Sun Direct uses the latest MPEG-4 based technology to increase broadcast capacity. Sun Direct confirms to provide next-generation services in fast-growing and emerging markets quickly and efficiently. Sun Direct will be supported by Irdeto's conditional access solution to manage content and revenues in the satellite broadcasting venture. Sun Direct selected Oracle based on its convergent multi-service capabilities and proven real-time scalability allowing it to consolidate billing operations, enable powerful new service offerings and improve visibility into customer information across services.

Big TV

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Reliance is excited to present the next landmark of TV entertainment in India. With Big TV Digital Service, you can experience spectacular entertainment, blockbuster movies, up-tothe-minute news, and your favourite programs at the click of a button. Transform your home with Big TV Digital Service, powered by MPEG 4 technology for the first time in India. Big TV has fantastic features like pure digital viewing experience, more channel choice, many exclusive movie channels, easy programming guide, interactive services, parental control, 24x7 Customer Service and lots more Ensure a never before viewing experience with unlimited hours of fun and entertainment for your entire family.

Airtel Digital TV

Airtel has also joined the Direct-To-Home Satellite TV Services list and has launched the service today within 62 cities in India in their first phase with 21000 Airtel retail and relationship centers. The Airtel Digital TV is launched with 175 channels and pricing packages starting 2499Rs for a 6 months subscription with the channel price bands ranging from 99Rs to 424Rs a month. Generally most Direct-To-Home setup box dont work in bad weathers like rainy times but Airtels set top box is 20% bigger than other providers to make sure the service is not interrupted and the subscribers can continue enjoying their tv shows can watch onscreen account details, book cinema tickets, browse & travel holiday packages,
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make tele-shopping, get city based information guides and also get the stock updates using widgets along with worldspace radio content, which makes Airtel Digital TV superior than other providers because they offer seriously extra features which others dont offer.

Videocon

Videocon d2h brings you Indias 1st real satellite television, via state of art satellites, which means you no longer have to tolerate all the hassles associated with Cable TV. No more frustrating disconnections right in the middle of an intense game. And whether youre watching a Hollywood thriller or a desi block buster, Videocon d2h results in aThe End to all the unnecessary interruptions. Our interactive Direct to Home Services will be available through Satellite LCD, Satellite TV, Satellite DVD as well as a Set Top Box (STB).We invite you to experience a world of awesome digital entertainment, crystal clear pictures, ultra sharp sound and state of art technology which uses the revolutionary MPEG -4 with DVB S2. Videocon d2h will provide unique active services, multi lingual user interface, more movie on demand channels, radio channels, cross genre tickers and many more value added services.

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SWOT ANALYSES
STRENGTHS Dish TV has the first mover advantage on account of being the first DTH service provider in India. Being a part of the Essel Group, there is strong promoter backing and committed investment. Dish TV is also India's only truly national DTH brand, with presence in over 4,000 towns and with an equally strong representation in both Urban and Rural markets. Sales and Distribution infrastructure is one of the Company's key strengths. The Company has an extremely cost conscious culture that has resulted in multiple cost management initiatives making it one of the lowest cost service providers. Strong technology partnerships with organisations like Conax (Norway) and Open TV (USA) have helped/continue to help in providing cutting edge features and in maintaining technological leadership. Advance planning has resulted in adequate transponder capacity to meet the new channel launch requirements of the Company. This is an area where all other operators are likely to feel challenged over the next two years.
[30]

OPPORTUNITIES GDP growth of almost 9% over the last four years has resulted in India's huge middle class flexing its muscles and an explosion in consumerism. With net disposable incomes on the rise, Indians are spending like never before on acquiring the latest products and products that are aspirational in nature. DTH, with its superior quality and wide ranging maneuverability and flexibility - Active services, Interactive services, multipoint channel viewing, gaming, Electronic Program Guide etc. - is increasingly being adopted by those who want great quality TV viewing experience. So far the Company has concentrated on household customers but a wide scope exists in areas relating to Multi Dwelling Units, Institutions, Guest Houses, Restaurants, Hotels and other Commercial establishments. Further, the emergence of large retail format stores across the country is creating a totally new opportunity. These will become more important as the retail industry in India goes through a consolidation phase, from its current highly fragmented disposition. As the Industry matures,value added services will give a boost to ARPU.

WEAKNESSES The DTH Industry in India is an intrinsically low ARPU market, with one of the lowest rates in the world. This poses a challenge to the profitability of operators. This will continue till exclusive content becomes a reality, till people are willing to pay for more content and till value added services catch on with consumers. In all these areas, the Company has clearly defined strategies to increase ARPU. THREATS India will have between 4 to 5 operators in the DTH space. While this will help in expanding the market, as happened in mobile telephony, it will also result in higher subscriber acquisition costs by way of increase in promotional spends and higher subsidy on set top boxes. IP TV is also likely to come in, but is unlikely to be a major threat. With increasing competition management of churn and quality of subscriber acquisitions will also be a challenge.

BCG MATRIX
[31]

BOARD OF DIRECTORS
SUBHASH CHANDRA is the Non-Executive Chairman of the Board and promoter of Essel Group of Companies. JAWARLAL GOEL is the Managing Director of the Company. BHAGWAN DASS NARANG is an Independent Non-Executive Member of the Board ASHOK KURIEN is a Non-Executive member of the Board. ARUN DUGGAL is an Independent Non-Executive member of the Board. PRITAM SINGH (Dr.) is an Independent Non-Executive member of the Board. Eric Louis Zinterhofer is an Independent Non-Executive member of the Board. LAKSHMI CHAND is an Independent Non-Executive Director on the Board of the Company.
[32]

MINTOO BHANDARI is a Non Executive Nominee Director of Apollo India Private Equity II (Mauritius) Limited on the Board of the Company with effect from October 27, 2010. SANJAY HIRALAL PATEL is an Alternate Director to Mr. Mintoo Bhandari on the Board of the Company.

[33]

[34]

FTA ( FREE TO AIR SERVICE )

Companys objectives for this offer :

We have complied a detailed Usage and Upsell plan for FTA subs basis the brief and objectives defined below. We would thus be: 1. Pushing Usage and up-sell for 55K FTA subs by increasing the alacarte penetration to

32% from the existing 28%. 2. Pushing Rs.34 per subs existing usage to Rs. 36 per subs.

It is a 2.5 month Plan where we would be dedicating 15 days to each of the following a-lacarte packs: ICP + Set Max bundled Pack @ Rs.50 pm Extreme Entertainer pack Dish Magic Pack Colorfull
[35]

Other regional packs

Treatment for subscribers have been different for ones:

1. 2. Subs who have an account Balance and Subs who do not have any account balance

FREE TO AIR
Free-to-air (FTA) describes television (TV) and radio services broadcast in clear (unencrypted) form, allowing any person with the appropriate receiving equipment to receive the signal and view or listen to the content without requiring a subscription (or other ongoing cost) or one-off fee (e.g. Pay-per-view). In the traditional sense, this is carried on terrestrial radio signals and received with an antenna. FTA also refers to the concept of channels and broadcasters providing content for which no subscription is expected, even though they may be delivered to the viewer/listener by another carrier for which a subscription is required, e.g. cable, satellite or the Internet. These carriers may be mandated (or opt) in some geographies to deliver FTA channels even if a premium subscription is not present (providing the necessary equipment is still available), especially where FTA channels are expected to be used for emergency broadcasts, similar to the 112 emergency service provided by mobile phone operators and manufacturers. Free-to-view (FTV) is, generally, available without subscription but is digitally encoded and may be restricted geographically. These channels are described as free, but are more accurately described as free to receive. In many cases the viewer does in fact pay for them, by various means: Directly by levy of a license fee (as in the case of the BBC) or voluntary donation (in the case of educational broadcasters like PBS) Indirectly Consumer products and services where part of the cost goes toward television advertising and sponsorship (in the case of Japanese television broadcasters like TV Asahi and TV Tokyo which relies on sponsorship heavily, similar to Philippine Television like ABS-CBN, TV5 and GMA)
[36]

Direct & Indirect One further variation is in Canada, where the CBC Television/Tlvision de Radio-Canada network is partly funded by taxpayer dollars, and otherwise supports itself with commercial advertising revenues as it competes with other free over-the-air commercial networks. Free-to-air is often used for international broadcasting, making it something of a video equivalent to shortwave radio. Most authorized FTA retailers list free to air channel guides and content available in North America for free to air use. INCLINING THE DISH FOR FREE TO AIR Free-To-Air (FTA) satellite television programs give audiences another choice besides cable and paid satellite companies. Thanks to advancements in technology, the price of FTA receiver systems has become affordable in recent years, while their capabilities have improved dramatically. Read on to learn how to install and set up a FTA receiver system. There are different geo-synchronous satellites orbiting around the earth that broadcast FTA signals. In this instruction, a free Chinese Mandarin program called CCTV-4 on satellite Galaxy-3 orbiting 95 West longitude is used as an example. Freeview (Australia) Australia has 5 major free-to-air networks: ABC, Seven Network, Nine Network, Network Ten, and SBS. Traditionally each network had only a single channel in any given geography, though with the advent of digital television each network now has one extra SD multichannel 7Two, GO!, Eleven and SBS Two respectively, and one HD multichannel 7mate, GEM, One and SBS HD respectively. The Australian Broadcasting Corporation is exempt from the policy limiting the number of multichannels, and currently runs three SD channels ABC1, ABC2 and ABC3, with one HD channel ABC News 24. In addition to their primary channel (simulcast on both analogue and digital). ABC and SBS channels are available across Australia; outside the major capital cities, regional affiliates provide channels that are essentially identical to the metropolitan commercial channels. In addition, Community television provides one channel in some major cities. Australia's two main government-owned TV channels, ABC and SBS, along with the digitalonly multichannels ABC2, ABC3 and SBS Two, are both available free-to-air on the Optus D1 satellite. Viewers in remote parts of Australia can also access Seven Central and Imparja
[37]

Television, or WIN WA and GWN in Western Australia, through the free-to-view Optus Aurora service. Other satellite-only channels such as NITV, TVSN, Expo, Press TV and Al Jazeera English are available free-to-air on various satellites. Brazil In Brazil the main FTA satellite is the Star One C2, it holds approximately 30 C-band analog channels, including all major networks like Rede Globo, SBT, Record, RedeTV!, Band and others, and 5 digital HDTV channels. Europe European countries have a tradition of most television services being free to air. Germany, in particular, receives in excess of 100 digital satellite TV channels free to air. Approximately half of the television channels on SES Astra's 19.2 east and 28.2 east satellite positions, and Eutelsat's Hot Bird (13 east) are free-to-air. Germany In Germany there are various free-to-air DVB-T services available, the number of which varies by region. Das Erste, ZDF, ZDFneo, ZDFinfo, 3sat, Arte, KiKA and Phoenix are available throughout the country, in addition to at least one region-dependent channel which is provided by the regional ARD member. Additionally, ARD's EinsFestival, EinsPlus and tagesschau24 are variously available in some parts of the country, and various commercial channels are available in metropolitan areas. Ireland In the Republic of Ireland, there are 9 television channels and 11 radio channels broadcast free-to-air via the DVB-T Saorview service. Analog PAL versions of some of the channels are also broadcast, but are scheduled to be shut down on October 24, 2012. When this happens, an additional DVB-T multiplex will be launched, allowing additional channels to be added to Saorview. United Kingdom Freeview (UK) and List of digital terrestrial television channels (UK)

[38]

In the UK, around 70 free-to-air television channels and 25 free-to-air radio channels are available terrestrially via the Freeview DVB-T service, including up-to four HD channels (via DVB-T2). In some areas, this is accompanied by PAL simulcasts of five of these channels (BBC One, BBC Two, ITV1/UTV, Channel 4 and Channel 5), although the last of these broadcasts are due to be shut down on October 24, 2012. In areas where analog broadcasts are still active the DVB-T2 multiplex which contains the HD channels is unavailable. New Zealand The national networks, Television New Zealand TV ONE and TV2, as well as TV3, Four (formerly C4), Prime, Canterbury Television - CTV, Triangle TV and Mori Television are free-to-air analog signals. Additionally, satellite reception is available on Optus D1 - branded Freeview. A new Channel - TVNZ6 was introduced which will only be available on Freeview. A broadcast of parliament and a number of regional channels are also available. A Digital Terrestrial version of Freeview was launched in 2008, which, unlike the analog and satellite options, supports high definition broadcasts. North America NHK World HD on Intelsat 9 (58W) Retro Television Network on AMC 9 (83W) NASA TV Multi-channel (NASA HD, NASA Public, NASA Media, NASA Education), TVU Music channel and This TV on AMC 15 (105W) ABC News Now on Galaxy 28 (89W) Eternal Word Television Network on Galaxy 17 (91W) My Family TV on Galaxy 3C (95W). AMGTV and BYU Television on Galaxy 19 (97W) Free-to-Air (FTA) is exactly what the name implies. Free-to-Air systems do not require package programming; the channels are free to view and there are no monthly programming charges. Free-to-Air channels can be broadcast in either analog or digital signals. Currently

[39]

there are hundreds of freely available channels many of which are international language channels; many others are special interests channels broadcast in English.

Incredible FTA mainly focuses on selling and supporting digital systems. All the systems that we offer are DVB (Digital Video Broadcast) compliant. MPEG-II compression is used to transfer the signals from the satellite down to your receiver. Providing that you have the right tools and some mechanical ability all of these systems are relatively easy to install. Incredible FTA can also help you save money by doing your own installation. We offer step by step guides, support forums and photos to help get you started.

Ku Band and C-Band

Free-to-Air satellite signals come in two types; Ku-Band (small dish), and C-Band (large dish). Many of the international channels available in North America are broadcast in Ku on the Telstar 5 satellite. But others are available. Ku-Band systems consist of a satellite receiver and a remote control as well as a dish that only points to one satellite. If you find that you need to look at more than one KU-band satellite you may want to purchase a rotor system which moves the dish to point at many satellites. If you find yourself wanting to watch a channel broadcast on a C-Band satellite (six foot dish) you will have to stay tuned as we currently do not support C-Band satellite equipment. Free-to-Air television is an excellent hobby that will keep you busy with endless hours of entertainment without monthly subscription payments.

How to install FTA?

Select a location with a direct line of sight in the direction of the satellite . Generally high locations such as a rooftop or balcony are used. Using an analog compass will make locating the angle easier. In the example, this would be a location facing 95 southwest. Secure the dish in the selected position. The dish must be fixed tightly at the mounting point as it must be able to resist wind force. Otherwise, it might fall and injure people passing by or damage property below. If the dish is mounted on a wood roof, caulk around the base to make it waterproof.
[40]

Adjust the dish direction so it points 95 southwest and tilt it up slightly. Tighten the screws controlling the direction adjustment, but do not tighten them completely. Connect the satellite finder using the 6 foot long coaxial cable. Turn on the satellite finder and input the satellite name (Galaxy 3C) and downlink frequency number (11780 Hz). Continuous beeping with quiet intervals should be heard. Start rotating the dish and use the beeping to get the horizontal position correct. If the beeping interval gets shorter, you are moving in the correct direction. If it gets longer, rotate in the opposite direction

Tighten the rotation control screw completely to fix this angle.

Adjust the vertical angle in the same manner as the horizontal. The receiver dish will now be positioned to catch the satellite signals at the highest quality and strength. Connect one end of the long outdoor coaxial cable to the satellite dish. 9Neatly staple the wire along the edge of the roof or balcony. Never leave the wire hanging freely. It could become a hazard or be damaged.

[41]

FTA IN INDIA

[42]

LITERATURE REVIEW
[43]

VOLUME NO. 3 (2012), ISSUE NO. 4 (APRIL) ISSN 0976-2183

A STUDY ON CUSTOMER BUYING BEHAVIOUR OF DTH SERVICES IN PALAYAMKOTTAI T. SAMSON JOE DHINAKARAN ASST. PROFESSOR ST. JOHNS COLLEGE PALAYAMKOTTAI DTH Services are in a nascent stage in our country. However, there is a stiff competition among the present 6 Service providers. Most of the people are confused with which Service connection can be obtained. Moreover, DTH Service providers are also perplexed with what channel should be given free of cost and what channel should be offered at a price. This study aims at with these. INTRODUCTION TH stands for Direct-To-Home television. DTH is defined as the reception of satellite programmes with a personal dish in an individual home. DTH does away with the need for the local cable operator and puts the broadcaster directly in touch with the consumer. Only cable operators can receive satellite programmes and they then distribute them to individual homes. A DTH network consists of a broadcasting centre, satellites, encoders, multiplexers, modulators and DTH receivers. A
[44]

DTH service provider has to lease Ku-band transponders from the satellite. The encoder converts the audio, video and data signals into the digital format and the multiplexer mixes these signals. At the user end, there will be a small dish antenna and set-top boxes to decode and view numerous channels. On the user's end, receiving dishes can be as small as 45 cm in diameter. DTH is an encrypted transmission that travels to the consumers directly through a satellite. DTH transmission is received directly by the consumer at his end through the small dish Antenna. A set-top box, unlike the regular cable connection, decodes the encrypted transmission. OPERATIONAL DEFINITIONS BUYER BEHAVIOR Buyer behavior is defined as all psychological Social and Physical behaviour as potential customers as they become aware of, evaluate purchase. Consume, and tell others about products and Services. FAMILY Most consumers belong to a family group. The Family can exert considerable influence in shaping the pattern of consumption and indicating the decision - making roles. Personal values, attitudes and buying habits have been shaped by family influences. REFERENCE GROUP The concept of reference group is borrowed from sociology and psychology Buyer behaviour is influenced by the small groups to which the buyer belongs. SOCIAL CLASS Sociology points out the relationship between social class and consumption patterns. As a predictor of consumption patterns, marketing management is familiar with social classes.

CULTURE
[45]

Culture represents an overall social heritage, a distinctive form of environmental adaptation by a whole society of people, It includes a set of learned beliefs, values, attitudes, morals, customs, habits and Forms of behaviour that are shared by a society and transmitted from generation to generation within that society. OBJECTIVES OF THE STUDY India faces an acute increase in DTH service connections. Present study is based on the major objective that to identify the various factors which determine the preference of DTH service. The following are some other objectives of present study. To find the level of brand loyalty To know the problems faced by the DTH customers and To suggest remedial measure to solve the problems. METHODOLOGY The present study is an empirical research based on survey method. Primary data were collected directly from the respondents by using questionnaire. The relevant secondary data have been collected from the Journals, and Internet. The researcher has made the convenient random sampling of 120 Respondents in his report. The Collected data were coded, calculated and analyzed with the help of statistical tools like measures of central tendencies, Ranking, percentiles, and tabulation were used. A master table has been prepared to sum up all the information contained in the questionnaire, with the help of the master table, Classification tables have been prepared. Classification tables were taken directly for the analysis. DIRECT TO HOME (DTH) AN OVERVIEW DTH stands for Direct-To-Home television. DTH is defined as the reception of satellite programmes with a personal dish in an individual home. DTH does away with the need for the local cable operator and puts the broadcaster directly in touch with the consumer. Only cable operators can receive satellite programmes and they then distribute them to individual homes. SUPERIORITY OF DTH OVER CABLE TV
[46]

DTH offers better quality picture than cable TV. This is because cable TV in India is analog. Despite digital transmission and reception, the cable transmission is still analog. DTH offers stereophonic sound effects. It can also reach remote areas where terrestrial transmission and cable TV have failed to penetrate. Apart from enhanced picture quality, DTH has also allows for interactive TV services such as movie-on-demand, Internet access, video conferencing and e-mail. But the thing that DTH has going for it is that the powerful broadcasting companies like Star, Zee, etc are pushing for it. HISTORY OF DTH While today's hot DTH marketplace makes for an exciting story, this is an industry with a history unknown to most. It is a story of an industry which was never supposed to exist. An industry born out of the genius of a Stanford University college professor and publicized by ham radio conversations. An industry that defied all odds to grow from the backyards of techies and early adapters to today's multi-billion dollar first-line competitor to the cable monopoly in America. And, it is the story of an industry comprised of thousands of entrepreneurs who kept the dream alive during long periods of traumatic political and marketplace upheaval. Come with us now as we look at the people, the events, and the evolution of the technology. DTH SERVICE PROVIDERS IN INDIA DTH services were first proposed in India in 1996. But they did not pass approval because there were concerns over national security and a cultural invasion. In 1997, the government even imposed a ban when the Rupert Murdoch-owned Indian Sky Broadcasting (ISkyB) was about to launch its DTH services in India. Finally in 2000, DTH was allowed. The new policy requires all operators to set up earth stations in India within 12 months of getting a license. DTH licenses in India will cost $2.14 million and will be valid for 10 years. The companies offering DTH service will have to have an Indian chief and foreign equity has been capped at 49 per cent. There is no limit on the number of companies that can apply for the DTH license. In India till December 2008 there are 7 DTH service Providers are there, they are as follows Dish TV DD Direct + Tata Sky Videocon d2h
[47]

Sun Direct

BIG TV

Airtel Digital TV

AREA PROFILE Palayamkottai "Oxford of South India" - is a town in the Tirunelveli district in the South Indian state of Tamil Nadu. It is a part of Tirunelveli Municipal Corporation. It is on the eastern bank of the Thamirabarani River, while its twin city Tirunelveli is on the western bank. The archaic word Palayam in Tamil, means a small administrative region or district. A Kottai is a fort. The word Palayamkottai was hence derived historically from an ancient fort that was in the centre of the region. Today, the fort lies in ruins and is almost camouflaged by its surrounding old residential edifices. To anyone who reads about Palayamkottai for the first time, it may be surprising to see that atlases and other books refer to the city with both, an M or an N (Palayamkottai or Palayankottai). This uncertainty is because the actual Tamil word for the city uses an alphabet that is phonetically between M and N, and sometimes even completely substituted by G (pronounced Palayangkottai in colloquial Tamil). Natively speaking, it is hence correctly pronounced as Palayamnkottai. Even historically, during the British Raj, the area was referred to as Palancottah and also Palamkottah. The anglicization of the word was dropped by the locals immediately after independence, and the city is now called both Palayamkottai and Palayamkottai according to official government documents and records. For disambiguation, the city is referred to as Palayamkottai in this article. Popularly called the Oxford of South India, Palayamkottai is indeed a splendid little student city. A typical midweek morning traffic jam would be because of thousands of school and college students rushing to their classes. However, traffic jams are rare because the quiet little city does not have too many vehicles on the roads in comparison to the much bigger metropolises of Chennai and Bengalooru (Bangalore). RESULTS & DISCUSSION DTH SERVICE WIDELY PREFERRED The following table shows the date collected for the purpose of knowing what type of DTH the people prefer the most. Among the respondents chosen study 54% are using Sun Direct, 22% respondents are using Dish TV, 14% of the Respondents preferred Airtel Digital TV, 6% have preferred Big TV, 4% of sample DTH users preferred DD Direct Plus. In the study Area of Palayamkottai TATA SKY has not been mostly preferred by the people. In short majority of the respondents have preferred Sun Direct DTH Service.
[48]

REASON FOR PREFERRING DTH SERVICE Next survey is based on the preference of the respondents i.e. what is the main reason for them to watch the DTH connection. The respondents are classified on that basis and tabulated as below: 1 To avoid the cable network monthly charges. 4.08 I 2 To watch more no. of TV channels. 3.40 II 3 As I have no cable Network service in my Area, I preferred DTH 3.00 III 4 To have clear picture as I can have good telecasting. 2.70 IV 5 To watch channels which cable networked does not provide. 1.82 V

[49]

Research and methodology

Research objectives:

Research techniques: Research one: FTA

The research is based on the feedback of the customers on the calls being made in the following states of INDIA : Bihar Chattisgarh Haryana Himachal Pradesh Jammu and Kashmir
[50]

Jharkhand Madhya Pradesh New Delhi Rajasthan Uttar Pradesh Uttranchal

A questionnaire was prepared on the basis of which the customers were asked to respond and the analyses have been done.

Research two: Behavior of customers who were given free offers but did not upgraded
The research is based on the feedback of the customers on the calls being made in different states of INDIA. A questionnaire was prepared on the basis of which the customers were asked to respond and the analyses have been done.

[51]

QUESTIONNAIRES DISH TV INDIA LIMITED

-QUESTIONNAIREAssessing the FTA customers
Please take a few moments to complete our product satisfaction survey. Your response will help us to address any issue that you may have as well as to provide better products and services to meet your needs. Your response will be kept confidential. Name of the customer: Location:

1. Currently you are in a special 3 years pack enjoying 50+ channels. What channels do you like watching the most in this pack? .......................................................................................................... ................................................................................................. 2. Would you like to watch more channels which are not the part of this pack? If yes, a) May I know your preference? Hindi English
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Regional Sports Any other, .

If no, b) What is your preferred type of channel ? Hindi GEC/movies English GEC/movies Music/ lifestyle Hindi/ English news Kids entertainment Infotainment (Discovery, Nat geo)

3. Are you aware of the other packs apart from the base pack ? (yes/ no) If no, a) We offer, A-la- carte Mini a-la-carte Higher packs

4. Do you wish to recharge if you get more channels?

[53]

If yes,

a) May I know what mode of recharge would you prefer? If no, Dealer Website Mobile recharge Home pick Credit card/debit card/net banking

b) May I know the reasons? Dealer unavailability Not aware Inconvenience Not interested High recharge High a-la-carte, if there is any specific a-la-carte, please mention......

5. What recharge value you think is apt according to you? .

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6. Do you have more than 1 TV sets? (yes/ no) if yes, a) How many? 2 3 4 5

b) May I know what service you are using on them?( Cable/ DTH)

7. What made you opt for this pack? Pay once for 3 years This pack is on another TV which is used less Dealer recommends this scheme If any other, ...

[55]

RESEARCH 2 :QUESTIONNAIRE
DISHTV INDIA LIMITED Assessing the customers who were given free offers but did not upgraded
1. ARE YOU HAPPY WITH THE EXISTING CONTENT? YES/NO

2. WOULD YOU LIKE TO WATCH MORE CHANNELS WHICH ARE NOT THE PART OF THIS PACK? YES/NO IF YES, A) MAY I KNOW YOUR PREFERENCE? ..................................................................................................................... . IF NO,
[56]

B) WHAT IS YOUR PREFERRED TYPE OF CHANNEL? HINDI GEC/MOVIES ENGLISH GEC/MOVIES MUSIC/LIFESTYLE KIDS ENTERTAINMENT INFOTAINMENT

3. WHAT KIND OF FREE SERVICE WOULD YOU LIKE TO RECIEVE ON YOUR DISH TV ?

FREE PREVIEW OF CHANNELS (YES/NO) 10 DAYS 15 DAYS 20 DAYS 30 DAYS

CASH BACK OFFERS (YES/NO) FREE A-LA-CARTE (YES/NO) ANY OTHER,...................................................................................

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4. WOULD YOU LIKE TO AVAIL SUCH OFFER IN FUTURE ? YES/NO IF YES, A) HOW WOULD YOU LIKE TO RECIEVE THE UPDATES REGARDING THIS ?RATE ON THE SCALE OF 1 TO 5 1 BEING MOST PREFERRED, 5 BEING LEAST PREFERRED CALL CENTRE VOICE MESSAGE SMS ON-TV WEBSITE DEALER

B) HOW WOULD YOU LIKE TO AVAIL THIS OFFER? CALL CENTRE SMS DEALER WEBSITE IF NO,
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C) MAY I KNOW THE REASONS? NOT AWARE ABOUT OTHER PACKS SATISFIED WITH THE CURRENT PACK HIGHER PACK VALUES NOT INTERESTED ANY OTHER,..............................................................................

[59]

FINDINGS
RESEARCH 1: FTA CUSTOMERS TOTAL NUMBER OF CALLS BEING MADE 340 CUSTOMERS FEEDBACK 77 263 NO RESPONSE

No responses comprised of the wrong numbers, numbers not available, either busy or out of service and other misc reasons. BASED ON THE RESEARCH QUESTIONS: 1) Channels that the customer like to watch the most under FTA pack

[60]

The channels that have been separated by comma(,) means that the customers like to watch both of them. No particular choice means that whatever is available the customer watches and has no specific choice.

2) Is customer interested in watching more channels that are not the part of FTA pack ?

CUSTOMERS FEEDBACK 77

INTERESTED IN RECHARGE 44

NOT INTERESTED 33

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If the customer is interested in recharge,

A) The preferred choice of the customers

[62]

If the customer is not interested,

B) The preferred genre according to the customers

[63]

3) Customer awareness about the other packs/ ala cartes apart from the FTA pack

4) Preferred mode of recharge that the customers would like to subscribe from

[64]

5) The preferred way of subscribing to a pack or ala carte after recharging the amount

A la carte on SMS, home pick means that the customers prefer both of them
[65]

6) Recharge value according to the customers

7) TV sets owned, service being used on them

[66]

2,1: customer have 2 sets, 1 cable operated,1 dth 2,DTH :both dth operated Similarily for 3,2 cable and 3,dth

8) Reasons why the customer went for the FTA pack

[67]

RESEARCH 2: FREE SERVICE CUSTOMERS

TOTAL NUMBER OF CALLS BEING MADE 278 70 208 CUSTOMERS FEEDBACK NO RESPONSE

No response means that the number was not available, wrong number, switched off, call picked and cut ,busy , language problem and other misc. Reasons. BASED ON THE RESEARCH QUESTIONS: 1) Customer satisfaction on the content /channels that are being watched currently on their DISH TV

2) LIKELINESS TO WATCH MORE CHANNELS WHICH ARE NOT THE PART OF THERE EXISITING PACK?
[68]

If yes,

A) The preferred types of channels that the customers would like to watch

If no, B) The genre that the customer is currently interested in watching

[69]

3) Free services that the customer would like to receive on there DISH TV

A) Free preview of channels

From those who are interested, the number of days that they would like to watch the free preview
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B) Cash back offer

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C) Ala carte

4) Customer likeness to avail any of the offers mentioned in question.3

If interested in availing ,

A) Modes to recieve updates regarding the offers ,preferred order according to the customer feedback

[72]

B) Prefferred modes to avail the offers

[73]

C) Reasons for being on the current pack

D) Customers feedbacks on asking the question whether they want to upgrade or subscribe to any pack or any free service offered by DISH TV

[74]

STATE WISE FTA ANALYSES

DO KNO CAL STATE LS MA DE RESPON DED WS ABOU T ALA CART E NOT KNO WS ABOU T ALA CART E EXTREME BIHAR 30 6 2 4 5 100 ENTERTAINER, UTV PACK INTERS TED IN RECHA RGE AMOUN T PREFER RED TYPE OF ALA CARTE

CHATTISGA RH

14

200

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EXTREME ENTERTAINER, HARYANA 50 8 5 3 4 100 INFOTAINMEN T, HINDI MUSIC HIMACHAL PRADESH EXTREME 15 4 3 1 3 100,150 ENTERTAINER, SPORTS EXTREME 9 6 1 5 5 100 ENTERTAINER, UTV PACK

JAMMU AND KASHMIR

JHARKHAN D

200

MADHYA PRADESH

EXTREME 53 13 5 8 9 100 ENTERTAINER, UTV PACK

MAHARASH TRA

100

EXTREME NEW DELHI 11 3 3 1 100 ENTERTAINER, UTV PACK

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EXTREME RAJASTHAN 51 13 9 4 5 100 ENTERTAINER, COLOURS, UTV PACK

EXTREME UTTAR PRADESH ENTERTAINER, 90 17 9 8 10 100 INFOTAINMEN T SPORTS

EXTREME UTTRANCH AL 10 3 1 2 2 100 ENTERTAINER, SET MAX,UTV PACK

CONCLUSION
FTA CUSTOMERS:
Hindi general entertainment preferably ( sony, star plus, colours) channels are the most being asked for.

Also, hindi movie channels were being asked by the customers.

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 Not much asked for the English entertainment and English movie channels but some people seemed to be interested in it as well. Channels preference: HBO,WB, star movies and AXN.

Peoples seriously lack the knowledge regarding the packs as well as ala carte. When being asked for the question that do they know about other packs and ala cartes,45 % said that they have no idea.

Customers find that the recharging value that is Rs. 200 is a bit higher and should be less.

In some cases customers were not happy with the customer service that DISH TV offers, they complained that whenever any issue arise they were not being addressed in time.

Peoples also lack the knowledge regarding the recharging options that they have apart from the dealer. Also, many do not have the idea that ala carte can ne subscribed through SMS service or home pick service is available.

In some cases FTA pack was used by the customers on the television sets which had less of usage or either they use to watch the remaining channels on the cable or were using some other DTH service.

The major reason that came out why the customers subscribes to the FTA pack is the option for paying once Rs. 600 and enjoying this service for 3 years or this pack is on another TV set which is used less.
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RECOMMENDATIONS
FTA CUSTOMERS
Extreme entertainer ala carte should be given to customers as it was most in demand.

If possible, extreme entertainer ala carte given for a longer term , say for 9 months offer then,1 month should be free of cost so that customer finds it a bit more attractive

Indo cricket pack can also be offered in a less cost only for FTA customers as india sri lanka series will begin soon followed by t20 world cup. It can gain profits.

Offering 1 ala carte say extreme entertainer ala carte for 6 months , providing 1 month subscription of another ala carte free say, extreme entertainer can go with colours ala carte.

Extreme entertainer along with set max can also work, extreme entertainer has to be there as it was the most demanded.

If subscribing for extreme entertainer ,free preview of any other alacarte( utv pack,set max )can be shown so that customer drives in interest and then recharges for it.

Or to avoid loss , extreme entertainer ala carte can go together with any of the hindi gec/movies ala carte which is free of cost for the organization but customers are charged if they want to view those channels.

[79]

 Promotion can also be done by sending sms as most of the customers do not have the idea that there are any kind of ala cartes available as well. Recharging value for the FTA customers should be decreased just on a trail basis to RS. 100 as it was also a problem for many of the customers as they find it costly and were unable to recharge .

FREE SERVICE CUSTOMERS RECOMMENDATIONS ON THE SUBS WHO WERE GIVEN FREE OFFERS BUT DID NOT UPGRADED
Problems with the channel ( LIFE OK in particular)and some others channels as well appeared as the customers complained that it was taken back without even notifying them and when they have paid for it why is it taken back?

Recommendation: even if the channel has to be taken back or some changes has to be done, the customers should be notified in advance.

70 % of the customers were ready to take free previews of the channels and 45% believed that it should for a minimum duration of 10-15 days.

Recommendation: the free preview can work if customers are shown channels of their interest for example, if a customer is on base pack and want to see infotainment, channels of infotainment should be shown to him instead of free preview of the channels according to the organization. It should be customer oriented

Cash back offer was unnoticed by some of the customers and when asked for the same, they answered that the offer was messaged to them so it went unnoticed.
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Recommendation: in this case voice message should be sent or call should be made to the customers.

56 % also agreed for taking the ala carte but only if interests them.

Recommendation: instead of showing general ala carte, the customer preferred ala carte should be shown to him so that he subscribes for it.

Sms and call from the call centres is the best mode to provide updates to the customers as 23 % agreed for it.16 % also agreed for the on-TV messages.

Sms is the best mode to avail the offer , 80 % of the customers agreed to this.

Major reasons that came out why they do not wanted any upgrade is that they are satisfied with their current pack.

Customers also complained that during light rains or even heavy winds, the signal quality is either low or the channels becomes unavailable. This should be addressed.

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ALA CARTES BEING USED

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After doing all the research work and coming on to the various recommendations two out of many different ala cartes were found to be appropriate if promoted in a correct way to the customers. These are:

EXTREME ENTERTAINER ALA CARTE

UTV PACK

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OFFERS AND PRICES :

OFFER 1:
Extreme entertainer given for 6 months along with utv pack(movies,action,bindass) free for 3 months (Pay for 6 months and get utv pack free for 3 months)
Ala carte name Extreme entertainer Utv pack Cost/month( Rs.) 35 33 Total months 6 3 Total price( Rs.) 210 99

Offer Price = Rs.199 for 6 months

OFFER 2:

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Extreme entertainer given for 6 months and being charged for 5 months (Pay for 5 months and get 6 months subscription)
Ala carte name Extreme entertainer Extreme entertainer Offer Price = Rs.175 Cost/month( Rs.) 35 35 Total months 6 5 Total price( Rs.) 210 175

Extreme entertainer given for 6 months and being charged for 5 months with 1 month utv pack free (Pay for 5 months, get 6 months viewing with utv pack free for 1 month)
Ala carte name Extreme entertainer Extreme entertainer Utv pack Cost/month (Rs.) 35 35 33 Total months 6 5 1 Total price (Rs.) 210 175 33

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Modes being referred for customers:

Free services
Free preview of channels Cash back offers Free ala carte

Modes
OMM is best suited VM is best suited SMS and OMM

FTA MESSAGE DESIGN

OMM English
Watch STAR PLUS, SONY ENT. , SAHARA ONE, LIFE OK and SAB TV Enjoy 5 channels @Rs.35pm only To take this recharge now! Total 26 114 30 30

Character length
28

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Hindi
Dekhiye STAR PLUS, SONY Ent., SAHARA ONE, LIFE OK aur SAB TV sirf Rs. 35 prati mahiney mein Aaj hi recharge kariye !
Total

Character length
29

30

30

24 113

SMS
English Charac ter length
LIFE OK, STAR PLUS, SONY Ent., SAHARA ONE and SAB TV. Enjoy these 5 entertainment channels at just Rs.35pm. To subscribe to this pack, RECHARGE NOW 148 Dekhiye LIFE OK, STAR PLUS, SONY Ent., SAHARA ONE aur SAB TV sirf Rs. 35 prati mahina ke shulk mein. Dekhne ke liye aaj hi apna DISHTV recharge kariye

Hindi

Char acter lengt h

150

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VOICE MESSAGE
Dekhiye life ok, star plus,sony, sahara one and sab tv sirf Rs. 35 prati mahina. Dekhney ke liye aaj he apna DISHTV recharge kariye

ADDITIONAL MESSAGE DESIGNING FOR Annual sports pack messages for FTA customers
Voice message
Dekhiye Sports Unlimited pure 1 saal keliye! 10 sports channels jaise Star Cricket, Ten Cricket, ESPN, Star Sports,7 news channels jaise Aaj tak, India tv, ABP news aur 53 DD k channels jaise B4U movies, ETC, Star Utsav pure 365 dino keliye Annual Sports pack ke saath sirf 1990 rupaye mein, yani prati din ke sirf Rs. 5.45. Aaj he is annual sports pack se apna dish tv recharge karein!

Sms main
Hindi Character

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length Dekhiye Sports Unlimited pure 1 saal keliye 10 sports chls jaise Star Ckt, Ten Ckt, ESPN ke sath 60 aur manoranjak chls sirf Rs1990 wale annual sports pack mein 160

OMM
Hindi Sports unlimited 1 saal k liey
Star Ckt,Ten Ckt, ESPN ke sath 60 aur chnls sirf Rs1990 mein Annual Sports pack recharge karaye Aj hi recharge karaye

Character length 30 30 29 34 21 123/110

Total

PROCESS DOC TO BE RELEASED

FTA Special 6 Month a-la-carte pack Process Name :Process Owners :(Jul 24, 2012)

Extreme Entertainer 6 Months pack FTA Packaging & Pricing Marketing, Communication to the market Marketing & Sales & Customer Service Backend Configuration- I.T. Terms & Conditions: Legal

A research was conducted on the FTA subs in which 78% of the customers Background:wanted the extreme entertainer ala carte along with hindi movies . Also to promote the ala carte as most of the customers were unaware about the channels and services that they can enjoy on their dish tv. Process Objectives : To increase ala carte penetration among FTA subs To provide value for money long duration a-la-carte packs to FTA subs

[89]

Process Details :-

Offer: Extreme entertainer given for 6 months along with UTV pack (movies,action,bindass) free for 3 months (Pay for 6 months and get UTV pack free for 3 months)

Ala carte name

Cost/month(Rs.)

Total months

Total price( Rs.)

Extreme entertainer Utv pack Total

35

210

33

99 309

Offer Price = Rs.199 for 6 months

Applicable to

Select base of North Gold Cricket + North Family Pack Subs Active Recharge Mode subs of

Targets & Costing Financials in Annexure. Timeline (if any) : Start Date End Date Geography it is meant for Other details / Caveats need to be specified ROI region

1. Offer applicable to Active Recharge mode subscribers of Gold cricket &

North Family Pack subscribers.

2. Cash Back of Rs.10 will be given in 2 parts, once every 30 calendar

days.

3. This offer is not available to Commercial, corporate, VIP, Complimentary

and Non billable connections.

4. This Cash Back offer can be availed only if the subscriber has remained
active on this a-la-carte pack from the date of subscription to the date of Cash back. Subscriber will not get Cash back in case he remains

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deactive for >=30days, starting from the date of subscription.

PROMOTIONAL EFFECT ON FTA CUSTOMERS

Promotion ala carte Extreme Entertainer

Total Viewers 71,861

Mode of sending update SMS, OMM

Rounds

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Message processed 55,255

Viewers before Promotion date promotion( 26th july) 27th JULY 12

Viewers after promotion( 31st july) 44

Change in viewership after promotion 32 73% % increase

CASE STUDY
Direct-to-Home (DTH) in India: Direct to Loss?

This case study is written to raise an interesting debate on Even for a disruptive innovation to be successful, a minimum scale is required. The minimum scale is a function of value offered and value perceived at least in the beginning. After cable TV entered India in the early 1990s, the face of entertainment changed drastically. In a short time, Cable TV made rapid penetration in rural as well as urban India. However, the inherent nature of the industry, that operated like a cartel dominated by the Local Cable Operators (LCOs) created many problems operationally and otherwise. For the
[92]

parties involved in the industry (broadcaster and cable networks), the major problem was the extent to which LCOs understated the subscription fees. Subscribers too were upset as the cheap and unbranded equipments used by LCOs resulted in poor program quality and frequent disturbances in signal transmission. The Conditional Access System (CAS) introduced in 2003, also failed to check the problem as many subscribers were unwilling to switch from the cheap cable alternative. In 2003, another option - Direct-to-Home (DTH) emerged to give a tough competition to the LCOs. In a short time, many DTH providers Dish TV, Tata Sky and Sun direct - mushroomed in the country and succeeded in making a humble beginning through aggressive marketing. As of 2007, Dish TV had 1.9 million subscribers, while Tata sky had 1.5 million subscribers. However, these numbers were not sufficient to compensate for the losses that they were making. Despite such a scenario, new players - Reliance and Bharti Airtel are planning to venture in DTH business and capture a major pie of the market. The case has been structured to analyse and understand: The reasons for the growth of Cable TV ? Why a substitute for Cable TV was needed ? The advantages of DTH over Cable TV ? Why the DTH companies are incurring losses ? The future potential of the DTH Industry ? Whether DTH companies can pick up scale and be profitable in the future. ?

Introduction:
Since Cable TV entered India in 1992, entertainment on television has grown rapidly. Out of the 71 million TV households in 1999, 32 million had access to Cable TV. However, along with the soaring viewership complaints on quality also increased. In the cable industry that runs like a cartel, the control lay with Local Cable Operators (LCOs), who operated in an unorganised and fragmented way. Viewers had to adjust with poor quality signals, limited choice of channels and frequent hikes in subscriptions. As a solution to the problem, many alternatives were tried. In mid-1990s, Multi-System Operators (MSOs) emerged and in 2003, Conditional Access System (CAS) was introduced to provide better services to the viewers
[93]

through digitisation. However, in spite of offering several advantages over the LCOs, these options did not work well in the Indian market. In 2003, a new service, DTH (Direct-to-Home) - a digital transmission of signals directly to the subscribers' homes through a Set Top Box (STB) entered India. Dish TV launched by Zee TV promoters (Essel Group) was the first and the leading DTH service provider in India followed by Tata Sky. To lure customers, DTH players spent heavily on marketing and slashed prices. However, in the process they incurred heavy losses. Surprisingly, this did not stop new players from entering the market. Two cash-rich companies - Reliance and Bharti Airtel - are preparing to flex their muscle in 2008. With a much cheaper and better offering, while these companies are planning to capture a major pie of the market share, the question is - can they make profits in this so far loss-making market? Cable TV in India Till the emergence of Cable TV in India, Doordarshan was the only broadcasting network. It televised public educative and socio-economic development programmes and operated as an 'advertisement-free' electronic media. For quiet some time, Doordarshan's viewership was limited. As television was considered a luxury, not many homes owned it. However, with the Asian Games held in Delhi in 1982, and the introduction of colour television sets in the same year, peoples' attitude started changing... DTH in India Digitalisation of Cable TV took a new form when DTH was launched in India in 2003. Although DTH services were proposed in India way back in 1996, it was banned for 6 years as the government rejected approval due to concerns over national security and cultural invasion. To prevent the implementation of DTH service, even the cable operators had heavily lobbied the government... The New Indian Consumer India's rapid economic growth since the 1960s brought about many changes in its consumers. Increase in per capita GDP, resulted in a rapidly growing middle class (there are nearly 50 million middle class people in India), who with a greater purchasing power were influencing the consumer markets. Since 1995, Indians, earning between INR 90,000 and INR 200,000 ($1,969-$4,376) had grown from 18% to 41% in 2005. Known as aspirers, this section is expected to spend up to $1.76 trillion by 2025...

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REFERENCES
http://ygraph.com/graphs/pestanalysis-20111014T001517-x3rhav6.gif http://www.dishtv.in/Library/Images/Mgmt.%20Discussion%20& %20Analysis905787964.pdf http://www.dishtv.in/ http://www.defcon.org/images/defcon-11/dc-11-presentations/dc-11-OldSkoolS/dc-11OldSkoolS.pdf http://agropedia.iitk.ac.in/openaccess/sites/default/files/MDC%2023.pdf
[95]

http://www.imediaconnection.in/article/834/Digital/DTH/dth-gathers-traction-in-indiatouches-44-million-subscribers.html http://www.scribd.com/doc/33807723/Summer-Report-on-DISH-TV http://www.ibscdc.org/Case_Studies/Strategy/Business%20Models/Direct-to-Home-Case %20Study.htm http://www.google.co.in/#hl=en&sclient=psyab&q=literature+review+on+dth+services+in+india&oq=literature+review+on+dth+services +in+ind&gs_l=serp.3.0.33i29.3092.18678.0.20217.30.27.0.3.3.0.349.5405.1j15j10j1.27.0...1 .0...1c.--7qmnmyq4&pbx=1&bav=on.2,or.r_gc.r_pw.r_qf.&fp=30dab6167dc53905&biw=1097&bih=554 http://esselgroup.com/ http://en.wikipedia.org/wiki/Essel_Group http://en.wikipedia.org/wiki/Dish_TV https://mail-attachment.googleusercontent.com/attachment/? ui=2&ik=cbb1a934f1&view=att&th=137df42666c37c53&attid=0.2&disp=inline&realattid= f_h3ck34v80&safe=1&zw&saduie=AG9B_P8mFpAuqApWy7xqgSvyon8d&sadet=134620 8618799&sads=7vCrpGD3LD7InRy1dNgU2vZ4llE&sadssc=1 www.thehindubusinessline.com http://www.saveondish.com/forum/T-exclusive-dishtv-fta-offer-for-90-deactive-subscribersget-all-fta-channel-600-and-choose-any-alacarte-pack http://www.wikihow.com/Install-and-Setup-Free-to-Air-Satellite-TV-Program-ReceiverSystem http://www.incrediblefta.com/freetoair/# http://www.wikihow.com/Install-and-Setup-Free-to-Air-Satellite-TV-Program-ReceiverSystem

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[97]