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Market Research Undergone at

Hutch
On

Retailers Network Management


Prepared by Class Roll No. Seat No. Academic Year College ::::::Amit c lunagariya T.Y. B.B.A 2 !- " R.P B#alodia College

Submitted to Sauras#tra $ni%ersity &uided by'r.(uldeep )obanputra

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Declaration
. t#e undersigned Amit c lunagariya. a student o/ T.Y. B.B.A0 #ere by declare t#at t#e pro)ect ,or( presented in t#is respect is my o,n ,or( and #as been carried out under t#e super%ision o/ Mr.kuldeep jobanputra o/ R.P B#alodia College 0 Ra)(ot. T#is ,or( #as not been pre%iously submitted to any ot#er uni%ersity /or any ot#er e1amination. 2ate : Place : Student Sign ------------------Amit c lunagariya 3T.Y. B.B.A4

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Preface
.n t#is era o/ globali5ation ,#ere e%ery minute .ndia is mo%ing a step a#ead and e1panding it #ori5ontally0 management in .ndia is #eading to,ards a pro/ession. T#e demand /or management6s pro/essionals is increasing day by day. .n suc# a competiti%e surroundings it becomes a re7uirement to #a%e an edge o%er ot#ers and B.B.A is suc# a course0 ,#ic# #elps and assists students in doing t#at. T#e practical studies are treated as a di//erent sub)ect in B.B.A ,#ic# #elps t#e students in practically applying t#eir t#eoretical (no,ledge. .t #elp us to /ace competition0 builds up our con/idence and also add somet#ing to our personality. +%er and abo%e in t#is /ast mo%ing economy0 #ere practical studies play an important role in moulding our carriers.

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Acknowledgement

. am muc# obliged to e1press my deep gratitude to all t#e personalities ,#o spared t#eir %aluable time and ga%e me #elp/ul cooperation and guidance /or my Pro)ect Report. . am #eartily great/ul to t#e management o/ S#ree R.P B#alodia particularly to t#e inc#arge 'r.(uldeep )obanputra /or #er #elp/ul co-operation0 inspiration0 interest and %aluable guidance in preparing t#is report. .t is a matter o/ a great pleasure and e1citement /or me ,#en 'r. Ra)i% Sing# and 'rs. 8annan 'e#ta permitted me to carry out pro)ect report in t#is company. . e1press my sincere t#an(s to bot# &entleman and sta// members /or de%oting t#eir %aluable time and pro%iding e1treme co-operation and guidance. 9ast but not least0 . ,ould li(e to e1press my sincere t#an(s to all respondents0 /riends and /amily members ,#o #a%e #elped me in preparing report t#roug# t#e preparation o/ t#is report.

2ate : Place :

Student Sign -------------------Amit c lunagariya 3T.Y. B.B.A4

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INDEX
Sr. No. 1 2 3 4 " % + , 1. 11 12 Particulars General Information Company Profile Marketing Department of the Company Retailers Network Management Market Resear!h #$t$re Plans &'() *nalysis &$ggestion Contri-$tion My (-ser/ations Con!l$sions 0i-liography Page No 6 21 27 42 53 83 85 91 93 95 97 100

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GENERAL INFORMATI ON

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CONTENTS
Sr. No. 1 2 3 4 Particulars
Intro1$!tion (/er/iew 2 3$t!hCell$lar 4imite1 5ision 3istory 6 De/elopment of the Company *!hie/ements 6 *!!re1it ions

Page No
+ 1. 11 12 1+

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Introduction
:*9 is a leading global telecommunications and data ser%ices pro%ider operating ,it# a #ig# gro,t# strategy in ;" countries. .t is a dynamic and agile player ,it# a strong trac( record as:

T#e /irst to mar(et ,it# an international <& %ideo mobile net,or( under t#e =3> brand? +ne o/ t#e most agile and pro/itable 2& mobile %oice and data net,or( operators? and As a ma)or o,ner and operator o/ t#e /ibre optic broadband and /i1ed-line net,or(s in :ong 8ong0 ser%ing as a telecoms gate,ay to C#ina.

:*9 started mobile business in ;@A< in our #ome mar(et o/ :ong 8ong and no, ser%es o%er B million customers. +ur array o/ telecommunications and data net,or( o//erings pro%ides a dept# o/ tec#nological (no,ledge and insig#t into emerging consumer trends. T#is breadt# o/ ser%ices in so many mar(ets around t#e ,orld also allo,s our operations to e1ploit opportunities0 synergies and our critical mass in order to maintain our leaders#ip position. +ur telecommunications and data in/rastructure support o//erings in t#e areas o/ mobile telep#ony 3%oice and %ideo based multimedia40 /ibreoptic broadband net,or(s0 /i1ed-line ser%ices and radio broadcasting. :*9 is proud to be t#e /irst international pro%ider o/ <& %ideo mobile ser%ices and an early adopter o/ t#e latest and most promising mobile p#one tec#nology. *#ile ot#er operators are )ust no, rolling t#eir t#ird-generation mobile ser%ices in late 2 B0 3 #as been success/ully operating <& net,or(s and e7uipment in t#e Australia0 Austria0 2enmar(0 :ong 8ong0 .reland0 .srael0 .taly0 S,eden and t#e $nited 8ingdom since early 2 <. *e ,ere also t#e /irst operator in :ong 8ong to introduce <& %ideo mobile ser%ices in Canuary 2 B.

Anot#er o/ our ma)or telecommunications subsidiary is :utc#ison Telecommunications .nternational 9imited 3:utc#ison Telecom40
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,#ic# ,as listed on t#e :ong 8ong and Ne, Yor( stoc( e1c#anges in +ctober 2 B. :utc#ison Telecom #as a signi/icant presence0 and in many cases is a mar(et leader0 in nine dynamic mar(ets0 operating or rolling out mobile ser%ices in :ong 8ong and 'acau0 .ndia0 .srael0 T#ailand0 Sri 9an(a0 &#ana0 .ndonesia and Dietnam. T#e <& net,or( in :ong 8ong and a /i1ed-line telecom running t#ere on a /ibre optic net,or( is also part o/ t#e :utc#ison Telecom business. :utc#ison Telecom is built on a #ig#-gro,t# strategy /ocused on mobile telecommunications ser%ices mar(ets ,it# economic prospects and good demograp#ics. A number o/ :utc#ison Telecom mar(ets suc# as .ndia remain signi/icantly under penetrated and o//ers signi/icant opportunities /or /uture gro,t#. .n ot#er mar(ets suc# as :ong 8ong and .srael0 mobile p#one penetration is #ig#er but customers are %ery eager to adopt ne, ser%ices and applications0 o//ering gro,t# prospects in pro%iding tec#nologically-ad%anced %alue-added ser%ices.

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Overview Hutc

!imited - At A &lance

NA'E +- T:E C+'PANY S.FE +- T:E $N.T -+R' +- +R&AN.FAT.+N *EB S.TE RE&.STER +--.CE

:::::-

YEAR +- ESTAB9.S:'ENT : :ong cong STA&E +- PR+2$CT : NA'E +- T:E SERD.CE :-

-ascel 9imited 9arge scale unit 'ultinational Co. ,,,.#utc#.in -ascel 9imited !t# -loor0 Sa(ar G ..0 Allias Bridge0 A#medabad. .n t#e year o/ ;@A<in 'aturity Post Paid Cards Prepaid Cards S#ort 'essage Ser%ice Doice 'ail Ser%ices :utc#Po,er Ser%ice ;H ;4 :utc#sion *#ampoa @:< to ": 3; #our brea(4 /or 9unc#

No. o/ people ,or(ing in t#is $nit 3in Ra)(ot4 NA'E +- 2irector S:.-TS

:::-

9ATEST SC:E'E :;. Rs. ! ; tal( time on prepaid card o/ Rs. ! ; 2. Rs. ;@@ rental plan in postpaid SA9.ENT -EAT$RE :;. .t is t#e biggest so /ar as on t#e #istory o/ telecom corporate o/ .ndia. 2. :utc# ,as launc#ed t#roug# t#e merger ,it# Essar. <. -ully computeri5ed operations B. .t is t#e largest telecommunication co. in t#e ,orld o//ering a complete range o/ communication ser%ices
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"i#ion
T#e Brand :utc#0 #as t#e /ollo,ing %ision de%eloped /or itsel/:

=Through continuous innovation, Hutch promises to liberate, stimulate customers from the shackles of time and spaces>

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Hi#tor$ % Develo&ment of t e com&any


Hutchison Whampoa Limited (HWL) is a leading international corporation committed to inno%ation and tec#nology ,it# businesses spanning t#e globe. .ts di%erse array o/ #oldings range /rom some o/ t#e ,orldIs biggest port operators and retailers to property de%elopment and in/rastructure to t#e most tec#nologically-ad%anced and mar(eting-sa%%y telecommunications operators. :*9 reports turno%er o/ appro1imately :822B2 billion 3$S2<; billion4 and :82 ;2B billion 3$S2;! billion4 /or t#e year ended <; 2ecember 2 H and /or t#e unaudited results /or t#e si1 mont#s ended < Cune 2 ! respecti%ely. *it# operations in H! countries and o%er 22 0 employees ,orld,ide0 :utc#ison #as /i%e core businesses - ports and related ser%ices? property and #otels? retail? energy0 in/rastructure0 in%estments and ot#ers? and telecommunications. :utc#isonIs ac#ie%ements include being:

t#e ,orldIs leading port in%estor0 de%eloper and operator ,it# BB ports across Europe0 t#e Americas0 Asia0 t#e 'iddle East and A/rica. t#e largest #ealt# J beauty retailer in t#e ,orld ,it# *atsons Your Personal Store0 2C0 2rogas0 8ruid%at 0 Rossmann0 Sa%ers0 Superdrug0 Tre(pleister0 Spe(tr0 'arionnaud0 .C. PAR.S K9 and T#e Per/ume S#op. one o/ AsiaIs largest retailers t#roug# t#e *atsons Your Personal Store0 *atsons pure beauty0 PAR8nS:+P supermar(et0 TASTE /ood galleria0 &+$R'ET bouti7ue style /ine /ood #all0 &reat -ood :all0 -ortress electrical appliances store0 *atsonIs *ine Cellar and Nuance-*atson airport duty /ree operator. a pioneer o/ mobile multimedia communications ,it# t#e launc# o/ t#ird-generation 3<&4 mobile p#ones and net,or(s under t#e L3L brand. a %isionary and international telecommunications operator t#roug# :utc#ison Telecommunications .nternational 9imited 3:utc#ison Telecom4 ,#ic# pro%ides mobile p#one net,or(s
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and data ser%ices in nine dynamic mar(ets in Asia0 t#e 'iddle East and A/rica. :utc#ison *#ampoa 9imited is among t#e largest companies listed on t#e main board o/ t#e :ong 8ong Stoc( E1c#ange. -lags#ip companies include :utc#ison Port :oldings0 :utc#ison *#ampoa Properties0 A.S. *atson0 C#eung 8ong .n/rastructure and :utc#ison Telecom. :utc#ison dates bac( to t#e ;A s and ,#ile its operations no, span t#e globe0 it continues to remain based in :ong 8ong. :utc#isonIs e1ecuti%es and sta// are a multicultural mi1 as di%erse as t#e reac# o/ t#e corporationIs operations. :utc#ison #as a strong commitment to t#e #ig#est standards o/ corporate go%ernance0 transparency and accountability - principles ,#ic# #a%e been recognised by t#e receipt o/ numerous a,ards and commendations. orts and !elated "er#ices :utc#ison Port :oldings 3:P:4 operates in 22 countries. T#e port and related ser%ices group operates a total o/ 2HH bert#s in BB ports. .t operates in /i%e o/ t#e se%en busiest container ports in t#e ,orld. .ts #ead7uarters are at :ong(ong .nternational Terminals0 t#e ,orldIs largest and busiest pri%ately-o,ned container terminal operator. :P: #andled a total t#roug#put o/ H;.A million t,enty-/oot e7ui%alent units 3TE$s4 in 2 H. .n t#e $nited 8ingdom0 it o,ns t#e Port o/ -eli1sto,e 3t#e countryIs largest40 :ar,ic# .nternational Port and T#amesport. :P: also #as a substantial interest in ports in Rotterdam0 in t#e Net#erlands0 Belgium0 &ermany0 Poland0 Spain0 .ndonesia0 8orea0 'alaysia0 'yanmar0 T#ailand0 Pa(istan0 Egypt0 Tan5ania0 +man0 Saudi Arabia0 Argentina0 t#e Ba#amas0 Ecuador0 'e1ico and Panama. T#e &roup is also in%ol%ed in t#e in%estment0 de%elopment and operations o/ a number o/ deep-sea and coastalMri%er ports in 'ainland C#ina.
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roperty and Hotels -rom landmar( o//ice buildings on :ong 8ongIs s(yline to lu1ury residential properties in t#e $nited 8ingdom0 :utc#ison *#ampoa Properties 9imited de%elops and in%ests in leading real estate pro)ects. T#e &roup pioneered t#e concept o/ Lgarden cityL large-scale pri%ate #ousing estates in pleasant settings in :ong 8ong ,#ic#0 t#an(s to t#eir success0 are e1tended to C#ina. T#ese include Sout# :ori5ons and *#ampoa &arden. 9andmar( buildings in t#e &roupIs port/olio include t#e !2-storey C#eung 8ong Center in t#e Central district o/ :ong 8ong0 t#e +riental Pla5a in Bei)ing0 and T#e Center in S#ang#ai. Prestigious residential properties in t#e $nited 8ingdom include Royal &ate 8ensington0 Belgra%ia Place and Albion Ri%erside. +t#er #oldings include a sta(e in t#e Paci/ic Century Place 'arunouc#i o//ice and #otel to,ers beside To(yo Station and a beac# and gol/ resort in t#e Ba#amas. T#e &roup0 toget#er ,it# C#eung 8ong 3:oldings4 9imited0 #as set up a )oint %enture company0 :arbour Pla5a :otel 'anagement 3.nternational4 9imited0 to operate and manage #otels under t#e port/olio o/ t#e :utc#ison Property di%ision. !etail A.S. *atson J Co.0 9imited 3AS*40 t#e &roupIs retail arm0 operates o%er "0! retail stores in <B countries ,orld,ide. .n Asia0 its /lags#ip retail c#ains are: *atsons Your Personal Store0 *atsons pure beauty0 PAR8nS:+P supermar(et0 TASTE /ood galleria0 &+$R'ET bouti7ue style /ine /ood #all0 &reat -ood :all0 -ortress electrical appliances store0 *atsonIs *ine Cellar and Nuance-*atson duty /ree operator. .n Europe0 AS*Is retail net,or( comprises nine #ealt# and beauty c#ains: 2C0 2rogas0 8ruid%at0 Rossmann0 Sa%ers0 Superdrug0 Tre(pleister0 Spe(tr and *atsons Your Personal Store0 as ,ell as t#ree lu1ury per/umeries and cosmetics retail brands: 'arionnaud0 .C. PAR.S K9 and T#e
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Per/ume S#op. A.S. *atson is t#e ,orldIs largest #ealt# and beauty retailer. $nergy% &n'rastructure% &n#estments and Others C#eung 8ong .n/rastructure 3C8.40 t#e &roupIs in/rastructure arm0 is a di%ersi/ied in/rastructure company ,it# businesses in transportation0 energy0 in/rastructure materials0 ,ater plants and related operations. C8.Is businesses span :ong 8ong0 'ainland C#ina0 Australia0 $80 Canada and t#e P#ilippines. T#e &roup #as an interest in :ong(ong Electric :oldings 3:E:40 t#e sole electricity supplier to :ong 8ong .sland and 9amma .sland. :utc#ison is also a ma)or s#are#older o/ :us(y Energy0 one o/ CanadaIs largest energy and energy related companies. .n%estments and +t#ers di%ision mainly represents :utc#ison *#ampoa 3C#ina40 listed subsidiary :utc#ison C#ina 'ediTec# 9imited and :utc#ison :arbour Ring and listed associated company T+' &roup. Hutchison Whampoa (China) Limited0 t#e in%estment arm o/ :*9 in 'ainland C#ina0 is acti%ely engaged in a number o/ %entures and ot#er acti%ities. T#ese in%estments include t#e manu/acture and distribution o/ #ealt#care0 personal care and traditional C#inese medicine products0 t#e pro%ision o/ aircra/t maintenance0 engineering and cabin cleaning ser%ices0 t#e pro%ision o/ logistics ser%ices0 t#e operation o/ a rice /arm and rice trading0 #otel o,ners#ip as ,ell as t#e manu/acture o/ optical transmission e7uipment. Hutchison China MediTech Limited (C#i-'ed40 is a subsidiary o/ :*9. C#i-'ed0 t#e #olding company o/ a p#armaceutical and #ealt#care group based primarily in 'ainland C#ina0 is listed on t#e Alternati%e .n%estment 'ar(et o/ T#e 9ondon Stoc( E1c#ange Plc 3stoc( code: :C'4. C#i-'ed /ocuses on researc#ing0 de%eloping0 manu/acturing and selling p#armaceuticals0 #ealt# supplements and ot#er consumer #ealt# and personal care products deri%ed /rom Traditional C#inese 'edicine 3TC'4 and botanical ingredients. T#e
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o%erall aim o/ C#i-'ed is to dra, on t#e untapped ,ealt# o/ (no,ledge and #istory o/ usage in t#e TC' industry to de%elop p#armaceutical and consumer products /or t#e global mar(et. Hutchison Harbour Ring Limited is listed on t#e Stoc( E1c#ange o/ :ong 8ong 3stoc( code: ";H40 is a leading toy manu/acturer and a supplier and manu/acturer o/ consumer electronic products as ,ell as a licencing and sourcing ser%ice pro%ider. T#e company also #olds in%estment properties in t#e 'ainland. TOM Group Limited is listed on t#e 'ain Board o/ t#e Stoc( E1c#ange o/ :ong 8ong 3stoc( code: 2<A<4. A leading C#ineselanguage media conglomerate in &reater C#ina0 T+' &roup #as di%erse business interests in /i%e (ey areas: .nternet 3T+' +nline40 +utdoor 'edia 3T+' +utdoor 'edia &roup40 Publis#ing0 Sports0 Tele%ision and Entertainment across mar(ets in 'ainland C#ina0 Tai,an and :ong 8ong. .n eac# o/ t#e areas it operates0 T+' &roup #as secured mar(et leaders#ip. T#e &roup ,as /ounded in +ctober ;@@@ as a )oint %enture bet,een :utc#ison *#ampoa0 C#eung 8ong 3:oldings4 9imited0 and ot#er strategic in%estors. :ead7uartered in :ong 8ong0 t#e &roup #as regional #ead7uarters in Bei)ing0 S#ang#ai and Taipei ,it# o%er <0A employees in more t#an 2 cities. (elecommunications :*9 is one o/ t#e leading o,ners and operators o/ telecommunications0 o//ering a ,ide range o/ related ser%ices in ;" countries. T#ese include t#irdgeneration 3<&4 multi-media mobile telep#ony0 &S' mobile p#one systems0 /i1ed-line ser%ices0 /ibre optic broadband net,or(s as ,ell as radio broadcasting. +perating under t#e L3L brand0 :*9 is leading t#e ongoing re%olution in t#e <& arena. :*9 ,as one o/ t#e /irst operators in t#e ,orld to introduce <& ser%ices0 en#ancing peopleIs li%es ,it# a %ast range o/ multimedia mobile contents. :*9 o,ns <& licences in ;; mar(ets: Australia0 Austria0 2enmar(0 :ong 8ong0 .reland0 .srael0 .taly0 'acau0 Nor,ay0 S,eden and t#e $nited 8ingdom0 and no, #as a customer base o/ o%er ;<.H million.
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:utc#ison Telecommunications .nternational 9imited 3:utc#ison Telecom4 /ocuses on dri%ing /uture gro,t# in de%eloping mar(ets ,#ile using t#e &roupIs leading tec#nology position to /urt#er de%elop ad%anced ser%ices /or demanding subscribers in more sop#isticated0 #ig#-demand mar(ets. .t operates or is rolling out mobile telecom ser%ices in :ong 8ong and 'acau0 .ndia0 .srael0 T#ailand0 Sri 9an(a0 &#ana0 .ndonesia and Dietnam0 plus a <& net,or( in :ong 8ong. -i1ed-line telecom ser%ices are also pro%ided in :ong 8ong. A ,ide range o/ ser%ices is pro%ided by :utc#ison Telecom encompassing %oice ser%ices 3including en#anced calling /eatures40 broadband data and multimedia ser%ices0 mobile and /i1edline .nternet and intranet ser%ices0 .22 and international roaming ser%ices0 band,idt# ser%ices0 data centre ser%ices0 system in/rastructure and application solutions ser%ices.

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Ac ievement# % Accredit ion#


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you assume any costs relating to t#e abo%e. :utc# reser%es t#e rig#t to c#arge /or access to certain in/ormation on #utc#.in. :utc# ,ill in/orm you ,#ere a c#arge ,ill be incurred by you /or accessing certain ser%ices or in/ormation on #utc#.in. H. ./ your PC does not support rele%ant tec#nology including but not limited to encryption you may not be able to use certain ser%ices or access certain in/ormation on #utc#.in. !. You may not mirror any material contained on #utc#.in on any ot#er ser%er ,it#out t#e prior ,ritten consent o/ :utc#ison Essar 9imited. Any unaut#orised use o/ t#e contents o/ #utc#.in eit#er under t#is clause or clause B abo%e may be in breac# o/ copyrig#t la,s or trademar( la,s. ". You ac(no,ledge t#at :utc# #as no control o%er and e1cludes all liability /or any material on t#e .nternet ,#ic# can be accessed by using #utc#.in. Neit#er can ,e be deemed to #a%e endorsed t#e content. A. By submitting any material to us %ia t#e #utc#.in ,ebsite0 %ia email or ot#er,ise0 you do so in t#e (no,ledge t#at :utc# may copy0 modi/y0 distribute or create a deri%ati%e ,or( /rom t#at content in any /orm. You ,arrant t#at t#e material is /it /or publication and agree to indemni/y us i/ any t#ird party ta(es action against us in relation to t#e material t#at you submit. You ,arrant t#at you belie%e :utc# may publis# t#e material you submit andMor ma(e use o/ it or any concepts described in it in our products or ser%ices ,it#out liability and you agree not to ta(e action against us in relation to it. @. .n a /e, areas o/ #utc#.in. ,e may as( you to pro%ide personal in/ormation t#at ,ill enable us to use t#e in/ormation you pro%ide us ,it# to (eep you in/ormed o/ our latest products and ser%ices a/ter your %isit to #utc#.in. T#e personal in/ormation ,ill be used in accordance ,it# our online pri%acy policy. ; . You agree not to cause0 nor (no,ingly allo, ot#ers to cause0
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any nuisance0 annoyance0 or incon%enience0 ,#et#er to :utc# or any o/ its customers or users o/ #utc#.in by any means. You also agree not to use #utc#.in to transmit or post any material ,#ic# is de/amatory0 o//ensi%e or obscene or menacing c#aracter or ,#ic# may in our )udgement cause nuisance0 annoyance0 incon%enience to :utc#0 or any ot#er person or ,#ic# is illegal. You ,ill not use #utc#.in suc# t#at you ,ould cause t#e ,#ole or part o/ #utc#.in to be interrupted0 damaged0 rendered less e//icient or impaired in any ,ay. ;;. T#e ser%ice is accessed %ia t#e *orld *ide *eb ,#ic# is independent o/ #utc#.in and :utc#. Your use o/ t#e *orld *ide *eb is solely at your o,n ris( and sub)ect to all applicable national and international la,s and regulations. :utc# #a%e no responsibility /or any in/ormation or ser%ice obtained by you on t#e *orld *ide *eb. ;2. :utc# does not accept responsibility /or any de/ects t#at may e1ist or /or any costs0 loss o/ pro/its0 loss o/ data or conse7uential losses arising /rom your use o/0 or inability to use or access or a /ailure0 suspension or ,it#dra,al o/ all or part o/ t#e ser%ice at any time. :utc# e1cludes all liability ,#et#er in contract0 tort 3including liability /or negligence4 or ot#er,ise /or t#e accuracy0 suitability0 7uality or completeness o/ any in/ormation and t#e %alue and integrity o/ goods and ser%ices o//ered by t#ird parties o%er #utc#.in. You ac(no,ledge t#at ,e #a%e no control o%er and ,e e1clude all liability /or any material on t#e *orld *ide *eb0 ,#ic# can be accessed by using #utc#.in. ;<. *e may suspend or %ary t#e ,#ole or any part o/ t#e ser%ice o//ered on #utc#.in /or any reason0 at any time at our sole discretion. ;B. :utc# reser%e t#e rig#t to %ary t#e terms o/ t#is contract /rom time to time0 suc# %ariations becoming e//ecti%e immediately upon posting o/ t#e %aried 9egal Statement on #utc#.in. By continuing to use #utc#.in you ,ill be deemed to accept suc#
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COMPANY PROFIL

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CONTENTS
Sr. No. 1 2 3 4 Particulars
'orl1 wi1e 3$t!h Presen!e of 3$t!h Cell$lar 4imite1 3$t!h Cell$lar 7 )he 0ran1 In the Pipeline

Page No
23 24 2 2"

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'orld 'ide Hutc


:*9 is a leading global telecommunications and data ser%ices pro%ider operating ,it# a #ig# gro,t# strategy in ;" countries. .t is a dynamic and agile player ,it# a strong trac( record as: :*9 started mobile business in ;@A< in our #ome mar(et o/ :ong 8ong and no, ser%es o%er B million customers. +ur array o/ telecommunications and data net,or( o//erings pro%ides a dept# o/ tec#nological (no,ledge and insig#t into emerging consumer trends. T#is breadt# o/ ser%ices in so many mar(ets around t#e ,orld also allo,s our operations to e1ploit opportunities0 synergies and our critical mass in order to maintain our leaders#ip position. +ur telecommunications and data in/rastructure support o//erings in t#e areas o/ mobile telep#ony 3%oice and %ideo based multimedia40 /ibreoptic broadband net,or(s0 /i1ed-line ser%ices and radio broadcasting.

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Pre#ence of Hutc

a Cellular

T#e biggest merger o%er too( place in t#e #istory o/ ,ireless telecommunication ser%ices. T#e /irst time e%er0 t#e Essar group )oined #ands /or ,or(ing toget#er. .n t#e year 2 !. :utc# Cellular operates in And#ra Prades#0 C#attisgar#0 &oa0 &u)arat0 'ad#ya Prades# and 'a#aras#tra 'umbai And 2el#i :utc# Cellular is committed to ac#ie%ing total co%erage. .ts ad%anced Cellular net,or( build up #elps :utc#Cellular o//er seamless co%erage in o%er ; to,ns and unsurpassed #ig#,ays co%erage across all its circle o/ operation. T#ese include 2< districts /rom And#ra Prades#0 H< cities across 'ad#ya Prades#0 entire &u)arat0 B (ms o/ #ig#,ay across AH to,ns and cities. .t is t#e /irst cellular operator in .ndia to o//er uninterrupted #ig#,ay co%erage across all its circle o/ operations.

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Hutc

Cellular T e (rand)
:::::utc# Cellular 9td. Young and -unc(y *orld class Cellular

Brand Name Brand Person Brand 2eli%ery Telep#ony Brand Presence 'ad#ya

,it# %alue Added Ser%ices .n t#e state o/ &u)arat0 Prades#0 'a#aras#tra0 &oa0 And#ra Prades#0 C##atisgar#0 2el#i.

Brand Colour Signi/icances O T#e S(y Blue bac(ground O Pin( Colour O *#ite Colour Te1t O T#e :utc# Brand 9aunc#

::::::-reedom Yout# J Energy Solidarity .nno%ation

; t# 'ay0 2 2 A media spent o/ Rs. ; -;2 crores in T.D ad%ertisements0 Print ads0 'urals0 brand launc# parties0 P.R.Campaigns0 in all a #ig# decibel and 2iscussed launc#.

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In t e Pi&eline
T#e current period is a %ery crucial one /or all t#e cellular operators in .ndia0 due to a simple reason o/ a cold cellular ,ar being on0 internally ,it#in t#e competitors as ,ell as e1ternally to be /oug#t ,it# t#e *99 and t#e TRA.. T#is being t#e gestation period /or t#e *990 cellular operator to be in t#e mar(et #a%e to launc#0 inno%ate and impro%e t#eir sc#emes on a more customer /riendly based0 so t#at t#eir clientele is intact. .n suc# a situation price crunc#es on outgoings0 /ree incoming calls0 /ree airtime0 and ot#er inno%ated and users-/riendly %alue added ser%ices are t#e only options. To be intact at ,#at :utc# Cellular is today0 also re7uires to carry out any o/ t#e abo%e options and t#us t#e one ma)or plan in t#e pipeline0 coming in ,it#in "-A mont#s is to e1ceed customer usage o/ cellular p#ones t#an landline users ,#ic# presently is ; crore0 compared to landline users o/ B corers. Secondly to de%elop and synergies on suc# %alue Added Tec#ni7ues t#at are customer /riendly and bene/icial to t#e society. T#irdly in t#e coming mont#s t#ey are planning to reduce t#e cost o/ airtime0 so t#at t#ere is a bene/it to t#e users. A /e, more cell site launc#es0 appointments o/ customers con%enience center0 Retailers and distributors are in t#e pipeline0 ,#ic# ,ould be bene/icial to all concerned.

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MAR! "I N# $ PAR"M N" OF COMPANY

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Content#
Sr. No. 1 2 3 4 " % + Particulars
Importan!e of marketing Department (rgani8ation Chart Marketing 7 9ester1ay 6 )o1ay *1/ertising 4 Ps of marketing Market &hare Co/erage Maps of G$:rat Competitors

Page No
2, 3. 31 32 34 3, 4. 41

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I*PO+TANCE O, *A+-ETIN. DEPA+T*ENT


'ar(eting is t#e /ocus point o/ all business acti%ities because t#e ob)ecti%es o/ all business enterprise are to satis/y t#e needs and ,ants o/ t#e customers. Production and purc#ase #as no meaning unless a /irm is able to mar(et t#e goods and ser%ices. Not#ing #appens unless somebody sells somet#ing. 'ar(eting is t#e distinguis#ing /eature o/ business. A business is essential part /rom all ot#er #uman organi5ation by t#e /act t#at it mar(ets t#e product or ser%ices. 'ar(eting is t#e basic operati%e /unction o/ all business /irms. .t ser%es on t#e basis o/ business planning and generates re%enue /or t#e /irm. E//icient mar(eting management is essential /or t#e sur%i%al and gro,t# o/ e%ery enterprise. 'ar(eting is a system o/ integrated business acti%ities designed to de%elop mar(eting plans and programs leading to t#e satis/action o/ customer ,ants. 'ar(eting department represents an important /unctional area o/ business management e//orts /or t#e /lo, o/ goods and ser%ices /rom t#e producer to t#e consumers. 'ar(eting department o/ t#e :utc# Cellular 9imited is a crucial part o/ its organi5ation. T#e company can ac#ie%e its subsidiary ob)ecti%es along ,it# t#e primary ob)ecti%es ,it# t#e #elp o/ mar(eting department. .t not only #elps t#e company to ac#ie%e t#e goals t#at are directly related to mar(eting department but also #elps in ac#ie%ing t#e goals t#at are related to ot#er departments o/ t#e organi5ation. *it# t#e #elp o/ t#e mar(eting department :utc# Cellular as a company #as not be success/ul in gaining t#e sales %olume but also earned good,ill /or itsel/. As a result o/ t#e e//orts made by t#e mar(eting department. :utc# Cellular is en)oying a prestigious position in t#e telecom industry.
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O+.ANI/ATION CHA+T

C'+ 3C#ie/ 'ar(eting +//icer4 -Bombay

2&' 3'ar(eting4 32irector &eneral 'anager4 -

A#medabad

Assistant 'anager - Prepaid

Assistant 'anager - Postpaid

Assistant 'anager 3Dalue Added Ser%ice4

Assistant 'anager +utdoor 'ar(eting

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*A+-ETIN. 0ESTE+DA0 AND TODA0


Business is c#anging at t#e speed o/ t#oug#t G literally0 as across t#e globe0 some,#ere or t#e ot#er0 someone comes up ,it# somet#ing t#at re%olutioni5es t#e entire concept o/ business0 as it is understood t#en. To (eep pace ,it# t#ese de%elopments0 mar(eting #as become more intricate and scienti/ic t#an e%er be/ore. Today no /irm can a//ord to rest on past laurels and be complacent about its mar(et. Competition is more intense and cutt#roat t#an e%er be/ore0 and t#e /irm #as to meet all t#ese c#allenges0 most in t#e /orm o/ direct or indirect mar(eting strategies. Yesterday ,as di//erent0 in t#e sense t#at /irms t#at en)oyed a good mar(et reputation did not need to mar(et t#emsel%es to t#eir consumers again and again. But today0 times #a%e c#anged. 8eep competition poses c#allenges t#at #a%e to met and countered0 and t#e customers are more demanding t#an t#ey ,ere around 2 years bac(. Past ac#ie%ements are no longer a company6s claim to supremacy. Earlier0 mar(eting ,as con/ined to t#e narro, scope o/ selling. But no,0 mar(eting is concerned ,it# all acti%ities aimed at /inding ,ants and /illing t#em. T#e mantra /ollo,ed t#e ,orld o%er is =customer is t#e (ing>. .t is t#e customer alone ,#o (eeps t#e business going and pro%ides employment to people. ./ t#e current trends ,ere anyt#ing to go by0 t#e /uture ,ould only add to t#e misery o/ unpro/essional or pedantic /orms. +nly /irms ,illing and able to c#ange according to c#anging mar(et conditions and consumer demands ,ould t#ri%e in t#e mar(et.

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AD"E+TISIN.
=The best advertising is done by satisfied customers> -P#ilip 8otler Ad%ertising can be de/ined as mass paid communication o/ goods0 ser%ices or ideas by an identi/ied sponsor. .t is paid communication because t#e ad%ertiser #as to pay /or t#e space or time in ,#ic# #is ad%ertisement appears in t#e recogni5ed media suc# as ne,s paper0 maga5ines0 radio0 T.D.0 Cinema /ilm0 posters0 etc. Ad%ertising can create mar(et /or a ne, product. .t is %ery po,er/ul tool /or t#e creation and retention o/ consumer demand. :utc# Cellular 9imited spends more t#an < P o/ its pro/it in ad%ertisement. .t uses almost all media /or its ad%ertisement. :utc# Cellular 9imited does its ad%ertisement t#roug# Q9o,e 9intas6 ,#ic# is an ad%ertising agency. :utc#6s ad%ertisement is suc# t#at it in/orms0 guides0 protect buyers and #elps in increasing t#e standard o/ li%ing. :utc# Cellular 9imited use /ollo,ing 'edias /or ad%ertisement. Print Media: .t gi%es ad%ertisement in eac# and e%ery ne,spaper0 maga5ines0 and periodicals. T#e company also distributes calanders0 cards during 2i,ali0 diary0 pens0 cloc(s0 (ey c#ains etc. to Retailers0 customers. Posters: .t uses printed posters ,#ic# stic(ed on t#e ,all.

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!anners: Company pro%ides banners to eac# and e%ery Retailers and also to t#e 2istributors. Hoarding: T#e Company #as done t#e use o/ #oarding at t#e ma)or point o/ cities in di//erent parts o/ t#e country. G"o# $hine !oard (G$!): .t is an electric board ,#ic# is gi%en to eac# and e%ery Retailer.

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,O1+ P2S O, *A+-ETIN. *IX


'ar(eting 'i1 o/ a Company includes " P6s o/ mar(eting. But generally t#ey can be precisely describe under /our ma)or #eads %i50. Product mi10 price mi10 promotion mi10 and place mi1. Product mi1 ans,ers t#e 7uestion as to ,#at0 ,#en0 #o,0 #o, muc# etc. to produce. Price mi1 ans,ers t#e 7uestion as to t#e produce good s#ould be sold at ,#at price. Promotion mi1 suggests t#e promotional acti%ities t#at #as to be underta(en. *#ile placemi1 describe distribution modes and c#annels. %& Product Mi': T#e product is t#e most tangible and important single component o/ t#e mar(eting programme. Product said to be t#e #eart o/ t#e mar(eting mi1. T#e ,#ole mar(eting programme is based on t#e product. .t is said t#at not#ing #appens in our economy unless t#ere is a sale or purc#ase o/ product. Product is t#e sole o/ all o%er mar(eting acti%ities ,it#out a producer0 mar(eting can6t be imaged t#roug# ,#ic# t#e transaction ta(es place. .t gi%es li/e to all mar(eting programme. So main responsibility o/ management s#ould be to (no, its product ,ell. .n t#e boo( o/ P#ilip 8otler t#ere is a sentence =T#e /irst commandment in mar(eting is (no,ing t#eir consumer t#e second is to (no, t#eir product.> .t is not necessary t#at product must be p#ysical it may be ser%ice product and ot#er but main t#eme is t#at it is capable o/ deli%ering satis/action o/ ,ants or need. .n :utc# Cellular 9imited0 t#ere is only one product i.e. sim card t#roug# ,#ic# company pro%ides ser%ices.
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What is "im )ard* T#e mobile p#one is ,idely used in t#e mar(ets no, a days. .t is )ust li(e a necessasity o/ a businessman or any (ind o/ pro/essional person. A sim card is one type o/ card ,#ic# is /i1ed on t#e bac(side o/ a mobile p#one. Any sim card ser%ice pro%iding company in .ndia is not manu/acturing sim card but t#ey import t#e sim cards /rom di//erent countries. T#e :utc# Cellular 9imited company import t#e mobile sim card /rom S,it5erland. (& Price Mi': Pricing t#e product is one o/ t#e important element in 'ar(eting mi1. .t is t#e most critical decision in mar(eting management0 so it is said t#at =Success or /ailure o/ business depends upon its product price policy>. Price is t#e e1c#ange %alue o/ t#e goods or ser%ices in terms o/ money. T#e e1c#ange %alue o/ product is called price. T#e decision regarding pricing must be ta(en a/ter considering e%ery aspect o/ business and ,#ile /i1ing t#e prices0 not on pro/it but also %arious /actors i.e. social responsibility also to be considered. :utc# Cellular 9imited determines t#e price in suc# a manner as to o//er a reasonable amount o/ pro/it to t#e manu/acturer0 a reasonable remuneration to t#e middlemen and t#e ma1imum satis/action to t#e consumers. .t #as /ound t#at prices (ept by :utc# Cellular 9imited is muc# lo,er and 7uite reasonable in comparision to its competitors. A company can persue any o/ t#e si1 ma)or ob)ecti%es by its pricing ,#ic# are as /ollo,s: ;. To sur%i%e in t#e mar(et. 2. 'a1imi5e current pro/it <. 'a1imum current re%enue B. 'a1imum sales gro,t#. H. 'a1imum mar(et s(imming !. Product 7uality leaders#ip.
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:utc# #as adopted many met#ods /or pricing ,#ic# are as /ollo,s: Penetration Pricing: T#is met#od is generally adopted at t#e time ,#en t#e company #as )ust entered into t#e mar(et or ne,ly started company uses t#is met#od. .n t#is met#od t#e product price is lo,er t#en t#e substitutes in t#e mar(et t#roug# ,#ic# customers are attracted. Psyc#ological Pricing: Sellers s#ould consider t#e psyc#ology o/ prices in addition to t#eir economics. 'any sellers belie%e t#at t#e prices s#ould end in odd numbers /or suc# company prices dominate in t#e ne,spaper all in odd numbers i.e. product price is Rs. 2@@ in stead o/ Rs. < . S(imming Pricing: T#is met#od by ,#ic# company can attract t#e customer mostly t#is pricing met#ods is al,ays used in t#e time o/ /esti%al suc# as 2i,ali o//er0 Na%ratri o//er etc. :utc# ta(es bene/it o/ all /esti%al because t#ey placed s(imming price /or s#ort period on Na%ratri and Canmastami. )& Promotion Mi': Promotion plays an important role in stimulation o/ demand and sales o/ t#e product. Promotion is basically communication process by ,#ic# producer o/ t#e product or ser%ice dra, attention o/ t#e consumer /or prospecti%e consumer to,ards t#eir products.

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Sales Promotion: Sales promotion is a (ey ingredient in mar(eting campaigns. *#ere ad%ertising o//er a reason to buy0 sales promotion o//ers on incenti%e to buy. Sales promotion includes tool /or consumer promotion 3coupons0 etc.4 Trade promotion 3price-o// etc.4 etc. Sales promotion tools are used by most organi5ation0 including manu/acturing0 distributors0 Retailers trade associations and non pro/it organi5ation. *& P"ace Mi': Place mi1 is also (no,n as 2istribution 'i1. T#is stands /or t#e %arious acti%ities t#e company underta(es to ma(e t#e producer easily a%ailable to t#e customer. .n today6s economy t#e producers customer are separated by %ast distances. Place mi1 is not#ing but mar(eting acti%ities in ,#ic# mo%ements or /lo,s o/ goods or ser%ices is t#ere /rom primary producer to ultimate consumer. .t includes 2istribution C#annel: 2istribution C#annel: C#annels o/ distribution generally depend upon t#e nature o/ product0 %olume o/ sales and trade practices adopted. T#e set o/ mar(eting institutions participating in t#e mar(eting acti%ities ,#ic# in%ol%es t#e mo%ement o/ all goods and ser%ices /rom t#e primary producer to t#e ultimate user or consumer is called t#e distribution c#annel. .n modern era0 ,it# t#e increase in si5e and production o/ t#e unit0 it is %ery di//icult to sell t#e products directly to t#e consumer so t#ey #a%e to adopt0 distribution c#annel ,it# middlemen li(e ,#olesellers0 distributors0 Retailers0 etc.

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DIST+I(1TION CHANNE! Company

2istributor

2ealer

Salesmen

Retailer

Customer

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*A+-ET SHA+E IN .13A+AT


Percentage of coverage 40 20 20 10 ! 4

Company HUTCH IDEA AIRTEL RELIANCE B NL TATA INDIC"#

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4% 6% 10% 0% 40% Company HUTCH IDEA AIRTEL 20% 20% RELIANCE BSNL TATA INDICOM

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CO"E+A.E *AP O, .13A+AT

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CO*PETITO+S
=Poor firms ignore their competitors; average firms copy their competitors; winning firms lead their competitors. Today in t#is competiti%e ,orld :utc# #as got many competitors ,#ic# are as /ollo,s: A.RTE9 .2EA BSN9 RE9.ANCE TATA .N2.C+'

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RETAILERS NETWORK MANAGEME NT

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CONTENTS

Sr. No. 1 2 3 4 "

Particulars
Intro1$!tion Comm$ni!ation &ystem )raining Moti/ational )ools Confli!t Management Control or Performan!e *ppraisal

Page No
44 4 4, . 1 2

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Introduction
:C9 is t#e largest telecommunication company in t#e ,orld o//ering a complete range o/ communication ser%ices. :C9 started its operations in ;AA< J is presented in o%er 2 countries. .n t#e year 2 ! t#e Tata6s 0 Essar corporation in .ndia ,it# <<P mar(et s#are. !etailers play a %ery important role /or any types o/ company. Retailers are t#e person ,#o purc#ases t#e product /rom t#e company or salesmen and sells it to t#e customers. So ,e can say t#at Retailers come in direct contact ,it# customers. Sometimes company doesn6t (no, ,#at are t#e di//iculties /aced by t#e customers. So ,it# t#e #elp o/ Retailers company (no,s t#e %arious problems and accordingly steps are ta(en. 'any times Retailers gi%es %arious in/ormation to company regarding ,#at are t#e customers actually demanding /or and ,#at are t#e bene/its e1pected by t#em /rom company. Company is able to increase noise in t#e mar(et i.e. it is able to co%er ,ide area in t#e mar(et t#roug# Retailers. !etailers e7ually plays %ery important role in t#e success o/ Hutch )ellular Limited. :utc# pro%ides prepaid and e%en post paid cards to customers t#roug# Retailers. *it# t#e #elp o/ Retailers company (no,s ,#at type o/ bene/its s#ould be pro%ided to customers so t#at t#ey are attracted to,ards t#e company. :utc# Cellular 9imited id able to increase noise in t#e mar(et as t#ere are more t#en ;0 0 Retailers in t#e ,#ole &u)arat. &enerally t#ere is no speci/ic 7uali/ication re7uired /or becoming a Retailer o/ t#e company. A person #a%ing pro%ision s#op can be a Retailer o/ t#e company0 a person #a%ing ST2 PC+0 Pan centre0 &i/t s#op0 'usic s#op0 ready made garment s#op0 ,atc#es s#op0 etc. can become a Retailer o/ t#e company. .n brie/ ,e can say t#at person #a%ing any types o/ business can become a Retailer o/ t#e company. -or mar(eting t#e product company pro%ides P+P0 banners0 &lo, S#ine Board 3&SB4 etc. to Retailers /or /ree o/ cost.
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'any Retailers not only sell prepaid cards but also postpaid cards. &enerally Retailers are able to sell more o/ prepaid cards t#en to postpaid cards. T#us t#e Retailers net,or( management is %ery important /or t#e company li(e :utc# Cellular 9imited. As Retailers #as played an important role /or t#e grand success o/ t#e company.

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Com&en#ation S$#tem
.n :utc# Cellular 9imited Compensation System is di//erent /or e%ery department. E%en t#is system is di//erent /or t#e di//erent employees o/ same department. &enerally0 a good amount o/ compensation is gi%en to t#e Retailers by :utc# Cellular 9imited. +n sale o/ per sim card or per rec#arge %ouc#er ; to ;H P o/ pro/it is ac#ie%ed by t#e Retailers. &enerally percentage o/ pro/it ac#ie%ed by t#e Retailers per card or per %ouc#er is same /or all Retailers. As t#e competition goes on increasing so t#e percentage le%el o/ income decreases. Similarly during /esti%als percentage o/ income or bene/its increases. +n an a%erage e%ery Retailer is able to sale A to ; prepaid sim card and < to B rec#arge %ouc#er per mont#. T#us ,e can say t#at due to t#is compensation system earnings o/ Retailers o/ :utc# Cellular 9imited is 7uite good

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Communication
= ntegrated !arketing "ommunication is the way of looking at the whole marketing process from the view point of receiver. - hilip +otler Communication is one o/ t#e most important tool o/ mar(eting. Suc# tool o/ mar(eting is important /or eac# and e%ery type o/ company. *it# t#e #elp o/ direct communication ,it# customers any types o/ company comes to (no, ,#at are t#e re7uirements o/ t#e customers and also /eedbac( o/ t#e e1isting product in t#e mar(et. Communication ta(es place t#roug# telep#one0 tele%ision0 cellular p#one0 internet0 /a10 etc. .n :utc#Cellular 9imited direct and indirect communication ta(es place. &enerally communication ta(es place bet,een company J Retailers0 salesman J Retailers0 salesman J company and sometimes e%en bet,een company and customers. ;. ,et-een )ompany and !etailers : T#ere is an indirect communication ta(es place bet,een company and t#e Retailers. *#ene%er t#e Retailers are in re7uirements o/ sim cards t#ey contact t#e salesman. As t#ere are lots o/ salesman appointed by t#e company. So Retailers does not need to #a%e a direct ,it# t#e company. As t#e Retailers are in direct contact ,it# customers. So many times t#e e1ecuti%es o/ t#e company %isit once a mont# to t#e Retailers place. So any types o/ problems i/ arised /rom t#e Retailers point o/ %ie,0 it can be sol%ed t#roug# t#e communication bet,een t#e e1ecuti%e and Retailers. *#ene%er any ne, sc#emes #a%e been launc#ed by :utc# Cellular 9imited0 t#en e1ecuti%es ,ill ma(e direct contact ,it# Retailers and e1plain t#e concept o/ ne, sc#emes. 'any times e1ecuti%es may not be able to contact Retailers so company sends S'S to eac# Retailers and customers regarding ne, sc#emes.
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2. ,et-een !etailers and )ustomers : T#ere is a direct communication ta(es place bet,een Retailers and customers. :ere t#e communication ta(es place regarding selling and purc#asing o/ sim cards. <. ,et-een "alesman and !etailers : T#ere is a direct communication ta(es place bet,een salesmen and Retailers. 'any times Retailers are in need o/ banners0 &SB 3&lo, S#ine Board4 etc. so t#ey can get /rom salesmen. B. ,et-een "alesmen and )ompany : &enerally salesmen purc#ase t#e sim cards /rom eit#er distributor or /rom t#e company. Salesmen purc#ase t#e sim card on large amount. So t#ere is a direct communication ta(es place bet,een salesmen and t#e company. H. ,et-een )ompany and )ustomers . / T#ere is a direct communication ta(es place bet,een company and customers. T#ere are t,o types o/ customer /or :utc# Cellular 9imited: ;. Prepaid users and 2. Postpaid users ;. Prepaid users customers comes in direct contact ,it# t#e company only i/ t#ere is any types o/ serious problems arised i.e. sometimes sim cards is loc(ed in mobile0 delay in rec#arge0 etc. 2. Postpaid users customers comes in direct contact ,it# t#e company only /or paying t#e mont#ly bill or i/ any (ind o/ problem.
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Training
According to -lippo =Training is the act of increasing the knowledge and skills of an employee for doing a particular #ob T#e purpose o/ training is to ac#ie%e a c#ange in t#e be#a%iour o/ t#ose trained and to enable t#em to do t#eir )ob better. Training ma(es ne,ly appointed ,or(ers /ully producti%e in t#e minimum o/ time. Training is important in e%ery type o/ company as: .t increases e//iciency o/ employees. .t also #elps to increase morale o/ employees. Training #elps to increase t#e 7uality o/ #uman relations. T#ere are t,o types o/ training met#ods: ;. +n t#e )ob training : 2. +// t#e )ob training : ;. +n t#e )ob training : +n t#e )ob training met#od emp#asis on learning ,#ile an indi%idual is actually engaged in ,or( 2. +// t#e )ob training : .n o// t#e )ob training a trainee #as to lea%e #is place o/ ,or( and de%ote #is entire time /or training purpose. .n :utc# Cellular 9imited0 Retailers does not re7uired training at all. As t#e )ob o/ Retailers is only to sell t#e products o/ t#e company. *#ereas t#e salesmen may or may not re7uired training. +nly ne, salesmen appointed ,ill re7uire training0 ,#ic# ,ill be gi%en on t#e )ob. .n :utc# Cellular 9imited0 training is re7uired in Net,or( 2epartment. So ,e can say t#at training is not important /or t#e Retailers point o/ %ie,.
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*otivational Tool#
:utc# Cellular 9imited #as al,ays moti%ated its Retailers. Retailers are moti%ated to sell more as t#ey are gi%en many additional bene/its ,#ic# are as /ollo,s: ./ ne, Retailers are able to sell more t#en t#e target gi%en by company t#en t#ey are re,arded ,it# %arious gi/ts. E1ecuti%es o/ t#e company ma(e regular %isits i.e. once a ,ee( to its ne, Retailers and t#ey are communicated personally so t#at relation bet,een t#em de%elops and any types o/ 7uarries are cleared at t#at point o/ time. Comparati%e per/ormance e%aluation is anot#er moti%ational tool used by company /or its Retailers. :ere t#e company compares t#e per/ormance o/ di//erent Retailers ,or(ing in a particular region. T#e one ,#o is selling t#e #ig#est during a particular time period is re,arded ,it# t#e pri5es li(e ,as#ing mac#ine0 tele%ision0 re/rigerator etc. /rom time to time. Retailers are also moti%ated ,#en percentage o/ income is raised during t#e time o/ /esti%als. 2uring /esti%al %arious bene/its are not only gi%en to Retailers but also to customers. As Retailers are moti%ated regularly0 t#ere is al,ays increase in number o/ Retailers per mont# i.e. in Ra)(ot. :utc# Cellular 9imited is able to attract more t#en 2 ne, Retailers per mont#. T#us due to t#ese moti%ational tools ne, Retailers and customers are attracted to,ards t#e company.

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Conflict *anagement
Con/lict occurs ,#en t,o parties comes into direct disagreement as o/ ideas o/ interests. Con/lict #as been de/ined as all (inds o/ opposition o/ antagonistic interactions in or among indi%iduals0 group andMor organi5ations. A con/lict is a dispute0 di//erence or struggle bet,een t,o parties t#at is indicated by open e1pression o/ #ostility andMor international inter/erence in t#e goal ac#ie%ement o/ t#e opposing party. .n s#ort0 Con/lict means a dispute ,#ic# ta(es place bet,een t,o person. Con/lict management means settlement o/ disputes. 2ispute may be bet,een company and direct customers0 Retailers and company0 Retailers and customers0 bet,een t,o Retailers0 etc. .n :utc# Cellular 9imited #ardly any con/lict arises. As t#e Retailers are moti%ated and gi%en lots o/ bene/its so t#ere #as been no con/licts arise till no,. But many time con/licts #as been ta(en place bet,een Retailers and customers. Customers #a%e al,ays complaints o/ delay in rec#arge o/ %ouc#er so due to t#is reason con/lict ta(es place. But no, many steps #a%e been ta(en to impro%e t#is problems. But ,it# t#e #elp o/ con/lict management as and ,#en con/lict arise /rom customer point o/ %ie, it #as been gi%en and properly managed and sol%ed by t#e company. T#e Retailers are t#e competitors ,it# one anot#er. But t#ey #ardly come in contact ,it# one anot#er so no c#ance o/ con/lict bet,een t#em.

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Control or Performance A&&rai#al


A per/ormance appraisal is a process o/ e%aluating a Retailers per/ormance o/ a )ob in terms o/ its re7uirements. .t #as been considered as a most signi/icant and indispensable tool /or a company. T#e main purpose o/ per/ormance appraisal is: E%aluation o/ per/ormance o/ ,or(. To establis# comparable and reliable records. 'a(e Retailers a,are o/ t#eir (ey per/ormance area. .n :utc# Cellular 9imited per/ormance o/ t#e Retailers is e%aluated regularly. 'ar(et sur%ey is done regarding Retailers. T#is sur%ey is done regularly by t#e appointed students. *it# t#e #elp o/ sur%ey company comes to (no, regarding per/ormance i.e. selling o/ t#e sim cards by t#e Retailers. *it# t#e #elp o/ t#is met#od company comes to (no, per/ormance o/ Retailers and accordingly re,ard is gi%en to t#e Retailers. ./ t#e Retailer6s per/ormance is improper t#en accordingly steps are ta(en.

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MARKET RESEARCH

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CONTENTS
Sr. No. 1 2 3 4 " % + Particulars
Intro1$!tion Nat$re of Resear!h (-:e!ti/es of Resear!h &ample &$r/ey Market Resear!h metho1ology Resear!h 1esign 4imitation of &t$1y ;$estionnaire " % , ". "2 +2 22

Page No

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Introduction
According to American 'ar(eting Association =!arketing research is the systematic gathering, recording and analy$ing of data about problems relating to the marketing of goods and services. 'anagement in any organi5ation needs in/ormation and in large 7uantities about potential mar(ets and en%ironmental /orces in order to de%elop success/ul strategic mar(eting plans and to respond to c#anges in t#e mar(et place. A mass o/ data is a%ailable bot# /rom e1ternal sources and ,it#in t#e /irm. T#is /orms a solid plat/orm /or a researc# to ta(e place. 'ar(eting Researc# includes all t#e acti%ities t#at enable an organi5ation0 to obtain t#e in/ormation it needs to ma(e decisions about its en%ironment0 its mar(eting mi1 and its present or potential customers and consumers. 'ore speci/ically0 'ar(et Researc# is t#e de%elopment0 interpretation and communication o/ decision oriented in/ormation to be used in t#e strategic mar(eting process. 'ar(eting Researc# is t#e systematic design0 collection0 interpretation and reporting o/ in/ormation to #elp mar(eters sol%e speci/ic mar(eting problem or to ta(e ad%antage o/ mar(eting opportunities. .t is a process o/ gat#ering in/ormation not currently a%ailable to decision ma(ers. 'ar(eting Researc# is conducted on a special-pro)ect basis0 ,it# t#e researc# met#ods0 adopted to t#e problems being studies and to c#anges in t#e en%ironment. T#e 'ar(et Researc# society de/ines 'ar(eting Researc# as =t#e collection and analysis o/ data /rom a sample o/ indi%iduals or organi5ations relating to t#eir c#aracteristics0 be#a%iour0 attitudes opinions or possessions. .t includes all /orms o/ mar(eting and social researc# suc# as consumer and industrials sur%eys psyc#ological in%estigations0 obser%ational and panel studies.>

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Nature of +e#earc
T#e 'ar(eting Researc# is carried out on Retailers o/ :utc# Cellular 9imited is in nature o/ Applied Marketing !esearch. T#e researc# ,#ere t#e application o/ all 'ar(eting Concept and Strategies #a%e been put into practice. T#e nature o/ researc# is also Syndicate Researc#0 ,#ic# can be carried out by anyone0 a part /rom Researc# +rgani5ation. T#e Researc# #as been carried out t#roug# t#e uni%ersally /a%oured approac# o/ a personal inter%ie, sur%ey. Applied Researc# is t#e one0 ,#ic# is carried out by applying all t#e mar(eting concepts into a sub)ect t#at needs to be researc#ed and t#roug# t#is application0 t#e /indings are presented in t#e /orms o/ a report. & am using Applied Marketing Method at there

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O45ective# of Stud$
T#e 'ar(eting Researc# is carried out on t#e /ollo,ing sub)ect:=!arketing %esearch on %etailers of Hutch "ellular &imited> T#e main ob)ecti%es (ept in mind ,#ile selecting t#e sub)ect and conducting t#e sur%ey ,ere as listed belo,: 'ar(et S#are :+ne o/ t#e preliminary ob)ecti%e (ept in mind ,#ile conducting t#is sur%ey ,as to /ind out t#e mar(et s#are o/ :utc# Cellular 9imited as compared to its ot#er competitors in t#e /ield. Retailer Satis/action :T#e sur%ey ,as also conducted (eeping in mind t#at t#e Retailers are satis/ied ,it# t#e /acilities and bene/its gi%en to t#em by t#e company. 'iddle class area :H P o/ t#e sample sur%eys ,ere mainly /rom t#e middle class area0 so as to /ind area0 so as to /ind out t#roug# t#e Retailers t#e usage o/ cellular telep#ony in t#ose areas. $sage by $n7uali/ied people :As t#e ma)or target during t#e sur%ey ,as ,#et#er t#e un7uali/ied people are a,are or understands about t#e %arious sc#emes o/ :utc#t#roug# Retailers o/ not. T#e target ,as e%en to /ind out ,#et#er t#e customers are #elped by t#e Retailers to operate t#e :utc#ser%ices o/ not.
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Response to t#e /acilities :T#ere are %arious /acilities pro%ided to t#e Retailers /or selling t#e product li(e banners0 posters0 &SB etc. T#roug# t#is sur%ey company can /ind out ,#et#er Retailers are in need o/ any o/ t#ese /acilities or not.

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Sam&le Surve$
T#e gat#ering o/ primary data t#roug# e1perimentation in%ol%es use o/ sampling0 sur%ey met#od and obser%ations. T#e sur%ey conducted on Retailers /or :utc# Cellular 9imited in%ol%ed a sur%ey based on personal inter%ie,.

T#e details o/ t#e selected samples /or t#e sur%ey is as under: City c#osen /or Sample Sur%ey Sample si5e Area selected :::Ra)(ot ; Samples

8ot#arya road0 8ala,ad road0 Raiya road0 2#ebar road0 Palace road0 Sardar nagar road0 2r. Yagni( road0 etc

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*A+-ET +ESEA+CH *ETHODO!O.0 -ormulation o/ Researc# Problem Researc# 2esign 2etermination o/ Sources o/ 2ata Collection o/ .n/ormation Processing and Analysis Present t#e /inding

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,O+*1!ATION O, +ESEA+CH P+O(!E*


-irst step o/ t#e mar(eting researc# process is t#e /ormulation o/ researc# problem. 'ar(eting management must be care/ully note to de/ine t#e problem too broadly or too narro,ly /or t#e mar(eting researc#er. T#e mar(eting manager and t#e researc#er must ,or( closely toget#er to de/ine care/ully and agree on t#e researc# ob)ecti%es. T#e managers best understand mar(eting researc# and #o, to obtain t#e in/ormation. .n order to a%oid ,aste o/ time and money it is necessary to de/ine t#e problem in speci/ic terms. T#e sur%ey #as been underta(en in order to ans,er some 7uestions li(e *#ic# Telecom products do you sellR Currently #o, muc# stoc( o/ SP and RD do you #a%e o/ eac# companyR *#at are your a%erage mont#ly sale o/ SP and RD o/ eac# companyR

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+ESEA+CH DESI.N
T#e second step o/ t#e mar(eting researc# process calls /or determining t#e in/ormation needed and de%eloping a plan /or gat#ering it e//iciently. A researc# design can be de/ined as =T#e plan0 structure and strategy o/ in%estigation concei%ed so as to obtain ans,ers to researc# 7uestions and to control %ariance.> T#e mar(eting manager needs to (no, t#e cost o/ t#e researc# plan be/ore appro%ing it. 2esigning a researc# plan calls /or decisions on t#e data sources0 researc# approac#es0 researc# instrument0 sampling plan and contact met#ods. T#e researc#er can gat#er secondary data0 Primary data or bot#. Secondary data ,ere collected /or anot#er purpose and aPro/eady e1ists some ,#ere. Primary data are /res#ly collected /or speci/ic purpose /or a speci/ic researc# pro)ect. +nce it is reali5ed t#at t#e secondary data are insu//icient0 t#e researc#er needs to decide upon one alternati%e design to collect t#e primary data. T#e t#ree basic met#ods ,#ic# can be used are: ;. T#e +bser%ational 'et#od: T#is met#od in%ol%es direct obser%ation o/ people and situation t#roug# one ,ay mirrors0 #idden cameras or disguised obser%ers. 2irect obser%ation in%ol%es ,atc#ing actual be#a%iour0 indirect obser%ation in%ol%es in/erring be#a%iour by loo(ing at t#e result o/ t#at be#a%iour. 2. T#e E1perimental 'et#od: T#e most scienti/ically %alid researc# is e1perimental researc#. T#e purpose o/ e1perimental researc# is to capture causeand-e//ect relations#ip by eliminating competing e1planations o/ t#e obser%ed /indings. To t#e e1tent t#at t#e design and e1ecution o/ t#e e1periment eliminate alternati%es #ypot#esis t#at mig#t e1plain t#e result0 researc# and mar(eting managers can #a%e con/idence in t#e conclusion. T#is met#od #o,e%er0 in%ol%es more time and is costly.
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<. T#e Sur%ey 'et#od: Sur%eys are best suited /or descripti%e researc#. T#is met#od in%ol%es learning about people6s (no,ledge0 belie/s0 pre/erences and satis/action and to measure t#ese magnitudes in t#e general population. As in obser%ation0 sur%ey researc# can be structured or unstructured. Structured sur%ey use /ormal lists o/ 7uestion as(ed o/ all respondent t#e same ,ay ,#ere as in unstructured researc#er use an open /ormat t#at lets t#e inter%ie,er probe respondents and guide t#e inter%ie,0 depending on t#eir ans,ers. T#ere are t#ree types o/ sur%eys namely: Telep#one Sur%ey 'ail Sur%ey Personal .nter%ie, :ere0 /or t#e sur%ey o/ retailers o/ :utc# . #a%e used personal inter%ie, met#od as tool /or data collection.

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DETE+*INATION O, SO1+CES O, DATA


.n mar(eting researc# literature0 t#ere are t,o types o/ data: primary data and secondary data. T#e researc#er can gat#er primary data or secondary or bot#. ;. Primary 2ata: T#e /irst #and data collected /or a speci/ic purpose or /or a speci/ic researc# pro)ect constitutes primary data. *#en t#e needed data do not e1ist or are inaccurate0 incomplete or unreliable t#e researc#er collects primary data. 'ost mar(eting researc# pro)ects t#us in%ol%e some primary data collection. T#e main primary data sources consist o/ consumers0 dealers0 buyers0 etc. Consumers and buyers constitute t#e main source o/ in/ormation in most researc#es. A buyer may not be t#e user o/ t#e product0 alt#oug# in some cases t#e consumer and t#e buyer may be t#e same person. T#e normal producer is to inter%ie, some people indi%idually or in groups to get on idea o/ #o, people /eel about t#e topic in 7uestion and t#en de%elop a /ormal researc# instrument. 2. Secondary 2ata: .n/ormation collected by ot#er organi5ation or indi%iduals ,#ic# mig#t be rele%ant to t#e study constitutes secondary data. Researc#ers usually start t#eir in%estigation by e1amining secondary data to see ,#et#er t#eir problem can be partly or ,#olly sol%ed ,it#out collecting costly primary data. Secondary data pro%ides a starting point /or researc# and o//er t#e ad%antages o/ lo, cost and ready a%ailability.

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CO!!ECTION O, IN,O+*ATION
'ar(eting researc#ers #a%e a c#oice o/ t,o main researc# instruments in collecting primary data: Suestionnaire and mec#anical de%ices. Suestionnaire: A 7uestionnaire consists o/ 7uestions presented to t#e respondents /or t#eir ans,ers. Because o/ its /le1ibility0 t#e 7uestionnaire is by /or t#e most common instrument used to collect primary data. .n preparing a 7uestionnaire0 care s#ould be ta(en in c#oosing t#e 7uestions and t#eir /orm0 ,ording and se7uence. T#e 7uestions included in t#e 7uestionnaire can be closed end 7uestions prosperity all t#e possible ans,ers and are easier to tabulate and interpret. +pen end 7uestions allo, respondents to ans,er in t#eir o,n ,ords and t#ey o/ten re%eal more as t#ey gi%e an insig#t into #o, people t#in(. T#e 7uestionnaire s#ould #a%e simple0 direct0 unbiased ,or(ing and a logical order. T#e lead 7uestion s#ould attempt to create interest. 2i//icult or personal 7uestions s#ould be as(ed to,ards t#e end so t#e respondents do not become de/ensi%e early. .n my study0 t#e 7uestionnaire contained bot# open-end and closed-end 7uestions depending upon t#e type o/ in/ormation to be gat#ered. 'ec#anical 2e%ice: 'ec#anical de%ices are occasionally used in mar(eting. T#ey are used to measure t#e interest or emotions aroused by e1posure to a speci/ic situation. Sampling plan:
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A/ter deciding researc# approac# and instruments t#e mar(eting researc#ers must design a sample plan. T#is calls /or t#ree decisions. Sampling $nit: T#e mar(eting researc#er must de/ine t#e target population t#at ,ill be sampled. .n my case t#e target population ,as t#e retailers selling sim card o/ :utc#Cellular 9imited at Ra)(ot. Sample Si5e: 9arge samples gi%e more reliable results t#an small samples. :o,e%er0 it is not necessary to sample t#e entire target population or e%en a substantial portion to ac#ie%e reliable results. .n my sur%ey t#e sample si5e ,as ; . Sampling Procedure: To obtain a representati%e sample a probability sample o/ t#e population s#ould be dra,n. Probability sampling allo,s t#e calculation o/ con/idence limits /or sampling errors. *#en t#e time and cost are in%ol%ed t#e in probability sampling is e1cessi%e0 mar(eting researc#er ,ill ta(e non-probability samples. T#e %arious sampling met#od are as under: Probability Sampling Sampling Simple random sample Strati/ied random sample Cluster sample Non-probability Con%enient sample Cudgement sample Suota sample

'y sur%ey /alls under t#e category o/ t#e con%enient sample under Non-probability sampling. .n t#is met#od t#e researc#er is /ree to select. T#e respondents are selected on t#e basis o/ t#e being a%ailable at t#e time o/ sur%ey.
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ANA!0SIS 3o/ ;

Retailers4

0. Which telecom product do you sell*

Name of 1o.O' Company !etailers


:utc# .dea Airtel BSN9 Reliance TATA
No$"f Reta%&er' 100 () )* +4 No$"f Reta%&er' ) H-tc. I/ea A%rte& B NL Re&%ance , TATA

; @" "A HB " <

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at out o/ ; retailer ,#ic# . #a%e ,ent t#roug#0 all o/ t#em are selling t#e product o/ :utc# and out o/ t#em @" are selling t#e product o/ :utc#0 "A o/ Airtel0 HB o/ BSN90 " o/ Reliance and < o/ TATA .ndicom.

"uggestion. / . ,ould li(e to suggest t#at company s#ould try to maintain t#eir co%erage o/ mar(et e%en in /uture.
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2. )urrently ho- much stock o' "tarter pack do you ha#e*

1ame o' )ompany "tock


:utc# .dea Airtel BSN9 ; A" @AA <!2 ;2<

toc0 10*) (**

,!2 12,

toc0

H-tc.

I/ea

A%rte&

B NL

Analysis. /

-rom t#e abo%e mentioned grap# ,e can t#at total stoc( o/ Starter pac( o/ :utc# o/ retailers is @AA0 ,#ic# is comparati%ely lesser t#an :utc# ,#ic# is ; A"0 but #ig#er t#an Airtel <!2 and BSN9 ;2<.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould increase its out/lo, o/ stoc( so t#at t#e retailers can ser%e t#e customer on time and increases noise in t#e mar(et.

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3. )urrently ho- much stock o' !echarge #oucher do you ha#e in paces*

1ame o' )ompany "tock


:utc# .dea Airtel BSN9 ;2H @"H <A; ;!!
toc0 12+0 ()+ toc0 ,*1 1!!

H-tc.

I/ea

A%rte&

B NL

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at total stoc( o/ ; Retailers o/ :utc# is ;2H 0,#ic# is comparati%ely lesser t#an :utc# ,#ic# is @"H0 and #ig#er t#an Airtel <A; J BSN9 ;!!.

"uggestion. / . ,ould li(e to suggest t#at a person ,#o #as purc#ased Starter pac( ,ill al,ays re7uired Rec#arge %ouc#er so :utc#s#ould increase t#e out/lo, o/ Rec#arge %ouc#er so t#at t#ey can ser%e t#e customer on time.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

3. What are your a#erage monthly sales o' "tarter pack*

A#erage 1ame o' Monthly )ompany "ale


:utc# .dea Airtel BSN9 ;<@" ;;! 2"A @H
A"#$a%# Mon&'(y Sa(# Average #ont.&y a&e 1397 1160

27 9! H-tc. I/ea A%rte& B NL

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at t#e a%erage mont#ly sale o/ Starter pac( o/ retailers o/ :utc# is ;<@"0 ,#ic# is comparati%ely lesser t#an .dea ,#ic# is ;;! and #ig#er t#an Airtel is 2"A J BSN9 is @H.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould try to moti%ate and attract t#e customers to,ards its ne, sc#eme so t#at t#e sale o/ retailers o/ :utc# goes #ig# as compare to :utc#.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

4. What are your a#erage monthly sales o' !echarge #oucher in amount*

A#erage 1ame o' Monthly )ompany "ale


:utc# .dea Airtel BSN9
Average #ont.&y a&e

HA A H A@ ; @2 <2A
A"#$a%# Mon&'(y Sa(#

! 0

!0 9

1092

32

H-tc.

I/ea

A%rte&

B NL

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at t#e a%erage mont#ly sale o/ Rec#arge %ouc#er o/ retailers o/ :utc# is HA A0 ,#ic# is comparati%ely lesser t#an .dea ,#ic# is H A@ and #ig#er t#an Airtel ; @2 J BSN9 <2A.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould try to increase t#e %arious sc#emes related to Rec#arge %ouc#er so t#at sale may go #ig#.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

5. Who sticks the banners% O etc.

)ompany
:utc# .dea Airtel BSN9
110 94 73

1ame "alesman 6M! Merchandiser "el'


;; @B "< 2" " < 2 2 H < 2 2

27 7 3 2 2 Sa(#)man DMR 0 0 0 0 M#$*'an+,)#$ Nam# ! 3 2 2 S#(-

H.&*' I+#a A,$&#( BSNL

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at at t#e retailers place most o/ t#e times only salesmen o/ all /our company stic( t#eir company6s banners. .n t#e rare case eit#er 2'R or retailer stic(s t#e banner by t#emsel%es. 'ostly 'erc#andiser do not stic( t#e banners at retailers place.

"uggestion. / . ,ould li(e to suggest t#at as salesmen are per/orming t#eir duty %ery ,ell so :utc# Cellular 9imited s#ould try to reduce t#e burden /rom salesmen and s#ould allo, t#em to concentrate on ot#er important acti%ity o/ t#e company.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

7. 8re9uency change o' ,anners.

Once t-ice a a )ompany month month rarely


:utc# .dea
Airtel

; A< AH H

;H ;2 ; ;

H H H H

BSN9

100 3 ! !0 1! H.&*' I+#a A,$&#( 12 BSNL 10 10 ! ! ! !

On*# a mon&'

&/,*# a mon&'

$a$#(y

Analysis. /

-rom t#e abo%e mentioned grap# ,e can say t#at ; P o/ t#e retailers o/ :utc# c#anges t#e banners once a mont# 0 ;HP c#anges t,ice a mont# J HP rarely c#anges t#e banner. *#ere as A<P o/ t#e retailers o/ :utc# c#anges t#e banner once a mont#0 ;2P c#anges t,ice a mont# J HP rarely. *#ere as AHP o/ retailers o/ Airtel c#anges t#e banner once a mont#0; P c#anges t,ice a mont# J HP c#anges rarely. *#ere as AHP o/ retailers o/ BSN9 c#anges
*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

t#e banners once a mont#0 ; P c#anges t,ice a mont# J HP rarely. "uggestion. / . ,ould li(e to suggest t#at :utc# s#ould try to induce and moti%ate t#eir retailers to c#ange banner regularly.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

:. 6o they replace or tear competitor;s banners*

<es

1o
;

H.&*' 100

0 0#) No

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at not e%en a single person o/ any o/ t#e company replaces its competitors banners.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould try to reduce t#e burden /rom salesmen and try to utili5e ot#er options li(e S'S0 etc. to ma(e a,are about ne, sc#eme to retailers.
*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

=. Ho- do you come to kno- about the latest schemes o' the company*

)ompany "alesman 6istributor $>ecuti#e S'S +t#ers s


:utc# .dea Airtel BSN9 A< A; !! 22 H " H 2 2 ; ! ! ! H

*, *1 !! H-tc. I/ea 22 + ) + 2 a&e'man D%'tr%1-tor' 0 0 0 0 E2ec-t%ve 2 1 0 0 # ! ! ! + "t.er' A%rte& B NL

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at most o/ t#e time retailers comes to (no, about latest sc#emes t#roug# salesmen only. Retailer comes to (no, about latest sc#emes rarely /rom 2istributors0 E1ecuti%es0 t#roug# S'S0 etc.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould try to reduce t#e burden /rom salesmen and try to utili5e ot#er options li(e S'S0 etc. to ma(e a,are about ne, sc#emes to retailers.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

0?.

$>ecuti#e le#el #isit.

Hutch &dea Airtel ,"1L


Ne%er Rarely ;Mmont# 2Mmont# <Mmont# BMmont# HMmont# ;H BH H ; ; < < < H@ ; 2 ; 2 B2 H BA H 2 ; 2 @ ; ;

(0 +( 4+ 4* H-tc. I/ea A%rte& + 0 , Never 10 10 + 10 B NL + 0 1 2 2 0 ,3mont. 1 1 1 0 43mont. , 2 2 0 +3mont.

42 ,0 1+

Rare&y

13mont.

23mont.

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at e1ecuti%es o/ eac# company %isits once a mont# regularly to its retailers. *#en t#e retailers are ne, t#en e1ecuti%es %isit more t#en t,ice a mont#.

"uggestion. / . ,ould li(e to suggest t#at t#ere are many retailer to ,#om e1ecuti%e ne%er %isits so company s#ould ta(e
*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

certain steps so e1ecuti%e %isits to retailers becomes regularly.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

;;. )o/operati#eness o' "alesman.

1o 0st 2nd 3rd 3th !ank !ank !ank !ank !ank


:utc# .dea Airtel BSN9 B 2; !A "A 2< H ; ;! !@ B ! B !@ 2 ; 2@

)* !* !( !( H-tc. I/ea 21 0 4 2, + 1 2( 1! 4 0 ! 4 2 0 0 1 4t. Ran0 A%rte& B NL

No Ran0

1't Ran0

2n/ Ran0

,r/ Ran0

Analysis. /

-rom t#e abo%e grap# ,e can analy5e t#at cooperati%eness o/ t#e salesmen o/ :utc# is muc# more better as compared to ot#er companies.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould try to maintain its co-operati%eness e%en in /uture.
*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

;2. roblem / sol#ing e''iciency.

1o 0st 2nd 3rd 3th !ank !ank !ank !ank !ank


:utc# .dea Airtel BSN9 H 2 2< !A << !H < ; H@ 2A H < H !" < 2 2A

!*

!+

!) +( H-tc. I/ea 2* + , + 2* A%rte& B NL , 1 0 , 0 0 2 4t. Ran0

,, 2, + 2 No Ran0

1't Ran0

2n/ Ran0

,r/ Ran0

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at problem sol%ing e//iciency is e1cellent in :utc# as compared to :utc#0 Airtel J BSN9.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould try to be more /ast in problem sol%ing e//iciency in /uture.
*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

;<. &n'ormation materials% O % etc.

1o 0st 2nd 3rd 3th !ank !ank !ank !ank !ank


:utc# .dea Airtel BSN9
!)

< ; 22 !"

<A !; < ;
)1

HH <! 2

B 2 "; <

2 2@

!1 ,*

++ ,!

H-tc. I/ea 2( A%rte& B NL

22 , 1 No Ran0 , 1 1't Ran0 2 0 2n/ Ran0 4 2 , 0 0 2

,r/ Ran0

4t. Ran0

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at a%ailability o/ in/ormation material0 P+P0 etc. o/ :utc# is #ig#er as compared to :utc#0 Airtel J BSN9.

"uggestion. / . ,ould li(e to suggest t#at :utc# s#ould try to maintain t#e a%ailability o/ in/ormation material0 P+P0 etc. in /uture.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

;B. Ho- many @", (@lo- "hine ,oard) do you ha#e*

Hutch &dea
<12 !1< A1B ; 1B +t#ers H 2 2 B ; ! 2" 2< B ;

Airtel ,"1L
< ;; ;2 ! H B 2 B

!0 +0 H-tc. ,0 20 11 4 ,22 !2, 2 *24 2) 20 I/ea 2, 12 4 4 4 ! 1024 + A%rte& B NL 0 1 1 0

"t.er'

Analysis. /

-rom t#e abo%e mentioned grap# ,e can analy5e t#at as compare to :utc#0 Airtel J BSN90 t#e retailers o/ :utc# #a%e more &SB.

"uggestion. / . ,ould li(e to suggest t#at :utc# Cellular 9imited s#ould try to maintain its supply o/ &SB e%en in /uture.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

!imitation of Stud$
Strengt# and ,ea(ness to any study is li(e ine%itably t#at all coins do #a%e t,o sides to it. T#ere are limitations to any study ta(en up. T#ere are certain pit/alls t#ey do e1ist e%en a/ter proper care and cautions are ta(en. T#e /ollo,ing are t#e limitations o/ t#is researc#:;. 9imitation o/ Time :T#e pro)ect ,or( #ad to be underta(en in a limited stature o/ time and t#us it #as been not possible to co%er t#e entire mar(et t#oroug#ly. 2. 9imitation o/ Si5e :+nly ; Retailers are c#osen out o/ t#e ,idely spread mar(et0 #ence t#e data mig#t not represent0 t#e true and /air picture o/ t#e mar(et. .t is possible t#at i/0 still a large portion o/ mar(et is sur%yed0 and t#en t#e %ie,s and opinions mig#t di//er. <. 9imitation o/ Retailer in disposition :T#ere is a possibility t#at t#e sur%ey mig#t be ta(en up di//erently by t#e same samples ,#en t#ey are in di//erent moods and /rame o/ mind and #a%e di//erent opinions as /ar as pre/erences are concerned. .t solely depends upon t#e Retailers mood s,ings and t#us data represented mig#t not represent a true and accurate %ie, o/ t#e mar(et. B. 9anguage Problems :'ost o/ t#e Retailers don6t (no, e%en to read in Englis#. So all t#e 7uestions o/ sur%ey is to be e1plained in &u)arati and t#us t#ey gi%es ans,er in &u)arati ,#ic# is to be translated in Englis# and t#en it is ,ritten.
*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

,uture Plan#
:utc# Cellular 9imited #as only one /uture plan and t#at is to e1cel in its /ield and con7uer t#e mar(et. Today t#ere are more t#en < crore cellular p#one users and t#e people ,#o use t#e land line are around " crores. T#ere is a #uge gap to be bridged and t#e only and /uture term plan o/ :utc# Cellular 9imited is to e1ceed t#e land line users. Secondly t#eir long term plan is to be consistent in t#e policy adopted by t#em /or t#e purpose o/ outrig#t e1cellence in t#eir /ield. T#e policy o/ 7uality co%erage0 subsistent rates and a genuine customer con%enience and care are #ig# in standards presently and :utc# -amily /eels t#at i/ t#ese are t#e /actors t#at are maintained at a consistent le%el t#en t#e company ,ill be able to meet all its /uture plans and goals. T#us :utc# Cellular 9imited #as no plans in particular e1cept to lead t#e mar(et in t#e crucial times o/ Cellular ,ars0 and out rig#tly e1ceed t#e usage o/ land lines by ,ireless cellular telep#ones and maintain t#eir standard o/ 7uality co%erage.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

S'OT ANA!0SIS
;. $TR+,GTH$. / 6&"(!&,A(&O1 1$(WO!+. /

:utc# Cellular #as a ,ide spread net,or( and to completely co%er suc# net,or(0 it #as a predetermined c#annel ,#ic# co%ers e%ery noo( and corner o/ t#e city so t#at all masses are co%ered. *it# distribution net,or( and an e7ual capacity to canali5e ma(es :utc# Cellular strong in its o,n. 2. L&B$ W&!$ !O8$""&O1AL". /

-or e%ery )ob speci/ication in :utc# Cellular 9imited t#ere is employed a li%e ,ire pro/essional ,#o is best suited to #is position and responsibility ,#en it comes to s(ill0 talent0 7uali/ication and per/ection. :a%ing people ,it# suc# 5eal and ent#usiasm0 pro/essionalism comes as strengt#. <. !OA)(&B$ )A"(OM$! )A!$. /

Not only :utc# Cellular 9imited is strong /rom ,it#in but ,#en its comes to e1ternal /orces it pro%es its ,ort#. -abulous customer commonsense centers are establis#ed to ta(e care o/ any issue t#at may come as a problem to t#e mass proacti%e customer care is one o/ t#e assets o/ t#e company ,#ile telecustomer care comes as an icing to t#e ca(e. B. ($L$)OM 8OO( !&1(". /

:utc# Cellular t#oug# establis# recently #as set its /oot in ma)or cellular mar(ets0 be its mar(ets o/ masses or geograp#ical mar(ets. T#e important states o/ .ndia all #a%e :utc# Cellular /ootprints ,it# t#em. T#is is strengt# indeed.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

H.

!OMO($!" C "<1$!@< ,$(W$$1 )O! O!A($". /

-irst time in t#e corporate #istory e%er0 #as t#e t,o big #eads )oined #ands /or a merger ,it# t#e telecom giant :utc# corp.0 $.S.A. T#is is strengt# is itsel/. !. arent Hutch i.e. :utc#is among t#e top ten brand o/ t#e globe0 ,#ic# process as a strengt# to organi5ation.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

;.

W+-.,+$$+$: 8A16AM$1(AL )LA"H$". /

As said earlier0 corporate giants across t#e globe Tata0 Birla0 ATJT #a%e )oined #ands to /orm :utc# Cellular 9imited. T#ey all being supreme in t#eir /ield0 #a%e t#eir o,n perceptions0 t#ese perception ideas and means are /ound to clas# ,#en t#ey meet. T#us t#is may be pro%ed as a #indrance to t#e company and comes out as a ,ea(ness. 2. 6$LA< &1 6$)&"&O1 MA+&1@. /

As t#e t#ree partners are #uge corporate0 t#e /lo, o/ decisions0 actions and understanding are c#annelised t#roug# a long route. T#is may cause delay in any decision to be ta(en and ,#ic# mig#t not be good /or t#e company. <. ($L$)OM 8OO( !&1(". /

:utc# Cellular is only present in " states out o/ #ig#ly numbered 2! states ,#ic# s#o,s t#at geograp#ically :utc# Cellular is not able to co%er entire state. T#is lea%es be#ind ,ea( telecom /ootprints o/ t#e company.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

;. 2. <. B. H.

OPPORT/,0T0+$: 9o,est telecom 2ensity in t#e ,orld. 9o,est call c#arges in t#e ,orld as ,ell as in .ndia. +pportunity to outsmart t#e landlines connections0 t#roug# t#e usage o/ 'obile telep#ony. &ro,t# possible t#roug# Ac7uisition. :utc# Cellular is establis#ed only in " states. .t #as still got a scope to establis# itsel/ in t#e remaining state and #old it /oot.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

;.

THR+-T$: BOLA(&L$ !$@ALA(O!< MA!+$(. /

2ay in day out t#ere are %arious rules and regulations t#at are coming in t#e mar(et and ,#ic# on #ig#ly %olatile in nature. Price /luctuation0 are one o/ t#em competitors come in and go out in a )i//y0 and in suc# a situation to #old an uprig#t place is di//icult in its e%en ,ords and t#us pro%es a t#reat to e1crescence o/ companies. T#e same #as been obser%ed by :utc# Cellular. 2. !$6A(O!< !&)&1@ 8!OM W&LL O $!A(O!". /

*it# ongoing Cellular ,ars and ad%ent o/ *990 Cellular operators are no, into an arti/icial co%er o/ t#reat. T#e t#reat o/ pricing policies0 t#reat o/ customers care etc. is going #ig# as *99 #a%e been setting its /oot ,it# predatory pricing policies to unc#annelise Cellular operators. <. $D A1"&O1 &1B$"(M$1( (H!$(. /

.n order to sur%i%e in t#e mar(et0 :utc# Cellular #as to update its tec#nologies0 and t#is all e1pansion re7uires #uge cost pull e1penditure and t#is increase costs in leaps and bounds.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

S1..ESTION
T#e #ig#ly pro/essionali5ed management and totally modern mar(eting approac# are t#e basic (ey /actors be#ind t#e success o/ :utc# Cellular 9imited. T#e management o/ :utc# Cellular 9imited is %ery per/ect and nice. As per company6s per/ect management t#ere is no need to gi%e any suggestion to t#e company but . obser%ed t#at eac# and e%ery person in t#is company is #ard,or(ing ,#ic# is one o/ t#e positi%e point o/ t#is company.

According to my obser%ation0 company spends lots o/ amount on ad%ertisement.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

CONT+I(1TION
=:utc# Cellular 9imited> at eac# and e%ery step o/ its de%elopment #as tried to /ul/ill its social responsibility along ,it# its ob)ecti%es o/ pro/it. .t #as been /ollo,ing t#e policy and principle ,#ic# ensure economic de%elopment. 2uring t#e time o/ eart#7ua(e in &u)arat :utc# Cellular 9imited #as constructed up many mobile PC+6s.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*$ O4#ervation#
:utc# Cellular 9imited made me obser%e many t#ings ,#ile on my sur%ey o/ ; Retailers in di//erent areas. T#ere ,ere %arious reactions and gestures ,#ic#0 . obser%ed t#roug# people. -e, are some o/ t#em: A'B.ENCE J AT'+SP:ERE: Retailers0 . %isited ,ere /riendly and #elp/ul. As it progressed ,it# my sur%ey t#ey ,ere #ig#ly co-operati%e and an1ious to #elp me out ,it# my /indings. PR.C.N& STR$CT$RE: Retailers insisted on a consistent stable and substantiate pricing policy as t#ey ,ere really /rustrated ,it# t#e constantly c#anging price in t#e mobile ,orld. PERS+NA9 APPR+AC:: Retailers al,ays ,ant t#e e1ecuti%es coming to t#eir places and ma(ing t#em understand about t#e ne, sc#eme and plans0 ,#ic# are going to enter mar(et. SA9ES'EN SERD.CE: Retailers are 7uite satis/ied ,it# t#e salesmen ser%ice. *#ene%er t#e retailers are in need o/ SP0 RD0 etc. ,#en t#ey ma(e a single call to salesmen t#en order ,ill be made a%ailable by salesmen ,it# in an #our.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

CONC!1SION
:utc# Cellular 9imited is one o/ t#e leading ser%ice pro%iders present today in t#e state o/ &u)arat. .t #as been indeed a pleasure ,or(ing /or :utc# Cellular 9imited0 t#oug# as a part o/ my training. . #a%e conducted my pro)ect on Retailer6s Net,or( 'anagement o/ :utc# Cellular 9imited. As a student trainees0 . #a%e learnt immensely. :utc# /amily is %ery co-operati%e0 /riendly as ,ell as pro/essional and practical in t#eir approac#. T#ey #a%e been guiding me ,#ene%er . %ie,ed an obstacle. T#ey #a%e been o/ great #elp ,#en it came to pro%iding in/ormation to me about t#emsel%es and t#eir organi5ation. . ,ont be e1aggerating0 i/ . say t#at t#is pro)ect #as #elped me de%elop me as a person because ,#ile conducting my sur%ey . #a%e met ; people ,#ose nature ,as di//erent /rom one anot#er and eac# meeting in itsel/ #a%e been a memorable e1perience. . ,ould also li(e to say t#at t#is pro)ect #as made me (no,n t#e realities t#at e1it in t#e mar(et today. . #a%e also (no,n t#e tec#nicalities in%ol%es ,#ile /inding t#e rig#t sample /or my sur%ey. T#is pro)ect . #a%e learnt a lot about Sur%ey etc. ,#ic# #as me approac# t#e real ,orld in 7uite an e1tent. Also t#is pro)ect #as #elped me #a%e a more deepened (no,ledge about t#e cellular p#one mar(et0 on going cellular ,ars etc. :utc# Cellular 9imited is a company ,#o #as gro,n by leaps and bounds in t#ese t,o years and #as emerged itsel/ into a ne, beginnings. $nder t#e report0 . #a%e Researc#ed about Retailers o/ :utc# Cellular 9imited t#e /indings o/ my sur%ey say t#at :utc# today is t#e leader in t#e mar(et and is still gro,ing. :utc# Cellular #as got a %ery brig#t /uture as t#e demand /or cellular ser%ices are increasing day in and day out. T#us .
*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

conclude my report ,is#ing company all t#e %ery best /or t#eir /uture and . ,ould li(e to t#an( all people concerned ,#o #elped me ma(e t#is pro)ect come true.

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

(I(!IO.+APH0
;. 'ar(eting 'anagement - By P:.9.P 8+T9ER 2. 'ar(et Researc# - By 9$C8 R$B.N <. *eb site - ,,,.#utc#.in

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

-ill t#e appropriate in/ormation in t#e blan(


Fill In The Relevant Detail Clearly.

Euestionnair

3;4 Name 324 Age 3<4 &ender

:::-

(opic 1ame ./ TTTTTTTTTTTTTTTTTTTTTTT TTTTTTT ' TTT - TTT

3B4 Address :-

TTTTTTTTTTTTTTTTTTTTTTTTT TTTTTTTTTTTTTTTTTTTTTTTTT TTTTTTTTTTTTTTTTTTTTTTTTT TTTTTTTTTTTTTTTTTTTTTTTTT TTTTTTTTTTTTTTTTTTTTTTTTT ; < H ; -< -H G; U TTT TTT TTT TTT

3H4 .ncome

:-

3!4 Which telecom product do you sell* :utc# V W Realiance V W Tata V W .dea V W Aritel V W B.S.N.9 V W

(7) )urrently ho- much stock o' "tarter pack do you ha#e* :utc# .dea Aritel B.S.N.9 -2H V W V W V W V W 2H V V V V -H W W W W H V V V V -"H W W W W "H V V V V -; W W W W

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

(:) )urrently ho- much stock o' !echarge #oucher do you ha#e* -2H 2H -H H -"H "H -; ; U :utc# V W V W V W V W V W .dea V W V W V W V W V W Aritel V W V W V W V W V W B.S.N.9 V W V W V W V W V W (=) What are your a#erage monthly sales o' "tarter pack* -2H 2H -"H "H -; ; -;H :utc# V W V W V W V W .dea V W V W V W V W Aritel V W V W V W V W B.S.N.9 V W V W V W V W (0?) What are your a#erage monthly sales o' !echarge #oucher* -;H ;H -< < -BH BH -! :utc# V W V W V W V W .dea V W V W V W V W Aritel V W V W V W V W B.S.N.9 V W V W V W V W (00) Who sticks the banners% O etc Salesman 2'R 'erc#andiser Sel/ :utc# TTTTT TTTTT TTTTT TTTTT .dea TTTTT TTTTT TTTTT TTTTT Aritel TTTTT TTTTT TTTTT TTTTT B.S.N.9 TTTTT TTTTT TTTTT TTTTT (02) 8re9uency change o' ,anners. +nce A 'ont# T,ice A 'ont# Rarely :utc# TTTTT TTTTT TTTTT .dea TTTTT TTTTT TTTTT Aritel TTTTT TTTTT TTTTT B.S.N.9 TTTTT TTTTT TTTTT

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

(03) 6o they replace or tear competitor;s banners* Yes No V V W W

(03) Ho- do you come to kno- about the latest schemes o' the company* Salesman 2istributors E1ecuti%e S'S +t#ers :utc# TTTTT TTTTT TTTTT TT TTTTT .dea TTTTT TTTTT TTTTT TT TTTTT Aritel TTTTT TTTTT TTTTT TT TTTTT B.S.N.9 TTTTT TTTTT TTTTT TT TTTTT (04)$>ecuti#e le#el #isit. :utc# Ne%er TTTTT Rarely TTTTT ; 'ont# TTTTT 2 'ont# TTTTT < 'ont# TTTTT B 'ont# TTTTT H 'ont# TTTTT

.dea TTTTT TTTTT TTTTT TTTTT TTTTT TTTTT TTTTT

Aiartel TTTTT TTTTT TTTTT TTTTT TTTTT TTTTT TTTTT

BSN9 TTTTT TTTTT TTTTT TTTTT TTTTT TTTTT TTTTT

(05) )o/operati#eness o' "alesman. :utc# .dea No Ran( TTTTT TTTTT st ; Ran( TTTTT TTTTT nd 2 Ran( TTTTT TTTTT rd < Ran( TTTTT TTTTT t# B Ran( TTTTT TTTTT

Airtel TTTTT TTTTT TTTTT TTTTT TTTTT

BSN9 TTTTT TTTTT TTTTT TTTTT TTTTT

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54

(07)

roblem / sol#ing e''iciency :utc# .dea No Ran( TTTTT TTTTT st ; Ran( TTTTT TTTTT nd 2 Ran( TTTTT TTTTT rd < Ran( TTTTT TTTTT t# B Ran( TTTTT TTTTT O % etc. .dea TTTTT TTTTT TTTTT TTTTT TTTTT

Airtel TTTTT TTTTT TTTTT TTTTT TTTTT Airtel TTTTT TTTTT TTTTT TTTTT TTTTT

BSN9 TTTTT TTTTT TTTTT TTTTT TTTTT BSN9 TTTTT TTTTT TTTTT TTTTT TTTTT

(0:) &n'ormation materials% :utc# No Ran( TTTTT st ; Ran( TTTTT nd 2 Ran( TTTTT rd < Ran( TTTTT t# B Ran( TTTTT

. (0=) Ho- many @", (@lo- "hine ,oard) do you ha#e* :utc# .dea Airtel BSN9 <12 TTTTT TTTTT TTTTT TTTTT !1< TTTTT TTTTT TTTTT TTTTT A1B TTTTT TTTTT TTTTT TTTTT ; 1B TTTTT TTTTT TTTTT TTTTT +t#ers TTTTT TTTTT TTTTT TTTTT

*#ere%er You &o +ur Net,or( *ill -ollo,s You 54