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A PROJECT REPORT ON MARKET SURVEY & PRODUCT PROMOTION IN RELIANCE COMMUNICATIONS

Submitted to Punjab Technical University in the partial fulfillment of the requirement for the degree of Master of Business Administration

Submitted to:
Ms. Shweta Sharma H.O.D (Mgt.) Add. Dean Planning & Admin

Submitted by:
Guljar Singh Roll. No:1275555 MBA 4th Sem.

UNIVERSAL BUSINESS SCHOOL PUNJAB TECHNICAL UNIVERSITY, JALANDHAR

ACKNOWLEDGEMENT
I wish to express my gratitude to Reliance Communication. Management for giving me an opportunity to be a part of their esteem organization and enhance my knowledge by granting permission to do research project under their guidance.

The learning during the project was immense & invaluable. My work basically included the study of various ways for developing marketing strategies for the company . The present report is an amalgamation of my thoughts and my effort you study the various ways of developing the marketing strategies for the company. Further a detailed study has been done in order to suggest the feasible strategies that would enhance its market share.

The acknowledgment would not be complete without expressing my indebtedness to my faculty guide of this project MS GAGANDEEP KAUR who guided us in this project and was the constant source of reference for us and showed full interest at each and every step of our project.

PREFACE
Learning categorizes you and practicing on that learning specializes you. Theoretical concepts taught and discussed in the classroom prove useful if they have to remain relevant. Practice orientation of management student is must generating competence to deal with issues at grass root level it is for this reason that project study is prescribed as a part of syllabus for MBA Degree in Punjab.

Research Project is the bridge for a student that takes him from his theoretical knowledge world to practical industry world. The main purpose of it is to expose for industrial and business environment, which cannot be possible in the classroom. The advantages of this sort of integration, which promotes guided to corporate culture, functional, social and norms along with formal teaching are numerous. Project Report is business organization in fuse among student a sense of critical analysis of the real managerial situation to which they are exposed. This gins them an opportunity to apply their conceptual theoretical & imaginative skills in a real life situations and to evaluate the results there of.

The objective is to provide a deep insight into practical aspects of the functioning of the organization. The train apprises the student to the actual function, responsibility and problem faced by an organization. It provides him with the knowledge of the various kind of problem that crop up in the day to day functioning of the organization .The way they are solved by the departments and appraisal of the crucial decision taken by the manager at the crucial time.

DECLARATION

I GULJAR SINGH, Roll No127555 do hereby declare that Research Report Submitted to Punjab Technical University, in partial fulfilment of M.B.A on MARKET SURVEY & PRODUCT PROMOTION IN RELIANCE COMMUNICATIONS is the result of my own work. I have not submitted this training report to any other university for the award of degree.

Signature of Student GULJAR SINGH

TABLE OF CONTENTS
Acknowledgement Preface Declaration List of tables List of Graphs

CHAPTER No.
Chapter-1 Chapter-2 Chapter-3

CHAPTER NAME
Introduction Review of literature Research Methodology 1.1 Research design 1.2 Objectives of the study 1.3 Scope of the study 1.4 Data collection 1.5 Limitations

PAGE NO:

Chapter-4 Chapter-5

Analysis & Interpretations Conclusion & Recommendations

Bibliography Annexure

LIST OF TABLES
Table. No: Table Name Page No:

LIST OF GRAPHS
Graph. No: Graph Name Page No:

CHATER 1 INTRODUCTION

INTRODUCTION
Think big, think fast, think ahead. Ideas are no ones monopoly. - Dhirubhai H. Ambani

ABOUT THE COMPANY Reliance Communications is the flagship company of the Anil Dhirubhai Ambani Group (ADAG) of companies. Listed on the National Stock Exchange and the Bombay Stock Exchange, it is Indias leading integrated telecommunication company with over 35 million customers. Our business encompasses a complete range of telecom services covering mobile and fixed line telephony. It includes broadband, national and international long distance services and data services along with an exhaustive range of value-added services and applications. Our constant endeavor is to achieve customer delight by enhancing the productivity of the enterprises and individuals we serve. Reliance Mobile (formerly Reliance India Mobile), launched on 28 December 2002, coinciding with the joyous occasion of the late Dhirubhai Ambanis 70th birthday, was among the initial initiatives of Reliance Communications. It marked the auspicious beginning of Dhirubhais dream of ushering in a digital revolution in India. Today, we can proudly claim that we were instrumental in harnessing the true power of information and communication, by bestowing it in the hands of the common man at affordable rates. We endeavor to further extend our efforts beyond the traditional value chain by developing and deploying complete telecom solutions for the entire spectrum of society.

EXECUTIVE SUMMARY

Board of Directors Mr. Anil D. Ambani - Chairman Mr. Ramachandran Mr.S.P. Talwar Mr. Deepak Shourie Mr. A.K.Purwar

Company Secretary & Manager Mr.Hasit Shukla

Auditors M/s. Chaturvedi & Shah M/s. BSR & Co.

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WIRELESS NETWORK IN INDIA

Urban Population- 97% Rural Population-42% National Highways-50% Rail Lines- 58% Census Towns-3,381 Non-census Towns/villages-

RELIANCE GROUP
Reliance Anil Dhirubhai Ambani Group, an offshoot of the Reliance Group founded by Shri Dhirubhai H Ambani (1932-2002), ranks among Indias top three private sector business houses in terms of net worth. The group has business interests that range from telecommunications (Reliance Communications Limited) to financial services (Reliance Capital Ltd) and the generation and distribution of power (Reliance Energy Ltd). Reliance ADA Groups flagship company, Reliance Communications, is India's largest private sector information and Communications Company, with over 30 million subscribers. It has established a pan-India, high-capacity, integrated (wireless and wire line), convergent (voice, data and video) digital network, to offer services spanning the entire infocomm value chain. Other major group companies Reliance Capital and Reliance Energy are widely acknowledged as the market leaders in their respective areas of operation.

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AWARDS & RECOGNITION

2014 January 12 International wholesale telecommunications service provider, FLAG Telecom amalgamates with Reliance Gateway, a wholly owned subsidiary of Reliance Infocomm February 9 Launches RIM Prepaid with attractive offer - For Rs 3500 get a Motorola C131 mobile phone and Rs 3240 worth of re- charge vouchers instantly and stay connected for 1 year February 17 Reliance subsidiary Flag Telecom announces FALCON Project - a major new Middle East Loop Terabits Submarine Cable System with links to Egypt and Hong Kong via India 2013 January 04 Reliance introduces first e-recharge facility in CDMA in India. January 24 Reliance India Mobile announces mega rural plan to cover 4 lakh villages and 65 crore Indians by December 2012.

June 26 Anil Ambani appointed Chairman of Reliance Infocomm July 30 Air Deccan and Reliance Web World join hands to offer air ticket booking facility at Reliance Web World. August 18 Reliance Infocomm rolls out international roaming facility across several countries to become the first Indian CDMA operator to offer its customers such a service. September 21 Apollo Hospital and Reliance Infocomm join hands to provide top class healthcare service to millions of Indians in over a hundred Indian cities. December 12 Reliance Infocomm and China Telecom sign agreement for telecom services to provide direct telecommunication service, including a global hubbing service, to subscribers in the two countries. 2012 January 01 Reliance Infocomm launches "One Nation, One Tariff" to enable Reliance India Mobile prepaid users to call anywhere in India at Re one per minute. March 06 Reliance Communications Ventures Ltd. (RCVL), India's leading integrated telecommunications company, a member of the Reliance - Anil Dhirubhai Ambani group, lists on the Bombay Stock Exchange and National Stock Exchange. June 22 Reliance Communications ties up with Disney to offer on Reliance Mobile World India's first 3D animation on mobile. November 17 Reliance Communications launches Free Group Term Life Cover for its CDMA subscribers December 28 Reliance Communications FLAG Telecom announces FLAG Next Gen to cover 60 countries 2011 January 10 Reliance Communications adds a record 1.0 million subscribers in December 11 January 18 Say Hello on Reliance Simply 2030 January 30 Reliance joins Lenovo and Intel for "Internet on the Move"

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February 2 Reliance Communications market capitalization tops Rs 1. lakh crore ( 1 trillion rupees or 24.39 billion US dollars) on Bombay Stock Exchange February 16 Reliance Communications offers best value on roaming March 23 Govts Rural Telephone Scheme(RDEL)through Reliance Communications successfully closes by March 31,2012 April 6 Reliance Communications acquires 1.2 million subscribers in March 2012. May 2 A Classic Bonanza Reliance Communications unveils handsets @ Rs 777 May 10 Reliance sets a new record, one million Classic handsets sold in just one week May 14 Reliance Communications launches Classic Color Bonanza - Color handsets @ Rs 1234 June 6 Reliance Communications adds 1.4 million new mobile subscribers in May2012 June 6 Reliance Classic' Makes Music - FM Radio Phones Launched at just Rs.1888

MISSION
Excellence in Communication initiatives To attain global best practices and become a world-class communication service provider guided by its purpose to move towards greater degree of sophistication and maturity. To work with vigour, dedication and innovation to achieve excellence in service,

quality, reliability, safety and customer care as the ultimate goal. To earn the trust and confidence of all stakeholders, exceeding their expectations

and make the Company a respected household name. To consistently achieve high growth with the highest levels of productivity. To be a technology driven, efficient and financially sound organization. To contribute towards community development and nation building. To be a responsible corporate citizen nurturing human values and concern for

society, the environment and above all, the people. To promote a work culture that fosters individual growth, team spirit and

creativity to overcome challenges and attain goals. To encourage ideas, talent and value systems. To uphold the guiding principles of trust, integrity and transparency in all aspects

of interactions and dealings.

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VISION
We will leverage our strengths to execute complex global-scale projects to facilitate leading-edge information and communication services affordable to all individual consumers and businesses in India. We will offer unparalleled value to create customer delight and enhance business productivity. We will also generate value for our capabilities beyond Indian borders and enable millions of India's knowledge workers to deliver their services globally.

PRODUCT

DEFINITION:
A product is a bundle of physical service and symbolical particulars expected to yield satisfaction benefits to the buyers. (Phillip Kotler)

A product is a complex of tangible and intangible attributers, including packaging, colors, price, manufacture and retailers service which the buyer may accept as offering satisfaction of wants of needs. (William J Stanton)

RELIANCE NETCONNECT USB MODEM

Features: Connectivity:

Wireless internet access across 5300 towns and 3 lakh villages. Internet browsing and download speed upto 153.6 kbps. Compatible with Windows 2000 and Windows XP.

Voice and SMS Compatible:


Make and receive voice calls Send and receive SMS upto 1000 characters Store 1000 contacts in your phone book

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Specifications:
Item Protocol working frequency Dimensions Weight Receiver sensitivity Power consumption Power supply CDMA2000 1X RTT 824MHz ~ 849MHz/869MHz ~ 894MHz Uplink/Downlink 84 mm (D) x 42 mm (W) x 12 mm (H) About 32 g Better than -104dBm 1.5W 5V/500ma, from USB Description

RELIANCE NET CONNECT DATA CARD

Features Uninterrupted high-speed wireless Internet connectivity, across 10000 towns, 3 lakh villages and growing.

Better surfing speeds, with download speeds up to 144 kbps. High download speed of heavy email attachments One-time installation of the dial-up software without the need to change the dial-

up configuration.
o o

Hassle-free connection Connect instantly (No line busy / waiting tone) Easy to remember username / password (your phone / card number)

Enables a user to surf the Internet without being tied down to a landline from any location your bedroom, drawing room, hotel room, office, outdoors or on the move in a car, train or bus.

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The network advantage


This remarkable service virtually converts the whole of India into a wireless hot spot. 10000 towns and cities and 300,000 villages On highways, rail routes, airport lounges and remote locations

The plan advantage

The tariff is inclusive of all charges (the ISP charge as well as the Telecom

connectivity charge).

No need for an external or internal modem. No need for an ISP account. No need for a separate landline connection. One free e-mail account (with a 10 MB mailbox) and 2 MB of web space A choice of prepaid and postpaid options to suit your usage needs Use of data cards to make voice calls and send SMS

RELIANCE POSTPAIDS FIXED WIRELESS PHONES Current models

CLASSIC 2208

CLASIC WP 820

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LG LSP 410

CLASSIC WP 829

RELIANCE MOBILES

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PDA color phone Current handset models

Reliance Hello Postpaid Plans PlansNeed . On e Ind 180 ia 0 50 225 0.4 0 1.0 0 1.0 0 0.4 0 1.0 0 1.0 0 1.20 High STD calls Sim ply 203 130 0 0 0 225 1.20 1.20 Pla n 15 15 0 0 50 35 17 5 0.4 0 1.6 0 0.4 0 0.4 0 1.6 0 1.2 0 High local fixed calls loc al 29 29 9 9 0 0 12 5 0.5 0 0.5 0 Pl an 50 50 0 0 0 47 0 75 0. 37 1. 47 Hel lo 125 125 0 0 225 0.4 0 0.4 0 High local mobile calls Mob ile 299 299 0 150 125 0.40 0.40 Pla n 600 600 0 600 On net N. A. 0.3 3 1.4 7 0.3 7 0.3 0 1.4 7 1.1 0 Hig h on net PlA call n s 100 100 0 0 0 975 75 0.3 0 1.3 3 0.3 3 0.3 3 1.3 3 1.0 0 0.30 Spec ial ones Plan 1500 1500 0 1525 75 0.30 1.20

Mont hly rental Clip Free usage On net pack On charg net Local es other GSM Fixed

0.5 0. 1.2 1.20 0 circle 37 (Rs./min.) 0 Intra 0.5 0. 0.4 0.40 0 37 0 1.2 1. 0.4 0.40 0 47 0 1.2 1. 1.2 1.20 0 10 0 Inter circle (Rs./min.)

On net Other GSM Fixed

1.20 1.20 1.20

0.30 1.20 0.90

0.4 1.20 2.4 2.4 2. 2.4 2.40 0.3 2.0 1.80 0 0 0 20 0 0 0 1.0 1.20 2.4 2.4 2. 2.4 2.40 2.2 2.0 1.80 0 0 0 20 0 0 0 1.0 1.20 2.4 2.4 2. 2.4 2.40 2.2 2.0 1.80 0 0 0 20 0 0 0 Plan one India offers lowest call rate of 0.40p/min on Reliance hello to Reliance hello.

On net Other GSM I Fixed

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HELLO PACKS

SMS PackGet unlimited on net SMS anywhere in India +Rs. 25 worth off net SMS in just Rs.50 only

STD PackCall any phone in India for Rs. 1/min. on rental just Rs. 99/month only

Night PackCall any Reliance phone in Mahrashtra and Goa and Mumbai free between 11 pm to 7 am on rent Rs. 99/month

HANDSET PROPOSITIONS

Get Rs.2400 intra circle on net talk time free Free intra circle on net talk time-Rs.100 per month for 24 months Applicable on Plan 150, plan 290, plan 500, plan 1000, plan 1500, plan 125, plan local 299, plan mobile 299, plan one India 225, plan one India 225.

PLANS FOR RELIANCE MOBILES POSTPAIDS


These are divided into three level of plans Entry level plans Mid level plans High level plans

ENTRY LEVEL PLANS

PLAN TYPE SP 149

MONTHLY RENTAL 124 CLIP & PLAN CHARGES 25 TOTAL MONTHLY 149 COMMITMENT FREE INTRA CIRCLE TALK 150 199 TIME CALL RATES WITH IN M&G (Rs./Min.) TO ALL RELIANCE PHONE 0.50 0.50 1.20 TO OTHER MOBILES 0.50 0.50 1.20 TO LANDLINE 1.00 1.00 1.20 STD RATES REST OF INDIA (Rs./Min.) TO ALL RELIANCE PHONE 2.00 2.49 2.40 TO OTHER PHONES 2.00 2.49 2.40

ENTRY PLAN NJ NJ 199 199 SOHO INDIA 199 199 199 199

CHAT & PLAY 199 199 -

1.2/0* 1.2/0.5* 1.2/0.5* 2.40 2.40

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MID LEVEL PLANS PLAN TYPE MID LEVEL PLAN RIO 299 RIO 399 NJ 299 SOHO 299 399 299 -299 399 299 100

MONTHLY RENTAL CLIP & PLAN CHARGES TOTAL MONTHLY COMMITMENT FREE INTRA CIRCLE TALK TIME CALL RATES WITH IN M&G (Rs./Min.) TO ALL RELIANCE PHONE 0.40 0.40 TO OTHER MOBILES 1.00 1.00 TO LANDLINE 1.00 1.00 STD RATES REST OF INDIA (Rs./Min.) TO ALL RELIANCE PHONE 1.00 0.40 TO OTHER PHONES 1.00 1.00

0.50 0.50 1.00 1.50 1.50

INDIA ROAM FREE PLANS India Roam Free Roaming tariff for mobile roam free plans Local out going calls while roaming STD out going calls Incoming To Reliance/ others All phone call rate Free incoming talktime Plan 390 40p/Rs. 1 1.00 1.00 Plan 990 50p 1.00 1.00

HIGH LEVEL PLANS PLAN TYPE MID LEVEL PLAN NJ 399 NJ 499 399 499 50 50 449 549 -

MONTHLY RENTAL CLIP & PLAN CHARGES TOTAL MONTHLY COMMITMENT FREE INTRA CIRCLE TALK TIME CALL RATES WITH IN M&G (Rs./Min.) TO ALL RELIANCE PHONE 0.40 TO OTHER MOBILES 0.85 TO LANDLINE 0.85 STD RATES REST OF INDIA (Rs./Min.) TO ALL RELIANCE PHONE 0.85 TO OTHER PHONES 0.85

0.40 0.75 0.75 0.75 0.75

Unlimited Reliance Mobile Calling Pack-

Call any Reliance mobile on rental of Rs. 375 per month Pack is available with all plans Only for Reliance mobile calls in Maharashtra & Goa This pack will not be applicable while roaming

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RELIANCE NETCONNECT TARIFF PLANS FOR DATA CARD & USB MODEM
1. Time Based Plans 2. Data Based Plans Time Based Plans Post paid plans Monthly charge Peak hours (6 am to 10 pm) Off peak hours (10 pm to 6 am) Additional usage rate Free Email account Free web space Free SMS/mont h Freedom @ night 400 Swift Swift 40 72 Internet Tariff 400 650 Bundled hours/month 20 hours 36 hours Swift 100 900 Swift 180 1500

Rs.50p/mi n. Unlimited

50 hours

90 hours

20 hours

36 hours

50 hours

90 hours

N.A. 10 MB

Rs.50p/mi n. 10 MB

Rs.50p/mi n. 10 MB

Rs.50p/mi n. 10 MB

Rs.50p/mi n. 10 MB

2 MB

2 MB

2 MB

2 MB

2 MB

Nil

Voice & SMS Tariff Nil 100 per month

100 per month

100 per month

Data Based Plans

Post paid plans Monthly charge Bundled data Exchange/month Additional usage rate Free E-mail account Free web space Free SMS/month

Freedom Freedom Plus Internet Tariff 650 900 1 GB 1.5 GB Rs. 2/MB Rs. 2/MB 10 MB 10 MB 2 MB 2 MB Voice & SMS Tariff 100 100

Platinum 1500 Unlimited N.A. 10 MB 2 MB 100

Chapter-2: LITERATURE REVIEW

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Chapter -2: Literature Review


2.1.1: STUDIES RELATED TO GROWTH AND DEVELOPMENTS IN INDIAN TELECOM SECTOR Muller in his a research focuses that the success of the mobile commerce can be attributed to the personal nature of wireless devices. Adding to this are its unique features of voice and data transmission and distinct features like localization, feasibility and convenience. The sustained growth of the mobile commerce around the world has been more because of the transfer of technology according to the needs of local geography.

National Telecom Policy projected a target 75 million telephone lines by the year and 175 million telephone lines by has been set. Indian telecom sector has already achieved 100 million lines. With over 100 million telephone connections and an annual turnover of Rs. 61,000 crores, our present teledensity is around 9.1%. The growth of Indian telecom network has been over 30% consistently during last 5 years. According to Wellenius and Stern information is regarded today as a fundamental factor of production, alongside capital and labor. The information economy accounted for one-third to one-half of gross domestic product (GDP) and of employment in Organization for Economic Cooperation and Development (OECD) countries in the 1980s and is expected to reach 60 percent for the European Community in the year. Information also accounts for a substantial proportion of GDP in the newly industrialized economies and the modern sectors of developing countries. Videsh Sanchar Nigam Limited (VSNL) 16th Annual Report.

India like many other countries has adopted a gradual approach to telecom sector reform through selective privatization and managed competition in different segments of the telecom sector. India introduced private competition in value-added services in 1992 followed by opening up of cellular and basic services for local area to competition. Competition was also introduced in National Long Distance (NLD) and International Long Distance (ILD) at the start of the current decade. World Telecommunication Development Report explains that network expression in India was accompanied by an increase in productivity of telecom staff measured in terms of ratio of number of main lines in 69 operation to total number of staff.

Indian Telecommunication Statistics in its study showed the long run trend in supply and demand of Direct Exchange Lines (DEL). Potential demand for telecom services is much more than its supply. In eventful decade of sect oral reforms, there has been significant growth in supply of DEL. Economic Survey, Government of India (2012-2013) has mentioned two very important goals of telecom sector as delivering low-cost telephony to the largest number of individuals and delivering low cost high speed computer networking to the largest number of firms. The number of phone lines per 100 persons of the population which is called teledensity, has improved rapidly from 43.6 in March 2012 to 4.9 in December 2013. Adam Braff, Passmore and Simpson focus those telecom service providers even in United States face a sea of troubles. The outlook for US wireless carriers is challenging. They can no longer grow by acquiring new customers; in fact, their new customers are likely to be migrated from other carriers. Indeed, churning will account for as much as 80% of new customers in 2013. At the same time, the carriers Average Revenue per User (ARPU) is falling because customers have. Dutt and Sundram studied that in order to boost communication for business, new modes of communication are now being introduced in various cities of the country. Cellular Mobile Phones, Radio Paging, Email, Voice-mail, Video, Text and Video-Conferencing now operational in many cities, are a boon to business and industry. Value- added hi-tech services, access to Internet and Introduction of Integrated Service Digital Network are 70 being introduced in various places in the country.

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CHAPTER 3 RESEARCH METHODOLOGY

RESEARCH METHODOLOGY
Methodology in the applied sense refers to various methods used by the researcher right from data collection and various techniques used for the same for interpretation and inference. Methods and techniques are often used synonymously in research literature. Research methodology is what must be done, how it will be done, what data will be needed, what data gathering will be employed, how sources of data will be selected and how the data will be analyzed and conclusions reached. When we talk of research methodology we not only talk of the research methods but also consider the logic behind the methods we use in the context of our research study and explain why we are using a particular method or technique and why we are not using others so that research results are capable of being evaluated either by the researcher himself or by others.

1.1 Research Design


Research design is the first and foremost step in methodology adopted and undertaking research study. It is overall plan for the collection and analysis of data in the research project. Thus it is an organized, systematic approach to be the formulation, implementation and control of research project. In fact a well planned and well balanced research design guards against collection of irrelevant data and achieves the result in the best possible way. Types of research design: 1. Exploratory research 2. Descriptive research 3. Causal research For this kind of research we will proceed with exploratory research. Exploratory research: The major emphasis in exploratory research is on converting broad, vague problem statements into small, precise sub-problem statements, which is done in order to formulate

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specific hypothesis. The hypothesis is a statement that specifies, How two or more variables are related? Under some circumstances is exploratory study ideal.
To gain an insight into the problem. To generate new product ideas. To list all possibilities. Among the several possibilities, we need to prioritize the

possibilities which seem likely.


To develop hypothesis occasionally.

To establish priorities so that further research can be conducted.

In general, exploratory research is appropriate to any problem about which very

little is known. This research is the foundation for any future study. Characteristics of Exploratory Research:
Exploratory research is flexible and very versatile. For data collection structured forms are not used. Experimentation is not a requirement.

Cost incurred to conduct study is low.


This type of research allows very wide exploration of views. Research is interactive in capture and also it is open ended.

Exploratory Research Methods: The quickest and the cheapest way to formulate a hypothesis in exploratory research are by using any of the three methods:
Literature search

Experience survey Focus group

IMPORTANCE OF THE RESEARCH Significance of research and research leads to invention. highlight the importance of the research. Following facts

(1) Research facilitates logical or scientific thinking process which leads towards flow less strategy formulation. (2) It facilitates identification of trends which ultimately responsible in marketing opportunities. (3) Decision making becomes easier for well researched phenomenon.

(4) Research is important in solving various operational and planning problems of business and industry. (5) It helps understanding perception of the employees about the training and accordingly designs the training process.

Objectives of the Study:


To attain global best practices and become a world-class utility. To provide uninterrupted, affordable, quality, reliable and clean power to

millions of customers.

To achieve excellence in service, quality, reliability, safety and customer

care.

To work with vigor, dedication and innovation, with total customer care as

the ultimate goal.

To consistently achieve high growth with the highest levels of

productivity.

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Data Collection
I. Secondary Research a) Internal secondary data Data from the company itself which the company already has. Data from the magazines and news papers,

b) External secondary data

II. Survey Research a)Telephone interviews Collection of information from respondents via telephone Collection of information from respondents via mail or similar techniques Collection of information in a face-to-face situation. Personal interviews in the respondents home or office Personal interviews in a central location, generally a shopping mall

b) Mail interviews

c) Personal interviews Home interviews Intercept interviews

III. Field experiments

Manipulation of the independent variable(s) in a natural situation.

Limitations of the Study


The period of the study is limited to data of 5 years. The study is based on the secondary data provided by the company It is difficult to judge the financial performance with the said ratios Both managers and employees are not ready to fully reveal the data required for the project and the document of the company are not open for the public scrutiny

The time period was limited to 10 weeks which is not sufficient to have a complete study.

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RESEARCH AND FINDINGS


There are many types of the research like Descriptive, Analytical, Basic, Applied, Qualitative, Quantitative, and Conceptual. reliance communication . I have chosen the field of Asthana tower,

Descriptive Research:
In this type of research I have collected data by observation, by mailing to the companies or to the key decision maker, by going to the company with the appointment with the key decision maker and ask employees about training produres in the Reliance Communication .

Analytical Research:
I also have collected data from already available information. I got the information from the newspapers with the help of that information (phone no.) I used to take appointment with the concerned person and. In this research correlation technique is used to analyze the data.

Basic or Pure Research:


Visiting to the company to company I have got many people who are not satisfied with the services of RCIL. This enhance my ability of dealing with the people and make them satisfied.

Applied Research:
The research which has immediate commercial potential is called applied research. Applied research can further be classified as problem oriented and problem solving research.

Problem Oriented Research


During the research I have met with many people who are having many problems regarding the connections, poor network, poor services and many other problems. Most

of the customers are saying about the billing procedure they have big problem with the collection of the bills so that makes the satisfaction level of the customers down.

Problem solving Research


RCIL is facing the main problem about the network and the billing of postpaid connections users because there is no collection centre near by the area which I have visited that is why the company is not getting good business from the particular area.

Quantitative Research:
I have visited about 350 companies and I have got different result from them 80% of the people listened to me, 20% of the people did not listen me, the sales results were very low.

Conceptual Research:
Many of the people want to pay the bill at the place which should be near to them and safe also.

AREAS SURVEYED

In my project time I have visited in many areas in Pune so here is the information about the company which I have collected from them.-

Areas Surveyed: procedure Pimpari MIDC Bhosari MIDC Chichwad Indrayani nagar Alandi

MIDC Landewari

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OBSERVATIONS-

The schemes of RELIANCE COMMUNICATION are better in comparison to

other.

RELIANCE COMMUNICATION CDMA has a facility of Auto Roaming. Better Internet plan compare to other. Better roaming plan. RELIANCE COMMUNICATION have strong customer segment in corporate. Lacking in promotional activity. billing problem Strong scheme for postpaid plan. Classic which is new mobile manufacturer for RELIANCE have to face many

problems related to mobile set.

GRAPHICAL REPRESENRATION OF THE AREAS VISITED

OBSERVATIONSIn CHINCHWAD area mostly people believe on BSNL because they get some good facilities there and they dont want to change their mindsets about BSNL .They are having an collection center of BSNL in chinchwad so this is very easy to themto pay the bills but Reliance have their web world in PIMPRI and that is too far from there and no regular collection of bills so Reliance needs to think about that.

OBSERVATIONSIn PIMPRI there is a big competition. There are many collection centers there Reliance, Airtel, Hutch are there but Reliance is doing well there.

OBSERVATIONSIn BHOSARI people need CUG connections most and for that they prefer Idea and Airtel because they are also having good call rates for STD calls in CUG plans. For non CUG plans they prefer BSNL because they are getting broadband connection on low rates also. OBSERVATIONS-

In MIDC CHINCHWAD Reliance is doing good business and paople want some new plans and good handsets in the market.

OBSERVATIONSIn INDRAYANI NAGAR industrial area the main problem is related with the billing.There is no collection cernter here they are in PIMPRI & NIGDI and the distance is 5 km from here.

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OBSERVATIONSALANDI is very far from the main roads NASHIK highway is 8 km away from here so very difficult to reach there and in MARKEL (place away from Alandi) there is no good coverage.

OBSERVATIONS-

It is situated on old Bombey-Pune highway so there is good coverage and Reliance post paid is doing good here.

PROMOTIONAL WORK
Sales promotion is one of the four aspects of promotional mix. (The other three parts of the promotional mix are advertising, personal selling, and publicity/public relations.) Sales promotions are non-personal promotional efforts that are designed to have an immediate impact on sales. Media and non-media marketing communications are employed for a predetermined limited time to increase consumer demand, stimulate market demand or improve product availability. Examples include:

coupons discounts and sales, including Blue Cross Sale contests point of purchase displays rebates free samples (in the case of food items) gifts and incentive items free travel, such as free flights

Sales promotions can be directed at the customer, sales staff, or distribution channel members (such as retailers). Sales promotions targeted at the consumer are called consumer sales promotions. Sales promotions targeted at retailers and wholesale are called trade sales promotions. Some sale promotions, particularly ones with unusual methods, are considered gimmick by many.

Under sales promotion I have done a survey for the web world franchisee and for that I have visited some areas which are as follows F.C.ROAD J.M.ROAD BHANDARKAR ROAD KARVE ROAD M.G.ROAD BOOTEE STREET EAST STREET VIMAN NAGAR KALYANI NAGAR KOREGAON PARK I have distributed the pamplates, door to door or company to company selling, and have putted stalls in the HCL carnival on F.C. road in hotel ASHISH PLAZA for two days also.

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Top companies in respective services and products segment during (2012-13) SERVICES (OVERALL)

Rank

COMPANIES

Revenue( Rs. Crore)

1 2 3 4 5 CELLULAR: Rank 1 2 3 4 5 FIXED:

BSNL BHARTI AIRTEL RELIANCE HUTCHISON ESSAR VSNL

40,135 17,888 14,468 10,565 8,857

COMPANIES Bharti AirTel Reliance Hutchison BSNL Idea Cellular

Revenue( Rs. Crore) 13,431 10,728 10,565 9,400 4,335

COMPANIES Rank 1 2 3 4 5 BSNL MTNL BHARTI AIRTEL TTSL TTML

Revenue( Rs. Crore) 21,020 4,116 1,693 1,584 924

INTERNET AND BROADBAND: Rank COMPANIES SUBSCRIBERS (LAKH) 1 2 3 4 5 BSNL MTNL SIFY BHARTI AIRTEL RELIANCE 40.9 17.8 8.2 6.8 6.6

ILD: Rank 1 2 3 4 5 NLD: Rank 1 2 3 4 5 COMPANIES BSNL BHARTI RELIANCE VSNL RAILTEL Revenue( Rs. Crore) 4,665 1,035 635 505 116 COMPANIES VSNL RELIANCE BHARTI AIRTEL AT&T C&W Revenue( Rs. Crore) 7,648 2,110 1,240 176 88

INDIAN SERVICE INDUSTRY (FY 12-13):

CATEGORIES Fixed Line Cellular NLD ILD Internet & Broadband VSAT Radio Trunking TOTAL 48

Revenue (Rs. Crore) FY 11-12 FY 12-13 34,161 30,190 35,994 56,183 9,015 7,186 7,251 11,056 1,620 2,040 443 540 38 36 88,522 107,681

Growth (in %) -11.6 56.1 -20.3 58.7 26 21.9 -5.3 21.6

Top 10 Service providers (FY 12-13): Rank Service provider Revenue (in Rs. Crore) FY 11- FY 1212 13 12,062 15,891 11,291 10,766 6,837 4,797 2,575 5,561 2,990 977 1,097 87,068 17,888 14,468 10,565 8,857 5,178 4,923 4,413 1,507 1,422 109,356 Growth (in %) Category

1 2 3 4 5 6 7 8 9 10

BSNL Bharti Airtel Reliance Hutchison VSNL TTSL MTNL IDEA Aircel TTML Total

32 58.4 34.4 54.5 84.6 101.1 -11.5 47.6 54.2 29.6 25.6

Mobile Phone, Wireless infrastructure Fixed, Cellular,ISP,NLD,VSAT,ILD Fixed, Cellular,ISP,NLD,,ILD Cellular,NLD,,ILD ISP,NLD,,ILD Fixed, Cellular Fixed, Cellular,ISP,NLD Cellular,NLD Cellular,NLD,,ILD Fixed, Cellular

Top Fixed Operators (Based on Revenue):

Rank 1 2 3 4 5 6 7

Operator BSNL MTNL Bharti AirTel TTSL TTML Reliance HFCL Total

Revenue (in crore) FY 11-12 FY 12-13 25,195 21,020 14,988 4,116 1,320 1,693 1,081 1,584 713 924 513 460 261 285 34,161 30,190

Growth (in %) -16.6 -17.5 28.3 46.5 29.6 -10.3 9.2 -11.6

Top Fixed Operators (Based on Subscriber):

Rank 1 2 3 4 5 6 7

Operator BSNL TTSL MTNL RELIANCE Bharti Airtel TTML HFCL Total

Subscribers (in mn) FY 11-12 FY 12-13 36.77 36.70 4.02 4.36 3.88 3.80 3.13 1.56 1.34 1.27 1.04 0.75 0.23 0.25 50.58 48.91

Growth (in %) -0.2 8.5 -2.1 -50.2 -5.2 -27.9 8.7 -3.3

Top Players (Based on subscribers):

Rank

Company

No. of Circle 23 21 23 22 11 20 23 2 2 1 1 150

Subscribers (in mn) FY 11-12 FY 12-13 19.58 18.45 17.31 15.36 7.37 4.85 2.61 1.99 1.93 1.34 0.06 90.88 37.14 27.93 27.85 26.44 14.01 11.43 5.51 2.75 2.73 1.07 0.07 156.97

Growth (in %) 89.7 51.4 60.9 72.1 90.1 135.7 111.1 38.2 41.5 -20.1 16.7 72.7

1 2 3 4 5 6 7 8 9 10 11

Bharti Airtel BSNL Reliance Hutch Idea TTSL Aircel MTNL Spice BPL (Mumbai) HFCL infotel Total

Market Share (in %) 23.7 17.8 17.7 16.8 8.9 7.3 3.5 1.8 1.7 0.7 0.0 100.0

Top Players (Based on Revenue): Rank Company No. of Circle 23 23 22 21 11 20 23 2 1 2 1 150 Revenue (in crore) FY 11-12 FY 12-13 8,239 6,673 6,837 6,467 2,990 1,878 977 671 655 573 22 35,994 13,431 10,728 10,565 9,400 4,335 4,092 1,507 783 505 807 20 56,183 Growth (in %) 63.0 60.8 54.5 45.4 45.0 117.9 54.2 16.7 -22.9 40.8 -9.1 56.1 Market Share (in %) 23.9 19.1 18.8 16.7 7.7 7.3 2.7 1.4 0.9 1.4 0.0 100.0

1 2 3 4 5 6 7 8 9 10 11

Bharti Airtel Reliance Hutch BSNL Idea Tata Teleservices Aircel Spice BPL (Mumbai) MTNL HFCL infotel Total

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CHAPTER- 5 CONCLUSION & RECOMMENDATION

CONCLUSION

Reliance communication is a very big brand name and I am very thankful to the Reliance people to help me in completing my project in Reliance communication. Reliance communication provides me the good opportunities to make my skills stronger in marketing. I am also very thankful to my project guide Mr. Rajiv Taneja for giving me his useful guidelines and important time. While doing this project I have talked with many people and came to know about the market and I learnt that how the companies works and what they have to do for retaining there position in the market. Reliance Communications has trained me to face the challenges whatever in the market.

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CONCLUSION & RECOMMENDATION


After completing my work of analyzing and creating customers for postpaid mobiles, fixed wireless phones, Data cards and USB modem of Reliance communication I want to recommend some important facts to the company about its products. Company should come with some good and effective plans to make the customer

satisfied. Company should move towards the good customer relations so company should

plan for the customer relationship management. Reliance Communications is having good range of its products that is why they

are challenging the competitors so make it large. Sales Executives are not getting proper guidance and support from the seniors

because of heavy workload on them so there is a need to manage workload so managing manpower is also a big task to do. Majority of respondents complain about the after sales services like billings, and

interruption in the network so the quality of after sales services should be improved. Customer care services are very poor company should improve that part also. Device installation and registration on site should be easier to work so that Reliance Communication should make such strategies which suits the companys

customers need not to give more papers at the time of purchasing a new connection.

name and brand. Reliance Communication is already having a good brand image.

BIBLIOGRAPHY

WEBSITES:

www.reliancecommunication.com www.altavista.com

BOOKS PREFFERED:

Marketing Management- Philip Kotler Marketing Management- Rajan Saxena

NEWS PAPERS:

THE ECONOMIC TIMES THE TIMES OF INDIA

54

ANNEXURE
QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE POSTPAID Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the telecom services you are using?

2) If other then Reliance then Is there any possibility for other service provider?

If Reliance then which one? Prepaid 3) Do you know about the new plans in Reliance postpaid?

4) Which plan are you using currently and what is your bill? Plan - - - - - Bill - - - - - - -

5) Do you want to take any postpaid connection with these plans? (After telling him all the plans according to his usage of phone)

QUESTIONNAIRE
FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE NETCONNECT DATA CARD & USB MODEM Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the internet services are you using?

2) How much is your monthly bill? Bill - - - - - 3) Do you know about the Reliance net connect data card and USB modem?

4) You are using internet on

5) What is your usage?

6) Do you want to take any one with these plans? (After telling him all the plans according to his usage of internet)

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