Professional Documents
Culture Documents
On
SWOT ANALYSIS OF RELIANCE COMMUNICATION WITH
COMPETITOR IN DHANBAD AND SURROUNDING OFFICE
OF
RELIANCE COMMUNICATION LTD.
PROJECT REPORT
Submitted by
Mohit Mangal
CONTENTS
Guide’s certificate
Organizational Certificate
Acknowledgement
Preface
Chapter – 1 Introduction
Concept of Reliance communication
An Overview of current Market Scenario
Brief Study of the Organization
Organizational Set-up
Mohit Mangal 1
BBA Pt III
Chapter – 2 Main Studies
Introduction of the Topic
The problems being faced
What does Company expect to do by solving the
problem
Chapter – 3 Methodologies
Research problem
Research Objective & sub- objective
Information Requirement
Choice of Research Design
Research Instrument used
Sampling Technique used & Sample size
Field Work
Chapter – 5 Conclusions
Conclusion
Finding
Chapter – 6 Suggestions
Appendices
Bibliography
Questionnaire
ACKNOWLEDGEMENT
Mohit Mangal 2
BBA Pt III
My summer training is one of the events which will
be ever green in my life.
Mohit Mangal 3
BBA Pt III
Date : Mohit
Mangal
Place : FaLNA
PREFACE
A project is a scientific and systematic study of real issues on a problem with the
application of management concept and skills. The study can deal with small or
big issues in any division of an organization. It can be case study where a
problem has been dealt with, through the process of management. The essential
equipment of a project this that, it should contain scientific collection of data,
analysis and interpretation of data leading to valid conclusion.
This project report tends to give a sharp picture of the telecom industry.
I hope, this study can be of some help to the telecom industry of his product and
service
Mohit Mangal 4
BBA Pt III
DEDICATION
TO
MY PARENTS
WHOSE
Introduction
Mohit Mangal 6
BBA Pt III
(1) CONCEPT OF RELIANCE COMMUNICATION
Thursday, August 09, 2007
His marketing strategy has made millions of Indians happy, they got the best mobile
tariffs in the world-local call costs at 15 paise/minute, and STD call at 40
paise/minute
The reason was obvious: The telecom sector is growing faster than any other segment
and naturally their CEOs have a lot to crow about. The jury had to select one from
three CEOs, who had made it to the final list through nominations from the industry
and the initial scrutiny. Among the three, one of the main contenders was a young
CEO. The jury decided that he should come back next year to try and win the coveted
award. The list now had two names-both CEOs of two well-known companies. The
pivotal difference between the two: one is an entrepreneur and the other is not so
popular, as his credit is shared among a number of his big daddies.
Following a five-hour closely held, hotly debated discussion, the name was
announced: Anil Dhirubhai Ambani, chairman of Reliance Communications. Anil
Ambani joined Reliance Industries (currently promoted by his brother Mukesh
Ambani, following their split) in 1983 as co-chief executive officer. Forbes ranked
him number 104 among the World's Richest People in 2006. The Ambani family
faced criticism when it announced its ambitious plans to build a countrywide telecom
network, as its prior expertise lay in commodities-textiles and petrochemicals-
business only. Apart from that telecom needs a service-oriented mindset, critics felt.
What they did not remember was how the family had served its millions of
shareholders.
Mohit Mangal 7
BBA Pt III
Policies in India are made in line with Ambani's vision, says an industry expert. His
business acumen and closeness to politicians assisted him in making it to the Rajya
Sabha in June 2004, as an independent member. Ambani chose to resign voluntarily
on March 25, 2006.
The same association with politicos gave him negative returns too when the Mayawati
Government in Uttar Pradesh put a spanner on his ambitious plans to build a 1,200-
acre SEZ.
Media sees his aggression when he announces financial results for the Reliance ADA
group of companies, and when he attends the annual general meetings and faces
questions from shareholders. When he meets the press, he has answers to all their
questions. He also remembers to call select journalists by name.
How did Ambani become the VOICE&DATA Telecom Person of the Year 2007?
What are his personal and organizational achievements in the recent past?
His path-breaking marketing strategy that was put in by the strongest team of telecom
professionals the country has ever seen has made millions of Indians happy as they
got the best mobile tariffs in the world. The aggression resulted to adding to his
already swollen kitty. Every hour India will be adding around 20,000 new mobile
customers and Reliance Communications over 4,000. When mobile telephony first
began in India, a local call cost Rs 16 per minute; an STD Rs 50; and a call to the US
Rs 100 per minute. With Reliance Communication’s pioneering price initiative, a
local call now costs a mere 15 paise per minute, STD 40 paise, and a call to the US
costs less than Rs 2 per minute. The presence of Reliance Communications is making
the competition in India panicky. Global telecom forces will also shortly start feeling
the heat. Ambani has also recently announced his Rs 1,200 crore buyout of Yipes
Holdings.
Achiever's Pride
"In four years of operations, we invested around Rs 32,000 crore. This year alone we will
invest over Rs 20,000 crore. At the end of this year, we will have covered over 90% of
our population. If Version 1.0 of the Indian telecom story was all about affordability,
Version 2.0 will be about reach. Our
Network expansion will give us the power to drive the market and stay ahead of the
curve," Ambani adds.
Reliance Communications is now among the three most valuable private sector
companies in India, and the five most valuable telecom companies in Asia. In the current
Fiscal, Reliance Communications will spend Rs 16,000 crore to further expand and
strengthen its network coverage across India and the rest of the world.
Reliance Communication’s One India, One Tariff plan allowed millions to connect across
India at just one rupee a minute. The company was the first one to break the Rs 1,000
entry-barrier with the launch of the lowest-cost classic brand handset at Rs 777.
As per its expansion plan, Reliance Communications will have the single largest wireless
network in the world, covering over 900 mn Indians or more than 15% of the global
population. It will cover 23,000 towns or every single Indian habitation with a population
of over 1,000. Reliance Communications will cover almost 100% of all rail routes,
providing seamless voice, video, radio, and Internet connectivity to 14 mn commuters
every day. It will also cover almost 100% of all national highways, and 84% of all state
highways, giving millions of users the power to talk, text, surf, play, chat or simply stay
in touch across nearly the entire length of India's 2,00,000-km-long road network.
Having achieved tremendous growth, the main challenge for Reliance Communications is
to improve quality of service and ARPU. Its enterprise business is also not in a position
to compete with the global majors. Stock market valuations may boost the fortunes of an
entrepreneur, but Ambani needs to address the issues faced by the growing mobile
customer base, especially in India, where bureaucracy takes pride in checking the
businessman.
Mohit Mangal 10
BBA Pt III
(2) AN OVERVIEW OF CURRENT MARKET SCENARIO
Reliance Communications (formerly Reliance Communications Ventures) is one of
India's largest providers of integrated communications services. The company has
more than 20 million customers and serves individual consumers, enterprises, and
carriers, providing wireless, wireline, long distance, voice, data, and internet
communications services through a number of operating subsidiaries. The company
sells communications and digital entertainment products and services through its
chain of Reliance Web World retail outlets. The company's Reliance Infocomm
subsidiary provides wireless communications services throughout India. Reliance
Communications is part of the Reliance - Anil Dhirubhai Ambani Group.
The current network expansion undertaken by Reliance is the largest wireless network
expansion undertaken by any operator across the world.
It was with this belief in mind that Reliance Communications (formerly Reliance
Infocomm) started laying 60,000 route kilometres of a pan-India fibre optic backbone.
This backbone was commissioned on 28 December 2002, the auspicious occasion of
Dhirubhai’s 70th birthday, though sadly after his unexpected demise on 6 July 2002.
We will also generate value for our capabilities beyond Indian borders and enable
millions of India's knowledge workers to deliver their services globally.
Chairman’s profile
Reliance Communications Limited founded by the late Shri. Dhirubhai H Ambani
(1932-2002) is the flagship company of the Reliance Anil Dhirubhai Ambani Group.
It is India's foremost truly integrated telecommunications service provider. With a
customer base of over 36 million including close to one million individual overseas
retail customers, Reliance Communications ranks among the top ten Asian Telecom
companies. Its corporate clientele includes 600 Indian, 250 multinational corporations
and over 200 global carriers and owns and operates the world's largest next
generation, IP enabled connectivity infrastructure, comprising over 150,000
kilometers of fiber optic cable systems in India, USA, Europe, Middle East and the
Asia Pacific region. For more information, visit:
Regarded as one of the foremost corporate leaders of contemporary India, Shri Anil D
Ambani, 48, is the chairman of all listed companies of the Reliance ADA Group,
namely, Reliance Communications, Reliance Capital, Reliance Energy and Reliance
Natural Resources.
An MBA from the Wharton School of the University of Pennsylvania, Shri Ambani is
credited with pioneering several financial innovations in the Indian capital markets.
He spearheaded the country’s first forays into overseas capital markets with
international public offerings of global depositary receipts, convertibles and bonds.
Under his chairmanship, the constituent companies of the Reliance ADA group have
raised nearly US$ 3 billion from global financial markets in a period of less than 15
months.
Shri Ambani has been associated with a number of prestigious academic institutions
in India and abroad.
Mohit Mangal 12
BBA Pt III
He is currently a member of:
In June 2004, Shri Ambani was elected as an Independent member of the Rajya Sabha –
Upper House, Parliament of India, a position he chose to resign voluntarily on March 25,
2006.
• Voted ‘the Businessman of the Year’ in a poll conducted by The Times of India –
TNS, December 2006
• Voted the ‘Best role model’ among business leaders in the biannual Mood of the
Nation poll conducted by India Today magazine, August 2006
• Conferred ‘the CEO of the Year 2004’ in the Platts Global Energy Awards
• Conferred 'The Entrepreneur of the Decade Award' by the Bombay Management
Association, October 2002
• Awarded the First Wharton Indian Alumni Award by the Wharton India Economic
Forum (WIEF) in recognition of his contribution to the establishment of Reliance as a
global leader in many of its business areas, December 2001
Selected by Asiaweek magazine for its list of 'Leaders of the Millennium in Business and
Finance' and was introduced as the only 'new hero' in Business and Finance from India, June
1999.
Mohit Mangal 13
BBA Pt III
(4) ORGANIZATIONAL SET UP
Reliance Communication Limited
CHAIRMAN
SENIOUR
V.P
V.P
GM
DGM
AGM
SENIOUR
MANAGER
MANAGER
DUPTY
MANAGER
Mohit Mangal 14
BBA Pt III
ASST.
MANAGER
MANAGEMENT
TRAINING
CHAPTER - 2
Main Studies
Mohit Mangal 15
BBA Pt III
(1) INTRODUCTION OF THE TOPIC
SWOT analysis is a basic, straightforward model that provides direction and serves as a
basis for the development of marketing plans. It accomplishes this by assessing an
organizations strengths (what an organization can do) and weaknesses (what an
organization cannot do) in addition to opportunities (potential favorable conditions for an
organization) and threats (potential unfavorable conditions for an organization). SWOT
analysis is an important step in planning and its value is often underestimated despite the
simplicity in creation. The role of SWOT analysis is to take the information from the
environmental analysis and separate it into internal issues (strengths and weaknesses) and
external issues (opportunities and threats). Once this is completed, SWOT analysis
determines if the information indicates something that will assist the firm in
accomplishing its objectives (a strength or opportunity),
SWOT analysis is a general technique which can be applied across diverse functions and
activities, but it is particularly appropriate to the early stages of planning for a TIPD visit.
Performing SWOT analysis involves generating and recording the strengths, weaknesses,
opportunities, and threats relating to a given task. It is customary for the analysis to take
account of internal resources and capabilities (strengths and weaknesses) and factors
external to the organization (opportunities and threats).
This checklist is for those carrying out, or participating in, SWOT analysis. It is a simple,
popular technique which can be used in preparing or amending plans, in problem solving
and decision making.
Mohit Mangal 16
BBA Pt III
Illustrative diagram of SWOT analysis If SWOT analysis does not start with defining a
desired end state or objective, it runs the risk of being useless. A SWOT analysis may be
incorporated into the strategic planning model. An example of a strategic planning
technique that incorporates an objective-driven SWOT analysis is SCAN analysis.
Strategic Planning, including SWOT and SCAN analysis, has been the subject of much
research.
Strengths: attributes of the organization those are helpful to achieving the objective.
Weaknesses: attributes of the organization those are harmful to achieving the objective.
Opportunities: external conditions those are helpful to achieving the objective.
Threats: external conditions that is harmful to achieving the objective.
SWOT analysis can be used for all sorts of decision-making, and the SWOT template
enables proactive thinking, rather than relying on habitual or instinctive reactions.
The SWOT analysis template is normally presented as a grid, comprising four sections,
one for each of the SWOT headings: Strengths, Weaknesses, Opportunities, and Threats.
The free SWOT template below includes sample questions, whose answers are inserted
into the relevant section of the SWOT grid. The questions are examples, or discussion
points, and obviously can be altered depending on the subject of the SWOT analysis.
Note that many of the SWOT questions are also talking points for other headings - use
them as you find most helpful, and make up your own to suit the issue being analyzed. It
is important to clearly identify the subject of a SWOT analysis, because a SWOT analysis
is a perspective of one thing, be it a company, a product, a proposition, and idea, a
method, or option, etc.
Here are some examples of what a SWOT analysis can be used to assess:
Mohit Mangal 17
BBA Pt III
RELIANCE COMMUNICATION LIMITED
Strength Weakness
• Low Entry Cost • Branding Image
• Commission Structure • Distribution problem
• Fast Activation Process • Limited product portfolio-
• Network Only Mobile
• Connectivity • Lack of Competitive Strength
• Data GPRS • Limited Budget
Opportunity Threat
• Preference of GSM over • Political destabilization.
CDMA • New Entrants
• New Specialist Application • IT Development
• Rural Telephony • Market Demand
• New Market, Vertical, • Seasonality, Weather Effects
Horizontal
• Competitors`
Vulnerabilities
Mohit Mangal 18
BBA Pt III
(2) PROBLEM BEING FACED
• Competitors
• Customer Satisfaction
• Retailer Satisfaction
• Increase in Sale
Mohit Mangal 19
BBA Pt III
• Sales Promotion
CHAPTER - 3
METHODOLOGIES
Research problem
Research Objective & sub- objective
Information Requirement
Choice of Research Design
Research Instrument used
Schemes, Products & Sample size
Field Work
Mohit Mangal 20
BBA Pt III
(1) RESEARCH PROBLEM
• To know the demand of Rcom bundle offer along with LGRD 3000 and 6100 as Ill
as the demand of Rcom Bachat pack Sim in the market
• To help in development and introduction of new product
• To identify the company position among competitors
• To determine those factors which persuade retailers for sale of RCOM
sims/product
• To find out which type of schemes retailers prefer and why?
• To study the effect of irregular supply on the sale of the product
• To compare the Airtel and Tata indicom Bundle offer with RDLG 3000,
3500 & 6100 for analyzing the status of RCOM Bundle Offer
• To identify the Market share of RCOM
• To find out the basic problems of retailers
• To find out the performance of Distributor
• To find out the basic problems of Channel of Distributor
Mohit Mangal 21
BBA Pt III
• To find out the Claims pending of Retailers
Complete Price structure of Rcom, Airtel & Tata indi.offer which includes
• Discount Offered
• Schemes offered
• Service Tax
• Secondary Data
• Internet
• Retailers
• Distributor
• Sales Executives
RELIANCE PRODUCT
Reliance Mobile
Reliance PCO
Mohit Mangal 23
BBA Pt III
MRP TALKTIME VALIDIY ON-NET OTHER
(NIGHT)
Mohit Mangal 24
BBA Pt III
PRODUCTS FOR THE MONTH OF JULY 2008
Rs. 55 FULL T.T of 55 (off net 43+on net 12)
TOP Rs. 77 FULL T.T of 77(off net)
Rs. 210 TALK TIME of Rs. 222 (off net)
UPs
Rs. 310 TALK TIME of Rs. 333 (off net)
Rs. 510 TALK TIME of Rs. 555 (off net)
Rs. 250 FREEDOM TARIFF, TALKTIME Rs. 147.5 AND VALIDITY 30 DAYS
RCVs
Rs. 888 F.T, TALKTIME RS. 888 AND VALI. OF 8 MONTHS
Rs. 399 Talk Time 175/ & Local On-net Unlimited FREE ( 30 days)
UN-
Rs. 499 Local Reliance Mobile & Reliance Smart Unlimited FREE ( 30 days)
LIMITED
Rs. 533 Talk Time Rs. 399.37 & Local On-net FREE B/W 11pm to 6am, ( 30 D)
E-
SMS Rs. 49 500 LOCAL SMS FREE & VALIDITY 30 DAYS
Mohit Mangal 25
BBA Pt III
(7) FIELD WORK
MARKETING VISITING & SURVEY – 17th June was my first day of summer
training in Reliance communication in Dhanbad. I met to satyakant sir. He took my
interview and selects me for summer training. Then he chose my mentor Mr. Rajeev sir
who guides me in summer training. After that I had to do my summer training under in
Rajeev sir.
First day I went Puja enterprises that have the Distributor ship of Reliance
Communication. Then after we met the Three DSR (Distributor Sales
Representative).Through the DSR we saw and got the all information about the market
and knew that how they work and how increase the goodwill of R. Communication.
They give the regular information about current scheme & plan. We saw that there were
more than 200 hundred small & big counters under the Puja enterprises.
NAME AREA
SASTY Station, Hirapur, Park market, Chiragora…..
SUNNY Police line, Steel gate, Koyla bhawan, Saraidhela…
Mohit Mangal 26
BBA Pt III
Time of visited all retail counters with DSR I learnt all those thing how to explain in
front of retailer about the plan & schemes and main thing I learnt there how to
convince for accepting a big budget schemes. We familiarized with some kinds of
problems those having been retailer, in his working day with customers. After
finishing all the counters I went again to the main office for reporting my work to
Rajeev sir. Along with all work we had to also seen those some counters which did
not keep recharge voucher, E-recharge and some types of reliance handset like GSK &
CDMA. The main reason through which they can not keep the above given facilities is
that they were not telling their problem with us. For removing these problems, there
was only one way that they have to tell us their problem with us through which we can
remove that problem. Therefore at last I asked the problem and they shared with us
their problem. Since I was a junior therefore it was my responsibility to keep all the
problems in front of Mr. Rajeev sir.
It was my marketing visiting for the 7 days which was the great experienced work for
me. In this period I learnt some kinds of idea for increasing the sale, also I got
familiarized with those problems which generally come in the market for selling
purpose.
Mohit Mangal 27
BBA Pt III
FRC – First Recharge Coupon
I got my 100% target. It was the good achievement for me and according to Mr.
Rajeev sir it was the much appreciated work which was done by me.
In the canopy we had to achieved a target and the target was to provide a latest offer to
the customer directly launched by RIM service by reducing the price of RS.299/- SIM
card only in RS.99/-.with Rs.50/- talk time (On-net) This offer was specially made for
customer not for retail shopkeepers .during the 7 days period of canopy we have to
only analyze the response of customer upon this offer. After that for the selling of
SIM we have to provide this offer in the main location of city or in the crowded area
like opposite side of Big Bazaar, near of City Centre, ISM gate, in campus of CMRI,
Govindpur, Hirapur Bazar, Dhaiya. I got the target for selling 50 SIM cards in a single
canopy. but I got very good response from the customer and I sold more than 50 SIM
card in a single canopy. That was also my good achievement and I knew how to sale
and provide service with product to customer.
Mohit Mangal 28
BBA Pt III
Research Methodology
Mohit Mangal 29
BBA Pt III
CHAPTER - 4
Mohit Mangal 30
BBA Pt III
(1) DATA INTERPRETATION OF CUSTOMER’S SURVEY
50
45
40
35
30 18-25
25 28-35
20 36-45
15 Above 45
10
5
0
Percentage (% )
Mohit Mangal 31
BBA Pt III
Above figure shows that researcher having surveyed 18 respondents, 25% belong to
age group 18-28%, 47% belong to age group 28-35%, belong to age group 36-45 and
6% above age of 45.
45
40
35
30
8000
25
8000-12000
20 12000-20000
15 > 20000
10
0
Percentage (% )
Mohit Mangal 32
BBA Pt III
The above analysis shows that 42% of the respondents belonged to the 8000/- and
below income category, 34% belonged to Rs.8000 to 12000 and 18% belonged to
12000-20000
And 6% above income of 20000/-.
P e rc e n t a g e (% )
A irTe l
R IM
B SNL
S m a rt
Ta t a in d ic o m
A irc e l
Mohit Mangal 33
BBA Pt III
It was found in the survey that 55% of the respondents intended to purchase either
AirTel or Rim services in the future. Out of this 55% more than ½ (that is 30% of the
whole sample size) intended to purchase AirTel and 25% intended to purchase RIM
scale Percentage
Very good 20
Good 25
Satisfactory 40
Poor 10
Can’t say 5
P e rc e n ta g e
40
35
30
25
20 P e rc e n ta g e
15
10
5
0
V e ry g o o d G ood S a tis fa c to ry P o o r C a n ’t s a y
The survey revealed that 40% of the respondents service RIM as satisfactory. This is a
telling comment. However the survey also found out that 20% and 25% of the
Mohit Mangal 34
BBA Pt III
respondents service RIM as very good and good respectively. There were 5% of the
respondents who had nothing to say about the RIM. This is due to low service
awareness and low penetration level.
Mohit Mangal 35
BBA Pt III
30%
70%
RCOMM
TATA indicom
RCOMM – 70%
AirTel
RCOMM
BSNL
Smart
Tata
Aircel
AIRTEL – 35%
Mohit Mangal 36
BBA Pt III
RCOMM – 19%
BSNL – 18%
SMART – 17%
TATA INDICOM – 9%
AIRCEL – 2%
Mohit Mangal 37
BBA Pt III
Chapter - 5
Conclusions
Conclusion
Finding
Mohit Mangal 38
BBA Pt III
Conclusion
Indian economy is an emerging one and is growing very fast at the average GDP rate 8-9% so
in this emerging market competition level among telecommunication services provides new
players are coming who will necessarily intensify the competition. New products and new
schemes are being offered by the telecom service providers. The need for large information
capacity has grown tremendously due to the demand of real time information.
Telecommunication has now become a major information transmission system and telecom
has undoubtedly emerged as the most important industry in India. Indian telecom companies
are putting in their best offer to rope in major telecom operators of the world e.g. Vodafone,
Aircel and MTN etc. are playing their role in synergy with the operation of the Indian
companies. Process of acquisition and merger are in process and future will be only for those
companies who have an edge over others in the field. Service provided and the better quality of
network etc. is provided at affordable cost. In this process of competition it is assumed that
only those companies will survive who adopt suitable market strategy and technology
innovation and up gradation to suit the aspiration and demand of the consumer.
RCOMM cellular ltd. An Anil Ambani Group of cos. Is very fast catching up with the market
by providing cheaper calling rates. The market strategies adopted by its executives are bearing
fruits and the company although being the Second one to enter the market of Bihar &
Jharkhand has found a suitable niche and recognition in the consumer. But this is not a thing
for self contentment as the survey reveals that in network, service and distributor, its place is
Mohit Mangal 39
BBA Pt III
very far behind to other competitors viz. Airtel, BANL, and Tata indicom etc. so to withstand
the competition resources mobilization and technological innovation on the part of cos. To
upgrade its quality of network and services is urgently called for.
Market access and growth is alright but the improvement of quality on the above counts is
necessity of the time.
Retailers Finding
Satisfaction: -
Most of the retailers i.e. around 74% of respondents are satisfied with RCOMM
brand, 10% of them push RCOMM brand to the customer and rest 16% retailers
are not satisfied with RCOMM brand due to claim pending and the distributor. The
retailers don’t get schemes communicated in time by distributor and distributor
does not provide RCV & e-Top properly.
Problems: -
Around 15% of the respondents that there is network problem with RCOMM, on
the other hand they found its competitors viz. Airtel, BSNL, TATA indicom network
connectivity of very good to good level.
Mohit Mangal 40
BBA Pt III
Around 16% retailers which are under puja enterprises distributor projected
problem with distributors. They don’t get schemes communicated in time by
distributor and distributor does not provide RCV & e-Top.
Claim process:-
In case of RCOMM process is be claimed very belatedly i.e. almost 77% of the cases
take 60-90 days, where as in case of Airtel most of the i.e. 88% is being finalized in
time limit 0-30 days.
The claim process services of other competitors viz. AirCel, Smart, & Tata
Indicom are almost at par with the IDEA cellular ltd.
Chapter – 6
Suggestions
Appendices
Mohit Mangal 41
BBA Pt III
Bibliography
Questionnaire
Suggestions
On the basis of extensive study and research, here are some recommendation and
suggestion which may help the company to market the product and service more
profitability and increase its share in the Telecom market.
1. PROMOTIONAL ACTIVITIES
The company expand the budget allocation for promotional campaign in center
Bihar & Jharkhand. It has affected the sale service brand image of Reliance
especially in Jharkhand. Low supports in promotion have lead to fluctuation in sale
Mohit Mangal 42
BBA Pt III
(1) Advertising – advertising should have a clear objective and message, which has
not been found in recent ads. Reliance is a faster growing provider service in
each state .every offers and schemes they should show with proper message for
benefit to the customer. In busy life customer do not remembered any offers
and which service we can provided for the customer therefore they should by
force showing advertisement in growing market and among customer
.customers wants continuously exposure in Cable and Local newspapers.
(3)Technical Expertise:-
The advertisement should show the companies expertise, experience and
pride in market the product service sale.
Media
A combination of print ads and TV commercial do a better job.
Local ads and publicity should be giving more stress. Hoardings, banners, wall
painting should be promoted, as some expenses are also beard by dealers. Ads
on Cable network result greater audience attention. Schemes, gift offers etc.
must be highlighted through Radio and Local newspapers.
2. SALES PROMOTION
Cash discount
Premiums
Financial schemes
3. OCCASIONAL DISCOUNT
Mohit Mangal 43
BBA Pt III
The company may go for occasional discount offers or price off from time to time
specially during any festival. Off season discount may also prove helpful to check
fluctuating sales.
As for as some hand set mobile product quality is concerned, there is an urgent
need of technical up gradation of Reliance mobile product line. It would be
beneficial for company to launch some colors mobile hand set with the some added
feature and minimum price.
BIBLIOGRAPHY
BOOKS
MAGAZINE
Mohit Mangal 44
BBA Pt III
Business Today
NEWSPAPERS
Economic Times
Hindustan Times
WEBSITE
www.COAI .in
www.AUSPI .in
Questionnaire
Kit 90%
V-top 40%
E-Recharge 90%
Mohit Mangal 45
BBA Pt III
The survey revealed that 48% retailers have monsoon Offer, 90% have kit, 40% have V-top and
90% have E-recharge.
The survey revealed that 20% retailers have said that DSE visits once a Week, 50% retailers
have said that DSE visits twice a Week, 30% retailers have said that DSE visits thrice a Week.
Daily 9%
weekly 72%
In 15 days 18%
Monthly 1%
The survey revealed that 9% retailers keep daily stock, 72% retailers keep Weekly stock , 18%
retailers keep stock of 15 days and 1% retailers keep monthly stock.
The survey revealed that 31%, 95%, 18%, 25% retailers have problem with service level claim level,
product availability and product awareness respectively.
Mohit Mangal 46
BBA Pt III
5. How much time is taken by the distributor to reimburse your claims?
20 days 11%
30 days 25%
45 days 25%
60 days 39%
The survey revealed that 11%, 25%, 25%, 39% of the retailers are reimbursed by distributor at claim
level respectively.
Airtel 55%
Aircel 15%
BSNL 15%
Tata Indicom 30%
Smart 8%
The survey revealed that Airtel and Tata indicom are the major competitors of
RCOMM.
60%
50%
40%
30%
Series1
20%
0%
AirTel BSNL Smart
7. If you have any problem then whom you will prefer to talk?
Distributor 10%
TSM 23%
DSE 67%
The Survey revealed that 10%, 23% and 67% retailers prefer to talk to Distributor,
TSM and DSE.
Mohit Mangal 48
BBA Pt III
(i) 10-15 min. 44%
(ii) 15-30 min. 38%
(iii) 30-60 min. 6%
(iv) Above 60 min. 12%
The survey revealed that 44% retailers take 10-15 min., 38% take 15-30 min., 6% take 30-60 min.
and 12% take more than 60 min. in activation of a SIM.
Mohit Mangal 49
BBA Pt III