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8/7/2019 FINAL PROJECT REPORT - Philemon
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CHAPTER 1
Introduction to theCompany
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INTRODUCTION TO THE COMPANY
1.1: TATA GROUP
Tata Teleservices Limited spearheads the Tata Groups presence in thetelecom sector. The Tata Group had revenues of around USD 70.8 billion in
Financial Year 2008-09, and includes over 90 companies, over 363,039 employees
worldwide and more than 3.5 million shareholders. The TATA name has been
respected in India for 140 years for its adherence to strong values and business
ethics.
The business operations of the TATA Group currently encompass seven
business sectors: communications and information technology, engineering,materials, services, energy, consumer products and chemicals. The Groups 27
publicly listed enterprises have a combined market capitalisation of some $60 billion,
among the highest among Indian business houses, and a shareholder base of 3.2
million. The major companies in the Group include TATA Steel, TATA Motors, TATA
Consultancy Services (TCS), TATA Power, TATA Chemicals, TATA Tea, Indian
Hotels and TATA Communications.
The Groups major companies are beginning to be counted globally. TATA
Steel became the sixth largest steel maker in the world after it acquired Corus. TATA
Motors is among the top five commercial vehicle manufacturers in the world and has
recently acquired Jaguar and Land Rover. TCS is a leading global software
company, with delivery centres in the US, UK, Hungary, Brazil, Uruguay and China,
besides India. TATA Tea is the second largest branded tea company in the world,
through its UK-based subsidiary Tetley. TATA Chemicals is the world's second
largest manufacturer of soda ash. TATA Communications is one of the world's
largest wholesale voice carriers.
In tandem with the increasing international footprint of its companies, the
Group is also gaining international recognition. Brand Finance, a UK-based
consultancy firm, recently valued the TATA brand at $11.4 billion and ranked it 57th
amongst the Top 100 brands in 11 the world. Business week ranked the Group sixth
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amongst the .World's Most Innovative Companies and the Reputation Institute, USA,
recently rated it as the World's Sixth Most Reputed Firm.
Founded by Jamsetji TATA in 1868, the TATA Group's early years were
inspired by the spirit of nationalism. The Group pioneered several industries of national importance in India: steel, power, hospitality and airlines. In more recent
times, the TATA Group's pioneering spirit has been showcased by companies like
TATA Consultancy Services, India's first software company, which pioneered the
international delivery model, and TATA Motors , which made India's first
indigenously developed car, the Indica , in 1998 and recently unveiled the world's
lowest-cost car, the TATA Nano , for commercial launch by end of 2008.
The TATA Group has always believed in returning wealth to the society itserves. Two thirds of the equity of TATA Sons, the TATA Groups promoter
company, is held by philanthropic trusts which have created national institutions in
science and technology, medical research, social studies and the performing arts.
The trusts also provide aid and assistance to NGOs in the areas of education,
healthcare and livelihoods. TATA companies also extend social welfare activities to
communities around their industrial units. The combined development-related
expenditure of the Trusts and the companies amounts to around 4 per cent of theGroup's net profits.
Going forward, the Group is focusing on new technologies and innovation to
drive its business in India and internationally. The Nano car is one example, as is the
Eka supercomputer (developed by another TATA company), which in 2008 is ranked
the world.s fourth fastest. The Group aims to build a series of world class, world
scale businesses in select sectors. Anchored in India and wedded to its traditional
values and strong ethics, the Group is building a multinational business which willachieve growth through excellence and innovation, while balancing the interests of
its shareholders, its employees and wider society.
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1.2: TATA TELESERVICES LIMITED
Brand Name: TATA Indicom
Brand Ambassador: Kajol (Bollywood actress) and Cricketers Irfan Pathan
and
Yousuf Pathan
Network: CDMA 2000-1x
Network Coverage: 22 Telecom circles
Subscriber base: > 70million
Market Share: 10-15%
Subscriptions: Post Paid, Pre Paid, internet facility
Tata Teleservices Limited spearheads the Tata Groups presence in the
telecom sector. The Tata Group had revenues of around USD 70.8 billion in
Financial Year 2008-09, and includes over 90 companies, over 363,039 Employees
worldwide and more than 3.5 million shareholders.
Incorporated in 1996, Tata Teleservices is the pioneer of the CDMA 1x
technology platform in India. It has embarked on a growth path since the acquisition
of Hughes Tele.com (India) Ltd [renamed Tata Teleservices (Maharashtra) Limited]
by the Tata Group in 2002. It launched mobile operations in January 2005 under the
brand name Tata Indicom and today enjoys a pan-India presence through existing
operations in all of Indias 22 telecom Circles. The company is also the market leader
in the fixed wireless telephony market. The companys network has been rated as
the Least Congested in India for five consecutive quarters by the Telecom
Regulatory Authority of India through independent surveys.
Tata Teleservices Limited now also has a presence in the GSM space,
through its joint venture with NTT DOCOMO of Japan, and offers differentiated
products and services under the TATA DOCOMO brand name. TATA DOCOMO
arises out of the Tata Groups strategic alliance with Japanese telecom major NTT
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DOCOMO in November 2008. TATA DOCOMO has received a pan-India license to
operate GSM telecom services and has also been allotted spectrum in 18 telecom
Circles. The company has rolled out GSM services in 17 of Indias 22 telecom
Circles in the quick span of less than a year. The company plans to launch pan-India
operations by the end of FY 2010-11. TATA DOCOMO marks a significant milestone
in the Indian telecom landscape, and has already redefined the very face of telecom
in India, being the first to pioneer the per-second tariff option part of its Pay for
What You Use pricing paradigm. Tokyo-based NTT DOCOMO is one of the worlds
leading mobile operators in the Japanese market, the company is the clear market
leader, used by over 50 per cent of the countrys mobile phone users.
Tata Teleservices operates under five different brands Tata Indicom(CDMA services), Tata DOCOMO (GSM services), Virgin Mobile, Tata Walky
(which is the brand for fixed wireless phones), Tata Photon (the Companys brand
that provides a variety of options for wireless mobile broadband access) and T24 .
TTSL recently entered into a strategic partnership agreement with Indian retail giant
Future Group to offer mobile telephony services under a new brand name T24 on
the GSM platform. The exciting new brand was unveiled in February and it has
commenced the GSM operations under the brand name T24 in Andhra Pradesh and
will roll out services in other circles shortly.
Today, Tata Teleservices Ltd, along with Tata Teleservices (Maharashtra)
Ltd, serves nearly 70 million customers in more than 450,000 towns and villages
across the country, with a bouquet of telephony services encompassing Mobile
Services, Wireless Desktop Phones, Public Booth Telephony and Wireline Services.
In December 2008, Tata Teleservices announced a unique reverse equity
swap strategic agreement between its telecom tower subsidiaries, Wireless TT Info-Services Limited, and Quippo Telecom Infrastructure Limited with the combined
entity kicking off operations with 18,000 towers, thereby becoming the largest
independent entity in this space and with the highest tenancy ratios in the industry.
Today, the combined entity has a portfolio of nearly 35,000 towers.
TTSLs bouquet of telephony services includes mobile services, wireless
desktop phones, public booth telephony, wire line services and enterprise solutions.
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Over the last few months, Tata Teleservices industry-best and innovative
offerings have gained industry-wide recognition and the Year 2010 saw TTSL add
many notable accolades to its name. TTSL was named The Best Emerging Markets
Carrier by Telecom Asia, and received 8 awards at the World HRD Conference,
including 5th Best Employer in India. The company also received 3 awards at the
Telecom Operator Awards 2010 from Tele.net; Best Company, CEO of the Year and
Best Quality of Service, and Business Standard award for
Most Innovative Brand of the Year.
RETAIL
The company's retail business has around 3,000 outlets nationally;
comprising 600 TTSL owned stores and around 2,500 stores in the Franchisee
format. Tata Indicom already covers the top 700 towns in India in terms of population
through Tata Indicom Exclusive Stores .
1.3: Innovative Retail Concept of the Year -Tata Teleservices
Limited
The Global Jury of Asia Retail Congress has chosen Tata Teleservices Ltd as
the WINNER of this years Innovative Retail Concept of the Year, part of the Reid &
Taylor Awards for Retail Excellence, 2009. The award is being given to Tata
Teleservices Limited for spearheading a unique trend in online retailing with the
launch (in January 2008) of an online store i-choose for experiencing and
purchasing mobile connections.
Asia Retail Congress is represented by 60 countries from across different
parts of the world it is a non-profit making activity, aimed at the professional cause
of development and growth.
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i-choose provides customers the ultimate convenience of buying Tata Indicom
post-paid connections at a click of the mouse, with an upfront commitment of
activation and free doorstep delivery of the working handset within three working
days. The service, which is accessible across India, was conceptualized by the Tata
Teleservices Limited marketing team to ensure a leisurely and satisfying shopping /
gifting experience.
The award recognizes the many firsts that i-choose brings to TTSL and its
consumers, viz
TTSL is the first service provider to introduce an online retail store; i-choose
empowers consumers to conduct research, compare and select from a wide range of
handsets, tariff plans and value-added services, and offers the ultimate inconvenience;
Customers get to choose their preferred mobile number;
Post-paid connections are accessible across the country at the click of a mouse;
Upfront commitment of free delivery and activation within three working days;and
Accessed simply by logging in to www.ichoose.in
i-choose has been developed by Tata Teleservices to empower consumers
to make an informed and well-researched choice from a wide range of Tata Indicom
handsets, tariff plans and value-added services. Customers can compare and select
the appropriate tariff plan, handset and value-added packs to suit their personal
requirements and lifestyle demands. The e-shop is easy to navigate with a clutter-
free design format and ensures convenience, even for a first-time Internet-user.
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1.4: CULTURE, VALUES, VISION
Culture
Where adding value to the markets, customers and communities we serve is
business as usual.
Values
Service and business at Tata Communications is guided by a commitment to ethicaland responsible conduct.
Integrity: Trust travels, must conduct our business fairly, with honesty and
transparency. Everything we do must stand the test of public scrutiny.
Understanding: Open the world, must be caring, show respect, compassion
and humanity for our colleagues and customers around the world, and always
work for the benefit of the communities we serve.
Flexibility: Act agile, work to create, design and grow in an environment that
supports our customers and people with adaptive thinking and action.
Excellence: Go the distance, must constantly strive to achieve the highest
possible standards in our day-to-day work and in the quality of the goods and
services we provide.
Unity: Journey as one, must work cohesively with our colleagues across the
Group and with our customers and partners around the world, building strongrelationships based on tolerance, understanding and mutual cooperation.
Responsibility: Advance life, must continue to be responsible, sensitive to the
countries, communities and environments in which we work, always ensuring
that what comes from the people goes back to the people many times over.
Vision
Deliver a new world of communications to advance the reach and leadership of
our customers.
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Commitment
Invest in building long-lasting relationships with customers and partners and
lead the industry in responsiveness and flexibility.
Strategy
Build leading-edge IP-leveraged solutions advanced by our unmatched global
infrastructure and leadership in emerging markets.
1.5: BOARD OF DIRECTORS
Mr. Ratan N. Tata
Designation: Chairman
Company: Tata Teleservices Ltd.
Mr. K. A. Chaukar Designation: Managing Director
Company: Tata Industries Ltd.
Mr. Anil Kumar Sardana
Designation: Managing Director
Company: Tata Teleservices Limited
Mr. I. HussainDesignation: Director
Company: Tata Sons Ltd.
Mr. N. S. Ramachandran
Designation: Director,
Company : Tata Teleservices Ltd.
Mr. N. Srinath
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Designation: CEO & MD
Company: Tata Communications Ltd.
Dr. Mukund Govind Rajan
Designation: Managing Director
Company: Tata Teleservices Maharashtra Ltd.
Mr. Anuj Maheshwari
Designation: Director
Company: Temasek Holdings Advisors
India Pvt Ltd., ("THAIPL")
Mr. Toshinari Kunieda
Designation: Senior Vice President
Managing Director Global Business Division
Company: NTT Docomo, INC.
Mr. Kiyoshi Tokuhiro
Designation: Senior Vice President
Managing Director of Network Department
Company: NTT Docomo, INC.
Mr. Kazuto Tsubouchi
Designation: Executive Vice President
Chief Financial Officer
Company: NTT Docomo, INC.
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1.6: AWARDS TO THE COMPANY
TTSL has won the Global HR Excellence Award 2009 under the Institution
Building Category by World HRD Congress .
TTSL has won the Global HR Excellence Award 2009 under the Institution
Building Category by World HRD Congress in its Annual Award Ceremony held on
6th Feb 09. 63 Indian and Multinational Organizations participated in various
Categories of the HR Excellence Awards. Delegates from over 60 countries
participated in the event organized by World HRD Congress, which is a renowned
conglomerate which drives HR excellence through Employer branding, HR research,
and Best HR and People development practices.
Various Institution Building Initiatives of TTSL like Trainee Scheme,
Mentoring, Gyan Tarang, Tata Indicom Theme Leadership Initiative (TITLI),
Promising Practices, Darpan Employee Engagement Model etc were appreciated
by Senior Industry Leaders who were part of the jury. We thank all employees of
TTSL who have collectively made this possible.
TTSLs PROJECT DRISHTI BAGS 2ND NATIONAL TELECOM AWARD
Joint initiative by Tata Teleservices Ltd and the National Association for the
Blind provides viable employment opportunities for the disabled and visually-challenged New Delhi, May 16, 2008: On the occasion of World Telecom Day, Tata
Teleservices Ltd, the fastest-growing telecom service provider received the 2nd
National Telecom Award 2008 for connecting with the physically challenged through
project Drishti. In an event organized by the Telecom Equipment Manufacturers
Association (TEMA), Mr. Navin Chadha, Chief Information Officer (CIO), Tata
Teleservices, received the award from the Union Minister for Communications & IT,
Mr. Thiru A Raja. Accepting the award, Mr. Chadha, CIO, who is also the ProjectManager for Drishti, said: I would like to convey my gratitude to the entire team at
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TTSL & NAB for marking this noble initiate a huge success. Project Drishti is bringing
new hope and opportunities to thousands of people who live with visual disabilities.
In fact, the success of Project Drishti has set the roadmap for implementing similar
projects at a national level. Infusing good corporate citizenship has always been at
the core of our business. We always strive to make a positive contribution to
communities by supporting a wide range of socioeconomic, educational and health
initiatives. Project Drishti is one of our several projects under the Corporate
Sustainability initiative", Mr. Chadha added.
Drishti is a Corporate Sustainability initiative of TTSL, an enterprising idea to
help the visually challenged become self-reliant, economically-independent, self-
confident and bread-winners for their families. A dedicated team at TTSL trains theagents and mentors them for personality development, voice modulation, handling
customers, etc. The first pilot project was set up in Mumbai with 10 visually-
challenged individuals making outbound calls to Tata Teleservices customers and
educating them on various schemes, offers and promotions. Today, there are 20
agents working at the call center and plans are on the anvil to add 10 more. With its
growing popularity and demand, Tata Teleservices also plans to initiate this project
in New Delhi.
The initiative functions on the basis of an internally developed software
Interactive Voice Response (IVR). This software records customer updates in
specific formats as it identifies errors and omissions made by the agents, thereby,
taking up the responsibilities of a supervisor. It enables the visually-challenged
agents to work as efficiently as any other customer service agent providing
complete guidance and the required help to the caller.
Innovative Retail Concept of the Year - Tata Teleservices Ltd.
IT Service Provider of The Year Award .
Telecom Operator Awards 2010 from Tele.net :-
Best Company,
CEO of the Year and
Best Quality of Service and Business Standard award for Most
Innovative Brand of the Year.
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1.7Go Green
It gives great pleasure to inform you that Tata Teleservices Limited (TTSL)
has become one of the few Companies in the country that has a streamlined andeffective process for recycling of e-was
As a responsible Tata Group company, TTSL is committed to reducing its
carbon footprint and recognizes that being a Telecom service provider, indirectly
responsible for generating some quantities of e-waste; both on account of building
business (i.e., increase in the number of cell phone users) as well as conducting
business operations (computers, peripherals etc). In order to minimize the adverse
impact of our overall business operations on environment, we have tied up withAttero Recycling, the first e-waste recycler in India, authorized by Ministry of
Environment and Forests, Government of India; to responsibly dispose e-waste
Shredder & Fe Separator generated by the Company and as a by-product of the
services we deliver.
Bridging urban-rural divide
TTSL, SNDT, University, HP Labs, Atom Tech, ADC Krone & Indian PCOTeleservices Ltd have entered a strategic alliance to develop and disseminate
mobile education for remote teaching and learning in rural communities and
physically challenged. The alliance has the following features:
Tata Teleservice Ltd (TTSL) and Multi Commodity Exchange of India (MCX)
have entered into a strategic alliance with the intention to:
(1) Disseminate information on spot and future process of commodities, and
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(2) Provide technology based information services for the economic benefit of
farmers and other participants in the rural ecosystem.
1.8: PRODUCTS
1-Mobile phone
Prepaid mobiles
TATA Indicom has three wonderful prepaid plans for you. Each plan comes
with unique benefits to cater to different needs. So choose the one that best
fits your pocket and your need.
SMS
Roaming in over 2400 citiesSTD & ISD Facility
Caller Line Identification-Balance Carry Forward
Anywhere/ Anytime Recharge
Instant Balance Enquiry
Postpaid mobile
Tata Indicom postpaid mobile phone STD call charges are amongst the
lowest in India for distances over 500 km with absolutely no additional-
airtime charges!
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Most importantly, Tata Indicom postpaid mobile phone offers superior
voice clarity, congestion-free networks, high speed data access, and
coverage in over 1000 cities.
2- Wireless phone
Indicom 10
Tata Indicom is proud to bring you a revolutionary new home phone -
Tata Indicom with a unique 10 digit number for small & semi urban towns. A
superior phone with advanced features like Internet, caller ID, speaker phone,
address book etc. And Tata Indicom 10 is available in both Prepaid and
Postpaid versions, so that you can choose what suits your requirementsbest... With Tata Indicom 10, you control your monthly home phone budget.
Walky
Presenting the TATA Indicom Walky with features like Caller Line
Identification, SMS, Missed Call details, Internet, Phone book and Speaker
phone, with extremely low tariffs. Now, with a choice between a Postpaid
connection and a Prepaid connection, you can regulate your usage the wayyou want to.
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3- Land line phone
Landline
Tata Indicom offers you almost instant phone connections. Get Tata
Indicom Landline Phone services based on the state of the art Optical Fibre
Cable-based backbone. Enjoy greater voice clarity and say goodbye to
excessive billing.
Tata Indicom Phone Connections Advantage
Superior voice clarity
Instant and hassle - free connections
Accurate billing
Secure and tamper - proof lines
Responsive and friendly service
24 x 7 friendly customer service
eCentrex
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Now, simplify your voice and data communication network by
subscribing to Tata Indicom eCentrex solution. eCentrex serves the dual
purpose of a phone as well as an extension, with direct outward and inward
dialing. Enjoy the group calling benefits & bundled internet on Tata Indicom
eCentrex solution.
4- Internet & Broadband
Dial up
Get Tata Indicom Dialup Connection, from the pioneers of internet in India.
Experience reliable, economical, convenient dialup internet connects from Tata
Indicom Total Internet, brought to you by Tata Communications Internet Services
Limited the people who introduced Internet in India. Avail of great offers on dialup
internet access, applications & services, net telephony, global roaming and more.
Also, enjoy a wide range of content from entertainment to education and music to
business services with your Tata Indicom Total Internet account.
Photon+
Tata Teleservices introduces Tata Photon+ its new Mobile Broadband Service, the
next generation technology for Hi speed Mobile Internet connectivity solution. With TataPhoton+ service you now have access to Mobile Internet at never before speeds, where
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ever you are Tata Photon+ service gives you the freedom to access internet anywhere in
your office and also gives you consistent performance. So now go ahead & subscribe to
this innovative new service from Tata Teleservices & enjoy a truly world class, first of its
kind internet experience.
ADSL
Tata Teleservices (Maharashtra) Ltd. provides ADSL (Asymmetric Digital
Subscriber Line) in Maharashtra & Goa. The "asymmetric" in ADSL means that data
from the customer to the Internet (upstream/upload) travels at a different speed than
data from the Internet to the customer (downstream/download). With the help of above technology we facilitate High Speed Internet Access and allow multiple Data,
Voice and Video to be carried over cable. ADSL connection can eliminate the
frustrating delays associated when waiting to download information and graphics
from the International sites thus providing Hi speed internet access.
Net Telephony
Make international calls at local rates!
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Call USA/UK/Canada for Re.1/min.
Call Gulf for Rs. 7.5/min.
All this, for no activation fee/monthly rentals. You just pay for the minutes that
you talk!
Tata Indicom Photon+, the new high-speed USB wireless internet connection
from Tata Indicom could soon be with us.
Tata Indicom has launched the high-speed internet service in several cities in
India. Bangalore, Chennai, Jaipur, Mumbai, Jammu & Kashmir & North East Statesare some of the places where the high-speed Photon+ is available, and the service
is expected to be available in more cities soon.
Tata Indicom Photon+ is a HSDPA internet connection with a USB device.
Plug in the USB modem into your laptop or desktop, and you get wireless internet
broadband access at speeds as high as 3.1 mbps. The service will be costly though.
And the actual speed will depend on the number of simultaneous users, signal
strength and the websites accessed.Tata Indicom already offers a USB net access device which it calls Plug2Surf.
This is a low-speed Net access USB device, which offers a maximum speed of 153.6
kbps. The Tata Indicom Photon+ will be a welcome change for wireless internet
users from the low speeds of Plug2Surf.
The Tata Indicom Photon+ wireless broadband internet access speed of 3.1
mbps is about 20 times higher than that of existing wireless net access services,
including those provided by Tata Indicom
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Features and Benefits:
Internet experience like never before.
Express wireless broadband service with data rates up to 3.1 Mbps that truly
supports both business and consumer needs - faster access to e-mail, large file
transfers, large presentations and superior experience of audio and video
streaming.
USB and Router models supported - useful for individuals, Business People,
SMBs, Small offices / Home offices (SOHO), Traders, Households, Students, etc.
Dual compatibility between HSIA and CDMA 1X coverage/mode.
Simplicity through self-install software making deployment effortless.
Superior service quality through TATA Indicoms reliable, secure and congestion
free network
Stylish and sleek, to complement your laptop aesthetics.
Instantaneous business solution with LAN/WLAN connectivity.
OS support for Windows 2000/XP/Vista and Mac OS X
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TATA DOCOMO is a Tata Teleservices Limited's ( TTSL ) cellular service
provider on the GSM platform-arising out of the Tata Group 's strategic joint venture
with Japanese telecom giant NTT Docomo in November 2008. Tata Teleservices
has received a pan-India license to operate GSM telecom services, under the brand
"TATA DOCOMO" and has also been allotted spectrum in 18 telecom Circles. TTSL
has already rolled out its services in various circles.
It offers both prepaid and postpaid GSM cellular phone with presence in 11
circles including Madhya Pradesh & Chhattisgarh, Orissa , Maharashtra & Goa ,
Punjab , Haryana , Uttar Pradesh , Karnataka , Kerala , Tamil Nadu , Chennai , and West
Bengal . It has become very popular with its one second pulse especially in semi-
urban and rural areas. They are launching their service from the south of India tocentral, east and north.
Virgin Mobile is a brand used by many mobile phone service providers based
in the United Kingdom and operating in Australia , Canada , France , India , Qatar ,
South Africa and the United States; the brand survived only briefly in Singapore . The
international Virgin Mobile businesses each act as independent entities, usually in a
partnership between Sir Richard Branson's Virgin Group and an existing phone
company. Virgin Group provides the brand, and the phone company operates the
network infrastructure.
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http://en.wikipedia.org/wiki/Tata_Teleserviceshttp://en.wikipedia.org/wiki/GSMhttp://en.wikipedia.org/wiki/Tata_Grouphttp://en.wikipedia.org/wiki/NTT_Docomohttp://en.wikipedia.org/wiki/GSMhttp://en.wikipedia.org/wiki/Prepaidhttp://en.wikipedia.org/wiki/GSMhttp://en.wikipedia.org/wiki/Cellular_phonehttp://en.wikipedia.org/wiki/Madhya_Pradeshhttp://en.wikipedia.org/wiki/Orissahttp://en.wikipedia.org/wiki/Maharashtrahttp://en.wikipedia.org/wiki/Goahttp://en.wikipedia.org/wiki/Punjab_(India)http://en.wikipedia.org/wiki/Haryanahttp://en.wikipedia.org/wiki/Uttar_Pradeshhttp://en.wikipedia.org/wiki/Karnatakahttp://en.wikipedia.org/wiki/Keralahttp://en.wikipedia.org/wiki/Tamil_Naduhttp://en.wikipedia.org/wiki/Chennaihttp://en.wikipedia.org/wiki/West_Bengalhttp://en.wikipedia.org/wiki/West_Bengalhttp://en.wikipedia.org/wiki/United_Kingdomhttp://en.wikipedia.org/wiki/Australiahttp://en.wikipedia.org/wiki/Canadahttp://en.wikipedia.org/wiki/Francehttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Qatarhttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/United_Stateshttp://en.wikipedia.org/wiki/Singaporehttp://en.wikipedia.org/wiki/Richard_Bransonhttp://en.wikipedia.org/wiki/Tata_Teleserviceshttp://en.wikipedia.org/wiki/GSMhttp://en.wikipedia.org/wiki/Tata_Grouphttp://en.wikipedia.org/wiki/NTT_Docomohttp://en.wikipedia.org/wiki/GSMhttp://en.wikipedia.org/wiki/Prepaidhttp://en.wikipedia.org/wiki/GSMhttp://en.wikipedia.org/wiki/Cellular_phonehttp://en.wikipedia.org/wiki/Madhya_Pradeshhttp://en.wikipedia.org/wiki/Orissahttp://en.wikipedia.org/wiki/Maharashtrahttp://en.wikipedia.org/wiki/Goahttp://en.wikipedia.org/wiki/Punjab_(India)http://en.wikipedia.org/wiki/Haryanahttp://en.wikipedia.org/wiki/Uttar_Pradeshhttp://en.wikipedia.org/wiki/Karnatakahttp://en.wikipedia.org/wiki/Keralahttp://en.wikipedia.org/wiki/Tamil_Naduhttp://en.wikipedia.org/wiki/Chennaihttp://en.wikipedia.org/wiki/West_Bengalhttp://en.wikipedia.org/wiki/West_Bengalhttp://en.wikipedia.org/wiki/United_Kingdomhttp://en.wikipedia.org/wiki/Australiahttp://en.wikipedia.org/wiki/Canadahttp://en.wikipedia.org/wiki/Francehttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Qatarhttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/United_Stateshttp://en.wikipedia.org/wiki/Singaporehttp://en.wikipedia.org/wiki/Richard_Branson8/7/2019 FINAL PROJECT REPORT - Philemon
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1.9: IMAGE OF MOBILE AND DATA PRODUCT
SAMSUNG HUAWEI HAIER TATA INDICOM
INDICOM TATA WALKY BLACKBERRY
PHOTON WHIZ PHOTON + OLIVE ZIPBOOK
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CHAPTER 2Introduction to the
Project Topic
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INTRODUCTION TO PROJECT TOPIC
Tata Teleservices Limited spearheads the Tata Groups presence in the
telecom sector. The Tata Group had revenues of around USD 70.8 billion in
Financial Year 2008-09, and includes over 90 companies, over 363,039 employees
worldwide and more than 3.5 million shareholders.
Incorporated in 1996, Tata Teleservices is the pioneer of the CDMA 1x
Technology platform in India. It has embarked on a growth path since the Acquisition
of Hughes Tele.com (India) Ltd [renamed Tata Teleservices (Maharashtra) Limited]
by the Tata Group in 2002. It launched mobile operations in January 2005 under the
brand name Tata Indicom and today enjoys a pan-India presence through existing
operations in all of Indias 22 telecom circles. The company is also the market leader
in the fixed wireless telephony market. The companys network has been rated as
the Least Congested in India for five consecutive quarters by the Telecom
Regulatory Authority of India through independent surveys.
The development of the telecom sector has experienced a major process of
transformation in terms of its growth, technological content, and market structure in
the last decade through policy reforms introduced by the Government. The impetus
of these changes is expected to continue, and at a much faster pace. The study aims
to analysis that with the increase in competition in telecom services, higher levels of
retailers satisfaction in the distribution channel with affordable prices and improved
quality of services achieving or not. Wireless telephony and the Internet are
expected to be the preferred means of communication as convergence of
telecommunications, broadcasting, and information technology progresses. The
Telecom Regulatory Authority of India (TRAI) has the mandate to safeguard the
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customers interests and to set the standards of quality of service. The rapid
technological advances which have taken place in the telecom sector have brought
about significant improvements in the quality of service provided to customers. With
the digitization of exchanges, and up gradation of external network, the fault rate has
come down.
Telecom distribution channel in India basically comprises of three actors (entities)-
1. A distributor who is given a territory to service.
2. A DSR or FOS (on payroll of the distributor) who is appointed by thedistributor to service a portion of his overall territory.
3. A retailer who is an entity who purchases stock from the distributors (from
the servicing DSR) and sells it to the end consumer.
Of course other conventional channels like direct sales/online sales or
branded retailer are also used.
Distribution channel is generally seen to be contributing to around 65-75% of
a telecom company's subscriber base as well as revenues.
The pricing technique used by most retailers is cost-plus pricing . This involvesadding a markup amount (or percentage) to the retailer's cost. Another common
technique is suggested retail pricing . This simply involves charging the amount
suggested by the manufacturer and usually printed on the product by the
manufacturer.
In the telecom distribution channel retailers is the party from which the
companies get their customer. Thus the companies have to take various strategies
to get their maximum customers by giving their advertisement in the retail shop to
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COMPANY DISTRIBUTOR RETAILERS CONSUMERS
http://en.wikipedia.org/wiki/Pricinghttp://en.wikipedia.org/wiki/Cost-plus_pricinghttp://en.wikipedia.org/wiki/Markup_(business)http://en.wikipedia.org/wiki/Suggested_retail_pricehttp://en.wikipedia.org/wiki/Product_(business)http://en.wikipedia.org/wiki/Pricinghttp://en.wikipedia.org/wiki/Cost-plus_pricinghttp://en.wikipedia.org/wiki/Markup_(business)http://en.wikipedia.org/wiki/Suggested_retail_pricehttp://en.wikipedia.org/wiki/Product_(business)8/7/2019 FINAL PROJECT REPORT - Philemon
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get the customer attention keeping in view the benefits of retailers who will sell the
company products to the ultimate customers.
The project which was carried on the topic An analytical insight into retail
channel management by TATA TELESERVICES LIMITED in Guwahati city .
The main objective of research was to know the visibility i.e. merchandising of
the Tata Indicom brands and the availability of Tata Indicom products in various retail
shop at Guwahati city. And the channel payout in a distribution channel in
comparison to others brands.
The research work carried was conducted by personal structured interview
of retailers and recording of the data on the questionnaire. The research is based on
100 respondents (having Tata Indicom brands) i.e. judgmental survey.
From the research it is found that there is vast opportunity for the company if
they provide a good service at Guwahati towards the consumers as well as to the
retailers who is directly related to customers. The merchandising of the brands in the
retails shop should be improved to create awareness among the consumers in the
market.
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CHAPTER 3
Objective, ScopeAnd Limitations
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3.1 NEED OF THE STUDY
One of the foremost needs of retailers in the telecom distribution channel is
the commission and various benefits from the companies. Therefore to meet the
requirement of retailers many companies are using different strategies. In this
direction, Tata Teleservices Ltd. comes up with their strategies to capture the
retailers market.
This study titled " An Analytical Insight into Retail Chanel Management by
Tata Teleservices Ltd in Guwahati city" is undertaken to examine the
management of retail channel by Tata Teleservices Ltd, to find out any loopholes
and to make appropriate suggestions.
3.2 OBJECTIVES OF THE STUDY
1 .To determines the level of visibility of the "TATA INDICOM" brand visa viz.
competition.
2. To determine the level of availability of Tata Indicom products in the retail
channel.
3. Comparative study of channel payout in the retail
3.3 SCOPE OF THE STUDY
The scope of this survey is defined by the objectives of the study. The study
was basically for the fulfillment of the objectives. The scope is confined to the
retailers of Guwahati city.
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The scope is limited only to the retailers providing Tata Indicom products and
connections along with others telecom service company.
The scope of the study is limited only to some specific areas of the Guwahati city.
The study can further extended for the entire Guwahati city.
The areas are segmented into the following clusters:-
Rajgarh Road- Chandmari- Silpukhri-Guwahati club
R.G.Baruah Road- Zoo Tiniali-AIDC-Junali-Zoo-Sundarpur-Ganeshguri
- Hengrabari
G.S,Road- Ganeshguri- Wallfort- Christian Basti- Post Office- ABC- Bhangagarh-
Bora service- Ulubari- Lachit Nagar
GMCH Road- Rupnagar- Birubari- Kalapahar- Bhaskar Nagar- Lalganesh-
Jyotikuchi.
3.4 LIMITATION OF STUDY
1. Long time was involved for direct interviewing.2. The people were quite conservative in giving the information in few areas.
3. Lack of financial support by company.
4. Time constraints.
5. Non Co-operation from some of the respondents (retailers).
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CHAPTER 4
Research
Methodology
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RESEARCH METHODOLOGY
Research can be defined as a scientific and systematic search of pertinent
information on specific topic. In fact research is an art of scientific investigation.
Marketing research can be defined as a systematic design, collection, and analysis
and reporting of data and findings relevant to a specific marketing situation facing the
company.
Research methodology is a way to systematically solve the research problem.
It may be understood as a science of studying how research is done scientifically.
Research methodology is a technique to solve a problem logically.According to Clifford Woody research companies defining and redefining
problem, formulating hypothesis or suggested solutions; collecting, organizing and
evaluating data; making deductions and reaching conclusions to determine they are
fit the formulating hypothesis.
The study under taken was regarding the perception of retailers about Tata
Indicom company visibility, availability of product in their respective retail shop and
the services such as commission, gift, etc towards them (retailers).
The research type adopted to analyze the topic was done by using
Judgmental survey method.
4. 1) RESEARCH DESIGN
Fundamental to the success of any marketing research is sound research
design. Research design is the basic frame work, which provides guidelines for the
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research process. It is a map or blueprint according to which research is conducted.
The function of research design is to ensure that the required data are collected
accurately and economically.
The Descriptive research is done on the basis of descriptive nature of thedata.
The market areas are segmented into the following clusters:-
Rajgarh Road- Chandmari- Silpukhri-Guwahati club
R.G.Baruah Road- Zoo Tiniali-AIDC-Junali-Zoo-Sundarpur-Ganeshguri
- Hengrabari
G.S,Road- Ganeshguri- Wallfort- Christian Basti- Post Office- ABC- Bhangagarh-
Bora service- Ulubari- Lachit Nagar
GMCH Road- Rupnagar- Birubari- Kalapahar- Bhaskar Nagar- Lalganesh-
Jyotikuchi.
4. 2) Sources of Data
There are two sources of data collection.
1. Primary data
2. Secondary data
My research project was mainly done through collecting primary data.
Sources of primary data:
Personal structured interview was taken from the retailers by visiting the
retail shops in some areas of Guwahati city as assigned and accordingly it was made
from the questionnaire in hand.
Sources of secondary data:
Database from company distributor.
Internet websites.
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4.3) Scaling Technique
A Nominal Scale of measurement technique has been implemented.
4. 4) Data Collection Method
Personally Administered Questionnaire.
Collection of information through Personal interview
with respondents (retailers).
Observation
4.5) Research Instrument
Questionnaire is used as the research instrument in the project to get the
primary data.
4.6) Survey Method
Sample Unit: -
According to the objective of the survey the sample unit taken is the
Retailers i.e. from whom we get the required information .
Pilot Survey: -
To get the required information from the retailers, the pilot survey is made
to find the loopholes in the first questionnaire made and the numbers of retailers with
whom the survey's made is 5(five)
Sampling procedure: -
The sampling methods used are Judgmental and Convenient Sampling.
Sampling frame: -
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Since judgmental and convenient sampling method is used i.e a non-
probabilistic sampling technique, so no sampling frame is required.
Sample Size: -
The sample size of survey is 100 retailers of TATA Indicom in specified
area of Guwahati city.
Sampling Instrument: -
Since the topic is such that, it depends direct on the primary sources to
get the proper information, so the Personal structured interview is made through
personally administered questionnaire.
Research Area: -
The area for research conducted is Guwahati city as specified by
organization guide. The areas under Guwahati city specified for research are as
follows:
Rajgarh Road- Chandmari- Silpukhri-Guwahati club
R.G.Baruah Road- Zoo Tiniali-AIDC-Junali-Zoo-Sundarpur-Ganeshguri
- Hengrabari
G.S,Road- Ganeshguri- Wallfort- Christian Basti- Post Office- ABC- Bhangagarh-
Bora service- Ulubari- Lachit Nagar
GMCH Road- Rupnagar- Birubari- Kalapahar- Bhaskar Nagar- Lalganesh-
Jyotikuchi.
4. 7) Analysis Technique
The data collected through questionnaire are analyzed very carefully and
accordingly the collected data are scrutinized. The various technique used in the
research to analyze the data are Bar diagram and pie-charts with the help of MS
excel and tables.
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CHAPTER 5Data and Data
Analysis
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DATA AND DATA ANALYSIS
5.1: LEVEL OF VISIBILITY OF TATA INDICOM BRAND VISA VIZ
COMPETITION.
a) Size of hoarding in retail shops :-
BRAND BIG MEDIUM SMALL
TATA INDICOM 8 48 23
RELIANCE 18 57 16
AIRTEL 12 62 24
AIRCEL 16 54 15
VODAFONE 7 52 6
IDEA 12 51 18
Table 5.a: Size of the hoardings used by different telecom brands.
0
10
20
30
40
50
60
70
BIG MEDIUM SMALL
TATA INDICOM
RELIANCE
AIRTELAIRCEL
VODAFONE
IDEA
Figure 5.a: Size of the hoardings used by different telecom brands.
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From the bar diagram it was found that Airtel has more hoardings in different
sizes in Average and Tata Indicom has the least. In some retail shop Tata Indicom
brands hoardings are not available like in the area of Birubari, Kalapahar and
Lalganesh of Guwahati in comparison to other brands like Airtel, Reliance, Idea and
Aircel.
b) Size of Glow Sign in retail shops:-
Table 5.b: Size of the glow sign used by different telecom brands.
0
10
20
30
40
50
60
70
BIG MEDIUM SMALL
TATA INDICOM
RELIANCE
AIRTEL
AIRCEL
VODAFONE
IDEA
Figure 5.b: Size of the glow sign used by different telecom brands
From the bar diagram it is found that glow sign of the brands comes only under
medium size in which Airtel has more glow sign in the retail shops and Idea has the
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BRANDS BIG MEDIUM SMALL
TATA INDICOM 48
RELIANCE 54
AIRTEL 63
AIRCEL 56
VODAFONE 52
IDEA 38
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least. In comparison Tata Indicom is averagely having their glow sign in some areas
more and in some area it is not available.
c) Size of Posters in retail shops:-
BRANDS BIG MEDIUM SMALL
TATA INDICOM 12 84
RELIANCE 14 78
AIRTEL 22 73
AIRCEL 18 80
VODAFONE 82
IDEA 74
Table 5.c: Size of the posters used by different telecom brands.
0
10
20
30
4050
60
70
80
90
RETAILERS
BIG MEDIUM SMALL
SIZE
TATA INDICOM
RELIANCE
AIRTEL
AIRCEL
VODAFONE
IDEA
Figure 5.c: Size of the posters used by different telecom brands.
From the bar diagram it is found that the posters are generally comes under big
and medium size and brands are using medium size posters more. But Airtel, Aircel
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and Reliance are using big size posters also. Tata Indicom in comparison to others
brands has more posters in medium size but not the big posters
d) Number of posters in the retail shop:-
BRAPNDS 1-4 nos 4-8 nos 8-12 nos
TATA INDICOM 15 68 11
RELIANCE 13 77 8
AIRTEL 10 74 14
AIRCEL 18 66 12
VODAFONE 24 59 8
IDEA 22 64 13
Table 5.d: Number of the posters used by different telecom brands.
01020304050607080
RETAILERS
1-4 NOS 4-8 NOS 8-12 NOS
NUMBERS OF POSTERS
TATA INDICOM
RELIANCE
AIRTEL
AIRCEL
VODAFONE
IDEA
Figure 5.d: Number of the posters used by different telecom brands.
From the bar diagram it is found that almost all brands are
having averagely equal posters in the retail shops. Therefore Tata Indicom is also
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having equal numbers of posters averagely in the retail shops in comparison to
others brands.
5.2: AVAILABILITY OF TATA INDICOM PRODUCTS IN THE RETAIL
SHOP.
a) Postpaid and Prepaid connections:-
CONNECTIONS YES (in %) NO (in %)
POSTPAID 67 33
PREPAID 43 57
Table 5.e: Availability of Postpaid and Prepaid connections in retail shop.
0
10
20
30
40
50
60
70
RETAILERS
POSTPAID PREPAID
CONNECTIONS
YES
NO
Figure 5.e : Availability of Postpaid and Prepaid connections in retail shop.
From the data it is found that maximum retailers are giving postpaid
connections than the prepaid connections in the Guwahati city.
Photon plus and Photon whiz:-
DEVICE YES (in %) NO (in %)
PHOTON PLUS 58 42
PHOTON WHIZ 39 61
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Table 5.f: Availability of Photon plus and whiz in retail shop.
0
10
20
30
40
50
60
70
RETAILERS
PHOTON PLUS PHOTON WHIZ
PHOTON DEVICE
YES
NO
Figure 5.f: Availability of Photon plus and whiz in retail shop.
From the data it is found that maximum retailers are having Photon plus
device to sell as the demand for Photon plus device is very high in the market than
the Photon whiz.
Mobile Handsets :-
INDICOM HANDSETS YES (in %) NO (in %)
SAMSUNG 62 38
HUAWEI 71 29
HAIER 73 27
INDICOM 52 48
ZTE 47 53
BLACKBERRY 8 92
Table 5.g: Availability of Mobile handsets of Tata Indicom brands in retail shop.
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0
20
40
60
80
100
RETAILERS
SAMSUNG HUAWEI HAIER INDICOM ZTE BLACKBERRY
HAND SETS
YES NO
Figure 5.g: Availability of Mobile handsets of Tata Indicom brands in retail shop.
From the data it is found that maximum retailers are having the Indicom
CDMA handsets in their retail shops as they have to sell it with the CDMA
connections except the Blackberry because it is very costly and complicated to
handled by consumers.
TATA WALKY :-
WIRELESS LANDLINE YES (in %) NO (in %)
TATA WALKY 57 43
Table 5.h: Availability of Tata Walky in retail shop.
57
43
0
10
20
30
40
50
60
RETAILERS
TATA WALKY
YES
NO
Figure 5.h: Availability of Tata Walky in retail shop
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From the data it is found that the retailers are selling the different range of Walky
if they get the customers and maximum retailers are selling it as it has a highest
market share in wireless landline in Guwahati market.
OLIVE ZIPBOOK :-
PHOTON NOTEBOOK YES (in %) NO (in %)
OLIVE ZIPBOOK 1 99
Table 5.i: Availability of Olive Zipbook in retail shop.
0
20
40
60
80
100
RETAILERS
OLIVE ZIPBOOK
YES
NO
Figure 5.i: Availability of Olive Zipbook in retail shop
From the data it is found that maximum retailers are not
having the Olive Zipbook because it has very low market share and consumers do
not prefer for this notebook which has net (photon) connections by default but if
consumers are demanding for it then retailers make available for them by contacting
to the respective distributors agents.
5.3: CHANNEL PAYOUT OF DIFFERENT BRANDS IN VOICE AND
DATA CONNECTIONS :-
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COMMISSION ON VOICE CONNECTIONS:-
COMPANY POSTPAID CONNECTIONS
(in Rs)
PREPAID CONNECTIONS
(in Rs)
TATA INDICOM 250 30
RELIANCE 250 40
AIRTEL 250 40
AIRCEL 250 40
VODAFONE 250 40
IDEA 250 40
Table 5.j: Table of Commissions on postpaid and prepaid connections provided by
different telecom brands.
0
50
100
150
200
250
IN RUPEES(Rs)
POSTPAIDCONNECTIONS
PREPAIDCONNECTIONS
TATA INDICOM
RELIANCEAIRTEL
AIRCEL
VODAFONE
IDEA
Figure 5.j: Commissions on postpaid and prepaid connections provided by
different telecom brands.
From the data it is found that all brands are giving equal commissions to
the retailers in postpaid connections i.e. Rs 250. But in prepaid connections of Rs
100, only Tata Indicom gives Rs 30 in a connection and on the other hand all
brands are giving Rs 40 in a connection to the retailers.
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COMMISSIONS ON DATA CONNECTIONS:-
COMPANY DATA DEVICE
(in Rs)
DEVICE CONNECTIONS
(in Rs)
TATA INDICOM 204 250
AIRTEL 200 250
IDEA 200 250
VODAFONE 200 250
Table 5.k: Table of Commissions on data device with connections provided by
different telecom brands.
0
50
100
150
200
250
IN RUPEES (inRs)
DATA DEVICE DATACONNECTIONS
TATA INDICOM
AIRTEL
IDEA
VODAFONE
Figure 5.k: Commissions on data device with connections provided by different
telecom brands.
From the data it is found that all brands which have their data device give
equal commissions to the retailers in a connection i.e. Rs 200 for data device and
Rs 250 for data connections but except Tata Indicom which gives Rs 4 more than
others brands.
5.4: Having postpaid bill payment counter (Through E-recharge)according to question number 6 in questionnaire.
YES (in %) NO (in %)
32 68
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Table 5.l: Table showing the retailers having postpaid bill payment counter
NO68%
YES32%
YESNO
Figure 5.l: Pie- chart showing the retailers having postpaid bill payment counter
From the data it is found that 32% of retailers are having Tata
Indicom postpaid bill payment counter which is done by Easy- recharge and otherstelecom companies are also having with Tata Indicom.
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Findings and
Recommendation
6.1: Visibility of Tata Indicom brands in comparison to other brands
in the retail shop.
The visibility of Tata Indicom Brands in terms of hoardings comparatively to
others brands is almost same but in some area it is not at all good .(according
to figure 5.a)
The visibility of Tata Indicom Brands in terms of glow signs comparatively to
others brand is average in some areas and in some area it is not available.
(according to figure 5.b)
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Tata Indicom in comparison to others brands has more posters in medium
size but not the big posters . (according to figure 5.c)
Tata Indicom is also having equal numbers of posters averagely in the retail
shops in comparison to others brands. (according to figure 5.d)
6.2: Availability of Tata Indicom products in the retail shop.
The retailers are giving postpaid connections more than the prepaid
connections in the Guwahati city. (according to figure 5.e)
The retailers are having Photon plus device to sell as the demand for Photonplus device is very high in the market than the Photon whiz. (according to
figure 5.f) The retailers are having the Indicom CDMA handsets in their retail shops as
they have to sell it with the CDMA connections except the Blackberry because
it is very costly and complicated to handled by consumers. (according to
figure 5.g)
The retailers are selling the different range of Tata Walky if they get the
customers and maximum retailers are selling it as it has a highest market
share in wireless landline in Guwahati. (according to figure 5.h)
The retailers are not having the Olive Zipbook because it has very low market
share and consumers do not prefer for this notebook which has net (photon)
connections by default . (according to figure 5.i)
6.3: Channel payout of Tata Indicom in comparison to other
telecom brands for voice and data connections.
Retailers are getting same percentage of commissions from all brands in
giving any postpaid connection and Tata Indicom also giving the same.
(according to figures5.j)
In case of prepaid connections, retailers get same percentage of commissions
from all the brands except Tata Indicom which gives lesser amount of commissions. (according to figures 5.j)
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In case of data device and connections all brands give equal commissions to
the retailers in a connection i.e. Rs 200 for data device and Rs 250 for data
connections but except Tata Indicom which gives Rs 204, which is more than
others brands. (according to figures 5.k)
6.4: Others findings
All retailers are purchasing the product from distributor agents i.e. FoS.
Maximum retailers are getting 4-6 subscribers of Tata Indicom in a month.
Apart from commissions maximum retailers are not getting any offers from
Tata Indicom (e.g. Gifts, Vouchers etc).
There is a problem of lengthy process of recharging the prepaid numbers.
Consumers are satisfied with the Network of Tata Indicom.
Retailers are not satisfied with the service of Tata Indicom.
Retailers are not satisfied with the distribution channel.
6.6: RECOMMENDATIONS
The company should organize promotional activities.
In some areas of Guwahati the merchandising of the Tata Indicom in the retail
shops should be improved (e.g. Kalapahar, Birubari, Lalganesh, Hengrabari,
etc)
The handsets of the Tata Indicom brand should be marketed in Mobile shops.
The data product (i.e. Photon) and Olive Zipbook of Tata Indicom should be
marketed in the various computers retail shops.
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Awareness of Olive Zipbook and its advantage should be done in the market.
Recharging process of prepaid should be made easy.
Aggressive marketing is required.
Have special promotional activities of new launches.
Better service should be provided to the retailers by giving some special offers
or gifts or any scheme.
Awareness of CDMA phones and its advantages should be spread through
aggressive marketing.
Business mans are the one of the potential customers and so aggressive
promotional campaign should be targeted to them.
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Conclusion
CONCLUSION
Therefore, from the following market research work carried out on an
analytical insight into retail channel management by TATA TELESERVICES
LIMITED in Guwahati city, it can be concluded that-
The company is yet to come up to the expectation of retailers.
Retailers of few areas are not satisfied with the distribution channel.
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Tata Photon (plus and whiz) and Tata Walky is having a greater market
shares in their respective product line.
Network is the strength.
Recharge problem is becoming one the major issue to be solved in
prepaid connections.
Monopoly in CDMA network.
The advertisement in the retails shops is satisfactory in main roads of the
city but in by lane of the respective main roads is not satisfactory.
There is very less prepaid customer for Tata Indicom in the city.
BIBLIOGRAPHY
BOOKS: -
Kotler, Philip and Keller, Kevin Lane (2008). Marketing Management (13 th Edition).
Prentice hall India
Kothari, C.R. (2009). Research Methodology - Methods & Techniques (1st Edition).
New Delhi: New Age International (P) Limited .
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Website-
http:// www.tataindicom.com
http:// www.google.com
http:// www.wikipedia.com
ANNEXURE
Questionnaire of Project Report
For
Master in Business Administration
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Gauhati University
Dear Sir/Madam,
As a part of the Master of Business Administration Curriculum, I
am doing a project on AN ANALYTICAL INSIGHT INTO RETAIL CHANNEL
MANAGEMENT BY TATA TELESERVICES LTD IN GUWAHATI CITY. Therefore
this questionnaire has been framed to get information on the same.
I, kindly request you to co-operate with me, regarding the following
information which will be used only for my academic purpose. It will be consider
highly confidential.
Philemon Bamon
1. Name of retail shop, address and contact number?
2. Presently what are the different telecom brands are you dealing with?
BRAND PLEASE TICK TO AVAILABLE BRAND
Reliance
Airtel
Aircel
Vodafone
Idea
Tata Indicom
3. Are you dealing in both voice and data products of different telecom brands?
(a) Yes (b) No
4. If yes then of which telecom brands are you dealing in both data and voice?
5. What type of connections do you provide?
(a) Prepaid (b) Postpaid (c) or both
6. Are you having a postpaid bill payment counter? (Yes or No)
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7. What strategy is applied by different company to make their product visible to
Customers in your retail shop? (Size according to Big, Medium or Small)
Company Size of
Hoarding
Size of
glow sign
Size of
posters
No. of
display
No. of
posters
Pamphlets
against every
product(yes or
no)
Tata Indicom
Reliance
Airtel
Aircel
Vodafone
Idea
8. Is there any other strategy used by different telecom company?
(a) Yes (b) No
9. If yes, what strategies are they using to make their product visible and mention
the name of their companies?
10. What are the different products of Tata Indicom are available in your retail Shop?
(i) Postpaid connections (a) Yes (b) No
(ii) Prepaid connections (a) Yes (b) No
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(iii) Photon plus device (a) Yes (b) No
(iv) Photon whiz device (a) Yes (b) No
(v) Mobile handsets
* Samsung (a) Yes (b) No
*Huawei (a) Yes (b) No
*Haier (a) Yes (b) No
*Indicom (a) Yes (b) No
* Blackberry (a) Yes (b) No
* ZTE (a) Yes (b) No(vi)Tata walky (a) Yes (b) No
(v) Olive Zipbook (a) Yes (b) No
11. If No, then for how many days it is not available in your retail shop?
(i) Postpaid connections.
(ii) Prepaid connections .
(iii) Photon plus device ..
(iv) Photon whiz device
(v) Mobile handsets
* Samsung
*Huawei
*Haier
*Indicom
* Blackberry ..
* ZTE .
(vi)Tata walky
(v) Olive Zipbook .
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12. Where from do you purchase the Tata Indicom products?
(a)Direct company agent (through DSE) or (b) Distributor agent (through FoS)
13. Are DSE or FOS are providing you their product with detailed information? (Yes
or no)
14. How much percentage of commission do you get for connections from different
Telecom companies?
Company Postpaid
connections
Prepaid connections Data device Data connections
Reliance
Airtel
Aircel
Vodafone
Idea
Tata Indicom
15. How many connections do you get in a month for Tata Indicom?
16. What are the offers do you get by Tata Indicom apart from commission?
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17. In comparison to Tata Indicom what are the offers do you get from any other
telecom companies apart from commission?
18. According to you which telecom company provides you a better service?
..