Sanjay sharma01

SUMMER TRANING REPORT

ON

LOW REVENUE AREA’S Of Shivpuri

Region

Submitted to: Submitted by: Sanjay sharma

MBA IInd SEM

IPS College of Technology & Management

Bela Ki bauri Shivpuri Link Road Gwalior (M P)

ACKNOWLEDGEMENT

Perseverance Inspiration and Motivation have always played a key role in the success

of any venture. So hereby it’s my pleasure to record thanks and gratitude to the person

involved.

Firstly, I thank MR. SHAKTI SRIVASTAVA (T.M. SHIVPURI) for his continuous

support, stimulating suggestion and helping me all the time during my project.

Special thanks go to MR. SHARAD PARASAR, He was always ready to listen and

give advice.

At last, thanks to the Head of the Mgmt. Department of I.P.S. College MR.

GEORGE THOMAS and all the faculty member and also my friends for being so

supportive

TABLE OF CONTENTS

HISTORY

EXECUTIVE SUMMARY

LOCATIONS OF LOW REVENUE AREA OVERVIEW

FIELD ANALYSIS

COMPETITOR’S ANALYSIS

PROJECT-1A. ObjectivesB. Data AnalysisC. Causes

D. ConclusionE. References

HISTORY –

The unprecedented growth in the mobile market is, perhaps, the most

vivid facet of India's economic transformation since the mid 1990s. Mobile

technology and services came to India just about a decade ago. In the early

days, a mobile was seen to be a fashion statement for the rich. Today, it is

accepted as a basic communication medium for all socio-economic segments.

The Indian mobile market is, today, amongst the fastest growing and the most

competitive in the world. Today India has approximately 170 million phones

Connections as on July 2007 (Source: Cellular Operators' Association of India

And Association of Basic Telecom Operators). Out of which a little over half

Comprise of mobile subscribers.

Airtel is one brand which has been instrumental in building up a vast

subscriber base for itself. Airtel's journey to leadership began in Delhi in 1995.

Since then, Airtel has established itself pan-India targeting the entire population in

India. In the last ten years Airtel has achieved many firsts and unique records: it

was the first to launch nationwide roaming operations, it was the first to cross the

one million and the five million customer marks. It was also the first to launch

Services overseas.

Today, Airtel innovates in almost everything that it presents to the market.

An excellent example is Easy Charge - India's first paperless electronic

recharging facility for prepaid customers. For theses endeavors, Airtel has also

been conferred with numerous awards. It won the prestigious Techies Award for

'being the best cellular services provider' for four consecutive years between

1997 and 2000 - a record that is still unmatched. And in 2003, it received the

Voice & Data Award for being 'India's largest cellular service provider',

amongst

others.

Bharti’s true calling came in the mid 1990s when the government opened

up the sector and allowed private players to provide telecom services. Bharti

Enterprises accepted every opportunity provided by this new policy to evolve into

India's largest telecommunications company and one of India's most respected

brands. Airtel was launched in 1995 in Delhi. In the ensuing years, as the Airtel

network expanded to several parts of India, the brand came to symbolize the

very essence of mobile services.

Airtel provides a host of voice and data products and services, including

high-speed GPRS services. Airtel also offers a wide array of 'postpaid' and

'prepaid' mobile offers, with a range of tariff plans that target different segments.

A comprehensive range of value-added, customised services are part of the

unique package from Airtel. The company's products reflect a desire to

constantly innovate. Some of these are reflected in the fact that Airtel was the

first to develop a 'single integrated billing system'

Evolution of Airtel as a Brand

Bharti Enterprises wished to transform itself from a Delhi cellular operator to a

pan Indian telecom operator. The company worked on a three-layered branding

architecture:

• To create specific brands for each of its services

• Build sub-brands within each of these services

• Use Bharti as the umbrella brand

The brands identified to be retained for theses services were – Airtel for its

mobile operations, Touchtel – for its fixed line phones, IndiaOne for its NLD

operations. In early 2001, The Bharti Mobile promoted AirTel cellular service

went in for repositioning of its brand image. The new brand ethos it portrayed

was in two distinct fashions - the tag line "Touch Tomorrow", which underscored

the leading theme for the new brand vision, followed by "The Good Life", which

underscored a more caring, more customer centric organization. This was aimed

at re-engineering its image as just simply a cellular service provider to an all out

information communications services provider, Touch Tomorrow meant to

embrace the new generation of mobile communication services and the changing

scope of customer needs and aspirations that come along with it.

The new communication was to potray new dimension in the cellular category. It

went to symbolize something beyond the Internet, SMS, roaming, IVRS, etc. It

symbolized the whole gamut of wireless digital broadband services that

constitutes tomorrow’s cellular services.

This branding came up with Touch Tomorrow

From 'TOUCH TOMORROW' To 'LIVE EVERY MOMENT’

In late-2002, Bharti Cellular Ltd. released a television commercial (TVC),

which despite using the 'oft-repeated' celebrity endorsement route was unusual

in terms of its celebrity selection. Instead of using the usual movie stars/sports

celebrities, it chose one of the country's most successful music composers, A.R

Rahman (Rahman) to promote its brand. The campaign attracted considerable

media attention because this was the first time Rahman had agreed to do a

television commercial and also because, Rahman had been paid Rs 10 million

for the campaign, a sum usually unheard of, for celebrity endorsers in India. The

campaign received brickbats as well as bouquets in the media, both for the

selection of Rahman and the TVC's execution. However, Bharti claimed to have

scored an ace in terms of getting Rahman to compose five exclusive symphonies

downloadable as ring tones for Airtel users. The TVC was a part of the brand

repositioning and restructuring efforts for Airtel, as part of which, Bharti changed

the brand's tagline in early-2002 from 'Touch Tomorrow' to 'Live Every Moment.'

The company also decided to undertake a comprehensive brand building

program for the company and chose the slogan 'Unlimited Freedom' for the

same. Commenting on these changes, company sources said, "Airtel's brand

identity and campaign will now have a new younger and international look and

feel that builds on the earlier positioning."

Bharti's massive media expenditure plans were no surprise, considering

the fact that it was the largest cellular telecom company in the country - reaching

over 600 million people in 16 (out of 29) states of India.. The Airtel brand (and the

pre-paid card service brand, Magic) had top-of-the-mind recall amongst cellular

phone users and enjoyed a leadership position in most markets. Industry

observers primarily attributed it to Bharti's strong brand building and positioning

strategies.

Amalgamation of the Brands

It was September 2004, when Bharti undertook yet another repositioning

exercise. BTVL decided to unify its entire gamut of telecom services under the

Airtel Brand. This was done with an intention to be seen as an integrated telecom

services player rather than just operating in the mobile space. It was an attempt

to change the perception from "Airtel equals mobile" to "Airtel equals telecom",

and position Airtel as a complete telecom services brand.

The company’s telecom were clubbed under four heads -- Airtel mobile services,

Airtel telephone & broadband services, Airtel long distance services and Airtel

enterprise services.

With Airtel’s launch of Rs 200 denomination cards in early 2005, Airtel has

targeted the low usage segment, thereby offering services to cater to all

segments. The strategy of Airtel is gradually shifting to the mass market. By

targeting the segment of lower income group the brand is also changing its

communication strategy from the premium brand or the brand for high class

society to the brand for all segments.

Airtel as a brand seems busy in building a mass franchisee for its target

market. But Mr Sunil Bhar Mittal wants this brand to grow as the ‘Most Preferred and

Respected Brand of India’. The sales driven communication has a limited ability

to promote the brand as the ‘Most Preferred and Respected Brand of India’. One

needs to use neutral methods of communication and public relation tools for

building this level of brand recognition.

Executive Summary

Bharti Airtel, India’s leading integrated private

telecommunications provider, turns to Data craft to deploy and

maintain a new carrier grade Ethernet network that targets the

Bangalore area. Connecting some 110 locations across one of

India’s largest cities, the new Ethernet network, when fully

operational in September 2007 and integrated into the Bharti

Airtel’s existing network, will support a secure, flexible and

intelligent triple-play transport infrastructure. The new network

will enable Bharti Airtel to offer advanced content-based and

innovative high-bandwidth services to its consumers across

various multiple segments.

Client Overview

Bharti Airtel Limited is one of India’s leading private sector providers of

telecommunications services with an aggregate of 45 million customers as of

end of June’07, consisting of 42.7 million mobile customers. Bharti Airtel has

been rated among 10 best performing companies in the world in the

Business Week IT 100 list.

Bharti Airtel is structured into three strategic business units - Mobile services,

Broadband & Telephone (B&T) services and Enterprise services. The mobile

business provides mobile & fixed wireless services using GSM technology

across 23 telecom circles.

The B&T business provides broadband & telephone services in 94 cities. The

Enterprise services provide end-to-end telecom solutions to corporate

Customers and national & international long distance services to carriers. All

these services are provided under the Airtel brand. Airtel’s high-speed optic

fibre network currently spans over 43,500 route kms covering all the major

cities in the country. The company operates two international landing stations

in Chennai that connect two submarine cable systems - i2i to Singapore and

SEA-ME-WE-4 to Europe. For more information, visit www.bhartiairtel.in.

Business Challenge

With more than 46 million total subscribers, Bharti Airtel is India’s largest

Integrated private telecom operator with services in the mobile, broadband

And telephone sectors. The operator is targeting for 125 million subscribers

by 2010.

LOCATION OF LOW REVENUE

Purani Shivpuri :

NAME OF OUTLETS ADDRESS

1 Gopalji Mobile. Purani shivpuri.

2. Kapil Mobile. Purani shivpuri.

3. Mohit Mobile. Jhanshi chouraha, Purani shivpuri.

4. Aman Mobile Jhanshi chouraha, Purani shivpuri.

5. Shubhas Mobile. Neelgae chouraha, Purani shivpuri.

6. Dev Mobile. Neelgae chouraha, Purani shivpuri.

7. Music World. Purani shivpuri.

8. Ansari Electronic. Purani shivpuri.

9. Best Mobile. Purani shivpuri.

LOCATION OF LOW REVENUE

PHYSICAL ROAD:

NAME OF OUTLETS ADDRESS

1 Gangan Store. Physical Road.Shivpuri.

2 Shucitra Mobile. Physical Road.Shivpuri.

3 Prashar General Store. Physical Road.Shivpuri.

4 Shri Departmental Store. Physical Road.Shivpuri.

5 Shri Radhe. Physical Road.Shivpuri.

6 Lucky Mobile. Physical Road.Shivpuri.

7 Kaka Pan Bandaar. Physical Road.Shivpuri.

8 Shivpuri S.T.D. Physical Road.Shivpuri.

9 Batraa Mobile. Physical Road.Shivpuri.

10 Luck Mobile. Physical Road.Shivpuri.

FIELD ANALYSIS:

SERVICES PROVIDES BY OUTLETS

IDEA: Sim, Recharge vouchers, Tariff voucher,

AIRTEL: Sim, Recharge vouchers, Tariff voucher,

BSNL: Sim, Recharge vouchers, Tariff voucher,

Reliance: Sim, Recharge vouchers, Tariff voucher,

F

COMPETITORS ANALYSIS-:

1. Better service in term of coverage area i.e. signals.

2. Instance response of F.O.S to their retailers.

3. Complete information to their retailers about the new schemes

introduces by their respected distributors.

4. Proper distribution of accessory to their retailers.

5. High promotional efforts about their product.

6. Quick response to customer’s problems & their ultimate & optimum

solution.

7. On time balance distributor to their retailers & by retailers to their

customers.

PROJECT-1

Objectives

Data Analysis- By Questionnaires from retailer

Causes of Low Revenue

Conclusions

References

OBJECTIVES-

The main objective of the project is to determine the

low revenue areas of SHIVPURI REGION.

Services analysis of F.O.S. (FIRST ON STREET) on

retailer’s outlets.

Whether F.O.S. give full information about the new

schemes, new offers launched by AIRTEL

distributors.

DATA ANALYSIS-: By Questionnaires

Shop- Dev Mobile

Retailer-(Dev Rathore)-Neel Gar Chauraha Old Shivpuri

Focus

1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims 15-20 10-15

Airtel Idea Tata Indi Relience

are sold by you?6-Approximatly how many sims of Airtel are sold by you?

12-15 ………

7-Which service is more profitable for you?8-Whos workers are liked more by you?9-Who solves your problems too quick?10-Who launches more offers in a month?11-Of how much price of product you purchase in a day?

3500-5000 2500-5000

12-Of how much price of pr sell in a day?

3500-4000 3000-5000

Shop- Music WorldRetailer- (Deepak Namdev) -Neel Gar Chauraha Old Shivpuri

Focus

1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims are sold by you?

4-5 3-4

6-Approximatly how many sims of Airtel are sold by you?

3-4 ………

7-Which service is more profitable for you?8-Whos workers are liked more by you?9-Who solves your problems too quick?10-Who launches more offers in a month?11-Of how much price of product 1000-1500 1000


you purchase in a day?12-Of how much price of product you sell in a day?

1000-1200 500-700

Shop- Anshaari ElectronicsRetailer- (Abdul Anshari) -Neel Gar Chauraha Old Shivpuri

Focus

1-Howmany services are sold by you?

2-Which service are you selling more?

3-Which service is the best for you?

4-Which is better Airtel or Idea?

5-Approximatly how many sims are sold by you?

8-10 3-5


5-8 ………

7-Which service is more profitable for you?

8-Whos workers are liked more by you?

9-Who solves your problems too quick?

10-Who launches more offers in a month?


11-Of how much price of product you purchase in a day?

2000-2500 1000-1200

12-Of how much price of product you sell in a day?

1500-2000 500-700

Shop- Best Mobile CareRetailer- (Mohammad Amir) -Neel Gar Chauraha Old Shivpuri

Focus

1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims are sold by you?

8-12 7-8


8-10 ………


4500-5000 1500-2500


4000-4500 800-1200


Shop- Mohit MobilesRetailer- (Ashok Kumar Jha) –Jhansi Tiraha Old Shivpuri

Focus

1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims are sold by you in a day

8-10 7-8

6-Approximatly how many sims of Airtel are sold by you in a day?

6-8 ………


4500-5000 1500-2500


4000-4500 800-1200


Shop- Amar MobilesRetailer- (Yogesh Jha) –Jhansi Tiraha A.B. Road Shivpuri

Focus


1-Howmany services are sold by you?

2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims are sold by you in a day?

. ………


…….

………

7-Which service is more profitable for you?

8-Whos workers are liked more by you?9-Who solves your problems too quick?

10-Who launches more offers in a month?

11-Of how much price of product you purchase in a day?

2000 800-1000


2000-3000 500-700

Shop- Subhash Electrical

Retailer- (Subhash Chandr Gupta) –Jhansi Tiraha A.B. Road Shivpuri

Focus1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims are sold by you in a day

8-10 7-8


6-8 ………


4500-5000 1500-2500


4000-4500 800-1200


Shop- Kapil Mobile Retailer- (Kapil Rathore) –Purani Shivpuri

Focus

1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims are sold by you in a day6-Approximatly how many sims of Airtel are sold by you in a day?

………


50-100 50-80


40-60 30-50


Shop- Gopalji Mobile Retailer- (Kapil Rathore) –Purani Shivpuri

Focus


………


50-100 50-100


50-100 50-100


Shop- Gagan Store Retailer-(Gangan -) Physical Road Shivpuri

Focus

1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?

5-Approximatly how many sims are sold by you in a day6-Approximatly how many sims of Airtel are sold by you in a day?

………


50-100 50-100


50-100 50-100


Shop- Shucitra MobileRetailer- (Sourabh) –Physical Road Shivpuri

Focus


5-10 7-8


5-10 ………


450-500 150-250


400-450 80-120

Shop- Prashar General StoreRetailer- (Sanjeev prashar) –Physical Road Shivpuri


Focus

Shop- Shri Radhe Recharge Retailer- (Radhe) –Physical Road Shivpuri

FOCUS

Airtel Idea Tata Indi Relience1-Howmany services are sold by you?2-Which service are you selling more?3-Which service is the best for you?4-Which is better Airtel or Idea?5-Approximatly how many sims are sold by you in a day

4-6 7-8


4-6 ………


50-100 150-250


40-50 80-120


Shop- Luky Mobile Retailer- (Shekar Kuresi) –Physical Road Shivpuri

FOCUS

Focu


4-5 5-7


4-5 ………


1000-1500 1000-1500


1000-1500 800-1200


Shop- Batra Agency Retailer- Ravindra (Singh) –Physical Road Shivpuri

Focus


2-3 5-10


2-3 ………


800-1000 1000-1500


600-800 800-1200


Shop- Kaka Pan Bandar Retailer- (Ram) –Physical Road Shivpuri

Focus


2-3 2-3


1-2 ………


1000-2000 800-1000


800-1500 500-800


Shop- Shiv S.T.D. Retailer- (Ishu Shivhare) – near college Physical Road Shivpuri

FOCUS


………


100-150 200-250


80-120 150-200


CAUSES OF LOW REVENUE-:

Less information about schemes to retailers.

Improper response by F.O.F. toward retailers.


………


100-150 120-150


100-150 100-150

Improper coordination between F.O.F. & retailers

Less p.o.p. (accessories) to retailers.

Less number of outlets in that particular area.

Undeveloped market area.

Unaware customers.

CONLUSIONS-:

The F.O.F. should properly inform to retailers about the schemes

launched by distributors.

The F.O.F. of that particular area should visit to his field area,

regularly and sincerely.

The distributors should inform about each and every F.O.F. who is

working under him by the retailers, whether he is approaching to his

field area retailers or not.

On time balance should provided by F.O.F. to his retailers.

Optimal solutions of retailer’s problems by quick response.

Provided fair P.O.P.(i.e. accessories) to retailers.

Activation of sim of customers as soon as within 2-3 hours.

Formalities should be checked properly and they should send to main

office as soon as possible.

Better signal should be provided in all regions.

Good relation with customers and retailers.

Documents

Sanjay sharma01