1

CONTENT
2-9 Introduction

11 OBJECTIVE OF STUDY

12-23 COMPANY PROFILE

24-31 Profile of Industry

32-42 Methodology

43-45 Customer Satisfaction

46 Limitations of study

47-64 Analysis & Interprietation

65-70 Summary Of Findings

71-72 Conclusion and Recommendations

73 Scope of further study

N 74 References

75 Bibliography
 2

CHAPTER 1

INTRODUCTION
 3

AIRTEL
Airtel conducts many kind of survey time to time for promotion awareness.

This project conducted to make an understanding of the market penetration of airtel gprs in
areas, by a study on the trend of data sales. And also the position of airtel‟s data sales is
estimated by a comparative study with the movement of data cards in the market. The aim of the
project is to know whether the sales is fair enough for the company, and if it is not so we have to
make solutions for the problem areas.

In modern era market “customers are considered as kings”.

The only way for making profit in today‟s market is to make loyal customers. By

advertising and all airtel has a good brand name, the rebranding campaign airtel made recently is
also very impressive. However, competition is severe in a growing market like India and
especially in Kerala. market is growing rapidly and network providers are competing among
themselves to achieve a good position in the market. airtel has a good subscriber base in Kerala,
What the company has to do is to provide good services to customers, thereby making a market
of their own. Sales promotion is the only way through which they can increase the data sales in
market.
 4

Sales promotion
Sales promotion describes promotional methods using special short-term techniques to persuade
members of a target market to respond or undertake certain activity. As a reward, marketers offer
something of value to those responding generally in the form of lower cost of ownership for a
purchased product (e.g., lower purchase price, money back) or the inclusion of additional value-
added material (e.g., something more for the same price).

Sales promotions are often confused with advertising. For instance, a television advertisement
mentioning a contest awarding winners with a free trip to a Caribbean island may give the
contest the appearance of advertising. While the delivery of the

marketer‟s message through television media is certainly labeled as advertising, what is

contained in the message, namely the contest, is considered a sales promotion. The

factors that distinguish between the two promotional approaches are:

whether the promotion involves a short-term value proposition (e.g., the contest is only offered
for a limited period of time), and

The customer must perform some activity in order to be eligible to receive the value proposition
(e.g., customer must enter contest). The inclusion of a timing constraint and an activity
requirement are hallmarks of sales promotion.

Sales promotions are used by a wide range of organizations in both the consumer and business
markets, though the frequency and spending levels are much greater for consumer products
marketers. One estimate by the Promotion Marketing Association suggests that in the US alone
spending on sales promotion exceeds that of advertising.
 5

SALES PROMOTION TECHNIQUES OF COMPANY

Good Advertising. Effective Incentive Policy.

Good services.

Wide & Deep Distribution System.


Decorating Retailers shop by display board, dealer‟s board etc.


Posters.

Banners.

Conducting awareness programs.

Types of Sales Promotion

Sales promotion can be classified based on the primary target audience to whom the promotion is
directed. These include:

Consumer Promotion


Trade Promotion


Sales force Promotion

 6

Consumer Sales Promotion

Consumer sales promotions encompass a variety of short-term promotional techniques designed
to induce customers to respond in some way. The most popular consumer sales promotions are
directly associated with product purchasing. These promotions are intended to enhance the value
of a product purchase by either reducing the overall cost of the product (i.e., get same product
but for less money) or by adding more benefit to the regular purchase price (i.e., get more for the
money).

While tying a promotion to an immediate purchase is a major use of consumer sales promotion, it is not
the only one. As we noted above, promotion techniques can be used to achieve other objectives such as

building brand loyalty or creating product awareness. Consequently, a marketer‟s promotional toolbox

contains a large variety of consumer

. Several possible tools can be used for consumer promotions. Some of the more important

ones are:

Sampling

Price-off

Quality deals

Banded offers

In-product gift

Out- product gift

Coupons

 7

Consumer contests

Trade Sales Promotions

As note in the Promotion Decisions Tutorial, certain promotions can help “push” a product
through the channel by encouraging channel members to purchase and promote the product to
their customers. For instance, a trade promotion aimed at retailers may

encourage retailers to instruct their employees to promote a marketer‟s brand over

competitors‟ offerings. With thousands of products competing for limited shelf space, spending
on trade promotion is nearly equal that spent on consumer promotions.

Many sales promotions aimed at building relationships with channel partners follow similar
designs as those directed to consumers including promotional pricing, contests and free product.
In addition to these, several other promotional approaches specifically designed to appeal to
trade partners.
 8

Techniques used in trade promotion

On-consignment sales

Dealer contests

Dealer gifts

Display contests

Point of sale material

Shop board painting

Dealer discounts

Trade fair participation

Dealer meets

Cooperative advertising

Sales force promotions

Sales promotion directed towards the sales people is referred to as sales force promotion.
These schemes are intended to motivate sales people to put in more efforts to increase
sales, increase distribution, promote new or seasonal products, sell more deals to resellers,
book more orders, develop prospects lists and build up
 9

Some of these activities are meant to prepare the sales people to do their jobs well and
include sales meetings and manuals, training programs, sales presentations, film and slide
shows etc. Prize distribution to winners is the more tangible aspect of any such
programme.

Objectives of sales force promotion schemes are:

Increase sales volume



Introduce a new product



Reducing selling costs



Offset competitive promotions



Improve working habits

Advantages and Disadvantages of sales Promotion

Sales Promotion techniques yield results that many other marketing communication elements
cannot achieve .For example it can turn around a sales trend in the short run ,help introduce a
 10

new product by encouraging consumer and retail acceptance ,reinforce message driven by other
communication –mix element ,etc. Some of the benefits of sale promotion:

Sales promotion produces result by stimulating people to act – to try, to buy, to buy more, or
to buy more often. It can lead to trial, generate excitement, encourage rein peat purchase,
attract switchers, etc. It is especially helpful in situations where there is extreme pressure to
increase sales e.g. at the end of the year when there are shortfalls in budgeted sales.

It produces immediate results. While advertising or public relation act as an investment
producing sales in the long run, sales promotion works during a definite span of time.
Most of the sales come during the sale promotions period itself. Very often, if the
promotion is successful, one can get results within hours, days or weeks.

It can prevent competitor entry or offset competitor promotions and thus help maintain the
brands current market share.

Sales promotion techniques directed at channel members or sales force can gain channel
support and involvement and help “push” the product. It helps in getting shelf space and
merchandising benefits at the retail level, clearing off excess inventory, motivating sales
people to find new contacts etc.

Sales promotion is relatively easy to design and implement. It is possible to calculate costs
effect on sales and sometimes even on competitor sales.

DISADVANTAGES OF SALES PROMOTION

Most sales promotion is used for short-term results. Any excessive use can shift the focus on
short-term marketing planning that acts only at the behavioral level.

 11

Increasing sales promotion activities has led to clutter, leading companies to cut each other
and thus eroding the bottom line.

In mature markets sales promotion does not do much in attracting new customers but only
switchers who are dear prone.

The Internet has grown tremendously during the past years. It radically changes the way people
live, work and consume. It represents a tremendous opportunity as well as threats.

Internet usage in India continues to grow at a slow but steady pace, both in breadth and depth.
Unlike the '70s and '80s when business-related travel was not seen much, the '90s, particularly
the dawn of the twenty-first century, has witnessed intensive business travels, and this is gaining
momentum with time. India too is on the move and wants to stay connected anytime, anywhere-
whether on a train or bus, in a hotel or conference hall, within India or abroad. Meeting this need
of business travelers are data cards and USB modems that have become the preferred solution,
even before wireless mobile broadband introduced in the country. At present, there are data
cards, USB modems, and Internet-enabled mobile phones in the Indian market.

OBJECTIVES OF THE STUDY

Primary research objective:-

To study and interpret the sales and sales promotion schemes running by airtel, for data sales in
Aleppey, and to know that how the consumers of airtel gprs can be retained or maximized.
 12

Secondary research objective:-

Creating an awareness about airtel data cards to retailers.


To study about the sales trend of airtel data cards in market.

Analyzing the problem (if any) faced by airtel in market about its data sales.

Collecting feedback from retailers about the data cards of airtel.


Comparing airtel‟s product with others of the same category.


Motivating the retailers to push data cards

Analyzing which operator is more beneficial to customers and retailers.

To find out the places and situations where promotion should be made.

To study about the effectiveness of the distribution channels and administrative set up.

To collect valuable opinions from retailers and distributors, about how to increase sales.
 13

CHAPTER 2

COMPANY PROFILE
 14

COMPANY PROFILE
Bharti Airtel Limited usually referred to simply as "airtel", is an

Indian telecommunications company that operates in 19 countries across South Asia,

Africa and the Channel Islands. It operates a GSM network in all countries,

providing 2G or 3G services depending upon the country of operation. Airtel is the fifth largest
telecom operator in the world with over 207.8 million subscribers across 19 countries at the end
of 2010. It is the largest cellular service provider in India, with over 152.5 million subscribers at
the end of 2010. Airtel is the 3rd largest in-country mobile operator by subscriber base, behind
China Mobile and China Unicom.

Airtel also offers fixed line services and broadband services. It offers its telecom services under
the Airtel brand and is headed by Sunil Bharti Mittal. Bharti Airtel is the first Indian telecom
service provider to achieve this Cisco Gold Certification. To earn Gold Certification, Bharti
Airtel had to meet rigorous standards for networking competency, service, support and customer
satisfaction set forth by Cisco. The company also provides land-line telephone services and
broadband Internet access (DSL) in over 96 cities in India. It also acts as a carrier for national
and international long distance communication services. The company has a submarine cable
landing station at Chennai, which connects the submarine cable connecting Chennai and
Singapore.

It is known for being the first mobile phone company in the world to outsource everything except
marketing and sales and finance. Its network (base stations, microwave links, etc.) is maintained
by Ericsson, Nokia Siemens Network and Huawei business support by IBM and transmission
towers by another company (Bharti Infratel Ltd. in India). Ericsson agreed for the first time, to
be paid by the minute for installation and maintenance of their equipment rather than being paid
up front. This enabled the company to provide pan-India phone call rates of Rs. 1/minute
(U$0.02/minute). Call rates have come down much further like second pulse plans. During the
last financial year [2009-10], Bharti has roped in a strategic partner Alcatel-Lucent to manage
the network infrastructure for the Telemedia Business.

The company is structured into four strategic business units - Mobile, Telemedia, Enterprise and
Digital TV. The Telemedia business provides broadband, IPTV and telephone services in 89
 15

Indian cities. The Digital TV business provides Direct-to-Home TV services across India. The
Enterprise business provides end-to-end telecom solutions to corporate customers and national
and international long distance services to telcos.

History

Sunil Bharti Mittal founded the Bharti Group. In 1983, Sunil Mittal was into an agreement with
Germany's Siemens to manufacture the company's push-button telephone models for the Indian
market. In 1986, Sunil Bharti Mittal incorporated Bharti Telecom Limited (BTL) and his
company became the first in India to offer push-button telephones, establishing the basis of
Bharti Enterprises. This first-mover advantage allowed Sunil Mittal to expand his manufacturing
capacity elsewhere in the telecommunications market. By the early 1990s, Sunil Mittal had also
launched the country's first fax machines and its first cordless telephones. In 1992, Sunil Mittal
won a bid to build a cellular phone network in Delhi. In 1995, Sunil Mittal incorporated the
cellular operations as Bharti Tele-Ventures and launched service in Delhi. In 1996, cellular
service was extended to Himachal Pradesh. In 1999, Bharti Enterprises acquired control of JT
Holdings, and extended cellular operations to Karnataka and Andhra Pradesh. In 2000, Bharti
acquired control of Skycell Communications, in Chennai. In 2001, the company acquired control
of Spice Cell in Calcutta. Bharti Enterprises went public in 2002, and the company was listed on
Mumbai Stock Exchange and National Stock Exchange of India. In 2003, the cellular phone
operations were rebranded under the single Airtel brand. In 2004, Bharti acquired control of
Hexacom and entered Rajasthan. In 2005, Bharti extended its network to Andaman and Nicobar.
In 2009, Airtel launched its first international mobile network in Sri Lanka. In 2010, Airtel began
operating in Bangladesh and 16 African countries. Today, Airtel is the largest cellular service
provider in India and fifth largest in the world.

Signature tune

The signature tune of Airtel is composed by Indian musician A. R. Rahman. The tune became
hugely popular and is the world's most downloaded mobile music with over 150 million
 16

downloads. A new version of the song was released on 18 November 2010, as part of the
rebranding of the company. This version too was composed by Rahman himself.

Rebranding On 18 November 2010, Airtel rebranded itself in India in the first phase of a global
rebranding strategy. The comspany unveiled a new logo with 'airtel' written in lower case.
Designed by London-based brand agency, Brand Union, the new logo is the letter 'a' in
lowercase, with 'airtel' written in lowercase under the logo

On November 23, 2010, Airtel's Africa operations were rebranded to 'airtel'. Sri Lanka followed
on November 28, 2010 and on December 20, 2010, Warid Telecom rebranded to 'airtel' in
Bangladesh

logo used by Airtel till 2010 November

On 18 November, 2010, Bharti Airtel announced a re-branding campaign wherein, they would be
referred as airtel, with a new logo.
 17

MNP (Mobile Number portability)

Mobile number portability service is also rendered by airtel. In this facility, a customer can
change his network operator without changing the number.

An overall description about airtel

business description Provides GSM mobile services in all the 22 telecom

circles in India, Srilanka, Bangladesh and now in 16
Countries of Africa.
Provides telemedia services (fixed line and broadband
services through DSL) in 88 cities in India.
We also offer suite of Enterprise solutions, DTH and
IPTV Services

Established July 07, 1995, as a Public Limited Company

proportionate revenue Rs. 157,560 million (ended December 31, 2010-

Audited)

Rs. 103,053 million ( ended December 31, 2009-

 18

Challenge/Opportunity

Bharti Airtel was faced with the challenge of profitably serving the areas of India. It is an
extremely daunting task due to a variety of factors: users' low incomes, a widely dispersed
population, and a less than ideal public infrastructure (i.e., roads, electricity, etc.). Specifically,
Bharti Airtel had to address the following conditions:

The incomes of Indian residents are significantly lower than urban residents. The average
revenue per user (ARPU) for residents was typically less than US$2 per month.


Besides deploying a scalable network, Bharti Airtel also needed to establish a cost-effective
marketing, sales, and distribution channel to provide service promotion and customer
support.

Counter to these challenges were the significant opportunity that the Indian market

represented and Bharti Airtel's unique ability to address it.

The future growth of the Indian mobile market is expected to be driven by customers, which
account for about 70 percent of the country's total population (1.1 billion people) with a
teledensity of only 18.5 percent as of September 2009. Indian urban mobile penetration is
already over 100 percent.


dwellers place a high value on communications. Contacting urban/overseas relatives and
friends often requires a long and sometimes treacherous trip to the nearest town to reach a
payphone.


Various studies (e.g., fishermen in the Indian state of Kerala and grain producers in Niger)
have shown that increased mobile service penetration in areas could have tremendous
socio-economic benefits for the population.


 19

Alliances/Partnerships

To extend its reach in India's markets, Bharti Airtel is focusing on innovative initiatives,
including efficient infrastructure deployments, expanding its distribution network via
partnerships, and customized content and tariffs.

Bharti Airtel has launched microfinancing agreements in collaboration with Nokia and SKS
Micro-finance. Under these partnerships, Bharti provides subsidized tariffs and
subscriber identity module (SIM) cards to users, Nokia provides subsidized handsets,
and SKS offers microfinancing.


To expand coverage into regions, Bharti Airtel is sharing passive infrastructure services
with Vodafone (42 percent ownership) and Idea (16 percent ownership) through its joint
venture, Indus Towers. Sharing the infrastructure cost and usage between multiple
operators has helped Bharti Airtel to reduce its operating and capital expenses.


Bharti Airtel also formed a joint venture with the Indian Farmers Fertilizer Cooperative
Limited (IFFCO). Its joint venture, IFFCO Kisan Sanchar, uses IFFCO's wide presence
(present in 80 percent of Indian villages) and appeal among the agricultural community
to market and distribute Bharti's products.


IFFCO Kisan Sanchar provides subsidized handsets and connections at competitive rates in
areas. It also helps Bharti Airtel to identify and acquire suitable locations for deploying
its cell sites. In addition, it offers tailored services including voice-based updates on crop
prices, farming techniques, health initiatives, and "help line" services.
 20

Strategy

Bharti Airtel first studies the commercial viability of a community (and the surrounding
villages) based on parameters such as source of livelihood, average income, and involvement in
frequent commercial transactions or travels. The company has developed a prioritized
deployment strategy based on the specified criteria. Qualifying villages are first to receive a base
station, which also caters to nearby communities. To help ensure efficient usage and profitability
for each of these base stations, Bharti Airtel tracks the revenue generated per base station
(instead of ARPU, which is considered less relevant in a context).

The following best practices have also been established:

Bharti Airtel has adopted the strategy of direct communications to market its value
proposition to customers. To make its services accessible, the company provides all of
its marketing content in local languages. Vans are used to cover areas with staff who
educate locals about mobile services and usage.


The company has developed a shared phone service called Public Call Offices (PCOs) in
regions to increase awareness about its brand and services.


Bharti Airtel Service Centers have been set up in villages to address customer queries and
complaints as well as act as sales and distribution points. These centers employ local
people and offer sales and customer services using local dialects.


Bharti Airtel has already established over 18,000 service centers in India, covering over
400 languages and local dialects. The company plans to expand this network.
 21

Success Factors/Metrics/Monetization

Bharti Airtel does not provide separate key performance indicators, but the following
results have been publicly announced:

•As of April 2010, Bharti Airtel's network covered 440,000 villages in India, which,
together with its urban services, accounted for coverage of approximately 84 percent of
India's total population.

•As of March 31, 2010, Bharti Airtel had added 9 million new customers to reach a total
of 128 million connections. Ovum estimates that users accounted for 60 percent of the
company's net subscriber adds in that quarter.

•Despite Bharti Airtel's overall ARPU of just under $5, its mobile division's earnings
before interest, taxes, depreciation, and amortization (EBITDA) margin was
approximately 30 percent, and its earnings before interest and taxes (EBIT) margin was

Organization Structure

As an outcome of a restructuring exercise conducted within the company; a new integrated

organizational structure has emerged; with realigned roles, responsibilities and reporting

relationships of bharti‟s key team players. With effect from March 01, 2006, this unified

management structure of 'One airtel' will enable continued improvement in the delivery of

the Group‟s strategic vision.

22
 23

CORPOATE GOVERNANCE

Integrity and Ethics

The partners will conduct all its dealings in a very ethical manner and with the highest business
standards.

All partners with a business relationship with Bharti Airtel shall comply with the highest level
of integrity and ethical practices.

The partners will provide all possible assistance to Bharti Airtel in order to investigate any
possible instances of unethical behavior or business conduct violations by its employee. Partner
will disclose forthwith any breach of these provisions that comes to their knowledge to allow
for timely action in their prevention and detection.

Partners will adopt appropriate processes to prevent offering any illegal gratification in
the form of bribes or kickbacks either in cash or in kind in the course of all dealings with us.
Any instances of such violations will be viewed in a serious manner and Bharti Airtel reserves
the right to take all appropriate actions or remedies as may be required under the circumstances.

All partners are required to confirm their compliance to ethical dealings on an annual
basis by signing a certificate to this effect as per Bharti Airtel's standard annual certificate

Any ethical or integrity issues observed or encountered while dealing with Bharti

Airtel shall be bought to the notice of Bharti Airtel‟s senior management or the Head of

Internal Audit immediately.

 24

Environment, health and safety

Suppliers dealing with Bharti Airtel shall comply and adhere to all laws, regulations and
guidelines on environment, health and safety.

Suppliers will ensure that all new service offerings as well as new product designs are in
compliance with the relevant environmental regulation and guidelines, at the time of
implementation at Bharti Airtel.

Vision

By 2015 airtel will be the most loved brand, enriching the lives of millions.

“Enriching lives means putting the customer at the heart of everything we do. We will meet their
needs based on our deep understanding of their ambitions, wherever they are. By having this
focus we will enrich our own lives and those of our other key stakeholders. Only then will we be
thought of as exciting, innovation, on their side and a truly world class company."

Mission

“Refine your process, strive for dominance and build a brand”

 25

INDUSTRY PROFILE
 26

Industry profile

The Indian telecommunications industry is one of the fastest growing in the world. The industry
has witnessed consistent growth during the last year on the back of rollout of newer circles by
operators, successful auction of third-generation (3G) and broadband wireless access (BWA)
spectrum, network rollout in semi- areas and increased focus on the value added services (VAS)
market.

According to the Telecom Regulatory Authority of India (TRAI), the number of telephone
subscriber base in the country reached 742.12 million as on October 31, 2010, an increase of
2.61 per cent from 723.28 million in September 2010. With this the overall tele-density
(telephones per 100 people) has touched 62.51. The wireless subscriber base has increased to
706.69 million at the end of October 2010 from 687.71 million in September 2010, registering a
growth of 2.76 per cent.

Meanwhile, Indian Global System of Mobile Communication (GSM) telecom operators added
17.45 million new subscribers in November 2010, taking the all-India GSM cellular subscriber
base to 526.18 million, according to the Cellular Operators Association of India (COAI). The
GSM subscriber base stood at 508.72 million at the end of October 2010.

Value-Added Services (VAS) Market

Mobile value added services (VAS) include text or SMS, menu-based services, downloading of
music or ring tones, mobile TV, videos and sophisticated m-commerce

applications. As per a report, „India Telecom 2010‟ released by KPMG in December

 27

2010, currently, the VAS market is worth US$ 2.45 billion-US$ 2.67 billion, which is around 10
per cent of the total revenue of the wireless industry. The share of VAS in wireless revenue is
likely to increase to 12-13 per cent by 2011, on the back of increased

operator focus on VAS due to continuous fall in voice tariffs, increasing penetration of
feature rich handsets, availability of vernacular content and increased user adoption of VAS
applications.

Major Investments

The booming domestic telecom market has been attracting huge amounts of investment which is
likely to accelerate with the entry of new players and launch of new services. According to the
Department of Industrial Policy and Promotion (DIPP), the telecommunications sector which
includes radio paging, mobile services and basic telephone services attracted foreign direct
investment (FDI) worth US$ 1,062 million during April-October 2010-11. The cumulative flow
of FDI in the sector during April 2000 and October 2010 is US$ 9,993 million.

As per an industry report the telecom industry witnessed merger and acquisition (M&A) deals
worth US$ 16.60 billion during April-December 2010, which represented 28.26 per cent of the
total valuation of the deals across all the sectors during the period analysed. There were 10
inbound, outbound and domestic M&A deals in the telecom sector during the first nine months
of the current fiscal. The biggest M&A deal in the sector was made

by telecommunications service provider Bharti Airtel through the acquisition of Zain‟s

African mobile services operations in 15 countries. The deal involved a transaction of US$ 10.7
billion. In another deal, Bharti Airtel acquired 100 per cent stake of Telecom Seychelles Ltd for
US$ 62 million.
 28

Other major M&A deals included the acquisition of 95 per cent stake in Infotel Broadband for
US$ 1,032.26 million by Reliance Industries and 26 per cent stake of US-

based mobile chipmaker Qualcomm‟s Indian arm for US$ 57.72 million by India's Tulip

Telecom and Global Holding. Further, India-based GTL Infrastructure Ltd has bought

17,500 telecom towers of Aircel Ltd. for US$ 1,702.95 million.

Going Global

In March 2010, Bharti Airtel bought the African operations of Kuwait-based Zain Telecom for
US$ 10.7 billion, driving the Indian player into the league of top ten telecom players globally.

The Reserve Bank of India (RBI) has liberalised the investment norms for Indian telecom
companies by allowing them to invest in international submarine cable consortia through the
automatic route. In April 2010, RBI issued a notification stating "As a measure of further
liberalisation, it has now been decided... to allow Indian companies to participate in a consortium
with other international operators to construct and maintain submarine cable systems on co-
ownership basis under the automatic route." The notification further added, "Accordingly, banks
may allow remittances by Indian companies for overseas direct investment."

Tele-medicine

With increase in cell phone users to around 700 million and introduction of 3G services soon in
the country, remote treatment and diagnosis of patients through mobile phones would become a
reality in the near future. In fact, a few telecom operators and value-added service developers are
 29

planning to use mobile phones for diagnostic and treatment support, remote disease monitoring,
health awareness and communication.

The Gujarat health department plans to connect all villages through its telemedicine network.
The state government has so far expanded the reach of telemedicine services from 53 villages in
2008 to 453, and hopes to cross 500 villages soon. Jay Narayan Vyas, state health minister, said
"First thing we plan to do is to start the 104 service over the phone. People can call up and talk to
paramedics in call centers who can suggest the primary action to be taken in case of any health
emergency. Also, they would be able to suggest generic and over the counter drugs."

4G Services

The Department of Telecom has taken the pioneering decision of launching of 3G services by
BSNL and MTNL and initiation of process for auction of spectrum for 3G services to private
operators. Allocation of spectrum for 3G and BWA services was done through a controlled
simultaneous, ascending e-auction process.

All the 71 blocks that were put up for auction across the 22 service areas in the country were
sold, leaving no unsold lots. Auction for 3G spectrum ended on May 19, 2010 after 183 rounds
of intense bidding over a span of 34 days. The Government is expected to morph revenue worth
US$ 14.6 billion. All the available slots across 22 circles have been sold to seven different
operators.

A pan-India bid for third generation spectrum stood at US$ 3.6 billion. The Anil Ambani-led
Reliance Communication bagged the highest number of 13 circles at a cost of US$ 1.9 billion,
followed by Bharti Airtel in 12, Idea in 11 and Vodafone and the Tatas in nine circles each,
according to the Department of Telecommunications. MTNL and BSNL will have to pay US$
1.42 billion and US$ 2.2 billion respectively.
 30

3G spectra have already been allotted to successful bidders for commercial use on September 1,
2010 as per the timelines indicated in the Notice Inviting Application (NIA) and in the Letter of
Intent issued after the bid amounts were deposited. The 3G spectrum has been allotted to AirTel,
Aircel, Vodafone, S Tel, Reliance, Idea Cellular and Tata Cellular Services who won the bids
through the electronic auction spread over a period of 34 days in respect of 3G and 16 days in
respect of BWA. The BWA spectra have also been assigned to the successful bidders which are
Aircel, Augere, Tikona, Qualcomm, Infotel and Bharti. 3G & BWA spectrum would enable users
to have value added services like video streaming, mobile internet access, higher & faster data
downloads.

Manufacturing

The Indian telecom industry manufactures a vast range of telecom equipment using state-of-the-
art technology.

As per a press release by the Ministry of Communications & Information Technology, the
production of telecom equipments in value terms is expected to increase from US$ 10.87 billion
during 2008-09 to US$ 11.87 billion in 2010-2011. Favourable factors such as policy moves
taken by the Government, incentives offered, large talent pool in R&D and low labour cost can
provide an impetus to the industry. Exports increased from US$ 89.24 million in 2002-03 to US$
3 billion in 2009-10 accounting for 26 per cent of the total equipment produced in the country
and it is expected to increase to US$ 3.33 billion in 2010-11.

Meanwhile, telecom regulator TRAI has released a consultation paper on „Encouraging

Telecom Equipment Manufacturing in India‟ seeking views of stakeholders for promoting

research and development (R&D) and manufacturing of telecom equipment in the country. The
consultation paper issued on December 28, 2010 aims at discussing, debating and finalising
measures for promotion of R&D and creation of intellectual property as well as manufacture of
telecom equipment and electronic components in India.
 31

Further, the Indian mobile handsets market continued to grow in the third quarter 2010 as well to
record a quarter-on-quarter growth of 3.6 per cent to touch 40.08 million units in

the quarter, according to market intelligence firm IDC‟s India Quarterly Mobile Handsets

Policy Initiatives

The government plans to formulate a comprehensive „National Telecom Policy 2011‟

including the recognition of Telecom as infrastructure and as an essential service, encouraging
Green Telecom, steps to accelerate migration from IPv4 to IPv6 at the earliest, release of IPv6
standards by Telecom Engineering Centre for implementation in the country, etc., as per a press
release by the Ministry of Communications & Information Technology

Road Ahead

According to a report published by Gartner Inc in June 2009, the total mobile services revenue in
India is projected to grow at a compound annual growth rate (CAGR) of 12.5 per cent from
2009-2013 to exceed US$ 30 billion. The India mobile subscriber base is set to exceed 771
million connections by 2013, growing at a CAGR of 14.3 per cent in the same period from 452
million in 2009. This growth is poised to continue through the forecast period, and India is
expected to remain the world's second largest wireless market after China in terms of mobile
connections.
 32

"The Indian mobile industry has now moved out of its hyper growth mode, but it will continue to
grow at double-digit rates for next three years as operators focus on

parts of the country," said Madhusudan Gupta, senior research analyst at Gartner. "Growth will
also be triggered by increased adoption of value-added services, which are relevant to both and
urban markets."

Mobile market penetration is projected to increase from 38.7 per cent in 2009 to 63.5 per cent in
2013, according to Gartner.The much-awaited mobile number portability was launched on
November 25, 2010 in Haryana and is available to more than 700 million subscribers across the
country. As continued efforts of the Government to increase competition in the market and to
provide wider choice to customer, Mobile Number Portability will be an important step.

Bharti to launch 3G services in 1,000 cities by March 2011 The Economic

Times: March 04, 2011 New Delhi: More than 5 lakh customers have upgraded to Bharti
Aritel's high-speed data or 3G services, from voice-based 2G services , within a month after
India's largest mobile operator launched this facility in Bangalore . After introducing 3G services
in six cities, Airtel launched this platform in Delhi on Thursday that enables customer to enjoy
services such as high-speed internet and mobile TV. In Delhi NCR, the fifth-largest telco in the
world has spent 3,750 crore of the total 13,000 crore spent in acquiring 3G airwaves, which is the
largest investment in any circle, president for mobile services Atul Bindal said. Bindal added that
Airtel will cover 13 circles, where it has permits to offer 3G services, by the end of this month.
By March 2011, it would have 3G services in more than 1,000 cities. The company is talking to
other operators to offer 3G services in the rest of the 22 circles where Airtel did not have
permits.Competitors like Reliance Communications , Vodafone Essar, Tata DoCoMo and Aircel
have launched 3G in areas where they hold respective permits. No mobile operator has 3G
permits in all 22 circles of the country. Airtel added that 3G users were consuming more than
1,000 GB data, a large percentage of the total 2G data consumption, within days. Reliance
Communications' head for 3G Prashant Gokarn also expects phenomenally fast adoption of 3G
as proportion of customers buying 3G handsets was increasing rapidly. Vodafone would target
existing mobile data users and bring various 3G services to life, says Vice-President, brand
communication and insights,
33
 34

Chapter 3
Research Methodology
 35

RESEARCH METHODOLOGY

Research methodology is a description explanation and justification of various methods for

conducting research

SAMPLING

The sampling plan for the study decides the work area that is the population, which has to be
surveyed. A Brief idea about the sampling for this research consisting of its different parameters
is given below:

TYPE OF SAMPLING METHOD USED IN THE STUDY

Deliberate sampling:

Deliberate sampling is known as purposive or non-probability sampling. This sampling method

involves purposive or deliberate selection of particular units of the universe for constituting a
sample, which represents a universe. When population elements are selected for inclusion in the
sample on the basis of access it can be called convenience sample.

Here the sample is aleppey and it represents the situation of the whole Kerala. And also in this
project the distributors are ranked according to their performances. To top five and bottom five
distributors are taken as a sample for the convenience of data collection and analysis.
 36

Simple random sampling:

This type of sampling also known as chance sampling or probability sampling. Where each and
every item in population has an equal chance of inclusion in this sample and each one of the
possible sample, in case of finite universe, has the sample probability of being selected.

The retailers from whom the datas should be collected are selected using this sampling
technique.

SAMPLING UNIVERSE

As this work is done to study the sales and the need for sales promotion of airtel gprs

products, the sample are the retailers of airtel in aleppey. ie, the retailers of the

super Chanakya.

METHOD OF DATA COLLECTION

This study is done using the following primary and secondary data:
 37

Primary Data:

The primary data was collected by a market survey in Aleppey. Questionnaire was prepared
and administrated by taking a sample of 100 retailers of airtel in areas of Alappuzha district.

Direct interview with Super(distributer), Distributors and retailers.

Secondary Data:

The secondary data comprises of various Books, published magazines and Wikipedia are
included in the study. Data was also collected from the company's records and from the websites
"www.Airtel.co.in"'.
 38

OBJECTIVES OF THE STUDY

Primary research objective:-

To study and interpret the sales and sales promotion schemes running by airtel, for data sales in
Aleppey, and to know that how the consumers of airtel gprs can be retained or maximized.

Secondary research objective:-

Creating an awareness about airtel data cards to retailers.


To study about the sales trend of airtel data cards in market.

Analyzing the problem (if any) faced by airtel in market about its data sales.

Collecting feedback from retailers about the data cards of airtel.


Comparing airtel‟s product with others of the same category.


Motivating the retailers to push data cards

Analyzing which operator is more beneficial to customers and retailers.

To find out the places and situations where promotion should be made.

To study about the effectiveness of the distribution channels and administrative set up.

To collect valuable opinions from retailers and distributors, about how to increase sales.
 39

LIMITATIONS:

1. Could reach to a limited number of documents of different insurance companies in

regard to the management and other policies and resultant figures so as to identify the exact
cause of their lag in performance.

2. Due to the limited time could not study all the insurance companies original documents
individually.

3. Non-Proficiency in technical aspects of online companies might have hindered the best
analysis of the findings.
40
 41

CHAPTER 4

DATA ANALYSIS AND

INTERPRETATION
 42

1. Extend by which retailers working for airtel

0-1 year 1-3 years 3-5years More than five

years

13 30 17 40

45

40

35

30

25

20

15

10

0
0-1 YEARS 1-3 YEARS 3-5 YEARS MORE THAN 5 YEARS
 43

INTERPRETATION

Majority of the retailers are working in airtel for more than five years. They have a sound
knowledge about the market, consumer behavior, the uses of data cards and their benefits. The
retailers who were working for one –three years are also more; it shows that more people are
interested in the telecommunication business.

The other two categories are comparatively low.

2. Rate of growth of airtel’s data card

SLOW STEADY RAPID

19 27 54
 44

60

50

40

30

20

10

0
SLOW STEADY RAPID

INTERPRETATION

Most of the retailers have a very good opinion about the growth of airtel‟s data sales. The
above graph shows that the sales of data cars are rapid in the market and has a booming chance
to explore the market. In the contrary, in areas like Ponga, Champakkulam, Vallikunnam and
Thamarakkulam the movement of data cards are slow.

And in areas like Choonad the growth is steady.

 45

3. Customers opinion about airtel’s gprs package

Very good good Neither/nor Bad Very bad

47 41 10 2 0

50

45

40

35

30

25

20

15

10

0
VERY GOOD GOOD NEITHER/NOR BAD VERY BAD

INTERPRETATION

Most of the retailers have a very good opinion about airtel gprs. Some of them say it was quite
ok. Only two retailers in the sample have an opinion that the gprs provided by airtel is bad. They
have an opinion that the connections are slow compared to the network providers in their region.
 46

4. Next competitor of airtel

Idea Docomo Aircel Vodafone others

23 17 41 18 1

45

40

35

30

25

20

15

10

0
IDEA DOCOMO AIRCEL VODAFONE OTHERS

INTERPRETATION

From the data collected we get an idea that the aircel the recently entered player in the kerala
market is developed as a strong competitor of airtel in data sales. Aircel has a good product
construct, having extended validity and better browsing speed. In the opinion of the retailers,

young people are more likely to buy aircel‟s product because of its features

The next competitor is idea, which has the largest customer base in Kerala. Because of its
customer, base and high network in remote areas many people are likely to purchase idea
products. The loyal customers in these areas of Aleppey are also a fair reason for its
competitive advantage.
 47

Third is vodafone, it provides the fastest browsing speed. It has fair network in almost all places
and retailers are saying that new customers now prefer vodafone more and some existing
customers are switching to it. The main drawback of Vodafone is the post usage charges are not
well informed.

Next to vodafone is docomo. They are also giving a fair competition for airtel products in the
market. They are also following the strategy of product versatility.

The only name head in others is Uninor. They are also about to flourish. A retailer in Pulincunnu
region opts it as the next competitor of airtel.

5. Rating of network providers with respect to their performance in data

sales

airtel Idea docomo Vodafone aircel

Others

192 325 317 394 334 538

 48

600

500

400

300

200

100

0
AIRTEL IDEA DOCOMO VODAFONE AIRCEL OTHERS

INTERPRETATION

Airtel acquires the top ranking in data sales in aleppey. DoCoMo is the one having second
place. In addition, idea, Vodafone, and Aircel comes later to it. Other network operators like
Reliance GSM and Uninor is also blooming. By providing good services to customers, airtel can
hold on its competitive advantage in the market.

In many places airtel is not first in data sales.

 49

6. Deciding factors of customer purchases

Brand name Price Quality Availabilty Product

features

0 2 30 18 50

60

50

40

30

20

10

0
BRAND NAME PRICE QUALITY AVAILABILITY
PRODUCT FEATURES

INTERPRETATION
 50

The study shows that brand name have little to do with data sales. None of the retailers have an
opinion that brand name increases the sale in telecomm industry.

A few of the retailers have an opinion that lowering price than competitors will give an
advantage over competitors. They pointed the example of DoCoMo; they have a monthly plan of
gprs for only 48 rupees.

7.Quality of data provided by airtel

Excellent Good Saisfactory Bad Very bad

45 34 18 3 0
 51

50

45

40

35

30

25

20

15

10

0
EXCELLENT GOOD SATISFACTORY BAD VERY BAD

INTERPRETATION

Most of the retailers about 45% have a very good opinion about the quality of data provided by
airtel. About 34% says that it is good and 18% is quite satisfied.

Only 3% has a bad opinion about airtel‟s data quality. In those areas, they have a network
problem of airtel.
 52

8. Is there any influence of price, on sales of data cardss

YES NO

18 82

90

80

70

60

50

40

30

20

10

0
YES NO

INTERPRETATION

Majority of retailers have an opinion that the price of the data cards does not affect the data sales.
According to them the factors by which a customer makes a decision to buy is the features of the product.
For example, the gprs card of Rupees 15 0f DoCoMo in the same range of airtel‟s 13 rupee gprs

package. The former has better chance in the market.

 53

In addition, the retailers have an opinion that the price of the cards must be rounded. i.e., the
price of data card of airtel having three days validity is 13 Rupees. Retailers say that its very
inconvenient having a price like that, because they have to pay the customer 7 rupee change to a
customer giving 20 rupees almost every time

9. Do the retailers miss customers because of stockout

YES NO

16 84
 54

90

80

70

60

50

40

30

20

10

0
YES NO

INTERPRETATION

About 84% of the retailers under the research do not face a situation of missing customers
because of stock out. The rural distributors of airtel under the rural super of rural Aleppey are
very efficient.

16% of the population said that they lose customers because of stock out. A reason for this
situation arises because some retailers will not spend enough money to buy a reserve stock.
 55

10. How often does a retailer miss customers if stockout occurs?

Once in a Twice in a month Thrice in a month More than three

month times

4 10 2 0

12

10

0
ONCE IN A TWICE IN A THRICE IN A MORE THAN
MONTH MONTH MONTH THREE TIMES
 56

INTERPRETATION

Retailers in Poopally, Mancombu, Choonad, Ponga, Pulikkathara, and Vallikunnam have a

problem of stock out. Most of them miss customers twice in a month.

11. Network provider most beneficial to the retailers

airtel idea Vodafone DoCoMo Aircel others

62 5 18 11 2 2

70

60

50

40

30

20

10

0
AIRTEL IDEA VODAFONE DOCOMO AIRCEL OTHERS
 57

INTERPRETATION

All the network providers are providing the retailers 4% of the total amount as commission.
However, they provide additional benefits offers and such things for promotion. Here such
things are considered as benefits.

Airtel is the most beneficial provider according to the retailers; about 62% of the sample has
this opinion.
Vodafone and DoCoMo are the next; they are also beneficial to retailers.
Aircel, idea, and others are the least ones. Maybe that is because of the low rate of sales.

12. Support from administrative system of airtel

YES NO

55 45

60

50

40

30

20

10

0
YES NO
 58

INTERPRETATION

It has a great contrary with this topic. Majority of the retailers has an opinion that airtel has
giving them good support from its administrative level. These retailers are quite well satisfied
by airtel‟s management team and company staff.

On the other hand, 45% of the population has a poor opinion about the management. They have
many reasons for that. They say that for many months no one from airtel staff visited the retailer
outlets and enquired about the situation there

The next reason is airtel is taking a long time to settle claims of activation and all. They say that
the next competitor of airtel, vodafone settles all their claims before 10 every month.The next
problem they are pointing to is the problems with customer care. The customer care executives
are not settling the problems well.

If all the transactions are transparent and up to date, these problems can be avoided.

13. Satisfaction level with airtel as a retailer

Highly Moderately Neither/nor Dissatisfied Highly

satisfied satisfied dissatisfied

43% 25% 14% 7% 11%

 59

50

45

40

35

30

25

20

15

10

0
HIGHLY SATISFIED
MODERATELY SATISFIED
NEITHER /NORDISSATISFIED
HIGHLY DISSATISFIED

INTERPRETATION

Most of the retailers are either satisfied or highly satisfied with the administrative system of the
company.

14% of retailers are having no opinion about this. However, the other two people who are
dissatisfied constitute of about 18%.
 60

14. Opinion of retailers about increasing data sales of airtel in rural market
PROVIDING HIGH PRODUCT PROMOTIONAL ADMINISTRATIVE
NETWORK VERSALITY ACTIVITES EFFICIENCY
9 80 11 0

90

80

70

60

50

40

30

20

10

INTERPRETATION

The above chart shows that the retailers of rural Aleppey consider product versatility as the main
factor for increasing sales. Other network operators provide product versatility like extended
validity and high browsing and downloading speed. Retailers need airtel to make their product
more versatile and useful for customers
 61

15. Is there any difference may occur in sales due to promotional activities

YES NO

96 4

120

100

80

60

40

20

INTERPRETATION

Airtel makes promotional activities very well. The retailers have the opinion that more
promotional activities like making advertisements especially for gprs sales, posters and print ads
will make a possible difference in data sales.

Sales promotion describes promotional methods using special short-term techniques to persuade
members of a target market to respond or undertake certain activity.

Promotion includes Consumer Promotion, trade Promotion, Sales force Promotion etc. in the
opinion of retailers the rural customers can be motivated by sales promotional activities.
 62

16. Is there any network problem, which affects data sales in rural Aleppey?
YES NO

37 63

70

60

50

40

30

20

10

INTERPRETATION

Most of the retailers say that there is no network problem. And it is not a factor for data sales.
Airtel has network towers all over Kerala and is providing good service. Even a feeble signal of
airtel gives a fair service.

However, 37% of the retailers is not fully satisfied with the network coverage. They say that in
the interior places of Aleppey, the network of airtel is almost nil. They consider it as a problem
of decreased data sales in their area. They reminds us that if their is no network there is no use of
internet cards.
 63

They also points that Vodafone is heading in those areas where airtel fails to provide good
network. According to them due to network problem customers of airtel is shifting to Vodafone
using mnp (mobile number portability).

18. Any increase on data sales during seasons and events

YES NO

47 53

54

53

52

51

50

49

48

47

46

45

44
 64

INTERPRETATION

Most of the retailers say that here is no influence of seasons and events on data sales. They had
not experienced any more movement of data cards on seasons

However about 47% of retailers notice more sales on events like games, cricket, seasons like
onam and Christmas and in vacation period

19)RANKING OF NETWORK PROVIDERS WITH RESPECT

TO FOLLOWING FACTORS

airtel Vodafone Idea Aircel DoCoMo Others

Product
availability 192 231 253 365 413 646

Product
awareness 157 361 250 356 385 591
 65

Incentives 189 344 367 360 260 580

promotion 192 343 251 383 345 586

Retailer 195 262 229 438 407 569

support

Note: the network operators are ranked as 1, 2,3,4,5 and 6. As the one which is ranked as “1”
have the highest performance and later respectively. The sum of the ranks of each providers are
calculated and the network provider having the least sum is the top performer and likewise.

INTERPRETATION

From the above table we can have an idea that aietel is the best in every respect of the rural sales.
Individual demonstration
 66

CHAPTER 5

FINDINGS, SUGGESTIONS

& CONCLUSION
 67

FINDINGS
In the market, all the network providers are facing problem in sale. Among them airtel is the
one which is an exception, having more sales than all others do. However, airtel does not
manage to reach its target for gprs, i.e. 1.25% of total sales of the market.

The studies show that airtel has a good customer base in alleppey. So many retailers are
working with airtel for long years and new retailers are coming forward to take distribution
of airtel.

The data sales of airtel are growing rapidly.

Youngsters and students are the main customers of airtel gprs.

Aircel is making a strong competition to airtel and is growing rapidly in the market. idea and
DoCoMo comes the next. And retailers have an opinion that DoCoMo will fore come idea
and will become a threat to airtel gprs.

In many places, the connections of airtel are slow.

Retailers have an opinion that easy recharge of gprs take a long time for activation.

Many a customers of market are not aware of gprs and its uses.

Product features and quality is the main deciding factor of customer purchase.

Customers are very much satisfied with the quality of data provided by airtel.

Price has no influence in sales.

 68

90% of retailers do not have a problem of stock out.

Airtel is the most beneficial provider for retailers

Although 55% have a good opinion, many retailers are not satisfied with the administrative
system.

Most of the retailers have an opinion that product versatility is the way to increase the data sales.

In many places, the gprs products are not promoted. Many retailers do not know about this
product even.

In many places, airtel has a severe network problem.

Seasonal increase of data sales is not noted commonly.

Customers are aware of the gprs products of most of the operators.

Retailers are satisfied with the distributors of airtel.

Retailers and customers are not satisfied with the customer care services of the company.

In places like vallikunnam network gets jammed in peak hours due to over usage
 69

SUGESSIONS
Provide good network coverage in places where a problem exists.

Change the product constructs i.e. increase browsing and downloading speed.

When over usage occurs, and in peak hours network gets jammed in many places avoid these
problems.

Settle the claims of the retailers and give them good support.

Retailers are depressed about airtel‟s claim settlement system. They say

that operators like Vodafone settle the claim of a month within the date of ten of the

next month. Motivated sales force is an asset for a firm.

Make an advertising campaign especially for airtel gprs.

Paste posters and tariff details in retail outlets, these are absent in many outlets.

Promote sales in potentially important places.

E.g. Pulincunnu is a potentially important place in Alleppey. About 1800

north Indian students are studying there most of them from Bihar, Jharkhand, Chatheesgat
etc. In all that places airtel is playing well. In Pulincunnu network is very bad. Company
must concentrate in this area; there exists a great room for gprs sales and activation. 8.
Introduce 3G in Kerala.
 70

CONCLUSION

Everything in this world is made to utilize properly but it should be reach at the proper person or
to the proper utilized areas. Otherwise, the value added to those things became in vain.

Thus, promotion plays a very important role in achieving the objectives of a company. Un
doubtly, value utility is created by the manufacture of product or service but time and place
utilities are created by marketing role.

The various findings and befitting recommendations have been made to increase the market
share of each gprs product of airtel thereby increasing the market share of airtel as a whole.
Various facts and data have been enclosed for better perusal and various graphs have been
provided for better comprehension.

Sales Promotion techniques yield results that many other marketing communication elements
cannot achieve.

market of India has high potential, especially markets of Kerala. The literacy rate and living
conditions of people in Kerala is better than any other states in India. The markets of Kerala is
not fully exploited and in this era internet and such facilities are being common and cell phone
providers are competing to be the market leader. However, airtel is now the market leader of gprs
sale in Alleppey and that is considered as the situation in whole Kerala.

Bharti has a firm commitment to growth and aims to differentiate itself in India's highly
Competitive communications environment by ensuring customer delight through personalized

Customer service. The Company is taking every bit of effort to penetrate into the area and
above analysis shows how it is trying its level best to achieve this. All the efforts are directed
towards this.
 71

BIBLIOGRAPHY
WEBSITES
www.airtel.com

www.scribd.com

www.slideshare.net

www.tatadocomo.com

www.aircel.com

Wikipedia

BOOKS-
C.R Kothari , “ Research Methodology” , Vishwa Publication , New Delhi , II

Edition

William G. Zikmund , “Business Research Methods , 2003 Edition


MAGAZINES-

Business today

India today

Forbes India
 72

















APPENDIX





 73

QUESTIONNAIRE

Dear sir/ madam,

I DIL EEP A M a student of Institute Of Management In Kerala (IMK)

is doing a project on “DATA SALES IN MARKET “ with special reference to airtel. For the
successful completion of this project, I need your co-Operation and assistance. As a valuable
retailer of airtel I believe that the information you give will be true and genuine up to the
maximum extent. And also I assure you that no private information will be revealed.

Retailer name:

Address:

Phone number:

1) For how long have you been a retailer of airtel?

0-1 year 1-3 years 3-5 years more than 5 years

2) How do you rate the growth of airtel data sales throughout these years?

Slow steady rapid

3) What according to you is customer‟s opinion about airtel gprs package?

Very good good neither\nor bad very bad

 74

4) Who do you think the next competitor of airtel in this field?

idea DoCoMo Aircel Vodafone Others

5) Please rate this service provider‟s performance in terms of sales of data cards
with a scale ranging from 1-6

AIRTEL IDEA DOCOMO VODAFONE AIRCEL OTHERS

6) If airtel is not the first, what do you think the reason?

……………………………………………………………………………………………
7) Among the following attributes which do you consider is a deciding factor of customer
purchase?

Brand name Price Quality Availability Product

features
8) According to you the quality of data provided by airtel is-

Excellent Good Satisfactory Bad Very bad

9) Do you think the price of data cards of airtel has any influence on sales?

Yes No

10) If yes please specify the influence?

 75

……………………………………………………………………………………………

………………………………………………

11) Have you ever missed a customer because of stock out?

Yes No

12) If yes how often on an average basis?

Once in a month twice in a month Thrice in a month more than 3 times

13) From a retailers point of view which one is beneficial to you?

airtel Idea Vodafone Docomo Aircel Others

14) Are you getting enough support from the administrative system of the company for

data sales?

Yes No

15) What is your satisfaction level with airtel as a retailer?

Highly Moderately neither /nor Dissatisfied Highly dissatisfied

16) In your opinion how airtel can increase its data sales?

Providing high network product versatility

promotional activities Administrative efficiency

17) Do you think the promotional activities of airtel makes a difference in its data sales?
Yes No
 76

18) Is there any network problem which affects the data sales?

Yes No

19) Do you think external factors (seasons, events) have any effect on data sales?

Yes No

20) Please comment on those factors

……………………………………………………………………………………………

……………………………………………………………………………………………