INTERNSHIP REPORT ON

TELENOR
FRANCHISE MANSEHRA

AHMAD ALI

BBA (Marketing)

Roll no : 28667

DEPARTMENT OF MANAGEMENT SCIENCES

HAZARA UNIVERSITY MANSEHRA
SESSION 2012-2016
 INTERNSHIP REPORT ON
TELENOR
FRANCHISE MANSEHRA

Internship report submitted to the department of

Management sciences as a partial fulfillment for the degree of
Bachelor of business administration

DEPARTMENT OF MANAGEMENT SCIENCES

HAZARA UNIVERSITY MANSEHRA
SESSION 2012-2016
 INTERNSHIP REPORT ON
TELENOR
FRANCHISE MANSEHRA
APPROVAL SHEET
Supervised By:

Signature: ______________________________________.

Name: SIR ASAD SHAHJAHAN

Designation: Lecturer .

Organization: ______________________________________.

External Examiner:

Name: ______________________________________.

Signature: ______________________________________.

Chairman: Dr. Yasir.

Name: ______________________________________.

Signature: ______________________________________

DEPARTMENT OF MANAGEMENT SCIENCES

HAZARA UNIVERSITY MANSEHRA

SESSION 2012-2016
 DEDICATED TO:

MY PARENTS, MY TEACHERS AND ALL STAFF MEMBERS WHO

SUPPORT ME THROUGHOUT MY INTERNSHIP TRAINING.
 ACKNOWLEDGEMENT
All thanks to Allah almight y, the benevolent and compassionate who blessed me with
the power & capabilities and remained contented on all intricacies found during the
successful completion of m y Internship. I feel proud to record m y gratitude to all the
people who were a great help for me in this internship as well as to those who guided
me for the preparation of this report. I am also Grateful to all m y teachers, friends,
colleagues and to all those who cooperated and gave me their Precious suggestion/
information regarding the completion of this report. I am very thankful to m y seniors
who cooperate with me for completion of m y Internship training and also for the
Head of department. By this Internship, I hope that I will gain lot of experience,
knowledge and it will help in my Practical field.

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 PREFACE

An essential requirement for the students of BBA-Hon‟s is to undergo

Internship in an organization of national/international repute to gain

Practical knowledge and experience. It is a vital opportunity for the students

Of BBA hon‟s to gain practical experience and knowledge by utilizing their

Skills, knowledge.

I got the opportunity as an internee at TELENOR PAKISTAN

(I had been worked in

Marketing Department

I am very thankful to the supervisor, All the lecturers of hazara university

because of their friendly guidance and hardworking throughout of my

BBA- degree. I am also very thankful to all the staff of Telenor Franchise

for their cooperation and providing information.

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 EXECUTIVE SUMMARY:

The mobile industry of Pakistan has seen phenomenal growth in recent years. Many analysts
believe that Pakistan is one of the fastest growing telecom markets in the world.

Currently there are six diverse companies making the mobile industry of Pakistan, Telenor is
being one of them. Other companies include Ufone, Mobilink, Warid, Zong and Instaphone.
Mobilink enjoys being the market leader with a 36% market share as of July, 2008.

Telenor acquired a GSM license in 2004 and began commercial operations on March 15, 2005.
Telenor Pakistan is the country's single largest European investor, with investments in excess of
US$2 billion.

Telenor Group owns 100% of the share capital of Telenor. Telenor offers both postpaid
(Persona) and prepaid (Talkshawk and Djuice) solutions to their customers.

Telenor Pakistan has won the awards for "Most Innovative Mobile Operator" and "Mobile
Operator with the Most Consumer Pull" at the 6th SAARC Communication Industry Conference
2007 held in Kathmandu, Nepal.

Telenor is committed in providing the best network to their customers It has created 2,500
direct and 25,000 plus indirect jobs and has a network of 24 sales & service centers, more than
250 franchises and some 150,000 retailers, thus providing a means to livelihood to thousands.

The official opening was held in Islamabad with the President of Pakistan General Pervez
Musharraf as the guest of honor and a Telenor delegation headed by CEO Telenor Jon Fredrik
Baksaas along with CEO Telenor Pakistan Tore Johnsen. Now CEO of Telenor pakistan is jon
eddy abdullah.

Telenor‟s headquarter is located in Islamabad and has eight different departments. All major
decisions regarding Telenor are taken centrally in Islamabad. To assist with the operations,
operational departments are further located in all four regions, including north, south and AJK.

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Telenor hiring takes place through its website and is know for offering competetive packages to
its employees. Furthermore, it training and appraisal programs are an essential part of the
Marketind Department Attracting customers is a tough job and that is why the marketing
department of Telenor develops a number of marketing campaigns to attract customers.
Furthermore it also takes the help of a leading advertising agency of Pakistan and uses brand
ambassadors from various walks of life to promote its products and services.

The mobile industry provides three major product lines, which include the consumer packages,
value added services and corporate packages. The consumer packages include the postpaid and
prepaid packages; the value added services provide entertainment, information and a lot more to
their subscriber, while the corporate packages have been introduced to cater to the needs of large
businesses and corporate clients.

I did my eight weeks internship at Telenor franchise Rawalpindi Saddar and during my
internship major tasks done by me include MNP, computer entries of MNP, Postpaid bill
payment, Easyload , Giving New connection, Providing information about the packages,

Customer complaints recording and other other office related tasks,

The main problem that I identified during my internship period was the lack of information about
the updated packages. When a customer wants to know about a newly advertised package a staff
member simply hand over a brusher of that package.

Lastly I would say that Telenor will become the market leader by introducing new products and
services that took full advantage of new technologies over the years and I hope that it will tend to
do so in the coming future and provide stiff competition to any challenger that poses a threat to
its leadership in the market.

viii
 Contents
PREFACE ...................................................................................................................................... vi

Chapter # 01 .................................................................................................................................... 1

INTRODUCTION TO REPORT.................................................................................................... 1

1.1 Background of Study ............................................................................................................ 1

1.2 Scope of Study ...................................................................................................................... 1

1.3 Purpose of Study ................................................................................................................... 1

1.4 Objectives of Study ............................................................................................................... 2

1.5 Limitations of Study ............................................................................................................. 2

1.6 Methodology ......................................................................................................................... 2

1.6.1 Primary Data .................................................................................................................. 3

1.6.2 Secondary Data .............................................................................................................. 3

1.7 Scheme of Study ................................................................................................................... 4

Section # 01............................................................................................................................. 4

Chapter # 01 ............................................................................................................................ 4

Chapter # 02 ............................................................................................................................ 4

Section # 02............................................................................................................................. 4

Chapter # 03 ............................................................................................................................ 4

Section # 03............................................................................................................................. 5

Chapter # 04 ............................................................................................................................ 5

Chapter # 05 ............................................................................................................................ 5

CHAPTER # 02 .............................................................................................................................. 6

INTRODUCTION TO ORGAZNIATION..................................................................................... 6

2.1 Central Background Information: ......................................................................................... 6

2.2 Telenor Company.................................................................................................................. 7

2.3 History: ..................................................................................................................................... 7

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 a) History of Telenor group ........................................................................................................ 7

This company is the major investor in telecommunication of Pakistan and Europe their
investment has reaches to 5 Billion US dollars. ..................................................................... 8

2.3.4 Regional Offices ............................................................................................................ 9

2.4 MISSION: ........................................................................................................................... 10

2.6 Values: Make it Easy: ................................................................................................... 11

2.12 MAJOR RESPONSIBILITIES ......................................................................................... 13

2.13 ORGANIZATIONAL CHART: ......................................................................................... 16

2.14 Market Share: ..................................................................................................................... 17

2.15 Products and services ............................................................................................................ 19

1) Easy paisa Introduces Mobile Accounts:.............................................................................. 19

2) A mobile bank account: ........................................................................................................ 19

3) Opening an account: ......................................................................................................... 19

4) Easier access to banking services: .................................................................................... 20

CHAPTER # 03 ............................................................................................................................ 23

MARKETING ANALYSIS: ......................................................................................................... 23

C) Major product lines:.................................................................................................... 25

3.2 COMPETITOR ANALYSIS .............................................................................................. 26

Major Competitors: ....................................................................................................................... 26

3.3 Competitors Goals: ......................................................................................................... 28

3.4 Competitors Strategies .................................................................................................... 28

3.5 ACHIVEMENTS: ................................................................................................................... 29

1) SAARC Award ..................................................................................................................... 29

2) Brand Award............................................................................................................................. 30

3) PSHRM Award ................................................................................................................. 31

4) AURORA Award: ............................................................................................................ 32

x
 6) Booziest Brands Awards: ................................................................................................. 35

7) Super brands Award: ........................................................................................................ 35

Chapter # 04 .................................................................................................................................. 37

TELENOR SWOT ANALYSIS ................................................................................................... 37

1) Strengths: ........................................................................................................................ 37

2) Weaknesses: ................................................................................................................... 38

3) Opportunities: ................................................................................................................. 38

4) Threats: ........................................................................................................................... 39

Chapter#05 .................................................................................................................................... 40

Conclusion and Recommendations: .............................................................................................. 40

5.2 Recommendations: .............................................................................................................. 41

References: .................................................................................................................................... 43

xi
Chapter # 01

INTRODUCTION TO REPORT

1.1 Background of Study

This is the essential requirement for the BBA hons degree to conduct an internship in some

organization no matter it is service provider or manufacturing organization. But it must be the

department of student specialization course. This is the requirement of Higher Education

Commission.

1.2 Scope of Study

This is not possible to do or learn all the marketing work in this 08 weeks period as I am the

student of marketing so I had totally focused on marketing aspect of an organization. This is the

service provider company they are totally relying on marketing that‟s why I work in telenor

franchise to learn about marketing.

1.3 Purpose of Study

I have started internship in telenor franchise for the purpose of various things like:

 To learn something practical

 To make a report

 To learn what I had learned I books

 To learn marketing strategies

1
  To get an experience of professional life

1.4 Objectives of Study

There are various objectives of internship in the bank. One is to learn practical work and other is

to make a report for the department of Hazara University. To learn the marketing efforts of the

organization and practically work for the purpose of learning and get the idea before entering in

the professional field of life.

1.5 Limitations of Study

Every organization has some limitation for their employees as well as internees. There I have

found many limitations in a telenor company. Some of the limitations that I have faced in during

my internship are given below:

 Unavailability of information

 Lack of access to computers

 Lack of access to software‟s

 Avoid confidential files

1.6 Methodology

There are different types of data collections methods but I have collected my all the data through

02 sources:

 Primary data

 Secondary data

2
1.6.1 Primary Data

This data is collected by following ways.

 Interviews

 Questionnaire

 Employees

 Consumers

 Observation

1.6.2 Secondary Data

This data is already available in different places I have collected secondary data through

following ways.

 Books

 Walls

 Internet

 Website of telenor

 www.telenor.com

 Magazines

 Newspapers

 Pump lets

3
  Banners

1.7 Scheme of Study

Scheme of study is divided into 03 sections

Section # 01

Chapter # 01

 Introduction to report

 Methodology

 Scope

 Purpose

 Objectives

Chapter # 02

 History of telenor

 Evolution

 Structure of telenor

Section # 02

Chapter # 03

 Marketing of telenor

 Achievements of telenor
4
Section # 03

Chapter # 04

 SWOT Analysis

Chapter # 05

 Conclusion

 Recommendations

5
CHAPTER # 02

INTRODUCTION TO ORGAZNIATION

2.1 Central Background Information:

It has been seen that telecommunication network is getting dominance in Pakistan market for a

few years. As per report of Pakistan telecommunication authority our country has 97.58 Million

users were in Jan 2010 and penetration rate was 60%. In these days now there are 06 cellular

companies that are operated their business in our Pakistan.

Telenor

Ward

Zong

Insta phone

Ufone

Jazz or Mobilink

This is reported that the number of users of different networks:

Name of Company No. Of Subscribers (in millions)

Jazz 35.60

Telenor 39.389

6
U-fone 33.57

Warid 14.19

Zong. 15.63

2.2 Telenor Company

This is a one of the most important company of Pakistan they are the Pakistan GSM company

and this company is a part of Telenor business, it is originated from Norway. They are the

provider of high quality voice service on international level. They have their dominance in

fourteen markets around the worlds in Europe and Asia. This is the largest cellular network of

Pakistan having its 179 million users and their employees are about 50000 in numbers.

At the end of May 2010 it had a reported subscriber base of 23.65 million, and a market share of

24% making it the country's second largest mobile operator.

2.3 History:

a) History of Telenor group

Telecom system has its existence from about 150 yrs now these companies achieve a great

dominance over the world market. Telenor is one of the largest and dominant companies of

Pakistan telecommunication by its quality products and services. They are the most moving force

in the development of our country economy or market.

7
2.3.1 In Pakistan:

in 2004 at the month of April telenor had got a GSM licenses in Pakistan, they had initially

published their services in cities like Karachi, Rawalpindi, Islamabad and Main wali. This

company has 02 regional offices one is in Lahore and other is in Karachi and its head office is

located in Islamabad Pakistan.

They have established its 1st call center in Punjab and it becomes Pakistan second largest

network after the Jazz.

Its inauguration was held in capital of Pakistan under the honor of Pakistan president General

Parwaiz Musharraf. This event was under the CEO of telenor and CEO of Pakistan telenor

company Tore Johnson. This inauguration was made by the request of president of Norway.

In these days Chief Executive of Telenor is Eddy Abdullah.

This company is the major investor in telecommunication of Pakistan and Europe their

investment has reaches to 5 Billion US dollars.

It is noted that Telenor Company has 19 Million users in 2008 and their market dominance was

about 25% in a Pakistan. They had covered the wide area of Pakistan it reaches to about 3000

8
cities which included towns, villages, rural and urban areas. They have 5000 cell masts in

Pakistan which make them a Pakistan second largest company.

This company has a strategic alliance with Nokia Siemens Networks for development in

Pakistan. They have already invested about 1.2 Billion Dollars along with this they had expand

their agreements with shareholders comprising of Nokia Semen‟s for network increase &

services until 2009. This investment had benefited them for about 750 Millions in Pakistan.

This is estimated that this company become a major contributor of Pakistan economy they had

paid 20 Billion rupees in the form of taxes and other benefits like employment opportunities,

charity etc.

In 2010 the company had a 30% market share in Pakistan.

2.3.2 Today

Now a days they are the Pakistan most leading company, they are providing a better quality

services to its users.

Along with this they have purchases a 3G service to facilitate and compete its competitive and to

maintain its dominance in Pakistan market.

This company has one Head Quarter which is:

Islamabad

2.3.4 Regional Offices

Islamabad

9
Hyderabad

Faisalabad

Karachi

Multan

Peshawar

Mardan

Lahore

Mian Wali

2.4 MISSION:

“To be one of the most unmatchable mobile network of Pakistan which is used to give a better

confidence to its users, workers, share holders and partners.”

2.5 VISION:

Vision of Telenor Company is

“We're here to help”

telenor has started their business in order to help their customers to facilitate them and connect

them with one another. To make easier the life of peoples of Pakistan an providing them a

modern technology products and services. To be one of the best service provider of Pakistan b y

its quality services, to inspire the living of peoples by its differentiation strategy.

10
2.6 Values:

Make it Easy:

Company has a statement they we are very experimental we don‟t believe on complications.

Everything we have adopted for the customers must be easy and understandable. We hope to

make the strategies as well as service easy for customers.

1) Keep Promises:

We are the company of commitment we are trying to do what we are promised to the users of our

network.

2) Be Inspiring:

We are creative and innovative we have many professional and hunting for skills. Or objective is

to inspire the world.

3) Be Respectful:

our customers as well as non users are very valuable for us. We respect them and attract them by

giving respect to them.

4) Here to Help:

Telenor has been operating their business from 150 years. They are very innovative and creative

company in a world market. This company is the major player of a market to have single focus

over Help Peoples to Communicate.

A brand of Telenor Company articulates this aspiration & company logo is to symbolize the

benefit and movement of telecom service in people lives. In most simple term it can be said that

we are trying to make communication system more reliable and flexible.

11
Some benefits are given below:

 Quality service of communication

 Lowest rates

 Different packages

 Customer care offices

 Call centers

 Easy paisa

 Money transaction

2.7 The Brand:

On company brand there is a logo of telenor, this represents three things:

Movement

Balance

Change

These things represent company democratic process, philosophy and innovation and they also

take these inspirations from Scandinavia‟s long history of design inspired by nature.

2.8 Our aim is to be the most trusted mobile service provider in Pakistan:

This is now the Pakistan most leading company operating in an environment they have a very

12
strengthen portfolio of services. They have commenced many industrial business to facilitate the

peoples across the nation and worldwide. They have a truly concentric brand name.

2.9 Total Customer Satisfaction:

The main aim of a company is provide the better satisfaction to its customers. They are

continuously trying to achieve their objectives by providing qualitative products and services.

And we are predicting the needs and wants of a customers.

2.10 Business Excellence:

Company is trying to achieve business excellence which is only possible by the customer‟s

satisfaction from their offers.

2.11 Trust & Integrity:

Our business is totally depending on trust of peoples. We are striving to get the customers trusts

and this is the strengthen of a company that its existence is about 150 years ago.

2.12 MAJOR RESPONSIBILITIES

1) Corporate Responsibilities:

This company is one of the most responsible companies of Pakistan they are working with great

responsibility and respectively in an environment of Pakistan. Their aim is to contribute in the

economy of Pakistan and provides some better solution related to jobs and charity etc. This is the

essence of our obligation to Corporate Responsibility.

13
They are following the ethical, corporate and social responsibilities and nature of a country. And

they are also operating in order to improve the quality o peoples of Pakistan. They are also

contributing in the economy of Pakistan.

2) Why Join Telenor :

There are many reasons for the joining of Telenor Company. Some of the reasons are given

below:

 They offer competitive pay

 They offer quality service

 Good job description

 Training and developmental schemes

 Multinational organization

 Incentives in the year

 Better chances of promotions

3) Equal opportunities for all:

Telenor Company has best policies for their employs; there is no discrimination on the basis of

sex. Males and females have an equal opportunities for their jobs promotion. They just consider

talent, skills and work performance in order to promote their employees. They are also strictly

focused on merit for the employees.

4) Focus on management development:

14
A company management is imbued with combined values. A management group has devised 05

leadership necessities which can be impose on all managers in the Group, & all managerial

groups should confer what these rations connote to them. Company demands are:

 Business Passion

 Change & continuous renewal.

 Prepared excellence.

 Authorize people.

 truthfulness

5) HC @ Telenor Pakistan:

This is the division of Telenor Company that is used to make a continuous improvement and

maintaining the standard of services.

This department is also responsible for the provision of better management and employees to

facilitate their users and employees performance to maintain a secure and appropriate security

method.

 We are the group of

 Enthusiastic

 Energetic

We are continuously trying to achieve excellence and constant renewal.

We are working with collaboration to get positive consequences and for the achievement of goals

and objectives.
15
 6) Offering mobile financial services:

In November 2008 Telenor Company has acquired 51% of Tamer Micro finance Bank. In 2009

they have published the scheme of easy paisa to facilitate the transfer of money from one place

to another place.

7) Contributing to Pakistan's economy:

Telenor is the major contributor of Pakistan telecommunication industry they had provides a lot

of jobs to the peoples of Pakistan. There are 250 franchises of telenor and 24 sales centers

working in Pakistan

2.13 ORGANIZATIONAL CHART:

CHIEF EXECUTIVE

Director Director Director Director

MIS Operations Finance HR

16
 Regional Regional
Regional
General General General

Manager Manager Manager

Area Manager Area Manager Area Manager

Customer Service Customer Service Customer Service

Customer Credit Customer Customer Credit

Service Manage Service Service Manage
ment ment

2.14 Market Share:

17
Pakistan market has nearly 97 million subscribers as of Nov 2009.

In Pakistan at that time mobilink was the most leading and top list organization after that telenor

was the largest network of Pakistan.

In these days they have billion of investment in Pakistan market and they have captured 30% of

total market of Pakistan.

There are a lot of competitors of telenor, one is Warid which is owned by Abu Dhabi group of

the UAE & sister of Wateen group is number 4 with 19% market of users.

Ufone is the other competitor which is government owned organization this is the subsidiary of

PTCL company.

18
2.15 Products and services

1) Easy paisa Introduces Mobile Accounts:

They have introduced this scheme in order to facilitate customers by transfer of money. This is

the most important source of money transaction and quick way. A customer can easily sent and

receive money from place to place.

There are very little charges on this service e.g. on per thousand rupees sender has to pay 60

rupees.

2) A mobile bank account:

This is the best offer offered by Telenor Company a user can use this offer for the transaction of

money as well as payment of bills and by using this service a customer can recharge their mobile

phone.

3) Opening an account:

A customer must open their account to get this offer. An account can be easily opened by any

going any franchise of telenor. There is no minimum requirement of lowest as well as maximum

balance.

These offers might include:

 Transfer of money

 Cash withdrawal

 Bills payment

 Easy load

19
  Receiving of remittances

4) Easier access to banking services:

It is estimated that 90% of our youth has no bank accounts in any bank they are simply using the

easy paisa or mobile transaction of money to sent and receive money from one place to another

place. They have exploited this opportunity and started easy paisa option for the transaction

facilitation.

5) Cooperation with Tamer Microfinance Bank:

They have a great cooperation with Telenor Pakistan & Tamer Microfinance Bank. This thing

was started in commencement of easy paisa initiative.

"Through our above the oppose services, they had previously busted new grounds in terms of

contact to financial services. By using mobile account we now authorize the customer to take

incriminate of his own monetary destiny," says Nadeem Hussain, Chief Executive Officer in

Tamer Micro finance Bank. He considers the launch of the mobile account a defining moment in

providing financial empowerment to the masses.

6) Money transfer:

Transfer of money is the main issue that every Pakistani have in his life so telenor had recognize

the need of public to facilitate them for sending and receiving of money. Peoples were using

banks but this was very complicated method. By using telenor service a customer can get an

amount within minutes.

20
Most of the peoples who are from areas were find it difficult to send their money from cities but

easy paisa system had made the things very simple. Now there is no more complication of

process easy paisa is available everywhere in the Pakistan.

8) Bill payment:

This is the basic need facility for the customer offered by telenor Pakistan. Now customer can

pay their bills while sitting in a home. This facility is provided to the dealers now there is no

need to go to the banks or post office you can pay your bill to any easy paisa shop. Government

is paying 3 rupees to the shopkeeper on pay of every bill.

This service was launched in Feb 2010.

Available 24/7:

Easy paisa dealer is now available in every corner of a country they can make transaction 24

hours a day. There is no time limit for the transaction of money. This service is not only for

telenor users every one can use it and there is no need of telenor number as well.

Easier access to banking services:

It is noted that 90 % of youth of Pakistan has no bank account despite that they have their

Idcards and having money and 62 % of students and young people are using mobile phones easy

paisa exploit the opportunity to transfer of money from one place to another place through

mobile.

They aim to facilitate the employees and students for transactions of money. Now parents can

sent money to their children‟s education if they are away from their home same the case with

employees they can sent their salaries to the closed ones or families.

21
 9) Financial empowerment:

Easy paisa is the best source of money transaction it is the secure source of money transaction

there should be need of beneficiary ID card number and original ID card and they allows give

some secret code for the receiver of money.

10) Mobile banking – a big hit in Asia:

Mobile banking has become a very dominate in Asian environment. Mobiles are used to make a

transaction, transfer of money as well as making calls.

11) Socio-economic impact of telecommunications:

Telecommunication companies has a significant involvement in social welfare and economic and

its s also an important driver of social & economic development, according to studies by the

Boston Consulting Group & Deloitte.

Director of Telecom at the Ministry of Information Technology & Telecommunications, Husain

khan, tinted the vital role in a mobile industry has to play in giving financial contact to the un-

banked:

22
CHAPTER # 03

MARKETING ANALYSIS:

Marketing is the key element for the promotion of products and services. They play a key role in

success of a company if it has good marketing strategy. As we know that telenor is the service

provider organization they are totally dependent on marketing.

Planning about marketing strategies is the most important element for the success of a company.

It is the most complicated and serious issue of the company because there is a high risk involve

in marketing in form of money loss. If a company fail to communicate the users their all the

payment which they had spent should be loss.

In these days there are number of marketing sources that a company used for the promotion of

their products. Companies use their marketing strategies in order to exploit the opportunities or

users. Some of the most modern marketing sources are given below:

 Electronic media

 Print media

 Social networking

 Different links

A) Electronic Media :

This is the most important source of promotion of products. Telenor is doing most of its

advertisement through electronic media that is TV, radio etc. they are targeting the special time

23
for the advertisement, the time when mostly peoples watches TV.

This is the main source of promotion but it is highly expenses Telenor Company is paying

million of rupees on commercials. They are trying to communicate the better image of their

company.

Telenor has been lunched many packages for calls and SMS. They had introduced D juice

package for their youth and talk shawk packages for lowest call rates.

Telenor is always trying to distinguish their products from their competitors. They had

introduced different packages which are very different from other. They had launched talk shawk

package for brand equity, it also played on the aspirations of young business professionals

through the atmosphere and the locales of talks hawk‟s ads.

While other package Juice is for youngsters they offer this package for fun. There are hourly

packages and student circle package in Djuice. Youth can enjoy a late night calls by using this

package. This package is used to create a bond and connect the friends.

On the other hand Telenor is more and more relying on marketing they are also using radio and

different websites for their promotion of services. On telenor website and internet everyone can

get information about all the packages. They have official pages on social networking and

offering different gifts to the customers if they promote their page.

Moreover there are gallery features on their website in which users can get a wide variety of

printed & television advertisement, created by Telenor over the years. Radio is also a good

source for the AudioNet promotion of telenor features and packages.

B) Print Media :

24
Main sources of Print media are:

 Newspapers

 Books

 Magazines

 Walls

Telenor is highly relying on advertisement on printed media. They are giving their advertisement

in different newspapers like AAJ News; JHANG News etc. there are advertisement available in

either Urdu language or English.

C) Major product lines:

Telenor has offered a variety of different products likewise:

 Fixes line

 Telephony

 Broadband

 Mobile TV

But currently in Pakistan they have offered:

 D juice package

 Persona

 Pre paid

25
  Talk Shawk

They are adopting different differentiation strategies in order to get a competitive edge in the

market of Pakistan.

 Better quality service

 Unlimited calls

 Easy load

 Easy paisa

 Money transfer

3.2 COMPETITOR ANALYSIS

Major Competitors:

There are five more competitors of Telenor Company in Pakistan.

Ufone:

Ufone is the totally owned subsidiary of Pakistan telecom authority, this is the competitor of

telenor company they have got a very successful rank in a very minimum period of time. They

had stated their operation in 2009. And now this company has a wide range of network in 750

cities.

Their Slogan is “It‟s all about U”.

Ufone has now 29% market share in the Pakistan market.

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Warid:

This is the mutual undertaking between Abu Dhabi Group and SingTel Group. They had

purchased their licenses in 2004 and start their service in Pakistan. This network is widely used

in cities like Lahore and Karachi.

Their users had reached to 15 M in 2008 and they had 18% share in the same year. They have

announced that they will spend $1.5 billion by end of this year and $2.5 billion in 2009 to expand

& update its network in Pakistan.

Zong:

This is the china telecom company it is the total subsidiary of china. They are the new but most

expanded company of a Pakistan. They have offered many rates for calls and SMS packages.

These are the only owner of 4G internet in Pakistan.

They had replaced the paktel company with the name of Zong. They got licenses in 2007 and

start their operation in Pakistan. At their initial stages they had offered many packages like

double balance, lowest call, and free calls and free internet packages to attract their customers.

Latter government takes an action against them and restricts them.

Mobilink:

This is the oldest network of Pakistan and this is one of the first telecom networks of Pakistan.

They had dominance at their initial stages when they commence their business. They have

launched their operation in 1994.

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3.3 Competitors Goals:

All the competitors of Telenor Company have some goals:

 To increase the market share

 Expand their network

 Brand loyalty

 Customer care

 To achieve excellence

 To get fast internet

 Lowest call rates

3.4 Competitors Strategies

Every organization wants to meet their objectives and to compete their competitors by using

these strategies:

 Billing Accuracy

 Expandable network

 Lowest prices

 New products for more market segments.

 Marketing initiative.

 Growth of elevated quality value added services.

 Strengthened GPRS service

 Use of a more modern style to give a more amicable image

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  Leveraging group acquaintance building

3.5 ACHIVEMENTS:

1) SAARC Award

Telenor is the goof reputation company they had won many prizes and award on international as

well as national level of countries due o their good performance in telecommunication market.

They had won the award of "Most Innovative Mobile Operator" & "Mobile Operator with the

Most Consumer Pull" at the sixth SAARC Communication Industry Conference which was held

in Nepal in 2007.

They are the representatives of mobile phones network and cellular network their business is

located in different countries like.

India

Pakistan

Bangladesh

Nepal

Silence

Bhutan

They aim to provide the excellence services to their customers all over the world. This company

is the joint winner of both award categories for our country based on objective count of

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consumer nomination for every variety. Criteria of awards were based on tariff plans, quality

service, advertisements strategies and creative ideas.

To express more about their excitement for the receiving of award, the Executive Vice President

Corporate & Regulatory Affairs Telenor Pakistan Irfan Wahab Khan has thanks to the users of

the telenor for this award.

2) Brand Award

This award was given to the telenor Pakistan in year 2008. Adjudicators have been looking at

two foremost parameters:

 Preference of brand development for last year

 Satisfaction of customers.

Executive Vice President & Head of Global Coordination have provided this award for the

reason to have:

"Brand is the actual thing which creates a difference from their competitors. Everyone always

believes that there is more relation between customer satisfaction and brand execution customer

wish to buy their desirable brand and they would stay with us. Telenor get this award by

following reasons:

 Customers satisfaction

 Brand differentiation

 Maintenance of quality

In 2007 they had receive the award of brand.

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Telenor is one of the expanded network of Pakistan they are operating in 13 nations either Asian

or western. They have achieved the brand award in Pakistan in 2007. The jury has been looking

at 02 significant mottos:

 Preference of brand development VS market share

 To satisfy the customers VS competitors

They are the winner of brand wards by following reason:

 Market share

 Brand preference

 Good position

 Better growth

“Telenor has enjoyed the highest level of user‟s satisfaction as well as competitive market."

3) PSHRM Award

They have won the award of Telenor PSHRM Preferred Graduate Employer Award for Most

Preferred Telecommunications Company 2007.

In 2007 at PSHRM had announced the result of first most graduate employer. Telenor won this

award with a good success. This event was held in Karachi in 2007 and telenor was nominated as

a best employee graduate. They get this ward due to following reasons:

 Employee graduates

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  Best cellular network

Nayab Baig, Vice President of Human Capital Division had said that on event: "Our purpose is

to be one of the standard organization in country in nest 02 years; an association that offers

exceptional value suggestion to the most excellent aptitude in Pakistan be it careers, education,

union, & opportunities to participate. We seek to construct a civilization that is enduringly free

as of civil service, open to public & ideas, pioneering, elevated performing, hostile towards

struggle, confidentially attached to the client, soaring on companionship, trust & reciprocated

respect & primary during our morals. To create a place where employee comes to office happily

and works devotedly.

4) AURORA Award:

Award winning Telenor Marketing Team

Telenor is the service provider company of Pakistan they are operating their service business in

Pakistan. To increase their sales they have to do more and more marketing efforts telenor

company have best marketing strategic plans.

They are majorly focusing on promotions of their products. It is too risky but they have planned

many better marketing plans for their company.

This awards held in Karachi and telenor won this award in from last five years. They had clean

swept these awards from last five years from 2002-2006.

They get this award due to following reasons.

 Good marketing efforts

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  Better promotion

 Increase of sales

 Following rules and regulations

Telenor is using number of different sources for the promotion of products and services. They

are using different channels and print media for the promotional schemes. Some of the marketing

sources are given below:

 TV channels

 Newspaper

 Magazines

 Different websites

 Links

 Commercials

 Personal advertisement

 Through marketing agents

 Wall paintings

About the awards:

AURORA Awards id for the best excellence of a telenor company in 2007. They get this ward

because of their high potential in marketing of products and services. A main objective of these

awards is to identify & pay deference to originality & brilliance in publicity across Pakistan.
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5) Environment Excellence Awards:

Executive Vice President Corporate & Regulatory Affairs Telenor Pakistan Irfan Wahab

Khan accepting the award

This company is one of the most attractive and dominant company of Pakistan. They have won

environmental excellence award and the event was held in Nepal in 2007.

They are the representatives of different countries like Nepal. India Pakistan etc. during

ceremony CEO of telenor has announced that our objective is to create a quality service and

products, to be one of the most important and leading cellular sector of Pakistan.

There are several reasons for obtaining this award:

Consumer friendly

Expanded coverage

Tariff plans

Creative marketing plans

Good advertisement

Consumer willingness

Jobs opportunities

Attractive salaries

Environmental protection
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CEO of a telenor company at the time of getting an award says that all the credit goes to the

users of the telenor as well as employees of the company that make us able to get this award

among competitors.

6) Booziest Brands Awards:

"Telenor" Won the Buzziest Brand of the Year Award

This award ceremony was held in 2008 in the month of October in Karachi. It was the part of the

Buzziest Brand of the Year Poll, in which exposure invited marketing & media professionals to

vote intended for their preferred brands. A poll intended to recognize those brands that are hot &

have the greatest „buzz‟ – that is, those brands, which are so exciting that they generate consumer

word of mouth.

In this ceremony about 11,000 professionals were invited to participate in a ceremony. This

ceremony was held online as well as offline for users.

7) Super brands Award:

In these awards telenor was elected a super brand award in Pakistan market. They are the most

innovative and creative telecom industry of Pakistan. Telenor get this award due to following

reasons.

Most Innovative

Attractive rates

Different services

Quality brand
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Quality products

Marketing expert

This ceremony was held in Karachi in 2009.

This award concept was held in 1994 now days it is followed all over the world. These awards

are now giving in 82 different nations. Super brands issue high quality, hard cover books which

pay tribute to the strongest and most valuable brands in each country.

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Chapter # 04

TELENOR SWOT ANALYSIS

SWOT analysis is the measurement of firm position either how much they have ability to utilize

their resources either external or internal. Every firm does their assessment in order to know how

much they have potential and where they are weak in progress. These analyses are very helpful

for the decision making of an organization. There are 04 steps in this process that are given

below:

 Strengths

 Weaknesses

 Opportunities

 Threats

1) Strengths:

Telenor is one of the leading business industry in Pakistan market they have many strengths in

their company.

 GSM network

 3G network

 Expanded coverage

 Good market share

 Lowest call arts

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  Huge sales

 Excellent income

 Many users

 Multinational network

 Roaming agreements with 300 partner in 140 countries

 Corporate users

 Acceptable and large products

 Mobile banking

2) Weaknesses:

 High rates.

 Large organizational structure

 Falling Market share

 Decrease in users

 Hidden charges

 Less motivated marketing employees

3) Opportunities:

 They have to adopt new technology

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  They have to adopt 4G technology

 They have to expand their network in rural areas

 Infrastructure suppliers opportunities

 Expansion of VAS –Wi MAX networks, mobile Television.

 Deployment of 3G technology

 Adaptation of newest technology.

4) Threats:

 Entrance of new competitors

 Government companies like fine etc

 Lowest call rates

 Increase in taxes

 Competition offers, gaining market share

 Augment in imported equipment rates

 Network capability

 Worsening in service

 Political unsteadiness

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Chapter#05

Conclusion and Recommendations:

5.1 Conclusion:

Telenor is one of the best cellular network of Pakistan they are operating their business in 14

different countries around the world. This company has started its operation from Norway its

mother nation.

They are committed to bring innovation and always try to create something new to get a

competitive edge in telecom industry. This is the fast growing internet in Pakistan market. They

have contributed in various sectors of Pakistan e.g. empowerment, employment, education and

environment.

There are twenty five hundred direct employees of the telenor company and more than twenty

five thousand indirect workers are indulged in their business. There are 200 franchises of telenor

and more than 2000 outlets are opened in Pakistan.

They have their existence very old in Pakistan it is the second largest network of Pakistan at their

initial stage they were the second larger network after mobilink. They have a number of options

available for their employs as well as users.

In this report I would like to conclude that staff of the franchise was totally good and cooperative

to me I have learned many marketing techniques from them. They had guided me in very

excellent manners.
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I have practically learned many things from them and I had practically worked in marketing field

and I also visited many places for promotion of their products and services.

5.2 Recommendations:

I have learned many things practically during my work there. At the end of the internship I had

made different recommendations for the franchise of telenor. Some of the recommendation for

telenor is given below:

 They have to provide a complete access to the customer service database of

Telenor.

 They have to organize the reward system for the employees of a telenor company

as well as little franchises.

 They have to organize some training programs to polish their employee‟s skills

and abilities.

 They have to develop some foreign training programs to send their employees to

other countries.

 They have to set some quota for the internees in a company. I have seen a lot of

internees in customer care office.

 They have to set some target for their internees to teach them efficiently.

 They have to force their employees to follow rules and regulation of the company

that is issued by the top management.

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 They have to design the system for employee‟s benefits and sort out their issues

related to job work or other clashes.

 They have to clear their top bottom communication so that employee may aware

about company strategies new rules and regulations.

 They have to hire professional and graduates for their company and marketing

work.

 They have to provide bonds and other incentives to the regular employees so that

they work hard and it creates devotion of employees for the organization. There is

need of serious efforts.

 They have to dive the period of internship so hat an internee got a chance to work

in various departments.

 They have to provide the time table to the internees.

 There must be proper mentor for them to teach and get the work.

 They have to offer paid internship to the students.

 I have observed work load on employees they have to hire new professionals for

the franchise.

 They have to invest in new technology like 4G service.

 They have to increase their marketing efforts to whip their competitors.

 They have to increase their products and services

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  They have to improve their internet browsing speed.

References:

www.telenor.com

www.telenor.com.pk

www.pta.gov.pk

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