DECLARATION

I, MOHIT KUMAR

Hereby declare that this project report is the record of

authentic Work carried out by me during the period from 12-07-11 to 25-06-10And has not been submitted to any other University or Institute forThe Award of any degree/ diploma etc.

MOHIT KUMAR

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EXECUTIVE SUMMARY
India is the fastest growing major mobile market in the world. Building on leading position in the market, Bharti Airtel LTD aims to capitalize on that growth potential to significantly increase the subscriber base and market share. Bharti Airtel LTD. is one of the leading telecom service providers in India. With around 100 million customers, company is looking for turning bigger stones in Indian telecom industry.
Policy of the The objective Makers research is to find out the visibilityof communication Ministry part & summer

scheme communication a Concept evolved by Bharti Airtel Ltd, in order to address deep Rural Market Share. For this work an excel format was made and 225 retailers
Regulators survey were

done. Thus, the primary data collected is being used for

(Policy and executive

Telecom Commission

evaluating and analyzing results computing through statistical tools with the help functions)
Operators of Microsoft Excel. On the basis on this information, results and analysis was

given alongIndia the recommendations. Authority of with

(TRAI) Telecom Dispute Appellate Tribunal etc. ,.

Telecom Regulatory

Department of Telecommunication

Through rates,research I have tried to analyze the visibility part which includes this Settlement and Sets tariff (DOT)
interconnect A4 sheet, shelf-strip & pos asconsumers (TDSAT), well as working of Bharti Airtel in rural area. It

is an honest attempt in understanding the market complexities and the problems

and quality standards faced by the BSNL Nationwide fixed line & cellular operator (Excluding Delhi and MTNL Local fixed line & cellular operator in Delhi and Mumbai. VSNL Private Operators Fixed line & cellular operator. International Telecom Services Provider

charges

Licensor

retailers in the market.

Structure of Indian Telecom Industry

Mumbai)

2 Buddh Technical University Fixed line licensee Offering local fixed line services within circles.

Gautam Cellular Licensee Offering local cellular mobile services.

HISTORY OF CELLULAR PHONY IN INDIA

1992. Telecommunication sector in India liberalized to bridge the gap through government spending & to provide additional resources for the nations telecom target. Private sector allowed participating 1993. The telecom industry gets an annual foreign investment Rs 20.6 Million 1994. License for providing cellular mobile services granted by the

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Government of India for the Metropolitan cites of Delhi, Mumbai, Kolkata and Chennai. Cellular mobile service to be duopoly (i.e. not more than two cellular mobile operators could be licensed in each telecom circle), under a fixed license fee regime for 10 years. 1995. 1995 (August) 1997. 1998. 19 more telecom circles get mobile licenses Kolkata became the first metro to have a cellular network Telecom Regulatory Authority of India is set up Annual foreign investment in telecom stands at Rs 17,756.4 Million. 1999. FDI inflow into telecom sector falls by almost 90% to Rs. 2126.7 Million 1999 1999(March) 2000(June) 2000 (January) 2010 Tariff rebalancing exercise gets initiated National Telecom Policy is announced. FDI inflow drops further down to Rs 918 million coming Amendment of TRAI Act Introduction of third generation services

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Telecom Industry in India

The telecom industry is one of the fastest growing industries in India. India has nearly 200 million telephone lines making it the third largest network in the world after China and USA. With a growth rate of 45%, Indian telecom industry has the highest growth rate in the world. History of Indian Telecommunications started in 1851 when the first operational land lines were laid by the government near Calcutta (seat of British power). Telephone services were introduced in India in 1881. In 1883 telephone services were merged with the postal system. Indian Radio Telegraph Company (IRT) was
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formed in 1923. After independence in 1947, all the foreign telecommunication companies were nationalized to form the Posts, Telephone and Telegraph (PTT), a monopoly run by the government's Ministry of Communications. Telecom sector was considered as a strategic service and the government considered it best to bring under state's control.

The first wind of reforms in telecommunications sector began to flow in 1980s when the private sector was allowed in telecommunications equipment manufacturing. In 1985, Department of Telecommunications (DOT) was established. It was an exclusive provider of domestic and long-distance service that would be its own regulator (separate from the postal system). In 1986, two wholly government-owned companies were created: the Videsh Sanchar Nigam Limited (VSNL) for international telecommunications and Mahan agar Telephone Nigam Limited (MTNL) for service in metropolitan areas. In 1990s, telecommunications sector benefited from the general opening up of the economy. Also, examples of telecom revolution in many other countries, which resulted in better quality of service and lower tariffs, led Indian policy makers to initiate a change process finally resulting in opening up of telecom services sector for the private sector. National Telecom Policy (NTP) 1994 was the first attempt to give a comprehensive roadmap for the Indian telecommunications sector. In 1997, Telecom Regulatory Authority of India (TRAI) was created. TRAI was formed to act as a regulator to facilitate the growth of the telecom sector. New National Telecom Policy was adopted in 1999 and cellular services were also launched in the same year. Telecommunication sector in India can be divided into two segments: Fixed Service Provider (FSPs), and Cellular Services. Fixed line services consist of basic services, national or domestic long distance and international long distance services. The state operators (BSNL and MTNL),
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account for almost 90 per cent of revenues from basic services. Private sector services are presently available in selective urban areas, and collectively account for less than 5 per cent of subscriptions. However, private services focus on the business/corporate sector, and offer reliable, high- end services, such as leased lines, ISDN, closed user group and videoconferencing.

Cellular services can be further divided into two categories: Global System for Mobile Communications (GSM) and Code Division Multiple Access (CDMA). The GSM sector is dominated by Airtel, Vodafone-Hutch, and Idea Cellular, while the CDMA sector is dominated by Reliance and Tata Indicom. Opening up of international and domestic long distance telephony services are the major growth drivers for cellular industry. Cellular operators get substantial revenue from these services, and compensate them for reduction in tariffs on airtime, which along with rental was the main source of revenue. The reduction in tariffs for airtime, national long distance, international long distance, and handset prices has driven demand.

Telephone connections in millions

35.997 220.743 1090.504 837.195 Africa America Asia Europe Oceania 1744.815

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Scope Of Telecom Industry

The telecom industry is growing at a great pace of > 100% every year and the growth rate is expected to increase with every passing year. There are many new developments in the telecomm sector, including the ingress of 3G technology that the Indian market is witnessing at present. MTNL, BSNL, VSNL are the major Public Players whereas Airtel, Idea, Hutch, Tata, Reliance, BPL are the leading Private Players in the country. Some of them are entering foreign markets as well. Bharti Telecom will be launching its services for the NRIs in the US with the help of Airtel CALLHOME service.

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The market shares of the leading Public and Private Players India's Largest Telecom Operators as on May 31, 2009 Operator Bharti Airtel Reliance Communications Vodafone Essar Bharat Sanchar Nigam Ltd. Idea Cellular Ltd. Tata Teleservices Ltd. Subscriber Base (millions) 99.5 77.2 74.0 53.6 41.2 36.5

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INVESTMENT AND GROWTH

In 2005-2006, the telecom industry witnessed a growth of 21% with total revenue of Rs. 86,720 crores, and the total investment rising to Rs. 2, 00,660 crores. It is projected that the telecom industry will be enjoying over 150% growth in the next 4-6 years. The growth also requires a huge investment by the players in the sector. Bharti Airtel is planning to invest about $8 billion by the year 2010. Liberalization policy and some socio-economic factors are mainly responsible for the immense growth in the sales volumes. The lifestyle of the people has changed. They need to be connected to the other people all the time. With the lowering down of the tariffs the affordability of the mobile phones has increased. The finance sector has also come up with loans for handsets on 0% interest. Mobile services providers are also expanding their coverage area by installing more and more antennas and other equipments. The telecom sector in the country has already adopted the latest technological advancements to cater to the demands of the growing market. Telecom Expo India, Convergence India, VAS India and IPTV India being organized year to year are all Efforts in this direction. Budget 2007 has brought disappointment to the telecom sector. Mobile service providers have been asked to cut down their roaming rentals as well as their long distance and international call tariffs. This has led to discontent on the part of the service providers.

However, Telecom Regulatory Authority of India (TRAI) is of the opinion that this will lead to increased use of roaming, which will ultimately lead to more revenue
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generation. Moreover, with cheaper handsets and lesser tariffs, it is expected that by the year 2010 there will be over 500 million subscribers in the Indian telecom market. Also, the telecom industry this year will be focusing more on rural areas to connect them with the urban areas so that the farmers and the small-scale industries can have faster access to information related to weather and market conditions.

EMPLOYEE STATUS
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With the coming of more and more projects, the telecom industry is going for high scale recruitments. There is a huge demand for software engineers, mobile analysts, and hardware engineers for mobile handsets. Besides, there are ample opportunitie for marketing people whose services are required to capture more and more customer base. The new projects, setting up of new service bases, expansion of coverage areas, network installations, maintenance, etc are providing more and more employment opportunities in the telecom sector.

India telecom sector revenues 2009-10

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Total revenues of telecom sector reached 40444.66 crores. This includes both private and public sector. The adjusted gross revenue is 29725 crores. TRAI has released its quarterly report for the quarter ending on March 2009 and here is whats in store.

A total of 22 operators (Private and public) contributed to the total revenues of 29725 crores. Bharti Airtel is the top telecom company in revenues followed by BSNL, Vodafone and Reliance. BSNL and Airtel together have contributed to 51% of the total revenues; whereas the other 20 operators contributed 49%.

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The average revenue per user (ARPU) of GSM is at 205 rupees and ARPU for CDMA it is at 99 rupees. Minutes of usage for GSM user is 484 minutes and for CDMA user is 352 minutes.
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Telephone
On landlines, intra-circle calls are considered local calls while inter-circle are considered long distance calls. Currently Government is working to integrate the whole country in one telecom circle. For long distance calls, the area code prefixed with a zero is dialed first which is then followed by the number (i.e. to call Delhi, 011 would be dialed first followed by the phone number). For international calls, "00" must be dialed first followed by the country code, area code and local phone number. The country code for India is 91. Telephony Subscribers (Wireless and Landline): 621.28 million (Mar 2010) Land Lines: 36.96 million (Mar 2010)] Cell phones: 584.32 million (Mar 2010) Yearly Cell phone Addition: 178.25 million (Jan-Dec 2009) Monthly Cell phone Addition: 20.31 million (Mar 2010) Teledensity: 52.74%% (Mar 2010) Projected Teledensity: 1 billion, 84% of population by 2012. Mobile telephones The Mobile telecommunications system in India is the second largest in the world and it was thrown open to private players in the 1990s. The country is divided into multiple zones, called circles (roughly along state boundaries). Government and several private players run local and long distance telephone services. Competition has caused prices to drop and calls across India are one of the cheapest in the world. The rates are supposed to go down further with new measures to be taken by the Information Ministry. The mobile service has seen phenomenal growth since 2000. In September 2004, the number of mobile phone connections has
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crossed fixed-line connections. India primarily follows the GSM mobile system, in the 900 MHz band. Recent operators also operate in the 1800 MHz band. The dominant players are Airtel, Reliance Infocomm, Vodafone, Idea cellular and BSNL/MTNL. There are many smaller players, with operations in only a few states. International roaming agreements exist between most operators and many foreign carriers. Main article: List of mobile network operators of India The breakup of wireless subscriber base in India as of December 2009 is given below. Operator Bharti Airtel Reliance Communications Vodafone Essar BSNL Idea Cellular Tata Teleservices Aircel MTNL MTS India Loop Mobile India Uninor HFCL Infotel Stel All India Subscriber base 118,864,031 93,795,613 91,401,959 62,861,214 57,611,872 57,329,449 31,023,997 4,875,913 3,042,741 2,649,730 1,208,130 341,862 141,411 525,147,922

India is divided into 22 telecom circles. They are listed below:

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Andhra Pradesh Bihar & Jharkhand Chennai Delhi Gujarat & Daman & Diu Haryana Himachal Pradesh Jammu and Kashmir Karnataka Kerala & Lakshadweep Kolkata Madhya Pradesh & Chhattisgarh Maharashtra excluding Mumbai & Goa Mumbai North Eastern States (Arunachal Pradesh, Assam, Manipur, Meghalaya, Mizoram, Nagaland, & Tripura) Orissa Punjab Tamil Nadu excluding Chennai & Pondicherry Eastern Uttar Pradesh Western Uttar Pradesh & Uttarakhand West Bengal excluding Kolkata, Andaman & Nicobar Islands & Sikkim

Reason For Choosing Telecom Sector For Summer Internship

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These are few points for choosing the Telecom Sector The current global meltdown may have affected India as well, with reports of significant job cuts across various sectors. However, one sector continues to boom the telecom sector. According to a Telecom Regulatory Authority of India (TRAI), the total number of telephone connections reached 374.13 million at the end of November 08, resulting in the growth of teledensity to 32.34% in the country.TRAI further stated that 10.35 million wireless subscribers were added in November 2008, taking the total number of wireless subscribers (GSM, CDMA and WLL) to 336.08 million at the end of November 2008. In the landline segment, however, the subscriber base registered a drop of 38.05 million by November 2008. The broadband subscriber base reached the 5.28 million mark in the country at the end of this period. The total number of telephones - wireless and wire line - connections added during November 2008 amounted to 10.18 million. This is slightly less than the 10.29 million total connections added in October 2008.Mobile phone call rates dropped in sharply in India over the years with some schemes by private operators offering as low as Re.0.09 per call. This has resulted in the mobile phone boom in the country with even Rickshaw Pullers and daily laborers using cell phones.Above data establishes an exemplary growth in telecom sector, which will continue in the coming future too.

Reason For Choosing AIRTEL For Summer Training

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Bharti

Airtel

is

one

of

India's

leading

private

sector

providers

of

telecommunications services based on an aggregate of 100 million customers as on April 30, 2009. The businesses at Bharti Airtel have been structured into three individual strategic business units (SBUs) - mobile services, telemedia services (ATS) & enterprise services. Indias largest integrated and the first private telecom services provider with a footprint in all the 23 telecom circles. Bharti Airtel since its inception has been at the forefront of technology and has steered the course of the telecom sector in the country with its world class products and services. The Enterprise services provide end-to-end telecom solutions to corporate customers and national & international long distance services to carriers. All these services are provided under the Airtel brand. Bharti Airtel, India's has been at the forefront of the telecom revolution and has transformed the telecom sector with its world-class services built on leading edge technologies. Bharti has been a pioneering force in the telecom sector and today enjoys a strong nationwide presence. Company shares are listed on The Stock Exchange, Mumbai (BSE) and The National Stock Exchange of India Limited.

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COMPANY PROFILE
Airtel are one of Asias leading providers of telecommunication services with presence in all the 22 licensed jurisdictions (also known as Telecom Circles) in India, and in Srilanka. We served an aggregate of 133,708,496 customers as of April 30, 2010, in India; of who 130,616,487 subscribe to our GSM services and 3,092,009 use our Telemedia Services either for voice and/or broadband access delivered through DSL. We are the largest wireless service provider in the country, based on the number of customers as of April 30, 2010. We offer an integrated suite of telecom solutions to our enterprise customers, in addition to providing long distance connectivity both nationally and internationally. We also offer DTH and IPTV Services. All these services are rendered under a unified brand Airtel.

The company also deploys, owns and manages passive infrastructure pertaining to telecom operations under its subsidiary Bharti Infratel Limited. Bharti Infratel owns 42% of Indus Towers Limited. Bharti Infratel and Indus Towers are the two top providers of passive infrastructure services in india

MANAGEMENT PROFILE

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Sunil Bharti Mittal ------------------ ---Chairman and Managing Director

. Manoj Kohli-----------------------------Joint Managing Director . Akhil Gupta- -----------------------------Non Executive Director . Chua Sock Koong-----------------------Non Executive Director . Paul OSullivan- -------------------------Non Executive Director . Quah Kung Yang------------------------Non Executive Director . Rajan Bharti Mittal----------------------Non Executive Director . Rakesh Bharti Mittal- -------------------Non Executive Director . Craig Ehrlish- ----------------------------Independent Non Executive Director . Ajay Lal-- --------------------------------Independent Non Executive Director . Arun Bharat Ram-----------------------Independent Non Executive Director . Basher Abdulla Currimjee-------------Independent Non Executive Director . Mauro Sentinelli------------------------Independent Non Executive Director . N.Kumar---------------------------------Independent Non Executive Director . Nikesh Arora----------------------------Independent Non Executive Director . Pulak Chandan Prasad- ----------------Independent Non Executive Director

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Businesses
Bharti Tele-Ventures current businesses include Mobile services Fixed-line { Home Phones }

National and international long distance services VSAT, Data &Internet services and network solutions Blackberry E-mail on the go Calling Card Wireless Internet Satellite services Carrier services

Bharti Values

Innoventuring.

Customer First Performance

Culture

Valuing Partnership Valuing People Responsible Corporate Citizenship Ethical practice

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Bharti Airtel - Organization Structure

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Achievements
Recent Achievement 2008

Voted Indias most innovative company in a survey conducted by The Wall Street Journal in 2008.

Winner of the Gallup Great Workplace Award- Gallup Consulting, 2008. 2nd Most Trusted Service Brand - Annual Economic Times-Brand Equity, Most Trusted Brands survey 2008.

Best Content Service Award for its Farmer Information Dissemination Platform for Bharti Airtels joint venture with IFFCO, IKSL (IFFCO Kisan Samachar) - World Communications Awards 2008.

Best Project Management Award for its Gujarat e-GRAM project - World Communications Awards 2008.

Best Telecom Company at the NDTV Profit Business Leadership Awards. Best Carrier India for innovative products & services and efficient cost models and the Ovum Telco-Transformation award recognizing philosophy and execution of a successful outsourcing strategy at the Telecom Asia Awards 2008.

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Sunil Bharti Mittal was awarded the GSM Association Chairmans Award 2008. The highest honour in global telecom sector recognized his tremendous contribution to the development of Indias telecom sector.

Sunil Bharti Mittal adjudged the Business Leader Transforming India, 2008 at the NDTV Profit Business Leadership Awards 2009

ACHIEVEMENT IN 2010

. AIRTEL has taken over Dubai based ZAIN Telecom business from Africa while paying 10.7 billion dollar for it. AIRTEL has taken ZAIN 15 African nations right. . While doing this AIRTEL became the 5th ever telecom company in all over the world. . By this take over AIRTEL will have reach up to 18nations all over the world. . By this takeover AIRTEL business may reach up to 13 billion dollar.

KEY FACTS

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. 14 FEB 2010:- By leaving SUDAAN & MORRACO ZAIN Telecom announces selling of AFRICAN business. . 15 FEB 2010:- BHARTI AIRTEL & ZAIN made talk for business takeover contract. . 25 MAR 2010:- Both companies talk get over & BHARTI completes inspection of ZAIN AFRICAN business. . 30 MAR 2010:- Contract made between BHARTI AIRTEL & ZAIN

VISION OF BHARTI
"To make mobile communications a way of life and be the customers' first choice." By 2010 AIRTEL Will be the most admired brand in India. Loved by more customers. Targeted by top talent.

Benchmarked by more businesses.

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MISSION
We will meet the mobile communication needs of our customers through: 1. Error- free service delivery 2. Innovative products and services 3. Cost efficiency 4. Unified Messaging Solutions

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Airtel services

Wireless services . 2G/3G . Rural Market Telemedia Services . Fixed Line . Broadband . DTH(Media) Enterprise Services . Carriers . Corporate Passive Infrastructure Services

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Brief description about 2G and 3G

Definition 2G The name usually given to original GSM, CDMA, and TDMA networks. It uses the spectrum more efficiently than analog (1G) systems, and offers digital encryption of conversations. 2G networks introduced data services for mobiles starting with SMS. CDMA (Code-Division Multiple Access) CDMA is a digital technology for transmitting data. It is a general technology utilized through various standards. CDMA has no limit on capacity but the base station will only connect users upon determining that the call quality would fall bellow a predetermined limit. The term is often used to refer to one specific family of technologies - IS-95 (often referred to cdmaOne) and CDMA2000. Networks using this technology operate in the 800 and 1900 MHz frequency bands and are primarily used in the Americas and Asia. SMS (Short Messaging Service) SMS or the Short Messaging Service allows users to send and receive personal text messages directly between mobile phones or sometimes to email adresses. Each message can be up to 160 characters long (when using the default character set) and can be sent to and from users of different operator networks. All mobile
30 phones support SMS. Buddh Technical University Gautam

Recently mobile manufacturers have started offering special reading layouts for SMS inspired by Instant Messengers such as

REVENUE GRAPH

a) There was a loss of Rs.2051million in the year 2003 and revenue was Rs. 30,554 million in the same year. b) Thereafter there is a gradual increase in both the revenue and profit year after year.

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DAYS TO EXPLORE AREA

MEANS TRANSPORT OF TSM/RSO

S.NO.

DATE

PLACE

1 2 3 4 5 6 7 8 9 10

19/5/10 20/5/10 21/5/10 24/5/10 25/5/10 25/5/10 26/5/10

RASOOLABA D PUKHRAIYA N AKBARPUR KALPI JALAUN KOACH ORAI

ALONG WITH SIR BY BUS

UTTAM TRIPATHI

ROADWAYS RAHUL SINGH JEETENDR A SHUKLA

ALONG WITH SIR BY BUS BY BUS BY BUS BY BUS

ROADWAYS KAPIL MISHRA ROADWAYS SANDEEP MISHRA ROADWAYS HIMANSHU BHATIA ROADWAYS PANKAJ SHARMA JEETENDR A SHUKLA JEETENDR A SHUKLA AMIT
Gautam

8/6/2010 AKBARPUR 9/6/2010 RURA 10/6/201 RANIA

BY TATA MAGIC BY TATA MAGIC ALONG WITH SIR

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0 11 12 13 14 15 16 11/6/201 MUSA 0 NAGAR 14/6/10 17/6/10 18/6/10 21/6/10 22/6/10 SIKANDRA BILHAUR MANDHANA VISHAYAKP UR AKBARPUR ALONG WITH SIR BY TATA MAGIC ALONG WITH SIR BY AUTO BY TATA MAGIC BY TATA MAGIC

BAJPAI AMIT BAJPAI RAHUL SINGH SANTOSH RATHORE SANTOSH RATHORE AMIT BAJPAI JEETENDR A SHUKLA

Objective of Study
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Airtel has provided me the work regarding RETAILERS VISIBILITY in rural area to reach out rural retailers. The Objective of Study was to do the audit work of 225 retailers while inspecting of poster (pos), A4 sheet, shelf-strip& summer scheme communication at every retail outlet. The flow of the Questionnaire was as under: Writing of the shop name. Writing of the lapu number. Inspecting of the poster (pos) at the shop entrance as well as at eye contact of the customer. Inspecting of the A4 sheet at retail outlet. Inspecting of the shelf-strip at retail outlet. Inspecting of recharge coupons (RCV) at retail outlet. Inspecting of minimum 2 Sims at retail outlet. Inspecting of summer scheme while it is been communicated and noted in the retailers register or not. Asking of the retailer does he have any problem with the airtel or he is been satisfied with the airtel or not.

Theoretical Framework
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At the initial stage I cover rural Area for a better understanding of FOS working, the layout of a Rural Retail Shop and the attitude of an rural Retailer + Distributor i.e. business of Airtel. I also observed the key deliverables of Distributors, FOS& Retailers for first three days for better understanding the market before providing me the project to get work on. The Teledensity in todays scenario is being driven by the Retailer who is the first interface with the Customer. Hence his Role is very crucial and every operator eyes to win the Retail Shelf for greater Market Share by: Timely Service thru proper beat & trained FOS Availability of Stocks at his door steps Enabling proper supply of POS Display material Regular Product awareness. Retailer Schemes & other relevant benefits from time to time. Availability of sim at every retail outlet & solving of problem of retailers. The Area which we covered in rural for first three days as market study with TSM/RSO are Akbarpur, Rura and Pateypur which all come under Kanpur dehat. Key Deliverables of a Retailer, FOS, Distributor & TSM/RSO Retailer:_ 1. Timely service to Customers at Competitive Rates 2. Duly filled APEF Compliance for every Sim Sold. FOS:35 Buddh Technical University Gautam

1. Build strong bonding with retailers 2. Proper Beat Working for supply of goods. Distributer:1. Optimum Investment to match Market Demand 2. Adequate Man Power to service the Market Tsm/Rso:1. Timely visiting his distributer point according to his pgp or beat plan. 2. Visiting number of retail outlets during the day. 3. Solving of problem which came across with him by distributer or retailer or FOS.

Technical Terms
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(A)URBAN AREA (DD) DD (Direct Distributer) :- (a.) Distributer who has own full market to cover. (b.) Deals directly with the customer.
1. 2. FOS (Fleet on street):- Distributes product to the retailer. 3. 4.

RUNNER: - Collects pef from the retailers. MIS (Management information system):- Work as a co-coordinator. DD Pef commission Rs.8 per pef form. Retailers margin 4% per pef form.

(B)RURAL AREA (HUB) SPOKE: - Work as BTS tower. 2. FOS(Fleet on street) 3. RUNNER 4. MIS(Management information system) MARGIN: - (a) Retailer- 2.75%
1.

(b) Spoke- 1.20% (c) Hub- 0.68% (C) ASC (Airtel Service Center) (D) UAO (Unique Activation Outlet) (E) URO (Unique Recharge Outlet) (F) LAPU: - Easy recharge, value filling or e-top number. (G) SOM: - Share of market. (H) SOGA: - Share of gross add (sim card+ gross add) (I) PRC (Paper Recharge Coupon) (J) JDU: - No customer call and zero budgeting call. (K) NON-IVR (Internal voice recorder):- 123 dial call number.
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(L) IVR (Internal voice recorder):- No 123 dial call number. (M) SONA (Share of Market Net Add) (N) BTS (Base Terminal Station) (O) PUK (Personal Unblocking Key) (P) GSM (Global Service for Mobile Communication) (Q) CDMA (Code Decisional Multiple Access) (R) REC (Revenue Earning Customers) (S) RCV (Recharge Voucher)

Area Of Working
1. AKBARPUR 2. BILHAUR
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3. JALAUN 4. KOACH 5. KALPI 6. MANDHANA 7. MUSANAGAR 8. ORAI 9. PATEYPUR 10.PUKHRAIYAN 11. RASOOLABAD 12. RANIA 13. RURA 14. SIKANDRA 15. VISHAYAKPUR

These are the territories which come under KANPUR DEHAT.

MAP of KANPUR-DEHAT

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OUTCOME
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AIRTEL should get focused on visibility of posters in outlets as there visibility is far lesser than compared to their competitors. FOS should daily visit retail outlets while checking the posters & TSM/RSO should pay attention to the visibility part while maintaining sufficient stock at their distributers point .

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AIRTEL should get focused on the visibility of a4 sheet at the outlets as there visibility portion is much lesser as compared to other visibility material. TSM/RSO should also take much attention on this visibility as compare to other due to less visibility percentage. FOS also makes daily attention on the visibility of A4 sheets.

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Visibility of shelf strip should be get enhanced in the retail outlets, its daily inspection should be done daily by the FOS & in its absence make paste in the outlets. TSM/RSO should get focused on the visibility of the shelf strip and make the sufficient amount of stock at their distributers point.

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Communication of scheme should get communicate in VISHAYAKPUR, BILHAUR & MANDHANA region as their scheme communication is much lesser than other regions in the KANPUR DEHAT.

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AIETEL should pay attention on the RCV as most of the retailers are focusing on the e-top only. TSM/RSO should enhance retailers for some amount of RCV at their outlets as it helps them during the server failure.

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TSM/RSO should pay attention on FOS working for the scheme communication & himself also inspects FOS working while making a surprise visit to his beat area.

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Research Methodology
This section of the project emphasizes on the procedure used to accomplish the project. To accomplish the project some data have been collected. The data collected is basically of two types Primary Data Secondary Data Primary data : Primary data generally means those raw data or data structure that are collected first time and have not had any previous meaningful interpretation for my summer internship project report. I have collected such primary data those questionnaire and personal interviews with serviceman (like doctors, engineers, teachers, private and government officials). Businessman , retired person and housewives to know their preferred mobile network services. An to know what they want from mobile network service providers

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THE RESEARCH DESIGN The research design used in the project is Exploratory Design. The investigation is carried upon the Retailers visibility of AIRTEL. The reason for choosing this design is to get responses from the retailers so that the company could help out the final consumers by solving their problems. THE DATA SOURCE The source of the data has been owners of retail outlets in rural area, TSM/ RSO and distributors. Excel sheet with auditing work was more preferred in the collection of data DATA COLLECTON METHOD The data collection method used is primary data source. It was done by auditing in retail outlets from the RETAILERS by me. THE ANALYTICAL TOOLS USED

The analytical tool used is the Micro Soft Excel.

The analysis is done by using charts, tables and graphs THE SAMPLE SIZE AND DESIGN The sample size consists of 225 Retailers in rural area which are the most logical and unbiased response. The sample design was purposely chosen as JUDGEMENTAL SAMPLE DESIGN.

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FEEDBACK
1. Runner should find out new market for making new retailers. 2. Tsm/Rso should encourage FOS for making new retailers by providing incentives (conveyance expenses). 3. Fos should not waste more time on old retailers which he can use for making new retailers. 4. Fos should have full knowledge of new schemes so that he can tell to the retailers. 5. Regular meeting should be arranged between TSM/RSO, distributor, FOS and retailers. 6. TSM/RSO should put more pressure on FOS for making new retailers.

49 Buddh Technical University

Gautam

CONCLUSION:It was a great experience to accomplish this project which gave us a lot of information about the AIRTELs brand image. The whole training comprises of following activities:1. Working structure of AIRTEL. 2. Getting knowledge about the AIRTEL (prepaid) products. 3. Knowledge about the rural market condition. 4. Then I come to the main point of our project i.e. of rural market, I get relevant knowledge of rural market.
5.

I had given the definite area to visit the rural market i.e. Akbarpur, Rura, Rania, Musa Nagar, Vishayakpur, Bilhaur, Mandhana, Sikandra, Pukhraiyan, Kalpi, Jalaun, Koach, Orai, Rasoolabad and Pateypur.

6. I went in the field with the excel sheet in a particular territory for doing the audit work according to my beat plan prepared by my mentor. 7. I learn the corporate culture that helps a lot in our personalities. 8. I receive many wonderful and knowledgeable suggestions and thoughts by our mentor.
9.

I came to know about how problems get solved i.e. firstly by retailer then by FOS then by distributer and lastly by TSM/RSO. also came to know about organization structure model i.e. how orders

10. I

been passed from top authority to bottom.

50 Buddh Technical University

Gautam

RECOMMENDATIONS
With almost 100 million customer base, Airtel looks ahead towards untouched layers of growing Indian telecom market. After analyzing the outcome of our project, we recommended following points to the company for increasing its Rural Market Share: 1. Sim Swapping facility should be improved because most of the time ASC face a problem in Swapping (Duplicate Sim Stock should be readily available with the Rural Sub Distributors). 2. Company should bring awareness amongst Rural Customers about the operations of Airtel Service Centre in their Community and the benefits which they can get from ASCs, through Effective Communication Medium. 3. Company should check that all ASCs charge the same amount for Sim Swapping from the customers. 4. Meeting should be held between ZSM, TSM, RSO and DISTRIBUTER at regular intervals, so as to encourage ASC for sale of New Activations and schemes. 5. Airtel should come up with more Rural Plans with low call rates. 6. Airtel should make its Customer Care Service more & more supportive for ASC as well as retailers. 7. Airtel needs to prune up its advertising campaign to increase the visibility of their brand in rural area through mobile van, hoardings, banners etc. 8. Airtel should bring plastic coated poster as it looks attractive among other companies poster. 9. Airtel should bring scented poster in market as it creates attractiveness among customers while entering the retail outlet.
51 Buddh Technical University Gautam

10. We

should daily visit the retail outlet with posters, A4sheets &shelfform should get filled by some village girls while giving some

strip and in absence of any visibility part make it paste at the outlet.
11. PEF

commission per PEF form as they filled carefully as compare to the fos and runner of the distributer and they can be focused more on the visibility of retail outlet as they get free from filling the PEF form.
12. Airtel

should make more posters available in the rural market as compare to

the new competitors. Airtel poster availability is only as compare to the new competitors and less as compared to old competitors. 13.Airtel should make more focus on selling of recharge coupons (RCV) especially (50&100 RCV) for incase when server get down. 14.Runner work should get extended rather than collection of PEF. 15.FOS should make attention for making new retailers though encourage them for this. 16.FOS should make focus on checking BHR of the retailers lapu number. TSM should

52 Buddh Technical University

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MARKET WORKING SHEET SCHE ME COM M. 1 0 1 1 1 1 1 1 1 1 1 1 1 1 1

S.NO. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 DATE-

SHOP NAME Amit mobile

LAPU NO. 993584761 5 993538693 Pal mobile 6 Swagat 993584761 mobile 6 Om 993611456 telecom 8 Harsh 993584762 medical 0 Anil book 993585199 depot 1 Vaishali 993538492 telecom 1 Diwedi 993611457 telecom 5 Ansh 800961391 telecom 1 Anandesh war 993538623 telecom 7 Nandu 993538814 mobile 3 Global 993501458 connection 2 Akash 800961394 telecom 1 Mahima 962140848 telecom 8 Maa Kalka 800961371 telecom 2

PO S 0 1 1 1 0 1 0 1 1 0 1 1 1 1 1

A4 1 1 1 1 1 1 0 0 0 1 1 1 1 0 0

STRIP 0 1 1 1 1 1 1 1 0 1 0 1 0 0 0

RC V 1 1 1 1 1 1 1 0 1 1 1 1 1 1 1

SIM 1 1 1 1 1 1 1 1 1 1 1 1 0 1 1

SUMMER SCHEME 1 0 1 1 1 1 0 1 0 1 0 1 1 1 1

8/6/10

PLACE-

Akbarpur

53 Buddh Technical University

Gautam

MARK ET

WORKI NG

SHE ET SCHE ME COM M. 1 1 1 1 1 1 1 1 1 1 1 0 1 0 1 SUMM ER SCHEM E 1 1 1 1 1 1 1 1 1 1 1 0 1 0 1

S.NO. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 DATE-

SHOP NAME Diksha mobile Rishi telecom Riya telecom New raj mobile Soni mobile shop Hemant mobile Aastha telecom Globus telecom Shri balaji telecom Taj telecom Katiyar bag Gupta kirana Jai balaji Swati mobile Shameem telecom

LAPU NO. 993627168 8 979365683 3 993517119 8 979374596 0 993532293 3 993585361 7 995669207 4 993627146 6 993585366 4 993593673 0 993627183 7 993627183 3 993627158 6 995669205 6 995669207 3

PO S 1 1 1 0 1 1 1 1 1 0 1 1 1 1 0

A4 0 1 1 1 0 1 0 0 0 1 1 1 0 1 0

STRIP 0 0 0 1 0 1 1 0 1 0 0 1 1 1 0

RCV 1 1 1 1 0 1 1 0 1 1 1 1 1 1 1

SIM 1 1 1 1 1 1 1 1 0 1 1 1 1 1 1

14/6/10

PLACE-

Sikandra
54 Buddh Technical University Gautam

Bibliography
The following information that is given in this project has been sorted from the following sources: Websites on the Internet

http://www.airtel.in http://www.airtelenterprise.com http://www.economictimes.com http://www.wikipedea.com

Books and Newspapers referred Economic Times Times of India Business Today C R Kothari Research Methodology Marketing Management Philip Kotler & Kevin Lane Keller

55 Buddh Technical University

Gautam

Survey Questionnaire
On 3G awareness in Kanpur city 1-NAME:-.. 2-AGE:-. 3-ADDRESS:-......... 4-OCCUPATION:- 5-MOBILE:-. Q-1 You are using the mobile network of which company?
(a) Airtel

(b)BSNL others(..)

(c)Vodafone

(d)

Q-2 Why are you using only that service provider?

(a) Connectivity

(b) tariff plan

(c) subsidiary plan

(d) other

Q-3 What is your opinion about Airtel Company?

(a) Very good

(b)good

(c)moderate

(d) not

good Q-4 Are you aware of new 3G services of mobile companies?

(a) Yes

(b) No

Q- 5 Do you know about Airtel 3G?

(a) Yes

(b) No

Q-6 Are you satisfy with your 3G service?

(a) Yes 56 Buddh Technical University

(b) No
Gautam

Q-7 Have you ever compared your 3G service with other service provider? (a)Yes (b) No

Q-8 Speed of your service provider? (a)high (b) moderate (c) low

Q-9 Do you face any kind of problem while using 3G services?

(a) Yes

(b) no

Q-10 Where do you face that problem ?

(a) Video calling

(b) surfing

(c) downloading

(d) other..

57 Buddh Technical University

Gautam