A

PROJECT REPORT ON
IMPROVEMENT OF SALES AND DISTRIBUTION IN RELIANCE COMMUNICATION BERHAMPUR, ORISSA.
SUBMITTED BY

SIBA PRASAD RAJGURU REG. NO- 08KA21 UNDER THE GUIDANCE OF INTERNAL GUIDE GUIDE
PROF K.MISHRRA FACULTY, KBS

EXTERRAL
Mr. SANGRAM PADHY SALES HEAD, RELIANCE

KRUPAJAL BUSINESS SCHOOL

Krupajal Business School

(Approved by All India council for Technical Education, New Delhi)

CERTIFICATE
This is to certify that Mr. SIBA PRASAD RAJGURU, Regd.no 08KA21, OF a student & of Krupajal Business IN School, Bhubaneswar has successfully completed his interim report on IMPROVEMENT SALES DISTRIBUTION RELIANCE COMMUNICATION ,BERHAMPUR,ORISSA under my guidance in partial fulfillment of PGDM program. This is an original work which he has carried out by himself and the same has not been carried out by anyone earlier. INTERNAL GUIDE Prof.Kamlesh Mishrra

Declaration
I SIBA PRASAD RAJGURU, a student of Post Graduate Diploma in Management, Krupajal Business School, Bhubaneswar, hereby declare that this project report titled IMPROVEMENT OF SALES AND DISTRIBUTION IN RELIANCE COMMUNICATIONS is a record of my own work at RELIANCE COMMUNICATION, Berhampur. This report embodies the findings based on my study, Observation and has not been submitted to any other university/institute for the award of any degree or diploma. Signature: Siba Prasad Rajguru Reg. No: 08KA21 Institute: Krupajal Business School. Place: Bhubaneswar

Acknowledgement
For helping me in providing necessary information during various stages of project thereby making it Successful.

It is a great privilege to express deep sense of gratitude and indebtedness to esteemed guidance of Mr.Sangram, Reliance Communication, Prepaid Head & Prof.Kamlesh Mishrra, faculty, Krupajal Business School Without their guidance, encouragement and inspiration this project would never have been possible. Lastly I extend my sincere thanks to all those who have helped me for the successful completion of this project. Place: Date:

CONTENTS
o o o o o o o o
o

INTRODUCTION BACKGROUND COMMUNICATION INDUSTRY INDIAN TELECOM INDUSTRY AND MAJOR PLAYERS IMPORTANT MILESTONES

SCOPE AND OPPORTUNITE INCOME OF TELECOM INDUSTRY ABOUT THE COMPANY ANIL DHIRUBHI AMBANI (ADA) AN ORGANIZATION HISTRY OF ORISSA CIRCILE ACTIVITY OF BERHAMPUR OFFICE SALES AND DISTRIBUTION PLAN TOPIC INTRODUCTION OBJECTIVE WORK DESIGN TABULATION/ANALYSIS FINDINGS LIMITATION

o o o o

CONCLUSION & SUGGESTIONS BIBLIOGRAPHY APPENDIX

CHAPTER- I

INTRODUCTION BACKGROUND COMMUNICATION INDUSTRY INDIAN TELECOM INDUSTRY AND MAJOR PLAYERS EVOLUTIONOF THE INDUSTRY IMPORTANT MILESTONES SCOPE AND OPPORTUNITE INCOME OF TELECOM INDUSTRY

INTRODUCTION
SUMMER INTERNSHIP PROGRAM (SIP) is an inseparable part of KRUPAJAL BUSINESS SCHOOL curriculum. It is very much unique and deliberately set by KRUPAJAL BUSINESS SCHOOL to let its budding managers a complete one. It helps the interns to get acquainted with the real facts of the market and to learn how to adjust with the market. It is a program by the help of which one can assess his own potential and also can take necessary actions to get into the track. It also helps the budding managers to learn how they should be in the competitive era. Moreover it is a program to brush up all the futures of KRUPAJAL BUSINESS SCHOOL and make them fit for the organizations.

INTRODUCTION TO TELECOM
Ever since the evolution of man on this earth, he wanted to communicate with his fellow human being. In that era, he used to communicate through signs and symbols. Gradually with time, he started using words and today it is through mobiles, e-mails, fax etc through which one communicates from one place to another. The word Telecom (which is an abbreviated version of ' telecommunication) in real sense refers to the Interaction & transfer of information between two distant points in space. This meaning however, has been subjected to modifications in accordance with further innovations made be the Telecom Industry.

SCENARIO OF INDIAN TELECOM INDUSTRY IN INDIA

In 1880, two telephone companies namely The Oriental Telephone Company Limited and The Anglo-Indian Telephone Company Limited approached the Government of India with the objective of establishing Telephone Exchanges across the country. Initially, the Government denied the permission as it wanted to exercise its monopoly power over the promising industry once it emerged. By the following year, it changed its decision and finally on 28th January, 1882, license was granted to The Oriental Telephone Company Limited of England for opening telephone exchanges at Kolkata, Mumbai, Chennai and Ahmedabad. The opening of exchanges was followed by further innovations and improvements in all sections of the telecom industry. However, while telephones were introduced in the major towns and cities across the country during the British period, total number of telephones in India in 1948 were merely 80,000.The

growth was negligible even after independence and the telephone was used as a status symbol by the rich despite being an extremely essential device of public utility. This sluggish rate of growth continued till 1991 when the number of telephones was 5.07 million. The period post 1975 saw resurgence in the India Telecom Market by virtue of a series of fruitful decisions initiated by the Government which included:

The separation of Department of Telecom (DOT) From Post and Telegraph (P&T) in 1975. The formation of Mahanagar Telephone Nigam Limited (MTNL) out of (DOT) to provide telecom services exclusively to Delhi and Mumbai.

In the 1990s, the telecom sector was opened up by the Government for private investment as a part of Liberalization-Privatization-Globalization Policy.

On 1/oct/2000, the Government corporative its operations wing under the name of Bharat Sanchar Nigam Limited (BSNL). To top it all, the introduction of mobile story communication is undeniably the biggest success scripted by the telecom industry.

 The Indian telecom industry is going through phenomenal growth. With 100 million installed mobile subscribers, adding four million new subscribers every month, and the cheapest mobile rates in the world at two cents per minute, it is not surprising that all the telecom vendors are vying for a piece of this action. Major new trends unseen in previous markets have emerged during the last five years. Start-ups and established vendors involved in the telecoms eco- system need to take heed and develop appropriate strategies in order to take advantage of this new highgrowth opportunity. The telecommunications industry is at the forefront of the

information age-delivering voice, data, graphics and video at ever increasing speeds and in an increasing number of ways. Whereas wire line telephone communication was once the primary service of the industry, wireless communication services and cable and satellite program distribution make up an increasing share of the industry. During the late 1990s, the telecommunications industry experienced very rapid growth and massive investment in transmission capacity. Eventually this caused supply to significantly exceed demand, resulting in much lower prices for

transmission

capacity.

The

excess

capacity

and

additional

competition led to either declining revenues or slowing revenue growth, which has led to consolidation within the industry, as many companies merged or left the industry. The largest sector of the telecommunications industry

continues to be made up of wired telecommunications carriers. Establishments in this sector mainly provide telephone service via wires and cables that connect customers premises to central offices maintained by telecommunications companies. The central offices contain switching equipment that routes content to its final destination or to another switching center that determines the most efficient route for the content to take. While voice used to be the main type of data transmitted over the wires, wired telecommunications service now includes the transmission of all types of graphic, video, and electronic data mainly over the Internet. The telecommunications industry offers steady, year-round The business environment for Indias telecommunications

employment.

industry is excellent. The government policies have encouraged

the growth, increased competition and high levels of foreign direct investment (up to 74% foreign investment is now allowed). The Indian governments goal is to provide an environment where service companies, handset manufacturers and network companies will invest in India and use India for research and development work (R&D).

The favorable business environment has attracted a number

of foreign multinational firms such as Hutchison, Vodafone, Nokia and Malaysia Telecom. In my opinion the real edge for India will be the R&D facilities being setup there which can provide innovation for next generation technologies - not only for India but for everywhere else as well.

Indian Telecom sector, like any other industrial sector in the has gone through many phases of growth and

country,

diversification. Starting from telegraphic and telephonic systems in the 19th century, the field of telephonic communication has now expanded to make use of advanced technologies like GSM, CDMA, and WLL to the great 3G Technology in mobile phones. Day by day, both the Public Players and the Private Players are putting in their resources and efforts to improve the telecommunication technology so as to give the maximum to their customers.

The telecom network in India is the fifth largest network in

the world meeting up with global standards. Presently, the Indian telecom industry is currently slated to an estimated contribution of nearly 1% to Indias GDP.

IMPORTANT MILESTONES

1851

First

operational

land

lines

were

laid

by

the

government near Calcutta (seat of British power).

1881 Telephone service introduced in India.

1883 Merger with the postal system 1923 Formation of Indian Radio Telegraph Company (IRT)

1932 Merger of ETC and IRT into the Indian Radio and Cable Communication Company (IRCC) 1947 Nationalization of all foreign telecommunication

companies to form the Posts, Telephone and Telegraph (PTT), a monopoly run by the government's Ministry of Communications 1985 Department of Telecommunications (DOT) established, an exclusive provider of domestic and long-distance service that would be its own regulator (separate from the postal system) 1986 Conversion of DOT into two wholly government-owned companies: the Videsh Sanchar Nigam Limited (VSNL) for international telecommunications.

The Indian telecom sector can be broadly classified into Fixed Line Telephony and mobile telephony. The major players of the telecom sector are experiencing a fierce competition in both the segments. The major players like BSNL, MTNL, VSNL in the fixed line and Reliance Communication, Airtel, Hutch, Idea, Tata, in the mobile segment are coming up with new tariffs and discount schemes to gain the competitive advantage. At 110.01 million connections ' Indian Telecom Industry' is the fifth largest and fastest growing in the world. Over the last 3 years, two out of every three new telephone connections were wireless. Consequently, wireless now accounts for 54.6% of the total telephone subscriber base, as compared to only 40% in 2003. Wireless subscriber growth is expected to grow at 2.5 million new subscribers every month in 2007. The wireless subscriber base skyrocketed from 33.69 million in 2004 to 62.57 million in FY 2004 -2005. The wireless technologies currently in use ' Indian Telecom Industry ' are Global System for Mobile Communications (GSM) and Code Division Multiple Access (CDMA). There are primarily 9 GSM and 5 CDMA operators

providing mobile services in 19 telecommunication circles and 4 metro cities, covering more than 2000 towns across the country. And the numbers are still growing for ' Indian Telecom Industry. Telecom Industry in India is regulated by 'Telecom Regulatory Authority of India' (TRAI). It has earned good reputation for transparency and competence. Three types of players exist in ' Telecom Industry India ' community. State owned companies like - BSNL and MTNL. Private Indian owned companies like Reliance Communication and Tata Teleservices.

Foreign invested companies like Hutchison-Essar, Bharti Tele-Ventures, Idea Cellular, BPL Mobile, Spice Communications etc.

The Indian Telecom Industry services are not confined to basic telephone but it also extends to internet, broadband (both wireless and fixed), cable TV etc.

INDIAN TELECOM STATISTIC AND MAJOR PLAYER

Total telephone subscriber Over-all Tele-density Fixed-line user base Wireless user base ( GSM+CDMA+WLL) GSM Subscribers CDMA Subscribers Monthly new additions(wire line + wireless) Monthly new addition( wireless 429.72 36.98% 37.96% 391.76 288.36 103.4 15.87% 15.64%

[Subscriber number is in million]

LEADING CELLULAR SERVICE PROVIDERS MAJOR PLAYER The leading cellular service providers have the following number of subscribers:
SERVICE PROVIDER NO.OF CDMA SUBSCRIBERS NO. OF GSM SUBSCRIBERS

RELIANCE 2.75 Crores COMMUNICATION TATA INDICOM 1.07 Crores AIRTEL AIRCEL MTNL BSNL HUTCH IDEA SPICE BPL

38.76 Lakhs Recently Lunching 3.37 Crores 48 Lakhs 24.98 Lakhs 2.44 Crores 2.44 Crores 1.3 Crores 25.56 Lakhs 10.62 Lakhs

In India major market cover by the Bharti group I.e. Airtel, after that Reliance communication is on the second position. In a PIE graph I describe it,

NUMBER OF SUBSCRIBERS
SPICE 14% BPL 7% RELIANCE 22%
RELIANCE AIRTEL BSNL IDEA TATA VODAPHONE MTNL HUTCH BPL SPICE

HUTCH

2%

MTNL 1%

VODAPHONE 7%

1% TATA IDEA
1%

AIRTEL 24% BSNL 17%

In communication market Airtel capture 24% of share at the same time Reliance communication have a market share 22 %. Reliance communication faces major competitions from the Airtel and the other service providers. In a recent survey shows the Indian telecom statistics.

SCOPE OF TELECOM INDUSTRY

The telecom industry is growing at a great pace and the growth rate is expected to double with every passing year. There are many new developments in the telecomm sector, including the ingress of 3G technology that the Indian market is at witnessing present. Public and Private Players 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.

OPPORTUNITIES IN INDIA

In the past 3 years has been surveyed by Indian Ministry of Communications and Information Technology in New Delhi very recently. The telecom sector is one of the leading contributors to India's flourishing economy. According to the report presented by taking into account the statement of Indian Ministry of Communications and Information Technology, the telecom opportunities in India has been growing by 20 to 40 % every year since past 3 years.

The telecom services in India have been recognized as a world-class tool for the socio-economic development in India. India is known to rank fourth in the telecom industry in Asia after China, Japan, and South Korea and the telecom network in India is known to stand in the eighth position across the globe and second among the emerging economies. The world average percentage for the telecom industry as against the Indian average is 7.5 times while the Asian average against the same was 4.5 times. The current market range of the telecommunication industry in India has been estimated to USD 8 billion and this is expected to undergo an accretion by the end of 2012. The growth witnessed by the telecom market in India has increased the number of opportunities for the industry and this has been fueled by the growing mobile sector, which has attained the consumer level of 10 million by the end of December 2002 that was almost 100 percent in the year. Telecommunication Sector Opportunities in India assures a transparent, safe, and secured ambiance for the telecom market. Around 300 million population of highly consumable middle-class status that is advantageous for the industry surrounds the telecom sector in India. This is because, in

some of the Indian that possess land line telephones can be substituted by mobile phones that is very unlike the developed countries. Therefore, it adds up to the growth in mobile sector in Indian telecom industry.

Few more Telecommunication Sector Opportunities in India include introduction of Internet telephony services, privatization of VSNL, and introduction of a number of international long distance services sector. The opportunities in the Indian telecom sector is increasing at a massive pace with the introduction of newer and innovative schemes in various sectors and at present the telecom sector in India is claimed to be one of the major contributors in India's flourishing economy.

INCOME OF INDIAN TELECOM INDUSTRY

The Indian telecom sector continued its robust growth with the wireless market growing at 9.91 percent and churning revenues worth Rs.371 billion (Rs.37196 crore) for the second quarter ending September, an official agency said. A total of 28.44 million subscribers were added in this quarter, the Telecom Regulatory Authority of India (TRAI) said in a statement. The

adjusted gross revenue (AGR) for the quarter is placed at Rs.273 billion (Rs.27, 357 crore) as against Rs.26, 990 crore (Rs.269 billion) for the previous quarter, thereby showing an increase of 1.36 percent. The total subscriber base of the wire line and wireless services reached 353.66 million for the quarter ending September as against 325.79 million for the quarter ending June, thus registering an increase of 8.55 percent during the quarter. However, the average revenue per user (ARPU) for GSM subscribers, all India segment, decreased 7.53 percent from Rs.239 in June to Rs.221 in September. The second quarter also witnessed a spurt in number of free-toair (FTA) and pay channels being carried by the cable networks for television. Currently, there are 161 FTA channels and 129 pay channels as reported by 19 broadcasters/their distributors at the quarter ending September. However, no new private FM radio station came into operation in the quarter under review, TRAI said. Also, no direct-to-home (DTH) license was issued.

Though the telecom industry saw various ups and downs, the sector witnessed international investor community betting on the Indian market. The Indian telecom sector can be broadly classified into Fixed Line Telephony and mobile telephony. The major players of the telecom sector are experiencing a fierce competition in both the segments. The major players like BSNL, MTNL, VSNL in the fixed line and Airtel, Hutch, Idea, Tata, Reliance in the mobile segment are coming up with new tariffs and discount schemes to gain the competitive advantage. The Public Players and the Private Players share the fixed line and the mobile segments. Currently the

Public Players have more than 60% of the market share.

PRIVATE PLAYER 62% PUBLIC PLAYER 38%

PUBLIC PLAYER PRIVATE PLAYER

ABOUT THE COMPANY

[RELIANCE ANIL DHIRUBHAI AMBANI GROUP OF COMPANYS. (ADA)]

The Reliance Group, founded by Dhirubhai H. Ambani (19322002), is India's largest private sector enterprise, with businesses in the energy and materials value chain. Group's annual revenues are in excess of US$ 30 billion. The flagship company, Reliance Industries Limited, is a Fortune Global 500 company and is the largest private sector company in India.

Reliance Communications Limited. Reliance Capital Limited. Reliance Power. Reliance Health. Reliance Energy Limited. Reliance entertainment.

RELIANCE COMMUNICATIONS Reliance Communications Limited founded by the late Shri Dhirubhai H Ambani (1932-2002) is the flagship company of the Reliance Anil Dhirubhai Ambani Group. The Reliance Anil Dhirubhai Ambani Group currently has a net worth in excess of Rs. 63,000 crore (US$ 14 billion), cash flows of Rs. 12,000 crore

(US$ 3 billion), net profit of Rs. 8,000 crore (US$ 2 billion) and zero net debt. Reliance Communications is one of India's largest providers of integrated communications services. With more than 48 million customers, the company serves consumers and enterprises with a digital network supporting voice, data, and video. Its fixed and wireless communications voice, It services include domestic and and international Internet also access, messaging, wholesale

videoconferencing.

provides

capacity,

infrastructure, and managed enterprise services through its Reliance Global COM division. Reliance Communications is part of the Reliance - Anil Dhirubhai Ambani Group. Reliance Communications is India's foremost and truly integrated telecommunications service provider. The Company, with a customer base of around 71 million including over 2 million individual overseas retail customers, ranks among the Top 10 Telecom companies in the world by number of customers in a single country. Reliance Communications corporate clientele includes 2,100 Indian and multinational corporations, and over 800 global, regional and domestic carriers.

Reliance Communications has established a pan-India, next generation, integrated (wireless GSM & CDMA Both ) and wire line ), convergent (voice, data and video) digital network that is capable of supporting best-of-class services spanning the entire communications value chain, covering over 20,000 towns and 450,000 villages. Reliance Communications owns and operates the world's largest next generation IP enabled connectivity infrastructure, comprising over 175,000 kilometers of fiber optic cable systems in India, USA, Europe, Middle East and the Asia Pacific region. RELIANCE CAPITAL Reliance Capital is one of Indias leading and fastest growing private sector financial services companies, and ranks among the top 3 private sector financial services and banking companies, in terms of net worth. The company has interests in asset management and mutual funds, life and general insurance, private equity and proprietary investments, stock broking and other activities in financial services. RELIANCE ENERGY
.Reliance

Energy Limited, incorporated in 1929, is a fully

integrated utility engaged in the generation, transmission and

distribution of electricity. It ranks among Indias top listed private companies on all major financial parameters, including assets, sales, profits and market capitalization. RELIANCE HEALTH In a country where healthcare is fast becoming a booming industry, Reliance Health is a focused healthcare services company enabling the provision of solution to Indians, at affordable prices. Reliance Health aims at revolutionizing healthcare in India by enabling a healthcare environment that is both affordable and accessable through partnerships with government and private businesses. RELIANCE ENTERTAINMENT Reliance Anil Dhirubhai Ambani Groups vision of assuming a position of leadership in communications, media and entertainment, Reliance Entertainment is geared to create a significant presence in businesses across various vectors of content, Introduce services Big TV and platforms service for in distribution. the market. Reliance Reliance (DTH)

Entertainment has made an entry into the FM Radio having won 45 stations in the recent bidding, BIG 92.7 FM is already Indias largest private FM radio network with 12 radio stations across the country.

COMPANY LOGO

ABOUT COLOUR RELIANCE BLUE RELIANCE RED

BLUE Blue represents stability, confidence, optimism & above all integrity. RED Red represents energy, passion & determination

HISTORY OF ORISSA CIRCILE

About Reliance Telecom (ORISSA) Reliance Telecom Limited (RTL) is a wholly-owned subsidiary of the Reliance Communication Limited, a member of Reliance ADA Group. Reliance ADA Groups flagship company. Reliance Telecom Limited (RTL) began operations in 1997-98. It provides GSM based Mobility services, Value Added Services & Applications in 8 telecom circles covering 15 Indian states. The states covered are Assam, Arunachal Pradesh, Bihar, Chhattisgarh, Himachal Pradesh, Jharkhand, MadhyaPradesh, Manipur, Meghalaya, Mizoram, Nagaland, Orissa, Sikkim, Tripura and West Bengal (including Metro city Kolkata). RTL has undertaken a major expansion and increased its coverage to 6,300 towns. This has enabled RTL to significantly scale up subscriber base to 11.5 million as of March 31, 2009. RTL is in the process of further expanding its coverage to 12,000 towns under its licensed areas. RTLs Business has been further strengthened and complimented by its parent companys GSM expansion to remaining 14 Circles across various Indian states. Parent companys rapid and successful ramp up in GSM based Mobile services has provided

an added advantage to RTL of a bigger in-house ecosystem. This has enabled RTL to serve Customers with enhanced domestic roaming and VAS services. Reliance Communications, Orissas first and only telecom service provider offering CDMA and GSM mobile services. Reliance Communications is the 2nd largest mobile service provider in Orissa, with a combined base of over 21 Lakhs subscribers. ORISSA DATA ON (MAY 2009) Reliance Telecommunication BSNL AIRTEL VODAPHONE IDEA TATA DISHNET WIRELES 1393525 1539364 3253456 572757 100237 120032 990903

(4.87 % MONTHLY GROWTH) After searching the secondary data of Orissa telecom I find that, Reliance Communication face major competition from the Airtel. Airtel capture 29% of the market at the same time Reliance communication cover 27% of the market share. Other competitors are available in the market like BSNL, Vodaphone,

TATA I 3 RELIANCE CDMA 6% IDEA 4%

Aircel, Idea, Tata etc.

AIRCEL 7%

VODAPHONE 9%

ACTIVITY OF BERHAMPUR OFFICE

(1) Recharge voucher and Sim cards come from Bhubaneswar to Berhampur office. (2) Supply as per the order placed by the sub distributor. (3) After sales service. (4) In regular intervals company persons meet customer and retailer to know their requirements & accordingly improvement is made.

REGISTERED OFFICE H.Block, 1st floor Dhirubhai Ambani Knowledge Cit Navi Mumbai Phone: 022-30386010/6286 Fax: 30376622

INTRODUCTION TO THE TOPIC

The topic assigned to me was IMPROVEMENT OF SALES AND DISTRIBUTION OF RELIANCE COMMUNICATION in

Berhampur .Sales and Distribution is the major part for any business organization. So we will survey about the entire distributor plan and collect data from them based on how they will satisfy the retailer and distributors? At the same time how they will fulfill their sales target and how they can easily distribute their products to the customers. What is Sales? Selling is preoccupied with the sellers need to convert his product into cash. What is Distribution? Distribution building a planned, professionally managed, vertical marketing system that meets the needs of both manufacturer and distributors.

OBJECTIVE OF THE TRAINING

1. To know about the Reliance communications distributions

plan in Berhampur. 2. 3. 4. Fine out Key retail outlets. Reliance distributions Vs. other telecom companies. To find out the satisfaction level of retailer from Reliance

Communication compared to other service providers.

TARGETS/TASKS
Reliance communications has given a target of generating business for the company within a specific period. The tasks assigned by the company guide are:

To make acquisition of prepaid connections. To make data sourcing. To do survey on counter/outlet and gather feedback in area in Berhampur, Chatrapur, Ganjam, Humma,

different

Narendrapur etc. ACQUSITIONS OF PREPAID CCONNECTIONS

We have given a time bound target of generating 200

Reliance GSM Prepaid connections within one & half month. This target was again broken into weekly targets. We need to give 10 Reliance GSM Prepaid connections per day. For that I was given a task of doing 4 to 5 counter visits every day. 1. 2. 3. Sales 200 SIM card. Collect data base of 100 retail outlet. Sales Rs 50,000 thousand recharge vouchers in the

market.

DISTRIBUTION PLAN OF BERHAMPUR OFFICCE

COMPANY
ZONE-1 ZONE-2 ZONE-3

DISTRIBUTOR POINT SUB DISTRIBUTOR R RETAILER POINT CUSTOMER

SECONDARY DATA SOURCE

BEAT PLAN OF BERHAMPUR OFFICE(WEEKLY)

Total counter Total sales person One counter Per day work One week Calculate Weekly work Total work in a week Per day counter visit = 450 =3 = hr (max) = 8 hr = 6 day (exp sun) = 450/3=150 Counter = 150 counter*30 minute= 45hr.00min = 8 hr*6 day=48 hr. (SECONDARY DATA SOURCES) = 16 counters.

STRATEGIES
To achieve the target easily I broke the whole target into weekly. For sealing of 200 Pre Paid connections and 50,000 recharge voucher I used to follow the steps: 1. Find out prospective out-let. 2. Collect addresses from the office given data.

Take the appointment from the owner of the counter. Meet them as per the time given by them. I have done 4 to 5 counter per day to convince for sealing

Reliance pre paid connection. Before I start my day I keep the following thing in my mind. 1. Right person-Right place-Right time. 2. Introducing myself to the counter at the same time his customer. 3. Requirement analysis. 4. Prospecting. 5. Convincing.

WORK DESIGN AND DATA SOURCES

For the first objectives I personally talked to sales manager For my second objective I preferred to select the counter

and collected data related to distribution plan. which sales more than 50 SIM card per month and at the same time sales the recharge vouchers per month above Rs 60,000 thousands. To help my work the company guide over 100 regular counters they send me to 60 counters to collect data. Prepare an appropriate questionnaire to collect information related to Reliance sales and distribution compare to other organizations. (The questionnaires were enclosed in the Appendix). In my primary data which I collected from the Berhampur market through questionnaires (from the retailer) I found that Airtel is first choice of the retailers and customers also. Because Airtel works on a well designed distribution plan, always ready to help distributors, retailer and the customers as well. If we look at their sales, companys product are unique, distribution plan is well managed and advanced in technical and man power, E.g. Easy

recharge is a latest technique which first introduce by Airtel

Company in the Orissa market. With out any paper voucher we recharge our mobile account through a special SIM which is

easily available in retail outlet and the companys salesman touches every counter every day. Reliance Communication is facing major competition from the Airtel in Berhampur market. What I came to know after doing my survey. In Orissa Reliance is the first company which launched

mobile services and captured a major market. But when Airtel introduced his service company capture major market share in Orissa. To find our key retail outlet I was taking a procedure i.e. In Berhampur total customer is of Reliance =61 thousands Total counter is =430 Covered by me = 60 out of 100. For finding our Key retail outlet it totally depends on the sim activation. After my primary data survey a gradation to all the counter like,(SIM activation in month) More then 50 SIM i.e. (A), More then 30 SIM i.e. (B),

More then 20 SIM i.e. (C), More then 6 SIM Others are SIM i.e. (D), (E).

After survey of 61 counters in category (A), I found that Satya mobile, Taratarini verity store, Shree Krishna mobile, Panda mobile , Rashmi computer, Timex are the key retail out let who sales more then 50 sim cards in a month.

Then I came to revenue part, (Selling voucher in a month) More then 1, 00,000 i.e. (A), More than More than More than Others are 50,000 i.e. (B), 25,000 i.e. (C), 5,000 i.e. (D), (E).

in revenue key retail outlets are

who create more revenue for the Reliance communication.

TABULATION (COUNTER WISE SIM ACTIVATION)

RTL MARKET SHARE

RETAILER
SATYAM MOBILE TARATARINI VERITY STORE SRI KRISH0 MOBILES 0NDA COMPUTERS RASHMI MOBILE KWALITY GENERAL STORE TIMEX PRAKESH PANSHOP PUSPA COMMUNICATION OM VARIETY STORE RENKU MOBILE SAGARIKA PAY PHONE PAYAL STUDIO PANDA FANCY MAA 0RAYANI SRIKANTA XEROX SABAT XEROX TARATARINI XEROX MAHIMA COMMUNICATION BABU & BABU COMMUNICATION S.KUMAR & S.KUMAR SANTOSHI TELECOME BOBBY GIFT HOUSE SAII GANESH TELECOM CHAKADOLA ELECTRONICS SHREE GANESH MOBILE FRIENDS BOOKS AND ELECTRIC SUSANTA STD RABI STD SHREESAI CD PARLOUR CELL FRESH SAI TELECOM SANTOSH TRADERS DURGA MOBICARE CHAMUNDI COMMUNICATION MATRUSHAKTI COMMUNICATION RATH COMMUNICATION DHREEN COMMUNICATION GANESH GFT HOUSE GIRIJA VARIETY STORE ANURADH WATCH CENTER BI0YAK TRADERS PANDA TIMES LUCKY COMMUNICATION DALAI GENERAL STORE SAHU TELECOM

RTC GSM
60 100 65 70 60 60 90 70 50 30 40 40 40 30 35 50 30 50 20 15 10 15 22 15 20 15 10 25 10 15 20 10 15 10 20 15 10 10 15 20 25 0 0 0 0 0

TOTAL GSM
400 230 213 272 207 190 360 240 250 176 92 350 150 210 119 230 136 190 465 70 145 113 102 78 73 150 69 130 105 38 98 80 67 44 90 65 60 25 85 115 240 0 0 24 0 0 15.00 43.48 30.52 25.74 28.99 31.58 25.00 29.17 20.00 17.05 43.48 11.43 26.67 14.29 29.41 21.74 22.06 26.32 4.30 21.43 6.90 13.27 21.57 19.23 27.40 10.00 14.49 19.23 9.52 39.47 20.41 12.50 22.39 22.73 22.22 23.08 16.67 40.00 17.65 17.39 10.42 0 0 0 0 0

GRADE
A A A A A A A A B C B B B C B B C B D D D D C D D D D C D D D D D D D D D D D D C E E E E E

ACTIVATION ACTIVATION

MAA TARARININI TEA STALL BABULA PAN SHOP SATYA MEDICAL STORE SHARP COPY UTAKAL NOTE BOOKS KANHA DRUG SIRIDI SAI TELECOM N.N.COMMUNICATION JAGA TOUR AND TRAVELS SUNIAL ENTERPRISE MEE0KHI COMMUNICATION SAHU TELECOM TOTAL

0 0 0 5 5 5 5 5 5 5 3 3 1373

0 0 0 82 106 44 94 67 27 60 102 13 7141

0 0 0 6.10 4.72 11.36 5.32 7.46 18.52 8.33 2.94 23.08 19.23

E E E E E E E E E E E E

Show in graph format,

Total sim activation in 61 counter = Reliance sim activation Reliance capture the market = =

7141 1373 19.23 %

TO TA L GS

It shows that Reliance has some problem in their sales and distribution plan so company capture only 19.23 % in the total market.

TOTAL GSM ACTIVATION, 7141

COUNTER WISE SURVEY : (REVENUE GENERATION)

RETAILER
SATYAM MOBILE TARATARINI VERITY STORE SRI KRISH0 MOBILES 0NDA COMPUTERS RASHMI MOBILE KWALITY GENERAL STORE TIMEX PRAKESH PANSHOP PUSPA COMMUNICATION OM VARIETY STORE RENKU MOBILE SAGARIKA PAY PHONE PAYAL STUDIO PANDA FANCY MAA 0RAYANI SRIKANTA XEROX SABAT XEROX TARATARINI XEROX MAHIMA COMMUNICATION BABU & BABU COMMUNICATION S.KUMAR & S.KUMAR SANTOSHI TELECOME BOBBY GIFT HOUSE SAII GANESH TELECOM CHAKADOLA ELECTRONICS SHREE GANESH MOBILE FRIENDS BOOKS AND ELECTR SUSANTA STD RABI STD SHREESAI CD PARLOUR CELL FRESH SAI TELECOM SANTOSH TRADERS DURGA MOBICARE CHAMUNDI COMMUNICATION MATRUSHAKTI COMMU RATH COMMUNICATION DHREEN COMMUNICATION GANESH GFT HOUSE GIRIJA VARIETY STORE ANURADH WATCH CENTER BI0YAK TRADERS PANDA TIMES LUCKY COMMUNICATION

RELIANCE
150,000 150,000 120,000 80,000 100,000 200,000 180,000 130,000 100,000 30,000 60,000 100,000 20,000 120,000 100,000 100,000 30,000 150,000 50,000 12,000 30,000 30,000 30,000 30,000 20,000 30,000 0 40,000 20,000 10,000 15,000 70,000 5,000 40,000 30,000 15,000 30,000 20,000 25,000 30,000 65,000 20,000 10,000 7,000

TOTAL
395,000 355,000 349,000 392,400 335,000 358,000 550,000 324,000 310,000 115,000 190,000 485,000 80,000 440,000 380,000 425,000 146,000 465,000 176,000 39,000 198,000 125,000 230,000 195,000 80,000 302,000 35,000 180,000 96,000 41,000 90,002 205,000 13,000 184,000 102,000 54,000 95,000 74,000 84,000 110,000 166,000 170,001 75,000 105,000

% OF RC
37.97 42.25 34.38 20.39 29.85 55.87 32.73 40.12 32.26 26.09 31.58 20.62 25.00 27.27 26.32 23.53 20.55 32.26 28.41 30.77 15.15 24.00 13.04 15.38 25.00 9.93 0.00 22.22 20.83 24.39 16.67 34.15 38.46 21.74 29.41 27.78 31.58 27.03 29.76 27.27 39.16 11.76 13.33 6.67

GRADE
A A A B B A A A B C B B D A B B C A C D C C C C D C E C D D D B E C C D C D D C B D D D

DALAI GENERAL STORE SAHU TELECOM MAA TARARININI TEAS STALL BABULA PAN SHOP SATYA MEDICAL STORE SHARP COPY UTAKAL NOTE BOOKS KANHA DRUG SIRIDI SAI TELECOM N.N.COMMUNICATION JAGA TOUR AND TRAVELS SUNIAL ENTERPRISE MEE0KHI COMMUNICATION SAHU TELECOM TOTAL

15,000 10,000 5,000 0 30,000 30,000 20,000 25,000 30,000 15,000 25,000 20,000 35,000 10,000 2,874,000

86,000 47,000 15,000 5,000 79,000 195,000 99,000 105,000 185,000 74,000 81,000 25,000 270,000 45,000 10,629,403

17.44 21.28 33.33 0.00 37.97 15.38 20.20 23.81 16.22 20.27 30.86 80.00 12.96 22.22 27.04

D D E E C C D D C D D D C D

(Revenue in Lakhs) In the revenue part company have the same problem face in the market.

In the revenue part company have the same problem face in the market.

3,500,000 3,080,000 3,000,000 2,874,000 2,500,000

REVENUE
RELIANCE GSM AIRTEL BSNL VODAPHONE AIRCEL IDEA RELIANCE CDMA TATA INDICOM VERGIN

2,000,000 1,594,000 1,500,000 920,000 706,000 500,000 0 686,000 TATA

1,000,000

418,401

351,002 0

VO

D A

CE N A LI E R M GS

N E

AIRTEL BSNL

PH

AIRCEL IDEA RELIANCE CDMA

VERGIN

FINDINGS
From the fitment survey that has been carried away in one big grown market of Orissa i.e. Berhampur. The following findings can be drawn out. MARKET POTENTIAL 1. Market potential of total SIM activation in the Berhampur The Company is selling only 1373 i.e. 19.23% of total SIM activation.
2.

(based on survey data) is 7141 per month.

Market

potential

of

total

recharge

voucher

is

Rs.

10,629,403 in Lakhs. But the company is selling only Rs 2,874,000 Lakhs Paper voucher and easy recharge in the market which 27.04 % of total selling. 3. When I collected data from the market I found that the mismanagement of sales activity and some major problem in distribution plan held in the Berhampur distributor office. So the

LIMITATIONS OF THE STUDY

1. To collect the data from all the owner of retail outlet of

Berhampur in a short span of time was very difficult. 2. Some owner could not understand the point of the

questionnaires so their answers were confusing. 3. Some owners have given opinion only about the highest

sales of his counter. 4. Some of them dont understand the questionnaires and

simply say we cant say anything. 5. Major counters do not feel comfortable to disclose there

sales figure and some counters owners could not get much time to answer my questions. 6. 7.
8.

As we are fresh to the market it took little bit time to Mobile phone market in BERHAMPUR is almost saturated. The sales executives of RELIANCE COMMUNICATION have

generate leads.

already captured the market so Retailer is not accepting us.

9.

Now days in Reliance Communication have some problem like Network, in Easy Recharge, and the percentage what company gives to the retailer is less to compare to other competitors. business. So retailers need more percentage in

SUGGESTION & CONCLUSION

1.

Human Resource should be strengthened as per the market

need. i.e some more sales persons must be appointed who can touch the retailers on the daily basis. 2. The company must give more emphasis to distribution part

of the Berhampur market. 3. Company should give more incentive to the retailer

because the competitors are offering more. 4. Quality of service to the customer and the retailer should

be maintained by the company.

5.

In my point of view after analyzing the primary data and

secondary data I suggested a new beat plan to the Berhampur office i.e. Total Counters Total Sales man One S.P can visit = 450 =5 =450/5=90 counters

Per one counters max Per day work In a week Total working hour week Let one S.P visit per day One S.P visit in a week

= 15 minutes = 8 hr. = 6 days (exp sun) = 48 hr = 32 counters = 32*6= 192 counters

Five S.P visit total cou. In a week =192*5= 960 counters Five S.P visit total counter in a day= 32*5=160 counters Total counters =450

They can cover 450 counters in 3 days. In next 3 days they can get 3 days more to visit once another time to the retail outlet and fulfill the demand of the customer.

BIBLIOGRAPHY
1.
2. 3. 4.

MARKETING MANAGEMENT- PHILIP KOTLER www.reliancecommunication.com www.indiancellular.com www.phoneworld.com

QUESTIONNAIRE

1 2

RETAILER NAME : ADDRESS:

CONTACT PERSON:

GENDER:

M/F

DATE OF BIRTH:

MARRIED:

YES/N O

IF YES DATE

BUSINESS DETAIL: SL.NO 1 2 3 4 5 6 7 8 9 COMPANY NAME RELIANCE GSM AIRTEL VODAPHONE AIRCEL BSNL IDEA RELIANCE CDMA TATA INDICOM VERGIN AVG ACTIVATION AVG REVINEW BEAT FREQUENCY EASY NUMBE R

BEST SERVICE PROVIDER

ANY SUGGESATION:

THANKS & REGARD SIBA PRASAD RAJGURU R.NO-08KA21,PGDM KRUPAJAL BUSINESS SCHOOL BHUBANESWAR

RETAILER SEAL & SIGNATURE