1.2 HISTORY
In 1984, Sunil Mittal started assembling push-button phones in India, which he earlier used to
import from a Taiwan company, Kingtel, replacing the old fashioned, bulky rotary phones that
were in use in the country then. Bharti Telecom Limited (BTL) was incorporated and entered
into a technical tie up with Siemens AG of Germany for manufacture of electronic push button
phones. By the early 1990s, Bharti was making fax machines, cordless phones and other telecom
gear.] He named his first push-button phones as 'Mitbrau'.
In 1992, he successfully bid for one of the four mobile phone network licences auctioned in
India. One of the conditions for the Delhi cellular license was that the bidder have some
experience as a telecom operator. So, Mittal clinched a deal with the French telecom
group Vivendi. He was one of the first Indian entrepreneurs to identify the mobile telecom
business as a major growth area. His plans were finally approved by the Government in 1994 and
he launched services in Delhi in 1995, when Bharti Cellular Limited (BCL) was formed to offer
cellular services under the brand name AirTel. Within a few years Bharti became the first
telecom company to cross the 2-million mobile subscriber mark. Bharti also brought down the
STD/ISD cellular rates in India under brand name 'Indiaone'.
In 1999, Bharti Enterprises acquired control of JT Holdings, and extended cellular operations to
Karnataka and Andhra Pradesh. In 2000, Bharti acquired control of Skycell Communications, in
Chennai. In 2001, the company acquired control of Spice Cell in Calcutta. Bharti Enterprises
went public in 2002, and the company was listed on Bombay Stock Exchange and National
Stock Exchange of India. In 2003, the cellular phone operations were rebranded under the single
Airtel brand. In 2004, Bharti acquired control of Hexacom and entered Rajasthan. In 2005,
Bharti extended its network to Andaman and Nicobar. This expansion allowed it to offer voice
services all across India.
companies agreed to discuss the potential transaction exclusively by 31 July 2009. Talks
eventually ended without agreement, some sources stating that this was due to opposition from
the South African government.[18]
1.3ORGANISATION STRUCTUE
Airtel's initial corporate structure concentrated on the hierarchy of the operations inside the
company as a whole. The structure depicted the corresponding operation/region of different incharges and it didn't hold anyone responsible for each of its services. So, the company found it
better to restructure its corporate hierarchy. The transformed organisational structure has two
distinct Customer Business Units (CBU) with clear focus on B2C (Business to Customer)
and B2B(Business to Business) segments. Bharti Airtel's B2C business unit will
comprehensively service the retail consumers,
1.5 Rebranding
were rebranded to 'airtel'. Sri Lanka followed on 28 November 2010 and on 20 December 2010,
Warid Telecom rebranded to 'airtel' in Bangladesh.
1.6 Sponsorship
On 9 May 2009 Airtel signed a major deal with Manchester United. As a result of the deal, Airtel
gets the rights to broadcast the matches played by the team to its customers.
Bharti Airtel signed a five-year deal with ESPN Star Sports to become the title sponsor of
the Champions League Twenty20cricket tournament. But now the deal is terminated
and Karbonn Mobiles is sponsoring Champions League Twenty20cricket.
Airtel, also signed a deal to be title sponsor the inaugural Formula One Indian Grand Prix during
the 2011 season.[57]
Airtel, signed a deal to be title sponsor the I-League for 201314 I-League.
Bangladesh
Site
Airtel
Bangladesh
Remarks
Airtel Bangladesh had about
8 million customers as on Sep
2013.[24]
Airtel Burkina Faso is the
Burkina Faso
Airtel
Burkina
1,433,000 customers
Faso
Chad
Airtel Chad
Airtel Gabon
stood at 61%.
Airtel Ghana had about
Ghana
Airtel Ghana
India
Airtel
Kenya
Airtel Kenya
Madagascar
Airtel
Madagascar
Malawi
Airtel
Malawi
Niger
Airtel Niger
Nigeria
Rwanda
Seychelles
Airtel
Nigeria
Airtel Congo
B
Airtel
Rwanda
Airtel
comprehensive
telecommunications services
Seychelles
Sierra Leone
Airtel Sierra
Leone
Airtel Sri Lanka commenced
Sri Lanka
Airtel Sri
Lanka
Tanzania
Uganda
Zambia
Airtel
Tanzania
Airtel
Uganda
Airtel
Zambia
Airtel Jersey
and
Guernsey
Jersey and Guernsey are British Crown Dependencies. They are not independent countries.
Therefore, Airtel's countries of operation is considered to be 20.
1.9 Telemedia
Airtel Broadband Blocking TPB
Under the Telemedia segment, Airtel provides broadband internet access through DSL, internet
leased lines as well as MPLS (multiprotocol label switching) solutions, as well as IPTV and
fixed line telephone services. Until 18 September 2004, Bharti provided fixed line telephony and
broadband services under the Touchtel brand. Bharti now provides all telecom services including
fixed line services under a common brand airtel. As of September 2012, Airtel provides
Telemedia services to 3.3 million customers in 87 cities. As on 30 November 2012, Airtel had
1.39 million broadband subscribers.
Airtel Broadband provides broadband and IPTV services. Airtel provides both capped as well as
unlimited download plans. However, Airtel's unlimited plans are subject to free usage policy
(FUP), which reduces speed after the customer crosses a certain data usage limit. In some plans,
Airtel provides only 256kbit/s beyond FUP, which is lower than the TRAI specified limit of half
the subscriber's original speed. The maximum speed available for home users is 16Mbit/s.
In May 2012, Airtel Broadband and some other Indian ISPs temporarily blocked file sharing
websites such as vimeo.com megavideo.com, thepiratebay.se etc. with out giving any legal
information to the customers.
Digital television
Main article: Airtel digital TV
The Digital TV business provides Direct-to-Home (DTH) TV services across India under the
brand name Airtel digital TV. It started services on 9 October 2008 and had about 7.9 million
customers at the end of December 2012.
Enterprise
The Enterprise business provides end-to-end telecom solutions to corporate customers and
national and international long-distance services to telcos through its nationwide fibre optic
backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and international
bandwidth access through the gateways and landing stations. It has two sections under it.
Mobile data service
The different services under mobile data are BlackBerry services, a web-enabled mobile email
solution working on 'Push Technology', USB modem that helps in getting instant access to
Internet and corporate applications, Airtel Data Card that gives the liberty to access the internet
anytime, Easy Mail is a platform that provides access to personal/corporate e-mails independent
of handset operating system and application services that shorten the queues at the billing
section, off-load the pressure on the billing staff and bring convenience to the user.
Enterprise business solutions
There are two kind of solutions offered by Airtel. One is GPRS Based Solutions like mobile
applications tools for enterprise, TrackMate, automatic meter reading solutions etc. and the other
is SMS Based Solutions like interactive sms, bulk sms, inbound call center solutions.
All partners with a bussiness relationship with bharti airtel shall comply with the highest level of
integrity and ethical practices.
The partners will provide all possible assistance to bharti airtel in order to investigate any
possible instances of unethical behavior or business conduct violations by its employee. Partner
will disclose forthwith any breach of these provisions that comes to their knowledge to allow for
timely action in their prevention and detection.
Partners will adopt appropriate processes to prevent offering any illegal gratification in the form
of bribes or kickbacks either in cash or in kind in the course of all dealings with us. Any
instances of such violations will be viewed in a serious manner and bharti airtel reserves the right
to take all appropriate actions or remedies as may be required under the circumstances.
All partners are required to confirm their compliance to ethical dealings on an annual basis by
signing a certificate to this effect as per bharti airtel's standard annual certificate.
Ch2
Industrial analysis
1 year
Revenue
12.27%
Net Income
22%
EPS Basic
17%
If Sales Revenue shows a moderate or stable growth while EPS shows an explosive growth, it
could possibly be due to accounting manipulation.
Retained Earnings
Retained Earnings Growth is the percent increase / decrease of a company's retained net income
or reserves/surplus over time. A company can use retained earnings to maintain current
operations, or to invest in new ventures. Generally speaking, retained earnings growth is
accompanied by subsequent increases in sales and profitability.
Dividend Growth Bharti Airtel Ltd.Upgrade Membership to see 10 year Growth Rate trend
chart.\A company paying dividends is generally a good sign. Well established companies offer
dividends back to its shareholders while high growth companies usually do not pay dividends
since they reinvest the profits back in the business. If a dividend paying company stops paying
dividends then that is a big red flag. Dividend per share is better metric compared to looking at
just the dividends because DPS takes into account the number of shares as well.
Accounts Receivable & Inventory Growth
Watch the Accounts (trade) Receivables (aka Sundry Debtors) and Inventory columns closely. A
company can get into serious trouble very quickly if it's customers are not paying the bills or if
its inventory is piling up in warehouses. If Recievables are growing much faster than sales, it
usually means that the company is having trouble collecting money from customers. More
inventory on the balance sheet means the company is having trouble delivering goods to
customers.
An increase of receivables and inventory above 50% is usually not a good sign and needs to be
investigated further.
Days Sales Outstanding or DSO is also known as "average collection period and receivable
days". It's a measure of the average time it takes to collect the cash from sales, in simple words,
how fast customers pay their bill. DSO does tend to vary a good deal by industry sector.
A high DSO may be a red flag, which suggests that customers aren't paying their bills in a timely
fashion. Maybe the customers themselves are in financial trouble or maybe the company's
operations and financial management are poor. If the DSO is rising rapidly, you should know
why.
Bharti Airtel, Vodafone and Idea Cellular entered into an agreement to offer 3G services across
the country.
The DoT is preparing separate notices for Vodafone and Idea Cellular in this regard and courts
final judgment will impact these players as well.
This was necessitated because none of these players had won pan-India spectrum individually.
This deal that they struck is called an intra-circle roaming agreement.
2 When taking a new connection Airtel will serve to our doorstep but when requesting for
disconnection they will not even take the request and will keep on generating bills and will send
huge bills followed by calls from their legal dept.
This is not a case with only one person but when we visit any Airtel office, we find many such
innocent persons standing in queue facing the same issue.
Here is the issue that I am facing recently:
There has been a issue with a broadband connection where it is expected from Airtel that I am
supposed to pay total amount of Rs. 4234 /- whereas I stopped using Airtel connection since
October 2012. I raised a request on 29th September (Communication number
#120912001396)for the same but no action was taken from Airtel.
Further this connection was not used by me and after few days the line itself was disconnected
but Bill was still generated by Airtel. I have already paid the amount till 29th September 2012.
I have raised a complain #31703294 for the same but did not hear from Airtel yet.
As I got a call from Airtel back office and the concern person asked me to visit Airtel branch, I
did visit Airtel main branch near Jayadeva hospital Bangalore and they gave me nodal mail Id for
further communication.
2.4 Competitors of Bharti Airtel Ltd.
Company
Curre
Book
P/E
Market
nt
Valu
Ratio
Cap
Tata
Price
8.75
Teleservices(Maharas
htra) Ltd.
Reliance Ltd.
0.00
12.0
73.90
4
126.
29.85
97
80.0
Mahanagar
(Rs.
Cr.)
1,710.5
6
25.20
18,393.
0.24
56
1,880.5
89.65
1
68.1
0.00
5
1,024.2
4.64
8
-
0.00
6
284.09
34.05
57,523.
30.5
Idea Cellular Ltd.
159.9
7
44.0
77
2.6 GreenTowers
Bharti Infratel is the only telecom tower company, which has installed almost 3 MWT of solar
capacity on their network, generating more than 5 million units of electricity every year. The
Green Towers P7 program is scoped for 22,000 tower sites (primarily rural areas having low or
no Grid Power availability) out of which 5,500 sites have already been implemented in the first
year as a part of this 3-year program. Once completed, the initiative will reduce diesel
consumption by 66 million litres per year with a significant carbon dioxide reduction of around
150,000 MT per year. Bharti Infratel bagged the 2011 'Green Mobile Award ' at the GSMA
Mobile World Congress at Barcelona and was also awarded the 2010 innovative infrastructure
company of the year award at the CNBC Infrastructure Awards for this groundbreaking initiative.
Bharti remains the first company in the world to introduce the practice of sharing of passive
infrastructure by collaborating with their competition to share mobile towers and to reduce the
collective carbon footprint of the industry. This has become a subject of case studies in
institutions including the Harvard Business School.
Energy Conservation
The company has installed solar hot water generator at its main campus in Gurgaon for fulfilling
the hot water requirement in the cafeteria. Majority of its facilities across NCR region are now
equipped with LES (Lighting Energy Savers) which have reduced energy consumption in the
lighting system to the tune of 1025%. Variable Frequency Drives installed in AHU (Air
Handling Unit) at its campus have helped in enhancing the efficiency of cooling system by 10%.
These measures have resulted in a total saving of 850,000 units of electricity per year.
Airtel has embarked upon technology related initiatives like virtualisation of servers that has
helped it release over 500 CPUs. Also the drive of sending e-bills to the post-paid customers is
helping save 12,840 trees annually. Within its campus the 'Secure Print Solution' an automated
queue managementbased secured printing solution has led to an annualised saving of about 8
metric tonnes of pa
Alternative energy sources such as solar energy used at 1050 sites saving 6.9 mn litres of diesel
and approximately 280 million.[72]
Energy efficiency measures such as Integrated Power Management Systems and variable speed
DC generators have resulted in reduction in the rate of diesel consumption by 1.2 million litres,
leading to savings of
LEGAL ENVIRONMENT
performing a service or supplying products without the proper authorization would do so at its
own cost and risk.
Confidentiality
Airtel will treat information received from Partners in a responsible fashion, and expects Partners
to treat information received from airtel in the same manner. Partners should not disclose bharti
airtel as a customer, documentation received from bharti airtel or release information about
relationships with bharti airtel without written consent (should such disclosures be legally
required, bharti airtel will not unreasonably withhold that permission, which must be obtained in
advance and in writing).
Partner satisfaction
Airtel would conduct an annual partner satisfaction survey and use it as an important tool to
continuously improve and further develop its internal and external processes with partners. In
order to obtain an unbiased feedback, the survey would be conducted by an independent external
agency.
Partner awards
Airtel recognizes consistent performance of its partners annually by presenting performance
awards. The awards would be primarily based on the partner performance score card. Awards
would be announced and presented during the partners meets. Consistent & good performers
would also be entitled to better share of business and other benefits, as would be announced from
time to time by bharti airtel.
Polticlal environment
A group of people that governs a community or unit. It sets and administers public policy and
exercises executive, political and sovereign power through customs, institutions, and laws within
a state. A government can be classified into many types--democracy, republic, monarchy,
aristocracy, and dictatorship are just a few.
Airtel recognizes the importance of supporting and educating members of the community in
order to help them to experience life to the fullest, and is committed to providing opportunities
for learning and development. The company actively promotes initiatives which it believes to be
of benefit to our society, and in the future, aims to continue to build upon these.
Considering Local community in mind the company has introduced courses at GTA and
Highlands universities.(www.airtel.in/annualreport )
TECHNOLOGICAL ENVIRONMENT
Environmental technology (envirotech), green technology (greentech) or clean technology
(cleantech) is the application of one or more of environmental science,green chemistry,
environmental monitoring and electronic devices to monitor, model and conserve the natural
environment and resources, and to curb the negative impacts of human involvement. The term is
also used to describe sustainable energy generation technologies such as photovoltaics, wind
turbines, bioreactors, etc. Sustainable development is the core of environmental technologies.
The term environmental technologies is also used to describe a class of electronic devices that
can promote sustainable management of
resources.
India's language, religions, and customs differ from place to place within the country, but
nevertheless possess a commonality. The culture of India is an amalgamation of these diverse
sub-cultures spread all over the Indian subcontinent and traditions that are several millennia old.
Indian culture is defined by relatively strict social hierarchy. Airtel is extremely proud to support
a range of local places in line with our commitment to our Corporate Social Responsibilities.
What is
Porter (1980) gave the idea of deployment of five forces for the industry analysis [1]. These five
forces are (1)the threats of substitute products or services (2) the threats of the entry of the new
competitors (3) the intensityof competitive rivalry (4) the bargaining power of buyers (5) the
bargaining power of suppliers. He said thatthese forces jointly determine the competitive
intensity of a firm within the industry. Strength of these forcesleads to lower profitability of an
organization and vice versa.Wheelen & Hunger (2002) also considered Porters approach for
industry analysis but he also included sixthforce i.e. relative power of other stakeholders [2].
These include governments, local communities, tradeassociations, special interest groups,
unions, shareholders and complementors.Pearce and Robinson (2005) in [3] and Johnson and
Scholes (2002)
in [4] mentioned that Porters model provides an easy and simple approach for industry analyses.
This model also provides an opportunity to takeimportant decisions like whether to enter in a
particular industry or to leave it. This is also a very simple tool inthe hands of strategists to
determine the profitability position of Bharti Airtel
Bharti Airtel retained its leading position among telecom service providers and posted a growth
of five per centto end 2009-10 fiscal with revenues of Rs 38,800 crore (Rs 388 billion).The
company is structured into four strategic business units -- mobile, telemedia, enterprise and
digital TV.The company has with operations in 18 countries with a footprint covering 1.8 billion
people. Sunil BhartiMittal is the chairman and managing director of the company.In March 2010,
Bharti Airtel bought the African operations of Kuwait-based Zain Telecom for $10.7
billion.Recently, it has joined a consortium of global telecom operators to announce the launch of
the EASSY cablesystem -- the 10,000 km undersea cable connecting Africa to Europe
Reliance
ADA Group's flagship company, Reliance Communications reported a negative growth of 3.5 per
centwith revenue of Rs 22,130 crore (Rs 221.3 billion).It is India's largest private sector
information and communications company, with over 100 million subscribers.It has established a
pan-India, high-capacity, integrated (wireless and wireline), convergent (voice, data andvideo)
digital network, to offer services spanning the entire infocomm value chain.Anil D Ambani is the
chairman of the company.
BSNL
Bharat Sanchar Nigam Limited saw a drop in its revenue for the second consecutive year to post
Rs 30,240crore (Rs 302.4 billion), a drop of 14 per cent, even though it retained the number two
position among t
BSNL offers both fixed line and mobile services with broadband connections.With over 71.68
million subscribers, BSNL currently is the largest wireline service provider in India.The
company has reported around 6 crore (600 million) 2G connections and 9,73,378 3G connections
sinceFebruary 2010. All major towns and cities are covered through BSNL network.Gopal Das is
the new chairman and managing director of BSNL.
Idea Cellular
Idea Cellular is part of the Aditya Birla Group and has bagged fifth position with a revenue of Rs
11,390 crore(Rs 113.9 billion).It is a leading GSM mobile services operator in India with 67
million subscribers. Idea offers both prepaid and post-paid services.It is a pan-India operator with
services being made available in all parts of the country.Idea was the first cellular service
provider to launch General Packet Radio Service (GPRS) and Enhanced Datarates for GSM
Evolution (EDGE) in the country.Kumar Mangalam Birla is the chairman of the group. Tata
Communications reported revenue of Rs 11,000 crore (Rs 110 billion).The company holds
leadership
Tata Communications
Reported revenue of Rs 11,000 crore (Rs 110 billion).The company holds leadership position in
emerging markets.Tata Communications leverages its advanced solutions capabilities and
domain expertise across its global and pan-India network to deliver managed solutions to multinational enterprises, service providers and Indianconsumers.The Tata Global Network includes
one of the most advanced and largest submarine cable networks, a Tier-1 IPnetwork, with
connectivity to more than 200 countries across 400 PoPs, and nearly 1 million square feet of
datacenter and collocation space worldwide.Srinath Narasimhan is the managing director and
CEO of
Tata Communica
Ch3
3.1 RESEARCH MYTHDOLOGY
What is research mythology ?
The process used to collect information and data for the purpose of making business decisions.
The methodology may include publication research, interviews, surveys and other
research techniques, and could include both present and historical information.
3.2 RESEARCH DESGIN
A research design is the "blue print" of the study. The design of a study defines the study type
State problems are easier to measure than process problems. State problems just require one
measurement of the phenomena of interest, while process problems always require multiple
measurements. Research designs like repeated measures and longitudinal study are needed to
address process problems
3.3 OBJECTIVES
TO STUDY THE coporate social responsibilites
Q1 Is airtel is maintaning coporate social responsiblity ?
Suppliers dealing with bharti airtel shall comply and adhere to all laws, regulations and
guidelines on environment, health and safety.
Suppliers will ensure that all new service offerings as well as new product designs are in
compliance with the relevant environmental regulation and guidelines, at the time of imp
lementation.
TO STUDY the domestic and international trade controls
Q2 Airtel is maintaining international trade fairly or not?
All partners with a bussiness relationship with bharti airtel shall comply with the highest level of
integrity and ethical practices.
The partners will provide all possible assistance to bharti airtel in order to investigate any
possible instances of unethical behavior or business conduct violations by its employee. Partner
will disclose forthwith any breach of these provisions that comes to their knowledge to allow for
timely action in their prevention and detection.
.
TO STUDY THE ETHICS
Is Airtel is followed ethicla Environment or not?
All partners are required to confirm their compliance to ethical dealings on an annual basis by
signing a certificate to this effect as per bharti airtel's standard annual certificate
Distorted findings result in wasted resources and can mislead other researchers to pursue fruitless
avenues of investigation. This compromises decisions for public policy, and causes harm to
human participants and animal subjects.
While the degree of impact from faulty data collection may vary by discipline and the nature of
investigation, there is the potential to cause disproportionate harm when these research results
are used to support public policy recommendations.[3]
Analysis of data is a process of inspecting, cleaning, transforming, and modeling data with the
goal of discovering useful information, suggesting conclusions, and supporting decision-making.
Data analysis has multiple facets and approaches, encompassing diverse techniques under a
variety of names, in different business, science, and social science domains.
Data mining is a particular data analysis technique that focuses on modeling and knowledge
discovery for predictive rather than purely descriptive purposes.Business intelligence covers data
analysis that relies heavily on aggregation, focusing on business.
It is data collected by someone other than the user. Common sources of secondary data for social
science include censuses, organisational records and data collected through qualitative
methodologies or qualitative research. Primary data, by contrast, are collected by the investigator
conducting the research.
Secondary data analysis saves time that would otherwise be spent collecting data and,
particularly in the case of quantitative data, provides larger and higher-quality databases that
would be unfeasible for any individual researcher to collect on their own. In addition, analysts of
social and economic change consider secondary data essential, since it is impossible to conduct a
new survey that can adequately capture past change and/or developments
6.2 References
Jump up^ Bishop, L. (May 2007) 'A reflexive account of reusing qualitative data: beyond
primary/secondary dualism', Sociological Research Online [Online], Special Section on Reusing
Qualitative Data, 12(3)http://www.socresonline.org.uk/12/3/2.html
Jump up^ Moore, N. (2006). The contexts of context: Broadening perspectives in the (re)use of
qualitative data, Sociological Research Online [Online], Special Section on Reusing Qualitative
Data, 12(3)http://erdt.plymouth.ac.uk/mionline/public_html/viewarticle.php?id=27&layout=html
Novak, Thomas P.1996 Secondary Data Analysis Lecture Notes. Marketing Research, Vanderbilt
University. Available online
(telnet):www2000.ogsm.vanderbilt.edu/marketing.research.spring.1996.
3.8 SITES
UK Data Archive: curator of the largest UK collection of digital data in the social sciences and
humanities
Q5. Have you ever faced problems related to the Services of Airtel?
a. Always
b. Sometimes
c. Never
Q6. Does the problems was resolved by the retailers support desk?
a. Yes
b. No
Q7. How do you rate the customer schemes of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q8. How do you rate the schemes delivered to the retailers ?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q9. How do you rate the retailers support of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q10. How do you rate the margin in Airtel services?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q11. How do you rate retailer grievance handling mechanism of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q12. Does customers are happy when their problems are solved by the retailers support desk?
a. Yes
b. No
Q13. How do you rate the Credit facilities provided by Airtel?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q14 How do you rate the Discount offered by Airtel on bulk purchase?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q15. How do you rate the Brand Pull of Airtel?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q16. How much time does it take for delivery of Airtel SIM Cards / Vouchers after ordering ?
a. 6-12 Hours
b. 1 to 2 Days
c. 2 to 7 Days
d. More than7 Days
Q17. How do you rate the payment norms of Airtel?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q18. Rate your overall satisfaction with the services offered by Airtel to retailers?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
8 CONCLUSION
Q1. Are you USING services / products offered by Airtel?
a. Yes
b. No
42%
58%
yes
no
Q2 pie chart
Q2. Reason for association with Airtel?
a. Margin
b. Promotional Schemes
c. Demand
d. Dealer relationship
e. Credit Policy
f. Its Service Quality
g. Other Reasons
reasons
3% 16%
28%
25%
13%
9%
6%
margin
promotional
schemes
demand
dealer realtionship
credit policy
other reasons
Q3 pie chart
Q3. Reason why you are not dealing in services and products offered by Airtel?
a. Credit Policy
b. Promotional Material Not Supplied on Time
dealing
credit policy
26%
promotion material
not supplied on time
14%
17%
23%
supply of product is
not proper
20%
Q4 pie chart
Q4. Does the company give proper response to your queries?
a. Yes
b.no
response
yes
42%
58%
no 7
Q5 pie chart
Q5. Have you ever faced problems related to the Services of Airtel?
a. Always
b. Sometimes
c. Never
problems
always
33%
28%
sometimes
never 3
39%
q6 pie chart
Q6. Does the problems was resolved by the retailers support desk?
a. Yes
b. No
resoloved problem
yes
42%
no
58%
Q7 pie chart
Q7. How do you rate the customer schemes of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
9%
highly
statisfactory
16%
satisfactory
average
28%
22%
25%
Q8 pie chart
dissatisfactory
highlydis
statisfactory 2
12%
highly
satisfactory
15%
satisfactory
average
27%
21%
24%
Q9 pie chart
dissatisfactory
highlydis
satisfactory 2
19%
satisfactory 5
average
disatisfactory
35%
27%
highlydis
staisfactory 2
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
12%
highly
statsisfactory
15%
satisfactory
average
27%
21%
dissatisfactory
highlydis
statsisfactory 2
24%
retailer grievances
highly staisfactory
14%
17%
satisfactory
average
dissatisfactory
26%
20%
highlydis
staisfactory 5
23%
yes
42%
no 5
58%
23%
satisfactory
average
dissatisfactory
29%
26%
highlydis
satisfactory 6
Q14 How do you rate the Discount offered by Airtel on bulk purchase?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
highly staisfactory
10%
13%
23%
satisfactory
average
dissatisfactory
29%
26%
highly dis
staisfactory 7
d. Dissatisfactory
e. Highly Dissatisfactory
staisfactory
16%
average
dissatisfactory
28%
22%
25%
highly dis
satisfactory 7
Q16. How much time does it take for delivery of Airtel SIM Cards / Vouchers after ordering ?
a. 6-12 Hours
b. 1 to 2 Days
c. 2 to 7 Days
d. More than7 Days
12%
highly satisfactory
15%
satisfactory
average
27%
21%
24%
disstaisfactory
highly dis satisfactory 6
delivery time
6-12hours
17%
31%
1-2 days
2-7 days
24%
more than 7
days 6
28%
CH -4
MARKETING STRATEGIES
4.1 products
In marketing, a product is anything that can be offered to a market that might satisfy a want or
need.[1] In retailing, products are called merchandise. In manufacturing, products are bought
as raw materials and sold as finished goods. Commodities are usually raw materials such as
metals and agricultural products, but a commodity can also be anything widely available in the
open market. Inproject management, products are the formal definition of the project
deliverables that make up or contribute to delivering the objectives of the project. In insurance,
the policies are considered products offered for sale by the insurance company that created the
contract.
In economics and commerce, products belong to a broader category of goods. The economic
meaning of product was first used by political economist Adam Smith.
A related concept is that of a subproduct, a secondary but useful result of a production process.
Dangerous products, particularly physical ones, that cause injuries to consumers or bystanders
may be subject to product liability.
product can be classified as tangible or intangible. A tangible product is a physical object that
can be perceived by touch such as a building, vehicle, gadget, or clothing. An intangible product
is a product that can only be perceived indirectly such as an insurance policy.
Intangible Data Products can further be classified into Virtual Digital Goods ("VDG") that are
virtually located on a computer OS and accessible to users as conventional file types, such as
JPG and MP3 files, without requiring further application process or transformational work by
programmers, and as such the use may be subject to license and/or rights of digital transfer, and
Real Digital Goods ("RDG") that may exist within the presentational elements of a data program
independent of a conventional file type, commonly viewed as 3-D objects or a presentational
item subject to user control or virtual transfer within the same visual media program platform.
Open Source Code, GNU Linux, or even Android, may manipulate and/or convert base Virtual
Digital Goods ("VDG") into process-oriented Real Digital Goods ("RDG"), as part of an
application process or manufactured service that may be viewed on Personal Data Assistant
("PDA") or other hand-held tangible devices or OS computer.
A third type in this is services. Services can be broadly classified under intangible products
which can be durable or non durable. Services need high quality control, precision and
adaptability. The main factor about services as a type of product is that it will not be uniform and
will vary according to who is performing, where it is performed and on whom/what it is being
4.1PRODUCTS OF AIRTEL
In May 2012, Airtel Broadband and some other Indian ISPs temporarily blocked file sharing
websites such as vimeo.com megavideo.com, thepiratebay.se etc. with out giving any legal
information to the customers.[36]
Digital television[edit]
Main article: Airtel digital TV
The Digital TV business provides Direct-to-Home (DTH) TV services across India under the
brand name Airtel digital TV. It started services on 9 October 2008 and had about 7.9 million
customers at the end of December 2012.[37]
Enterprise[edit]
The Enterprise business provides end-to-end telecom solutions to corporate customers and
national and international long-distance services to telcos through its nationwide fibre optic
backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and international
bandwidth access through the gateways and landing stations. It has two sections under it.
Mobile data service[edit]
The different services under mobile data are BlackBerry services, a web-enabled mobile email
solution working on 'Push Technology', USB modem that helps in getting instant access to
Internet and corporate applications, Airtel Data Card that gives the liberty to access the internet
anytime, Easy Mail is a platform that provides access to personal/corporate e-mails independent
of handset operating system and application services that shorten the queues at the billing
section, off-load the pressure on the billing staff and bring convenience to the user.
Enterprise business solutions[edit]
There are two kind of solutions offered by Airtel. One is GPRS Based Solutions like mobile
applications tools for enterprise, TrackMate, automatic meter reading solutions etc. and the other
is SMS Based Solutions like interactive sms, bulk sms, inbound call center solutions.
Android-based tablet[edit]
Beetel Teletech Ltd., a unit of Bharti Enterprises Ltd., on 18 August launched a 9,999 ($220) 7inch tablet in India based on Google Inc.'s Android operating system. The offering is intended to
capitalise on the expected demand for cheap computing devices in the world's fastest-growing
and second-largest mobile phone market.[38]
Domestic operations[edit]
Main article: Airtel India
Airtel is the largest provider of mobile telephony and second largest provider of fixed
telephony in India, and is also a provider of broadband and subscription television services. It
offers its telecom services under the "airtel" brand, and is headed by Sunil Bharti Mittal.
4.2place
'Place' is concerned with various methods of transporting and storing goods, and then making
them available for the customer. Getting the right product to the right place at the right time
involves the distribution system. The choice of distribution method will depend on a variety of
circumstances. It will be more convenient for some manufacturers to sell to wholesalers who
then sell to retailers, while others will prefer to sell directly to retailers or customers.\
On 11 August 2010, Bharti Airtel announced that it would acquire Telecom Seychelles for
US$62 million.[40]
Bangladesh[edit]
Main article: Airtel Bangladesh
Airtel Bangladesh Ltd. is a GSM-based cellular operator in Bangladesh. Airtel is the sixth
mobile phone carrier to enter the Bangladesh market, and originally launched commercial
operations under the brand name "Warid Telecom" on 10 May 2007. Warid Telecom
International LLC, an Abu Dhabibased consortium, sold a majority 70% stake in the company
to India's Bharti Airtel Limited for US$300 million.[41]
Sri Lanka[edit]
Main article: Airtel (Sri Lanka)
Bharti Airtel Lanka (Pvt) Ltd is a subsidiary of Bharti Airtel Limited. Bharti Airtel has been
featured in Forbes Asia's Fab 50 list, rated amongst the best performing companies in the world
in the BusinessWeek IT 100 list 2007, and voted as India's most innovative company in a survey
by The Wall Street Journal
Airtel Lanka commenced commercial operations of services on 13 January 2009. Granted a
licence in 2007 in accordance with the Sri Lanka Telecommunications Act No. 25 of 1991, it is
also a registered company under the Board of Investment Sri Lanka. Under the license, the
company provides digital mobile services to Sri Lanka. This is inclusive of voice telephony,
voice mail, data services and GSM-based services. All of these services are provided under
the airtel brand.
4.3price
value that will purchase a finite quantity, weight, or other measure of a good or service.
As the consideration given in exchange for transfer of ownership, price forms the essential basis
of commercial transactions. It may be fixed by a contract, left to be determined by an agreed
upon formula at a future date, or discovered or negotiated during the course of dealings between
the parties involved.
In commerce, price is determined by what (1) a buyer is willing to pay, (2) a seller is willing to
accept, and (3) the competition is allowing to be charged. With product, promotion, and place
of marketing mix, it is one of the business variables over
which organizations can exercise some degree of control.
It is a criminal offense to manipulate prices (see price fixing) in collusion with other suppliers,
and to give a misleading indication of price such as charging for items that are reasonably
expected to be included in the advertised, list, or quoted price.
Also called sale price and selling price.prices of airtel services
airtel announces all new affordable tariffs for 3G customers
airtel announces all new affordable tariffs for 3G customers
Launches Indias first ever additional data usage Smartbytes packs for 3G postpaid
mobile customers on airtel
New Delhi, May 17, 2012: Bharti Airtel, a leading global telecommunications company with
operations in 20 countries across Asia and Africa, today announced the launch of all new range
of affordable and easy to understand tariff plans for its 3G services. Airtel has also introduced
Smartbytes additional data usage packs for its postpaid Airtel mobile customers on 3G thus
becoming the first in the market to offer customers with the choice of subscribing to
incremental 3G data usage packs. With Airtel 3G Smartbytes, postpaid mobile customers will
now be able to continue enjoying uninterrupted access to high speed browsing on their mobile
devices even after exhausting their monthly data limits. The Smartbytes additional data usage
packs are available in a range of predetermined price options that allow Airtel 3G customers to
choose a plan that suits their needs, while avoiding any billshocks.
With the partnership announced today, no-frills savings account of Axis Bank will be opened for
customers on the airtel money platform called airtel money Super Account powered by Axis
Bank offering customers banking transactions including cash deposit, money transfer and
withdrawal. These accounts will provide convenient, safe and secure savings avenue to
Financial Inclusion customers paying them savings account interest and also enabling them to
make remittances. To begin with, savings and remittance solutions will be provided in the top
four remittance corridors involving Delhi and Mumbai on the sending side and Bihar and East
UP on the receiving side. Thereafter these services may be extended to other remittance
corridors in the country. Gradually other banking products and services like micro Recurring
Deposits, micro Fixed Deposits, small loans and micro-insurance products will also be provided
through this platform.
Prepaid
MRP
(Rs)
45
Postpaid
Quota
Validity
150
7 Days
MRP
(Rs)
100
MB
100
300
30 Days
250
1 GB
30 Days
450
2 GB
30 Days
1500
10 GB
30 Days
Validity
300
30 Days
MB
MB
Quota
250
1 GB
30 Days
450
2 GB
30 Days
1500
10 GB
30 Days
3G "snacking' proposition now available for more and more customers to experience
3G for as little as Rs 10 this will allow 30 minutes of usage over a 1 day validity
Volume based browsing rate on 3G down from 10p/10kb to 3p/10Kb. This will be
applicable for 3G non-pack users with effect from 17th May 2012
The new Airtel 3G packs are now available for both pre-paid and post-paid customers
across circles using phones as well as dongles
Smartbytes additional data usage packs for postpaid Airtel mobile customers on 3G
MRP (Rs)
Pack benefit
(Mb)
80
200
175
500
300
1024
4.4 promotion
promotion is the method you use to spread the word about your product or service to customers,
stakeholders and the broader public.
Once youve identified your target market, youll have a good idea of the best way to reach
them, but most businesses use a mix of advertising, personal selling, referrals, sales promotion
and public relations to promote their products or services.
4.5 Promotion stragies
Sales promotion is any initiative undertaken by an organisation to promote on increase in sales,
usage or trial of a product or service. Sales promotions are varied. Often they are original and
creative and hence a comprehensive list of all available techniques sales promotion includes
several communication activities that attempt of provide added value or incentives to
consumers, wholesalers, retailers or other organisation customers to stimulate immediate sales.
The purpose of this article is to stabilise them in the market as well as to retain its identity to
find out sales promotional activities in the context of Airtel broadband services at Coimbatore.
For this article the two objectives are framed. The sampling size of the respondents is 100 and
simple random sampling is used to collect data. The statistical tools used to analyse the data
were percentage chi-square and rank analysis. Both the primary and secondary data are used to
collect data for the study. The study revealed the picture of customers perception and
satisfaction which help Airtel broadband to encourage more people to have be the customers
and consumers of Airtel broadband.
Sales promotion: Sales promotion is one of the seven aspects of the promotional mix. (The
other six parts of the Promotional mix are advertising, personal selling, direct marketing,
publicity/public relations, Corporate image and exhibitions.) Media and non-media marketing
communication are Employed for a pre-determined, limited time to increase consumer demand,
stimulate market Demand or improve product availability. Examples include contests, coupons,
freebies loss Leaders, point of purchase displays, premiums, prizes, product samples, and
rebates Sales promotions can be directed at either the customer, sales staff, or distribution
channel Members (such as retailers). Sales promotions targeted at the consumer are called
consumer Sales promotions. Sales promotions targeted at retailers and wholesale are called
trade sales Promotions. Sales promotion includes several communications activities that attempt
to provide added value or incentives to consumers, wholesalers, retailers, or other
organizational customers to stimulate immediate sales. These efforts can attempt to stimulate
product interest, trial, or purchase. Examples of devices used in sales promotion include
coupons, samples, premiums, point-of-purchase (POP) displays, contests, rebates, and
sweepstakes. Sales promotion is needed to attract new customers, to hold present customers, to
counteract competition, and to take advantage of opportunities that are revealed by market
research
II. AIRTEL BROADBAND: ShopAirtel comes from Bharti Airtel Limited, one of Asias
leading incorporated telecom services providers with operations in 20 countries across Asia and
Africa. Airtel, since its commencement, has been at the forefront of technology and has
pioneered several innovations in the telecom sector. Shop.Airtel offers mobile voice & data
services, high speed broadband, IPTV, fixed line, DTH and turnkey telecom solutions for
enterprises
OBJECTIVES To study the promotional activities for Airtel broad band services. To identify
the customers impact on sales promotional activities of Airtel broad band service
Research Design A research design defines the structure or framework within research is carried
out. In this study descriptive research design has been used in order to describe the impact of
sales promotional activities of Airtel Broadband.
sample Size Data were collected from the primary source of 100 respondents who are using
Airtel Broad band.
Sources of Data The researcher used both primary and secondary data, to accomplish the
objective of the study.
Primary Data The primary data are concerned using the following techniques Questionnaire
method and Direct Interview method. The main tool used was, the questionnaire method.
Further direct interview method, where a face-to-face formal interview was taken
Secondary Data The theoretical aspects of the study is collected from various sources which
includes books, journals, magazines, websites and other related projects.
Sampling Technique The researcher adopted Convenience Sampling Method to collect the data.
4.6 Segmentation, Targeting, and Positioning:1) Segmentation:
Segmentation, targeting, and positioning together comprise a three stage process.We first,(1)
Determine which kinds of customers exist, then(2) Select which ones we are best off trying to
serve and, finally,(3) Implement our segmentation by optimizing our products/services for that
segment andcommunicating that we have made the choice to distinguish ourselves that
way.Segmentation involves finding out what kinds of consumers with different needs exist.In
the auto market, for example, some consumers demand speed and performance,while others are
much more concerned about roominess and safety.
SEGMENTATION OF AIRTEL
Region wise
:East Region (West Bengal, Assam, Arunachal Pradesh etc.)
West Region (Gujarat, Rajasthan, Maharashtra etc.)
South Region (Andhra Pradesh, Karnataka, Kerala etc.)
North Region (Punjab, Haryana, Himachal Pradesh etc.)
Central Region (Madhya Pradesh, Chhattisgarh, Jharkhand etc.)
Density of area
Income
PREPAID & POSTPAID
Generally the mobile service providers plan their marketing strategies according to the prepaid
market and postpaid market. So it basically depends upon the income of the consumer that
whether he selects the prepaid or postpaid. Generally the consumers with low income choose
prepaid and consumers with high income choose postpaid.
Brand Loyalty
We can also segment it on the basis of the loyal customers and non-loyal customers of the
brand. We can provide various schemes and offers to the loyal customers to retain him with our
product.
Targeting of Airtel
Airtel has targeted the premium and upper middle class. The motto behind this is only those
segments should be targeted who value time and have the paying capacity. During the
introduction stage there was a huge pressure to get consumers across to hook up with their
brand, because getting them to Airtel by their earlier brand and switching their brand loyalty
was too tough. Airtel marketers have been concentrating totally on the business executive class
but now that the basic viable volumes has been built up and prices have declined to a certain
extent they are planning to venture further field.
TARGETING AREAS
Professionals by giving free calls in postpaid connections.
Entrepreneur by giving various plan in which they may get internal calling free.
Youth with the FRIENDZ Scheme.
Targeting Students by introducing postpaid connection only for students and with zero rentals.
Positioning:
The product is supposed to be a business efficiency tool. A lifestyle revolution and a status
symbol. The emphasis is to remove misconception that the cell phone is an expensive means of
communication. Its a day to day use commodity and is no more a symbol of status.
When it comes to Airtel who can forget the melodious, sweet music of its composed by A.R.Rehman. The music
attracts us in various forms such as chorus, whistle, piano and in many other forms. The latest advertisements of
Airtel Jo tera hai who mera hai and Kyun ki hare k friend jaruri hot hai have created a brand image in the
minds of youngsters. This is one of the positioning strategy of Bharti Airtel.
4.7Distribution channels of airtel
Distribution channels in marketing are one of the classic 4 Ps (product, promotion, price,
placement a.k.a. distribution). Theyre a key element in your entire marketing strategy
they help you expand your reach and grow revenue.
A multi-regional marketing and sales team builds both direct and indirect sales channels.
Regional organizations are responsible for the definition of the sales & marketing strategies,
and plans for their respective territories. Each region also provides significant inputs and
reviews of the corporate strategic sales, marketing, and product direction.
In order to capitalize on the opportunities in each geographic region, Bharti Airtel has put into
place a network of on-the-ground, experienced and incentivised sales and marketing personnel.
The teams there build both direct customer relationships as well as indirect channels (through
handset manufacturer, Network Solutions Provider, etc.).
Company uses second and third degree distribution network.
Second degree distribution network:
===========================================
Company makes invoice of SIMs, PEFs, GSM Pay Phones, RCVs of various denominations
chiefly Rs.10, Rs 30 and Rs. 60 to only Urban Distributors and Rural Super Distributors. Easy
balance is also transferred to only Urban Distributors (UDs) and Rural Supers (RS).
Urban distributors distribute the above items to retailers according to the demand and transfer
easy balance to retailer through FOS SIM. Therefore, this setup of distribution is Second
Degree and it is more suitable for catering to the need of urban areas.
Third degree distribution network:
==========================================
RS distributes the above items to Rural Distributors commonly known as RDs and transfers
easy balance into Rural Distributors SIM. Rural Distributor then distribute the above items
among the retailer according to the demand of it and transfer easy balance to retailer through
FOS SIM from easy balance of Distributor SIM. This three level distribution is used to reach to
sub urban and rural areas.
Relative comparison and advantages of second and third degree distribution network:
====================================================================
==============
Second degree distribution is suitable for urban areas because the demand is higher, there is
high population density and thats why quick availability of product and services are required.
As the UD gets items directly from the company so products, services and promotion
materials can be made available to retailers in shorter period of time.
UD can generate secondary and consequently primary in shorter period of time.
Three degree distribution is suitable for catering to rural areas because lesser population
density and large spread of geographical areas.
Since in rural areas there is poor banking infrastructure and courier services hence for
availability of products and services, three degree distribution is more appropriate.
Field officer sales (FOS):
FOS is manpower of UDs and RDs, who on behalf of them sell the SIM, RCVs, Easy balance
etc. to retailers under his assigned beat. These are only manpower of the distributors who works
in the market.
Roles and responsibility of FOS:
FOS is responsible for the secondary sales under his assigned beat.
FOS is responsible for collecting PEFs, money against billing by retailer and distribution of
promotion material among retailers in consultation with TM.
Circulate communication from the company properly to Retailers regarding schemes, new
offers, incentives etc.
FOS resolves the retailer complains through FOS help line.
To escalate the unresolved claims and complains of retailers to distributor and TM.
Urban Distributors:
====================================
These are known as UD and located at District HQ. It distributes the products, easy balance,
services and promotion material to retailer in designated urban areas of a district and
responsible for smooth attainment of target of SIM activation and recharge without encroaching
into other distributors territories. All retailers Lapu SIM falling under the particular beat is
mapped with corresponding FOS of that beat and FOS SIM is mapped to the distributor (UD)
SIM. Distributors use distributor SIM to transfer and distribute Easy Balance to mapped FOS.
FOS uses FOS SIM to transfer the easy balance to mapped retailers Lapu SIM.UD gets certain
percentage discount on their billing to company. From which certain percentage discount they
have to give on their secondary sales to the retailer. Thus Urban distributor works with certain
percentage margin on all its sales. Each UD gets a distributor SIM, FOS SIM as many as per
FOS and a 503 SIM or activation SIM. They have to make DD payments to company for
primary only on Monday and Thursday per week.
Roles and responsibility of Urban Distributors:
Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones, Lapu SIM, FOS SIM,
Replacement SIM according to the retailers and other requirement within its territory only.
Activate customer SIMs within its territory after proper checking of POI, POA and error free
PEF.
Collect all PEFs and Re-documents from retailers and send it to respective Circle Head Quarter.
Distribution of promotional materials among the retailers according to the allocation of
TM/ZSM, received from company.
Maintains distributor health report, secondary details regarding retailers and SIM activation
details. These reports have to be shared with TM.
To make DD payments to company for primary on scheduled date only.
To maintain required stock of RCVs and Easy Recharge for 10 days secondary.
Circulate communication from the company properly to retailers.
Escalation of retailers claims and complains to TM/ZSM.
Rural Super:
=============================
These are known as RS and mainly located at district headquarters. It distributes the products,
easy balance, services and promotion materials to its rural distributors only. Under one Rural
Super there has to be maximum 12 RDs and they can maximum 1 cr turnover. They get certain
percentage discount on their billing to company. From which certain percentage discount they
have to give on their secondary sale to the RDs. Thus RS works withcertain percentage margin
on all its sales. Each RS gets a RS SIM. They have to make DD payments to company for
primary only on two schedule days per week.
Roles and responsibility if Rural Super:
Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones, replacement SIM etc.
according to the RDs requirement within its territory only.
Collect all PEFs and Re-documents from RDs and send to respective Circle Head Quarter.
Distribution of promotional materials among the RDs according to the allocation of TM/ZSM,
received from company.
Maintains distributor health report, secondary details regarding RDs and SIM activation details.
These reports have to be shared with TM.
To make DD payments to company for primary on scheduled date only.
To maintain required stock of RCVs and Easy Recharge for 7 days secondary.
To collect money for invoices to RDs on schedule date and arrange the supply of items of the
invoices to RDs.
Retailers:
===========================
Retailers are mainly mobile handset shops, phone booths, mobile servicing and repairing shops
and other shops which are strategically located and from where customer can purchase the
products and services. Retailer gets 3% discount from RDs/UDs on their billing to RDs/UDs.
Thus retailer works with 3% margin on all its sales. Selected retailer gets retailer SIM known as
Lapu SIM mapped with a distributor and a FOS.
Roles and responsibility of retailer:
Fill error free PEFs and verification of supporting copy for POI and POA of the customer with
originals and same for the Re-documents before activating the SIM.
Proper utilization and display of promotional materials.
Communicate customers properly about the schemes, new offers and benefits.
To sell the product and services to customer at right price.
Serve the customers requirements with the available stocks of SIM, RCV and easy balance
etc. and not to create artificial shortage.
Should purchase RCVs, SIMs and Easy Balance from respective distributor only.
Field officer sales (FOS)
FOS is manpower of UDs and RDs, who on behalf of them sell the SIM, RCVs, Easy balance
etc. to retailers under his assigned beat. These are only manpower of the distributors who works
in the market.
Roles and responsibility of FOS:
FOS is responsible for the secondary sales under his assigned beat.
FOS is responsible for collecting PEFs, money against billing by retailer and distribution of
promotion material among retailers in consultation with TM.
Circulate communication from the company properly to Retailers regarding schemes, new
offers, incentives etc.
FOS resolves the retailer complains through FOS help line.
To escalate the unresolved claims and complains of retailers to distributor and TM.
Chairman
Sunil Bharti
Mittal
MD & CEO
(India and
South asia)
Gopal Vittal
Direct
Direct
Director
Dire
or-
or &
ctor-
Consu
CEO,
Human
Glob
mer
Global
Resourc
al
Busin
Voice
es
Supp
ess
& Data
Srikant
ly
Sriniv
Busine
Chai
asan
Gopal
an
ss
Ajay
Chitka
Moti
h Karra
Gya
mlan
ra
Direct
Direct
or,
Marke
t
Opera
tions
Ajai
Puri
or Enterp
rise
and
Gover
nment
Manis
h
Prakas
Director
Networ
k
CFO
Service
Nila
s Group
njan
Abhay
Roy
Savarga
onkar
Direct
or
Director
-Cust
omer
CEO-
Exper
DTH
ience
Shashi
Raghu
Arora
nath
Mand
ava
CIO
Legal &
Har
Regulat
meen
ory
Meht
Sameer
Chugh
Mar ' 13
Mar '
Mar '
Mar '
12
11
10
Sources of funds
Owner's fund
Equity share
capital
1,898.8
1,998.70
1,898.80
1,898.80
1,898.77
186.09
share capital
Reserves &
64,729.3
47,530.
42,212.8
34,650.1
surplus
52,247.40
80
1.40
-1,236.50
2.90
17.10
39.43
Share
application
money
Preference
Loan funds
Secured loans
Mar '
14
Mar ' 13
Unsecured
loans
8,521.30
14,216.30
75,250.7
Total
67,126.00
Mar '
Mar '
Mar '
12
11
10
14,126.
10,216.0
50
4,999.49
63,559.
54,344.7
41,773.9
00
63,885.
59,457.9
44,212.5
Uses of funds
Fixed assets
73,949.2
Gross block
71,911.80
40
2.13
23,444.
18,757.2
16,187.5
60
40,440.
40,700.7
28,022.8
80
6,479.20
1,594.74
12,337.
11,813.0
15,773.3
80
23,078.
12,589.7
60
Less :
revaluation
reserve
Less :
accumulated
34,071.0
depreciation
28,729.20
39,878.2
Net block
43,182.60
Capital workin-progress
4,466.5
1,244.20
1,030.80
34,523.9
Investments
28,199.10
22,557.8
advances
15,470.70
9,225.08
Mar '
14
Mar ' 13
Mar '
Mar '
Mar '
12
11
10
16,764.
17,237.9
12,842.0
70
6,313.9
Less : current
liabilities &
22,953.4
provisions
20,757.20
Total net
current assets
-395.60
-5,286.50
4,648.20
3,616.92
63,559.
54,344.7
41,773.9
00
11,807.1
11,708.0
11,619.9
27,122.60
105.10
4,216.67
Miscellaneous
expenses not
written
75,250.7
Total
67,126.00
Notes:
Book value of
unquoted
25,819.5
investments
Market value of
quoted
30,998.1
investments
1,084.10
533.40
Contingent
87,232.1
1,23,273.
8,261.1
liabilities
00
6,852.10
3,921.50
37975.3
37975.3
37975.3
Number of
equity
sharesoutstandi
39974.0
ng (Lacs)
37975.30
Mar '
14
Mar ' 13
Mar '
Mar '
Mar '
12
11
10
Mar
Mar
Mar
Mar
Mar
'14
'13
'12
'11
'10
Face Value
5.00
5.00
5.00
5.00
5.00
1.80
1.00
1.00
1.00
1.00
40.77
35.47
35.9
35.1
36.6
124.8
119.4
109.
100.
93.7
55
11
--
--
--
--
78.37
82.49
82.4
82.4
82.4
32.65
29.70
32.7
35.0
39.0
84.6
4
Profitability Ratios
Operating Profit Margin(%)
18.2
22.7
28.0
18.5
22.9
28.1
27.5
32.1
35.2
27.5
32.1
35.2
13.5
20.1
26.3
13.5
20.1
26.3
13.1
16.6
23.8
11.5
17.4
25.7
11.5
17.4
23.2
142.5
130.
116.
96.2
16
16
166.9
142.5
130.
116.
96.2
Revaluations
16
16
13.40
12.66
14.4
17.5
24.3
Current Ratio
0.93
0.65
1.02
0.63
0.70
Quick Ratio
0.98
0.75
1.37
0.73
0.67
0.13
0.24
0.29
0.23
0.14
17.85
14.19
18.16
14.65
27.65
25.46
27.65
25.46
12.99
10.88
12.99
10.88
13.18
12.07
9.89
9.41
10.20
9.41
166.9
Revaluations
Margin(%)
0.11
0.18
0.17
0.17
0.12
Interest Cover
7.42
4.91
5.98
27.9
85.8
0.13
0.24
0.29
0.23
0.14
12.83
9.04
10.2
42.1
49.6
11.35
8.22
9.34
39.0
48.7
45,38
21,59
1,29
1,10
1,30
0.45
5.67
6.07
5.17
7.05
22.63
20.70
23.1
21.3
15.3
45,38
21,59
1,29
1,10
1,30
0.45
5.67
6.07
5.17
7.05
0.86
0.82
0.84
0.82
0.88
0.84
0.90
0.84
0.92
0.93
0.70
0.69
0.71
0.79
0.92
--
--
--
--
--
--
--
--
--
0.41
43.9
53.47
52.3
36.5
0.40
0.56
0.92
0.78
-17.92
--
--
--
--
--
--
--
--
--
--
6.75
7.01
6.13
4.83
4.77
5.03
10.90
7.45
6.62
4.92
4.02
5.20
3.18
3.26
3.08
2.80
89.44
92.55
93.3
95.0
95.5
94.88
96.82
96.7
96.9
96.9
0.61
1.09
1.21
0.83
0.40
Mar
Mar
Mar
Mar
Mar
'14
'13
'12
'11
'10
16.51
13.42
15.0
20.3
24.8
166.9
142.5
130.
116.
96.2
16
16
Materials Consumed
Selling Distribution Cost
Composition
Expenses as Composition of Total
Sales
Cash Flow Indicator Ratios
Book Value
ANNUAL REPORT
Company Overview
All these services are rendered under a unified brand ''airtel'', either
directly or through subsidiary companies. The Company also deploys,
owns and manages passive infrastructure pertaining to telecom
Financial Results
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Gross revenue
EBITDA before
857,461
277,770
14,151
4,584
769,045
232,579
14,129
4,273
exceptional items
241,813
3,991
195,643
3,594
operations before
derivatives and forex
fluctuations (before
exceptional items)
Earnings before
taxation
78,643
1,298
27,727
47,853
458
879
22,757
418
* 1 USD = Rs. 60.59 Exchange Rate for financial year ended March 31, 2014
(1 USD = Rs. 54.43 for financial year ended March 31, 2013)
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Gross revenue
499,185
EBITDA before
171,522
8,239
2,831
453,509
8,332
149,338
2,744
exceptional items
158,158
2,610
132,815
2,440
operations after
derivatives and forex
fluctuations (after
exceptional items)
Earnings before
taxation
83,774
1,383
66,002
64,548
1,089
1,186
50,963
936
* 1 USD = Rs. 60.59 Exchange Rate for financial year ended March 31, 2014
(1 USD = Rs. 54.43 for financial year ended March 31, 2013)
Share Capital
During the year, the Company allotted 199,870,006 fully paid up equity
shares of face value of Rs. 5/- each to Three Pillars Pte. Limited,
Singapore an affiliate of Qatar Foundation Endowment SPC (belonging to
non-promoter category) at an issue price of Rs. 340/- per equity share
(including premium of Rs. 335/- per equity share) for an aggregate
consideration of Rs. 67,955.80 Mn (Rupees sixty seven billion nine
hundred and fifty five million eight hundred and two thousand and forty
only) on preferential basis.
General Reserve
Pursuant to Section 123 of the Companies Act, 2013, the Company is not
Dividend
The Board recommends a final dividend of Rs. 1.80 per equity share of Rs. 5
each (36% of face value) for the FY 2013-14. The total dividend payout
will amount to Rs. 7,195 Mn excluding tax on dividend. The payment of
dividend is subject to the approval of the shareholders in the
Company''s ensuing Annual General Meeting.
Since the Company declared its maiden dividend in August 2009 for the
FY 2008-09, no unclaimed dividend is due for transfer to Investor
Education and Protection Fund.
Fixed Deposits
The Company has not accepted any fixed deposits and, as such, no amount
of principal or interest was outstanding, as on the balance sheet
closure date.
As on March 31, 2014, the Company was rated by two domestic rating
agencies, namely CRISIL and ICRA, and three international rating
agencies, namely Fitch Ratings, Moody''s and S&P.
- S&P upgraded its ratings to BBB- with a stable outlook during the
year (BB / Stable earlier).
As on March 31, 2014, the Company was rated Investment Grade with a
''Stable'' outlook by all three international credit rating agencies.
The Company presently has two Employee Stock Option (ESOP) schemes,
namely the Employee Stock Option Scheme 2001 and the Employee Stock
Option Scheme 2005. Besides attracting talent, the Schemes also helped
to retain talent and experience.
Directors
Ms. Chua Sock Koong and Mr. Rajan Bharti Mittal retire by rotation at
the ensuing Annual General Meeting and being eligible, have offered
themselves for re-appointment.
In terms of Section 149, 150 and 152 read with Schedule IV and any
other applicable provisions, if any, of the Companies Act, 2013 and
rules made thereunder and Clause 49 of the Listing Agreement, it is
proposed to appoint Mr. Manish Kejriwal, Ms. Obiageli Ezekwesili and
Mr. Craig Ehrlich as Independent Directors of the Company to hold
Subsidiary Companies
As on March 31, 2014, your Company has 117 subsidiary companies, as set
out in Page no. 242 of the Annual Report (for Abridged Annual Report
please refer Page no. 92).
Management''s Discussion and Analysis Report for the year under review,
as stipulated under Clause 49 of the Listing Agreement with the Stock
Exchanges in India, is presented in a separate section forming a part
of the Annual Report.
Corporate Governance
Sustainability Journey
Statutory Auditors
The Company has received letters from the Auditors to the effect that
their appointment, if made, shall be in accordance with the conditions
as prescribed in the rule 4 of the Companies (Audit and Auditors)
Rules, 2014, and that they are not disqualified for appointment within
the meaning of Section 139 and 141 of the Companies Act, 2013.
Auditors'' Report
The Board has duly examined the Statutory Auditors'' Report to the
accounts, which is self-explanatory. Clarifications, wherever
necessary, have been included in the Notes to Accounts section of the
Annual Report.
Cost Auditors
financial year ended March 31, 2014. The Secretarial Auditors have
submitted their report confirming the compliance with all the
applicable provisions of various corporate laws. The Secretarial Audit
Report is provided separately in the Annual Report. However, in terms
of the provision of Section 219(1)(b)(iv) of the Companies Act, 1956
and Clause 32 of the Listing Agreement, the Abridged Annual Report,
excluding this annexure, will be sent to the Company''s members. Members
who desire to obtain this information may write to the Company
Secretary at the registered office address and will be provided with a
copy of the same.
Particulars of Employees
II. They have selected and applied consistently and made judgments and
estimates that are reasonable and prudent to give a true and fair view
III. They have taken proper and sufficient care to maintain adequate
accounting records in accordance with the provisions of the Companies
Act, 1956, and to safeguard the Company''s assets and to prevent and
detect fraud and other irregularities.
IV. They have prepared the annual accounts on a going concern basis.
Acknowledgements
SOURCES OF FINANCE
) Shareholding of Promoter and Promoter Group
(1)
Indian
Bodies
1,747,545
1,747,545
43.7
43.7
,460
,460
1,747,545
1,747,545
43.7
43.7
,460
,460
857,180,2
857,180,2
21.4
21.4
86
86
8,493,000
8,493,000
0.21
8,493,000
8,493,000
0.21
Corpora
0.21
0.21
te
Sub
Total
(2)
Foreign
Bodies
Corpora
te
Any
Others
(Specif
y)
Foreign
Instituti
onal
Investor
Sub
865,673,2
865,673,2
21.6
21.6
86
86
2,613,218
2,613,218
65.3
65.3
,746
,746
98,718,55
98,718,55
2.47
34
5,261,574
5,261,574
57
192,958,0
192,958,0
32
32
Total
Total
shareh
2.47
0.13
0.13
4.83
4.83
olding
of
Promot
er and
Promot
er
Group
(A)
(B) Public Shareholding
(1)
Instituti
ons
Mutual
236
Funds /
UTI
Financi
al
Instituti
ons /
Banks
Insuran
ce
Compa
nies
Foreign
617
688,629,7
688,629,7
17.2
17.2
70
70
4,000
4,000
35
11,930,98
11,930,98
Foreign
11,930,98
11,930,98
Portolio
997,502,9
Instituti
0.30
0.30
0.30
0.30
997,502,9
24.9
24.9
15
15
3.34
3.34
onal
Investor
s
Qualifie
d
Foreign
Investor
Any
Others
(Specif
y)
Investor
35
( Corpo
rate)
Sub
980
Total
(2) NonInstituti
ons
Bodies
2,2
133,474,5
128,030,2
Corpora
43
45
75
te
Individ
Individ
32,508,36
32,499,55
0.81
0.81
ual
6,888,044
6,888,044
0.17
0.17
5.35
5.35
uals
shareho
lders
holding
240
nominal
,86
share
capital
up to
Rs. 1
lakh
Individ
ual
shareho
lders
holding
nominal
share
98
capital
in
excess
of Rs. 1
lakh
Any
5,9
213,807,4
213,807,4
Others
62
86
86
(Specif
y)
Foreign
Nationa
57
57
204,952,7
204,952,7
5.13
5.13
16
16
2,408,909
2,408,909
0.06
0.06
5,788,536
5,788,536
0.14
0.14
657,268
657,268
0.02
0.02
249
386,678,4
381,225,3
9.67
9.67
,16
41
58
ls
Foreign
Corpora
te
Bodies
Non
Residen
5,7
15
Indians
Trusts
38
Clearin
g
Membe
206
rs
Sub
Total
Total
250
1,384,181
1,378,728
34.6
34.6
Public
,14
,356
,273
shareh
olding
(B)
Total (A)
250
3,997,40
3,991,94
10
10
+(B)
(C)
,14
0,102
7,019
9
-
0.0
0.0
Shares
held by
Custodia
ns and
against
which
Deposito
ry
Receipts
have
been
issued-m
(1)
(2)
Sub
Total
Total
A)+(B)+
(C)
250
3,997,40
3,991,94
,14
0,102
7,019
10
0.0
0
ch 6
6.1performance
Analysis of the company
A performance analysis methodology is a procedure that you can follow to analyze system or
application performance. These generally provide a starting point and then guidance to root
cause, or causes. Different methodologies are suited for solving different classes of issues, and
you may try more than one before accomplishing your goal.
Analysis without a methodology can become a fishing expedition, where metrics are examined
ad hoc, until the issue is found if it is at all.
Methodologies documented in more detail on this site are:
The USE Method: for finding resource bottlenecks
The TSA Method: for analyzing application time
Off-CPU Analysis: for analyzing any type of thread wait latency
Active Benchmarking: for accurate and successful benchmarking
Balance sheet
(Rs crore)
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
1,8
1,8
1,8
Sources of funds
Owner's fund
Equity
1,9
share
98.
1,89
98.
98.
98.
capital
70
8.80
80
80
77
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
Share
applicat
18
ion
6.0
money
47,
42,
34,
Prefere
nce
share
capital
64,
Reserve
72
52,2
53
21
65
s&
9.3
47.4
0.8
2.8
0.1
surplus
Loan funds
Secured
1.4
1,23
2.9
17.
39.
loans
6.50
10
43
14,
10,
8,5
14,2
12
21
4,9
Unsecur
21.
16.3
6.5
6.0
99.
ed loans
30
49
63,
54,
41,
75,
Total
Uses of funds
25
67,1
55
34
77
0.7
26.0
9.0
4.7
3.9
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
63,
59,
44,
Fixed assets
73,
94
71,9
88
45
21
Gross
9.2
11.8
5.4
7.9
2.5
block
Less :
revaluat
ion
reserve
2.1
-
23,
18,
16,
Less :
accumu
34,
lated
07
28,7
44
75
18
depreci
1.0
29.2
4.6
7.2
7.5
ation
40,
40,
28,
39,
87
43,1
44
70
02
Net
8.2
82.6
0.8
0.7
2.8
block
4,4
6,4
1,5
Capital
workin-
1,2
progres
44.
1,03
66.
79.
94.
20
0.80
50
20
74
Investm
34,
28,1
12,
11,
15,
ents
52
99.1
33
81
77
7.8
3.0
3.3
3.9
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
23,
12,
22,
loans &
55
15,4
07
58
9,2
advance
7.8
70.7
8.6
9.7
25.
08
16,
17,
12,
Less :
current
liabilitie
22,
s&
95
20,7
76
23
84
provisio
3.4
57.2
4.7
7.9
2.0
ns
Total
net
39
6,3
4,6
3,6
current
5.6
5,28
13.
48.
16.
assets
6.50
90
20
92
Miscell
aneous
expense
s not
written
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
63,
54,
41,
75,
Total
Ma
25
67,1
55
34
77
0.7
26.0
9.0
4.7
3.9
11,
11,
11,
Notes:
Book
value of
unquote
25,
81
27,1
80
70
61
investm
9.5
22.6
7.1
8.0
9.9
ents
53
10
4,2
Market
value of
30,
quoted
99
investm
8.1
1,08
3.4
5.1
16.
ents
4.10
67
Conting
87,
ent
23
1,23
8,2
6,8
3,9
liabilitie
2.1
,273
61.
52.
21.
.00
10
10
50
Number
39
379
37
37
37
of
97
75.3
97
97
97
equity
4.0
5.3
5.3
5.3
shareso
utstandi
ng
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
(Lacs)
All these services are rendered under a unified brand ''airtel'', either
directly or through subsidiary companies. The Company also deploys,
owns and manages passive infrastructure pertaining to telecom
operations through its subsidiary, Bharti Infratel Limited, which also
owns 42% of Indus Towers Limited. Together, Bharti Infratel and Indus
Towers is the largest passive infrastructure service provider in India.
Financial Results
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Gross revenue
EBITDA before
857,461
277,770
14,151
4,584
769,045
232,579
14,129
4,273
exceptional items
241,813
3,991
195,643
3,594
operations before
derivatives and forex
fluctuations (before
exceptional items)
Earnings before
taxation
78,643
1,298
27,727
47,853
458
879
22,757
418
* 1 USD = Rs. 60.59 Exchange Rate for financial year ended March 31, 2014
(1 USD = Rs. 54.43 for financial year ended March 31, 2013)
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Gross revenue
499,185
8,239
453,509
8,332
1 The Delhi High Court on Monday stayed the execution of the Government order asking Bharti
Airtel to stop 3G mobile services in areas where it did not have spectrum.
The court has fixed May 8 for the next hearing even as the Department of Telecom has been
asked not to take any action till that date.
The DoT had on Friday sent a notice to Airtel asking it to stop 3G services in circles where it did
not have spectrum within 72 hours. Bharti Airtel had challenged the DoT order in the court on
grounds that the services were legal and permitted by the DoT before the auction for 3G
spectrum began in 2010.
The Delhi High Court also said Airtel would not immediately need to pay the penalty. This is the
second time the High Court has come to the operators rescue. Last year, Airtel had challenged a
similar order from the DoT after which the court directed the department to take action only after
hearing out the operator.
The DoT order has significant implications for Airtel as it will lose its pan-India 3G footprint at a
time when arch-rival Reliance Jio Infocomm is gearing up to launch its data and voice services,
based on 4G technology, across the country. Soon after the spectrum auctions finished in 2010,
Bharti Airtel, Vodafone and Idea Cellular entered into an agreement to offer 3G services across
the country.
The DoT is preparing separate notices for Vodafone and Idea Cellular in this regard and courts
final judgment will impact these players as well.
This was necessitated because none of these players had won pan-India spectrum individually.
This deal that they struck is called an intra-circle roaming agreement.
2 When taking a new connection Airtel will serve to our doorstep but when requesting for
disconnection they will not even take the request and will keep on generating bills and will send
huge bills followed by calls from their legal dept.
This is not a case with only one person but when we visit any Airtel office, we find many such
innocent persons standing in queue facing the same issue.
Here is the issue that I am facing recently:
contraction of a company
There has been a issue with a broadband connection where it is expected from Airtel that I am
supposed to pay total amount of Rs. 4234 /- whereas I stopped using Airtel connection since
October 2012. I raised a request on 29th September (Communication number
#120912001396)for the same but no action was taken from Airtel.
Further this connection was not used by me and after few days the line itself was disconnected
but Bill was still generated by Airtel. I have already paid the amount till 29th September 2012.
I have raised a complain #31703294 for the same but did not hear from Airtel yet.
As I got a call from Airtel back office and the concern person asked me to visit Airtel branch, I
did visit Airtel main branch near Jayadeva hospital Bangalore and they gave me nodal mail Id for
further communication.
When I drop a mail to nodal team at nodalofficer.kk@in.airtel.com, I get below message:
Diversification of airtel
Nowadays I could perceive that, there are greater competitions among cellular network providers
to attract and keep the customers with them. Meanwhile, there are also some short of interlinkage with those providers in pricing and servicing.
In this confused environment, I decided to undertake a marketing research, which focuses solely
on network providers activity and customer perception. Because most of the providers
introducing several packages even day to day, but I have an doubt, whether are they focus on
customers requirements or are they just focus solely on the competition.
Because, while Airtel launched its operation in Sri Lanka, Airtel just focused on competition
rather then customer requirements, as this result, Airtel set price for 2 rupees outgoing for any
networks. Whereas, this scheme was absolutely perfect than Airtels competitors, as no network
providers have such least pricing scheme. However, Airtel failed to impress whole Sri Lankan
mind on Airtels first encounter, because whole Sri Lankans have grater expectation on Airtel
and its services. Therefore, most of customers requirements were disappointed.
Therefore, I would like to summarize my report into six dimensions, which I got via my market
research. Those are Customer Expectation and Satisfactions, Coverage Area, Value Added
Services, Pricing Strategies, Promotional Strategies and Other Strategies
Customer Expectation and Satisfactions by Product Features
Customer satisfaction will generated on us, when we provide the service focus solely on
customer expectation rather than focus on competitors. A general philosophy of a business to
enter into the new market or country is to analysis the existing competition and their strategy in
that marketplace, because this philosophy assume that, competitors are well know about the
customer requirements in that market.
Airtel adopted the same philosophy while launched in Sri Lanka. As this result, Airtel fail to
consider the customer requirements.
As Airtel is an Indian company and has very good reputation not only in India also in Sri Lanka,
customer expect more least cost offering than existing companies, such as Dialog, Mobitel, Tigo
and Hutch. They expect Airtel to satisfy into two different aspects, which are free outgoing or
SMS between Air-Air and Satellite network. Whereas, Airtel failed to satisfy the customers with
Satellite coverage, however, Airtel had loosed the customers in its first encounter with Airtel
pricing strategy, which is a 2 rupees charge for any networks.
Even though, Airtels pricing strategy might be cheaper than its competitors, but customers
expect more free offering. Therefore, Airtel might be offer this offering at least cost or as free of
charge for one month as a promotional period, once Airtel launched in Sri Lanka.
Anyhow, now also Airtel can implement some of the following strategies, which I developed
focus solely on customer requirements, which can be known as Market Orientation.
As experiences of huge inflation in Sri Lanka, customers do not have much money to
reload once they needed, they can only pay in their salaries.
Airtels competitors can also follow this strategy, but if they introduced this strategy now, then
Airtels current demand will be reduced.
Most of the customers have to depend on different kinds of products for various service
providers. Say for an instance, for 1000 minutes out going Dialog and cheapest & limited
Internet service Mobitel
Therefore, if you offer these combine product, definitely you will be the market leader within
2010.
Meanwhile, customers are also expecting free SMS facility from Airtel, therefore, Airtel may
better to provide
Very cheapest SMS services for 25 cents or 30 cents as possible, because this strategy help to
maintain customer relationship by satisfying and retaining strategies in above hierarchy.
Or
Can charge just 100/= rupees for free SMS between Air-Air for one month for unlimited SMS
or 500 or 400 SMS.
Airtel can identify the market segment according to their similarities and different needs, and
then may better to develop appropriate packages, which should satisfy the needs of targeted
people.
Since, a market segment has unique needs, Airtel may better to develop a total product focus
solely on the needs of that segment will be able to meet the segments desire better than Airtels
current
mass marketing strategy, due to this, customers also feel that, Airtel is always care about them.
Because, I got a research conclusion in my second year studies that, people always seek
discrimination.
E.g.
I identify some of market segment and its risk on return, applicable price or charges per month,
tools of communication, and distribution method. However, Airtel have to think about the cost
for both communication and distribution method.
0,1
An ideal company should have an steady upward trend. Year-over-year performance is frequently
used by investors seeking to gauge whether a company's financial performance is improving or
worsening.
1 year
Revenue
12.27%
Net Income
22%
EPS Basic
17%
If Sales Revenue shows a moderate or stable growth while EPS shows an explosive growth, it
could possibly be due to accounting manipulation.
over time. A company can use retained earnings to maintain current operations, or to invest in
new ventures. Generally speaking, retained earnings growth is accompanied by subsequent
increases in sales and profitability.
Dividend Growth Bharti Airtel Ltd.Upgrade Membership to see 10 year Growth Rate trend
chart.\A company paying dividends is generally a good sign. Well established companies offer
dividends back to its shareholders while high growth companies usually do not pay dividends
since they reinvest the profits back in the business. If a dividend paying company stops paying
dividends then that is a big red flag. Dividend per share is better metric compared to looking at
just the dividends because DPS takes into account the number of shares as well.
Accounts Receivable & Inventory Growth
Watch the Accounts (trade) Receivables (aka Sundry Debtors) and Inventory columns closely. A
company can get into serious trouble very quickly if it's customers are not paying the bills or if
its inventory is piling up in warehouses. If Recievables are growing much faster than sales, it
usually means that the company is having trouble collecting money from customers. More
inventory on the balance sheet means the company is having trouble delivering goods to
customers.
An increase of receivables and inventory above 50% is usually not a good sign and needs to be
investigated further.
Days SalesDays32.532.226.4DSO20122013201420152628303234Craytheon.com
Days Sales Outstanding or DSO is also known as "average collection period and receivable
days". It's a measure of the average time it takes to collect the cash from sales, in simple words,
how fast customers pay their bill. DSO does tend to vary a good deal by industry sector.
A high DSO may be a red flag, which suggests that customers aren't paying their bills in a timely
fashion. Maybe the customers themselves are in financial trouble or maybe the company's
operations and financial management are poor. If the DSO is rising rapidly, you should know
why.
DSO = Accounts Receivables / ( Revenue / 365 )
is similar with data and 3G tariffs. As a result, the company has been reporting declining profits
for many years. ARPU had been decreasing too although it is showing signs of bottoming out
now.
Debt and finances According to their latest quarterly report, Airtel is burdened by $9.7 billion
in net debt, which is a lot of money when converted to rupees. How can Airtel repay this debt is
the question? Possibilities include stake and equity sale or spike in revenue. Depreciating rupee
is also an issue since it results in foreign exchange losses and increases the financing cost.
Africa acquisitions and operations Airtel acquired Zains Africa business for $9 billion in 2010.
Since then, it has struggled to turn around those operations reporting repeated losses from the
continent. While the Africa operation has widened the companies geography, it continues to be a
drag on its balance sheet.
Late adoption of 3G and advanced wireless technologies Due to various regulatory
uncertainties and delayed spectrum auctions, India and Airtel were late to the 3G party. 3G
services were launched by Airtel only in early 2011. The data tariffs were high, speeds were
unsatisfactory and customer acceptance of 3G was slow. The company lacks nationwide 3G
license with spectrum in 13 out of 22 telecom service areas. Airtels LTE network for mobile
broadband is still confined to only 4 cities in India.
Opportunities
Untapped voice market Despite many believing that the voice market in India is close to
saturation, hundreds of millions remain without a phone. Recently, VLR (Visitor Location
Register) numbers released by the regulator TRAI, showed that around 730 million out of the
total 870 million are active connections. Given many people in India use multiple SIMs, it is safe
to say that mobile phone penetration in the country is less than 50%. The opportunity for Airtel is
huge, especially in the rural segment.
3G and data revenue Airtels 3G subscribers constitute less than 5% of its total subscriber base.
Apart from getting new 3G customers to join Airtel, there is immense room for growth within its
existing customers. The operator should be more aggressive in marketing the benefits of high
speed data access on phone. Simultaneously, it must ensure faster and consistent data speeds on
its network.
LTE The whole wireless world is moving towards LTE. LTE for mobile broadband can be a
good solution for India where fixed broadband penetration is otherwise low. Airtel has taken the
lead with this version of LTE in 4 cities, but deployment needs to catch up pace. Despite a weak
LTE ecosystem in India, Airtel should portray itself as the embracer of that technology. It must
pursue the device manufacturers to produce LTE capable phones for India and then take the lead
in the deployment of LTE for cellular networks too.
Mergers and Acquisitions Unfortunately, the M&A rules in India are yet to formally declared
although recent media reports have suggested that companies may be allowed to merge as long
as their market share in every circle is less than 50%. Airtel with a market share of 22.2% should
be good to acquire smaller telcos to reduce competition and add subscribers and spectrum. Such
acquisitions will incur huge spectrum costs, but it could be well worth it in the long term.
Threats
Unfriendly regulatory environment The telecom industry in India has been plagued by a hostile
and unstable regulatory scenario. This has adversely affected the industry sentiment and the
wireless service providers. While some clarity has begun to emerge, many guidelines are far
from certain. Airtel has not remained untouched from this chaos. And this threat would continue
to linger for the next few years.
Spectrum Auctions and Refarming Government of India and TRAI kept a high reserve price for
3G, BWA and the recent 1800 MHz auction. Airtel had spent Rs. 123 billion ($2.7 billion per
rupee to dollar conversion back then) for 3G airwaves. Since the returns are slow due to low
tariffs, buying the spectrum at high price is detrimental for the telcos. Refarming 900 MHz is
another terrible idea which would negatively impact Airtels finances, given that it will have to
repurchase those airwaves to continue 2G operations.
Mobile Number Portability MNP gives the customer independence to change the service
provider while retaining the number. With similar tariffs across various telcos and satisfaction
with the current service provider being low, consumers are willing to jump ship. The larger
incumbent operators are losing millions of customers to the newer players who attract these
customers with their freebies and innovative offers.
Some of the points mentioned above also apply to big incumbent telcos in India like Vodafone
and Idea. But let us not forget that Airtel has been a torchbearer of the Indian wireless industry. If
it intends to remain in that position, a SWOT analysis like this one will help. Overall, I am
bullish on the companys future and believe that despite the current difficulties, Bharti Airtel will
continue to be a major player in Indias telecommunication sector.
ANXETURE
Q1. Are you USING services / products offered by Airtel?
a. Yes
b. No
Q2. Reason for association with Airtel?
a. Margin
b. Promotional Schemes
c. Demand
d. Dealer relationship
e. Credit Policy
f. Its Service Quality
g. Other Reasons
Q3. Reason why you are not dealing in services and products offered by Airtel?
a. Credit Policy
b. Promotional Material Not Supplied on Time
c. Schemes are not conveyed on time
d. Supply of product is not proper
e. Dont Wish To Specify
Q4. Does the company give proper response to your queries?
a. Yes
b. No
Q5. Have you ever faced problems related to the Services of Airtel?
a. Always
b. Sometimes
c. Never
Q6. Does the problems was resolved by the retailers support desk?
a. Yes
b. No
Q7. How do you rate the customer schemes of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q8. How do you rate the schemes delivered to the retailers ?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q9. How do you rate the retailers support of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q10. How do you rate the margin in Airtel services?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q11. How do you rate retailer grievance handling mechanism of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q12. Does customers are happy when their problems are solved by the retailers support desk?
a. Yes
b. No
Q13. How do you rate the Credit facilities provided by Airtel?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q14 How do you rate the Discount offered by Airtel on bulk purchase?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q15. How do you rate the Brand Pull of Airtel?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q16. How much time does it take for delivery of Airtel SIM Cards / Vouchers after ordering ?
a. 6-12 Hours
b. 1 to 2 Days
c. 2 to 7 Days
d. More than7 Days
ch 7 findings
1. Out of 120 shop owners covered by the study, 72 per cent are males and the rest females. The
study reveals that the industry is male dominated. It could be inferred that in the male dominated
society, it is quite natural that men dominate all industries. The cell phone industry is no
exception to this and shows males constituting a greater proportion in setting up cell phone
dealership
cell phone dealers 17 per cent belong to the age group of 18 to 25, one out of every two traders
contacted belongs to the age group of 26 to 40 and one out of every three traders belongs to the
upper age category of 40 - 60. It is derived that nearly half of mobile handset dealers are middle
aged and the rest belong to the youth and upper age group
. 3. Majority of the traders belong to the married category; only 10 per cent remain unmarried at
the time of the survey. They are therefore able to keep pace with the rapid proliferation of the
new trade in Kanyakumari District.
4. When an enquiry
was made on the educational qualification of the cell phone dealers, it is found that 77 per cent of
dealers are undergraduates, 18 per cent of them are diploma holders and 6 per cent of them have
studied up to higher secondary level. The survey revealed that all dealers are educated to do
simple arithmetic and accounting and have an agreeable level of communication talent. This is
evident from the qualification they possess.
5. It is inferred that 14 per cent of the dealers parents are teachers, 19 per cent are from business
background, and 28 per cent of the parents are agriculturists and only 10 per cent of parents are
government employees. Kanyakumari district is well known for its climate and fertility of soil
which enable high level agricultural productivity. This explains why majority of the parents are
agriculturists.
handset shop owners contacted for the survey, five per cent of the respondents earn a monthly
income of less than Rs.5000. Nearly two-third of the dealers earn a monthly income exceeding
Rs.10,000 and reach up to Rs.20,000; only seven per cent alone cross Rs.20,001 per month up to
Rs.25,000. The expenditure apart, what is left with the shop owners help them to augment the
sales of handsets and sim cards and continue to sustain them in the trade at the time of survey
. 7. The cell phone dealers experience in running the business has been analysed and it reveals
the fact that 65 per cent of dealers have three year experience, when the sales promotion of
mobile handset was at its highest. 95 percent of the dealers have gained agreeable level of
experience and they remained in the business for more than three years and the trade sustains
them. However, in recent years, as competition is stiff, only 15 per cent of the traders have
entered the business with experience limited to two years and below. The future is still open for
new traders who would have their shops established in hitherto unexplored areas as demand for
mobile handsets is increasing ever.
of land and building constitutes the greatest portion and it accounts for 44.58 per cent of the
capital employed. In the other fixed assets, namely, furniture constitutes 2.23 per cent; other
specific assets, namely, air conditioner, electrical appliances and display frames account for
17.83 per cent. The proportion of total current assets constitutes 59.21 per cent of the total capital
employed. Current liabilities are worked out to be 23.85 per cent of the total capital employed. It
is derived that the cell phone dealers run their business by borrowing from banks and other
creditors. This indicates that the cell phone dealers are suffering from lack of finance on a longterm basis.
9. Nokia mobiles were sold on an average of one to ten per month. Similarly the other brands
were also sold 12, 15, 13, 8, 7, and 10 respectively for the Sony Ericson, Samsung, Siemens, LG,
Motorola, Reliance and Tata Indicom. On an average, Nokia mobile phones has the largest sales
per month due to its brand familiarity and due to all other attractive features, it has reached the
customers successfully. Motorola was initially successful among the customers but later the other
brands entered and it could not withstand the competition and lost its market.
10. Agasteeswaram, being town area, has a sales percentage of about 23 per cent for Nokia, Sony
Ericson has around 40 per cent. Following Agasteeswaram, Kalkulam stands second in mobile
sales and services; Thovalai stands third and Vilavancode stands last in the district in the mobile
sales. Being small in area and less developed and having towns few in number, Vilavancode
stands
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