OBJECTIVES OF THE STUDY

The objective of this project is:

• To find prospective retail outlets.

• To find opportunity in DEHRADUN regarding AIRTEL.

1
I

Total Telecom Base ~ 280 Million 3rd largest in the world

Tele-density ~ 28 % Lowest in the World
Wireless Sub Base ~ 240 Million 3rd largest in the world
Wireless Penetration ~ 26 % Lowest in the world
ARPU < USD 9 One of the lowest
Mou/Sub/Month ~ 580 minutes 2nd highest in the world

Realized RPM ~ 3 US cents/ min Lowest in the world

(All Inclusive)
Fixed line Sub Base ~ 48 Million
Broadband Sub Base ~ 2 Million Large potential markets

 Indian telecom –well placed in world telecom space

CELLULAR MOBILE SERVICE IN INDIA

2
Cellular mobile services, started in 1995, are amongst the fastest growing segment.

After a slow start, this sector grew at compound annual growth rate of more than 70 per

cent in FY2000 and FY2001 and was is expected to reach a size of nearly 76 percent by

FY08.The cellular telephony segment has emerged as the fastest growing segment in the

Indian telecom industry.

In fact, the segment achieved a landmark in FY03 when, for the first time, more cellular

subscribers were added than fixed line subscribers.

GPRS is widely offered by major operators. BPL was the first operator to Launch GPRS

in India, followed by Airtel, Hutch and Idea. Hutch, Airtel and Idea, are providing EDGE

Networks.

Market Share

3
 By year-end 2008, there will be some 5 billion cellular mobile subscriptions

worldwide, cementing the mobile phone’s position as the most rapidly-growing

and widely-adopted technology of all time.

 Cellular mobile will remain the dominant mobile and wireless technology in

2008.

 Voice will continue to be the primary source of cellular mobile revenues,

typically accounting for more than 80 percent of total revenue. Price competition

will drive voice margins down, but overall demand will continue to grow

strongly. As a result, 2G networks will increasingly become cash cows capable of

generating EBITDA margins of 45 percent or more. Additionally, a significant

minority of voice customers will take a second 2G subscription for data – for

instance, a mobile e-mail device – creating a strong likelihood of mobile

penetration surpassing 100 percent in some markets.

 Customer interest will initially generally be low due to poor handset performance,

disappointing network quality and a lack of compelling benefits. However, mobile

operators have faced this same situation several times before – whenever their

network technologies have changed – and skepticism will turn to optimism by

year-end. Indeed, before the year is over, operators and equipment vendors will

likely be delivering a 3G experience that is comparable to 2G. And by end 2008,

3G handsets, networks and services will in many cases be noticeably superior to

their 2G forebears.

4
 On both platforms, messaging will continue to be the primary source of non-voice

revenue growth. Chat, instant messaging and other emerging services will grow

substantially, taking up the slack as SMS growth declines. Beyond 2G and 3G,

many operators will continue spreading their bets – adopting new technologies in

rapid succession – to the detriment of their customers and shareholders. WiFi

hotspots will be a prime example, with numerous companies fighting to expand

their share of a declining market.

5
GROUP STRUCTURE

Group Structure

6
7
INTRODUCTION` OF BHARTI AIRTEL LIMITED

Telecom giant Bharti Airtel is the flagship company of Bharti Enterprises. The Bharti

Group has a diverse business portfolio and has created global brands in the

telecommunication sector. Bharti has recently forayed into retail business as Bharti

Retail Pvt. Ltd. under a MoU with Wal-Mart for the cash & carry business. It has

successfully launched an international venture with EL Rothschild Group to export

fresh agri products exclusively to markets in Europe and USA and has launched Bharti

AXA Life Insurance Company Ltd under a joint venture with AXA, world leader in

financial protection and wealth management.

Airtel comes from Bharti Airtel Limited, India’s largest integrated and the first private

telecom services provider with a footprint in all the 23 telecom circles. Bharti Airtel since

its inception has been at the forefront of technology and has steered the course of the

telecom sector in the country with its world class products and services. The businesses

at Bharti Airtel have been structured into three individual strategic business units (SBU’s)

- Mobile Services, Airtel Telemedia Services & Enterprise Services. The mobile business

provides mobile & fixed wireless services using GSM technology across 23 telecom

circles while the Airtel Telemedia Services business offers broadband & telephone

services in 94 cities. The Enterprise services provide end-to-end telecom solutions to

corporate customers and national & international long distance services to carriers. All

these services are provided under the Airtel brand.

8
Airtel enterprise services came into existence in Oct, 2004 as a step to provide one stop

solution of all Telecom requirements of the enterprises all across the country. The

company does not have any service of its own but offers its clients all services available

under the Bharti umbrella under one roof. As of today Airtel Enterprise services is

successfully catering to 800 corporate clients all across India and recorded profit of Rs.

226 crore in 2004-2005 with the. The company is aiming to become an Rs 5000 crore

company within the next three years.

They are one of India’s leading providers of telecommunication services with a

nationwide presence in all the 23 licensed jurisdictions (also known as Telecom Circles).

They served an aggregate of 62,486,652 customers as of June 30, 2008; of who

59,684,868 subscribe to their GSM services and 2,801,784 use their broadband &

telephone services either for voice or broadband access delivered through DSL. They are

the largest wireless service provide in the country, based on the number of customers as

reported by the industry as of June 30, 2008. They also offer an integrated suite of

Telecom solutions to their enterprise customers, in addition to providing long distance

connectivity both nationally and internationally. All these services are rendered under a

unified brand “AIRTEL”.

9
 GSM (Global System for Mobile Communication)

• GSM was first introduced in 1995 and is one of the fastest growing markets in the world.

• There are 35 networks on 900 MHz, 11 on 1800 MHz Technology.

• The digital mobile communication standard GSM (Global System for Mobile

Communication) is deployed in India, using the 900 MHz and 1800 MHz frequency

bands.

• The Indian telecommunication market is divided into 23 circles, with up to four GSM

licenses being awarded in each. There are also four metropolitan (metro) districts:

Mumbai, New Delhi, Chennai and Calcutta.

10
 CDMA (CODE DIVISIONAL MULTIPLE ACCESS)

 CDMA was started in March 2003. There was a big debate in India just before the

launch of CDMA services that will it succeed or not? Recent trends reveal that

CDMA is here to stay, but that doesn't mean that it is going to overpower GSM.

 Nationwide roaming helped to boost subscribe base, option of connecting to

internet using a simple data cable proved as a catalyst in promoting CDMA

services in India.

 CDMA and GSM call tariffs are moreover same.

 Reliance Infocom was the first private operator to start with the CDMA services

in India. However, BSNL and MTNL offered CDMA before Reliance but they

were unable to tap subscribers. Reliance’s strategic alliance with LG and

Samsung to offer their handsets along with their subscriptions proved to be a

Catalyst in the process.

11
 PREPAID SERVICES

Services

Subscribe for cool alerts at the click of a button! What's better is that you receive updates

automatically on your Airtel phone.

Avail of special services like calling waiting, call hold, call divert and voice mail to

manage all your accessibility needs with us.

12
 Subscription Services

With Airtel's Subscription Services, you can subscribe for cool alerts at the click of a
button! What's better is that you can receive updates automatically on your Airtel phone
without the need of initiating a request everyday.

Check out some of the great stuff that you can access from Airtel Subscription Services…

Daily News Alerts

With Airtel News Alerts, be in touch with the latest happenings around the world, all the
time. Get two news bulletins sent to your Airtel phone, courtesy AajTak, the 24-hour
news channel from India Today Group. To subscribe to the News Alerts, send SUB
NEWS to 3333.

Daily Astrology Alert

Your future lies in your Airtel phone. Literally! Get daily forecasts of each sun sign from
renowned astrologer, Ma Prem Usha. To subscribe to the Astrology Alerts, send SUB
followed by first 3 letters of the zodiac sign to 3333.

Daily Joke Alert

Burst out with laughter with Airtel's daily joke alert. Get the funniest jokes that you can
forward to your friends to brighten up their day too. To subscribe to The Joke Alerts,
send SUB JOKE to 3333.

Daily Business News

Now, for the latest buzz on the business scenario, you never have to look very much
further than the palm of your hand. Airtel brings you the daily business news and stock
alerts, courtesy, Business Today, the leading publication on business news & stories. To
subscribe to the Business News alerts, send SUB BIZ to 3333.

13
Daily Health Tips

Begin your fitness regime with Airtel. Get tips from well-known dietician Shikha Sharma
and by India's leading heart surgeon Dr. Naresh Trehan on beauty, skin care, health,
eating right and much more. To subscribe to the Health Tip alerts, send SUB HEAL to
3333.

Daily Filmi Gossip

Want the latest khabar on Lara, Salman, Cameron and Toby? You can tune into Airtel's
Filmi Gossip, with the latest buzz about your favourite Hollywood and Bollywood stars.
To subscribe to the Filmi gossip alerts, send SUB FILMI to 3333.

Vaastu Alerts

Get daily Vaastu tips on the best directions, regarding plots, home renovations, buying
homes; doing up your house etc. at 8:15 PM. Daily alerts will be of 2 messages. To
subscribe to the Vaastu alerts, send SUB VAASTU to 3333.

Daily Love Tip

This season say it with love and express yourself with Airtel Love Tips. Cute lovable
messages, which will touch your heart. Get a daily Love tip at 7: 30 PM. To subscribe to
the Daily Love alerts, send SUB LOVE to 3333.

Sports Daily News Alerts

You can now get the latest cricket scores on your Airtel. Get live cricket update as soon
as the action happens, for every match that India plays. You also get daily sports news
from around the world. What’s more, you get daily sports trivia to check your sporting
IQ. Get your update twice a day at 11 AM and 6 PM. The news content is powered by
'AajTak', the 24-hour news channel from India Today Group. To subscribe to the Sports
News alerts, send SUB SPO to 3333.

14
How to Subscribe / Access

• Select the 'Message' menu on your cell phone

• Scroll to ‘Write messages’
• Type the keyword < SUB first 3 letters of the zodiac sign > to 3333, <SUB
NEWS> to 3333 for News, <SUB JOKE> for Jokes, <SUB BIZ> for Business
News, <SUB SPO> for Sports Alerts & <SUB VAASTU> for Vaastu tips.

Price per month: Rs. 30

If you change your mind, you can unsubscribe at any point of time. You can also resume
the alerts thereafter. Please call our customer care representatives on 121 for the details.

To find out what services are available in your city please select your location from the
drop-down above.

15
 Call Management Services

Call Conferencing

With Airtel call conferencing, you can teleconference with 6 people simultaneously! You
can also have the liberty of setting up a conference even when the other five individuals
are using a landline, making it ideal for organizing events or discussing business.

How to make use of this facility?

• Dial the number to make the first call.

Put the existing line on hold.
• Dial the next number to make the next call.
• Then choose 'Conference' Option to get everybody talking together.
• Repeat the same procedure to get the 4th and 5th person into conference
• If someone wants to opt out of the conversation, he / she can simply
disconnect the call.

Charges

Person initiating the conversation is billed for all the calls, according to the airtime rates
applicable to his price plan. Each call is charged, for the time spent in the conference and
on hold. However charges for setting up conference service are circled specific.

Please note

Please check handset feature to ensure that your mobile phone supports this feature. This
service can be used only if you have activated call waiting.

Call Wait

You can receive and hold an incoming call when you are already talking to another
person and the caller at the same time is notified that you are busy on another call. You
have the option to receive the new call by putting the first call on hold or rejecting it.

Start Using call wait

Use the menu functions on your phone to activate call wait.

Charges: Subscription to this facility is totally free of cost!

16
Call Hold

Handle more than one call at a time, with Call hold. You have the option to make a new
call by putting the first call on hold, or switch between two calls, if you are already
connected to a call.

Charges: Subscription to this facility is also free of cost.

Call Divert / Call forward

You can divert your incoming calls to another mobile or landline (select operators) and
have your calls attended to, by someone else when you are personally unable to do so.

Start Using call divert / call forward

Use the menu functions of your phone to activate call divert / call forward for the
following options:

• All calls
• If busy
• If no reply
• If not reachable / switched off

Charges: All diverted calls are billed as per the outgoing call rates of your plan.

Voice Mail

In a meeting? With Airtel voice mail you will never have to worry about missing a call.
You can divert your calls to voice mail from call settings. Voicemail will take a message
for you, and play it back to you when,

• Your mobile phone is switched off.

• You are already engaged on another call.
• You have selected the call divert option.
• You are in an area that is not covered by the network.

Start Using a Voicemail

• Begin by activating voicemail service on your phone

• Set up your personalized greeting on your Voicemail box.
• You will receive SMS alert whenever you have a new message in your
Voicemail box.

17
 • Call on your Voicemail box to retrieve your message from any phone
anywhere.

Missed Call Alert

A missed call alert is a SMS that you will receive for all the calls that you missed. The
SMS will detail the CLI and the time when the call was made.

Call Line Identification Presentation

The Caller Line Identification Presentation (CLIP) feature, besides allowing you to
recognize the caller, with the display of the calling party's number on your handset
screen, also gives you the flexibility to either accept or reject an incoming call. The
Caller ID Service can help you gain a competitive edge in business, so you needn't worry
about prank calls when you're taking customers over the phone. Its applications are, in
fact, limited only by your imagination.

Here are a few more advantages of CLIP.

• You will never be caught off-guard.

• Lets you decide which calls you want to answer.
• Discourages nuisance calls.

Please note: There may be occasions when the number of the incoming caller does not
appear. This happens because the accuracy of this service depends on the calling landline
(PSTN) exchange and other cellular service providers.

To find out what services are available in your city or information on charges and activation
commands please select your location from the drop-down at the top of the age.

18
PRESENCE IN THE ENTIRE FOLLOWING 23-TELECOM CIRCLE

A Bharti Airtel Limited is one of the leading private players in the Indian telecom market.

And being the market leader it enjoy its presence in all the 23-telecom circles of India.

All the 23 circles are as follows:

• Andhra Pradesh telecom circle.

• Bihar telecom circle.

• Chattisgarh telecom circle.

• Chennai telecom circle.

• Gujarat telecom circle.

• Goa telecom circle.

• Haryana telecom circle.

• Himachal Pradesh telecom circle.

• Jammu & Kashmir telecom circle.

• Karnataka telecom circle.

• Kerla telecom circle.

• Madhya Pradesh telecom circle.

• Maharashtra telecom circle.

• North East telecom circle.

• Orissa telecom circle.

• Punjab telecom circle.

• Rajasthan telecom circle.

19
• Sikkim telecom circle.

• Tamilnadu telecom circle.

• Uttar Pradesh telecom circle.

• Uttaranchal telecom circle.

• West Bengal telecom circle.

• Andaman Nicobar telecom circle.

20
INDIA; AIRTEL COVERED 23 CIRCLE

21
 JOURNEY OF AIRTEL MOBILE SERVICES

Airtel Mobile Services- A journey called Success

2000: Bharti Broadband Networks Limited (BBNL) was formed to open data centers

across the country. It was led by Mr. Ashok Juneja as CEO and Mr. Rajiv Sharma as

COO and a team of 16 People.

2001: Bharti BT for V-Sat and Mantra Online were merged into BBNL, BSG (Business

Solutions Group) was formed in order to devise customized solutions for corporate.

2002: Consolidation stage involving huge recruitment and selling systems to build an

organization that could perform.

This year the business had revenue of Rs. 119 Cr and with a net profit of Rs. 20 Lakh.

2003: A matrix organization was put to place. Industry verticals were also created to

focus on corporate clients such as Government, Manufacturing, IT and Telecom Services

and the like. The turnover was 223 Cr with a profit of Rs. 86 Cr.

2004: The business had an outstanding list of 800 corporate clients across the country

that it provides an end to end communications solutions to.

2004-2005 recorded a turnover of Rs. 430 Cr and a profit of 226 Cr.

22
2005: Vodafone, the world’s largest mobile service provider, acquires 10% economic

interest in the company.

• Becomes India’s largest integrated private operator based on the total customer

base.

2006-07: recorded turnover of Rs.1, 159 Crore in 2006-2007 with the profit of 883 Crore.

2008-09:

Bharti Airtel among Top 10 Global Telecom majors; plans to

enter DTH

Bharti Airtel, Indian Telecom major has crossed a subscriber base of 50 million with

nearly 48 million mobile customers and 2 million landline users. The company has

become the 10th biggest in the world in terms of subscribers.

Bharti group has seen a tremendous growth in past one year. As per company reports, 25

milllion users have been added in last 14 months. The company aims to achieve target of

100 million customers by the end of this decade. The company plans to add more users

from rural sector in coming years. Bharti was able to achieve high growth rate as the

company offered many cheap plans to help low end users to buy a mobile connection.

The management of Bharti Airtel is quite confident of better performance in coming

quarters. The company plans to launch many new products and with exciting offerings, the

23
 management expects figures to rise very fast. Bharti also plans to offer direct-to-home

(DTH) services and IPTV by the end of the current fiscal. Bharti has become the fastest

growing telecom company in the world by achieving this target in 143 months. China

Mobile, China Unicom, AT&T, Verizon and Sprint are top five telecom companies in the

world ranked by their subscriber base. BSNL has a user base of 65 million and large part

comes from 35 million fixed line users. BSNL has offered a tough competition to private

players in recent 3 years after the government. owned organization offered better services

and prices for many products

Mr. Manoj Kohli, CEO Bharti Airtel said, “Our next 50 million will largely come from

rural India as our plan is to reach 5,200 census towns and over five lakh villages, covering

96 per cent of the Indian population.”

Other than DTH, Bharti plans to offers new products in broadband internet access as

well. The company has even planned to enter the telecom market in Sri Lanka.

Few Key Milestones

Date of Incorporation July 07, 1995
First private operator to offer fixed line telephony June 04, 1998
Became a public limited company in India February 18, 2002
First Telecom Company to have an all India mobile footprint
March 30, 2005
(Presence in all 23 telecom circles in India)

BOARD OF DIRECTORS

24
The board of directors of the Company has an optimum mix of executive and non-

executive directors. The Chairman and Managing Director, Mr. Sunil Bharti Mittal,

is an Executive Director and the number of Independent Directors on the Board is 50%

of the total board strength. The independence of a director is determined on the

basis that such director does not have any material pecuniary relationship with the

Company, its promoters or its management, which may affect the independence of the

judgment of a Director. The board members possess requisite skills, experience and

expertise required to take decisions, which are in the best interest of the Company.

The composition of the Board is as under:

• Sunil Bharti Mittal

• Rajan Bharti Mittal

• Akhil Gupta

• Rakesh Bharti Mittal

• Chua Sock Koong

• N. Kumar

• Kurt Hellstrom

• Donald Cameron

• Paul O'Sullivan

• Pulak Chandan Prasad

25
• Bashir Abdulla Currimjee

26
 COMPANY’S VISION &VALUE

VISION

To be a leader in Telecom and allied products in chosen global

market.

"To provide global telecom services and delight customers."

OUR MISSION

We will meet the mobile communication needs of our customers through:

• Error- free service delivery

• Innovative products and services

• Cost efficiency

• Unified Messaging Solution

Company’s Goal

By 2010 Airtel will be the most admired brand in India:

• Loved by more customer

• Targeted by to talent

• Benchmarked by more business

27
VALUES

Customer

We will be responsive to the needs of our customer

People

We will trust and respect our employees

Learning

We will continuously improve our products and services-

innovatively and expeditiously

Community & Partners

We will be transparent and sensitive in our dealing with all stakeholders.

28
 AIRTEL IN DEHRADUN

In Dehradun Airtel have four distributors.

• ABIS MARKETING

• A ONE ENTERPRISE

• ALLIED MARKETING

• CHIK CHOKLATE

I have worked under one of the distributor “ALLIED MARKETING” in prepaid

services.

29
 MAJOR COMPETITORS IN DEHRADUN

AIRTEL

TATA
VODAFONE BSNL IDEA INDICOM RELIANCE

• VODAFONE

• BHARAT SANCHAR NIGAM LIMITED

• IDEA

• TATA INDICOM

• RELIANCE

30
 AIRTEL SERVICES IN DEHRADUN

Airtel has two types of services.

• Prepaid Services

• Postpaid Services

I have to deal in prepaid services.

31
AIRTEL PLAN IN DEHRADUN REGARDING PREPAID SERVICES

1. Local Tariff Voucher- Rs. 29

Under this plan local Airtel to Airtel 10 paise per minute for 10 PM to 5 PM.

2. STD Tariff Voucher-Rs. 34

Under this plan Local and STD 1 Rs. Per minute.

3. ISD Tariff Voucher. Rs.39

Under this plan UAE, Saudi Arab, Pakistan, Kubait, Oman Rs. 7.5 per minute.

Australia Rs. 5.5 per minute.

Thailand, Malaysia & Singapore Rs. 4.5 per minute.

America & U.K Rs. 3.5 per minute.

4. Local Tariff Voucher-Rs. 49

Under this plan all local rate is 50 paise per minute.

5. Local Tariff Voucher-Rs. 69

Under this plan all local rate is 50 paise per minute but Airtel to Airtel 30 paisa

per minute.

6. Rs. 199

Under this plan STD call free180 minute.

NOTE: - ALL PLAN IS VALID FOR ONE MONTH

32
Another Plan

1. Rs. 13

Under this plan Local call rate is 50 paisa per minute but only for 7 days.

2. Rs. 1947

Under this plan validity will be increased for 1947 days.

33
 SWOT ANALYSIS

After surveying the market, following is the SWOT Analysis of Airtel in Dehradun:

STRENGTH

• Good Brand Image

• Better service

• Good Networking Image

WEAKNESS

• Weak Network in Rural Areas

• Poor response from Customer care

OPPORTUNITY

• Sales volume could be increased by increasing retail outlets.

THREAT

• VODAFONE, TATA INDICOM, RELIANCE , IDEA,BSNL

34
 METHODOLOGY

1 Types Of Research Exploratory Research

2 Sampling Universe All retailers in 16 identified areas of

Dehradun
3 Sampling Unit Chemists, STD Booth, Cosmetic

Shop, Paan shop, Watch shop etc.

4 Sampling Method Judgmental
5 Sample Size 150
6 Data Collection Method • Structured undisguised

questionnaire for primary data

• Company sources for

secondary data

7 Data Analysis Through use of collation &

classification of data
8 Data Interpretation Through Bar-chart, Pie-chart,

Percentage etc.

MY COVERED AREA

SL. NO. Covered Area No. of contact Person

1 Paltan Bazaar 28
2 Dispensary Road 13
3 Neshvilla Road 5
4 Haridwar Road (prince chowk) 14

35
 5 Aaraghar 21
6 Dharampur 5
7 Shastrinagar 8
8 Raipur 13
9 Jogiwala 8
10 Vidhansabha 4
11 MDDA colony (Ajabpur) 3
12 Race course 6
13 Kargi 9
14 Banjarawala 4
15 Mathurawala 2
16 Kishanpur 7

36
 INTERESTED RETAILERS

1 Paltan Bazaar 8
2 Dispensary Road 3
3 Neshvilla Road 1
4 Haridwar Road 5
5 Araghar 9
6 Dharampur 0
7 Shastri nagar 2
8 Raipur 5
9 Jogiwala 2
10 Vidhansabha 1
11 MDDA Colony 1
12 Race Course 2
13 Kargi 3
14 Banjara wala 1
15 Mathurawala 0
16 Kishanpur 2

37
 9
8
7
6
No of 5
retailers 4
3
2
1
0
Area covers

Paltan Bazar Dispensary Rd. Neshvilla Rd.

Haridwar Rd. Araghar Dharampur
Shastrinagar Raipur Jogiwala
Vidhansabha MDDA colony Race course
Kargi Banjarawala Mathurawala
Kishanpur

38
 NOT INTERESTED RETAILERS

1 Paltan Bazaar 20
2 Dispensary Road 10
3 Neshvilla Road 4
4 Haridwar Road 9
5 Araghar 12
6 Dharampur 5
7 Shastri nagar 6
8 Raipur 8
9 Jogiwala 6
10 Vidhansabha 3
11 MDDA Colony 2
12 Race Corse 4
13 Kargi 6
14 Banjara wala 3
15 Mathurawala 2
16 Kishanpur 5

39
 20
18
16
14
12
No of
10
retailers
8
6
4
2
0
Area covers

Paltan Bazar Dispensary Rd. Neshvilla Rd.

Haridwar Rd. Aaraghar Dharampur
Shastrinagar Raipur Jogiwala
Vidhansabha MDDA colony Race course
Kargi Banjarawala Mathurawala
Kishanpur

Interested & Not interested retailers

40
30

25

20

15

10

0
Paltan MDDA Kishanpur
Bazaar Dharampur Colony

INTERESTED" NOT INTERESTED

41
1. Paltan Bazar- 28 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

Chemist 3
STD Booth 5
Cosmetic 12
Watch Shop 2
Other 6

12

10
8

0
Chemist STD Booth Cosmetic Watch Shop Other

INTERESTED NOT INTERESTED

Chemist 1 2
STD Booth 2 3
Cosmetic 3 9
Watch Shop 1 1
Other 1 5

42
12

10

0
Chemist STD Booth Cosmetic Watch Shop Other

INTERESTED NOT INTERESTED

43
2. Dispensary Road- 13 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 2
Cosmetic 5
Watch Shop 2
Other 4

5
4.5
4
3.5
3
2.5
2
1.5
1
0.5
0
STDBooth Cosmetic Watch Other
Shop

44
 INTERESTED NOT INTERESTED
STD Booth 1 1
Cosmetic 1 4
Watch Shop 1 1
Other 0 4

5
4.5
4
3.5
3
2.5 NO T INTE RE S TE D
2 IN TE RE S TE D
1.5
1
0.5
0
S TD B oothC os m etic W atc h O ther
S hop

45
3. Neshvilla Road -5 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 2
Cosmetic 3

2.5

1.5

0.5

0
S TD B ooth C os m etic

INTERESTED NOT INTERESTED

STD Booth 1 1

46
 Cosmetic 0 3

2.5

2
NOT INTERESTED
1.5
INTERESTED
1

0.5

0
STD Booth Cosmetic

47
4. Haridwar Road- 14 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 7
Cosmetic 2
Chemist 2
Other 3

0
STD Booth Cosmetic Chemist Other

48
 INTERESTED NOT INTERESTED
STD Booth 3 4
Cosmetic 1 1
Chemist 0 2
Other 1 2

4
N O T IN TE R E S TE D
3 IN TE R E S TE D

0
S TD B o o t hC o s m e t ic C h e m is t O th er

49
5. Araghar - 21 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 8
Cosmetic 4
Chemist 4
Watch Shop 2
Other 3

8
7
6
5
4
3
2
1
0
STD Booth Cosmetic Chemist Watch Other
Shop

50
 INTERESTED NOT INTERESTED
STD Booth 3 5
Cosmetic 2 2
Chemist 1 3
Watch Shop 1 1
Other 2 1

8
7

6
5

4 NO T INTE RE S TE D
3 INTE RE S TE D

2
1

0
S TD B oothCos m etic C hem is t W atc h O ther
S hop

6. Dharampur - 5 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 3

51
 Cosmetic 1
Chemist 1

2.5

1.5

0.5

0
1 2 3 4

INTERESTED NOT INTERESTED

STD Booth 0 3
Cosmetic 0 1
Chemist 0 1

52
 3

2.5

2
NOT INTERESTED
1.5
INTERESTED
1

0.5

0
STD Booth Cosmetic Chemist

53
7. Shastrinagar- 8 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 3
Cosmetic 2
Chemist 3

2.5

1.5

0.5

0
STD Booth Cosmetic Chemist

INTERESTED NOT INTERESTED

STD Booth 1 2
Cosmetic 0 2
Chemist 1 2

54
 3

2.5

NOT INTERESTED
1.5
INTERESTED
1

0.5

0
STD Booth Cosmetic Chemist

8. Raipur- 13 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 3
Cosmetic 2
Chemist 2
Watch Shop 2

55
 Other 4

3.5

2.5

1.5

0.5

0
1 2 3 4 5 6

INTERESTED NOT INTERESTED

STD Booth 2 1
Cosmetic 0 2
Chemist 1 1
Watch Shop 0 2
Other 2 2

56
 4
3 .5

3
2 .5

2 N O T IN TE R E S TE D
1 .5 IN TE R E S TE D

1
0 .5
0
S TD B oo th
C o s m e ticC h em is t W a tc h O th e r
S hop

9. Jogiwala - 8 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 2
Cosmetic 2
Chemist 2
Other 2

57
 2
1.8
1.6
1.4
1.2
1
0.8
0.6
0.4
0.2
0
STD Booth Cosmetic Chemist Other

58
 INTERESTED NOT INTERESTED
STD Booth 1 1
Cosmetic 1 1
Chemist 0 2
Other 0 2

2
1.8
1.6
1.4
1.2
NOT INTERESTED
1
INTERESTED
0.8
0.6
0.4
0.2
0
STD Booth Cosmetic Chemist Other

59
10. Vidhansabha: 4 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 2
Cosmetic 1
Chemist 1

2
1.8
1.6
1.4
1.2
1
0.8
0.6
0.4
0.2
0
STD Booth Cosmetic Chemist

60
 INTERESTED NOT INTERESTED
STD Booth 0 2
Cosmetic 0 1
Chemist 1 0

2
1.8
1.6
1.4
1.2
NOT INTE RE STED
1
INTERES TED
0.8
0.6
0.4
0.2
0
S TD Booth Cos m etic Chem ist

61
11. MDDA Colony - 3 retailers were contacted as per details below:

TYPES OF CUSTOMER NO. OF CUSTOMER

STD Booth 1
Cosmetic 1
Chemist 1

1
0.9
0.8
0.7
0.6
0.5
0.4
0.3
0.2
0.1
0
STD Booth Cosmetic Chemist

62
 INTERESTED NOT INTERESTED
STD Booth 1 0
Cosmetic 0 1
Chemist 0 1

1
0.9
0.8
0.7
0.6
NO T INTE RE S TE D
0.5
INTE RE S TE D
0.4
0.3
0.2
0.1
0
S TD B ooth Cos m etic Chem is t

12. Race Course - 6 retailers were contacted as per details below:

63
TYPES OF CUSTOMER NO. OF CUSTOMER
STD Booth 2
Cosmetic 3
Chemist 1

2.5

1.5

0.5

0
STD Booth Cosmetic Chemist

INTERESTED NOT INTERESTED

STD Booth 1 1
Cosmetic 1 2
Chemist 0 1

64
 3

2.5

2
NO T INTE RE S TE D
1.5
INTE RE S TE D
1

0.5

0
S TD B ooth Cos m etic Chem is t

13. Kargi - 9 retailers were contacted as per details below:

3
TYPES OF CUSTOMER NO. OF CUSTOMER
2.5STD Booth 3
2
Cosmetic 3
Chemist 2
1.5 Other 1
1

0.5

0
STD Booth Cosmetic Chemist Other
65
66
 INTERESTED NOT INTERESTED
STD Booth 1 2
Cosmetic 1 2
Chemist 1 1
Other 0 1

2.5

NOT INTERESTED
1.5
INTERESTED
1

0.5

0
STD Booth Cosmetic Chemist Other

14. Banjarawala - 4 retailers were contacted as per details below:

67
TYPES OF CUSTOMER NO. OF CUSTOMER
STD Booth 2
Chemist 1
Other 1

2
1.8
1.6
1.4
1.2
1
0.8
0.6
0.4
0.2
0
STD Booth Chemist Other

68
 INTERESTED NOT INTERESTED
STD Booth 1 1
Chemist 0 1
Other 0 1

2
1.8
1.6
1.4
1.2
NOT INTE RE S TE D
1
INTE RE S TE D
0.8
0.6
0.4
0.2
0
S TD B ooth Chem is t Other

15. Mathurawala- 2 retailers were contacted as per details below:

69
TYPES OF CUSTOMER NO. OF CUSTOMER
Provision Store 2

Provision Store

1.5

0.5

0
1

70
 INTERESTED NOT INTERESTED
Provision Store 0 2

1.5 NOT INTERESTED

INTERESTED
1

0.5

0
Provision Store

16. Kishanpur - 7 retailers were contacted as per details below:

71
TYPES OF CUSTOMER NO. OF CUSTOMER
STD Booth 2
Provision Store 4
Other 1

4
3.5
3
2.5
2
1.5
1
0.5
0
STD Booth Provision Store Other

72
 INTERESTED NOT INTERESTED
STD Booth 1 1
Provision Store 1 3
Other 0 1

4
3.5

3
2.5
NOT INTE RE S TE D
2
INTE RE S TE D
1.5
1

0.5
0
S TD Booth P rovision S tore Other

FINDING

73
• Customers are interested for expansion of Airtel retail outlet.

• The Customers like this brand.

• Airtel needs for all type of customers.

ANALYSIS & FINDINGS

74
In analysis & findings we have done a market survey of DEHRADUN city where we

meet the retailers’ .We made a questionnaire for this survey so as to identify the

interested person regarding Bharti Airtel ltd.

In DEHRADUN the market is good for increasing the business. & there is a great

opportunity for Airtel. In DEHRADUN, Airtel also want to cover all area.

Airtel increasing their business with the help of sales promotion like advertisement i.e.

Wall painting, banner, sign board etc.

Customers are increased day-by-day. Because of various plan, supply service, collection

of application service etc.

Question 1.

75
Do you want to do some other business along with your existing business?

a) Yes---80 b) No---70

80
78
76
74
Yes
72
No
70
68
66
64

46.67 Yes
53.33 No

Interpretation

Approximately 53 % of the retailers were interested in doing some other business besides their

main business.

76
Question 2.

Are you interesting in selling Telecom Services?

a)Yes---45 b) No---105

120

100

80

Yes
60
No
40

20

30

Yes
No

70

Interpretation

30 % of those who were interested in doing some other business were interested in selling

telecom services.

77
Question 3.

Which of the telecom services you want to keep?

a) Paper coupon-20 b)Easy recharge-15

c) SIM cards-10

20
18
16
14
12 Paper Coupon
10 Easy Recharge
8 SIM Card
6
4
2
0

22.23

Paper coupon
44.44
Easy recharge
SIM cards

33.33

Interpretation

Of those interested in selling telecom services, 44 % were interested in selling ‘Paper

coupons’, whereas those interested in selling ‘Easy recharge’ & ‘SIM cards’ were 33% &

22% respectively.

78
Question 4.

In how much time would you like to start this business?

a) 0-7 Days- 8 b) 7-15 Days 20

c) 15-20 Days 10 d) Up to 1 Month 7

20

15
0-7 Days
7-15 Days
10
15-20 Days
Up to 1 Month
5

15.57 17.77

0-7 Days-
7-15 Days
22.22 15-20 Days
Up to 1 Month

44.44

Interpretation

Approximately 44% of the interested retailers wanted to start selling telecom services

within a period of 30 days.

79
Question 5.

How much money are you willing to invest initially?

a) Rs 1000 -20

b) Rs 1000-2000 -8

c) Rs. 2000-5000 -11

d) Rs.5000-10000 -6

20
18
16
14
1000
12
1000-2000
10
2000-5000
8
6 5000-10000
4
2
0

13.35

1000
44.44 1000-2000
24.44
2000-5000
5000-10000

17.77

Interpretation

As far as investment was concerned, 44% of the interested retailers were willing to invest

up to Rs. 1000 whereas only 13% were willing to invest Rs. 5000-10000 in selling

telecom services.

80
Question 6.

What support would you require from the company?

a) Signboard-20

b) Posters-25

25

20

15
Signboard
Posters
10

44.44
. Signboard
55.56 Posters

Interpretation

Regarding required support from Airtel, 56% of the retailers desired to have Posters whereas 44%

wanted Signboards to be provided.

81
 CONCLUSION

Research findings indicate that there is scope for expansion of Airtel retail outlets in

Dehradun as at least 30% of all the existing retailers expressed their interest in selling

Airtel cellular products.

Further, the company should initiate immediate steps to close the deals with such

prospective retailers as 44% of the interested retailers wanted to start this business within

30 days.

Lastly, the company should support the new dealers with Signboards and Posters.

82
 RECOMMENDATION

The following are some of the recommendations to increase Airtel business in general:

• Airtel should provide lower cost of LAPU SIM.

• Connectivity must be improved in side areas.

• Airtel must provide the handset with LAPU SIM for RETAILER at lower cost.

83
 BIBLIOGRAPHY

BOOKS / CIRCULARS

• Philip kotler- Marketing Management.

• Airtel database- Manuals, working papers etc

• Research Methodology- C.R.Kothari

WEBSITES

• www.google.com

• www.airtel.in

• www.airtelworld.com

84
 ANNEXURE- I

Geographic area list from Zonal office

1 Paltan Bazaar
2 Dispensary Road
3 Neshvilla Road
4 Haridwar Road
5 Araghar
6 Dharampur
7 Shastri nagar
8 Raipur
9 Jogiwala
10 Vidhansabha
11 MDDA Colony
12 Race Corse
13 Kargi
14 Banjara wala
15 Mathurawala
16 Kishanpur

ANNEXURE-II

QUESTIONNAIRE

GENERAL INFORMATION

• Name :

• Shop name :

85
 • Existing Business:

• Address :

• Contact :

1. Do you want to do some other business along with your existing business?

a. Yes

b. No

2. Are you interesting in selling Telecom Services?

a. Yes

b. No

3. Which of the telecom services you want to keep?

a. Paper coupon

b. Easy recharge

c. SIM cards

4. In how much time would you like to start this business?

a. 0-7 Days

b. 7-15 Days

c. 15-20 Days

d. Up to 1 Month

5. How much money are you willing to invest initially?

86
 a. Rs 1000 .

b. Rs.1000-2000

c. Rs.2000-5000

d. Rs 5000-10000

6. What support would you required from the company?

a. Signboard

b. Posters

87
 ANNEXURE-III
1. Paltan Bazar

1 H. Ahmad watch
2 Amit Gupta watch Interested
3 Sunil Kapoor STD Booth
4 Ram Dhinghra Cosmetic
5 Amit Shrivastava Cassette shop
6 Harish Cosmetic
7 Niru medical Interested
8 Ajay Pal Singh STD Booth
9 Juneed Cassette shop
10 Rijwi Cosmetic
11 Harish Bhatia Cosmetic
12 Gourav Cassette shop
13 Indrajeet Arora Cosmetic
14 Dinesh Gupta STD Booth Interested
15 Neeraj Batra Electric shop
16 Pankaj Sharma Cosmetic Interested
17 Akshat medical
18 Lucky Cosmetic Interested
19 Prashant Verma STD Booth Interested
20 Raju Cosmetic
21 Dhiraj Electric shop Interested
22 M. Negi Cosmetic
23 Pramod Bhatia Cosmetic
24 Rishav Sakshena medical
25 Shashi Kalwar Cosmetic Interested
26 Dipak Juneja STD Booth
27 Manish Pal Paan Shop
28 Tinku Joshi Cosmetic

88
2. Dispensary Road

1 Neeraj Joshi Cosmetic

2 Anil STD Booth
3 Subhash Pasvola watch
4 Sonu Gupta Cosmetic
5 Santosh Pokhriyal Music Shop
6 Priyaranjan STD Booth Interested
7 Maheshwar Prashad Cosmetic
8 Munna watch Interested
9 Prakash Choudhary Cosmetic
10 Prem Verma Paan Shop
11 Ranjeet Music Shop
12 Prashant Yadav Cosmetic Interested
13 Kaushal Electric shop

3. Neshvilla Road

1 Rangeela STD Booth

2 Ranjeet Gupta Cosmetic
3 Manas Pasvola Cosmetic
4 Rakesh STD Booth Interested
5 Shiv kumar Cosmetic

4. Haridwar Road

1 Prashant Electric shop

2 Goutam Choudhary STD Booth Interested
3 Dinesh Gupta STD Booth
4 Mahendra Karanwal Cosmetic Interested
5 Neeraj medical
6 Manish Harbola STD Booth Interested
7 Kishor medical
8 Kaushal Jhoshi Studio
9 Subodh STD Booth Interested
10 Dhiraj Ramuka Electric shop Interested
11 P. Panwar STD Booth
12 Subhash Negi STD Booth
13 Dinesh Cosmetic
14 Himanshu Badola STD Booth

89
5. Araghar

1 Madhukar Cosmetic
2 M. Bindra STD Booth Interested
3 Arwind Kumar medical
4 Rakesh Electric shop Interested
5 Prashant Kumar STD Booth
6 Manish Bhandari STD Booth Interested
7 Gulshan Cosmetic
8 Virendra Kumar watch Interested
9 Dharmendra Pali STD Booth
10 Chinu Paan Shop
11 Nitin Agrawal Cosmetic Interested
12 Dhan Singh Rawat Medical
13 Ashish Uniyal STD Booth Interested
14 Rajendra Singh Medical Interested
15 Shushil Sharma Watch
16 Indresh STD Booth
17 B.S.Panwar Cosmetic Interested
18 K.N.Dhanwal Medical
19 Raju Agrawal STD Booth
20 Pankaj STD Booth
21 Sanjeev Kumar Provision Store Interested

6. Dharampur

1 Ranjeet Gupta Medical

2 Arwind Kumar STD Booth
3 Bikram Cosmetic
4 Shiv Sharan STD Booth
5 Umesh Joshi STD Booth

7. Shastrinagar

1 Rajeev Jha Medical

2 Manoj STD Booth Interested
3 Kanhaiya lal Medical Interested
4 Aman Cosmetic
5 Dipak Bhatia STD Booth
6 Nikhil Agrawal Cosmetic
7 Arun Khanna STD Booth
8 Zakit Medical

90
8. Raipur

1 Raja Watch
2 Harish Kashyap STD Booth Interested
3 Abhishek Cosmetic
4 Rohit Shukla Medical Interested
5 Ravi Watch
6 Nitin Makhija Provision Store Interested
7 Ashu STD Booth Interested
8 Kewal Sahani Medical
9 Chandra pPrakash Electric shop
10 Abhay Provision Store Interested
11 Dipu Daman Singh STD Booth
12 Abdhesh Electric shop
13 Ashish Cosmetic

9. Jogiwala

1 Ajay Negi Provision Store

2 Shashi Dabral STD Booth Interested
3 Rajeev Rana Cosmetic Interested
4 Anil Batra Medical
5 Amit Singh STD Booth
6 Arun Pokhriyal Provision Store
7 M.R.Kala Cosmetic
8 Mukesh Bisht Medical

10. Vidhansabha

1 Devendra Mehta Cosmetic

2 Arwind STD Booth
3 Vimal Medical Interested
4 Vijay Kumar STD Booth

11. MDDA Colony

1 Vikash STD Booth

2 Rajendra Baduni Cosmetic
3 Prakash Oniyal Medical Interested

91
12. Race Course

1 Madan Aagre Cosmetic

2 Ramesh Kumar STD Booth Interested
3 Mona Nayal Medical
4 Shailendra Singh Bisht Cosmetic Interested
5 R.K.Gupta STD Booth
6 Kamal Cosmetic

13. Kargi

1 Manoj Katiyar Cosmetic

2 Rohit STD Booth
3 Rakesh Kumar Cosmetic
4 Rajneesh Medical
5 Akshay Kumar STD Booth
6 Rajneesh Mittal Cosmetic Interested
7 Shushil Malik Medical Interested
8 Raj Kumar STD Booth Interested
9 Rahul Provision Store

14. Banjarawala

1 Durga Rawat Medical

2 A.K.Verma STD Booth Interested
3 Manendra Singh Bhatia Provision Store
4 Chandan STD Booth

15. Mathurawala

1 Hemant Provision Store

2 Rajeev Anand Provision Store

92
16. Kishanpur

1 A.S.Ghayi Provision Store

2 Vinod Arora STD Booth
3 Vikash Verma Provision Store
4 Abdul Haque Paan Shop
5 Bhuwneshwar Prasad STD Booth Interested
6 Dilip Sudi Provision Store Interested
7 R.P.joshi Provision Store

93