SUMMER INTERNSHIP PROGRAM REPORT

AN ORGANIZATION STUDY WITH REFERENCE TO S Tel

On

DISTRIBUTION NETWORK AND AVAILABILITY OF DIFFERENT PREPAID PRODUCTS WITH SPECIAL REFERENCE TO S-Tel within the area of SANCHITA & EVEREST (DISTRIBUTOR)

Prepared by-

Gautam Kumar Das

Master Of Business Administration (MBA) 3rd Semester Submitted to-

DARWIN SCHOOL OF BUSINESS, GUWAHATI

External Guide: Mr. Pankaj Kr. Das

MIS Co-ordinator, S Tel School of Business

Internal Guide: Mr. Asad Ahmed

Faculty, Darwin

DECLARATION

I, the undersigned hereby declare that this internship project on Distribution Network and Availability of different prepaid products with special reference to S Tel within the area of SANCHITA & EVEREST (Zoo Road, Rajgarh, G.S. Road, Athgaon, Kumarpara) from 24th October to 10th December 2011 had been prepared by me on the basis of information that I had gathered during the internship. It is an attempt by me to understand and learn the Distribution Network and Availability of different prepaid products of S Tel along with the other Telecom Companies in Guwahati (Zoo Road, Rajgarh, G.S. Road, Athgaon, Kumarpara). The Project Report provided by me is true to the best of my knowledge. Any discrepancy in the report, if any, may be informed to the undersigned for necessary correction and future guideline and I will be obliged for the same.

Date : Place: Guwahati

With best regards Gautam Kumar Das MBA 3rd Semester

TO WHOM IT MAY CONCERN

This is to certify that the project report entitled DISTRIBUTION NETWORK AND AVAILABILITY OF DIFFERENT PREPAID PRODUCTS WITH SPECIAL REFERENCE TO S Tel

By- Gautam Kumar Das Submitted in partial fulfillment of the requirements for the degree

Master of Business Administration (MBA) Of DARWIN SCHOOL OF BUSINESS

Has worked under my guidance and that no part of this report has been submitted for the award of any other Degree, Diploma, Fellowship or other similar titles or prizes and that the work has not been published in any Journal or Magazine.

Certified Mr. Asad Ahmed Faculty, Darwin School of Business

ACKNOWLEDGEMENT
The satisfaction and euphoria that accompanies the successful completion of any task would be incomplete without mention of the people who made it possible. Be that as it may, I did rush in and succeeded because of support of many people who are responsible for the knowledge and experience that I have gained during my project. At the very outset I would like to express my gratitude to the S Tel Company for accepting our proposal to carry out the project in the organization. I would like to thank Mr. Pankaj Kr. Das (MIS Co-ordinator), S Tel, for giving us the opportunity of getting experience in the organization concern. I am very grateful to Mr. Kangkan Sarma (Territorial Manager), S Tel, for his moral support. I express this opportunity to express my profound sense of sincere and deep gratitude to my Guide Mr. Asad Ahmed, Faculty, Darwin School of Business for her valuable guidance, suggestions regarding the project and helping me to prepare the final draft for this project. Finally, I would like to thank our Distributor, FOS & all the retailers of this area for their help and support.

PREFACE

In course of MBA from Darwin School Of Business, Guwahati, it is required to undergo for a practical training of 45 days. This training is required in professional business management in number of ways. Main objective is to get a practical experience about a business organization in the fieldwork. I have taken my practical training in Marketing under S Tels distributor which is located at Ulubari & Chatribari (Guwahati, Assam). I worked in the organization to study on DISTRIBUTION NETWORK AND AVAILABILITY OF DIFFERENT PREPAID PRODUCTS within the area of SANCHITA & EVEREST (Distributor) in Zoo Road, G.S Road, Ulubari, Athgoan, Kumarpara (Guwahati, Assam). During our training we have to visit the outlets or the retailers which deal with the PRC & E-Top of Aircel, Airtel, Reliance, Vodafone, Idea, Tata Indicom, S Tel for collecting the data relating to the project. I have done the project under the guidance of Mr. Pankaj Kr. Das (MIS Co-ordinator), S Tel. During this training, we got to learn many new things about the Industry/Company and the current requirements of companies. This training proved to be a milestone in my knowledge of present telecom industry scenario and developing business objectives and activities in marketing field. I can get the knowledge of distribution channels of different operators in the market and get the clear picture of the competition in the market. This is the practical experience which theoretical study cannot provide.

EXECUTIVE SUMMARY

Title :-

A Comparative study of Distribution Network and Availability of different prepaid products with special reference to S Tel.

Organization :Organizational Guide :Project Guide :Place of work:Duration:Data source:Research approach:Sample size:-

S Tel, Guwahati Mr. Pankaj Kr. Das, S Tel, Guwahati Mr. Asad Ahmed, Faculty, Darwin School Of Business Guwahati, Assam 45 days (24/10/11 10/12/11) Primary Data & Secondary Data Questionnaire 100 unit

CONTENT

Chapter 1
Introduction Company Profile

S Tel Product Profile Aims and objectives Task Assigned Research Methodology Scope of the Study

Chapter 2
Competitors Analysis

Chapter 3
Analysis & Interpretation of Data Swot Analysis

Chapter 4

 Major Finding Limitations of the Study Recommendations Conclusion Bibliography Annexure (Questionnaire)

COMPANY PROFILE

S Tel Private Limited (S Tel), a new telecom operator in the lndian marketplace, is a joint venture between Siva Group (formerly Sterling InfoTech Group) and Bahrain Telecommunications Company (Batelco).

S Tel acquired Unified Access Services Licenses (UASL) to operate in six Category C circles- Orissa, Bihar, Himachal Pradesh, North East, Assam and Jammu & Kashmir. Equipped with these licenses, S Tel now offers Unified Mobile service and innovative Value Added Services (VAS) to a population of over 226 million across these circles.

Headquartered in NCR region of Delhi, the company has already rolled out its services across its five circles- Orissa, Himachal Pradesh, Bihar & Jharkhand, Assam and North East.

Bahrain headquartered Batelco is a diversified, integrated telecommunications operator with Mobile, fixed and wireless broadband, Datacom and fixed line services. It has operations in 7 markets across the Middle East, North Africa and Asia. VISION & MISSION Vision: S Tel will be among the top 5 wireless telecom brands by 2015 in the markets that they operate in. Mission:

S Tel will realize its mission through: In depth understanding of customer requirements and staying connected with the customer. Constantly benchmarking itself to scale new heights in customer satisfaction. Building a culture of operational excellence and innovation through a driven and continually learning organization. First Time Right Approach, process discipline, Root cause analysis of problems identified and elimination of the root cause. Upholding the highest ethical standards in their dealings and transparency in their processes relating to customers, employees and all stakeholders.

INFRASTRUCTURE
S Tel has set up a state of the art Data Centre in Bhubaneswar, Orissa catering to all its businesses. S Tel has built its own dedicated MSC situated in the respective state capitals for each f its Telecom Circles.

INVESTORS
A partnership between the best are-

BATELCO (Bahrain Telecommunications Company)

Established in 1981, BATELCO has evolved from a local telephone company to become a regionally diversified, integrated telecommunications operator with Mobile, fixed and wireless broadband, Datacom and fixed line services. Batelco Group, listed on the Bahrain Stock Exchange, is the leading integrated communication provider in the Kingdom of Bahrain and a company of reference among the regions key telecommunications players for innovation and customer experience. Batelco serves both the corporate and consumer markets in the most liberalised and competitive environment in the Middle East Africa region. It delivers cutting-edge fixed and wireless telecommunications services to its customers in Bahrain, Kuwait, Saudi Arabia, Jordan, Yemen, Egypt and India. The Batelco Group of companies offers end-to-end telecommunications solutions for its residential, business and government customers in Bahrain on Next Generation, all IP fixed and 3.5G wireless networks, MPLS based regional data solutions and, GSM mobile and WiMax broadband services across the countries in which it operates.

SIVA GROUP
ITS A RARE BREED THAT KNOWS WHAT THE FUTURE HOLDS. Foresight is a gift. And when you combine it with skill and commercial acumen, the result is often breathtaking. That in a nutshell is the story of the Siva Group, a future spotter, early entrant, market makera story of vision, speed, consolidation and operational excellence. Started in 1986 by Mr. C Sivasankaran, the Group today is a US$ 3 billion conglomerate, with operations in Realty, Telecom, Project Engineering, Shipping, Energy, Agri exports and e-education / software. As early as 1988, Mr Sivasankaran recognized the enormous potential of personal computers. Way back then, Siva PCs went on to become the benchmark value definers and trend setters for the nascent industry. In the following years, the groups reputation as a pioneer and Nextpert grew rapidly as it went on to build leading brands in broadband connectivity, mobile telephony and food & beverages, proving with each venture, the core competencies of the group in terms of entrepreneurial spirit, operational capability and unmatched skill in scaling. The mobile brand Aircel created by the Siva Group was one of the major players in the mobile market then, changing the rules of the game from the word go. Post its divesture in March

2006, the Group has been making its presence felt in the fields of Realty, Project Engineering, Shipping, Energy, Agri exports and e-education / software initiatives, both in India and abroad. While the Siva Group has grown to become one of the most successful business houses in the country, it has stayed rooted to the guiding business principles and beliefs of its founder promoter Mr. C. Sivasankaran, viz.

Identify unfulfilled needs of society Convert such needs into business opportunities, seizing the first mover advantage Offer high quality products and services at reasonable prices while enhancing wealth for all the stakeholders Create wealth with social responsibility

Partners and Alliances

Board of Directors

V Srinivasan
CEO, Siva Group

P Swaminathan
President, Siva Group

Peter Kaliaropoulos
CEO, Batelco Group

S. Saravana
COO, Siva Group

S. Natarajan

Ali Yousuf Abdulrahman Abdulrahim

Dr. Ghassan Murad

CORPORATE OFFICE
S Tel Private Limited 1st Floor, Tower - B , Unitech Cyberpark, Sector - 39, Gurgaon, Haryana - 122 001

CIRCLE OFFICES
Orissa S Tel Private Limited. 2nd floor, Central Plaza Building, Plot No. 22, Bapuji Nagar, Janapath, Bhubaneswar - 751 009 Himachal Pradesh S Tel Private Limited , Gainda Mall Hemraj Building, Phase III, Near BCS, New Shimla, H.P. - 171 009 Bihar S Tel Private Limited, Chandpura Place, Opp. Dadima Mandir, Bank Road, Patna, Bihar - 800 001 Assam & North East S Tel Pvt. Ltd., NESA Circle, Monal Towers, 3rd Floor, Opposite State Secretariat, Dispur, Guwahati- 781006, District Kamrup (Metro), Assam.

Jharkhand S Tel Private Limited 401, 4th Floor, Srilok Complex, H.B. Road, Ranchi - 834 001,Jharkhand

S TEL PLANS AND PRODUCT PROFILE

PLANS AND PRODUCTS
Parameters SUK MRP Talktime Validity Call Charges Local Calls STD Calls SMS Charges Local National International Rs. 0.60 / SMS Rs. 0.60 / SMS Rs. 5 / SMS Special S Tel Start Up Pack (SUK) Rs. 99 5 90 days Per Second All calls @ 1p/sec All calls @ 1p/sec S Tel Start Up Pack (SUK) Rs. 49 5 90 days Per minute All calls @ 60p/min All calls @ 60p/min

Parameters SUK MRP Talktime Validity Call Charges Local Calls STD Calls SMS Charges Local National International

Rs. 0.60 / SMS Rs. 0.60 / SMS

Rs. 5 / SMS Promotional Offer 1 Promotional Offer 2 Promotional Offer 3 10 Minutes Local Call Free every day for 30 Days from date of activation 5 Minute of Local Call Free Every Day for 60 Days after 30 Day of activation 1 MB GPRS Free Every Day for 90 Days from date of activation

One SMS contains 160 characters (including spaces) Blackout Days 2012 Occasion New Year Holi Day Before Diwali Date 1st January & 31st December 20th March 25th & 26th October

No free or discounted SMS will be available to existing / new customer who subscribe to or have subscribed to SMS promo / SMS packs etc. on above mentioned days. The normal SMS charges will be applicable between 00:00 hours to 24:00 hours. "Validity of prepaid mobile connections in J&K, Assam and North East Telecom Service areas is restricted upto 31st March 2013 vide DoT Letter No. 800-14/2011-VAS dated 31.03.2011, until further orders".

Grace Period Cycle

Grace-I: For first 15 days in Grace Period, Customer will not be able to make outgoing calls Grace-II : after 15 days in grace period, customers core balance will be forfeited & customer will not be able to receive Incoming calls as well. After 75 more days (i.e. total 90 days), the number will be deactivated and customer will not be able to use the number. To get out of grace period, a customer needs to recharge with any denomination within 90 day period (in grace) Note: Validity is subject to number of days indicated or 31st March, 2013, whichever is earlier.

CHOTE MIYAN MRP Rs.31 Talktime Rs.10 Benefits 1st 100 SMS (Local+National) everyday free. Post free SMS, Validity 30 days

All SMS @ 40p/SMS Rs.32 Rs.33 Rs.10 Rs.10 1 GB GPRS FREE every day 333 min Onnet local calls free; Post free min all local calls @ 9p/min 30 days 30 days

Rs.34

Rs.10

1st 10,000 sec of local & STD calls @1p/2sec; Post 10,000 sec local calls @1p/2sec and STD @1p/sec Local calls @ 30p/min & STD @ 40p/min

30 days

Rs.36

Rs.10

30 days

BADE MIYAN
MRP Rs.61 Talktime Rs.30 Benefits 1st 100 SMS (Local+National) everyday free; Post free SMS, All SMS @ 40p/SMS 1 GB GPRS FREE every day 666 min Onnet local calls free; Post free min all local calls @ 9p/min Validity 90 days

Rs.62 Rs.63

Rs.30 Rs.30

90 days 90 days

Rs.64

Rs.30

1st 15,000 secs of local & STD calls @1p/2sec; Post 15,000 secs local calls @1p/2sec and STD @1p/sec Local calls @ 30p/min & STD @ 40p/min

90 days

Rs.66

Rs.30

90 days

Bachat Packs

Name Recharge Value (Rs.) Total Talktime (Rs.) Benefits* Validity Minute pulse for the mentioned local calls Name Recharge Value (Rs.) Total Talktime (Rs.) Benefits*

STV 19 19 10 All Local Call @ 30 p/min + 100 On-net SMS Free 30 days

STV 25 25 0 Onnet local Call @20p/min, Offnet Local Call @ 30 p/min, SMS ( Local & National ) @ 10p/SMS 30 days

Validity Minute pulse for the mentioned local calls ISD Pack Parameters MRP Special Tariff Offer Validity Pulse

STV 18 Rs. 18 Call Bangladesh @ 5p/sec 30 Days* Per Second

Core account validity Extended to 30 days from date of Recharge On-Net Pack

Name Recharge Value (Rs.) Total Talktime (Rs.) Benefits Validity

STV 199 199 0 Unlimited On-net local calls FREE 30 Days*

Core account validity Extended to 30 days from date of Recharge Name Recharge Value (Rs.) Total Talktime (Rs.) Benefits Validity STV 99 99 0 50000 On-net local sec (per sec pulse) + 500 on-net local SMS FREE 30 Days*

Core account validity Extended to 30 days from date of Recharge Name Recharge Value (Rs.) Total Talktime (Rs.) Benefits Validity STV 14 14 0 Unlimited On-net local calls FREE 1 Day

Sale Pack Name Recharge Value (Rs.) Total Talktime (Rs.) Benefits* Validity STV 121 121 0 30 min local calls FREE everyday* (10 min offnet local + 20 min onnet local) 30 Days

60 second pulse for the mentioned free local calls; If the available free seconds/minutes are

not consumed during the stipulated time period the remaining free seconds/minutes will be forfeited, and will not be carried forward. SMS Packs

Particulars MRP Validity Benefits

STV 5 5 30 days * All Local & National SMS @ 5p/SMS

Core account validity Extended to 30 days from date of Recharge Particulars MRP Validity SMS Local SMS National Non Stop - 11 11 30 days * 1 p/SMS 11 p/SMS

Core account validity Extended to 30 days from date of Recharge.

Special Packs

Special Voucher Value MRP (Rs.) Talktime (Rs.) Pulse (Sec) CORE Account Validity S Tel - S Tel (Local) S Tel to other network (Local) STD SMS Charges Local National International

Per Second Pulse 6 3.44 1 30 days * 1p/sec 1p/sec 1p/sec

Per Minute Pulse 7 4.35 60 30 days * 60p/min 60p/min 60p/min

Rs. 0.60 / SMS Rs. 0.60 / SMS Rs. 5 / SMS

Rs. 0.60 / SMS Rs. 0.60 / SMS Rs. 5 / SMS

Core account validity Extended to 30 days from date of Recharge Note: Validity is subject to number of days indicated or 31st March, 2013, whichever is earlier.

Just dial *123* < RechargeAmount ># from your mobile and choose the plan of your choice!!! Amount equivalent to product MRP will be deducted from core balance and the benefits will be activated post deduction of recharge amount.

MRP (Rs.)

Benefit 111 sec local &STD call Free; Onnet Local SMS @ 1p/SMS

Validity

Activation Code

24 Hrs

*123*1#

S2S Local Call 2000 sec Free; Onnet Local SMS @ 2p/SMS

24 Hrs

*123*2#

Call Bangladesh @ 3p /Sec #

24 Hrs

*123*3#

1 GB Mobile Internet

24 Hrs

*123*4#

Onnet Local calls @ 1p/6 sec; Offnet Local calls @ 1p/2sec, STD calls @ 2p/3sec & Onnet Local SMS @6p/SMS

24 Hrs

*123*6#

777 sec Local & STD call Free, Onnet Local SMS @ 7p/SMS

24 Hrs

*123*7#

8000 sec Onnet Local calls; 800 sec Offnet Local calls; 80 MB GPRS; Onnet Local SMS @ 8p/SMS (for 24 Hrs)

8 PM to 8 AM

*123*8#

Call Nepal @ 9p/Sec

24 Hrs

*123*9#

# The above mentioned calls will only be applicable on below mentioned codes:

DESTINATION NAME Bangladesh Nepal

Codes 00880 00977

TOPUP VOUCHERS

Full Talk Time Top Up Promo Offer on Top Up 15. Validity of 15 days during offer period instead of 3 days. Offer valid from 00:00:00 Hrs of 15th Dec11 till 23:59:59 Hrs Of 10 Jan12. Limited Period Offer. Name Recharge Value (Rs.) Total Talktime (Rs.) Validity* Top Up 15** 15 15 3 Days Top Up 35 35 35 0 Top Up 55 55 55 0 Top Up 79 79 79 0

Core account validity Extended to 30 days from date of Recharge This balance cannot be used for: ILD calls, ILDSMS, Value Added Services, Roaming calls, Roaming SMS and SMS on Blackout days Bada Top Up Name Recharge Value (Rs.) Total Talktime (Rs.) Validity* Top Up 109 109 115 0 Top Up 209 209 220 0

Core account validity Extended to 30 days from date of Recharge Paper Recharge Vouchers

Paper recharges available at your nearest retail outlet. Name MRP Talk Time Processing Fees Service Tax Core Account Validity Top Up 10 10 7.07 2 0.93 30 Top Up 20 20 16.13 2 1.87 30 Top Up 50 50 45.33 0 4.67 30

Core account validity Extended to 30 days from date of Recharge

E Top Up Vouchers Vouchers that give you flexibility and amazing value for money. Denomination Details

MRP 10 15 20 25 30 35 40 45 50 60 65 70 75 80 85 90 95 100

Talk Time 7.07 11.60 16.13 20.67 25.20 29.73 34.26 38.80 45.33 54.40 58.93 63.46 68.00 72.53 77.06 81.60 86.13 90.66

Processing Fees 2 2 2 2 2 2 2 2 0 0 0 0 0 0 0 0 0 0

Service Tax 0.93 1.40 1.87 2.33 2.80 3.27 3.74 4.20 4.67 5.60 6.07 6.54 7.00 7.47 7.94 8.40 8.87 9.34

Core Account Validity 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30

Product Category Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up Voucher Top Up

 Core account validity Extended to 30 days from date of Recharge National Roaming: No facility.

Note: Validity is subject to number of days indicated or 31st March, 2013, whichever is earlier.

AIMS OBJECTIVES

To find out which is the top service provider in terms of sale. To determine the satisfaction level of the customer (retailer) with respect to the products and stock availability. To determine the response time by the representative of the service provider in terms of retailers feedback and grievance.

 To know about the awareness level of retailers, among all the activation scheme of different telecom operators.

TASKS ASSIGNED
I joined The S Tel Pvt. Ltd, Guwahati as an intern on 24th October, 2011. I was working as a surveyor for the S Tel Group. Timings Login time:- 10:00 A.M.

Logout time:- 6:00 P.M.

WORK ASSIGNED TO ME
Visiting all the retailers under SANCHITA & EVEREST (Distributor) of S Tel (Guwahati), travelling with the FOS and studying about the retailers perception regarding the S Tels products and its rival foothold. I tried to identify the retailers opinion and how to convince the target retailers and design the promotional target for the products, which are provided by the distributor. After identifying, I tried to analyze them for getting result which can be helpful in promotion of the S Tel as a leader among other Telecom sector. Since the internship is for 45 days, I gave my heart and soul to make this a roaring success. Throughout the project I visited several places like Ulubari, South Sarania, Lachitnagar, Rajgarh, Chandmari, Zoo Road, G. S. Road, Bhangagarh, Rupnagar, Jonali, Chatribari, Athgoan, Kumarpara, Fatasil, Bharalumukh, Machkhuwa (ASSAM).

RESEARCH METHODOLOGY

The study was descriptive in nature and except for a few instances where statistical analysis of considerable region was used, the researcher tried to present the findings in a simple format.

The respondents were selected through simple random sampling; the method of contact was through personal interview as it was the most versatile amongst the alternatives. This helped provide clarification to the respondents and also had the advantage of recording additional information and opinions.

PRIMARY DATA The primary data is collected through a well prepared questionnaire.

SECONDARY DATA The secondary data is primarily collected from the Internet, Catalog, Magazines etc.

DATA ANALYSIS The data are analyzed with the help of tabulation and statistical tools.

SCOPE OF THE STUDY

This study gives us professional exposure.

 One of the important scopes of the study is giving relative comparison with the competitors of S Tel. Study the perception of individual retailers towards S Tel Through this study one can gather information about potential and current views, competitors and other forces that influence the Market Environment and build a positive mindset in the Individuals towards S Tel. Enhance the knowledge of individual retailers about S Tel and its prepaid products

PROFILE OF THE MAJOR COMPETITIORS OF S TEL

BHARTI AIRTEL
Bharti Airtel Limited commonly known as Airtel, is an Indian telecommunications company that operates in 20 countries across South Asia, Africa and the Channel Islands. It operates a GSM network in all countries, providing 2G or 3G services depending upon the country of operation. Airtel is the fifth largest telecom operator in the world with about 230.8 million subscribers across 19 countries at the end of June 2011. It is the largest cellular service provider in India, with over 174.69 million subscribers at the end of November 2011.

VODAFONE
Vodafone Group Plc (LSE: VOD, NASDAQ: VOD) is a global telecommunications company headquartered in London, United Kingdom. It is the world's largest mobile telecommunications company measured by revenues and the world's second-largest measured by subscribers (behind China Mobile), with around 341 million proportionate subscribers as of November 2010. Vodafone operates networks in over 30 countries and has partner networks in over 40 additional countries. It owns 45% of Verizon Wireless, the largest mobile telecommunications company in the United States measured by subscribers. The name Vodafone comes from voice data fone, chosen by the company to "reflect the provision of voice and data services over mobile phones".

AIRCEL
Aircel group is an Indian mobile network operator headquartered in Chennai, Tamil Nadu, that provides wireless voice, messaging and data services in India. It is a joint venture between Maxis Communications Berhad of Malaysia and Sindya Securities & Investments Private Limited, whose current shareholders are the Reddy family of Apollo Hospitals Group of India, with Maxis Communications holding a majority stake of 74%. Aircel commenced operations in 1999 and is today the leading mobile operator in Tamil Nadu, Assam, North- East and Chennai.

RELIANCE COMMUNICATION
Reliance Communications Ltd. (commonly called RCOM) is a Indian broadband and telecommunications company headquartered in Navi Mumbai, India. RCOM is the world's16th largest mobile phone operator with over 144 million subscribers. Established on 2004, a subsidiary of the Reliance Group. The company has five segments: Wireless segment includes wireless operations of the company; broadband segment includes broadband operations of the company.

COMPARATIVE STUDY OF DISTRIBUTION CHANNEL

BETWEEN S TEL AND AIRTEL

S TEL COMPANY CHANNEL OF DISTRIBUTION

AIRTEL COMPANY CHANNEL OF DISTRIBUTION

INTERPRETATION From the above channel of distribution we came to know that the difference between S Tel and Airtel lies in Rural area where there is presence of Rural Super in Airtel

COMPARATIVE STUDY OF DISTRIBUTION CHANNEL BETWEEN S TEL AND VODAFONE

S TEL COMPANY CHANNEL OF DISTRIBUTION

VODAFONE COMPANY CHANNEL OF DISTRIBUTION

INTERPRETATION

From the above channel of distribution we came to know that there is a limited difference between S Tel and Vodafone. The only difference lies in Rural areas where there is absence of Rural Associate in Vodafone.

COMPARATIVE STUDY OF DISTRIBUTION CHANNEL BETWEEN S TEL AND RELIANCE

S TEL COMPANY CHANNEL OF DISTRIBUTION

RELIANCE CHANNEL OF DISTRIBUTION

INTERPRETATION

From the above channel of distribution the difference between S Tel and Reliance Communications, lies the area in which the product of Reliance Communications reaches to the final consumer either through the Retailers,through Direct Sales Associate or through the Distributors Sales Team.

COMPARATIVE STUDY OF DISTRIBUTION CHANNEL BETWEEN S TEL AND AIRCEL

S TEL
CHANNEL OF DISTRIBUTION

AIRCEL
CHANNEL OF DISTRIBUTION

INTERPRETATION

From the above channel of distribution we came to know that the difference between Aircel and S Tel is that in Aircel, there is a presence of Carrriage and Forward Agents and Semi Wholesaler where as S Tel follows a different distribution channel i.e. there is no presence of Carriage and Forward Agents and Semi Wholesaler.

COMPARATIVE STUDY OF AVAILABILITY OF DIFFERENT PREPAID PRODUCTS BETWEEN S TEL AND OTHER MAJOR TELECOM OPERATORS
UNLIMITED PACK

MRP
109

VALIDITY
Free R2R (7 Days) Free R2R & 10mins/day To Others (30 Days) Free R2R & 399 free mins To Others (30 Days)

Reliance

299 399

Vodafone

99 349

Free V2V (7 Days) Free V2V (30 Days)

S Tel

199

Free S Tel to S Tel (30 Days)

FULL TALKTIME

MRP
18

VALIDITY
2 Days 5 Days 8 Days 30 Days

Vodafone

39 60 111

S Tel

35 79

30 Days 30 Days

Reliance

24 64

30 Days 30 Days

29

2 Days 5 Days 15 Days Unlimited

Airtel

49 100 150/220/330/440

Aircel

111 222

Unlimited Unlimited

250 350

Unlimited Unlimited

SMS PACK MRP VALIDITY

Reliance

15 39

5p/msg 1p msg

30 Days 30 Days

Vodafone

9 11 14 34

350 Local/National 110 Local/National 5p/msg 3000 msg

7 Days 7 Days 15 Days 30 Days

Aircel

9 20 38 61

100 Local/National 200 Local/National 500 Local/National 6100 Local/National

30 Days 30 Days 30 Days 30 Days

Airtel

20

Rs 15.30 Talktime/5 SMS On Net. Validity 02 Days

42

Rs 30 Talktime/20 SMS/ 50 MB Data/ Validity 07 Days

57

Rs 40 Taktime/ 30 SMS/ 70 MB Data/

Validity 07 Days 157 Rs 110 Taktime/ 100SMS/ 200MB Data Validity 15 Days 257 Rs 150 Taktime/ 100SMS/ 200MB Data Validity 15 Days

S Tel

05 11

5p/sms Local/National 1p/sms Local. 11p/sms National.

30Days

30Days 19 Rs 10 Talktime / 100 On Net sms free 30Days 25 31 61 99 10p/sms Local/National 30 Days

100 sms Local/National Free everyday/Rs10 Talktime 30Days Rs30 Talktime/ 100SMS Free everyday/ Post 0.40p 90Days 500On Net Local SMS Free 30Days

GPRS PACK MRP VALIDITY

Reliance

29 99

1 GB Data Free 2.5GB Data Free/ Post 10p/10kb

7 Days 30 Days

Vodafone

13

200 MB

3 Days

98

2 GB

30 Days

Aircel

5 14 29 98

50 MB Post Expiry 10p/10 KB. Browsing & Download free Post Expiry 10p/10 KB. Browsing & Download free Post Expiry 10p/10 KB. Unlimited

01 Days 03 Days 07 Days 30 Days

Airtel

42 98 157 257

50 MB 2 GB 200 MB/ 110 Talktime/ 100 SMS 750 MB/ 150 Talktime/

7 Days 21 Days 15 Days 30 Days

S Tel

32 62

1GB Free everyday/ Rs10 Talktime 1GB Free everyday/ Rs30 Talktime

30 Days 90 Days

ANALYSIS AND PRESENTATION OF DATA

1. According to you which is the best telecom service provider? Ans:-

TABLE:I
TELEPHONE OPERATORS AIRCEL AIRTEL RELIANCE VODAFONE IDEA TATA INDICOM STEL TOTAL NUMBER OF RETAILERS 3 48 10 33 3 1 2 100

(As per my survey from the month of 24th October to 10th December)

INTERPRETATION:- From the above bar diagram it is seen that in places of Zoo Road, G.S Road, Ulubari, Bhangagarh, Athgaon, Kumarpara maximum retailers (48 retailers) think that Airtel tops the list among all the telephone operators in providing the best telecom service in terms of sales, which is followed by Aircel, Reliance, Vodafone, Idea, S Tel and lastly Tata Indicom.

2. What is the service frequency of operators?

Ans:-

TABLE-II

TELEPHONE OPERATORS
DAILY NUMBER OF RETAILER ALTERNATE DAY NUMBER OF RETAILER

FREQUENCY OF VISITS

TWICE A WEEK NUMBER OF RETAILER

ONCE A WEEK NUMBER OF RETAILER

ONCE A MONTH NUMBER OF RETAILER

TOTAL

AIRCEL AIRTEL RELIANCE VODAFONE IDEA TATA INDICOM S TEL

62 70 55 62 30 10 60

28 25 34 34 55 22 25

10 5 11 4 15 33 10

35 -

100 100 100 100 100 100 100

(As per my survey from the month of 24th October to 10th December)

INTERPRETATION:- From the bar diagram it is clear that the personnel visiting the retailers to distribute the products of their respective telecom company are not even. Airtel sales team visit the retailers daily in some areas whereas alternate day in other areas, whereas sales team of Tata Indicom visits retailers once a week as informed by the retailers.

3(A). Stock in hand and availability Ans:- The stocks of Retailers having ERC :-

TELECOM OPERATORS AIRCEL AIRTEL RELIANCE VODAFONE IDEA TATA INDICOM S TEL

STOCK 2500-3000 2000-2500 1500-2000 1000-1500 500-1000 100-500 TOTAL 5 10 25 40 15 5 100 15 20 50 15 100 5 5 15 55 12 8 100 10 35 40 15 100 15 35 25 75 10 5 15 20 15 60 95 -

INTERPRETATION:- From the above diagram it is seen that maximum retailers maintain their ERC of Airtel between 1000 to 3000,while the retailers prefers to maintain their ERC stock of S Tel between 500 to 1500.

3(B). Stock in hand and availability

Ans:- The stocks of Retailers having PRC:-

TABLE IV TELECOM OPERATORS

AIRCEL AIRTEL RELIANCE VODAFONE IDEA TATA INDICOM S TEL

STOCK 2500-3000 5 10 5 -

2000-2500 1500-2000 1000-1500 500-1000 100-500 TOTAL

10 20 40 25 100

15 25 35 10 5 100

10 25 30 20 10 100

5 40 25 20 5 95

25 45 20 90

5 35 40

40 50 90

INTERPRETATION:- From the above diagram it is seen that maximum retailers maintain their PRC of Airtel between 500 to 2500,while the retailers prefers to maintain their ERC stock of S Tel between 500 to 1500.

4.What is your average activation in a month? Ans:TABLE-V

TELEPHONE OPERATORS NUMBER OF ACTIVATION IN A MONTH PERCENTAGE OF ACTIVATION IN A MONTH

AIRCEL AIRTEL RELIANCE VODAFONE IDEA TATA INDICOM S Tel TOTAL

320 600 350 450 120 30 130 2000

16% 30% 17.5% 22.5% 6% 1.5% 6.5% 100%

INTERPRETATION:- From the above pie diagram it is seen that out of the total activations Airtel tops the list covering around 30% of the total activations, which is followed by Aircel, Vodafone, Reliance, Idea, Tata Indicom. S Tel shares about 6.5% of the total activations

5. Are you aware of activation scheme? Ans:TABLE:V OPTIONS YES NO PERCENTAGE 78% 22% TOTAL 100%

INTERPRETATION:- Most retailers nearly 78% knows about the activation scheme while some retailers are not aware(22%), the main reason being that there is a frequent change of the activation scheme by nearly all the telecom operators.

SWOT ANALYSIS OF S Tel

1.STRENGTHS
1. Flexibility:- Low Tariff plan of Product and validity of the products. 2. Unique- The quality of the products are unique and is quite strong. 3. Management Team:- Regularly updated and experienced in telecom sector for years. 4. Sales and Marketing innovative ways to attract customers. 5. Channel of distribution:- Supplied by distributors. 6. Margin granted to distributors and retailers.

2.WEAKNESS
1. S Tel- Low Awareness. 2. Less advertisement both through print and visual medium. 3. More focus is given in sales but not in service.

3.OPPURTUNITIES
1. Focus should be given more in new markets than in already established ones. 2. Relationship Building:- Regular contact to be made to establish relationship that can boost its

4.THREATS
1. Existence of established players. 2. Other giants entering the business like DOCOMO, MTS, UNINOR. 3. Perception of peoples regarding closure of the company.

MAJOR FINDINGS

The major findings of the study are

MERITS:
Reaching to the nook and corner of the state. Low Tarrif plan of the product and high validity. Highest margin of 3.5% to all the retailers among the existing telecom operator. S-Tel products are more in demand in some markets. FOS are quite professional in dealing with both the existing and upcoming market. The quality of the products are unique and strong.

DEMERITS:
Some retailers complain of delay in SIM activation

Retailers complain shortage of Recharge Vouchers.

No regular visits of company personnel for periodical checkup.

Retailers complain of not getting full scheme benifits. Lack of advertisement prevent communicating to the market at large .
Most retailers complain about frequent retail mapping at short notice.

LIMITATIONS OF THE PROJECT

Some Retailers do not like to provide the data regarding the monthly turn over and

stock levels of their retail shop.

The finding of the study may not give perfect picture, because the survey was limited

to a particular area.
The most difficult factor was the difficulty in acquiring the cooperation of the

respondents. It was difficult in convincing some retailers to co-operate in responding to the questionnaires.
Since the project is for one and a half month, so the sample size is limited to 135

respondents only. Rumor of the brand closing down acted as a barrier.

RECOMMENDATIONS

Advertisement should be the companys topmost priority as it is the most preferable mode of generating revenues through customer attraction. The company should solve various issues relating to customers and retailers complaints, like providing the prepaid products to the retailers in time.

The companys professional should visit the retailer and distributor from time to time to motivate them to work for the betterment of the organization and themselves and to collect their feedback. FOS (foot on street) should be taken into confidence by the company as they are one of the important personnel in generating revenue for the company.

The company should focus more on customer relationship management. The company should improve in quality of the telephonic network in some areas.

CONCLUSION

This project study makes very clear that the S Tel is one of the growing Telecom Company in Assam. The main competitors of S Tel are AIRTEL, VODAFONE, RELIANCE, AIRCEL, IDEA. In the market, S Tel provides the highest retail margin 3.5% to the retailers which attract the retailers as well as the customers. The brand image of the S Tel is clouded in the market. S Tel always try to expand its services in each and every area. Recently a new Telecom operator is upcoming in Guwahati, viz. Tata Docomo. In Assam, there is a lot of competition among the telecom operators to attract the customers and capture the market leader in Assam. S Tel has to create a brand loyalty among consumers by providing fast, problem free, innovative and newer services to its consumers. Some activities of the company which will build a strong relationship with the retailers as well as the customers are as follows the company should pay due attention towards the timely delivery of the products. Occasional visits by the company people could build a stronger relationship and increase the satisfaction level of the retailers.

BIBLIOGRAPHY

www.google.com www.stel.in www.vodafone.in www.aircel.com www.airtel.in www.rcom.co.in KOTLER PHILIP, MARKETING MANAGEMENT

ANNEXURE
S Tel Pvt. Ltd.
NAME OF THE RETAILER CONTACT PERSON. CONTACT NUMBER... 1. What comes to your mind when I say the word Telecom? 2. According to you which is the best telecom service provider? A. Airtel G. S Tel B. Aircel H. Others. C. Reliance D. Vodafone E. Idea F. TATA Indicom

3. What is the service frequency of operator? A. AIRTEL D. VODAFONE G. S TEL A. DAILY B. AIRCEL E. IDEA H. OTHERS.. C. TWICW A WEEK D. ONCE A WEEK. C. RELIANCE F. TATA INDICOM

B. ALTERNATIVE DAY

E. TWICE IN MONTH

F. ONCE IN A WEEK

4. Stock in hand and availability AIRTEL ETOP: PRC : 5. WHAT IS YOUR AVERAGE ACTIVATION IN A MONTH? .. AIRTEL AIRCEL RELIANCE VODAFONE IDEA TATA INDICOM AIRCEL RELIANCE VODAFONE IDEA TATA INDICOM S TEL

S TEL

6. ARE YOU AWARE OF ACTIVATION SCHEME? (YES/NO) AIRTEL AIRCEL RELIANCE VODAFONE IDEA TATA INDICOM S TEL

7. WHAT ARE THE BEST PRODUCT OF S TEL? 1. 2. 3.