COMPARATIVE ANALYSIS OF RELIANCE COMMUNICATIONS WITH THE MARKET LEADERS PRESENTED BY MR. PRIYANKO SAHA (ST1 - 40) MR.

NIRVIK BANERJEE (ST6 - 41) MR. JEETU KUMAR (ST5 - 16)

EXTERNAL GUIDE :MR. ABHISHEK KUMAR BASU (SALES MANAGER , DATA CARD DIVISION, RELIANCE COMMUNICATIONS) INTERNAL GUIDE:PROF. DR. RAJIB KUMAR DAS , EIILM VENUE:- EIILM , WATERLOO STREET CAMPUS

DATE:- 18th of July 2011.

OBJECTIVE
A COMPARITIVE CASE STUDY OF RELIANCE COMMUNICATIONS OVER OTHER NETWORK COMMUNICATION COMPANIES IN SOUTHERN CLUSTER OF KOLKATA

MAP OF SOUTHERN CLUSTER OF KOLKATA & THE AREAS WHERE WE WORKED (MARKED IN RED)

SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARED TO OTHER TELECOM COMPANIES (RABINDRA SAROBAR TO RUBY GENERAL HOSPITAL)
16 Rupees in million 14 12 10 8 6 4

Market Leaders are Airtel and Vodafone, because of greater customer satisfaction.
Network Problems of Reliance Communication

2
0 Market Competitors
Reliance CDMA Vodafone Reliance GSM Airtel

SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARED TO OTHER TELECOM COMPANIES (JADAVPUR STATION TO GARIA RAIL STATION)
10 9 8 7 6 5 4 3 2 1 0
Market Competitors

Rupees in million

Market Leaders are providing their customers with lucrative offers and schemes. Call drop and network issues are very less in case of the competitors

Reliance CDMA Vodafone

Reliance GSM Airtel

SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARED TO OTHER TELECOM COMPANIES (BEHALA CHOWRASTA TO SHIRAKOL)
6 5 4 3 2

Rupees in million

Network Problem is bad in the interiors.

DSR visits are very rare.

1
0
Market Competitors

Reliance CDMA

Reliance GSM

Vodafone

Airtel

CONSOLIDATED SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARISON TO OTHER TELECOM COMPANIES

30 25 Rupees in million 20 15 10 5 0 Market Competitors Reliance CDMA Vodafone Reliance GSM Airtel DSR visit is regular for the market leaders. CAF(Customer Application Form) for the market leaders are very high. ROI is very good for Airtel and Vodafone. Network Connections of the market leaders are better than us.

DATA CARD SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARISON TO OTHER TELCOM COMPANIES (JADAVPUR TO GARIA RAIL STATION)
50
45 40 35 30 25 20 15 10
DATA CARDS speeds are very high for the market leaders. Pricing is good for the market leaders.

5
0 Market Competitors
HSD VODAFONE MTS 1x AIRTEL TATA REL 3G AIRCEL IDEA

DATA CARD SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARISON TO OTHER TELCOM COMPANIES (RABINDRA SAROBAR TO RUBY GENERAL HOSPITAL)
25 20 15
In case of Vodafone the network coverage is very good.
3G dongles are offered at a lower price than Reliance. Data Cards speeds are higher in compared to Reliance.

10
5 0

Market Competitors

HSD

1x

REL 3G

VODAFONE

AIRTEL

AIRCEL

MTS

TATA

IDEA

DATA CARD SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARISON TO OTHER TELCOM COMPANIES (BEHALA CHOWRASTA TO SHIRAKOL)
60
50 40 30 20 10 0 Market Competitors
HSD VODAFONE MTS 1x AIRTEL TATA REL 3G AIRCEL IDEA

MTS offers a good competitive pricing for 2G dongles. 2G data cards are priced lower than the other telecom companies. 2G data card speeds are good for MTS.

CONSOLIDATED DATA CARD SALES REPORT OF RELIANCE COMMUNICATIONS IN COMPARISON TO OTHER TELCOM COMPANIES
90 80
DSR ( Distributor Sales Representative) visit is very regular for the Market Leaders. Data Cards speeds are very good for the market Leaders.

70
60 50 40 30 20 10 0 Market Competitors
HSD VODAFONE MTS 1x AIRTEL TATA REL 3G AIRCEL IDEA

Ease of availability products to the retailers.

of

Good Network Connectivity. Good Competitive pricing in comparison to others.

RETAILERS FEEDBACK REGARDING RELIANCE COMMUNICATIONS

Column1
6.41 19.63

DSR (DISTRIBUTOR SALES REPRESENTATIVE) VISIT IS INADEQUATE RELIANCE DATA CARDS SPEEDS ARE INADEQUATE RELIANCE 3G IS EXPENSIVE IN COMAPRISON TO OTHERS

24.48

13.09

FREQUENT CALL DROP PROBLEMS DEDUCTION OF BALANCE WITHOUT PRIOR NOTICE

10.86 25.52 ROI IS VERY LESS BACK

CONCLUSION
From our survey report of Reliance Communications for data cards & monthly easy recharge sales we can see that most of the retailers are dis-satisfied with reliance due to very poor network connectivity & call dropping problems in comparison to the market leaders like Vodafone or Airtel. The ROI ( Return On Investment) for the retailers is also very less due to which they are less interested in keeping Reliance. Their is also a common problem of frequent deduction of balance without prior notice. In case of data cards the speeds are very less & the price of the data card dongles are high in comparison to the market leaders like Vodafone & Airtel. So Reliance communications are lagging far behind the market leaders.

RECOMMENDATIONS
We can see from Slide No.12 that the most high rated problem is the Frequent Call drop problem which can easily be rectified if RELIANCE strengthens their network a bit. The second most high rated problem is the problem of Frequent deduction of balance without prior notice to the customers which is totally an in house problem of RELIANCE COMMUNICATIONS. DSR (DISTRIBUTOR SALES REPRESENTATIVE) visits can be increased by paying an incentive or by hiking their salary which will keep them more motivated for work. ROI (RETURN ON INVESTMENT) is very less for which the retailers are not much interested in keeping Reliance which can be rectified by increasing the ROI or by paying a similar kind of incentive. Reliance 3G dongle & data card prices could be slashed down a bit to match the prices offered by their competitors or market leaders to increase the sales.

THANK YOU