PRESENTED BY

ADITYA G TOSHNIWALRISHI GAUTAMSHILPA GARGSWATI SHIPRASYED KHAJA MOHIUDDINTONMAYA CHATURVEDIVIGNESH GVISHAL KUMAR MAHATO

GROUP 8

Introduction

Started in 1995…took 13-1/2 years to reach 100 million mark

Sixth largest integrated operator in the world after China Mobile, China Unicom,

China

Telecom, AT&T and Verizon

If Airtel customers were to form a single country, it would be 12ththe largest country

in

the world

India LARGEST private INTEGRATED telecom company in India

LARGEST WIRELESS operator in India

LARGEST TELECOM company listed on Indian Stock Exchanges

Mission

• “ We at Airtel always think in fresh and

innovative ways about the needs of our

customers and how we want them to feel. We

deliver what we promise and go out of our

way to delight the customer with a little bit

more”

Subsidiary Companies

• Bharti Hexacom

• Bharti Comtel

• Bharti Aquanet

• Bharti Broadband

• Bharti Infratel

• Bharti Telemedia

• Bharti Airtel(UK, US, Canada, Hongkong, USA, Lanka)

Airtel- SBU’s

Mobile

• Service across 23 circles

• 4676 census towns and 207327 non-census towns and villages covering

59% of population

• Market share- 22.9%

• 85mn subscribers from 25m in Jul 2006

Broadband & Telephone Services (B&TS)

• Service across 94 cities across 16 circles

• 1.75 m voice and 0.59 m broadband customers

Airtel- SBU’s contd.

Broadband & Telephone Services (B&TS)

• Service across 94 cities across 16 circles

• 1.75 m voice and 0.59 m broadband customers

Enterprise Network

-Carriers

• 49000 kms of fiber

• Submarine cable landing station at Chennai

• Association with SEA-ME-WE-4 with 15 more operators

Subscriber GrowthGroup Company wise % market share - Nov'2008

Sr, No. Name of Company Total Sub Figures % Market Share

1 Bharti Airtel 8,29,20,593 33.25%

2 Vodafone Essar 5,87,64,164 23.57%

3 BSNL 4,04,87,511 16.24%

4 IDEA 3,28,09,720 13.16%

5 Aircel 1,53,75,258 6.17%

6 Reliance Telecom 95,82,695 3.84%

7 Spice 37,05,894 1.49%

8 MTNL 38,21,277 1.53%

9 BPL 18,82,324 0.75%

  All India 24,93,49,436 100.00%

TARGETING

• Elite

• Up market professionals

• Entrepreneur with business plans

• Low income mass category

• Youth

• Women and senior citizens by post paid connection

Sales forecasting

Method: Moving Average MethodYear Net Sales

2004-05 7903.03

2005-06 11231.47

2006-07 17851.60

2007-08 25703.51

2008-09 34014.29

Sales Forecast for 2010=19340.41 cr.

Sales forecasting

Ratio MethodYear Net Sales

2004-05 7903.03

200506 11231.47

2006-07 17851.60

2007-08 25703.51

2008-09 34014.29

Sales Forecast=Actual Sales*( Actual Sales of this year/Actual Sales of past year)

Sales Forecast for 2010= 45012.21 Cr.

Sales Budget

1330 2250 3718 64830

5000

10000

15000

20000

25000

30000

35000

40000

11231

17851

25703

34014

1330 22503718

6483

Relationship b/w Net Sales - Selling Expense

Selling & Administrative Expense

Net

Sal

es

Airtel- SIPOC PROCESS

Supplier Input Process Output Customer

Intel

Cisco

IBM

Apple

India Times

Network

Infrastructure

Spectrum

Technology

Finance

Licenses

GSM Services

VAS Services

Fixed lines

Broadband

DTH

IPTV

Public

Corporate

Business

SME’s

Institute

Customer importance

Technology

Competitive Position

Capable Supplier

START

Relationship Management

Relationship Management process includes the following steps.

Categorization Rewards and Recognition Satisfaction Level Communication

Grievances

Supply Chain ManagementThe Supply Chain (SCM) function has been created with a mandate to

develop partner relationships to maximize mutual opportunities for growth

and profitability.

Bharti Airtel's Supply Chain Philosophy is partnership and collaboration.

DISTRIBUTION

• Focus on maximizing revenues & margins.

• Offer multiple telecommunications services to provide

customers with ‘one stop shop’ solution.

• Capture maximum telecommunication revenue potential

with minimum geographical coverage.

• Focus satisfying & retaining the customers by ensuring high

level of consumer satisfaction.

DISTRIBUTION NETWORK

• Karnataka Circle

18 Airtel Connect shops

51 Airtel Points & 185 Sub-Dealers,

For Pre-paid cards 32 distributors, 4380 Retailers, 4 Company

Sales People & 225 Corporate Sales Agents.

Delhi, AP, Chennai, HP, Kolkata- Circles.

MATCH BOX STRATEGY

“It is about making available Airtel recharge cards wherever match boxes

could be found”

SALES QUOTAS

• For Prepaid connections in all of the circles, distributors &

franchisees, are remunerated a fixed amount, approximately

20% & 15% respectively, of the value of the card sold to the

customer.

• For Pre-paid recharge coupons,the distributors & franchisees

receive approximately 7% of the value of the coupon sold.

• For Post-Paid connections in all their circles,the rates may

increase upto 100% of base commissions on meeting quality

& quantity targets.

PEOPLE

Recruitment

Campus & consultancy

Selection is done through interviews.

T & D

Training imparted as per the need.

Motivation

Salary

60% (fixed)+ 40% (variable).

AIRTEL ADVERTISEMENT

• Airtel basically uses two appeal to connect to

the users

– Emotional

– Humorous

• Total advertising budget of Airtel is Rs. 150

crore

“Touch tomorrow”

• New campaign launched to facilitate entry into new markets

• Started to capture mass market

• A new logo for Airtel- Red , black and white colors with ‘Airtel’

enwrapped in an eclipse.

• Logo indicated core value of the brand: leadership, performance

and dynamism

SALES PROMOTION

• “Friendz” pre-paid plan

• “Ladies special” plan

• “Senior citizen” plan

Youtopia• Special tariff plan for youth- Youtopia

• Reduced tariffs, access to cell phones

• 14-19 years of age

• Expand customer base (limited to the older age groups till now)

• Deviation from earlier positioning for older people symbolizing

dignity and power

• Re 0.25 for 30 seconds- night!, special bidding

portal, music download facilities, SMS at

affordable prices

PUBLICITY AND EVENTS

Sponsored events

• Delhi half marathon

• Delhi golf tournament

Sponsored TV shows

• Big Boss

• KBC

• Indian Idol

OUTCOME OF THE CAMPAIGN

Addition of 2.7 Million customers in a month

Group Company wise % market share - Sep'2008

Sl.No.

Name ofCompany

Total SubFigures

% MarketShare

1 Bharti Airtel 77479215 33.16%

2VodafoneEssar 54624809 23.38%

3 BSNL 39166943 16.76%

4 IDEA 30380163 13.00%

5 Aircel 13878243 5.94%

6RelianceTelecom 9206127 3.94%

7 Spice 3599744 1.54%

8 MTNL 3677782 1.57%

9 BPL 1663904 0.71%

All India 233676930 100.00%

Oct’2008

Total SubFigures

% MarketShare

80199747 33.18%

56703506 23.46%

39811109 16.47%

31582937 13.07%

14659298 6.06%

9582695 3.96%

3637129 1.50%

3743879 1.55%

1807902 0.75%

241728202 100.00%

CONCLUSION

Plans to reach 200 million users in the next 2-1/2

years

Next phase of growth will come from Rural India

which is still under penetrated

MNP and 3G will also act as catalyst in spurring

further growth

THANK YOU