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PROJECT REPORT
ONDOCUMENTATION ON AIRTEL MARKET
SEGMENTATION.
SUBMITTED IN PARTIAL FULFILMENT OF THE
RQUIREMENT OF THE DEGREE OF MASTER OF
BUSINESS ADMINISTRATION IN
UTTARAKHAND TECHNICAL
UNIVERSITY, DEHRADUN
SUBMITTED BY: SUBMITTED TO:
------------------ ------------------SANJEET KUMAR Ms. CHITRA
MBA 3ND SEM.
MB06043
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CERTIFICATE
I !"#$ %!$ &'$"s()$ *+ ,$)%**+/ %!"% M). Ms. SANJEET KUMAR *s "
12+"*$ s%($+% 2 MBA 3rd S$$s%$) 2 %!$ M"s%$)5s D$/)$$ *+ B(s*+$ss
A*+*s%)"%*2+ 2 I+s%*%(%$ 2 M"+"/$$+% S%(*$s D$!)"(+ (+$) C'"ss
ID N2.MB06043.
H$ !"s ,2&'$%$ !*s!$) S($) T)"*+*+/ P)27$,% 82)9 $+%*%'$ (+$)
/(*"+,$.
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%!$ &()&2s$ 2 "8") 2 "+ $/)$$.
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ACKNOE OF THE SUDY==============..0?
ABOUT BHARTI AIRTEL===============..06
COMPANY PROFILE=================.0@
FACE SHEET=====================0
ORGANISATIONAL STRUCTURE ===========...0
CORPORATE GO>ERNANCE==============
HR RECOMMENDATION===============...;
FOROUCHER RATE===================.40
SEGREGATION OF TELECOM MARKET=========?@
THE PLAYERS====================?
OPERATORS THEIR SER>ICE AREA=========?
RESERCH METHODOLOGY==============60
ANALYSIS FINDINGS================64
RECOMMENDATIONS=================6
CONCLUSION====================..6
ANNURE======================.@0
3
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BIBLIOGRAPHY===================..@;
ACKNOLEDGEMENT
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OBJECTIVE O- THE STUDY
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Miscellaneous
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H$("! R%)$r% :HR;< R%($!%r"#i)! C)((i##%%
Composition
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Key Functions
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C2&$+s"%*2+ *+,'(*+/ s"'")*$s "+ s"'") "7(s%$+%s
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ESOP C)(1%!"#i)! C)((i##%%
Composition of ESOP Compensation Committee
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*#. %!$ s&$,**$ %*$ &$)*2 8*%!*+ 8!*,! %!$ $&'2$$ s!"'' $$),*s$ %!$
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I!5%#)r Gri%5"!% C)((i##%%
Composition of !n"estor Grie"ance Committee
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Key Responsibilities
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Meetings
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-)r"rdi! S#%1 )* Air#%/
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C"%$/2): R$,$+% H*/!'*/!%s P)$ss R$'$"s$s FY;00@-0
6.0.0@
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The players
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BSNL MTNL ")$ ; s%"%$ 28+$ ,2&"+*$s )$s%s 6 BHARTI AIRTEL TATATELE
SER>ICES SHYAM TELECOM HFCL RELIANCE HUTCH ")$ "'' &)*#"%$ &'"$)s.
O1%r"#)r T+%ir S%r5i% Ar%"
OPERATORS SERVICE AREAS
BSNL All over India
MTNL Delhi ad Mumbai
Reliance Gujarat, Haryana, unjab, Delhi, !B, " #$%
Bharti Delhi, M&&
Shyam Raja'than
Tata Delhi, Gujarat, Mahara'htra, Tamil Nadu, A
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H()L In*otel +nly in unjab
RESERCH METHODOLOGY
$L$M$NTS +( MAR$TING R$S$AR)H
The'e are the main com-onent' o* mar.etin/ re'earch0
R+D")T R$S$AR)H01 It include' the 'tudy o* -roduct 'tren/th and
2ea.ne'', -roduct line deci'ion' etc&
MAR$TING R$S$AR)H01 It include' nature and 'i3e o* mar.et,
location, di'tribution o* con'umer 2ith re'-ect to income, -ro*e''ion, education etc&
SAL$S R$S$AR)H01It include' the 'tudy o* re/ional variation in 'ale',
*i4ation o* 'ale' method', incentive' etc&
AD5$RTISING R$S$AR)H01 It i' concerned 2ith the 'election o*
e**ective and a--ro-riate media and method' to mea'ure it' e**ectivene''&
B"SIN$SS $)+N+MI) R$S$AR)H01 The'e deal' 2ith out1-ut analy'i',*oreca'tin/, -rice and -ro*it analy'i', brea. even chart etc&&
The 'ucce'' or *ailure o* any re'earch re-ort de-end' u-on the methodolo/y
u'ed *or collectin/ in*ormation and data& The re'earch de'i/n o* the re-ort i'
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e4-loratory and inve'ti/ative& The e4-loratory re'earch de'i/n 'tudy i' u'ually
characteri3ed by a /rand amount o* *le4ibility and on ad1bo4 variability& No
detailed and de*inite hy-othe'i' 2a' develo-ed about the -roblem& An e**ort
2a' made to/ether 2ith detailed in*ormation that 2ould hel- the re'earche'
to *ormulate '-eci*ic 6ue'tion 2ith the hel- o* -rimary and 'econdary data&
Research Methods
There are t2o main cate/orie' o* re'earch method'& Secondary re'earch u'e'
re'earch that ha' already been done by 'omeone el'e& (or e4am-le, mar.eter'
o*ten *ind in*ormation com-iled by the "&S& )en'u' very u'e*ul& Ho2ever, in
'ome ca'e', in*ormation '-eci*ic enou/h to 'ati'*y a *irm7' need' i' not -ublicly
available& (or e4am-le, a *irm 2ill have to run it' o2n re'earch to *ind out
2hether con'umer' 2ould -re*er that more vanilla ta'te be added to it' 'o*t drin.
brand& +ri/inal re'earch that a *irm doe' *or it i' .no2n a' -rimary re'earch&
There i' no one -er*ect -rimary re'earch method& $ach ha' 'tren/th' and
2ea.ne''e', and thu' the a--ro-riate method mu't be 'elected ba'ed on
re'earch need'&
Survey' are u'e*ul *or /ettin/ a /reat deal o* '-eci*ic in*ormation& Survey' can
contain o-en1ended 6ue'tion' #e&/&, 8In 2hich city and 'tate 2ere you born9::::::::::::8% or clo'ed1ended, 2here the re'-ondent i' a'.ed to 'elect
an'2er' *rom a brie* li't #e&/&, 8::Male ::: (emale&8 +-en ended 6ue'tion'
have the advanta/e that the re'-ondent i' not limited to the o-tion' li'ted, and
that the re'-ondent i' not bein/ in*luenced by 'eein/ a li't o* re'-on'e'&
Ho2ever, o-en1ended 6ue'tion' are o*ten '.i--ed by re'-ondent', and codin/
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them can be 6uite a challen/e& In /eneral, *or 'urvey' to yield meanin/*ul
re'-on'e', 'am-le 'i3e' o* over ; AR$A +( !+R
The methodolo/y u'ed to analy3e the -roject i' mainly ba'ed on 'urvey method
throu/h 6ue'tionnaire and direct contact 2ith di**erent retailer' and di'tributor'&
(or 'urvey I have ta.en the 'am-le Si3e o* ?
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Gather in*ormation throu/h @ue'tionnaire
Throu/h tele-honic conver'ation
Secondary Data0
Internet 'ite'
Ma/a3ine'
Ne2'-a-er
DATA COLLECTION:
The 'ucce'' o* re'earch -roject de-end' critically on data& In any mar.etin/
re'earch -ro/ram data collection i' very im-ortant& Data collection i' an inte/ral
-art o* mar.etin/ in*ormation 'y'tem&
A% RIMAR DATA01
In*ormation, 2hich ha' to be /athered *or the *ir't time, i' )alled rimary
Data&
T++LS "S$D (+R )+LL$)TING RIMAR DATA0
#i% +-en ended 6ue'tionnaire and intervie2'&
#ii% Detailed di'cu''ion' 2ith the 'enior e4ecutive' and de-artment'&
B% S$)+NDAR DATA01
Data, 2hich are already a''embled, are called 'econdary data01T++LS (+R )+LL$)TING S$)+NDAR DATA0
#i% +r/ani3ation annual re-ort&
#ii% Di**erent re-ort and -eriodical' o* 'o*t drin.' a''ociation&
#iii% The economic time'&
#iv% Ma/a3ine'&
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To /et accurate in*ormation di**erent ty-e' o* *unction' 2ere -er*ormed& The mo't
im-ortant limitation', 2hich come on, the 2ay o* inve'ti/ation' 2a' lac. o*
time& The data 2ere available on certain a'-ect' but 'u**icient date and
'ati'*actory -ro/re'' re-ort could not be made available& Ho2ever, the major
di**iculty 2a' that it 2a' not -o''ible to vi'it the cor-orate -lant at Bombay&
Althou/h a cheri'hed de'ire -er'i'ted above mentioned con'traint hindered the
-ro/re'' o* thi' -roject&
ANALYSIS & FINDINGS
Deoband
Summary (As per the details given) Total etailers dealing !ith Airtel " #$#
GS% olders " $ ($')
NLit %oard olders " * (+,')
Tin -oard holders " ..(**')
Summary as per the survey
Total retailers dealing !ith Airtel "#$#
GS% olders " $
NLit %oard olders " #+
Tin -oard olders " ##
%oard not /ound ".(Nlit & Tin -oard)
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Graphi0al epresentation as 1er the Survey2
3isi-ility Inde4
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Graphi0al epresentation o/ 1ro-lems as 1er the Survey2
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PROBLEM DISTRIBUTION
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RECOMMENDATIONS
;& The mar.et -o'ition o* airtel i' very 'tron/ but it ha' not been ca-itali3ed
-ro-erly becau'e o* -oor 'u-ervi'ion o* di'tributor' &di'tributor' 'hould
al'o .ee- in mind the *ar *lun/ area' and 'hould cater it -ro-erly becau'e
rural mar.et' are emer/in/ a' /reat 'ource o* increa'in/ volume'&
& Di'tributor' 'hould .ee- man-o2er accordin/ly& There 'hould be
ade6uate -er'onnel to loo. a*ter the mar.et&
?& (rom mana/ement 'ide, mana/ement 'hould have a *eedbac. 'y'tem
2hich can lin. them directly to retailer'& Thi' 2ill hel- them /ainin/
con*idence o* retailer' and 'olvin/ their -roblem'&
C& oint o* 'ale' material' 'hould be chec.ed timely 'o that they can be
maintained accordin/ly&
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& )laim' 'hould be 'ettled a' early a' -o''ible becau'e delay cau'e'
irritation in the mind' o* retailer', 2hich cau'e' di''ati'*action on the -art
o* retailer'&
E& A re/ular com-arative 'tudy o* the mar.et 'hould be ta.en at re/ular
interval' becau'e it 2ill /ive in'i/ht in*ormation about our mar.et 'hare&
CONCLUSION
A*ter the (indin/ and analy'i' o* the /athered in*ormation and data,
at la't I have reached on the conclu'ion -art o* the roject& I have
concluded thi' -roject a'&&&
;& Airtel i' the mo't tru'ted brand > Majority o* Airtel cu'tomer' are
not ready to '2itch to any other 'ervice -rovider a' they arecom-letely 'ati'*ied 2ith the -roduct' and 'ervice' o**ered by it&
& Mana/ement i' able to develo- cordial relation'hi- 2ith retailer'but the claim 'ettlement -roce'' i' 'lo2 and not conducive toretailer' &
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?& Lac. o* 'ale' *orce 2ith di'tributor' create' lot' o* unnece''aryhac.le'&
C& (ar *lun/ area' are not mana/ed -ro-erly&
& Bi*urcation o* -a-er rechar/e and la-u create' lot' o* -roblem' *orretailer'&
A++$()$
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