Bharti Airtel Limited

Sl.NO.
I.

TITLES

Chapter 1 Executive Summary Introduction Literature review Purpose of the study Scope of the study Objectives of the study Chapter 2 Organization Profile Organization chart Sampling Data collection methods Measuring tools Chapter 3 Result &discussion with Charts & graphs Summary Recommendation Conclusion

II.

III.

IV Chapter 4 . Appendix Questionnaire Code sheet Weekly Progress Report Bibliography

1 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

2 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Executive summary
This study is oriented towards the satisfaction level of the Retailers towards the services provided by the Airtel distributor and market share of the Airtel in the rural area. Today, telecom sector has become a very essential aspect of each industry. Every organization strives hard to retain its customers at any cost. The objective of the research is to find out the satisfaction level of the retailers towards the service provided by the distributors and also find out the market share of the Airtel in the rural areas of the Belgaum city. The research was purely based on the survey conducted in rural areas of Belgaum city and has been focused on Airtel retailers. The sampling technique used was simple Random sampling of Airtel retailers. The data was collected through personal interview and questionnaire. The sample size taken was 50. The questionnaire was then analyzed with help of table and charts. . The analysis also helps us to know more about the retailer perception and the market share of Airtel in the rural area. SPSS software, MS Excel and Graphical Representation are used for analysis: By analyzing the all questions findings and suggestions are given. The study is restricted to rural areas of Belgaum and Khanapur. The Findings Suggestions and Conclusion are given as below. There is no much competition for Airtel in the rural areas. Airtels product available in maximum places. 3 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Airtels product has maximum sale in rural market. The reason for this is a) Network b) Availability

Suggestions to the Airtel is that its service is available in the maximum rural area of Belgaum and Khanapur. But there are some areas where Airtels product is not available. So I suggest to Airtel distributor as well as to Airtel to concentrate on these areas and open some Airtel outlet in these places. In these places none of the companys product were selling.

New outlets opened in these areas of Khanapur. 1. Ramgurwadi 2. Baragaon 3. Chikadinkoppa 4. Karambal 5. Koundal

4 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited Introduction

Airtel comes to you from Bharti Airtel Limited, Indias largest integrated and the first private telecom services provider with a footprint in all the 23 telecom circles The Bharti Group, has a diverse business portfolio and has created global brands in the telecommunication sector.The businesses at Bharti Airtel have been structured into three individual strategic business units (SBUs) - Mobile Services Airtel Telemedia Services & Enterprise Services . Today, telecom sector has become a very essential aspect of each industry.

Every organization strives hard to retain its customers at any cost. Airtel is one of Indias leading private sector providers of telecommunications services with more than 20 million customers. Bharti Airtel extended its lead at the head of the Indian mobile market in January 2007, increasing customer numbers from 31.97m to 33.73m and national market share from 22.4% to 22.6% over the 31 days. Reliance Communications remains second with 31.39m customers and a 21.0% share of the total market (2.6% through its GSM operator and 18.4% through its CDMA unit), whilst BSNL remains third with 24.77m customers They are so many mobile service providers in India. The competition between them to capture the market share is immense. The strategies and promotions they practice are awesome. At the end of all these strategies and promotion their main objective is to increasing the market share.

5 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

At the end of Dec-2007, the company had 55.16 mn subscribers up by 72.5% YoY. Vodafone Essar India ended the year with 39.86 mn subscribers. BSNL which gained spectrum by virtue of being a government company and facing criticism from private operators, managed to grow at a slower pace and ended the year with 32.71 mn subscribers. Idea Cellular had an impressive performance and ended the year with 21.05 mn subscribers. Aircel was the fastest growing cellular operator with subscriber base doubling in 2007 to 9.43 mn. Bharti Airtel now holds the highest share in the GSM segment

Wireless Subscriber Numbers in India

Airtel has 64.26 million customers as of end of March 2008, consisting of 61.98 million mobile customers.

6 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Airtel has always been a front-runner in leading affordability in the industry, one of the many reasons why over 62 million customers prefer its services. This revised tariff further reinforces Airtels commitment to make mobile telephony more affordable. The 700-million strong rural market in India is the biggest single market in the world and Airtel is rapidly expanding its footprint in the rural areas of the country. It has already connected over 3.2-lakh villages and plans to reach 5 lakh by 2010. This rapid roll out is witnessing a large number of customers joining Airtels network from the rural areas of the country. Therefore, these tariff initiatives will help catalyze efforts to make telephony more affordable for all customers across the country and8/17/2008 further reinforce Airtel as the industry leader in both affordability and availability. Industry reports indicate that education, tourism and travel will be key growth driver of the future.Data shows that Airtel remains committed to ensuring that communication continues to help facilitate cultural, social and commercial exchanges to the benefit of its customers. The reduced call tariffs will be a welcome relief to the increasing number of people who are taking up educational, professional or commerce opportunities in different parts of the country. Bridging distances, the revised call tariffs will empower Airtel customers to talk more at an affordable cost. Earlier, Airtel initiatives like the Re.200 Recharge, Easy Charge, Lifetime, Easy Lifetime and Super Lifetime Prepaid have revolutionized the Indian market in terms of creating customer value and Airtel will continue to come up with offerings that facilitate an affordable and available mobile experience

7 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited Distribution Network of Rural Area

Super Stockiest

Sub Stockiest

Sub Stockiest

Field Sales Executive ( F.S.E.)

Field Sales Executive ( F.S.E.)

Retailer

Customer

8 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited Trade Margin in Rural Area

1) Super Stockiest: - 0.5% 2) Sub Stockiest: - 1%

Retailer Classification in Rural Area

1) A class 25> Activation 2) B class 3) C class 15> Activation 5> Activation

Airtel today announced unprecedented tariff reductions on STD and Roaming services for its over 62 million customers.Airtel has reduced its STD rates dramatically to Re1.50/ minute from the earlier Re 2.65/ minute, benefiting all Airtel customers who make long distance calls. Airtel has always been a front-runner in leading affordability in the industry, one of the many reasons why over 62 million customers prefer its services. This revised tariff further reinforces Airtels commitment to make mobile telephony more affordable The 700-million strong rural market in India is the biggest single market in the world And Airtel is rapidly expanding its footprint in the rural areas of the country. It has already connected over 3.2-lakh villages and plans to reach 5 lakh by 2010. This rapid roll out is witnessing a large number of customers joining Airtels network from the rural areas of the country. Therefore, these tariff initiatives will help catalyze efforts to make telephony more affordable for all customers across the country and further reinforce Airtel as the industry leader in both affordability and availability.

9 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Bharti Airtel is India's leading telecom company, providing services for mobile and fixed wireless. With 40 million wireless subscribers, Bharti is adding 1 million users every month, way ahead of competitors like Reliance, Tata, and now Vodafone. Knowing that market growth will slow down, Bharti, like its competitors, is chasing customers, particularly in rural India, where 75% of India's 1 billion population lives. It is spending over $2 billion to roll out wireless services in the hinterland. Telecom companies tower business will put their companies in astounding growth territory by 2010. As we have saw that on July 19, 2007 Reliance Communication offloaded 5% stake in RTIL (Tower business) translating to Rs 135 per share from their total equity value at USD 6.75 billion (about INR 27000 crore). Bharti Airtel has seen nearly 90% growth in their subscribers from 19.57 million in FY06 to 37.14 million in FY07. During the same period Reliance Communication has seen growth of 39% from 20.21 million to 28.01 million subscribers. In FY07, Bharti Airtel has total tower site of 39281 and Rel Comm held 13000 towers. India currently has total tower sites of 120,000, housing 136,000 BTS (Base Transmitting Station) of various operators. As per analyst estimates, Bharti Airtel will alone have 114,000 towers by March 2010 and Reliance Communication is likely to have 63,000 towers. Macquarie Research estimate huge demand for wireless towers as coverage in rural areas of India increases and Indian wireless companies cover more people. It is estimate that the industry would need 450,000 BTS by March 2010 to support a forecast wireless subscriber base of 425 million. Research firm expect Bharti Airtel to capture dominant market share in this space. Bharti Airtel to have a portfolio of 114,000 towers by March 2010, translating into all-India towers market share of 33%. Reliance Communication is likely to have the second largest portfolio, with 63,000 towers, implying a market share of 18.3%.

10 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Tower sharing help to moderate the tower requirements for all operators. Tower sharing will likely lead to easier, faster and cost effective entry of hitherto small or regional operators into new circles turning them into panIndia operators. Players like Bharti and RCOM who are at the forefront of the tower initiative potentially run the risk of significant enhancement in competition from these new entrants. Macquarie Research expect the tower businesses to add significant upside to Bharti and RCOMs valuations. DCF analysis of Bharti Infratel suggests a valuation of USD 8.5 billion for the tower company, Bharti Infratel. In addition, Bharti Airtel is likely to gain from lower capex at the parent company level due to outsourcing of their tower requirements. The savings to Bharti Airtel at USD 3.16 billion. In total, the upside to Bharti Airtel from the tower subsidiary at USD 11.6 billion or Rs 250 per share. This translates to additional upside of 30% over and above the upside of 24% from the base business.

11 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited Literature review

Core competency A core competency is something that a firm can do well and that meets the following three conditions specified by Hamel and Prahalad (1990): It provides customer benefits It is hard for competitors to imitate It can be leveraged widely to many products and markets.

A core competency can take various forms, including technical/subject matter know how, a reliable process, and/or close relationships with customers and suppliers (Mascarenhas et al. 1998). It may also include product development or culture such as employee dedication. Modern business theories suggest that most activities that are not part of a company's core competency should be outsourced Characteristics of Core Competencies There are three tests for Core Competencies Potential access to a wide variety of markets - the core competency must be capable of developing new products and services A core competency must make a significant contribution to the perceived benefits of the end product. Core Competencies should be difficult for competitors to imitate. In many industries, such competencies are likely to be unique

12 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

COMPETITOR ARRAY One common and useful technique is constructing a competitor array. The steps include: Define your industry - scope and nature of the industry Determine who are your competitors. Determine who your customers are and what benefits they expect Determine what the key success factors are in your industry Rank the key success factors by giving each one a weighting - The sum of all the weightings must add up to one. Rate each competitor on each of the key success factors - this can best be displayed on a two dimensional matrix - competitors along the top and key success factors down the side. Multiply each cell in the matrix by the factor weighting. Sum columns for a weighted assessment of the overall strength of each competitor relative to each other.

COMPETITOR PROFILING Another common technique is to create detailed profiles on each of your major competitors. These profiles give an in-depth description of the competitor's background, finances, products, markets, facilities, personnel, and strategies. This involves:

13 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Background Location of offices, plants, and online presences History - key personalities, dates, events, and trends Ownership, corporate governance, and organizational structure Marketing Segments served, market shares, customer base, growth rate, and customer loyalty Promotional mix, promotional budgets, advertising themes, ad agency used, sales force success rate, online promotional strategy Distribution channels used (direct & indirect), exclusivity agreements, alliances, and geographical coverage Pricing, discounts, and allowances

NEW COMPETITORS In addition to analyzing current competitors, it is necessary to estimate future competitive threats. The most common sources of new competitors are: Companies competing in a related product/market Companies using related technologies Companies already targeting your prime market segment but with unrelated products Companies from other geographical areas and with similar products New start-up companies organized by former employees and/or managers of existing companies

14 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

The entrance of new competitors is likely when: There are high profit margins in the industry There is unmet demand (insufficient supply) in the industry There are no major barriers to entry There is future growth potential Competitive rivalry is not intense competitive advantage over existing firms is feasible

15 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited STATEMENT OF THE PROBLEM

Satisfaction level of the Retailers towards the services provided by the Airtel distributor and market share of the Airtel in the rural area.

Management Problem
Through this project the company wants to know about the service of the distributor and position of Airtel in the rural area.

Research Problem
The research was to know market share of mobile services provider and about the service of the distributor in the rural area.

PURPOSE OF THE STUDY

The proposed outcomes of the study are: 1) Firm will be getting the updated information about the present market position. 2) Firm will know their present market share 3) Study will be helpful to know the customers perceptions and preferences regarding the telecom services. Based on this organization may have to adopt some useful strategies to meet customer expectations and can obtain good word of mouth and due to this can get potential customers.

16 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited SCOPE OF THE STUDY

A study of this kind helps to put theoretical aspects into the project and aims to give information to Airtel. Nature of study methods used, findings of the investigation, conclusion and recommendations inferred from the findings also aims to enable Airtel to implement the recommendations made at the end of the study. The scope of study is limited in the rural areas of Belgaum and Khanapur for the retailers. The following area selected for scope of study Sonoli, Mutga, Zad shapur, Rajahansagad, Kondaskop, Bassapur, Giriyal, Hire Babewadi, K.K.Koppa, Thirthkunde, Honaga, Nagenhatti, Gajapati, Honnal, Godihal Kolikoppa, Yaramale, Shanganmatti, Sulge, Karle, Rakaskop, Avaroli, Ganebail, Rumewadi, Chapagaon, Khemewadi. Ramgurwadi, Baragaon, Chikadinkoppa, Karambal, Koundal, etc.

OBJECTIVES OF THE STUDY

1. To find the market share of various mobile services provider in rural area. 2. To know about the service of distributor in rural area. 3. To understand the rural market. 4. To know the satisfaction level of the retailers towards the service of distributor.

17 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

18 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited INDUSTRY AND COMPANY PROFILE

Indian Telecom sector continues to ring in higher growth, albeit slower growth in subscriber addition. During APRIL 2005, the sector added 1.91mn subscriber, which has fell short of January 2005 subscriber addition at 1.95mn. In March 2005 the sector had added 1.61mn subscribers. Subscriber addition in mobile segment continues to drive the sector growth. Of the total subscriber addition of 1.87mn during August 2004, 1.67mn subscribers were added in the mobile segment. GSM mobile alone added 1.41m new subscribers. Rest addition was in the CDMA (0.26mn) segment. Meanwhile fixed line segment continued to move at a snail pace and added just 0.2mn subscribers. Various factors have contributed to such stupendous growth in subscriber addition that included increased drive from the telecom services provider through various promotional schemes, increasing quality of telecom infrastructure and growing need for communication. Above all, the growing competition amongst the service providers has led to decline in tariff rate, which is lowest in the world. Bharti Airtel Limited, a group company of Bharti Enterprises, is Indias leading Integrated telecom services provider with an aggregate of 64.26 million customers as of end of March 2008, consisting of 61.98 million mobile customers. Bharti Airtel has been rated among the best performing companies in the world in the BusinessWeek IT 100list2007.

19 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Name Business Description Established Proportionate Revenue Proportionate EBITDA Shares in Issue Listings Market Capitalisation Customer Base Operational Network 64,370,434 GSM mobile and 2,319,509 telemedia customers (Status as at month ended April 30, 2008) Provides GSM mobile services in all the 23 telecom circles in India, and was the first private operator to have an all India presence. Provides telemedia services (fixed line) in 94 cities in India. Registered Office Bharti Airtel Limited (A Bharti Enterprise) Qutab Ambience (at Qutab Minar), Mehrauli Road, New Tel. No.: Delhi +91 11 110 4166 030 6000 Bharti Airtel Limited. Provides mobile, telemedia services (fixed line) and enterprise services (carriers & services to corporates) July 07, 1995, as a Public Limited Company Rs. 184,202 million (year ended March 31, 2007-Audited) Rs. 117,255 million (year ended March 31, 2006-Audited) As per Indian GAAP Accounts Rs. 74,407 million (year ended March 31, 2007-Audited) Rs. 42,250 million (year ended March 31, 2006-Audited) As per Indian GAAP Accounts 1,897,148,464 as at June 30, 2007 The Stock Exchange, Mumbai (BSE) The National Stock Exchange of India Limited (NSE)

Fax No.: +91 11 4166 6011/12

Bharti Airtel - Organization Structure

20 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Bharti Enterprises - Organization Structure

21 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Management Profile

22 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Sunil Bharti Mittal

Akhil Gupta

Carol Borghes

Dr. Jai Menon

Krishnamurthy Shankar

Norman Donald

Sanjay Kapoor

Manoj Kohli

Atul Bindal

Gopal Vittal

S. Asokan

Sarvjit S. Dhillon

23 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Board of Directors
The board of directors of the Company has an optimum mix of executive and non-executive directors, which consists of two executive and twelve nonexecutive directors.The Chairman and Managing Director, Mr. Sunil Bharti Mittal, is an Executive Director and the number of Independent Directors on the 24 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

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.
Sunil Bharti Mittal Rajan Bharti Mittal Akhil Gupta Rakesh Bharti Mittal Chua Sock Koong N. Kumar Kurt Hellstrom Mauro Sentinelli Paul OSullivan Pulak Chandan Prasad Bashir Abdulla Currimjee Ajay Lal Arun Bharat Ram

Awards and Recognitions

1) Bharti Airtel has won the CNBC-TV18 India Business Leader Award for

the Outstanding Company of the year, 2007 2) 2007 3) Bharti Airtel Ranked 3rd on Shareholder Returns in BusinessWeek IT 100 List 4) Sunil Bharti Mittal conferred Degree of Doctor of Science (Honoris Causa) by G. B. Pant University Bharti draws top honours at the NDTV Profit Business Leadership Awards

Vision & Promise

25 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

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

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

Services of Airtel

26 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

India Mobile Subscriber Statistics - December-2006

At the end of December 2006, India has 146.1 Million Mobile subscribers. [40.7 Million CDMA + 105.4 GSM]. Top 5 Mobile Service Providers in India [GSM and CDMA]: 2. Bharti Airtel Ltd - 31.2 Million subscribers 3. Reliance Communications Ltd - 29.7 Million subscribers [26.3 Million CDMA + 3.4 Million GSM] 4. BSNL Cellone - 23.61 Million [Excludes MTNL in Mumbai and Delhi] 5. Hutchison Essar - Hutch - 19.06 Million [Excludes BPL Mumbai] 6. Tata Indicom Mobile - 14.4 Million [All CDMA] Top 5 GSM Service Providers in India 1. Bharti Airtel Ltd - 31.2 Million subscribers 27 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

2. 3. 4. 5. BSNL Cellone - 23.61 Million [ Excludes MTNL in Mumbai and Delhi ] Hutchison Essar - Hutch - 19.06 Million Idea cellular Ltd - 12.43 Million Reliance Telecom - 3.3 Million

Cellular user subscriber at the end of March 2008

GSM mobile operations constitute ~67% of Indias wireless market. Bharti Airtel continued to rock in the GSM space at the cost of BSNL increasing its market share to 32% [30.63% in 2007] at the end of March 2008. Vodafone India has thrown BSNL to the third by having a market share of 23%. BSNL has to be content with 19%. Idea Cellular has maintained at 12%.

28 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Leading both in market share and ad-spends, Bharti Airtel heads the Big 4 with 31%, followed by a distant Reliance. Hutch and Vodafone (NYSE: VOD) combine would have placed it ahead of Reliance at no 2.

Subscriber Numbers

29 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Statistics from the Indian agencies representing the country's two mobile network technologies, GSM and CDMA, indicate that mobile customer numbers moved close to 150m by the end of January 2007, an increase of 85% year on year. Customer numbers climbed over 6.6m in January alone with over 213,000 net new connections being made per day during the month. Just under a quarter of these net additions were to one of the country's six CDMA mobile networks, adding to a total CDMA base which accounted for just over a quarter of the total customer count at the end of January - almost 39m customers.

30 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

India is now the third largest CDMA market in the world, having overtaken China towards the end of December 2006. However, according to our estimates, at the end of February 2007 (or at the latest the beginning of March) the size of the Indian CDMA customer base will exceed that of South Korea, which ended 2006 with 40.2m CDMA customers, moving India into second place behind the United States

Not only is India expected to become the second largest mobile CDMA market in the world by the end of February, it is also expected to go third in the world overall, ahead of Russia. Russia itself broke the 150m barrier in December, but is growing much slower than India - around 2.05m customers per month on average in 2006, versus 5.55m on the sub-continent. We estimate that it will be early 2008 before India claims its rightful place, by population, of second - overtaking the United States which currently occupies the position.

Cellular coverage in INDIA

31 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Airtel Delhi becomes the first operator to cross 1 million customers

Airtel crossed 3 million subscriber marks in Andhra Pradesh. Airtel has presence in 17,500 towns and villages in Andhra Pradesh. It has second highest subscribers in the state after Delhi circle.It is the number one network in the state.

COMPANY PROFILE
32 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Name of the Concern Bharti Airtel Ltd

Address:

Civil Hospital Road Above Rebook Show Room Belgaum

Type of Concern

Telecommunication

Objectives

1. To reach the rural customer & greater penetration 2. To understand the customer behavior

Competitors

Vodafone, Spice, Reliance, Tata Indicom, BSNL.

Year of Establishment

30th April 2007

Phone no

98451906831

Website

www.Airtel.com

Organization Chart

Zonal Manager
33 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Assistant Sales Manager

Assistant Sales Manager

Rural Sales Officer

Rural Sales Officer

Products
1) Sim cards. 34 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

a) Regular sim cards--MRP--Rs 100 b) College cardsMRPRs 100 2) Recharge a) Easy recharge (Electronic recharge) b) Paper recharge 80% revenue by Easy recharge 20% revenue by Paper recharge

Rural
1) Regular sim cards--MRP--Rs 100 2) College cardsMRPRs 100 3) Grameen -- MRP--Rs 50 Airtel is tie up with Nokia Company. Following are the handsets with which Airtel is tie up. Nokia- 1200. Nokia- 1208. Nokia- 1209. Nokia- 1600. Nokia- 1650. Nokia- 2626

TELECOM INDUSTRY IN INDIA

Year 1851 Events First Telephones in India 35 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

1943 1985 1986 1991 1994 Nationalization of Telephone companies Dot was created Creation of MTNL &VSNL Telecom equipped liberalized Licenses for paging Telecom policy announced Guidelines for private sector participation in basic services Cellular licenses issued for metros Tenders for 2nd operator in basic services apart form Dot on circle basis 1995 1996 1998 1999 VSNL launches internet services TRAI formed Internet policy announced New telecom policy announced

SAMPLING
Sample method: Stratified random sampling method Sample population: Retailers from rural areas of Belgaum and Khanapur Sample size: 50
SOURCES OF DATA: Data, facts, figures, other relevant material of past and present and surveying are the basis for study and analysis. Without an analysis of factual data no specific inferences can be drawn on the questions under study. Inferences based on

36 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

imagination or guesses cannot provide correct answer to research questions. The relevance adequacy and reliability of data determine the quality of the findings of a study. For the purpose of the present study, data from two sources has been collected namely primary and secondary data.

Primary Data: is source from which the researcher collects the data. It is a first hand data, which is used directly for the analysis purposes. Primary data always gives the researcher a fairer picture. In the present study primary data has been collected using questionnaires. For the purpose of collecting the same, 50 respondents have been randomly selected. Even the response of the respondents was taken into consideration. In this study, primary data plays a vital role for analysis, interpretation, conclusion and suggestions.

Secondary Data: Secondary data plays a key factor in the in providing various other information. Few of the main sources of secondary data include newspapers, business journals, magazines, Internet and company reports etc.

TOOLS AND TECHNIQUES OF DATA COLLECTION

The following sampling techniques have been implemented: Personal interviews Approaching people personally and interviewing directly. Questionnaires 37 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Designing the questions in such a way that is covers various opinions, views about Airtel & its competitors subscribers at the present market conditions. The questionnaire consisted of various types of questions say Open-ended questionnaire, Close ended, etc. Internet Various data of Airtel is collected from the Internet. It is one of the important tool for collecting information about the company. TOOLS USED FOR ANALTSIS 1) SPSS software 2) Graphical representation of analysis

Limitations of the study.

1) Restricted to only Belgaum and Khanapur. 2) Sample size is 50 & Information provided by retailers may not be accurate

38 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Data Analysis
1) If any new offer comes how does a distributor communicate with you? Frequency 27 5 2 34 16 50 Percent 54.0 10.0 4.0 68.0 32.0 100.0 Valid Percent 79.4 14.7 5.9 100.0 Cumulative Percent 79.4 94.1 100.0

Valid

Missing Total

Personally MSG Telephone Total System

39 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

1) If any new offer comes how does a distributor communicate with you?
100

80

79

60

40

20

Percent

15 0 Personally MSG 6 Telephone

1) If any new offer comes how does a distributor communicate with you?

INTERPETATION: - The above graph shows that communication of the new offer by the distributor to the retailer.79% is by Personal visit, 15% is by sending MSG to the retailer and 6% is by telling retailer by telephone.

2) How many times does a distributor visit to your shop in a week? Frequency 5 18 5 22 50 Percent 10.0 36.0 10.0 44.0 100.0 Valid Percent 10.0 36.0 10.0 44.0 100.0 Cumulative Percent 10.0 46.0 56.0 100.0

Valid

1 Time 2 Time 3 Time Daily Total

40 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

2) How many times does a distributor visit to your shop in a week?

50 44

40 36 30

20

10

Percent

10

10

0 1 Time 2 Time 3 Time Daily

2) How many times does a distributor visit to your shop in a week?

INTERPETATION: -The above graph shows that how does distributor visit to a outlet. 44% respondent replied that distributor visit to their shop daily, 36% replied that distributor visit 2 times in a week and 10% replied that distributor visit to their shop 1 time and 3 times.

3) Does distributor supply stock in time? Frequency 45 5 50 Percent 90.0 10.0 100.0 Valid Percent 90.0 10.0 100.0 Cumulative Percent 90.0 100.0

Valid

Yes No Total

41 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

3) Does distributor supply stock in time?

100 90 80

60

40

20

Percent

0 Yes

10 No

3) Does distributor supply stock in time?

INTERPETATION: - The above graph shows that satisfaction of the retailer towards the distribution of the stock.90% respondent say that Yes and 10% say No.

4) Are you satisfied with the overall performance of Airtel distributor? Frequency 45 5 50 Percent 90.0 10.0 100.0 Valid Percent 90.0 10.0 100.0 Cumulative Percent 90.0 100.0

Valid

Yes No Total

42 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

4) Are you satisfied with the overall performance of Airtel distributo

100 90 80

60

40

20

Percent

0 Yes

10 No

4) Are you satisfied with the overall performance of Airtel distributor?

INTERPETATION: - The above graph shows that satisfaction of the retailer towards the performance of the Airtel distributor.90% replied that they satisfied with the performance and 10% replied that they are Not satisfied with the performance of the distributor.

43 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

6) What rate will you give to Airtel distributor compare to other distributor depending on their service? Frequency Excellent 4 Very good 7 Good 3 Total 14 System 36 50 Percent 8.0 14.0 6.0 28.0 72.0 100.0 Valid Percent 28.6 50.0 21.4 100.0 Cumulative Percent 28.6 78.6 100.0

Valid

Missing Total

6) What rate will you give to Airtel distributor compare to other distr
60

50

50

40

30 29 20 21

Percent

10

0 Excellent Very good Good

6) What rate will you give to Airtel distributor compare to other distri

INTERPETATION: -The above graph shows that 29% respondents have excellent rate of service, 50% have very good, 21% have good rate of service of Airtel distributor.

44 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

7) How is the response of the Airtel distributor towards any problem? Frequency Excellent 7 Very good 11 Good 28 Poor 3 Total 49 System 1 50 Percent 14.0 22.0 56.0 6.0 98.0 2.0 100.0 Valid Percent 14.3 22.4 57.1 6.1 100.0 Cumulative Percent 14.3 36.7 93.9 100.0

Valid

Missing Total

7) How is the response of the Airtel distributor towards any problem?

70 60 57 50 40 30 20

22 14 6 Excellent Very good Good Poor

Percent

10 0

7) How is the response of the Airtel distributor towards any problem?

INTERPETATION: -The above graph shows that 14% respondents have excellent rate of response towards any problem, 22% have very good, 57% have good and 6% have poor rate of the response towards any problem.

45 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

8) According to you which company's distributor are better performer? Frequency 13 37 50 Percent 26.0 74.0 100.0 Valid Percent 100.0 Cumulative Percent 100.0

Valid Missing Total

Airtel System

8) According to you which company's distributor are better perform

120

100

100

80

60

40

Percent

20

0 Airtel

8) According to you which company's distributor are better performer?

The above graph shows that 100% respondents replied that Airtel distributors are better perfomers.

46 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

9) Which company's currency cards does have more demand in your shop? Frequency 13 37 50 Percent 26.0 74.0 100.0 Valid Percent 100.0 Cumulative Percent 100.0

Valid Missing Total

Airtel System

9) Which company's currency cards does have more demand in you

120

100

100

80

60

40

Percent

20

0 Airtel

9) Which company's currency cards does have more demand in your shop?

The above graph shows that the demand of the currency cards the shop.100% respondent replied that they have Airtel companys currency cards more demand in their shop.

47 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

10) Which company's Sim cards does have more demand in your shop? Frequency 12 38 50 Percent 24.0 76.0 100.0 Valid Percent 100.0 Cumulative Percent 100.0

Valid Missing Total

Airtel System

10) Which company's Sim cards does have more demand in your s
120

100

100

80

60

40

Percent

20

0 Airtel

10) Which company's Sim cards does have more demand in your shop?

The above graph shows that 100% Respondents have Airtel Companys Sim cards more demand in their shop.

48 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

11) Which company's easy recharge does have more demand in your shop? Frequency 12 38 50 Percent 24.0 76.0 100.0 Valid Percent 100.0 Cumulative Percent 100.0

Valid Missing Total

Airtel System

11) Which company's easy recharge does have more demand in yo

120

100

100

80

60

40

Percent

20

0 Airtel

11) Which company's easy recharge does have more demand in your shop?

The above graph shows that 100% Respondents have Airtel Companys Easy recharge more demand in their shop.

49 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

12) Which company's stock has more demand in your shop? Frequency 12 38 50 Percent 24.0 76.0 100.0 Valid Percent 100.0 Cumulative Percent 100.0

Valid Missing Total

Airtel System

12) Which company's stock has more demand in your shop?

120

100

100

80

60

40

Percent

20

0 Airtel

12) Which company's stock has more demand in your shop?

The above graph shows that 100% Respondents have Airtel Companys stock more demand in their shop.

50 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

13) How do you rate the sale of the Airtel? Frequency Excellent 11 Very good 22 Good 15 Poor 2 Total 50 Percent 22.0 44.0 30.0 4.0 100.0 Valid Percent 22.0 44.0 30.0 4.0 100.0 Cumulative Percent 22.0 66.0 96.0 100.0

Valid

13) How do you rate the sale of the Airtel?

50 44

40

30

30

20

22

10

Percent

0 Excellent Very good Good

4 Poor

INTERPETATION: -The above graph shows that 22% respondents have excellent rate of sale of the Airtel, 44% have very good, 30% have good and 4% have poor rate of the sale .

13) How do you rate the sale of the Airtel?

51 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

14) What is the reason for sale? Frequency Network 28 Availability 21 Other 1 Total 50 Percent 56.0 42.0 2.0 100.0 Valid Percent 56.0 42.0 2.0 100.0 Cumulative Percent 56.0 98.0 100.0

Valid

14) What is the reason for sale?

60 56 50

40

42

30

20

Percent

10

0 Netw ork Availability Other

14) What is the reason for sale?

INTERPETATION: -The above graph shows that 56% respondents choose Network has their reason for sale, 42% respondents has Availability and 2% has other.

52 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

FINDINGS
. Airtel has good network in rural area. Airtel is the market leader in the telecommunication field According to through survey 90% Respondents are satisfied with the overall performance of Airtel distributor and said that they supply stock in time. By this we can say that Airtel distributor are better performers compare to other companys distributors. There is no much competition for Airtel in the rural areas. Airtels product available in maximum places. Airtels product has maximum sale in rural market. The reason for this is a) Network b) Availability 56% respondent said that the reason for the sale of Airtels product is because of good network in rural area, 42% respondent said that the reason for sale is availability and 2% said that the reason for sale is other.

53 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited SUGGESTIONS

Airtel is one of the best service providers for telecommunication. It provide a very good service to its customers. Its service is available in the maximum rural area of Belgaum and Khanapur. But there are some areas where Airtels product is not available. So it suggest to Airtel distributor as well as to Airtel to concentrate on these areas and open some Airtel outlet in these places. In these places none of the companys products were selling. 1. Karle 2. Shanganmatti 3. Yaramale 4. Khemewadi 5. Thirthkunde 6. Sulge There are some areas in Khanapur where there is shortage Airtels product. The areas are. 1) Chapagaon 2) Ramgurwadi It suggest to company that they have to supply products sufficiently to the distributor of this area.

54 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited Conclusion

This report helps in knowing the market share of Airtel & its competitor. With this report the company can capture its loopholes or weaknesses and convert them in to their strengths and opportunities By this study it is concluded that maximum retailers are satisfied with the service of the Airtel distributor and also with their performance. From the above study we come to a conclusion that in case of selection, customer or the subscriber will first look at the network. The basic necessity of a mobile is good network.Airtel has good network in rural areas compare to other company. Because of this reason most customers will prefer Airtel has their operator. This is one of the most important reason of the sale of Airtels product.

55 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

Questionnaire
Dear Sir, I am pleased to introduce myself as a MBA Student of PESTs Belgaum Institute of Management Studies (BIMS), Belgaum. This survey is being conducted to know Retailers satisfaction and market share of the Airtel in the rural areas of Belgaum. Your anonymity is assured to your response in totality makes this survey successful. Please spare some time to fill this questionnaire & help us in this survey. I assure that valuable information provided by you will be of great help to me and will be used for academic purpose.

1) If any new offer comes how does a distributor communicate with you? Personally MSG Post

Telephone

Other

(Specify)

2) How many times does a distributor visit to your shop in a week? 1 time 2time

3time

Daily

3) Does distributor supply stock in time? Yes No

56 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

4) Are you satisfied with the overall performance of Airtel distributor? Yes No

5) If No, then give suggestion to improve the service of Airtel distributor. Specify

6) What rate will you give to Airtel distributor compare to other Distributor depending on their service? Excellent Very good Good

Poor

Very poor

7) How is the response of the Airtel distributor towards any problem? Excellent Very good Good

Poor

Very poor

8) According to you which companys distributor are better performer? Airtel BSNL Spice

Reliance

TATA Indicom

Vodafone

57 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

9) Which companys currency card does have more demand in your shop? Airtel BSNL Spice

Reliance

TATA Indicom

Vodafone

10) Which companys Sim card does have more demand in your shop? Airtel BSNL

Spice

Vodafone

11) Which companys easy recharge does have more demand in your shop? Airtel BSNL Spice

Reliance

TATA Indicom

Vodafone

12) Which companys stock has more demand in your shop? Airtel BSNL Spice

Reliance

TATA Indicom

Vodafone

58 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited

13) How do you rate the sale of the Airtel? Excellent Very good Good

Poor

Very Poor

14) What is the reason for sale? Network Tariff Availability Brand name

Advertisement

Other

(Specify)

Name ------------------------------------------------------Contact Number -----------------------------------------Location---------------------------------------------------Type of occupation -------------------------------------Distributor Name-----------------------------------------

59 Belgaum Institute of Management Studies (MBA)

Bharti Airtel Limited BIBLIOGRAPHY

PORTALS / WEBSITES www.Airtel.co.in www.Bharti Airtel.co.in www.google.com

BUSINESS JOURNALS Business World Business Today NEWSPAPERS Times of India Economic Times

60 Belgaum Institute of Management Studies (MBA)