1

RESEARCH PROJECT REPORT

ON

COMPETETIVE ANALYSIS BETWEEN

VODAFONE & AIRTEL

Towards partial fulfillment of

Master of Business Administration

(Affiliated to UGC, LUCKNOW)

Guided by: Submitted By:

Mr. K . C. Balodi VIPIN

PRATAP SINGH
2nd SEMESTER
2009-2011

Department of Management
AMITY SCHOOL OF BUSINESS
LUCKNOW

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TABLE OF CONTENT

S. No. Title

1- Preface

2- Acknowledgement

3- Declaration

4- Objective of the research

5- History of vodafone

i. Vodafone plan’s

ii. Vodafone tariff’s

iii. Vodafone rates

6- History of Bharti Airtel

i. Airtel plan’s

ii. Airtel tariff

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iii. Airtel rates

7- Research Methodology

8- Place of the Research

9- Retailer Analysis

10- Advertisement Analysis

11- Customer Analysis

12- SWOT Analysis

13- Sample Questionnaires

14- Bibliography

15- Conclusion

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PREFACE

Gone are the days when people were very

unsure about the future and hardly cared

about it in terms of technological

development. But the situation has

changed now. In the new millennium,

people often feel a growing uneasiness

about the future. Certainly many countries

today are chronic high unemployment, a

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persistent deficit of economy and gradual

deterioration of purchasing power.

Nation is passing through a phase

of rapid transformation. Two forces are

mostly responsibly for these types of

drastic changes, they are explosive

growth of trade and International

competition and the other force like

technological change. This new era has

witnessed remarkable advancement in the

availability of information and a number of

large companies operations in such

market where the principle of natural

selection lead to “survival of the fittest”

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Market provide a key to gain actual

success only to those companies which

match best to the current environment i.e.

“imperative” which can be delivered what

are the people needs and they are ready

to buy at the right time without any delay.

It is perfectly true but this also depends on

availability of good quality product and

excellent services which further attract

and add a golden opportunity for huge

sales. This also depends on the good

planning approach and provides ample

opportunity plus sufficient amount of

products for sales in the rural area.

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This report introduces detailed

study of Present Market situation of

various mobile service providers v.

it may also provide and opportunity to

frame a good future plan to satisfy

maximum needs of the customers and

established its guiding role in the market

of Sitapur city. The study report will also

provide an opportunity to delineate its

market potential business areas product

and services and a brief introduction. This

report also provides the detailed

information.

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This report also provides a detailed

information about prevailing market

competition and thus to prepare itself to

meet the market challenge by making

adjustment in its planning to provide a

good N/W system wireless- in-local-

loop(WLL) services.

This study report also provides the various

factors affecting the services. Marketing

division of Hutch & Airtel Ltd. Has to keep

in mind various factors specially while

preparing a plan for marketing its product

or services. Detail description along with

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analysis of survey data is being presented

in this report.

ACKNOWLEDGEMENT

This project has been completed with the

direct and indirect cooperation of various

people, whom I wish to pay my heartiest

gratitude.

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I am really thank to the people of

the Vodafone & Airtel, who gave me an

opportunity to spend these days in there

organization and enrich of my knowledge.

I also extend my heartiest thank to

all the teacher of the Institute of

Management studies, dehradun for

gracing me with the knowledge that I

could use in the completion of this

training.

SHISHIR RAJ PANDEY

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M.B.A

4TH Sem

Declaration

My self Mr. Shishir raj pandey M.B.A.

4TH SEM ( Institute of Management

studies, dehradun) worked on research

work and my topic is “ comparative

analysis between Vodafone & Airtel

services in dehradun” is my original

work it has not previously found on the

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basis of any degree, diploma or similar

other title.

Date:- Shishir raj

pandey

OBJECTIVE

The main objective of research are-

1- To analyze the market condition of

different mobile service provider

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2- To find the perception and

satisfaction level of customer

regarding with their service provider

3- To know the customer demand and

preference for the various service

provider.

4- To know the level of the awareness

of the people about various service

provider and their different services.

5- To see and analyses the prevailing

competition.

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ABOUT VODAFONE

Vodafone Essar in India is a subsidiary of

Vodafone

Group Plc and commenced operations in

1994 when its
Predecessor Hutchison Telecom acquired
the cellular licence
For Mumbai. Vodafone Essar now has
operations in 16
Circles covering 86% of India's mobile
customer base,
With over 41.1 million customers*.

Over the years, Vodafone Essar, under

the Hutch
brand, has been named the 'Most
Respected Telecom

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Company', the 'Best Mobile Service in

the country'
And the 'Most Creative and Most
Effective Advertiser
of the Year'.

The Essar Group is a diversified

business corporation
With interests spanning the manufacturing
and service
Sectors like Steel, Energy, Power,
Communications,
Shipping & Logistics and Construction.
The Group has
An asset base of over Rs.400 billion
(US$ 10 billion)
and employs over 20000 people.

*Figures from Cellular Operators

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Association of India, January 31, 2008.

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Hutch established its presence in India in

1994 by acquiring the cellular license for

Mumbai. It now has operations in 16 circles

accounting for 70% of India's mobile

customer base.Hutchison Essar Limited, with

about 18.4 million* customers, is one of the

most reputed telecom companies in India.

Over the years, it has been named the 'Most

Respected Telecom Company', the 'Best

Mobile Service in the country', and the 'Most

Creative and Most Effective Advertiser of the

Year'. Hutchison Telecom is a part of the

multinational conglomerate - Hutchison

Whampoa which has its origins dating back to

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1828 in Hong Kong. The Group operates five

core businesses in 42 countries across the

world, of which, Hutchison Telecom has been

one of the pioneers in mobile multimedia

communication and spans five continents.

To know more about Hutchison Telecom, The

Essar Group is one of India's largest

corporate houses with interests spanning the

manufacturing and service sectors like Steel,

Oil & Gas, Power, Telecom & BPO, Shipping &

Logistics and Engineering & Constructions.

The Group has an asset base of over Rs 20

billion (US$ 4.4 billion) and employs over

4000 people.

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Overview

HWL is a leading global

telecommunications and data

services provider operating with a high

growth strategy in 17 countries. It is a

dynamic and agile player with a strong track

record as:

• The first to market with an international

3G video mobile network under the “3”

brand;

• One of the most agile and profitable 2G

mobile voice and data network operators;

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and

• As a major owner and operator of the

fibre optic broadband and fixed-line

networks in Hong Kong, serving as a

telecoms gateway to China.

HWL started mobile business in 1983 in our

home market of Hong Kong and now serves

over 44 million customers. Our array of

telecommunications and data network

offerings provides a depth of technological

knowledge and insight into emerging

consumer trends. This breadth of services in

so many markets around the world also

allows our operations to exploit

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opportunities, synergies and our critical mass

in order to maintain our leadership position.

Our telecommunications and data

infrastructure support offerings in the areas

of mobile telephony (voice and video based

multimedia), fibre-optic broadband networks,

fixed-line services and radio

broadcasting.HWL is proud to be

the first international provider of

3G video mobile services and an

early adopter of the latest and most

promising mobile phone technology. While

other operators are just now rolling their

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third-generation mobile services in late 2004,

3 has been successfully operating 3G

networks and equipment in the Australia,

Austria, Denmark, Hong Kong, Ireland, Israel,

Italy, Sweden and the United Kingdom since

early 2003. We were also the first operator in

Hong Kong to introduce 3G video mobile

services in January 2004.

Another of our major telecommunications

subsidiary is Hutchison Telecommunications

International Limited (Hutchison Telecom),

which was listed on the Hong Kong and New

York stock exchanges in October 2004.

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Hutchison Telecom has a significant

presence, and in many cases is a market

leader, in nine dynamic markets, operating

or rolling out mobile services in Hong Kong

and Macau, India, Israel, Thailand, Sri Lanka,

Ghana, Indonesia and Vietnam. The 3G

network in Hong Kong and a fixed-line

telecom running there on a fibre optic

network is also part of the Hutchison

Telecom business. Hutchison Telecom is built

on a high-growth strategy focused on mobile

telecommunications services markets with

economic prospects and good demographics.

A number of Hutchison Telecom markets

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such as India remain significantly under

penetrated and offers significant

opportunities for future growth. In other

markets such as Hong Kong and Israel,

mobile phone penetration is higher but

customers are very eager to adopt new

services and applications, offering growth

prospects in providing technologically-

advanced value-added services.

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Going Prepaid is easy. And rewarding, with

maximum talktime and exciting offers. Not to

mention a host of value added services, two-

way national roaming and much more.

To go Prepaid, just fill up a simple Prepaid

Enrollment form. This form comes enclosed in

the SIM pack. You can also pick one up from

any Hutch Shop or download it.As per new

government regulations, all Prepaid

customers must provide the following

documents along with the Enrollment form:

Self attested photograph
Photo proof of identity / signature
Proof of address
Proof of identity documents can mean any

one of the following:

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PAN Card
Photo Credit Card
Voter ID Card
Passport
Arm's Licence
Driving Licence
Identity Card issued by Central / State

Government
Identity Card issued by Public Sector

Undertakings
Ration Card with your Photo
Government College / University Identity

Card
In case the proof of identity document does

not contain your address, you must submit

one of the following documents as proof of

address:

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Electricity Bill (issued in the last two

months)
Telephone Bill (MTNL / BSNL / Hutch -
issued in the last two months)
Bank Statement / Credit Card Statement (of
last two months)
Income Tax Order (not older than 1 year)
RC copy of vehicle
Registered Rent Agreement
Bank Passbook
Note
Photograph with customer's signature is
compulsory
Retailers need to verify the originals and
attest the photocopies
Customers will be able to make or receive
calls / SMS only after the above documents
are received and verified.

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HUTCH PLAN’S

Tal Tal
k k
FR FR AR HR
Ro Ro AR HR
Plan Name 27 37 119 119
am am 699 699
5 5 9 9
29 39
9# 9#
Rental/mont 27 37
299 399
h 5 5
119 119
699 699
9 9
( For ( For
Advanced ( For ( For
0 0 0 0 6 6
Rental 12 12
mon mon
mon mon
th) th)
th) th)
Minimum
Billing 0 0 0 0 0 0 0 0
Amount
Free usage
0 0 0 0 0 0 0 0
in Rs.
Additional
- - - - 0 49 0 49
fee/month
Free Local
0 0 0 0 0 0 0 0
H-H mins
Free Talk 10 30 0 0 0 0 0 0

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time (voice)
Local + STD 0 0
in Rs.
Free SMS
(local + 25 50 0 0 0 0 0 0
STD) in nos.
CLIP 0 0 0 0 0 0 0 0
Itemised
49 49 49 49 49 49 49 49
billing
Internationa
l roaming 14 14
149 149 149 149 149 149
rental (Rs/ 9 9
month)
Usage Charges
Fr Fr Fre Fre
Incoming Free Free Free Free
ee ee e e
Local Outgoing / min
To Hutch
phones(in
1 1(1
UPE, UPW
0.3 0.3 (12 20 1 0.15 1 0.15
and
0 s) sec)
Uttarakhand
only)
To other 0.5 0.5 1 1 1 0.25 1 0.25
mobiles (in
UPE, UPW &
Uttarakhand
except

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BSNL Cell
one & Excel
phones)
To landlines
(in UP East 1 1 1 1 1 0.5 1 0.5
only)
STD / min
1(1
H2H 2.4 2.4 1 20 2.4 2.4 2.4 2.4
sec)
To other
2.4 2.4 1 1 2.4 2.4 2.4 2.4
phones
ISD / min (all inclusive)
Gulf, UK(M),
Europe(M),
SAARC,
9.1 9.1 9.1 9.1
Africa, 9.19 9.19 9.19 9.19
9 9 9 9
Australia(M)
& New
Zealand(M)
US, Canada,
UK(F) &
Europe(F),
Australia(F) 6.4 6.4 6.4 6.4
6.40 6.40 6.40 6.40
& New 0 0 0 0
Zealand (F),
South East
Asia

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Norflok
Island, Cook
Island,
Cuba, Diego
Garcia,
Guinea
Bissau,
Nauru,
40 40 40 40 40 40 40 40
Sakhalin,
Saotome &
principle,
Solomon
Island,
Tokelau,
Tuvalu,
Vanuatu
Inmarsat/Iri 50 50
500 500 500 500 500 500
dium 0 0
SMS
Local Hutch 0.5 0.5 1 1 1 1 1 1
Local
0.5 0.5 1 1 1 1 1 1
Others
National 2 1 1 2 2 2 2 2
Internation
5 5 5 5 5 5 5 5
al
Information
2 2 2 2 2 2 2 2
Services

# Roaming usage charges at Re. 1/min while on

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Hutch networks

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HUTCH TARIFF
Sr. Particulars Prepaid
No.
1 Initial one time charges.
a) MRP of Rs 149
the Starter
Pack
b) Net As per the minimum validity
Talkvalue recharge chosen by customer
c) Validity As per the minimum validity
recharge chosen by customer
d) Grace 90 days
Period
2 Monthly NA
Rental (Rs)
3 Details of the recharge coupons
a) 19 250 390 440 499 510 799
Denominatio 9
n value (Rs)
(inclusive of
all taxes)

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b) Charges not linked to usage

i) Processing 131 122. 130. 130. 345. 154. 624.
fee (Rs) 74 47 02 58 38 73
ii) Net 46. 100 217. 262. 99 300 101
Talkvalue 30 00 00
(Rs)
c) Validity 30 30 30 30 90 60 180
(days)
4 Pulse rate for 60 60 60 60 60 60 60
local calls
(sec)
5 Airtime charges per minute
Outgoing composite rate
Local calls
To any 1.9 1.99 1.99 1.99 1.99
GSM/WLL/Fix 9
ed
To mobiles in 1.9 1.99 1.99 1.99 1.99
Uttar 9
Pradesh /
Uttarakhand
**

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STD calls
To any 2.4 2.40 2.40 2.40 2.40
GSM/WLL/Fix 0
ed
ISD calls
US, Canada, 6.40
UK (F) &
Europe (F),
Australia(F)
& New
Zealand (F),
South East
Asia
Gulf, UK 9.19
(Mobile),
Europe
(Mobile),
SAARC,
Africa,
Australia
(Mobile) &

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New Zealand
(Mobile) &
ROW
Norfolk 40
Island, Cook
Island, Cuba,
Diego
Garcia,
Guinea
Bissau,
Nauru,
Sakhalin,
Saotome &
Principle,
Solomon
Island,
Tokelau,
Tuvalu,
Vanuatu
Inmarsat/Iridi 500
um

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Incoming Fre Free Free Free Free

calls e
6 SMS Rates (Rs per SMS)
To any local 0.99
number in
UP East
circle
To any 2
national
number
outside UP
East circle
International 5
All 2
information
service (like
123, Yahoo,
Indiatimes
etc.)
7 Whether Yes Yes Yes Yes Yes
carry

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forward of
unused
amount
allowed

* Premium countries: Sao Tome and Principe

(Democratic Republic of), Guinea-Bissau (Republic

of), Diego Garcia, Cuba, Australian External

Territories, Nauru (Republic of), Solomon Islands,

Vanuatu (Republic of), Cook Islands, Tuvalu,

Tokelau.

** All calls made to any mobile (except Cellone

and excel) to UPW and Uttranchal will be treated

as local calls. NO more STD calls.

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Note: MRP inclusive of all taxes.

HUTCH POST PAID PLAN’S

Family & Friends @ 10p/min

You can now call your loved one at a special

tariff of just 10p/min.

STD to any phone @ Re 1
Now call any phone in India at Re 1/min
Become a VIP
Get your own distinct identity, by selecting a

distinct phone number. At no extra cost.

Simply pay Rs 3600 extra when buying a new

postpaid connection, and choose from VIP

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numbers like 983861 7777 or 98389

33333. You'll get the entire Rs 3600 back as

bill discounts of Rs 300 / month in one year.

*Activation charge, security deposit and

service tax as applicable

STD calls @ Re 1
Now make calls to any Hutch phone in the

country from your Hutch phone at just Re 1.

You can enjoy this rate at a monthly

rental of just Rs 25 per month.

Night SMS @ 10p
Send SMS to any Hutch phone from 10 pm to

10 am at just 10p per SMS. You can enjoy this

rate at a monthly rental of just Rs 25 per

month
Note

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No free or discounted SMS will be available to

existing / new customers who subscribe to or

have subscribed to SMS promos / SMS packs /

STVs etc on occasions like New Year,

Uttrayan/Makar Sankrant, Republic Day,

Valentine Day, Holi/Dhuleti, Friendship Day,

Independence Day, Rakhi, Janmasthami,

Dassera, Dhanteras, Diwali,Eid ul Fitr, Eid-ul

Zuha, New Year and Christmas. On these

days, the normal SMS charges will be

applicable between 00:00 Hrs to 24:00 Hrs.

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HISTORY OF AIRTEL

About Bharti Airtel Limited:

Bharti Airtel Limited, a group company of

Bharti Enterprises, is one of India’s leading

private sector providers of

telecommunications services with an

aggregate of 37.26 million customers as of

end of February‘07, consisting of 35.44

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million mobile customers. Bharti Airtel has

been rated among 10 best performing

companies in the world in the

BusinessWeek IT 100 list.

Bharti Airtel is structured into three

strategic business units - Mobile services,

Broadband & Telephone (B&T) services

and Enterprise services. The mobile

business provides mobile & fixed wireless

services using GSM technology across 23

telecom circles. The B&T business

provides broadband & telephone services

in 94 cities. The Enterprise services

provide end-to-end telecom solutions to

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corporate customers and national &

international long distance services to

carriers.

All these services are provided under the

Airtel brand. Airtel’s high-speed optic fibre

network currently spans over 39,000 kms

covering all the major cities in the country.

The company has two international

landing stations in Chennai that connects

two submarine cable systems - i2i to

Singapore and SEA-ME-WE-4 to Europe.

For more information, visit

www.bhartiairtel.in

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Airtel comes to you from Bharti Airtel

Limited, India’s largest integrated private

telecom service provider. We are the first

private telecom provider to connect India

in its entirety with the world's best

technology. Bharti Airtel since its inception

has been at the forefront of technology

and has steered the course of the telecom

sector in the country with its world class

products and services. The businesses at

Bharti Airtel have been structured into

three strategic business units (SBU’s) -

Mobile services, Broadband & Telephone

services (B&T) & Enterprise services. We

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complement our mobile, broadband &

telephone services with national and

international long distance services. We

provide international connectivity with our

submarine cable landing station at

Chennai and with our partnership in next

generation undersea cable system SEA-

ME-WE-4. We provide reliable end-to-end

data and enterprise services to the

corporate customers with our nationwide

fiber optic backbone, last mile

connectivity in fixed-line and mobile

circles, VSATs, ISP and international

bandwidth access through the gateways

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and landing station.

All these services are provided under the

Airtel brand.

BUSINESS DIVISIONS
Mobile Services: Bharti Airtel offers GSM

mobile services in all the 23-telecom

circles of India and was the first private

telecom service provider to connect all

states of India.

Broadband & Telephone Services: Our

Broadband (DSL) & telephone services

(fixed line) are present in the 92 cities

across India.

Enterprise Services (Carriers): With

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35,016 kilometers of optic fibre network

we are a leading national long distance

service provider. For international

connectivity to east, we have a submarine

cable landing station at Chennai. For

international connectivity to the west, the

Company is a member of the South East

Asia-Middle East-Western Europe – 4 (SEA-

ME-WE-4) consortium along with 15 other

global telecom operators.

ENTERPRISE SERVICES

(CORPORATES): The group focuses on

delivering telecommunications services as

an integrated offering including mobile,

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broadband & telephone, national and

international long distance and data

connectivity services to India’s leading

1300 corporate.

OUR PARTNERSHIPS
We partner with world’s finest companies

like Vodafone, Singtel (Singapore

Telecom), Ericsson, Nokia, IBM and many

more to bring the best of products &

service to you.

OUR INNOVATIONS

We are changing the way India

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communicates by offering innovations that

not only add value to people's lives but

also deliver an unmatched customer

experience.

We were the first to .

• Provide electronic recharge for mobile

phones

• Initiate music retailing in the world

with “Easy Music” and the first to offer

a Lifetime Prepaid service.

• Provide innovations such as Bollywood

movie premiers, music services such

as ringback tones & many more.

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OUR VISION
By 2010 Airtel will be the most

admired brand in India:.

• Loved by more customers

• Targeted by top talent

• Benchmarked by more business

COMPANY PROFILE

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Bharti Airtel is one of India's leading

private sector providers of

telecommunications services based on an

aggregate of 39,012,597 customers as on

March 31, 2007, consisting of 37,141,210

GSM mobile and 1,871,387 broadband &

telephone customers.

The businesses at Bharti Airtel have been

structured into three individual strategic

business units (SBU’s) - mobile services,

broadband & telephone services (B&T) &

enterprise services. The mobile services

group provides GSM mobile services

across India in 23 telecom circles, while

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the B&T business group provides

broadband & telephone services in 94

cities. The Enterprise services group has

two sub-units - carriers (long distance

services) and services to corporates. All

these services are provided under the

Airtel brand.

Company shares are listed on The Stock

Exchange, Mumbai (BSE) and The National

Stock Exchange of India Limited (NSE).

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PARTNERS

The company has a strategic alliance with

SingTel. The investment made by SingTel

is one of the largest investments made in

the world outside Singapore, in the

company.

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The company’s mobile network equipment

partners include Ericsson and Nokia. In the

case of the broadband and telephone

services and enterprise services (carriers),

equipment suppliers include Siemens,

Nortel, Corning, among others. The

Company also has an information

technology alliance with IBM for its group-

wide information technology requirements

and with Nortel for call center technology

requirements. The call center operations

for the mobile services have been

outsourced to IBM Daksh, Hinduja TMT,

Teletech & Mphasis.

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The company's unique strategic

outsourcing model has been studied and

documented by Harvard Business School

as a case study which is available for

download at: www.hbsp.harvard.edu.

INVESTOR RELATIONS

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Creating value for our customers,

employees, investors, partners, vendors

and the society at large lies at the root of

our fundamental business strategy. Our

core principles of trust and transparency

have come a long way in helping us

develop and nurture long-term

relationships with our key stakeholders.

Our performance exudes from our belief in

and commitment to the telecom sector;

and translates into creating innovative

exciting opportunities for one and all.

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Bharti Airtel enhances

empowerment, strengthens
business roles
Category: Recent Highlights, FY2006-2007
20-03-07

Takes forward the recently

announced Bharti Enterprises Apex

strategic organization structure &

governance model

• Strengthens & enhances existing

business roles. Drives greater

empowerment, business focus,

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operational efficiencies & customer

value.

• Takes another significant step towards

institutionalization & building a

conglomerate of the future.

New Delhi, March 20, 2007: Bharti

Airtel Limited, India’s leading

telecommunications services provider,

today made an organization

announcement that takes forward the

recently unveiled Bharti Enterprises

strategic Apex organization structure &

governance model. The recently

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announced Bharti Enterprises group level

strategic initiative empowers the heads of

Bharti companies and makes them

responsible and accountable for business

strategy, operations and its results. This is

another step towards institutionalization

and building a conglomerate of the future.

To take this strategic initiative forward,

the existing business roles and

responsibilities at Bharti Airtel have been

strengthened and enhanced. The objective

is to ensure greater operational

empowerment and enable effective

management of growth as well as be

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nimble in this competitive

environment.Making the announcement

Mr. Sunil Bharti Mittal, Chairman &

Group CEO, Bharti Enterprises said “

As we strengthen & build Bharti

Enterprises, as a truly diversified

conglomerate of the future, it is important

to strengthen the existing business roles

and responsibilities at Bharti Airtel. The

objective is to ensure greater operational

empowerment and enable effective

management of growth. These changes

will further empower the team at Bharti

Airtel, drive it towards a stronger market

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share and take forward Bharti’s

entrepreneurial ethos with an enhanced

professional culture.”

The following leadership roles at Bharti

Airtel (India & SAARC) are being

announced with effect from April 1, 2007:-

Mr. Manoj Kohli, will now lead Bharti

Airtel Ltd., as its President & CEO. The

enhanced position further empowers

Manoj to build Bharti Airtel and deliver the

One Airtel vision. Manoj will lead Bharti

Airtel towards becoming a benchmark in

innovative practices, operational efficiency

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& customer value. Mr.Manoj Kohli will

report to Mr. Sunil Bharti Mittal, Chairman

& Group CEO, Bharti Enterprises and work

closely with Mr. Akhil Gupta, Group Lead

Director –Telecom, Bharti Enterprises. The

three Joint Presidents of Bharti Airtel

Limited have been given enhanced

empowerment to lead their respective

businesses. Mr. Sanjay Kapoor will now

be President-Mobile Services, Mr. Atul

Bindal will be President- Broadband &

Telephone Services, and Mr. David

Nishball will be President-Enterprise

Services. This will enable them to provide

64
 65

deeper focus and be fully accountable for

their business results. They will continue

to report to Mr. Manoj Kohli. With Mr. Akhil

Gupta now being Managing Director,

Bharti Enterprise & Group Lead Director-

Telecom, Mr. Sarvjit Dhillon has been

given enhanced responsibility and will be

Chief Financial Officer & Director-Strategy,

Bharti Airtel Ltd. Sarvjit will report to Mr.

Manoj Kohli and functionally to Mr. Akhil

Gupta, who is also the Chairman of Group

Finance and Audit Council. Sarvjit, will

work closely with Mr. SL Narayanan,

Corporate Director - Finance (Telecom),

65
 66

Bharti Enterprises. Mr. Harish Dua, Chief

of Compliance and Internal Audit, Bharti

Airtel Ltd., will now report functionally to

Group Director, Internal Assurance, Bharti

Enterprises and will have a matrix

reporting to Mr. Manoj Kohli. Bharti Airtel

Limited, a part of Bharti Enterprises, is

India's leading provider of

telecommunications services. The

businesses at Bharti Airtel have been

structured into three individual strategic

business units (SBU’s) - mobile services,

broadband & telephone services (B&T) &

enterprise services. The mobile services

66
 67

group provides GSM mobile services

across India in 23 telecom circles, while

the B&T business group provides

broadband & telephone services in 94

cities. The Enterprise services group has

two sub-units - carriers (long distance

services) and services to corporates. All

these services are provided under the

Airtel brand.

67
 68

MANAGEMENT PROFILE

OF AIRTEL

» Sunil Bharti Mittal

» Rajan Bharti Mittal
» Akhil Gupta
» Manoj Kohli
» Sarvjit S. Dhillon
» Daljit Singh
» Viresh Dayal
» Senjam Raj Sekhar
» Anil Nayar
» Ashok Juneja
» Dr. Jai Menon
» Hemant Sachdev
» Narender Gupta
» Norman Donald Price IV
» Tina Uneken
» John Thompson
» Vijaya Sampath
» Harish Dua
» Sanjay Kapoor
» Sanjay Nandrajog
» Atul Bindal
» Jayant Khosla

68
 69

» K.Srinivas
» Mohan Menon
» N. Arjun
» S. Asokan
» Carol Borghesi
» Gopal Vittal
» S. L. Narayanan

Sunil Bharti Mittal

Chairman & Managing Director since

October 2001

Board director since: July 1995

Age: 49 years

69
 70

Sunil Bharti Mittal is the Chairman and

Managing Director of Bharti Airtel Limited

(“Bharti”), India’s largest private

integrated telecom player. The company

has nearly 20 million customers on its

well-respected brand “AIRTEL”.

Sunil was one of the first entrepreneurs to

identify the mobile telecom business as a

major growth area and launched services

in the city of Delhi and the National

Capital Region in the year 1995. Under his

inspiring leadership the company grew

organically and inorganically, covering the

70
 71

entire country by providing integrated

telecom services.

In his personal capacity, Sunil has

received several awards such as:

• “Best Asian Telecom CEO”, Telecom

Asia Awards 2005

• “Best CEO, India”, Institutional

Investor, 2005

• “Business Leader Of The Year”,

Economic Times, 2005

• “Ernst & Young Entrepreneur Of The

Year 2004”, Ernst & Young

71
 72

Sunil has always been a pioneer. A first

generation entrepreneur, he started his

first business in 1976 with a capital

investment of Rs 20,000. He initially

founded a number of trading concerns,

and established the first company to

manufacture push button telephones in

India. This company is now one of the

largest manufacturers of telephones in the

world.

Apart from his role at Bharti, Sunil holds

the position of the Honorary Consul

General of the Republic of Seychelles in

New Delhi, India. Some of his other roles

72
 73

include being a member of the Prime

Minister’s Council on Trade and Industry;

Co-Chairman of the Indo-British

Partnership and a Board Member of the

Global GSM Association.

Sunil is an alumnus of Punjab University

and has completed the “Owner/President

Management Program” from Harvard

Business School.

73
 74

Rajan Bharti Mittal, is actively involved

in overseeing the activities of Bharti Airtel
Ltd. at corporate level, and is a Trustee of
Bharti Foundation. He is the Chairman of
FICCI’s (Federation of Indian Chambers of
Commerce & Industry) Infrastructure
Committee, and member of FICCI’s
Executive and Steering Committees. He is
also a member of several other
organizations and associations, such as
the Managing Committee of PHD Chamber
of Commerce & Industry, Council of
Management of All India Management
Association, and Executive Committee of
International Chambers of Commerce –
India Chapter. He was the past President
of Association of Basic Telecom Operators
(now it is known as Association of Unified

74
 75

Telecom Service Providers of India – AUSPI

) during the period 1999-2000.
Rajan is also involved in many new
business ventures within Bharti
Enterprises.

Joint Managing Director (II) & Chief

Financial Officer

Akhil Gupta, the Joint Managing Director

& CFO of Bharti Airtel Ltd. is a Chartered

Accountant by qualification with over 20

years of professional experience in the

industry. He also pursued an “Advanced

75
 76

Management Program” at the Harvard

Business School.

He has spearheaded the formation of

various joint ventures for Bharti with

leading international operators like

Telecom Italia, British Telecom and

Singapore Telecom and financial investors

like Warburg Pincus, IFC –

Washington, Asia Infrastructure Fund and

New York Life in Telecom and AXA for the

Insurance business. He has been

instrumental in raising over US$ 1 Billion

in equity and over US$ 1 Billion by way of

project finance for the Group. Presently in

76
 77

his role as the Joint Managing Director &

CFO of the group, he is closely associated

with a range of strategic, financial,

mergers and acquisitions and business

performance

issues of the group. He has been the

architect behind the recent

transformational initiatives which are the

outsourcing

deals undertaken by the group, in the

areas of IT with IBM and network

management and Capex with Ericsson and

Nokia.

77
 78

Mr. Rakesh Bharti Mittal is an

electronics engineer from YMCA Institute

of Engineering and has over 28 years of

industry experience. He is a member of

the National Council of the Confederation

of Indian Industry (CII) since 1999. He has

been the Chairman of Northern Regional

Council of CII for the year 2004-05. He

78
 79

also heads several Educational, Social

Development and Welfare Associations.

AIRTEL PREPAID - POWER

PACK
Pulse Rate 60 seconds
Price of Pack Rs 100/-
Free Airtime Worth Rs 100/-
on Pack
Incoming Free
Calls(Rs.)
Airtel Other Landline /
GSM / WLL

79
 80

CDMA (10
Digit)
LOCAL RATES Rs Rs 2.00/min Rs
2.00/min for UP & 2.00/min
for UP & Uttaranchal for UP &
Uttaranc Uttarancha
hal l
STD RATES
50 - 200 KM Rs Rs Rs 2.65/min
2.65/min 2.65/min
200 - 500 KM Rs Rs Rs 2.65/min
2.65/min 2.65/min
500+ KM Rs Rs Rs 2.65/min
2.65/min 2.65/min
ISD
USA, Canada, Europe (Fixed Line), Rs
Australia, Singapore, Hong Kong, 6.40/mi
Thailand, Malaysia, Indonesia, New n
Zealand.
Gulf, Europe (Mobile), SAARC countries, Rs
Africa & Rest of the world 9.20/mi
n

80
 81

Cuba, Sao Tome & Principe, Guinea Rs

Bissau, Diego Garcia, Nauru, Solomon 40.00/
Islands, Vanuatu, Cook Islands, Tuvalu, min
Tokelau, Norfolk Island, Sakhalin
SMS
Local 1
National 2
International 5
Value Added 3
Services(Rs.)

Proces Servi Approxim

Calling Grace
MRP(R sing ce Validity(d ate
Value( Period(d
s) Fee(Rs tax ays) Minutes
Rs) ays)
) (Rs) Of Usage

81
 82

10 6.91 2 1.09 0 0 3.35

20 15.82 2 2.18 0 0 7.68
25 20.27 2 2.73 0 0 9.84
50 40.55 4 5.45 0 0 19.68
100 89.09 0 10.9 0 0 43.25
1
200 46.7 131.49 21.8 30 90 22.67
1
299 50 216.39 32.6 90 90 24.27
1
333 333 0 0 0 0 161.65
399 150 205.49 43.5 90 90 72.81
1
449 100 300.04 48.9 60 90 48.54
6
499 100 344.58 54.4 180 90 48.54
2
555 555 0 0 0 0 269.42
599 433.68 100 65.3 45 90 210.52
2
666 666 0 0 0 0 323.3
786 786 0 0 45 90 381.55
799 100 611.87 87.1 365 90 48.54
3
888 888 0 0 0 0 431.07

82
 83

1000 790.95 100 109. 45 90 383.95

05
1399 50 1196.4 152. 730 90 24.27
4 56
1598 1323.7 100 174. 60 90 642.58
3 27
1600 1425.5 0 174. 60 90 692
2 48

HAPPY RECHARGES:

Zero Processing Fees, Full Talktime (Less

Service Tax) and 30 days validity.

(i) 245 HAPPY RECHARGE:

Full Talktime (less Service Tax) - Rs

218.28, Validity 30 days, Local Calls @ Rs
1.49/min, STD Calls @ Rs 2.40/min, Local
SMS @ 99paise/SMS, National SMS @ Rs
1.99/SMS.

83
 84

(ii) 395 HAPPY RECHARGE:

Full Talktime (less Service Tax) - Rs

351.92, Validity 30 days, Local Calls @ 99
paise/min, STD Calls @ Rs 2.40/min, Local
SMS @ 49 paise/SMS, National SMS @ Rs
1.99/SMS.
(iii) 495 HAPPY RECHARGE:

Full Talktime (less Service Tax) - Rs

441.02, Validity 30 days, Local Calls @ 79
paise/min, STD Calls @ Rs 2.40/min, Local
SMS @ 49 paise/SMS, National SMS @
Rs1.99/SMS.

Points to be Noted(For HAPPY

RECHARGES):
A. The validity of 30 days on HAPPY
Recharges is applicable to Talktime as well

84
 85

as Tariffs.
B. Tariff Vouchers, Night Chat Packs and
SMS packs will not be applicable on the
HAPPY Recharges. However ISD pack will
be available on HAPPY Recharges.
C. An existing customer on any Tariff
Voucher will not be able to recharge with
the HAPPY Recharges till the validity of the
existing Tariff Voucher expires.
D. Normal Processing Fees on TopUp
Recharges will be applicable to customers
on HAPPY Recharges.
E. The HAPPY Recharges will not be
applicable to Lifetime and Easy Lifetime
customers.

New 299 Recharge:

Maximum Service Charge: Rs 299

85
 86

Recharge Validity : 90 days

Calling Value : Rs 50

Update on ONE-UP Tariffing for UPE

Customers:

1. Customer will not be charged any

Roaming Rental while traveling to UP
West.

2. Roaming Tariffs will not be applicable

while traveling to UP West. UP East Tariffs
will be allowed while customer is traveling
to UP West.

3. Customer will continue to have Free

Incoming in UP West.

86
 87

Maha Top-Ups: 100% Calling Value on

222, 333, 555, 666,888 Top-Ups. While
333, 555, 666, 888 Top-ups are available
for all prepaid customers, 222 Top-up is
available only for Lifetime and Easy
Lifetime customers.

Rs.21 Night Talk RC

Rs.21 recharge provide you with free local

Airtel-Airtel 120 minutes, available
between 10pm to 7am. These free
minutes in the dedicated account have a
validity of 30 days and you also get
talktime of Rs 1/- in your main account.

Rs 51/- (Night Talk + SMS Pack)

The new 51 Recharge is a special offer for

prepaid customers. The new 51 RC offers
you free local Airtel to Airtel talktime of

87
 88

200 minutes (valid between 10:00pm to

7:00am) PLUS Free SMS worth Rs100/-
that can be used for Local/National SMS
anytime. The free calling minutes are
available from 10pm to 7am. This RC
carries a validity of 30days and a talktime
of Re1/-.

Rs 47/- & Rs 97/- Tariff Voucher for

Lifetime and Easy Lifetime Customers

47 Tariff Voucher - The calling rates to any

Local Airtel number would be charged at
49p in place of existing Re.1.99 per
minute in UP and Uttaranchal.
97 Tariff Voucher - The calling rates to any
Local Airtel number or any other local
Mobile number would be charged at 49p in
place of existing Re1.99 per minute in UP
and Uttaranchal.

88
 89

Rs 69/- and Rs 98/- Tariff Vochers for

non Lifetime and Easy Lifetime
Customers

69 Tariff Voucher - UP and Uttaranchal Call

Rates:
A-A : 50p/min
A-M : 70p/min
A-L : Re 1/min

STD : Rs 2.65/min

UP and Uttaranchal SMS Rates:

A-A : 50p/msg
A-M : 70p/msg
A-Others(Reliance/TATA) : Re 1/msg

National SMS Rate : Rs 2/msg

89
 90

98 Tariff Voucher -

UP and Uttaranchal Call Rates:

A-A : 30p/min
A-M : 50p/min
A-L : Re 1/min

STD : Rs 1.50/min

UP and Uttaranchal SMS Rates:

A-A : 30p/msg
A-M : 50p/msg
A-Others(Reliance/TATA) : Re 1/msg

National SMS Rate : Rs 2/msg

449 Recharge

Maximum Service Charge : Rs 449/-

Recharge Validity : 60 days

90
 91

Calling Value : Rs 100/-

UP and Uttaranchal Call Rates:

A - A : Re 0.25/min
A - M : Re 0.50/min
A- L : Re 0.50/min

STD Call Rate : Rs 2.65/min

UP and Uttaranchal SMS Rates:

A-A : Re 0.25/msg
A-M : Re 0.50/msg
A-Others (Reliance/TATA FWP): Re1/msg

National SMS Rate : Rs 2.00/msg

PHONE MODELS

91
 92

Telian FGD 8900

• Cordless – Easy to
carry around in your
house
• Attractive blue
backlit screen
• 16 polyphonic ring
tones
• Large SMS memory –
Store up to 100 SMS
• Local area code
prefix, Hotline,
STD/ISD lock,
Organizer, Calculator
& Alarm

92
 93

Telian FGD
Description
8900
MEGA Type Cordless
Data Enabled No
Dimensions (mm 3 ) 50 X 34 X 160
Weight (gms) 168
Antenna Type Stub
Connector For No
External Antenna

Battery Type 850 mAh Li-Ion

Talktime 4 hrs
Standby Time 120 hrs
Battery Charging 5 hrs
Time
Display 3 lines X 13
characters + 1
Icon line + 1
Menu line
Tilted Display No
Phonebook Memory 250
Speed Dial Yes
93
 94

Airtel Presents Prepaid Airtel Mega a

new generation wireless home phone

service that allows you to control your

budget.

What's more this service comes with

advanced features like Caller Line

Identification, SMS, Missed call details,

phone book etc and a range of recharge

denominations to suit your usage pattern.

Prepaid Airtel Mega is available across a

wide network of our retail counters

94
 95

providing you instant connection with no

waiting period

EXPERIENCE COMPLETE

FREEDOM

Airtel welcomes you to a vibrant world of

unlimited opportunities. More exciting,

innovative yet simple new ways to

communicate, just when you want to, not

just through words but ideas, emotions

and feelings. To give you the unlimited

95
 96

freedom to reach out to your special

people in your special way.

As an Airtel Post-paid customer you can

enjoy the following facilities -

Easy Billing

Now enjoy the luxury of viewing details of

your last 3 billing cycles and the

convenience of paying your Airtel bill

online! Experience complete freedom with

Airtel!

Call Divert, Call Hold and Call Wait

Avail of special services like call waiting,

96
 97

call hold and call divert – all with your

Airtel postpaid connection!

Short Messaging Service (SMS)

With Airtel's Short Messaging Service

(SMS), send unlimited messages and jokes

to your friends and colleagues, anytime

anywhere!

Caller Identification

Call Identification gives you the power to

know the phone number of the calling

party even before you answer the call,

thus giving you the choice to either reject

or take the call. It provides the added

advantage of saving the incoming number

97
 98

directly in the Handset Phone Book. So

that the next time you want to call the

same person, you don't need to retype his

number, simply use your phone book.

Voice Mail

Voice Mail lets you receive messages even

when your handset is switched off or when

you are outside the coverage area. You

can listen to your messages whenever you

feel like, from anywhere in the world.

Voice Mail can store up to 15 messages,

with each message of one- minute

duration.

98
 99

STD/ISD Facility

Now experience complete freedom like

never before with Airtel! Our STD/ISD

facility allows you to make long distance

calls in India and Overseas from your

cellular phone!

Roaming (National and

International)

Airtel's Roaming service allows you to use

your mobile phone to make or receive

calls from almost anywhere in India and

99
 100

abroad! Enjoy roaming within the country

as well as across international

destinations!

100
 101

RESEARCH METHODOLOGY

For every company it is very important to

know the condition of its product, price in

the market. In this cutthroat completion it

is very importation for every company for

knowing its market situation.

Any company takes help of research

methodology. An exploratory research has

been conducted to arrive at the conclusion

of the study. For research any company

can use different types of tools.

101
 102

During our training we used sample

survey method for knowing the right

conclusion. This passage describes the

methodology used in studying the

problem. A methodology is a step-by-step

approach to a research problem, and

describe the way in which research has

been carried out and also the scope of

study, research methodology starts with

our approach to a problem and specify our

objectives, in what way a research plan is

developed and that is determining a

questionnaire along with a sampling the

respondents also the area for which the

102
 103

research work has been carried out and

collection of information have also been

described. Lastly analyzing the

information has been discussed.

METHOD USED FOR

DATA COLLECTION

103
 104

As we all know that the population of

Sitapur city is around 10 lakes so and it is

not ease to reach each and every people

so to solve the purpose of my report have

chosen RANDOM SAMPLING method.

Under this method we used main type of

techniques…

• Direct personal observation

• Personal interview method

For getting the accurate result and the

objective of our research we used the

samples survey method. Firstly, we made

a simple question of multiple types so that

our consumer gave the answer easily.

104
 105

It was a basic necessity of the project

that we get an unbiased and correct

result. To solve the purpose of the report a

questionnaire has been prepared that

includes market, domestic areas. A set

questionnaire is attached in the annexure.

For this we have completed round about

234 sample survey.

105
 106

RESEARCH PROCESS

STEP 1: Define the research problem

STEP 2: Review the literature

• Review concept and

theories

• Review previous research

findings

STEP 3: formulating Hypothesis

STEP 4: Prepare research design

106
 107

STEP 5: Collection of data

 Primary data

 Secondary data

STEP 6: Analysis data

STEP 7: Interpretation and

preparation of report.

ANALYSIS
107
 108

NUMBER OF CUSTOMER
ACCORDING TO SALE

108
 109

Others
Airtel
Hutch
vodafone Others

Airtel

0% 10% 20% 30% 40%

WHICH CONNECTION DO
YOU PREFERE

109
 110

Others Airtel
Hutch
50
Hutch Others

Airtel
0
Airtel Hutch Others

NUMBER OF CONNECTION
PER HEAD

110
 111

70%
60%
50%
40% Airtel
30% vodafone
others
20%
10%
0%
One-80 Two-15 Three-5

ACCORDING TO

111
 112

CONNECTIVITY

10

Other

30
Airtel

60
Hutch

112
 113

ACCORDING TO CUSTOMER
SATISFACTION

50%

40%

30% Low
Medium
20%
High
10%

0%
vodafone Airtel Others

113
 114

WHO WILL GIVE MORE OFFERS

TO THERE SUBSCRIBERS

60%

50%

40%

30%
3-D Column 1
20%

10%

0%
vodafone Airtel

114
 115

WHICH COMPANY HAS MORE

CUSTOMERS?

50%

40%

30% Others
vodafone
20% Airtel
10%

0%
Airtel Hutch Others

115
 116

KEY

FINDINGS

116
 117

FINDINGS

1. Airtel have loose there

customer time to time.

2. Airtel is much costly then

hutch.

3. Hutch can satisfy there

customer more then Airtel.

4. Hutch did not launch there

P.C.O’s.

117
 118

5. Hutch network is much better

then Airtel in sitapur.

6. Hutch gives more offers then

Airtel.

RECOMMENDATIONS

1. Airtel Provides better network.

118
 119

2. Airtel must loyal to there

customers

3. Hutch can provide Land line

connections.

4. Hutch can give Broad band

services.

5. Hutch may open there teleshop

in sitapur.

6. Airtel Must give some offers to

there customers.

119
 120

SWOT

ANALYSIS

120
 121

STRENGTH

1. Hutch can give more perfect signal

then Airtel.

2. Hutch have more customer

then Airtel.

3. Coverage area of Hutch &

Airtel are approx same

4. Airtel provides land line

connections.

5. Airtel provides broad band

connection
121
 122

6. Hutch provides low value tariff

& validity cards

WEAKNESS

1. Airtel services are not good.

2. Hutch did not provide the

facility of landline services.

122
 123

3. Connectivity of Airtel is not

good in comparison to Hutch.

4. Airtel may not satisfy there

customers.

5. There is no Hutch teleshop in

sitapur.

6. There is no direct approach for

hutch services.

OPPORTUNITY

123
 124

1. Airtel must Launched there

music cards of low cost

2. Hutch may provide the facility

of PCO’s

3. Hutch also capture the rural

market of sitapur.

4. Hucth may have another

opportunity of giving the facility

of land line connections in sitapur.

5. Airtel may improve there

connectivity problem.

6. Airtel will provide the broad

band facility in sitapur.

124
 125

7. Airtel may provide low rent

land line connections in sitapur.

THREATS

1. There are main threats by

other telecom companies.

2. The idea is the leading telecom

company

3. Relieance cover the market

125
 126

4. BSNL is other main competitor

of Hutch.

5. changing nature of customer

6. Demand of customer and there

satisfaction.

BIBLIOGRAPHY

126
 127

• Customer care center (Hutch) -:

498 Arynagar sitapur

• AIrtel customer care (Airtel) -:

lalbagh sitapur

• www.sitapur.com

• www.hutch.in

• www.airtel.co.in

• www.bhartiairtel.com.

Dealer-: Apna P.C.O. Lalbagh

sitapur.

127
 128

ANNEXURE

128
 129

QUESTIONNAIRE

129
 130

FOR CUSTOMER ‘S
POINT OF VIEW
Name- ………………………………………….
Add-……………………………………………
Land line No…………………………………….

1. Do you have any mobile

connection?
a. Yes ( )
b. No ( )
2. Number of mobile connections do
you have?
a. One ( )
b. Two ( )
c.More ( )
3. Which company mobile do you
have?

130
 131

a. Airtel ( )
b. Hutch ( )
c.Others ( )

4. Why you have this particular

mobile connection?
a. Good service ( )
b. Availability ( )
c.Any other reason( )
5. Are you satisfied with there
service?
a. Medium ( )
b. High ( )
c.Low ( )
6. Which connection is better?
a. Hutch ( )

131
 132

b. Airtel ( )
Thank you

RETAILERS POINT
OF VIEW

132
 133

FOR RETAILERS

Name-…………………………………….
Add -……………………………………..
Ph. No. …………………………………..
Mob. No. ……………………………… ..

1. Which company connection do you

provide?
a. Hutch
b. Airtel
c.BSNL

133
 134

d. Others
2. what is the price of refill pack?
a. Limited price value card ( )
b. unlimited price value card ( )

3. services provided by hutch/ airtel

a. yes( )
b. No ( )
4. who will give more offers to there
subscribers?
a. Hutch ( )
b. Airtel ( )
5. which company have more
customers?
a. Hutch ( )
b. Airtel ( )

134
 135

c.Others ( )
Thank you

135