LAUNCHING HOME ZONE STRATEGY IN RURAL AREAS OF

RANCHI TERRITORY (JHARKHAND)

A
Summer Internship Project Report
Submitted in partial fulfillment of the
Post Graduate Diploma in Management
Under NIST Business School, Berhampur, Orissa.

Dated: 17th may 2009 to 30th June 2009

By
KAMLESH KUMAR SHUKLA
Roll No: 200910653 Regd. No: PGDM09653

Under the guidance of

Ms. Sanjukata mahapatra

NIST Business School

Palur Hills, Berhampur-761008, Orissa, India

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 ACKNOWLEDGEMENT

I would like to take this opportunity to thank all those individuals whose invaluable
contribution in a direct or indirect manner has gone into the making of this project a
tremendous learning experience for me.

I would like to thank Mr. Praveen Michael Lal Human Resources - Bihar &
Jharkhand and Mr. Ashish sourov- Ranchi zonal Manager for giving me the
opportunity to work in TATA Indicom . I would also like to thank for being the constant
source of information and giving his valuable time and guidance throughout the project.

It is my proud privilege to epitomize my deepest sense of gratitude and indebtedness to

my internal faculty guide, Ms. sanjukta mahapotra for his valuable guidance, keen and
sustained interest, intuitive ideas and persistent endeavor. His guidance and inspirations
enabled me to complete my report work successfully.

I am thankful to Prof. Sangram Mudali, Dr. Ajit Kumar Panda, Dean & Mr. Shom P.
Das, Course Coordinator, NIST for allowing me to peruse my Post Graduation
Diploma in Management. I am also thankful to all the lecturers for providing the
necessary guidance and supports during the training.

With deep sense of gratitude and honor, I would like to express my heartily thanks to my
esteemed guide from marketing Department, for his precious guidance and advice from
inception to completion of the work.

Kamlesh kumar shukla

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 TABLE OF CONTENTS

ACKNOWLEDGEMENT.......................................................2
TABLE OF CONTENTS........................................................3
METHODOLOGY............................................................31
3.1 Design of the Study..................................................................................................31
3.3 Sampling and Field Work Details............................................................................32
LIST OF TABLES AND FIGURES.........................................................................39
Table 4.1 Results of Data Analysis……………………………………………………………39
Table 4.2 Years of running the outlets……………………………………………..39
Table 4.3 of providing the services ………………………………………………...40
Table 4.4 of other telecom company’s……………………………………………...41
Table 4.5 of kind of services providing to the customers………………………….42
Table 4.6 of of best services provider in Ranchi zone……………………………...43
Table 4.7 of of services provided by TATA Indicom………………………………44
Table 4.8 of daily sale of RCV/EVD………………………………………………....45
Table 4.9 of FOS visits……………………………………………………………….46
Table 4.10 of activations in a month………………………………………………....47
Table 4.11 of satisfied with RCV/ EVD available…………………………………...48
LIST OF FIGURES……………………………………………………………………39
Figur e 4.1 Years of running the
outlets…………………………………………………………….39
Figure 4.2 of providing the
services………………………………………………………………...40
Figure 4.3 of other telecom
company’s…………………………………………………………….41
Figure 4.4 of kind of services providing to the customers
…………………………………….42
Figure 4.5 of best services provider in Ranchi
zone……………………………………………..43
Figure 4.6 of services provided by TATA
Indicom………………………………………………..44

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Figure 4.7 of daily sale of
RCV/EVD………………………………………………………………….45
Figure 4.8 of FOS
visits………………………………………………………………………………...46
Figure 4.9 of activations in a
month………………………………………………………………….47
Figure 4.10 of satisfied with RCV/ EVD
available………………………………………………….48

Chapter 1

1.0 INTRODUCTION

1.1 BRIEF INTRODUCTION OF TOPIC

Communication has been one of the most important aspects of the growth of human
society and culture. Telecommunications, the transmission of signals over a distance for a
purpose of communication, is also very important. It provides business, money and
market stability in the world. The telecom sector is one of the leading contributors to
India's flourishing economy. Telecommunication Sector Opportunities in India assures a
transparent, safe, and secured ambiance for the telecom market. It include introduction of
Internet telephony services, privatization of VSNL, and introduction of a number of
international long distance services sector. The opportunities in the Indian telecom sector
is increasing at a massive pace with the introduction of newer and innovative schemes in

4
various sectors and at present the telecom sector in India is claimed to be one of the
major contributors in India's flourishing economy.

TATA is a rapidly growing business group based in India with significant international
operations. The TATA name is a unique asset representing leadership with trust. TATA
Teleservices spearheads the Group’s presence in the telecom sector. Incorporated in
1996, TATA Teleservices was the first to launch CDMA mobile services in India with
the Andhra Pradesh circle. TATA Teleservices has established a robust and reliable 3G
ready telecom infrastructure that ensures quality in its services.

HOME ZONE SCHEME

Tata Indicom, the CDMA brand of Tata Teleservices Limited—India’s fastest-growing

pan-India dual-technology telecom service provider— introduced special calling rates
exclusively for its subscribers across Ranchi territory. This special offer—Home Zone—
brings Tata-to-Tata calls at just 5 paise per minute exclusively for pre-paid subscribers
across Jharkhand and Bihar.

The offer also enables Tata Indicom subscribers to make calls to other networks at 30
paise per minute within Jharkhand and Bihar, while STD calls will be charged at 50 paise
per minute. To avail of the specialized tariffs, new subscribers have to simply recharge
their connection with a voucher of Rs 42 with to get talk-time benefit of Rs 36—they can
continue to enjoy the industry-best rates at a nominal monthly recharge of Rs 23, loaded
with to get talk-time worth Rs 18. Existing subscribers can also avail the offer with a
recharge of Rs 23.

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The offer is applicable on every new connection to all potential prepaid subscribers
across Ranchi territory. Some of the those places are Ormanjhi, vikas vidhyalay,
Irba,BIT Mesra, Itki, Silli, Muri, Bundu, Tamar, Thakurgaon,Kura,
Bero,Brambe,Torpa,Khunti, Chanho,Burmu,Mander,Sonahatu.

1.2 PURPOSE OF STUDY ABOUT HOME ZONE STRATEGY

In rural areas the BTS utilization was below 30% and in that case even the costs of
establishing BTS in those areas were not recovered. In order to recover the amount
invested in BTS of those areas, its utilization must be at least 30% or above. Therefore a
strategy was required which could enhance the utilization of BTS of rural areas and this
was only possible by increasing the customer base in rural areas. For this reason company
formulated a strategy known as Home Zone.

Home Zone strategy provided customers in rural areas an opportunity to make calls at
much cheaper rates as mentioned previously.

The purposes of Home Zone were:

• Increasing customer base

• Increasing utilization of BTS

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 • Providing specialized tariffs to facilitate hassle-free communications for our
subscribers.
• Home Zone will help customers reach out to a wider number of towns across
Jharkhand and Bihar at nominal and attractive rates.

LAUNCHING OF HOME ZONE DHAMAKA SCHEME

• Retail outlet mapping- Different retail outlets of rural areas were mapped first.
Also details regarding services they are providing of TATA Indicom as well as of
competitors were taken with the help questionnaire. This gave us idea about
number of retail outlet in one particular area and also current situation of that
particular area regarding services provided by telecom players.

• Invitation for retail meet- Meeting for all retailers were organised with purpose
to make them aware about HOME ZONE SCHEME as well as other products of

7
 tata indicom. Also different problems faced by retailers were addressed and their
suggestion were whole heartedly welcomed.

• Providing T-shirts and lunch- Retailers were provided with tata indicom t-shirts
as well as lunch.

• Awareness through various communication- Posters, danglers and single

sheeters were put on all over the area and in every retail outlet. Retailers who
could not attend the meeting, they were also provided with all the information
about HOME ZONE as well as other products.

1.3 OBJECTIVE OF STUDY

Primary Objective

• To study the home zone dhamaka scheme by tata indicom services.

• Analyzing the effect of scheme.
• Retailer’s expectation from company.

Secondary Objective

• To find out the telecommunication users in Ranchi territory

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 • To know the age and gender wise classification for usage of telecommunication

facility.

• To find out which all services have been tried by the respondents so far

• To find out the opinion about the scheme which provide by TATA Indicom

• To find out the retailer’s opinion about the hand set which provide by TATA

Indicom.

• To know the retailer’s opinion about the competitors of TATA Indicom

• To know the satisfaction level of recharge vouchers offered by the company.

Chapter 2

2.0 PROFILE OF TATA TELESERVICES LTD

2.1 TATA TELESERVICES LTD

9
• Tata Teleservices Limited spearheads the Tata Group's presence in the telecom
sector. The Tata Group had revenues of around US $75 billion in financial year
2008-09, and includes over 90 companies, over 350,000 employees worldwide
and more than 3.5 million shareholders.
• Incorporated in 1996, Tata Teleservices Limited is the pioneer of the CDMA 1x
technology platform in India. It has embarked on a growth path since the
acquisition of Hughes Tele.com (India) Ltd [renamed Tata Teleservices
(Maharashtra) Limited] by the Tata Group in 2002. It launched mobile operations
in January 2005 under the brand Tata Indicom and today enjoys a pan-India
presence through existing operations in all of India's 22 telecom Circles. The
company is also the market leader in the fixed wireless telephony market with its
brand Walky. The company has recently introduced the brand Photon to provide a
variety of options for wireless mobile broadband access. The company's network
has been rated as the 'Least Congested' in India for last five consecutive quarters
by the Telecom Regulatory Authority of India through independent surveys.
• Tata Teleservices Limited now also has a presence in the GSM space, through its
joint venture with NTT DOCOMO of Japan, and offers differentiated products
and services under the TATA DOCOMO brand name. TATA DOCOMO arises
out of the Tata Group's strategic alliance with Japanese telecom major NTT
DOCOMO in November 2008. TATA DOCOMO has received a pan-India
license to operate GSM telecom services-and has also been allotted spectrum in
18 telecom Circles. The company has rolled out GSM services in 14 of India's 22
telecom Circles in a quick span of under six months. The company plans to
launch pan-India operations by the end of FY 2009-10.
• TATA DOCOMO marks a significant milestone in the Indian telecom landscape,
and has already redefined the very face of telecoms in India, being the first to
pioneer the per-second tariff option-part of its 'Pay for What You Use' pricing
paradigm. Tokyo-based NTT DOCOMO is one of the world's leading mobile
operators-in the Japanese market, the company is the clear market leader, used by
over 50 per cent of the country's mobile phone users.

10
 • Today, Tata Teleservices Limited, along with Tata Teleservices (Maharashtra)
Limited, serves over 58 million customers in more than 410,000 towns and
villages across the country, with a bouquet of telephony services encompassing
mobile services, wireless desktop phones, public booth telephony, wireline
services and enterprise solutions
• In December 2008, Tata Teleservices Limited announced a unique reverse equity
swap strategic agreement between its telecom tower subsidiary, Wireless TT Info-
Services Limited, and Quippo Telecom Infrastructure Limited-with the combined
entity kicking off operations in early 2009 with 18,000 towers, thereby becoming
the largest independent entity in this space-and with the highest tenancy ratios in
the industry. The WTTIL-Quippo combine is targeting over 50,000 towers by the
end of FY 2010-11.

TATA INDICOM

• Tata Teleservices Limited spearheads the Tata Group's presence in the telecom
sector. The Tata Group had revenues of around US $62.5 bn in Financial Year
2007-08, and includes over 90 companies, around 350,000 employees worldwide
and more than 3.2 million shareholders.
• Incorporated in 1996, Tata Teleservices is the pioneer of the CDMA 1x
technology platform in India. It has embarked on a growth path since the
acquisition of Hughes Tele.com (India) Ltd [renamed Tata Teleservices
(Maharashtra) Limited] by the Tata Group in 2002. It launched mobile operations
in January 2005 and today enjoys a pan-India presence through existing
operations in all of India's 22 telecom Circles. The company is also the market
leader in the fixed wireless telephony market. The company's network has been
rated as the 'Least Congested' in India for last four consecutive quarters by the
Telecom Regulatory Authority of India through independent surveys.
• Tata Teleservices Limited now also has a presence in the GSM space, through its
joint venture with NTT DOCOMO of Japan, and offers differentiated products

11
 and services under the TATA DOCOMO brand name. TATA DOCOMO arises
out of the Tata Group's strategic alliance with Japanese telecom major NTT
DOCOMO in November 2008. TATA DOCOMO has received a pan-India
license to operate GSM telecom services-and has also been allotted spectrum in
18 telecom Circles and will roll out its services shortly, starting with South India.
• TATA DOCOMO marks a significant milestone in the Indian telecom landscape,
as it stands to redefine the very face of telecoms in India. Tokyo-based NTT
DOCOMO is one of the world's leading mobile operators-in the Japanese market,
the company is the clear market leader, used by over 50 per cent of the country's
mobile phone users.
• Today, Tata Teleservices Ltd, along with Tata Teleservices (Maharashtra) Ltd,
serves over 36 million customers in more than 320,000 towns and villages across
the country, with a bouquet of telephony services encompassing Mobile Services,
Wireless Desktop Phones, Public Booth Telephony and Wireline Services. Other
services include value-added services like Voice Portal, Roaming, Post-paid
Internet Services, Three-way Conferencing, Group Calling, Wi-Fi Internet, USB
Modem, Data Cards, Calling Card Services and Enterprise Services. Some of the
other products launched by the company include Pre-paid Wireless Desktop
Phones, Public Phone Booths, Mobile Handsets and Voice & Data Services such
as BREW Games, Voice Portal, Picture Messaging, Polyphonic Ring Tones, and
Interactive Applications like news, cricket, astrology, etc.
• In December 2008, Tata Teleservices announced a unique reverse equity swap
strategic agreement between its fully-owned telecom tower subsidiary, Wireless
TT Info-Services Limited, and Quippo Telecom Infrastructure Limited-with the
combined entity kicking off operations with 18,000 towers, thereby becoming the
largest independent entity in this space. Tata Teleservices' bouquet of telephony
services includes mobile services, wireless desktop phones, public booth
telephony and wireline services.

TATA DOCOMO

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• TATA DOCOMO is Tata Teleservices Limited's (TTSL) telecom service on the
GSM platform-arising out of the Tata Group's strategic alliance with Japanese
telecom major NTT DOCOMO in November 2008. Tata Teleservices has
received a pan-India license to operate GSM telecom services, under the brand
TATA DOCOMO and has also been allotted spectrum in 18 telecom Circles.
TTSL and has already rolled out its services in various circles.
• The launch of the TATA DOCOMO brand marks a significant milestone in the
Indian telecom landscape, as it stands to redefine the very face of telecoms in
India. Tokyo-based NTT DOCOMO is one of the world's leading mobile
operators-in the Japanese market, the company is clearly the preferred mobile
phone service provider in Japan with a 50 per cent market share.
• NTT DOCOMO has played a major role in the evolution of mobile
telecommunications through its development of cutting-edge technologies and
services. Over the years, technologists at DOCOMO have defined industry
benchmarks like 3G technology, as also products and services like the i-modeTM,
mobile payment and a plethora of lifestyle-enhancing applications. Today, while
most of the rest of the industry is only beginning to talk of LTE technology and its
possible applications, DOCOMO has already started conducting LTE trials in
physical geographies, not just inside laboratories!
• DOCOMO is also a global leader in the VAS (Value-Added Services) space, both
in terms of services and handset designs, particularly integrating services at the
platform stage. The Tata Group-NTT DOCOMO partnership will see offerings
such as these being introduced in the Indian market under the TATA DOCOMO
brand.
• TATA DOCOMO has also set up a 'Business and Technology Cooperation
Committee, comprising of senior personnel from both companies. The committee
is responsible for the identification of key areas where the two companies will
work together. DOCOMO, the world's leading mobile operator, will work closely
with the Tata Teleservices Limited management and provide know-how on
helping the company develop its GSM business.

13
 • Despite being a late entrant, Tata Indicom, TTSL's CDMA brand, has already
established its presence and is the fastest-growing pan-India operator.
Incorporated in 1996, Tata Teleservices Limited is the pioneer of the CDMA 1x
technology platform in India. Today, Tata Teleservices Limited, along with Tata
Teleservices (Maharashtra) Ltd, serves over 58 million customers in more than
450,000 towns and villages across the country offering a wide range of telephony
services including Mobile Services, Wireless Desktop Phones, Public Booth
Telephony and Wire-line Services.

Virgin Mobile

• UK based mobile company, virgin mobile forming a 50:50 JV with Tata

TeleServices (TTSL). The JV will be more towards adding Value Added Services
and handsets targeting youth, which comprises 50% of Indian mobile market,
rather than owning the network.
• this implies that Tata Indicom would be a mass market brand, while Virgin would
become a premium brand. However, there may be a conflict of interest as Essar
already has a partnership with Virgin for opening mobile shops ‘The Mobile
Store’ throughout India.
• We doubt whether Tata would be able to fully leverage on its partner strength, as
it has more to do with a brand rather than actual improvement in product offering.
Tata also needs to merge all its telecom subsidiaries to derive a proper
valuation and then offer a stake to raise funds
• In the CDMA space, Tata Teleservices is a laggard as compared to Reliance
Communications, but given Virgin’s expertise in CDMA space in USA and South
Africa, it will definitely benefit from the JV and expand its ‘Indicom’ brand.
• Tata may also have a long term goal plan as given Tata’s appetite to go global,
these two companies may start their services in other countries too by acquiring
stake of new operators or starting their own just as Airtel and Vodafone have done
in Ireland.

14
 • Venture Itch adds that Tatas has a scattered and multiple telecom businesses
depriving it of providing a bundled offering. Tatas already have a partnership with
UK based Sky Corp for its DTH business and may want to use the media and
telecom business in close sync. The article also adds that Tatas, instead of
following the trend of outsourcing network services has decided to do the same on
its own.

2.2 Board of Directors

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Mr. Ratan N. Tata Mr. K. A. Chaukar
Designation : Chairman Designation : Managing Director
Company : Tata Teleservices Ltd. Company : Tata Industries Ltd.

Mr. Anil Kumar Sardana Mr. I. Hussain

Designation : Managing Director Designation : Director
Company : Tata Teleservices Limited Company :Tata Sons Ltd.

Mr. N. S. Ramachandran Mr. N. Srinath

Designation : Director, Designation : CEO & MD
Company : Tata Teleservices Ltd. Company : Tata Communications Ltd.

16
Mr. Anuj Maheshwari
Designation : Director
Company : Temasek Holdings Advisors
India Pvt Ltd., ("THAIPL")
Mr Toshinari Kunieda
Designation : Senior Vice President
Managing Director Global Business Division
Company : NTT Docomo, INC

Mr. Kiyoshi Tokuhiro Mr. Kazuto Tsubouchi

Designation : Senior Vice President Designation : Executive Vice President
Managing Director of Network Department Chief Financial Officer
Company : NTT Docomo, INC. Company : NTT Docomo, INC.

Tata Indicom Phone Booth Operator.

Pay Telephony Business Unit (PTBU) is a strategic business unit of Tata Teleservices
Limited and is the only branded player in the payphone industry in the country. It
providesits services under the brand name of Tata.

We have redefined the Payphone business in the telecom industry. Our booths use Smart
Card technology, which is developed by Schlumberger, the leaders in Smart Card
Payphone technology. The Smart Cards have a smart chip with a pre-programmed calling
value; this card is sold to the operator who in turn sells the calling minutes to the end-
consumer. This makes us the first private operator in the country to introduce Smart
Cards in Payphone Booths. Continuing with the pioneering spirit we have also been the
first in India to introduce the Payphone Management System, calling cards for customers,
smart cart (mobile booth) and patented booth designs - 'Capsule' and 'Full cabin'.

We serve the Payphone market through two business models - Regular and Institutional.

17
The regular model targets small and medium enterprises (eg. kirana stores, bakeries etc).
In the regular model the payphone under the brand name Tata Indicom Public Phone
Booth, is sold to the operator. The operator is paid commission based on certain revenue
slabs depending on the package. There are four packages to choose from: Shreya,
Shresta suvarna Suvarna and Sampada.
The institutional model targets public utility services and major establishments,
government and corporate. The institutional business (IB) is aimed at giving a focused
service to these establishments. The ownership of the payphone and the equipment
remains with Tata Teleservices Limited. While the institution provides the space for the
installation, the operations remain the responsibility of PTBU.
In terms of visibility and branding Tata Indicom booths have redefined customer
expectations. Our booths provide consumers with utmost privacy and comfort. The
technology makes sure the equipment is tamper proof and ensures accurate billing.

We have launched a host of value added services for our customers. These include:

Conferencing,

This enables you to involve three people (including yourself) in one telephonic
conversation. You can use the conferencing facility even when the Tata Indicom Public
Phone Booth is closed, from the comfort of your home. The Tata Indicom Public Phone
Booth conferencing has a user-friendly Auto Caller Unit (ACU) system with a voice
prompt facility that provides complete privacy for conversations. An independent number
and password ensure utmost security. At the end of the call the ACU announces the call
charges and balance credit amount.

Fundoo Calling,

18
You can call to update yourself on your horoscope, cricket scores, tension easers (jokes
and thought of the day), city information and news.

Inquiry,

Enquiry everywhere!

Customer service

This is a dedicated customer call centre, available for all queries, complaints and
suggestions.
These endeavors will herald a whole new world of telecommunications for the Indian
market.

2.3 HISTORY OF TATA INDICOM

19
Brand Name: TATA Indicom

Network: CDMA 2000-1x

Network Coverage: 20 Telecom circles

Subscriber base: > 58 million

Market Share: 8 . 10%

Subscriptions: Post Paid, Pre Paid , internet facility

TATA Teleservices spearheads the Group’s presence in the telecom sector. Incorporated
in 1996, TATA Teleservices was the first to launch CDMA mobile services in India with
the Andhra Pradesh circle.

Starting with the major acquisition of Hughes Tele.com (India) Limited [now renamed
TATA Teleservices (Maharashtra) Limited] in December 2002 the company swung into
an expansion mode. With the total Investment of Rs 19,924 Crore, TATA Teleservices
has created a Pan India presence spread across 20 circles that includes Andhra Pradesh,
Gujarat, Karnataka, Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa, Bihar, Rajasthan,
Punjab, Haryana, Himachal Pradesh, Uttar Pradesh (E), Uttar Pradesh (W), N.C.R.,
Kolkata, Madhya Pradesh , West Bengal and Jharkhand .

Having pioneered the CDMA 1X technology platform in India, TATA Teleservices has
established a robust and reliable 3G ready telecom infrastructure that ensures quality in

20
its services. It has partnered with Motorola, Ericsson, Lucent and ECI Telecom for the
deployment of a reliable, technologically advanced network.

The company, which heralded convergence technologies in the Indian telecom sector, is
today the market leader in the fixed wireless telephony market with a total customer base
of over 3.5 million

TATA Teleservices bouquet of telephony services includes Mobile services, Wireless

Desktop Phones, Public Booth Telephony and Wireline services. Other services include
value added services like voice portal, roaming, post-paid Internet services, 3-way
conferencing, group calling, Wi-Fi Internet, USB Modem, data cards, calling card
services and enterprise services.

Some of the other products launched by the company include prepaid wireless desktop
phones, public phone booths, new mobile handsets and new voice & data services such as
BREW games, Voice Portal, picture messaging, polyphonic ring tones, interactive
applications like news, cricket, astrology, etc.

TATA Indicom redefined the existing prepaid mobile market in India, by unveiling their
offering . TATA Indicom .Non Stop Mobile. which allows customers to receive free
incoming calls. TATA Teleservices today has India.s largest branded telecom retail chain
and is the first service provider in the country to offer an online channel TATA
Teleservices has a strong workforce of 6000. In addition, TTSL has created more than
20,000 jobs, which will include 10,000 indirect jobs through outsourcing of its manpower
needs.

Today, TATA Teleservices Limited along with TATA Teleservices (Maharashtra)

Limited serves over 70 million customers in more than 450,000 towns. With an ambitious
rollout plan both within existing circles and across new circles, TATA Teleservices offers
worldclass technology and user-friendly services in 20 circles.

21
2.4 PRODUCT PROFILE OF TATA INDICOM

TATA Indicom has three services Dial up internet, mobile connection, landline
connection.

Products / Services

Internet Mobile service

Landline
service

Dial up internet Prepaid mobile Wireless phones

Mobile internet Post paid mobile Landline phones

Wireless internet Mobile

Dial-up Internet

TATA Indicom, provides bundled dialup internet access along with Landline connection.
This dialup internet service is activated by default for on customer’s phone, no separate
subscription is required. Customers have to purchase an external modem or use
PC/Laptop’s internal modem to connect to internet. After creating the dialer on
computer,intenet facility will activate.

22
Mobile internet:- TATA Indicom offers world-class internet service through the
CDMA network.. Just connect TATA Indicom mobile phone, using a data cable to PC or
Laptop & get started.TATA Indicom Internet through mobile service offers world-class
standards for wireless Internet access. The benefits are:

• High speed Internet access.

• No need to buy an external modem since your existing TATA Indicom mobile
phone has one.
• User can receive and make voice calls when no active data transfer takes place.

Wireless internet it is used with a USB modem, so we can use where ever we go. It
provides high speed connection and free downloading.

Prepaid mobile: In Prepaid service we make an advance payment for the usage i.e. to
make calls and use data services. There are no deposits to be made for STD/ISD. These
features are pre-activated. Also, need not wait for a bill to be generated to know the usage
& then pay accordingly.

Features

• Free SMS
• Roaming in over 410,000 cities
• STD & ISD Facility

Postpaid mobile: In Postpaid service, the company itself generate the monthly bill to
the customers. TATA Indicom postpaid mobile phone STD call charges are amongst the
lowest in India for distances over 500 km with absolutely no additional-airtime charges
Most importantly, TATA Indicom postpaid mobile phone offers superior voice clarity,
congestion-free networks, high speed data access, and coverage in over 1000 cities.

23
Mobile handset: TATA Indicom has the widest range of CDMA Handsets to choose
from a range of the top CDMA mobile handsets from Nokia, Samsung, Motorola,
Huawei and Haier with low price.

Currently available CDMA Mobile Phones:

Samsung

• Samsung Duos Touch

• Samsung Mpower Muzik
• Samsung Guru muzik
• Samsung Hero B189
• Samsung Super Hero mobile phones
• Mpower 309 mobile phones
• Mpower 569 mobile phones

Huawei

• Huawei C2206 mobile phones

• Huawei C2806 mobile phones
• Huawei C2809 mobile phones
• Huawei C5100 mobile phones

Haier

• Haier CG100
• Haier C2030 mobile phones
• Haier C200 mobile phones

24
Indicom

Aurum

• Radio Phone mobile phones

• Sumukha mobile phones

BlackBerry

• BlackBerry 8830 Smartphone

Wireless phones: TTSL introduced Walky Talky, are highly economical and easy to
use.

Features of Walky Fixed Wireless Phones

• Get Missed Call details

• Send and receive SMS
• Store family and friends numbers in the in-built phone book
• Get Receiver Off-hook Alarm
• Receive calls when receiver off-hook (after the alarm period)
• Avail Hotline with timer facility
• Select from 10 in-built ring tones
• Get alerts for unread messages
• Talk more with 2 hours talk time & 24 hours standby time
• Set Alarm and Reminder Alerts
• Speed dial from Phone Book
• Track calls with the Call Log Register
• Dial frequently called numbers from memory and save time
• Make an emergency call, even if your phone is disconnected
• Install the phone without disfiguring your walls

25
 • Control cost with per minute alerts

Walky Wireless Service

• Savings on monthly bills by paying just landline rates

• Roam at home
• Retain your number even when you change home or office
• Get a quick connection
• Save using Group Call across wireline, mobile and wireless phones
• Enjoy voice based Infotainment services*
• Avoid suffering dead phones or irritating linesmen
• Book a connection from the comfort of your home

Security Features

• Bar all calls except to select numbers

• Prevent misuse with the Key Pad Lock
• Enjoy enhanced privacy with CDMA technology
• Dial up through an in-built modem
• Surf the Internet at high speeds
• Receive calls when on the Internet

Landline phones: TATA Indicom offers instant phone connections. TATA Indicom
Landline Phone services based on the state of the art Optical Fibre Cable-based
backbone.

TATA Indicom Phone Connections Advantage

• Superior voice clarity

• Instant and hassle - free connections
• Accurate billing

26
2.5 Different Business Units in TATA Indicom as operational activities

• HNI
• BRBU
• EBS
• CMBU
HNI ( High network individuals)
HNI network is used for selling only postpaid ,prepaid product of TATA Indicom like
data cards, walky talky, mobile phones. It provides after sales service also.
EBS (Enterprise Business Service)
The Enterprise Business Service function drives business growth & customer centricity
by providing telecom related solutions to Corporate Entities. The EBS function also
undertakes customer relationship management and retention along with revenue
enhancement and channel management.
BRBU(Branded Retail Business Unit)

The Branded Retail Business Unit looks after the retail chain of the TATA Indicom
Exclusive stores. Branded retail has a national presence with over 3100 outlets
comprising of 600 TTSL (Company) owned stores and more than 2500 stores in the
Franchisee format Branded Retail outlets have become the touch points for its customers
in more than top 1000 towns in India.

CMBU(Consumer Market Business Unit)

The Consumer Market Business Unit (CMBU) deals with the large and dynamic pre-paid
segment of the telecom sector. CMBU has always offered to its customers with
innovative offers like Non Stop Mobile (Lifetime Validity) attractive bundled packages
(handsets + connections), cheapest tariff plans, etc.

27
2.6 Strategy of TATA Indicom has many promotional programs like

• Television advertisement
• Calls free with special recharge offer
• Free downloading for internet facility
• Handset Upgrade program for all the individual post paid customers.
• Seasonal discount with purchase of handset etc…

TATA Indicom products have different pricing strategies. There are two types of pricing
strategies. They are market skimming and market penetration. Skimming means fixing at
high price and selling to those customers who are less price sensitive. Penetration means
fixing at low price initially. TATA Indicom follows their product by fixing the price at
high.ie; market skimming. The price include the hand set and connection charge

Special Tariff Vouchers by TATA INDICOM

Tata indicom presents a wide range of attractive plans like Pay Per Call Plan, Pay Per
Second Plan, Pay Per Call FLEXI Plan. You can upgrade your base plan to any of the
available plans. Following as

• Pay Per Call FLEXI Plan

Tata indicom proudly presents the new Avatar of Pay Per Call Plan which will give
Value for money to its customers - benefit on both short & long calls.

A fixed charge on a per-call basis of 5 mins pulse—at just Re.1 for all local calls and
Rs.2 for STD calls.

What’s more, if your call (Local or STD) ends within 1 minute, you will be charged
0.25paisa only.

28
 SMS would be offered at a special price of 50 ps for both National and local messages.

Pay Per Call FLEXI offer is valid on all calls made by Tata Indicom subscribers to any
mobile phone or land line connection, on any network.

• Subscriber can speak for as long as 5 minutes and have to pay Rs.1 for any local call and
only Rs.2 for any STD call across any network.
• If your call (Local or STD) ends within 1 minute, you will be charged only 0.25ps
• Incoming validity will be for 10 years.
• There will be a Re.1 decrement from subscribers account on daily basis.
• Subscriber can discontinue Pay Per Call FLEXI tariff by recharging with Rs.8/- and get
90ps as local and Rs.1.50 as STD tariff. No daily decrement will be charged under this
proposition.

Note :Existing subscribers can migrate to Pay Per Call FLEXI plan with Rs.131 recharge
voucher. Terms & Conditions apply. Keep talking without worrying!

• Prepaid Pay Per Call Plan

Ab lambbi baat ghar ke phone ke saath. TATA Indicom is now powered with PAY
PER CALL Tata Indicom proudly presents PAY PER CALL for prepaid indicom
subscribers. With PAY PER CALL subscribers do not have to worry about their talktime
as they can speak their heart's content.

Subscriber can activate their phone with a starter kit available in market and then have to
recharge with Rs.7/- voucher to avail PAY PER CALL benefit.

Major highlights of PAY PER CALL product :

• Subscriber can speak for as long as 10 minutes and have to pay Rs.1 for any local call
and only Rs.3 for any STD call.
• Incoming validity will be for 10 years.
• There will be a Re.1 decrement from subscribers account on daily basis.
• Subscriber can discontinue PAY PER CALL tariff with Rs.8/- recharge voucher and get
90p as local and Rs.1.50 as STD tariff. No daily decrement will be charged under this
proposition.

29
Note:Existing subscribers can migrate to PAY PER CALL proposition with Rs.136
recharge voucher. Terms & Conditions apply. Keep talking without worrying about
talktime!

• Pay Per Second Plan

3 Pe 3 Free - Pay Per Second Plan

Lambi aur choti baton ke liye. Tata indicom proudly presents PAY PER SECOND with
additional benefits for prepaid indicom subscribers. Subscriber can activate their phone
with a starter kit available in market and then have to recharge with Rs.150/- voucher to
avail PAY PER SECOND with 3 Pe 3 offer. For every 3 minutes of Local & STD call,
you get the next 3 minutes free in the same call.

Note: In NE & AS, validity will be till 90 days or license period (whichever is earlier).

Major highlights of PAY PER SECOND with 3 Pe 3 offer

Subscriber pays just 1 paisa per Second for any Local & STD calls.

For every 3 minutes of Local & STD call, subscriber gets the next 3 minutes free in the
same call. Benefit will be applicable only till 12 minutes of a call after which subscriber
will be charged as 1 paisa/sec.

Incoming validity will be for Life but Tariff validity will be for 1 year.

Subscriber can discontinue PAY PER SECOND tariff with Rs.8/- recharge voucher and
get 90paisa as local and Rs.1.50 as STD tariff. No daily decrement will be charged under
this proposition.

Note :Existing subscribers can migrate to PAY PER SECOND proposition with Rs.177
recharge voucher. Terms & Conditions apply.

Keep talking without worrying!

30
 Chapter 3

METHODOLOGY

3.1 Design of the Study

PRIMARY DATA:

The primary data was collected on the basis of survey method. In this case the survey
method was used because it was necessary to know about the attitudes, opinions and
reaction of the responded, which are intangible state of mind and cannot be observed
otherwise questionnaire method was used of primary data.

SECONDARY DATA:

The secondary data, was collected from the training manual, websites and other record of
the companies. The data was first edited and then tabulated for calculation.

3.2 Data Collection Sources and Methods

DATA COLLECTION METHODS:

In the report only primary data has been taken into account. The primary data were
collected through questionnaire and personal interview.

COMMUNICATION APPROACH:

• The communication means adopted for obtaining the prerequisite data consist of
the following:
• Observation:Though perceiving situation and action of Distributors and retailers.

31
 • Questionnaire: Though personal self- administers multiple choices Questionnaire
with few Open ended questions.

DATA COLLECTION SOURCES:

Regarding this project various data has been obtained or collected from the following in
Jharkhand.
• Distributors
• Retailers

3.3 Sampling and Field Work Details

Sampling and field work plan regarding this project are as follows:
• Sorting out the distributors and retailers.
• Preparation of questionnaire.
• Visit to the sorted out distributors and retailers.
• Taking out the query from the distributors and retailers according to the
questionnaires.
DATA COLLECTION INSTRUMENT:
A questionnaire is a simple formalized schedule to obtain record specific and relevant
information with tolerable accuracy and completeness.

SAMPLE SIZE AND SELECTION:

The sample size of the survey chosen was 82 distributors & retailers (both mixed) from
the available bunch of distributors & retailers.

OBJECTIVE OF RESEARCH
• To find out the various scheme of company are providing to the distributors and
retailers.
• What margin they are providing to the distributors and retailers.

32
SURVEY AREAS:
1. BIT Mishera Ranchi (Jharkhand)
2. vikas vidhyala Ranchi (Jharkhand)
3. ormanjhi Ranchi (Jharkhand)
4. Tamar, Ranchi (Jharkhand)
5. khunti Ranchi (Jharkhand)
6. karra Ranchi (Jharkhand)
7. muri Ranchi (Jharkhand)
8. banta patratu Ranchi (Jharkhand)
9. Adelhatu Ranchi (Jharkhand)
10. bundu Ranchi (Jharkhand)
11. Silli Ranchi (Jharkhand)
12. nagri Ranchi (Jharkhand)
13. bero Ranchi (Jharkhand)

3.4 LIMITATION OF STUDY

• Every project has its limitations. This project is no longer exception. I had faced a
number of problems during the project work. Following are the limitations of this
study:
• The scorching summer in Jharkhand made it difficult to cover the areas for the
survey.
• No proper knowledge of route that created problem to reach that area of ranchi
Jharkhand.
• There is naxalites problem of some of the rural area of ranchi.
• Little co-operation of the some person due to conservative mind and orthodox in
nature.

33
 • Some of the people were not well educated, so I faced problem in interviewing
them.
• Some people had no time to give me answer.
• Sometimes respondent do not tell the truth.

Chapter 4
Findings and interpretation

Data Analysis
The main criteria of researchers are to conduct a research studies to read the mind of
distributors and retailers. It is highly essential for getting the actual result about the
product. The result whatever comes form research analysis is collected Interpreted and
presented by appropriate diagram is called analysis.

In order to better understanding coordination between distributors and retailers.

The entire data collected from the questionnaire has been based on.

• Questionnaire based on distributor

• Questionnaire based on Retailers

Results of data analysis

Table 4.1 Results of Data Analysis

QUESTION NUMBER

NAME OF A B C D E F G H I J Mean Standard

OUTLET
deviation
R K telecom 3 1 4 4 1 2 2 4 1 1 2.3 1.34
Ashok bhandar 1 1 4 4 1 2 2 2 1 1 1.9 1.32
Ganjendra STD 2 1 4 4 3 2 3 4 2 1 2.6 1.17
Riya General 2 1 4 4 3 2 2 2 2 1 2.3 1.06
Store
Santi Medical 4 1 4 4 3 3 3 4 2 1 2.9 1.20

34
Store
Ajay Hello 3 1 4 4 1 3 3 4 2 1 2.6 1.26
ACenter
Sanjay Store 3 1 4 4 1 3 3 2 2 1 2.4 1.17
Prem Store 2 1 4 4 2 3 2 4 2 1 2.5 1.18
Priya Video 1 1 4 4 1 3 2 4 1 1 2.2 1.40
Payal Music 2 1 4 4 1 3 3 2 1 1 2.2 1.23
Nikhil Store 2 1 4 4 1 3 2 2 2 1 2.2 1.14
Digital Home 4 1 3 4 2 3 2 4 1 1 2.5 1.27
Latika Store 1 1 4 4 2 3 2 4 1 1 2.3 1.34
Bablu Store 3 1 4 4 1 3 3 2 2 1 2.4 1.17
Riya Telecom 4 1 4 4 2 1 1 4 4 1 2.6 1.51
Keshri Mobile 3 1 4 4 1 1 1 2 2 1 2 1.25
Card Designer 4 1 4 3 2 3 1 4 2 1 2.5 1.27
Sager PCO 2 1 4 4 1 3 3 4 1 1 2.4 1.35
Mobile work 4 1 4 4 3 3 2 2 1 1 2.5 1.27
Bablu Watch 3 1 4 4 3 3 2 4 2 1 2.7 1.16
Pawan Shoe 4 1 4 3 1 3 2 2 1 1 2.2 1.23
house
Vijay Betal Shop 4 1 4 3 1 1 3 4 1 1 2.3 1.42

Chourasiya Store 4 1 4 4 2 2 2 4 1 1 2.5 1.35

Ravi Shankar 3 1 2 4 2 2 4 2 4 1 2.5 1.18
STD
Avinash 4 1 4 4 1 1 4 2 4 1 2.6 1.51
communication
Dipanjli Telecom 3 1 4 4 2 3 1 4 1 1 2.4 1.35
Prakash General 4 1 4 4 1 3 2 4 1 1 2.5 1.43
Store
M M Store 4 1 4 4 2 3 2 4 1 1 2.6 1.35
Mahi Telecom 3 1 4 4 1 3 2 4 2 1 2.5 1.27
Mobile care 3 1 4 4 1 3 2 2 2 1 2.3 1.16
Pancham Store 4 1 4 4 2 3 1 2 1 1 2.3 1.34
Deep Store 2 1 4 4 3 3 1 4 1 1 2.4 1.35
Hello India 2 1 4 4 3 3 2 4 1 1 2.5 1.27
Khushi 4 1 4 4 1 3 3 2 1 1 2.4 1.35
Electronic
Astha Mobile 4 1 4 4 1 2 3 4 1 1 2.5 1.43
Aftab General 3 1 4 4 1 3 1 2 1 1 2.1 1.29
Store
Abhishek Xerox 2 1 4 4 1 3 1 2 3 1 2.2 1.23
Center
Mehta General 3 1 4 3 1 3 2 4 1 1 2.3 1.25
Store
Maa Bhagwati 1 1 4 3 1 3 2 4 1 1 2.1 1.29

35
Store
Ravi Shankar 4 1 4 3 2 1 1 4 4 1 2.5 1.43
Avinash 4 1 4 3 1 3 1 2 4 1 2.4 1.34
communication
Nikhil store 1 1 4 4 1 3 2 4 1 1 2.2 1.40
PAL HELLO 3 1 4 3 1 3 2 4 2 1 2.4 1.17
CENTREa
MAMA 1 1 4 4 1 3 2 2 2 1 2.1 1.20
PcHONEX
Raj MUSIC 2 1 4 4 1 3 2 4 2 1 2.4 1.26
CENTRE
RAJA STORE 2 1 4 4 2 3 2 4 1 1 2.4 1.26
ANUJ 2 1 4 3 1 3 2 2 1 1 2 1.05
ELECTRONICS
AND MOBILE
DIGITAL 4 1 4 3 3 3 2 2 2 1 2.5 1.08
POINT
SHIV 4 1 4 4 1 3 3 4 2 1 2.7 1.34
SHANKAR
GEMS
SHAMSHER 4 1 4 3 1 3 2 4 1 1 2.4 1.35
KIRANA
STORE
VARSHA 3 1 4 3 1 2 2 4 2 1 2.3 1.16
STORE
FALAK 2 1 4 4 2 3 3 4 2 1 2.6 1.17
STUDIO
NAAZ MOBILE 2 1 4 4 1 3 2 4 1 1 2.3 1.34
CENTRE
TECHNO SOFT 3 1 4 4 1 3 2 4 1 1 2.4 1.35
DEEPAK 2 1 4 4 1 3 2 4 1 1 2.3 1.34
ELECTRONICS
SARGAM 3 1 4 3 3 3 1 2 1 1 2.2 1.14
ELECTRONICS
MOBILE CARE 2 1 4 3 3 2 2 4 1 1 2.3 1.16
MUBARAK 1 1 4 4 1 3 2 4 1 1 2.2 1.40
STORE
Maa Jagdamba 4 1 4 4 2 3 2 4 1 1 2.6 1.35

36
Telecom
Maa Jagdamba 4 1 4 4 3 3 3 4 1 1 2.8 1.32
Bhandar
Sony Digital 3 1 4 4 1 3 3 4 1 1 2.5 1.35
Gupta Ladies 3 1 4 4 2 3 3 4 1 1 2.6 1.26
Corner
Sanjay Stores 1 1 4 4 2 3 2 2 2 1 2.2 1.14
Abhishek Xero 2 1 4 4 1 3 2 2 2 1 2.2 `1.14
Ranjan Telecom 2 1 4 4 2 3 2 2 2 1 2.3 1.06
Music Masti 3 1 4 4 3 3 1 2 1 1 2.3 1.25
Digi Phonext 3 1 4 4 3 3 2 4 2 1 2.7 1.16
Jurawar 2 1 4 4 3 3 1 4 1 1 2.4 1.35
Enterprises
Amrit Telecom 4 1 4 4 1 3 1 2 3 1 2.4 1.35
Sanjay STD 4 1 4 3 1 3 2 2 3 1 2.4 1.17
Micheal Telecom 4 1 4 3 2 3 3 4 1 1 2.6 1.26
Sanjay Store 3 1 4 4 2 3 1 2 1 1 2.2 1.23
Manoj STD 3 2 4 4 1 3 2 2 1 1 2.3 1.16
Gupta Telecom 4 1 4 4 3 1 2 4 2 1 2.6 1.35
Raushan PCO 2 1 4 4 3 2 2 4 2 1 2.5 1.18
Muri 2 1 4 4 1 2 2 2 2 1 2.1 1.10
Communication
Mathur Std 1 1 4 4 2 2 2 2 2 1 2.1 1.10
Ashok Gen Store 3 1 4 4 1 2 1 3 1 1 2.1 1.29
Mukesh Mobile 3 1 4 4 2 3 1 2 1 1 2.2 1.23
Anand Store 3 2 1 4 1 3 2 4 1 1 2.2 1.23
Deepak Telecom 4 1 4 4 2 3 2 4 1 1 2.6 1.35
Pan Bhandar 4 1 4 4 1 3 2 4 2 1 2.6 1.35
Mean 2.85 1.02 3.9 3.8 1.6 2.7 2.0 3.2 1.6 1
3 0 6 0 4 1 1
Standard 1.01 0.16 0.4 0.4 0.7 0.6 0.7 0.9 0.8 0
1 0 9 0 1 8 3
deviation

37
Interpretation

1. From how many years are you running your outlet?

Table 4.2 Years of running the outlets

Response No. of Percents Valid Cumulative

Respondents percents percents
0-2 12 14.63 14.63 14.63
2-4 19 23.17 23.17 37.80
4-6 24 29.27 29.27 67.07
More then 6 27 32.93 32.93 100.0
Total 82 100.0 100.0

Figure 4.1 Years of running the outlets

38
 from how many years are you running
your outlet?
30 27
24
25
19
count 20
15 12
10 Series1
5
0
1 2 3 4

Interpretation

From the above graph we can conclude that maximum outlet of my survey have been
doing their business from 4-6 years.

2. Are you providing the services of tata indicom?

Table 4.3 of providing the services of TATA Indicom

Response No. of Percents Valid Cumulative

respondents percents percents
Yes 80 97.56 97.56 97.56
No 2 2.44 2.44 100.0
Total 82 100.0 100.0

Figure 4.2 of providing the services

39
 Are you providing the services of tata
indicom?

100 80
80
count

60
Series1
40
20 2
0
1 2

Interpretation

As per my survey maximum of the outlets have been providing services of TATA
Indicom in the rural areas of Jharkhand.

3. Which other telecom company’s service you are providing?

Table 4.4 of other telecom company’s service

Response No. of Percents Valid Cumulative

Respondents Percents percents
Airtel 1 1.22 1.22 1.22
BSNL 1 1.22 1.22 2.44
Reliance 1 1.22 1.22 3.66
All of them 79 96.34 96.34 100.0
Total 82 100.0 100.0

Figure 4.3 of other telecom company’s

40
 W h ic h o th e r t e le c o m c o m p a n y ’s
s e r v ic e y o u a re p r o v id in g ?

100 79
80
60
count

S e r ie s1
40
20 1 1 1
0
1 2 3 4

Interpretation
As per my survey maximum retailers are providing the services of all company in rural
area in ranchi territory of Jharkhand.

4. Which kinds of services you are providing to the customers?

Table 4.5 of kind of services providing to the customers

Response No. of Percents Valid Cumulative

respondents percents percents
CDMA 0 0 0 0
GSM 0 0 0 0
RCV/Easy 16 19.51 19.51 19.51
recharge
All of them 66 80.47 80.47 100.0
Total 82 100.0 100.0

Figure 4.4 of kind of services providing to the customers

41
42
 Which kinds of services you are
providing to the customers?

80 66
60
count

40 Series1
16
20
0 0
0
1 2 3 4

Interpretation
As per my survey I find that maximum outlets are providing all kind of services to the
customers in rural areas of Jharkhand.

5. Whom do you think is the best service provider in your zone?

Table 4.6 of best services provider in Ranchi zone
Response No. of Percents Valid Cumulative
respondents percents percents
Airtel 44 53.66 53.66 53.66
TATA Indicom 22 26.83 26.83 80.49
RIM/smart 16 19.51 19.51 100.0
BSNL 0 0 0 100.0
Total 82 100.0 100.0

Figure 4.5 of best services provider in Ranchi zone

43
 Whom do you think is the best service
provider in your zone?

50 44
40
count

30 22
16 Series1
20
10 0
0
1 2 3 4

Interpretation
From the above graph it is clear that Airtel got 53.66% as a best services provider
whereas TATA Indicom got 26.83% as a best services provider by no of respondents in
rural areas of Jharkhand.

6. How do you feel the service provided by the dealer of the tata
indicom?
Table 4.7 of services provided by the dealer of TATA Indicom
Response No. of Percents Valid Cumulative
respondents percents percents
Excellent 6 7.32 7.32 7.32
Very good 12 14.63 14.63 21.95
Good 63 76.83 76.83 98.78
Bad 1 1.22 1.22 100.0
Total 82 100.0 100.0

Figure 4.6 of services provided by TATA Indicom

44
 How do you feel the service provided
by the dealer of the tata indicom?

80 63
60
count
40 Series1
20 12
6 1
0
1 2 3 4

Interpretation

As per my survey respondents I find 76.83% of respondents feel “good” whereas 14.63%
of respondents feel “very good” and 7.32% feel “excellent” services provided by TATA
Indicom

7. What is the daily sale of RCV/EVD of tata indicom?

Table 4.8 of daily sale of RCV/EVD
Response No. of Percents Valid Cumulative
Respondents percents percents
Rs100-400 17 20.73 20.73 20.73
Rs400-600 45 54.88 54.88 75.61
Rs600-1200 18 21.95 21.95 97.56
More then that 2 02.44 02.44 100.0
Total 82 100.0 100.0

Figure 4.7 of daily sale of RCV/EVD

45
 W hat is the daily sale of RCV/EVD of
tata indicom?

50 45
40
30
count

17 18 Series1
20
10 2
0
1 2 3 4

Interpretation

As per my survey, it is crystal clear from the above graph that maximum numbers of the
respondents their daily sale is RS400-600. Whereas some of respondents their daily sale
is Up to 22%.

8. How often the FOS visit your outlet?

Table 4.9 of FOS visits
Response No. of Percents Valid Cumulative
respondents percents percents
Daily 0 0 0 0
Twice a week 35 42.68 42.68 42.68
Trice a week 1 01.22 01.22 43.90
After a week 46 56.10 56.10 100.0
Total 82 100.0 100.0

Figure 4.8 of FOS visits

46
 How often the FOS visit your outlet?

50 46

count 40 35
30
Series1
20
10 1
0
0
1 2 3 4

Interpretation
• 56.10% of respondents said that after a week FOS visited in rural areas of
Jharkhand
• Whereas 42.68% of respondents said that twice a week FOS visited in rural areas
of Jharkhand

9. How many activations you do in a month?

Table 4.10 of activations in a month
Response No. of Percents Valid Cumulative
respondents percents percents
0-25 45 54.88 54.88 54.88
25-50 34 41.46 41.46 96.34
50-75 3 03.66 03.66 100.0
More then 75 0 0 0 100.0
Total 82 100.0 100.0

Figure 4.9 of activations in a month

47
 How many activations you do in a
month?

50 45
40 34
count

30
Series1
20
10 3 0
0
1 2 3 4

Interpretation
• In above graph I find that 54.88% of respondents they activate SIM 0-25 in a
month.
• Whereas 41.46% of respondents they activates SIM 25-50 in a month.

10. Are you satisfied with RCV/EVD available in the market?

Table 4.11 of satisfied with RCV/ EVD available
Response No. of Percents Valid Cumulative
respondents percents percents
Yes 100 100.0 100.0 100.0
No 0 0 0 100.0
Total 100 100.0 100.0

Figure 4.10 of satisfied with RCV/EVD available

48
 Are you satisfied with RCV available in the
market?

150
100
100

count
Series1
50
0
0
1 2

Interpretation

From the over all performance of company the retailers are categories the product as
excellent

49
Result after launching home zone strategy

Primary
Total Activa Revenue
SMS 1 tion ( RCV+EV
D)
Current
last 3 Current last 3 Current
Growth last 3 month Growth
BTS Name month month month month Growth%
% month avg performa %
avg performance avg performance
nce
ANGARA 43 82 91% 76 78 3% 80465 176364 119%
BIT MESRA 5 10 100% 11 13 18% 28256 55890 98%
ORMANJHI 83 40 -52% 47 53 13% 67560 164565 144%
Vikas
Vidhyala 47 48 2% 23 25 9% 20080 37260 86%
Thakurgaon 15 106 607% 8 29 263% 11887 26385 122%
BUNDU 93 93 0% 61 86 41% 136194 283830 108%
Kura 0 15 #DIV/0! 0 9 #DIV/0! 1570 6211 296%
BERO 38 67 76% 37 42 14% 24971 33471 34%
Chanho 8 16 100% 5 18 260% 3134 12363 294%
TORPA 5 35 600% 6 10 67% 19040 38805 104%
NAGRI 16 206 1188% 27 55 104% 32737 85353 161%
Brambe 50 108 116% 44 40 -9% 31201 64185 106%
MURHU 19 34 79% 9 15 67% 13658 33933 148%
JAMUDAG 16 59 269% 11 19 73% 18596 35649 92%
SONAHATU 9 15 67% 4 5 25% 3578 20133 463%
Burmu 7 25 257% 2 24 1100% 9877 16446 67%
MURI 14 75 436% 7 35 400% 30805 62676 103%
Mandar 22 129 486% 20 45 125% 27679 82278 197%
LAPUNG 3 6 100% 1 1 0% 8297 15519 87%
TAMAR 34 140 312% 37 49 32% 69172 150579 118%
SILLI 52 84 62% 39 67 72% 35565 79686 124%
BANTA
PATRATU 29 54 86% 17 26 53% 14030 26406 88%
Khunti_Hut
ar 42 59 40% 23 35 52% 90347 212154 135%
Karra_Rnc 3 12 300% 5 8 60% 8745 15522 77%

50
FINDINGS FROM RESULT

Total SMS 1
After launching the result all areas of BTS are showed remarkable growth in sms1.
among all areas nagri showed highest growth percentage 1188% . But whereas
Ormanjhi showed negative growth (-52%) company needs to look after this carefully.

Activation
From activation point of view also its quite clear from the result that almost all areas of
BTS are showed growth percentage whereas Burmu showed highest percentage 1100%.

Primary revenue (rcv+ evd)

All the areas of BTS are showed growth percentage whereas Sonahatu is showed highest
growth percentage 463% but still on some places like Burmu and Bero can improve.

51
 Chapter 5

5.0 Conclusion and Recommendations

5.1 Conclusion

Due to the growing need for mobile phones, it’s no wonder that service providers are
going all out to capture, as much market space as they can. As the number of mobile
phone users they are estimated to rise to about 58 million by 2010, it’s not surprising that
most of the leading service providers in India have started branding and marketing their
services more aggressively.

The conducted study tries to examine the market mindset towards one of the major player
in the telecom sector. The selected company for the study is TATA INDICOM which is
having a reputation in the market. This study had examined HOME ZONE STRATEGY
about the teleservices provided by TATA TELESERVICE LTD. It also investigates the
major reasons behind below 30% utilization of BTS by connection. The major findings
are……

• Company FOS is not providing services at regular basis because of this retailer
are not satisfied but whereas retailers are satisfied with RCV/ EVD.
• Due to not provide better services to the retailers, retailers choose other services
provider’s offers to get maximum profit.

52
5.2 Recommendation

• Most of the retailers of the rural areas of Jharkhand are aware of some products of
TATA INDICOM.
• There is no any effective distributor of TATA INDICOM in the rural area of
Jharkhand.
• Most of the retailers of the rural areas of Jharkhand are selling other company
product.
• In rural areas TATA INDICOM close competitor is Airtel.
• Distribution channel of TATA INDICOM is not effective in the rural areas of
Jharkhand
• Lack of awareness some of the product of TATA INDICOM in rural area.
• Lack of coordination between distributors and retailers.
• FOS they are not going to regular in the market.
• BTS utilization is below 30% because of low customer base.

5.3 Suggestion

• Company should attention in those area where there is low sales and customer
base. In view of marketing company most attention at those area where there is no
to much sell, and customer………………….
• Company should consider effective distribution channel for coordinating
distributors and retailers.
• Regular visits should be done by the company people to make the retailers aware
about the recent tariff and scheme.
• Retailers/ distributors should get be aware of the schemes offered by the
company.

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 Annexure

1. Questionnaire for retailers

Outlet Name :
Area:
Contact No :
1. From how many years your store is running?
1.0-2 years 2. 2-4 years
3. 4-6 years 4. more than 6 years
2. Are you providing the services of TATA INDICOM?
1. Yes
2. No
if yes, from how many years, please mention…………..
3. Which other telecom company’s service you are providing?
1. Airtel 2. BSNL
3. Reliance 4. All of them
4. Which kinds of services you are providing to the customers?
1. CDMA 2. GSM
3. RCV/Easy recharge 4. All of them.
5. Whom do you think is the best service provider in your zone?
1. Airtel 2. Tata Indicom
3. RIM 4. BSNL
6. How do you feel the service provided by the dealer of the TATA INDICOM?
1. Excellent 2. Very Good
3. Good 4. Bad
7. What is the daily sale of RCV/EVD of TATA INDICOM?
1. Rs. 100 – Rs. 400 2. Rs.400-Rs.600
3. Rs. 600- Rs. 1200 4. More than that
8. How often the FOS visit your outlet?
1. Daily 2. Twice a week
3. Thrice a week 4. After one week

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9. How many activations you do in a month?
1. 0-25 2. 25-50
3. 50-75 4. more than 75
10. Are you satisfied with RCV/EVD available in the market?
1. Yes 2. No.

2. Bibliography

• Kothari C.R., Research Methodology, New Delhi, New Age International (P)
Ltd., Publishers
• Kotler Philip, Marketing Management
• www.google.com
• www.tataindicom.com

3. LOCATION – BANTA PATRTU RANCHI ( JHARKHAND)

Shop No. Name of Outlet Contact No. Address

1. R K TELECOM 9334060911 BANTA

2. ASHOK BHANDAR 9204302877 PATRATU
3. GANJENDRA STD 9204302881 PATRATU
4. RIYA GENERAL STORE 9204302870 PATRATU
5. SANTI MEDICAL 9204690120 PATRATU
STORE
6. AJAY HELO CENTER 9204869759 PATRATU
LOCATION – SONAHATU RANCHI ( JHARKHAND)
Shop No. Name of Outlet Contact No. Address
1. Sanjay store 9234267034 Sonahatu
2. Prem store 9279472540 Sonahatu
3. DSA brother 9204870773 Sonahatu
4. Priya video 9204870764 Sonahatu
5. Payal music 9905775847 Sonahatu
6. Nikhil store 9279040170 Sonahatu
LOCATION – JAMUDAG RANCHI (JHARKHAND)
Shop No. Name of Outlet Contact No. Address
1. Digital store 9204869758 Jamudag
2. Nikhil Electronic 9204870775 Jamudag
3. Latika store 9279894564 Jamudag
4. Bablu store 9204226461 Jamudag

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LOCATION- NAGRI RANCHI (JHARKHAND)
Shop No. Name of Outlet Contact No. Address
1. Keshri mobile 9204208683 Nagri
2. Riya telecom 9204522411 Nagri
3. Card designer 9204522416 Nagri
4. Sager PCO 9204624711 Nagri
5. Vijay betal shop 9204625251 Nagri
6. Mobile work 9204625254 Nagri
7. Babloo watch 9204625261 Nagri
8. Pawan shoe house 9204625263 Nagri
9. Binay store 9204626369 Nagri
10. Chourasiya store 9204626389 Nagri
11. Dipanjali telecom 9204914783 Nagri
12. Prakash general 9204975707 Nagri
store
13. M m store 9204975719 Nagri
14. Mobile care 9234733884 Nagri
15. Pancham store 9234968112 Nagri
16. Deep store 9279041711 Nagri
17. Hello India 9279189861 Nagri
18. Abhishek Xerox 9279389731 Nagri
center

LOCATION – BERO RANCHI (JHARKHAND)

Shop No. Name of Outlet Contact No. Address
1. Ashok general store 9279405470 Bero
2. Md kudrat 9279442112 Bero
3. Mehta general store 9279448653 Bero
4. Maa bhagwati store 9279593330 Bero
5. Bal gobind light and 9279595350 Bero
sound
6. Khushi electronics 9279189861 Bero
7. Ashta mobile 9279189862 Bero
8. Aftab general store 9279189888 Bero
9. Ravi Shankar STD 9234221423 Bero
10. Mehi telecom 9234243325 Bero
11. Avinash 9204762725 Bero
communication
12. Ham tum mobile 9973495636 Bero

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LOCATION – ORMANJHI, BIT MISHERA, VIKHAS RANCHI (JHARKHAND)
Shop No. Name of Outlet Contact No. Address Owner
1. PAL HELLO 9470189435 Ormanjhi ARUN KUMAR
CENTRE
2. MAMA PHONEX 9835949111 Ormanjhi RAVI
SHANKAR
3. RAJ MUSIC 9835510603 Ormanjhi RAJ KUMAR
CENTRE
4. RAJA STORE 9798365222 Ormanjhi RAJA GUPTA
5. ANUJ 9798938948 Ormanjhi GAUTAM
ELECTRONICS
AND MOBILE
6. DIGITAL POINT 9304050783 Ormanjhi SHAILESH
7. SHIV SHANKAR 9308446217 Ormanjhi SANTOSH
GEMS KUMAR
8. SHAMSHER 9939518254 BIT mishera SHAMSHER
KIRANA STORE
9. VARSHA STORE 9294797867 BIT misheara Varsha
10. FALAK STUDIO 9308113888 BIT mishera MAHTAB
11. NAAZ MOBILE 9204797886 BIT mishera SAHID
CENTRE
12. TECHNO SOFT 9204797823 BIT mishera Arun
13. DEEPAK 9934071484 BIT mishera DEEPAK
ELECTRONICS
14. SARGAM 9386150240 BIT mishera SHANKAR
ELECTRONICS MAHTO
15. MOBILE CARE 9835130741 Vikhas ranchi MOIN
16. MUBARAK 9234079643 Vikhas ranchi MD. ALAM
STORE
17. RAHUL Mobile Vikhas ranchi
18. Anand Store Vikhas ranchi
19. Deepak Telecom Vikhas ranchi
20. Pan Bhandar Vikhas ranchi

LOCATION – SILLI RANCHI (JHARKHAND)

Shop No. Name of Outlet Contact No. Address

1 Maa Jagdamba 927995864 Silli
Telecom

57
2 Maa Jagdamba 9279595350 Silli
Bhandar
3 Sony Digital 9279595111 Silli
4 GuptaLadies Corner 9279442456 Silli
5 Sanjay Stores 9279442897 Silli
6 Abhishek Xero 9279467699 Silli
7 Ranjan Telecom 9279489541 Silli
8 Music Masti 9279447521 Silli
9 Digi Phonext 9204624411 Silli

LOCATION – MURI RANCHI (JHARKHAND)

Shop No. Name of Outlet Contact No. Address

1. Jurawar Enterprises 9279442112 Muri
2. Amrit Telecom 9204626371 Muri
3. Sanjay STD 9204626865 Muri
4. Micheal Telecom 9204626961 Muri
5. Sanjay Store 9204626431 Muri
6. Manoj STD 9204626388 Muri
7. Gupta Telecom 9204626310 Muri
8. Raushan PCO 9204652751 Muri
9. Muri 9204624123 Muri
Communication
10. Mathur Std 9204624983 Muri
11. Ashok Gen Store 9204624645 Muri

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