Professional Documents
Culture Documents
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Rationale for the Study
In today’s intensely
competitive, rapidly changing
and highly complex
environment characterize by
diminishing customer loyalty,
the need to be market –focused
and customer centric is more
critical than any other time in
past. It is highly imperative for
every organization to retain
and use valuable information
about their customer to
enhance their business
strategies and product and service offerings. Today, the key focus area of much
organization is identification of a link between customer satisfaction and
performance. However, satisfaction as the confirmation of expectation has started
to be conceptualizing almost as a threshold for customers. The delivery of
satisfaction is the minimum the customer expects.
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of cut throat competition. So it becomes very important for every firm to promote
its product otherwise it cannot survive in the market. These techniques are used in
the marketing of product in the last stage which is called retailing. It is the stage
from which the product directly goes in the hand of customer and today India is
standing on the threshold of retail revolution and witnessing a great change in its
retail landscape i.e. from unorganized retailing to organized retailing. Retail is
growing with an annual rate of 40%. Its contribution towards GDP is 11% and
towards employment is 8%. So after agriculture retailing is one of the biggest
sources of employment in the country and is one of the largest industries in India.
Although retail industry has existed in our country for centuries but it is only the
recent past that it is witnessing such a tremendous growth.
In Allahabad Mobile Store has created its image in a very short period Mobile store
is best outlet for Mobiles and its accessories. It is attracting the customers with its
good services. Most of the customer satisfied by Mobile store services and
facilities.
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Profile of the Company
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Profile of the Company
Mr. Rajiv Agarwal, CEO and Director, The Mobile Store Limited, heads
India's first countrywide chain of telecom retail outlets. "The Mobile Store"
is an Essar Group venture, set to introduce a pan-Indian network of retail
telecom outlets. The Mobile Store offers a world class shopping
environment, with state of the art technology.
The Mobile Store format is a one stop mobile solution shop that provides,
multi brand handsets, accessories, connections, repairs, VAS etc all under
one roof.The Mobile Store currently has more than 1050 outlets and the
vision is to have a network of 2500 stores by 2010 across 650 cities, thus
covering virtually every major town in every state across India.
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The Mobile Store outlets are in three formats: Large - 1000-1500 square
feet, Medium- 800-1000 square feet and Corner-150-200 square feet, with
smaller formats located primarily in large malls.
Key thrust areas for the retail format are: Comprehensive Product Range,
Knowledgeable Store Staff & Interactive Environment, Competitive Prices
and Handset Repairs.
The Mobile Store caters to the Indian consumer's choice of the widest and
most comprehensive range of mobile phones with special offers from all the
key brands available across the globe. The Mobile Store offers complete
telecom solutions right from handset purchase to the choice of service
operator and miscellaneous services like monthly bill collections etc., the
stores also offer connections (pre paid and post paid), accessories and VAS
including the latest ring tones, wallpapers and gaming and prompt after sales
service, available not only in the city of purchase but in all The MobileStore
outlets across the country.
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The Mobile Store has undertaken an extensive training program to equip all
its employees with in-depth knowledge of the products and brands available
at the store, thereby allowing them to provide the right kind of guidance to
the customer.
The Mobile Store has categorized its mobile device offerings into consumer
segments keeping in mind the profiles and needs of different consumers. The
unique segments available in The Mobile Store The Mobile Store are:
Business - PDA & Smart phones, Emails, data transfer etc., Lifestyle -
Fashion phones, Look and elegance, Fun - Multimedia & music, camera,
games, wacky ring tones and wallpapers, Value for Money - Special offers,
discounts and budget phones.
All major handset brands like Nokia, Sony Ericsson, LG, Samsung,
Motorola, Fly, Sagem, HP, I Mate, Dopod, HTC and Blackberry are
available at the store. The Mobile Store has also tied up with all leading
operators including Airtel, Vodafone, BPL, Idea, MTNL/BSNL and
Reliance, Tata Indicom.
All major handset brands like Nokia, Sony Ericsson, LG, Samsung,
Motorola, Fly, Sagem, HP, I mate, Dopod, HTC and Blackberry are
available at the store. The Mobile Store has also tied up with all leading
operators including Airtel, Vodafone, BPL, Idea, MTNL/BSNL and
Reliance, TataIndicom.
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INTRODUCTION-WHY VIRGIN MOBILE?
Virgin has promoted itself as the brand for young India, keeping the Indian
youth as its target customer segment. The idea behind targeting this segment
can be found inherited in virgin’s business model. The different marketing
perspectives are explained in fig 1.
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3) Increased use of data services in future due to technological
advancements.
Tata
Online Retail
Teleservice
Bluedart selling Access
s
Samsung
VIRGIN MOBILE
BRAND
Virgin mobile has communicated itself as the youth oriented brand of India
through various communication channels. They are:
b) Red and vibrant website look with youth focused language (Fig 2)
d) Getting paid for incoming calls: a source of recharge option for youth
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Fig 2. Virgin Mobile website depicting youth flavor
TARGET MARKET:
The Virgin Mobile Brand, targets Indian youth aged between 14 and 25
years. There are 215 million people in this age group. Out of this, 70 million
own a mobile phone and this segment is expected to add another 50 million
new subscribers in the next three years. Though young subscribers constitute
only 30 percent of the total mobile subscribers, they contribute more than 50
percent of the revenues of telecom industry. By 2010 this group is expected
to contribute 60-70 percent of total revenues.
The distinct mobile phone usage habits of the young users provide a huge
advantage to Virgin Mobile. They make more and longer out-bound voice
calls, which means huge billing potential for service providers. The usage of
SMS, data services in the form of mobile internet, mobile shopping and
other value added services like ring tones, caller tunes, wallpapers, etc are
very high in this group which again provides a huge opportunity to be
tapped. Moreover young users have a short handset up gradation cycle-under
12 months as compared to two years for people above 25 years of age.
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CUSTOMER ACQUISITION AND RETENTION
STRATEGIES:
The company knows that they are trying to position themselves into a very
established and competitive market. They understand the fact that they
cannot start making profit from day one neither they have plans for it; they
anticipate to achieve a subscriber base of 5 million in next three years and
will make profit afterwards they will be able to break even in three year or
so.
According to the patron, Sir Richard “We want to deliver a more tailored
and relevant offering for a single segment.” Company targets only 10% of
the above mentioned segment and have plans to acquire and retain them by
various innovative propositions, some of them are-
c) A brand truly meant for the young India which is reflected at each &
every touch point.
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f) Go online facility for enquiry, purchasing phone, recharging and
everything.
c) One customer care officer dedicated for all queries of one customer
leading to transparency.
f) No monthly bills.
Various steps that Virgin is taking to add value to the customer are on price,
quality, technology and social front. Company is providing the best prices in
whichever plan you go, quality of signals is not only comparable but better
than most of the service providers, on technology front it is the first in India
to go for one-touch VAS access from every Virgin Mobile .
MARKETING MIX:
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Product: Virgin Mobile offers six RUIM enabled handsets with colour
screen, FM radio and include one touch access for V bytes-Virgin Mobile’s
VAS portal.
Price: The handsets are priced in the range of Rs2000-5000.The call tariff is
very nominal which is 50p per call both local and STD subject to terms and
conditions.
Place: The focus of Virgin Mobile on customer acquisition has so far been
in the top 60 cities of India and is set to extend to more cities. The product
is available across a host of modern retail outlets The Mobile Store, Hotspot,
RPG Cellucom, Croma etc.
Promotion: Virgin Mobile entered the Indian market in grand style. The
company surprised the readers of a leading Indian daily when all the
headlines on the front page were in the colour red. Virgin Mobile has used a
very vibrant colour to relate itself with the targeted market. Apart from
traditional media, internet and outdoor youth centric advertising has been
used wisely to attract the targeted audience.
DISTRIBUTION CHANNEL:
Virgin mobile makes its products available to the customer by both retail
stores and online distribution.
Selective Distribution:
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Virgin mobile has selected some retail outlets to distribute its products. It
does not follow the strategy of intensive and exclusive distribution. The
strategy of selective distribution helps the company gain optimum market
coverage and more control but at a lesser cost than intensive distribution.
Online Distribution:
Virgin Mobile India has announced that customers can now buy Virgin
Mobile branded products and services online. They just need to select the
handset, plan and number of their choice by filling an online form. Post the
payment transaction, handsets will be delivered to the customer within 24 -
48 hours and the requisite documents for proof of identity will be collected
in person. Customers taking advantage of online shopping will also be
offered additional talk time, extra messages as well as other freebies.
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• Customization becomes easier and feasible which adds to the customer
value.
• Re-aggregation occurs in the sense that companies today encourage
customers to lodge their complaints or send their queries on the net.
These are then routed to another site where they are dealt with
immediately in a seamless manner. So it helps in improving the
overall efficiency of the channel.
For the delivery of the ordered products Virgin Mobile has tied up
with Blue Dart .
COMPETITION:
Virgin Mobile has entered into a very competitive industry where Airtel,
Vodafone and Reliance are the dominant players. Virgin Mobile faces stiff
competition from Reliance CDMA phones. Virgin Mobile have taken a
‘hatke’ route and launched the brand in the youth segment. The tie up with
Tata Teleservices enables it to fight competition as the network quality of
Tata Teleservices was ranked first by DOT. The company is spending huge
chunks of money to promote their VAS services and it would be interesting
to watch out what Virgin Mobile plans to offer.
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Objective of the Study
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Objective of the Study
Objective of project:
Primary objective:
Secondary objectives
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Scopes:
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Review of literature
Marketing is a societal process which discerns consumers' wants, focusing
on a product or service to fulfil those wants, attempting to move the
consumers toward the products or services offered. Marketing is
fundamental to any businesses growth. The marketing teams (marketers) are
tasked to create consumer awareness of the products or services through
marketing techniques. Unless it pays due attention to its products and
services and consumers' techniques. Unless it pays due attention to its
products and services and consumers'
techniques. Unless it pays due attention to its products and services and
consumers' techniques. Unless it pays due attention to its products and
services and consumers' selling. It is also concerned with anticipating the
customers' future needs and wants, which are often discovered through
market research.
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A market-focused, or customer-focused, organization first determines what
its potential customers desire, and then builds the product or service.
Marketing theory and practice is justified in the belief that customers use a
product or service because they have a need, or because it provides a
perceived benefit.
For a marketing plan to be successful, the mix of the four "Ps" must
reflect the wants and desires of the consumers or Shoppers in the target
market. Trying to convince a market segment to buy something they don't
want is extremely expensive and seldom successful. Marketers depend on
insights from marketing research, both formal and informal, to determine
what consumers want and what they are willing to pay for. Marketers hope
that this process will give them a sustainable competitive advantage.
Marketing management is the practical application of this process. The
offer is also an important addition to the 4P's theory.
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number of organizations, especially large US companies, have a Chief
Marketing Officer position, reporting to the Chief Executive Officer.
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Two levels of marketing-
Strategic marketing
Operational marketing
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the Marketing Mix contained 4 elements: product, price, place
and promotion.
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Placement (or distribution): refers to how the product gets to the
customer; for example, point of sale placement or retailing. This fourth P
has also sometimes been called Place, referring to the channel by which a
product or services is sold (e.g. online vs. retail), which geographic
region or industry, to which segment (young adults, families, business
people), etc.
These four elements are often referred to as the marketing mix, [1] which a
marketer can use to craft a marketing plan. The four Ps model is most useful
when marketing low value consumer products. Industrial products, services,
high value consumer products require adjustments to this model. Services
marketing must account for the unique nature of services. Industrial or B2B
marketing must account for the long term contractual agreements that are
typical in supply chain transactions. Relationship marketing attempts to do
this by looking at marketing from a long term relationship perspective rather
than individual transactions.
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Sales promotion-Promotion involves disseminating information about a
product, product line, brand, or company. It is one of the four key aspects of
the marketing mix. Sales promotion is an important component of a
company's marketing communication strategy along with advertising,
public relations, and personal selling. At its core, sales promotion is a
marketing activity that adds to the basic value proposition behind a product
(i.e., getting more for less) for a limited time in order to stimulate consumer
purchasing, selling effectiveness, or the effort of the sales force. As this
definition indicates, sales promotion may be directed either at end
consumers or at selling intermediaries such as retailers or sales crews.
Sales promotion stems from the premise that any brand or service has an
established perceived price or value, the "regular" price or some other
reference value. Sales promotion is believed to change this accepted price-
value relationship by increasing the value and/or lowering the price.
Familiar examples of consumer sales promotion tools include contests and
sweepstakes, branded give-away merchandise, bonus-size packaging,
limited-time discounts, rebates, coupons, free trials, demonstrations, and
point-accumulation systems.
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example, unplanned purchases may be directly related to one or more sales
promotion offers.
In order to understand the basic role and function of sales promotion, one
must differentiate between sales promotion and other components of the
marketing mix. Sales promotion usually operates on a short timeline, uses a
more rational appeal, returns a tangible or real value, fosters an immediate
sale, and contributes highly to profitability. The idea of contribution to
profitability may be confusing. It is simply the ratio between what is spent
on a promotional mix compared to the direct profitability generated by that
expenditure. A few exceptions to the above characteristics do exist. For
example, a sweepstakes might use a very emotional appeal, while a
business-to-business ad may be very rational.
• Above the line promotion: Promotion in the media (e.g. TV, radio,
newspapers, Internet) in which the advertiser pays an advertising
agency to place the ad
• Below the line promotion: All other promotion. Much of this is
intended to be subtle enough that the consumer is unaware that
promotion is taking place. E.g. sponsorship, product placement,
endorsements, sales promotion, merchandising, direct mail, personal
selling, public relations, trade shows
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\Marketing Communication-
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Many forms: Telephone marketing, direct mail, online
marketing, etc.; Four distinctive characteristics: Non-public, Immediate,
Customized, Interactive; Well-suited to highly-targeted marketing efforts.
Indian Telecom industry is one of the fastest growing telecom markets in the
world. In telecom industry, service providers are the main drivers; whereas
equipment manufacturers are witnessing growth and decline in successive
quarters as sales is dependent on order undertaken by the companies.
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Recent things to watch in Indian telecom sector are:
• 3G spectrum auctions
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Research methodology
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Research Methodology
Meaning of Research
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To decide objective of the
study
To decide research
design & application
To decide from of
data collection
To prepare the
research report
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1. To decide objective of the Study:-
This step is also research problem. Problem definition is the most critical
part of the research process. Research problem definition involves
specifying the information needed by management. The main objectives of
the study are:
To find out the level of customer satisfaction with the offers, discount
and services offered by Pristine Inn.
Primary Data
Secondary Data
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Primary data:-
Primary data is the original data collected specifically for the problem.
Questionnaires: -
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Qualitative measures: -
Mechanical devices: -
Secondary data:-
Data potentially useful in solving a current problem but that were collected
for a different purpose.
Contact methods:- Once the sampling plan has been determined, the
marketing researcher must decide how the subject should be contact:
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Mail questionnaire: -
The mail questionnaire is the best way to reach people who would not
give personal interviews or whose responses might be biased or distorted
by the interviewers. Mail questionnaires require simple and clearly
worded questions.
Telephone interview: -
Personal interview: -
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interviews involve stopping people at a shopping mall or busy street
corner and requesting an interview.
Online interviews: -
There is increased use of online methods. There are so many ways to use
the Net to do research. In this method, researcher can include a
questionnaire on its Web site and offer a people to answer the
questionnaire.
For this project survey method was selected which was carried through
person interview. Because information from different customers was
required.
Sample Survey
Census Survey
It is economical
Sample
Method of Sampling:-
In this project, the survey was done within the market that means
probabilistic convenience Sampling was carried out.
After the data was collected it was tabulated, analyzed and interpreted to the
conclusion reach.
Techniques Applied
Bar Chart:- A chart in which the length of the bar represents the amount of
the item associated with the bar.
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Pie Chart:- A circle divided in to sections, such that each section represent
the percentage of the total area of a circle associates with one variable.
Types of Research
Along with this there may be 3 type of research methodology these are :-
They are –
Exploratory Research
Descriptive Research
Casual Research
Exploratory Research
“The objective of this research is to gather preliminary information that will help
us to define the problem and to suggest any hypothesis.”
Which means first we have to define the problem and research objective? Then we
have to develop the research plan for collecting information. Now after collection
data we have to interpret those data for any suggestion,
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Limitation
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Dull process and unwilling respondent also affect the result of
the study.
Table No.6.1
Figu
re
No.6.1
Data
Analysis
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The analysis shows that there is 3% Customer’s opinion for excellent, 30%
for Very good,37% for good and there is also 23% opnion is average and 7
% for poor.
Data Interpretation
Virgin has a large no. of customers those are satisfied with the services, it
increase the customer relationship and also increase the sales of the
company.
Table No.6.2
Data Analysis
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By the analysis we conduct that there is 5% for the excellent, 25%
customer’s opinion for very good,7% for good and also 0% for poor.
Data Interpretation
Service Time
Table No.6.3
Data Analysis
By the analysis there is 3% response for excellent and very good, 47% for
good, 27% for average also there is 20% response for poor.
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Data Interpretation
Table No.6.4
Data Analysis
There is observed by the analysis that 18% opinion for excellent, 23% for
Very good, 39% good and also there is 20% for poor.
Data Interpretation
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Virgin mobile has very good and huge customer care service, by this
customer can easily find the solution of the problem.
Table No.6.5
Data Analysis
By the analysis there is 19% response for excellent, 34% very good, 27%
good and also for 20% poor
Data Interpretation
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Virgin Mobile has good quality of customer care Services, where customer
gets the quick response of his queries; it makes the good relationship
between the company and customer.
Network Quality
Table No.6.6
Data Analysis
The analysis shows that there is 17% response for excellent, 36% for very
good, 26% for good and also 26% response for poor.
Data Interpretation
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Virgin mobile has good network quality; by the analysis it is found that
there is large no. of customers those are highly satisfied with the network
quality of virgin mobile .
Table No.6.7
Excellent 12%
Very Good 38%
Good 28%
Poor 22%
Data Analysis
By the analysis there is 12% response for excellent,38% for very good,28%
response for good, and also 22% response for poor.
Data Interpretation
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Virgin has large no. of satisfied customers by its services and offers. But in
rural area virgin is not so much successful.
Virgin Connection
Data Analysis
Data Interpretation
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Which is the most important factor while using Mobile Service
Table No.6.9
Data Analysis
By the analysis we conduct that there is 42% for price, 33% for mobile handset
compatibility, 12% for mobile service of friends and relatives, 6% for free extra
service like internet download,7% for others.
Data Interpretation
There is large no of customer price conscious and they prefer handset compatibility
like GSM or CDMA.
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Which is the most cost effective Brand?
Table No.6.10
Data Analysis
The analysis shows that there 21% for virgin,24% for reliance,7% for Tata
Indicom, 24% for Airtel,24% for Vodafone.
Data Interpretation
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Table No.6.11
Data Analysis
By the analysis there is 68% response for yes and 32% response for no.
Data Interpretation
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Are you aware of virgin’s paid incoming call plan ?
Table No.6.12
Data Analysis
By the analysis there is 88% response for yes and 12% response for No.
Data Interpretation
Table No.6.13
Data Analysis
By the analysis there is 14% response for yes and 32% response for no and 54%
for can’t say.
Data Interpretation
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There is low customer response for switch to virgin mobile because of the CDMA
compability.
Table No.6.14
Data
Analysis
By the analysis we conduct that 36% response for CDMA technology, 42% for
Limited handset, 8% for Price, 10% for Switching from existing handset, 4 % for
others.
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Data Interpretation
There is huge response for CDMA Technology Problem and also for Limited
handsets.
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Findings
Virgin has a large no. of customers those are satisfied with the
services, it increase the customer relationship and also increase the
sales of the company.
Virgin mobile has very good and huge customer care service, by this
customer can easily find the solution of the problem.
Virgin has large no. of satisfied customers by its services and offers.
But in rural area virgin is not so much successful.
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Virgin is most cost effective brand.
Conclusion
&
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Suggestions
Telecom industry is seeing a rise as the trend goes and has potential for growth.
Taking into account the tele-density of 38.88% there is still unexplored market.
The competition is fierce with around 10 Service providers in most of the 18
circles and also the implementation of MNP. The service providers have to be
different and have to stick to strict service norms and provide excellent customer
service in order to hold on to the market share. Thus there is intense competition in
the market but at the same time scope for development in rural areas. Airtel, Idea
and Vodafone have taken up initiatives to provide customized connections to Rural
customers like Motor pumps control system, loud speaker phone for illiterates and
so on.
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In a few words Telecom sector has a lot of scope for growth and the customers at
the same time have the benefit to choose from a wide range of service providers
offering various plans targeted to specific customers
It can be said that Virgin has created its image in a very short period in
Allahabad.
It is attracting the customers with its good services. Most of the customer
satisfied by Virgin mobile services and facilities.
Suggestions
Virgin should try to promote its latest plans like 50 paisa STD calls in
advertisements.
Making customers aware about latest pricing will increase its market share in
terms of cost effectiveness.
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Virgin should try to tap 14% of customer base who want to switch to virgin
but not able to switch because of existing non-compatible handset.
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Annexure
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Q.No.1: Is the delivery point user friendly?
a) Yes
b) No
Name:
Address:
Contact No
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1. Do you own a virgin mobile connection?
a) Yes b) No
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6. If not a virgin customer, will you like to switch to virgin?
a) Yes b) No
c) Can't say
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Bibliography
BOOKS
1 .Marketing Management
Paramhans Foundation First Edition, 1992
2. Research Methodology
C.R.Kothari Second Edition, 1993
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3. Marketing Management
Philip Kotler Tenth Edition, 1999
4. Fundamentals of Statistics
D.N.Elhance Present Edition, 1992
REFRENCES
3. www.virginmobile.com
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