rcom project report by gaurav singh(lucknow)
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Brief StudyOn
TELECOM SERVICES OF RELI NCE
COMMUNICATION
PROJECT REPORT
Submitted for Partial fulfillment for the Award of the
Degree of
BACHELOR OF BUSINESS ADMINISTRATION
(2007 2010)
INTERNET INSTITUTE FOR SPECIAL EDUCATION
Kanchana Bihari Marg, Kalyanpur, LUCKNOW
Presented to:
Presented by:
Mr. AMRIT ANAND
GAURAV SINGH
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(Project Head) (Student
of IISE, Lucknow)
ACKNOWLEDGEMENT
An undertaking of work life, this is never an outcome of a single person; rather it bearsthe imprints of a number of people who directly or indirectly helped me in completing thepresent study. I would be failing in my duties if I dont say a word of thanks to all thosewho made my training period educative and pleasurable one.
Iam thankful to RELIANCE COMMUNICATIONS, for giving me an opportunity to dosummer training in the company. I have gained enriching experiences, learned a lot andbecome more matured as an individual.
I am deeply indebted to my project guide Mr. Amrit Anand (Project Head) , for givingme his valuable time, advice, guidance, encouragement and help during the course ofmy project.
My heart full thanks to the whole staff and customers (Corporate) of Reliance
Communication Ltd, who gave me continuous support in every possible manner to gainpractical knowledge in Industry.
Finally I would like thank all lecturers, friends and my family for the kind of support andto all who directly or indirectly helped me in preparing this project report and special
thanks to website- www.rcom.co.in.
And at last I am thankful to all divine light and my parents, who kept my Motivation andzest for knowledge always high through the tides of time.
Date:
http://www.rcom.co.in/http://www.rcom.co.in/ -
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Place: LUCKNOW GAURAV SINGH
CERTIFICATEOF ORIGINALITY
This is to certify that the project entitled TELECOM SERVICE INRELIANCE COMMUNICATION, being submitted for the partial fulfillmentof degree of B.B.A 2007-2010, is a record of work carried out by ShilpiSaxena under my guidance and supervision.
This is to further certify that the student has attended the Reliance
Communications, Lucknow for the 7 weeks after the fourth semester
theory exams. Her work has been satisfactory and commendable.
I wish him success in his life.
Mr. Amrit Anand(Project Head)
H.R. DepartmentReliance Communication.
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.
CERTIFICATE OF COMPLETION
This is to certify that Mr. Gaurav Singh, 5th semester of IISE, Lucknow, hasundergone training from 29th June 2009 to 15th August 2009 at RelianceCommunications, Lucknow under my specialized guidance and wasworking on project entitled TELECOM SERVICE IN RELIANCECOMMUNICATION.
During this period he has successfully completed the project according tothe requirements specified, and report duly submitted. I am very pleasedwith the quality of work, which he has shown, and wishes him the best forhis future.
Date:Mr. Amrit Anand
Project Head Place:H.R. Department Reliance Communications
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DECLARATION
I GAURAV SINGH, hereby declare that the report of the project entitledTELECOM SERVICE IN RELIANCE COMMUNICATION has not been
presented as a part of any other academic work, to get my degree or
certificate, except IISE, Lucknow for the fulfillment of the degree of
Bachelor of Business Administration.
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GAURAV SINGH
PREFACE
These days institutes have started giving more stress on the management
training , as it is the interface of a management student with the culture ofthe corporate world and it also gives the first hand experience to use the
knowledge acquired by them in the corporate world.
My institute has also been looking in the same direction and is determined
to produce quality students who have a balanced knowledge of both
theoretical aspects and the practical knowledge as well.
Herein I got to do a project for the Reliance Communication, which was
basically to know theTelecom Service in Reliance Communication.
The main objective of the project is to study the Telecom Services at
Reliance Communications. The project also gives detailed information
about Reliance Communications through the history of RelianceCommunications which also highlights the recent trend followed by the
Reliance Communications.
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CONTENTS
Chapter 1 Companys Profile
1. Overview
2. Vision
3. Chairmans Profile
4. Business
5. Reliance Group
6. Organisational Setup
Chapter 2 Main Studies
1. Introduction of the Topic
2. Apply Six Sigma
3. The problems being faced
4. What does Company expect to do by solving the problem
Chapter 3 Methodologies
1. Research problem
2. Research Objective & sub- objective
3. Information Requirement4. Sources of information
5. Product & schemes
6. Research methodology
Chapter 4 Data Analysis & Interpretation
1. Data Interpretation & Finding of customer Survey
2. Market share of mobile subscribers
3. Performance Snapshot
Chapter 5 Conclusions
1. Conclusion
2. Finding
Chapter 6 Suggestions Appendices
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1. Bibliography
2. Questionnaire
CHAPTER - 1
Companys Profile
1. Overview2. Vision
3. Chairmans Profile
4. Business
5. Reliance Group
6. Organizational Setup
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1.Overview
The Late Dhirubhai Ambani dreamt of a digital India an India where the common manwould have access to affordable means of information and communication. Dhirubhai,who single-handedly built Indias largest private sector company virtually from scratch,had stated as early as 1999: Make the tools of information and communicationavailable to people at an affordable cost. They will overcome the handicaps of illiteracyand lack of mobility.
It was with this belief in mind that Reliance Communications (formerly RelianceInfocomm) started laying 60,000 route kilometres of a pan-India fibre optic backbone.This backbone was commissioned on 28 December 2002, the auspicious occasion ofDhirubhais 70th birthday, though sadly after his unexpected demise on 6 July 2002.
Reliance Communications has a reliable, high-capacity, integrated (both wireless andwireline) and convergent (voice, data and video) digital network. It is capable ofdelivering a range of services spanning the entire infocomm (information andcommunication) value chain, including infrastructure and services for enterprises aswell as individuals, applications, and consulting.
Today, Reliance Communications is revolutionising the way India communicates andnetworks, truly bringing about a new way of life.
2.Vision
We will leverage our strengths to execute complex global-scale projects to facilitateleading-edge information and communication services affordable to all individualconsumers and businesses in India.
We will offer unparalleled value to create customer delight and enhance businessproductivity.
We will also generate value for our capabilities beyond Indian borders and enablemillions of India's knowledge workers to deliver their services globally.
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3.Chairmans Profile
Anil D. Ambani
Regarded as one of the foremost corporate leaders of contemporary India,Shri Anil DAmbani, 48, is the chairman of all listed companies of the Reliance ADA Group, namely, RelianceCommunications, Reliance Capital, Reliance Energy and Reliance Natural Resources limited.
He is also Chairman of the Board of Governors of Dhirubhai Ambani Institute of Information andCommunication Technology, Gandhi Nagar, Gujarat.
Till recently, he also held the post of Vice Chairman and Managing Director of Reliance IndustriesLimited (RIL), Indias largest private sector enterprise.
Anil D Ambani joined Reliance in 1983 as Co-Chief Executive Officer, and was centrally involved inevery aspect of the companys management over the next 22 years.
He is credited with having pioneered a number of path-breaking financial innovations in the Indian
capital markets. He spearheaded the countrys first forays into the overseas capital markets withinternational public offerings of global depositary receipts, convertibles and bonds. Starting in 1991,he directed Reliance Industries in its efforts to raise over US$ 2 billion. He also steered the 100-yearYankee bond issue for the company in January 1997.
He is a member of:
Wharton Board of Overseers, The Wharton School, USA
Central Advisory Committee, Central Electricity Regulatory Commission
Board of Governors, Indian Institute of Management, Ahmedabad
Board of Governors Indian Institute of Technology, Kanpur
In June 2004, he was elected for a six-year term as an independent member of the Rajya Sabha,Upper House of Indias Parliament a position he chose to resign voluntarily on March 25, 2006.
Awards and Achievements: Conferred the CEO of the Year 2004 in the Platts Global Energy Awards Rated as one of Indias Most Admired CEOs for the sixth consecutive year in the Business
Barons TNS Mode opinion poll, 2004 Conferred The Entrepreneur of the Decade Award by the Bombay Management
Association, October 2002 Awarded the First Wharton Indian Alumni Award by the Wharton India Economic Forum
(WIEF) in recognition of his contribution to the establishment of Reliance as a global leader inmany of its business areas, December 2001.
1.Business
Reliance Communications is the flagship company of the Anil Dhirubhai Ambani Group (ADAG) ofcompanies. Listed on the National Stock Exchange and the Bombay Stock Exchange, it is Indias
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leading integrated telecommunication company with over 85 million customers.
Our business encompasses a complete range of telecom services covering mobile and fixed linetelephony. It includes broadband, national and international long distance services and data servicesalong with an exhaustive range of value-added services and applications. Our constant endeavour isto achieve customer delight by enhancing the productivity of the enterprises and individuals weserve.
Reliance Mobile (formerly Reliance India Mobile), launched on 28 December 2002, coinciding withthe joyous occasion of the late Dhirubhai Ambanis 70th birthday, was among the initial initiatives ofReliance Communications. It marked the auspicious beginning of Dhirubhais dream of ushering in adigital revolution in India. Today, we can proudly claim that we were instrumental in harnessing thetrue power of information and communication, by bestowing it in the hands of the common man ataffordable rates.
We endeavour to further extend our efforts beyond the traditional value chain by developing anddeploying complete telecom solutions for the entire spectrum of society.
2.Reliance GroupReliance Anil Dhirubhai Ambani Group, an offshoot of the Reliance Group founded by ShriDhirubhai H Ambani (1932-2002), ranks among Indias top three private sector business houses interms of net worth. The group has business interests that range from telecommunications (RelianceCommunications Limited) to financial services (Reliance Capital Ltd) and the generation anddistribution of power (Reliance Infrastructure Limited).
Reliance ADA Groups flagship company, Reliance Communications, is India's largest privatesector information and communications company, with over 85 million subscribers. It has establisheda pan-India, high-capacity, integrated (wireless and wireline), convergent (voice, data and video)
digital network, to offer services spanning the entire infocomm value chain.
Other major group companies Reliance Capital and Reliance Infrastructure are widelyacknowledged as the market leaders in their respective areas of operation.
Reliance Energy Ltd.Reliance Mutual Fund
http://rel.co.in/http://www.reliancemutual.com/http://www.reliancemutual.com/http://rel.co.in/http://rel.co.in/http://www.reliancemutual.com/ -
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Harmony
Reliance Communications
Reliance Life InsuranceReliance Anil Dhirubhai Ambani Group
Reliance General InsuranceReliance Portfolio Management Service
Reliance Big Entertainment
3.Organizational Structure
http://www.harmonyindia.org/http://www.rcom.co.in/http://www.reliancelife.co.in/http://www.relianceadagroup.com/http://www.reliancegeneral.co.in/insurance/home.htmlhttps://www.reliancepms.com/webfincrm/login.jsp;jsessionid=F0A3B295058BD4A2CDDE976E5C6F4D4Fhttp://www.rbe.co.in/http://www.rbe.co.in/https://www.reliancepms.com/webfincrm/login.jsp;jsessionid=F0A3B295058BD4A2CDDE976E5C6F4D4Fhttp://www.reliancegeneral.co.in/insurance/home.htmlhttp://www.relianceadagroup.com/http://www.reliancelife.co.in/http://www.rcom.co.in/http://www.harmonyindia.org/http://www.harmonyindia.org/http://www.rcom.co.in/http://www.reliancelife.co.in/http://www.relianceadagroup.com/http://www.reliancegeneral.co.in/insurance/home.htmlhttps://www.reliancepms.com/webfincrm/login.jsp;jsessionid=F0A3B295058BD4A2CDDE976E5C6F4D4Fhttp://www.rbe.co.in/ -
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CHAPTER 2
Main Studies
1. Introduction of the topic2. Apply Six Sigma3. The problems being faced4. What does company expect to
do by solving the problem
1. Introduction of the topic
What is SWOT Analysis?
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SWOT analysis is a basic, straightforward model that provides direction and serves as a basis forthe development of marketing plans. It accomplishes this by assessing an organizations strengths(what an organization can do) and weaknesses (what an organization cannot do) in addition toopportunities (potential favorable conditions for an organization) and threats (potential unfavorableconditions for an organization). SWOT analysis is an important step in planning and its value is oftenunderestimated despite the simplicity in creation. The role of SWOT analysis is to take theinformation from the environmental analysis and separate it into internal issues (strengths andweaknesses) and external issues (opportunities and threats). Once this is completed, SWOT
analysis determines if the information indicates something that will assist the firm in accomplishingits objectives (a strength or opportunity).
SWOT analysis is a general technique which can be applied across diverse functions and activities,but it is particularly appropriate to the early stages of planning for a TIPD visit. Performing SWOTanalysis involves generating and recording the strengths, weaknesses, opportunities, and threatsrelating to a given task. It is customary for the analysis to take account of internal resources andcapabilities (strengths and weaknesses) and factors external to the organization (opportunities andthreats).
SWOT analysis can provide:
A framework for identifying and analyzing strengths, weaknesses, opportunities and threats.
This checklist is for those carrying out, or participating in, SWOT analysis. It is a simple, populartechnique which can be used in preparing or amending plans, in problem solving and decisionmaking.
Illustrative diagram of SWOT analysis If SWOT analysis does not start with defining a desired endstate or objective, it runs the risk of being useless. A SWOT analysis may be incorporated into thestrategic planning model. An example of a strategic planning technique that incorporates anobjective-driven SWOT analysis is SCAN analysis. Strategic Planning, including SWOT and SCANanalysis, has been the subject of much research.
Strengths: attributes of the organization those are helpful to achieving the objective.Weaknesses: attributes of the organization those are harmful to achieving the objective.Opportunities: external conditions those are helpful to achieving the objective.Threats: external conditions that is harmful to achieving the objective.
SWOT analysis can be used for all sorts of decision-making, and the SWOT template enablesproactive thinking, rather than relying on habitual or instinctive reactions.
The SWOT analysis template is normally presented as a grid, comprising four sections, one for eachof the SWOT headings: Strengths, Weaknesses, Opportunities, and Threats. The free SWOTtemplate below includes sample questions, whose answers are inserted into the relevant section ofthe SWOT grid. The questions are examples, or discussion points, and obviously can be altereddepending on the subject of the SWOT analysis. Note that many of the SWOT questions are also
talking points for other headings - use them as you find most helpful, and make up your own to suitthe issue being analyzed. It is important to clearly identify the subject of a SWOT analysis, becausea SWOT analysis is a perspective of one thing, be it a company, a product, a proposition, and idea,a method, or option, etc.
Here are some examples of what a SWOT analysis can be used to assess:
a company (its position in the market, commercial viability, etc)
a method of sales distribution
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a product or brand
a business idea
a strategic option, such as entering a new market or launching a new product
a opportunity to make an acquisition
a potential partnership
changing a supplier outsourcing a service, activity or resource
an investment opportunity
RELIANCE COMMUNICATION LIMITED
1. Apply Six Sigma(Fishbone diagram)
STRENGTH
Low entry cost
Commission structure
Fast activation process
Network
Connectivity
Data GPRS
WEAKNESS
Branding image
Distribution problem
Limited product portfolio only
mobile
Lack of competitive strength
Limited budget
OPPORTUNITY
Preference of GSM over CDMA
New specialist application
Rural telephony
New market, vertical , horizontal
Competitors vulnerabilities
THREAT
Political destabilization
New entrants
IT development
Market demand
Seasonality, Weather effects
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2. Problems being faced
Lack of communication between retailers and distributor
Lack of improper distribution channel
Competitors
Not regular visit of DSE and Runner
All retailers are not aware of new scheme of RCOM
Lack of sales promotion and advertisement
Retailer doesnt get claim at proper time
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No visit of TSM or any other person to the retailers shop
3. What does company expect to do
by solving the problem
Customer Satisfaction
Retailer Satisfaction Increase in Sale
Sales Promotion
Proper Distribution Channel
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CHAPTER 3
Methodologies1. Research problem
2. Research objective & sub - objective
3. Information requirement
4. Sources of information
5. Product & schemes
6. Research methodology
1. Research problem
Collection of Data of other companies Tata indicom, Airtel & BSNL
Retailers some time gives wrong data
Limitation of time and money
1. Research objective & sub objective
Objective
To know the demand of Rcom bundle offer along with LGRD 3000 and 6100 as
Ill as the demand of Rcom Bachat pack Sim in the market
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To help in development and introduction of new product
To identify the company position among competitors
To determine those factors which persuade retailers for sale of RCOM
sims/product
To find out which type of schemes retailers prefer and why?
To study the effect of irregular supply on the sale of the product
Sub objective
To compare the Airtel and Tata indicom Bundle offer with RDLG 3000, 3500 &
6100 for analyzing the status of RCOM Bundle Offer
To identify the Market share of RCOM
To find out the basic problems of retailers
To find out the performance of Distributor
To find out the basic problems of Channel of Distributor
To find out the Claims pending of Retailers
1. Information requirement
Complete Price structure of Rcom, Airtel & Tata indi.offer which includes:
Sim Processing Fees
Discount Offered
Schemes offered
Service Tax
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2. Sources of information
Data collected from the Company
Secondary Data
Internet
Retailers
Distributor
Sales Executives
Other Trainees (Runner)
3. Products & Schemes
RELIANCE PRODUCT
Reliance Base Phone
Reliance Mobile
Reliance Data Card
Reliance Voucher, E-Recharge
Reliance PCO
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Reliance Broad Band
RELIANCE SCHEMES
Postpaid Plans
STD LOCAL STD STD + ROAMING
Plan nameRIO 129 My local 299R My STD 375R My truly unlimited
on net
Rental 129 299 375 995
Clip 0 0 0
Plan Charges 0
Monthly commitment 129 299 375 995
Free SMS(Rs)0
Rs 995 worth local &national SMS
Free intra circle talk time worthRs. NA
Rs 150 Local onnet &Rs 150 local offnet Rs 375
Intra circle
On Net 1 0.50 0.5 0
Cell 1 0.50 0.5 0.5
Fixed 1 0.50 0.5 0.5
Inter circle
On Net 1 1.5 1 0
Cell 1 1.5 1 1
Fixed 1 1.5 1 1
International
US, Canada,Fixed Lines inEurope,Australia,Newzealandand South East Asia
6.00 6.40 6.40 6.40
Mobile phones in Europe,SAARC,Gulf,MiddleEast,UAE,Africa and Rest ofthe world.
8.00 9.19 9.19 9.19
Bissau,Nauru,Norflokisland,SaoTome,Sakhalin,SolomomnIsland,Tokelau,Tuvalu,Vanuatu
40.00 40.00 40.00 40.00
Rate /SMS(164 characters)
Local SMS 1 1 1 1
National SMS 2 2 2 2
International SMS 5 5 5 5
Onnet Pack Rental
First 1000 Mins Free-RIM andFWP then 15paise.
225 150 125 99
SMS Onnet Pack Rental 50 50 50 50
Roaming Rates
Local
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Onnet 1 1 1 Free
Off net 1 1 1 0.5
Landine 1 1 1 0.5
STD1.5 1.5 1.5
On net free / Others1/min
Incoming 1 1 1 0
Prepaid Plans
Benefit MRP
All calls @ Rs.1 Rs.35
Reduces Local call rates upto 30% Rs.49
Reduces Local call rates upto 50%. All STD & Roaming Calls @ Rs.1 Rs.79
Reduces Local call rates upto 30%. All STD & Roaming Calls @ Rs.1 + Get Talktime Rs.98
Unlimited calling to any Local Reliance Mobile Rs.249
Unlimited calling to any Reliance Mobile anywhere in India Rs.999
MRP Rs.999 Rs.249 Rs. 195 Rs. 144Rs.99
Rs. 79Rs.49
Rs. 34 Rs. 35 Rs. 39
Benefit avilable for(Days) 30 30 30 180 30 30 30 30 30 30
Local
Reliance Mobile(CDMA Only)
Free Free1000
minutesfree
Rs.0.60
Rs.0.33
Rs.0.50
Rs.0.33
Rs.0.60 Rs.1.00Rs.0.50 (2n
min onwardReliance Fixed
Rs.0.50
Rs.0.49
Rs. 0.99Other Mobile Rs.0.49
Rs.0.49Other Fixed
STD
Reliance Mobile(CDMA Only)
Free
Rs.1.50
Rs. 1.50Rs.1.20
Rs.0.99
Rs.1.00
Rs.1.50
Rs.1.20
Rs.1.00
Rs.0.50 (2nmin onward
Reliance Fixed
Rs.1.00
Other Mobile
Other Fixed
Roaming
All Incoming &Local Outgoingcalls
Rs. 1.00
All STD Outgoingcalls
Rs.1.50
Rs.1.50
Rs. 1.50Rs.1.50
Rs.1.00
Rs.1.00
Rs.1.50
Rs.1.50
Rs.1.50
Rs. 1.50
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Prepaid Tariff
Base Plan Tariff
All Local Calls Rs.0.99
All STD Calls Rs.1.50
RoamingAll Incoming & Local Outgoing calls Rs.1.00
All STD Outgoing calls Rs.1.50
Recharge Vouchers - Base Plans
MRP Talktime Validity (Days)
Rs.151 Rs.59.39 30
Rs.175 Rs.79.83 14
Rs.205 Rs.107.45 30
Rs.350 Rs.161.67 30
Recharge Vouchers - Unlimited On-Net Plan
MRP Rs.399
Talktime Rs.175.00
Validity (Days) 30
Tariff
Local
Reliance Mobile (CDMAOnly)
Free
Reliance Fixed Rs.0.49
Other Mobiles Rs.0.49
Other Fixed Rs.0.49
STD All Calls Rs.1.50
Reliance Broadband
Tariff PlanMonthlyRental
Free UsageBundled/Month
Extra Usage RoamingEffective Rental inMoney back offer(for 12 months)Anytime/Day
UsageNightUsage
Broadband+ Pay as you go Rs. 299/- Nil Nil Rs. 2 / MB Nationwide* Rs. 299/-
Broadband+ 512 MB Rs. 499/- 512 MB Nil Rs. 2 / MB Nationwide Rs. 499/-
Broadband+ 10GB @ Night Rs. 499/- Nil 10 GB Rs. 0.5/Min Nationwide Rs. 499/-
Broadband+ 1 GB Rs. 650/- 1 GB Nil Rs. 2 / MB Nationwide Rs. 650/-
Broadband+ 2 GB Rs. 750/- 2 GB Nil Rs. 2 / MB Nationwide Rs. 750/-
Broadband+ 3 GB Rs. 850/- 3 GB Nil Rs. 2 / MB Nationwide Rs. 850/-
Broadband+ 1 GB day, 10 GBNight
Rs. 849/- 1 GB 10 GB Rs. 2 / MB Nationwide Rs. 849/-
Broadband+ 2 GB day, 10 GBNight
Rs. 949/- 2 GB 10 GB Rs. 2 / MB Nationwide Rs. 949/-
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Broadband+ 3 GB day, 10 GBNight
Rs. 1049/- 3 GB 10 GB Rs. 2 / MB Nationwide Rs. 849/-
Broadband+ 5 GB Rs. 1099/- 5 GB Nil Rs. 2 / MB Nationwide Rs. 899/-
Broadband+ 10 GB City Rs. 1099/- 10 GB Nil Rs. 2 / MB Citywide Rs. 899/-
Broadband+ 5 GB day, 10 GBNight
Rs. 1298/- 5 GB 10 GB Rs. 2 / MB Nationwide Rs. 1098/-
Broadband+ 10 GB day, 10 GBNight City
Rs. 1298/- 10 GB 10 GB Rs. 2 / MB Citywide Rs. 1098/-
Broadband+ 10 GB Rs. 1250/- 10 GB Nil Rs. 2 / MB Nationwide Rs. 1050/-
Broadband+ 10 GB day, 10 GBNight
Rs. 1449/- 10 GB 10 GB Rs. 2 / MB Nationwide Rs. 1249/-
Broadband+ 15 GB Rs. 1750/- 15 GB Nil Rs. 2 / MB Nationwide Rs. 1550/-
Day usage - 6 AM to 10 PM ; Night Usage - 10 PM - 6 AM
1. Research Methodology
Research methodology is a way to systematically do the job. It may be understood
as a science of studying how research is done scientifically. The most desirable
approach with regards to the selection of the research methodology depends on the
nature of particular work, time and resources available along with the desire level of
accuracy.
Research Type Descriptive Research
Data Source Primary Data
Research Instrument Questionnaires
Type of Questionnaire Structured
Sampling Unit Retailer
Sampling Method Judgmental
Contact Method Personal Interview
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CHAPTER 4
Data Analysis & Interpretation
1. Data interpretation & finding of
customer survey
2. Market share of mobile subscribers
3. Performance snapshot
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1. Data interpretation & finding of
customer survey
Age group Tabulating in percentage the age group of customers
Age Group Percentage (%)
18 - 25 25
28 - 35 47
36 - 45 22
Above 45 6
Above figure shows that researcher having surveyed 18 respondents, 25% belong
to age group 18-28%, 47% belong to age group 28-35%, belong to age group 36-
45 and 6% above age of 45.
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Income Level Tabulation
Income Group Percentage (%)
8000 42
8000 - 12000 34
12000 - 20000 18
Above 20000 6
The above analysis shows that 42% of the respondents belonged to the 8000/- and below
income category, 34% belonged to Rs.8000 to 12000 and 18% belonged to 12000-20000
And 6% above income of 20000/-.
Percentages of customer who are prospective take of a particular service
Company Percentage (%)
AIRTEL 40
RIM 5
BSNL 25
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IDEA 2
VODAFONE 31
VIRGIN 2
It was found in the survey that 55% of the respondents intended to purchase either
AirTel or Rim services in the future. Out of this 55% more than (that is 30% of
the whole sample size) intended to purchase AirTel and 25% intended to purchase
RIM
Scaling About RCOMM Service
Scale Percentage (%)
Very good 20
Good 25
Satisfactory 40
Poor 10
Cant say 5
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The survey revealed that 40% of the respondents service RIM as satisfactory. This
is a telling comment. However the survey also found out that 20% and 25% of the
respondents service RIM as very good and good respectively. There were 5% of
the respondents who had nothing to say about the RIM. This is due to low service
awareness and low penetration level.
2. Market share of mobile subscribers
Market share of CDMA in LUCKNOW
RCOMM 70% Tata 30%
Market share of GSM in LUCKNOW
Airtel 40%
BSNL 25%
Virgin 2%
RCOMM 5%
Idea 3%
Vodafone 31%
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Tata indicom 2%
3. Performance Snapshot
Particulars Units
12 months period endedQuarter
ended
March 2007 March 2008 March 2009June 30, 2009
(Q1 FY10)
Total subscribers
Cosolidated financials
Revenue
EBITDA
Cash profit from
operations
Profit before income
taxes
Net profit
Total fixed assests
000s
Rs. mn
Rs. mn
Rs. mn
Rs. mn
Rs. mn
Rs. mn
28.007
144.683
57.207
56.291
32.247
31.632
330.423
45.794
190.678
81.991
82.064
70.762
54.011
523.126
72.666
229.411
92.875
100.789
61.353
59.077
729.476
79.616
61.452
24.525
28.353
19.475
16.366
716.059
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Shareholders equity
Net debt
Key ratios
EBITDA margin
Net profit margin
Return on networth
Net debt to funded
equity ratio
KPIs
Wireless APRU
Wireless RPM
Wireless MoU per sub
Long distance minutes
Rs. mn
Rs. mn
%
%
%
Times
Rs.
Rs.
Min/month
Mn min
202.719
18.238
39.5%
21.9%
26.8%
0.09
371
0.74
503
23.238
254.609
99.700
43.0%
28.3%
33.7%
0.39
340
0.74
460
30.045
370.003
225.943
40.5%
25.8%
37.1%
0.61
244
0.63
389
39.724
377.165
221.630
39.9%
26.6%
39.7%
0.59
210
0.58
365
12.558
*APRU - Average revenue per user
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CHAPTER 5
Conclusions
1. Conclusion
2. Finding
1. Conclusion
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Indian economy is an emerging one and is growing very fast at the average GDPrate 8-9% so in this emerging market competition level among telecommunication
services provides new players are coming who will necessarily intensify the
competition. New products and new schemes are being offered by the telecom
service providers. The need for large information capacity has grown tremendouslydue to the demand of real time information. Telecommunication has now become a
major information transmission system and telecom has undoubtedly emerged as the
most important industry in India. Indian telecom companies are putting in their best
offer to rope in major telecom operators of the world e.g. Vodafone, Aircel and MTN
etc. are playing their role in synergy with the operation of the Indian companies.
Process of acquisition and merger are in process and future will be only for those
companies who have an edge over others in the field. Service provided and the
better quality of network etc. is provided at affordable cost. In this process of
competition it is assumed that only those companies will survive who adopt suitable
market strategy and technology innovation and up gradation to suit the aspiration anddemand of the consumer.
RCOM cellular ltd. an Anil Ambani Group of cos. is very fast catching up with the
market by providing cheaper calling rates. The market strategies adopted by its
executives are bearing fruits and the company although being the Second one to
enter the market of Bihar & Jharkhand has found a suitable niche and recognition in
the consumer. But this is not a thing for self contentment as the survey reveals that in
network, service and distributor, its place is very far behind to other competitors viz.
Airtel, BSNL, and Tata indicom etc. so to withstand the competition resourcesmobilization and technological innovation on the part of cos. To upgrade its quality of
network and services is urgently called for.
Market access and growth is alright but the improvement of quality on the above
counts is necessity of the time.
2.Finding
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Services provided by Retailers:
All the retailers are dealing in all services i.e. providing Recharge Voucher, SIM,
and Tariff Voucher of all the cellular service companies present in Bangalore zone.
Also most of them provide only pre-paid connection.
Satisfaction:
Most of the retailers i.e. around 74% of respondents are satisfied with RCOMM
brand, 10% of them push RCOMM brand to the customer and rest 16% retailers are
not satisfied with RCOMM brand due to claim pending and the distributor. The
retailers dont get schemes communicated in time by distributor and distributor does
not provide RCV & e-Top properly.
Problems:
Around 15% of the respondents that there is network problem with RCOMM, on theother hand they found its competitors viz. Airtel, BSNL, TATA indicom networkconnectivity of very good to good level.
Around 16% retailers which are under puja enterprises distributor projectedproblem with distributors. They dont get schemes communicated in time bydistributor and distributor does not provide RCV & e-Top.
Support from company:
Most of the retailers ensnared that they are supported by the companies personnel& companies helpline.All companies provide POP (Point of presence) at right time and in
adequate number.
Claim process:In case of RCOMM process is be claimed very belatedly i.e. almost 77% of thecases take 60-90 days, where as in case of Airtel most of the i.e. 88% is beingfinalized in time limit 0-30 days.
The claim process services of other competitors viz. AirCel, Smart, & Tata
Indicom are almost at par with the IDEA cellular ltd.
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CHAPTER 6
Suggestions
Appendices
1. Bibliography2. Questionnaire.
Suggestions
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On the basis of extensive study and research, here are some recommendation andsuggestion which may help the company to market the product and service moreprofitability and increase its share in the Telecom market.
PROMOTIONAL ACTIVITIES
The company expands the budget allocation for promotional campaign in centerBangalore. It has affected the sale service brand image of Reliance especiallyin Bangalore. Low supports in promotion have lead to fluctuation in sale.
There may be some useful tools which can be summed as follows:-
Advertising Advertising should have a clear objective and message, whichhas not been found in recent ads. Reliance is a faster growing provider servicein each state .every offers and schemes they should show with proper messagefor benefit to the customer. In busy life customer do not remembered any offersand which service we can provided for the customer therefore they should byforce showing advertisement in growing market and among customer.Customers wants continuously exposure in Cable and Local newspapers.
Persuasive Advertising - Now there is a need of persuasive advertising forReliance service which can be moved into the category of comparativeadvertising. It will help the company to establish the superiority of its brandservice through specific comparison of one or more attributes and features.
Technical Expertise - The advertisement should show the companiesexpertise, experience and pride in market the product service sale.
Media - A combination of print ads and TV commercial do a better job. Localads and publicity should be giving more stress. Hoardings, banners, wallpainting should be promoted, as some expenses are also beard by dealers. Adson Cable network result greater audience attention. Schemes, gift offers etc.must be highlighted through Radio and Local newspapers.
A. SALES PROMOTION
Cash discount
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Premiums
Appointment of sale promoter
Financial schemes
A. OCCASIONAL DISCOUNT
The company may go for occasional discount offers or price offfrom time to time specially during any festival. Off seasondiscount may also prove helpful to check fluctuating sales.
B. PRODUCT QUALITY AND TECHNICAL FEATURES
As for as some hand set mobile product quality is concerned,there is an urgent need of technical up gradation of Reliancemobile product line. It would be beneficial for company tolaunch some colors mobile hand set with the some added
feature and minimum price.
Appendices
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1. Bibliography
BOOKS
Marketing Management - Phillip Kotler
Marketing Research - Tull & Hawkins
MAGAZINE
Business Today
Advertising & Management
NEWSPAPERS
Economic Times
Hindustan Times
WEBSITE
www.coai.in
www.auspi.in
* The relevant information from the internal source of the organization
2. Questionnaire
1. Whether following things are available?
Monsoon offer 48%
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Kit 90%
V-top 40%
E-Recharge 90%
The survey revealed that 48% retailers have monsoon Offer, 90% have kit, 40% have V-top
and 90% have E-recharge.
2. What is the frequency of DSE visit?
Once a Week 20%
Twice a Week 50%
Thrice a Week 30%
None of above 0 %
The survey revealed that 20% retailers have said that DSE visits once a Week, 50%retailers have said that DSE visits twice a Week, 30% retailers have said that DSE visitsthrice a Week.
3. What availability of stock you keep for sale in your shop?
Daily 9%
weekly 72%
In 15 days 18%
Monthly 1%
The survey revealed that 9% retailers keep daily stock, 72% retailers keep Weekly stock,18% retailers keep stock of 15 days and 1% retailers keep monthly stock.
4. What nature of problem you face with RCOMM?
Service level 31%
Claim level 95%
Product availability 18%
Product awareness 25%
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The survey revealed that 31%, 95%, 18%, 25% retailers have problem with service levelclaim level, product availability and product awareness respectively.
5. How much time is taken by the distributor to reimburse your claims?
20 days 11%
30 days 25%
45 days 25%
60 days 39%
The survey revealed that 11%, 25%, 25%, 39% of the retailers are reimbursed by distributorat claim level respectively.
6. Who are the major competitors of RCOMM?
Airtel 55%
Aircel 15%
BSNL 15%
Tata Indicom 30%
Smart 8%
The survey revealed that Airtel and Tata indicom are the major competitors of RCOMM.
7. If you have any problem then whom you will prefer to talk?
Distributor 10%
TSM 23%
DSE 67%
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The Survey revealed that 10%, 23% and 67% retailers prefer to talk to Distributor, TSM andDSE.
8. How do you know about new scheme?
Companies SMS Poster
Reliance Airtel Aircel
Tata Indicom Idea
9. How much time do you take to activate a sim?
10 - 15 min. 44%
15 - 30 min. 38%
30 - 60 min. 6%
Above 60 min. 12%
The survey revealed that 44% retailers take 10-15 min., 38% take 15-30 min., 6% take 30-60 min. and 12% take more than 60 min. in activation of a SIM.
10. From which company distributors you are more satisfied?
Airtel 34%
Reliance 28%
BSNL 17%
AirCel 16%
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TATA 4%
None 1%
CONCLUSION
I am fortunate enough to get the privilege of completing my
summer training project in Reliance Communications. I am
thankful to them for giving me an opportunity to enhance my
practical knowledge and experiences.
My project is concerned with Telecom Service In Reliance
Communication. It has 2 parts, firstly I studied about SWOT
analysis and Six Sigma, and then particularly, I studied
methodologies and research problems in RelianceCommunication. I started my project by writing about Reliance
Communications and then I gave Vision of Company along with
Chairman Shri Anil Ambanis Profile & recent Newspaper cuttings
about the company. Then I wrote about my main project. I also
annexed relevant forms & documents, and ended my project by
this conclusion.
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To complete, I must say that this summer training was very
helpful to me both in broadening my knowledge & skills to handle
the management issues related with statutory compliances.
I am thankful to RELIANCE COMMUNICATIONS and
its employees for their full support in helping me to
complete my Project.
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