SIP Presentation on

Reliance Communication

Presented By:-Vikas Kumar SharmaMarketing-II

DM13B49DM13M94

Introduction to topic

Topic:-Study of Market Potential for Telecom Service Provider in Corporates, Pune region

Areas:-

• Hinjewadi

• Baner

• Tathwade

• Wagholi

• Sanswadi

Study was conducted using structured Questionnaire with Sample size 120 corporate customers across Pune.

Sector Details

• India is the world’s second-largest telecommunications market, with 898.02

million subscribers as of March 2013.

• Wireless and wire line revenue increased at a compounded annual growth

rate (CAGR) of 10.4 per cent to reach US$ 39.1 billion over FY06–13

TRAI:-• TRAI (Telecommunication Regulatory Authority of India) was set up in

1997 by the government of India. The Telecommunication Regulatory

Authority of India acts as an independent regulator of the business of

telecommunications in the country.

• TRAI consists of a chairperson, 2 whole time members, and 2 part time

members. The chairperson of Telecommunication Regulatory Authority of

India is Mr. Rahul Khullar.

Source:- TRAI official Website

Maharashtra Circle

Source:- Company Resource

Anil Dhirubhai Ambani Group

Source:-www.relianceada.com

Competitor AnalysisSource:- TRAI Annual Report 2014

Reliance CommunicationReliance Communications Ltd.

Type Public company

Traded as NSE: RCOMBSE: 532712

Industry Telecommunications

Founded 2004

Founder(s) Anil Ambani

Headquarters Mumbai, India

Area served India

Key people Anil Ambani (President)Vinod Sawhny (CEO)

Revenue 218 billion (US$3.6 billion)(2013)

Net income 6.72 billion (US$110 million)(2013)

Total assets 902 billion (US$15 billion)(2013)

Employees 18,070 (2013)

Parent Reliance Group

Subsidiaries Reliance Globalcom LimitedReliance Big TV Limited

Website www.rcom.co.in

Source:-TRAI official Website

Department

• CWG:- CWG stands for Corporate Wireless Group. They can handle or manage the corporate clients for wireless products. In this group they can give customize plan to the corporate they customize according to category wise.

• A Category– Minimum turnover 500Cr.

– Minimum employee 500

– All Multi-National Companies (MNC)

• B CategoryTurnover minimum 100Cr and less than 500Cr.

• C CategoryTurnover less than 100Cr.

Source:-Company resource

Plans are based on 3 components:-

• COCP: - COCP stand for Company Own Company Paid

in this component the owner is company but user is employee. All bills are paid by the company.

• EOEP: - EOEP stand for Employee Own Employee Paid

in this component the owner is employee and user is also employee. All bills are paid by the Employee.

• EOCP: - EOCP stand for Employee Own Company Paid

in this component the owner is employee and user is also

employee but bills are payable by company.

Source:-Company Resource

RESEARCH METHODOLOGY

Research Objective• The study is titled “Study of Market Potential for Telecom

Service Provider in Corporates, Pune Region”. The research is aimed to know about the uses of telecom product – Voice & Data (wireless) by enterprises in Hinjewadi, Baner, Wagholi, Sanswadi and Tathawade region of Pune.

Data CollectionSurvey Method

• Data are usually collected through the use of questionnaires. The data is collected by mean of simple survey done in the Corporate Customers.

Over All Dominating PlayersVoice & Data

0

5

10

15

20

25

Hinjewadi Wagholi Sanaswadi Tathawade Baner

Over All Dominating Players in Voice

Reliance Vodafone Airtel Tata Docomo Idea

0

5

10

15

20

Hinjewadi Wagholi Sanaswadi Tathawade Baner

Overall Dominating Players in Data card

Reliance Vodafone Tata Photon

Idea Tata Docomo Broad Band Connection

Airtel

Source:- Own Survey Result

Area Wise Dominating Player Voice and Data

• Hinjewadi Area

Voice Data

Reliance7%

Vodafone50%

Idea11%

Airtel28%

Tata Docomo4%

No. of companies

Reliance40%

Vodafone13%

Tata Photon27%

Broad Band Connecation

6%

Airtel7%

Idea7%

No. Of Users

Baner Area

Voice Data

Reliance36%

Vodafone28%

Idea7%

Airtel29%

No .of Users

Reliance35%

Vodafone6%

Idea6%

Tata Photon18%

Tata Docomo29%

Broad Band Connecation

6%

No .of Users

TathawadeArea

Voice Data

Reliance14%

Vodafone50%

Idea29%

Airtel7%

No of Companies use

Reliance29%

Tata Docomo14%

Idea22%

Tata Photon14%

Broad Band Connection

21%

No. Of companies

WagholiArea

Voice DataReliance

5%

Vodafone36%

Idea36%

Tata Docomo9%

Airtel14%

No. Of Users

Reliance13%

Vodafone4%

Tata Photon26%

Idea9%

Tata Docomo17%

Broad Band Connection

31%

No. of Users

Sanaswadi Area

Voice Data

Reliance21%

Vodafone14%

Idea36%

Airtel25%

Tata Docomo4%

No Of users

Reliance19%

Vodafone12%

Idea19%

Tata Photon19%

Tata Docomo4%

Broad Band27%

No . Of Users

Sector Wise Dominating PlayerVoice&Data

0

5

10

15

20

25

IT Manufacturing Services

Overall Dominating Players in Voice(Sector Wise)

Reliance Vodafone

0

5

10

15

20

25

IT Manufacturing Services

Sector Wise Dominating Players in Data Card

Reliance Vodafone Tata Photon Idea Tata Docomo Lan/others Airtel

Factors

13%

48%

39%

A cat.

Price Network Service and After Sales Service

36%

40%

24%

B Cat.

Price Network Service and After Sales Service

Observations

• Strong scheme for postpaid plans.• The schemes of Reliance are better in comparison to others.• Reliance CDMA has wider network reach.• Better internet plans compare to others.• Better roaming plans.• Reliance Communication have strong customer segment in

corporates.• Lacking in promotional activity.• Billing problem• Other competitor’s know what their customers need and they

provide them accordingly.• After sales service is not so good for Reliance Communication.

Findings:-

• Quality of the service provided plays an important role in keeping the existing customers and to bring new customers.

• In most of the organization, internet plays an important role in the day to day activities.

• Most of the organization prefers broadband connection over other type of connection because of speed and other compatibility of service.

• A number of organizations Preferred Vodafone because of the quality of service provided and also for the network they provide for voice.

Cont…

• Many customers have rated the speed of the data

transmission is very good. Some customers had

complaints regarding the network of Reliance

Communication.

• After sales service plays essential part of customer

satisfaction.

• Reliance Communication has good response from

corporate in data cards CDMA service.

Learning:-

• Understand various Plans as well as competitors plans

• Understand competition in telecom sector.

• Understand real problem faced by the customers.

• Meeting different people in various segment, interviewing

with corporate and actual user helped me to learn the

basics of the Basic requirement.

• During the survey I came to know the real competition

between the major players of telecom industry. It helped

me to understand the future of telecom industry with its

opportunity and threats.

Recommendations:-

• The company should improve its connectivity problem as early

as possible.

• Company should focus on resolving the billing related issues

• Should focus on online payment for corporates and also for

individual customers as this would lead to satisfaction within

consumers.

• The company should strive hard to keep its after sales services

best as now the customer have increased largely.

• Should focus on regular activities in corporate in order to

understand the pain areas of the actual users.

Conclusion:-

The study investigates the major reasons behind the

cancellation of services by the customers. The major

findings are:-

• The customers are dissatisfied with service provider

because of the poor after sales services, network issues

• The main reasons for cancellation of the services were:-

coverage problem, customer’s service, billing complaints

shows the negative impression to the company.

Cont…

• Idea and Airtel etc. are the major competitors of Reliance

Communication and they are providing the quality

services which Reliance is lacking to provide and these

services are the major needs of the Corporates.

• This will give an insight into the customer problems, they

have to settle at the earliest, which will help to expand its

market and improve the image.