A PROJECT REPORT ON

SALES AND DISTRIBUTION

AT
RELIANCE COMMUNICATIONS

Submitted in partial fulfillment of the requirement

For the award of Degree of

Master of Business Administration (M.B.A)

BY

A.NARESH
(Regd.No.11UG1E0056)
Under the Guidance of

N.SUDHAKAR REDDY
Assistant Professor

TUDI
RAM REDDY INSTITUTE OF TECHNOLOGY& SCIENCES
Gudur (V), Bibinagar (M), Nalgonda (DT)-508126

JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY

HYDERABAD-(2011-2013)

CERTIFICATE
This is to certify that Mr.A NARESH, student of M.B.A II year of Tudi
Ram Reddy Institute of Technology & Sciences bearing with Roll Number :
11UG1E0056 of Post Graduation Studies, has undertaken a project work titled
SALES & DISTRIBUTION with our company for 42 days (from 2nd March
2013 to 16th April 2013). His duties during this project were to study the roles of
Market Participant in the Territory Sales Manager of the company and provide the
findings and recommendations in light of current market.

Place : Warangal
Date : 16.04.2013

ShafiShaik
Zonal Manager

DECLARATION

I here by declare that this project Report titled SALES AND

DISTRIBUTION is submitted by me to the Department of MBA,
TUDI
RAM REDDY INSTITUE OF TECHNOLOGY&SCIENCES is a bonafide
work undertaken by me and it is not submitted to any other University or
Institution for the award of any degree/diploma/certificate or published any time
before.

A NARESH
(H.T.No:11UG1E0056)

Signature of the Student

ACKNOWLEDGEMENT

I would like to thank RELIANCE COMMUNICATION PVT LTD, for

giving me the opportunity to undertake project work in their organization. I would
like my sincere thanks to all employees of R COM in WARANGAL cluster, for
providing the necessary information and also constant guidance during project
work.
I am grateful to Mr.REVANTH AKULA, territory sales manager in R COM in
Warangal cluster , for guiding me to work on the project titled SALES AND
DISTRIBUTION.
I would like thank P.JAGANNADHA RAO, Head Of The Department,
M.B.A, for his inspiration and timely support in successful completion of this
project work.
I extremely thank D.N.L. REDDY, PRINCIPAL, for his excellent
support to complete my project.
I am thankful to N.SUDHAKAR REDDY, faculty and internal guide
for his valuable suggestions throughout this project work.
Words are inadequate to express my gratitude to my parents who have
been pillars of strength and moral support to me.
Above all, my heart felt thanks to the Almighty God for His presence
and guidance in every moment in completing this project successful.

ABSTRACT

This Project has been a great learning experience for me at the same time it gave
me enough scope to implement my Market ability.
RELIANCE COMMUNICATION is one of the Best Telecom Company in
India.
Reliance communication is a largest Telecom company belongs in TRAI Industry.
R COM Pvt. Ltd have 15000 Towers in allover India.
The study is entrusted to analyze the Sales appraisal process and to understand
the working of all divisions in Reliance Communication Pvt. Ltd.
The primary data collected is through interview with the concerned employees of
various divisions.
Secondary data is being collected from the annual reports, companys website, and
credit appraisal reports of the company. This study will help in understanding the
credit appraisal system at Reliance Communications Pvt Ltd & to understand how
various divisions function at the organization. It also aims to highlight the
importance of assessing the financials and other aspects through appropriate
appraisal before entering into an agreement of leasing.
All the topics have been covered in very systematic way. The language has
been kept simple so that even a layman can understand. All the dates have been
well analyzed with help of charts and graphs.

CONTENTS
INTRODUCTION
o

BACKGROUND COMMUNICATION INDUSTRY

INDIAN TELECOM INDUSTRY AND MAJOR PLAYERS

IMPORTANT MILESTONES
o

SCOPE AND OPPORTUNITE

INCOME OF TELECOM INDUSTRY

ABOUT THE COMPANY

o

ANIL DHIRUBHI AMBANI (ADA) AN ORGANIZATION

HISTRY OF ORISSA CIRCILE

ACTIVITY OF BERHAMPUR OFFICE

SALES AND DISTRIBUTION PLAN

INTRODUCTION

OBJECTIVE

WORK DESIGN

TABULATION/ANALYSIS

FINDING LIMITATION

CONCLUSION & SUGGESTIONS

BIBLIOGRAPY

APPENDIX

TOPIC

CHAPTER- I

INTRODUCTION
BACKGROUND COMMUNICATION INDUSTRY
INDIAN TELECOM INDUSTRY AND MAJOR PLAYERS
EVOLUTIONOF THE INDUSTRY IMPORTANT MILESTONES SCOPE
AND OPPORTUNITE
INCOME OF TELECOM INDUSTRY

INTRODUCTION
SUMMER INTERNSHIP PROGRAM (SIP) is an
inseparable part of TUDI RAMREDDY INSTITUTE OF TECHNOLOGY&
SCIENCES curriculum. It is very much unique and deliberately set by TUDI
RAMREDDY INSTITUTIONS to let its budding managers a complete one. It
helps the interns to get acquainted with the real facts of the market and to learn
how to adjust with the market. It is a program by the help of which one can assess
his own potential and also can take necessary actions to get into the track. It also
helps the budding managers to learn how they should be in the competitive era.
Moreover it is a program to brush up all the futures of TUDI RAMREDDY
INSTITUTE and make them fit for the organizations.

INTRODUCTION TO TELECOM
Ever since the evolution of man on this earth, he wanted to communicate with his
fellow human being. In that era, he used to communicate through signs and
symbols. Gradually with time, he started using words and today it is through
mobiles, e-mails, fax etc through which one communicates from one place to
another.
The word Telecom (which is an abbreviated version of ' telecommunication) in
real sense refers to the Interaction & transfer of information between two distant
points in space. This meaning however, has been subjected to modifications in
accordance with further innovations made be the Telecom Industry.

SCENARIO OF INDIAN TELECOM INDUSTRY IN INDIA

In 1880, two telephone companies namely The Oriental

Telephone Company Limited and The Anglo-Indian Telephone Company
Limited approached the Government of India with the objective of establishing
Telephone Exchanges across the country. Initially, the Government denied the
permission as it wanted to exercise its monopoly power over the promising
industry once it emerged. By the following year, it changed its decision and finally
on 28th January, 1882, license was granted to The Oriental Telephone Company
Limited of England for opening telephone exchanges at Kolkata, Mumbai,
Chennai, and Ahmedabad.
The opening of exchanges was followed by further innovations and improvements
in all sections of the telecom industry. However, while telephones were introduced
in the major towns and cities across the country during the British period, total
number of telephones in India in 1948 were merely 80,000.The

growth was negligible even after independence and the telephone was used as a
status symbol by the rich despite being an extremely essential device of public
utility. This sluggish rate of growth continued till 1991 when the number of
telephones was 5.07 million.
The period post 1975 saw resurgence in the India Telecom Market by virtue of a
series of fruitful decisions initiated by the Government which included:

The separation of Department of Telecom (DOT) From Post

and Telegraph (P&T) in 1975.

The formation of Mahanagar Telephone Nigam Limited (MTNL) out of

(DOT) to provide telecom services exclusively to Delhi and Mumbai.

In the 1990s, the telecom sector was opened up by the Government for
private investment as a part of Liberalization-Privatization-Globalization Policy.

On 1/oct/2000, the Government corporative its operations

wing under the name of Bharat Sanchar Nigam Limited
(BSNL).
To

top

it

all,

the

introduction

communication is undeniably the biggest success

scripted by the telecom industry.

of

mobile
story

 The Indian telecom industry is going through phenomenal growth. With

100 million installed mobile subscribers, adding four million new
subscribers every month, and the cheapest mobile rates in the world at
two cents per minute, it is not surprising that all the telecom vendors
are vying for a piece of this action. Major new trends unseen in
previous markets have emerged during the last five years.
Start-ups and established vendors involved in the telecoms eco- system
need to take heed and develop appropriate strategies in order to take
advantage of this new high-growth opportunity.

The telecommunications industry is at the forefront of the information agedelivering voice, data, graphics and video at ever increasing speeds and in an
increasing number of ways. Whereas wire line telephone communication was once
the primary service of the industry, wireless communication services and cable and
satellite program distribution make up an increasing share of the industry. During
the late 1990s, the telecommunications industry experienced very rapid growth and
massive investment in transmission capacity. Eventually this caused supply to
significantly exceed demand, resulting in much lower prices for

transmission capacity. The excess capacity and additional competition led to either
declining revenues or slowing revenue growth, which has led to consolidation
within the industry, as many companies merged or left the industry.

The largest sector of the telecommunications industry continues to be made

up of wired telecommunications carriers. Establishments in this sector mainly
provide telephone service via wires and cables that connect customers premises to
central offices maintained by telecommunications companies. The central offices
contain switching equipment that routes content to its final destination or to another
switching center that determines the most efficient route for the content to take.
While voice used to be the main type of data transmitted over the wires, wired
telecommunications service now includes the transmission of all types of graphic,
video, and electronic data mainly over the Internet.

The telecommunications industry offers steady, year-round employment.

The business environment for Indias telecommunications industry is excellent. The
government policies have encouraged the growth, increased competition and high
levels of foreign direct investment (up to 74% foreign investment is now
allowed). The Indian governments goal is to provide an environment where
service companies, handset manufacturers and network companies will invest in
India and use India for research and development work (R&D).

The favorable business environment has attracted a number of foreign

multinational firms such as Hutchison, Vodafone, Nokia and Malaysia Telecom. In
my opinion the real edge for India will be the R&D facilities being setup there
which can provide innovation for next generation technologies - not only for India
but for everywhere else as well.

Indian Telecom sector, like any other industrial sector in the country, has gone
through many phases of growth and diversification. Starting from telegraphic and
telephonic systems in the 19th century, the field of telephonic communication has
now expanded to make use of advanced technologies like GSM, CDMA, and WLL
to the great 3G Technology in mobile phones. Day by day, both the Public Players
and the Private Players are putting in their resources and efforts to improve the
telecommunication technology so as to give the maximum to their customers

IMPORTANT MILESTONES
1851 First operational land lines were laid by the government near Calcutta
(seat of British power).
1881 Telephone service introduced in India. 1883
Merger with the postal system
1923 Formation of Indian Radio Telegraph Company (IRT)
1932 Merger of ETC and IRT into the Indian Radio and Cable
Communication Company (IRCC)
1947 Nationalization of all foreign telecommunication companies to form
the Posts, Telephone and Telegraph (PTT), a monopoly run by the
government's

Ministry

of

Communications

1985

Department

of

Telecommunications (DOT) established, an exclusive provider of domestic

and long-distance service that would be its own regulator (separate from the
postal system) 1986 Conversion of DOT into two wholly government-owned
companies: the Videsh Sanchar Nigam Limited (VSNL) for international
telecommunications.

The Indian telecom sector can be broadly classified

into Fixed Line Telephony and mobile telephony. The major players of the
telecom sector are experiencing a fierce competition in both the segments. The
major players like BSNL, MTNL, VSNL in the fixed line and Reliance
Communication, Airtel, Hutch, Idea, Tata, in the mobile segment are coming up
with new tariffs and discount schemes to gain the competitive advantage.
At 110.01 million connections ' Indian Telecom Industry' is the fifth largest and
fastest growing in the world.
Over the last 3 years, two out of every three new telephone connections were
wireless. Consequently, wireless now accounts for 54.6% of the total telephone
subscriber base, as compared to only 40% in 2003. Wireless subscriber growth is
expected to grow at 2.5 million new subscribers every month in 2007. The
wireless subscriber base skyrocketed from 33.69 million in 2004 to 62.57 million
in FY 2004 -2005.
The wireless technologies currently in use ' Indian Telecom
Industry ' are Global System for MobileCommunications (GSM) and Code
Division Multiple Access
(CDMA). There are primarily 9 GSM and 5 CDMA operators

providing mobile services in 19 telecommunication circles and 4 metro cities,

covering more than 2000 towns across the country. And the numbers are still
growing for ' Indian Telecom Industry.
Telecom Industry in India is regulated by 'Telecom Regulatory Authority of India'
(TRAI). It has earned good reputation for transparency and competence. Three
types of players exist in ' Telecom Industry India ' community.
State owned companies like - BSNL and MTNL.
Private Indian owned companies like - Reliance Communication and Tata
Teleservices.
Foreign invested companies like Hutchison-Essar, Bharti Tele-Ventures,
Idea Cellular, BPL Mobile, Spice Communications etc.

The Indian Telecom Industry services are not confined to basic telephone but it
also extends to internet, broadband (both wireless and fixed), cable TV etc.

INDIAN TELECOM STATISTIC AND MAJOR PLAYER

Total telephone subscriber
Over-all Tele-density
Fixed-line user base
Wireless user base

94.72
36.98%
37.96%
41.76

( GSM+CDMA+WLL)
GSM Subscribers
CDMA Subscribers
Monthly new additions(wire line

698.36
23.4
7.87%

+ wireless)
Monthly new addition( wireless

21.64%

[Subscriber number is in Lakhs]

LEADING CELLULAR SERVICE PROVIDERS MAJOR PLAYER IN AP

The leading cellular service providers have the following number of subscribers:
SERVICE
PROVIDER

RELIANCE
COMMUNICATION
TATA DOCOMO

NO.OF CDMA

NO. OF GSM

SUBSCRIBERS

SUBSCRIBERS

23.4 Lakhs

68.76 Lakhs
22.43 Lakhs

AIRTEL

1.37 Crores

AIRCEL

18.11 Lakhs

MTS

0.00

BSNL

44.04Lakhs

VODAFONE

63.44Lakhs

IDEA

93.31Lakhs

UNINOR

45.56 Lakhs

In AP major market cover by the Bharti group I.e. Airtel, after

that IDEA is second possession.Than after followed by Reliance Com is
Third PossessionIn a PIE graph I describe it,

NUMBER OF SUBSCRIBERS
VODAF
ONE

17%

RE
LIA

UNINOR
15%

NC

DOCOMO

8%
M

19

T
S
1
%

RELIAN
CE
AIRTEL
VODAF
ONE
IDOKO
MO
BSNL
TATA

MTS
OTHER

TATA

1%

BSNL

14%
U

Others

NI

4%

ID
EA24%

AIR
T
E
L
2
7
%

O
R

In communication market Airtel capture 27% of share

at the same time Reliance communication have a

market share 19 %. Reliance communication faces
major competitions from the IDEA and the other
service providers. In a recent survey shows the Indian
telecom statistics.

SCOPE OF TELECOM INDUSTRY

The telecom industry is growing at a great pace and the growth rate is expected to
double with every passing year. There are many new developments in the
telecomm sector, including the ingress of 3G technology that the Indian market is
witnessing
at present. Public and Private Players MTNL, BSNL, VSNL are the major
Public Players, whereasAirtel, Idea, Vodafone, Tata, Reliance, are the leading
Private Players in the country. Some of them are entering foreign markets as well.

OPPORTUNITIES IN INDIA
In the past 3 years has been surveyed by Indian Ministry of Communications
and Information Technology in New Delhi very recently. The telecom sector
is one of the leading contributors to India's flourishing economy. According
to the report presented by taking into account the statement of Indian
Ministry of Communications and Information Technology, the telecom
opportunities in India has been growing by 20 to 40 % every year since past
3 years.

The telecom services in India have been recognized as a world-class tool for
the socio-economic development in India. India is known to rank Second in
the telecom industry in Asia after China,and the telecom network in India is
known to stand in the eighth position across the globe and second among the
emerging economies. The world average percentage for the telecom industry
as against the Indian average is 13.5 times while the Asian average against
the same was 7.5 times. The current market range of the telecommunication
industry in India has been estimated to USD 14 billion and this is expected to
undergo an accretion by the end of 2015.
The growth witnessed by the telecom market in India has increased the
number of opportunities for the industry and this has been fueled by the
growing mobile sector, which has attained the consumer level of 10 million
by the end of December 2002 that was almost 100 percent in the year.
Telecommunication Sector Opportunities in India assures a transparent, safe,
and secured ambiance for the telecom market. Around 300 million
population of highly consumable middle-class status that is advantageous for
the industry surrounds the telecom sector in India. This is because, in

some of the Indian that possess land line telephones can be substituted by
mobile phones that is very unlike the developed countries. Therefore, it adds
up to the growth in mobile sector in Indian telecom industry.
Few more Telecommunication Sector Opportunities in India 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 various sectors and
at present the telecom sector in India is claimed to be one of the major
contributors in India's flourishing economy.

INCOME OF AP TELECOM INDUSTRY

The Indian telecom sector continued its robust growth with the wireless market
growing at 19.91 percent and churning revenues worth Rs.1519crore for the
second quarter ending September, an official agency said. A total of 8.44 million
subscriberswerended in this quarter, the Telecom Regulatory Authority of India
(TRAI) said in a statement. The adjusted gross revenue (AGR) for the quarter is
placed at Rs.7, 357 crore as against Rs.6, 990 crore for the previous quarter,
thereby showing an increase of 1.36 percent.
The total subscriber base of the wire line and wireless services reached 93.66
million for the quarter ending September as against 95.79 million for the quarter
ending June, thus registering an increase of 3.55 percent during the quarter.
However, the average revenue per user (ARPU) for GSM subscribers, all India
segment, decreased 4.53 percent from Rs.89 in June to Rs.81 in September.
The second quarter also witnessed a spurt in number of free-to-air (FTA) and pay
channels being carried by the cable networks for television. Currently, there are
161 FTA channels and 129 pay channels as reported by 19 broadcasters/their
distributors at the quarter ending September.
However, no new private FM radio station came into operation in the quarter
under review, TRAI said. Also, no direct-to-home (DTH) license was issued

.
Though the telecom industry saw various ups and downs, the sector witnessed
international investor community betting on the Indian market.
The Indian telecom sector can be broadly classified into Fixed Line Telephony and
mobile telephony. The major players of the telecom sector are experiencing a fierce
competition in both the segments. The major players like BSNL etc, in the fixed line
and Airtel, Vodafone, Idea, Docomo, Reliance in the mobile segment are coming up
with new tariffs and discount schemes to gain the competitive advantage. The Public
Players and the Private Players share the fixed line and the mobile segments.
Currently the Public Players have more than 60% of the market share.

RELIANCE COMMUNICATIONS
Reliance Communications Limited founded by the late ShriDhirubhai H Ambani
(1932-2002) is the flagship company of the Reliance Anil DhirubhaiAmbani
Group. The Reliance Anil DhirubhaiAmbani Group currently has a net worth in
excess of Rs. 103,000 crore (US$ 21 billion), cash flows of Rs. 22,000 crore
(US$ 7 billion), net profit of Rs. 13,000 crore (US$ 4 billion) and zero net debt.
Reliance Communications is one of India's largest providers of integrated
communications services. With more than 71 million customers, the company
serves consumers and enterprises with a digital network supporting voice, data,
and video. Its fixed and wireless communications services include domestic and
international voice, Internet access, messaging, and videoconferencing. It also
provides wholesale capacity, infrastructure, and managed enterprise services
through its Reliance Global COM division. Reliance Communications is part of
the Reliance - Anil DhirubhaiAmbani Group.
Reliance

Communications

is

India's

foremost

and

truly

integrated

telecommunications service provider. The Company, with a customer base of

around 91 million including over 4 million individual overseas retail customers,
ranks among the Top 10 Telecom companies in the world by number of customers
in a single country. Reliance Communications corporate clientele includes 2,100
Indian and multinational corporations, and over 800 global, regional and domestic
carriers.

Reliance Communications has established a pan-India, next generation, integrated

(wireless GSM & CDMA Both ) and wire line ), convergent (voice, data and
video) digital network that is capable of supporting best-of-class services spanning
the entire communications value chain, covering over 33,000 towns and 750,000
villages. Reliance Communications owns and operates the world's largest next
generation IP enabled connectivity infrastructure, comprising over 275,000
kilometers of fiber optic cable systems in India, USA, Europe, Middle East and the
Asia Pacific region.

RELIANCE CAPITAL
Reliance Capital is one of Indias leading and fastest growing private sector
financial services companies, and ranks among the top 3 private sector financial
services and banking companies, in terms of net worth. The company has interests
in asset management and mutual funds, life and general insurance, private equity
and proprietary investments, stock broking and other activities in financial
services.

RELIANCE ENERGY
.Reliance

Energy Limited, incorporated in 1929, is a fully integrated utility

engaged in the generation, transmission and distribution of electricity. It ranks

among Indias top listed private companies on all major financial parameters,
including assets, sales, profits and market capitalization.
RELIANCE HEALTH
In a country where healthcare is fast becoming a booming industry, Reliance
Health is a focused healthcare services company enabling the provision of solution
to Indians, at affordable prices.
Reliance Health aims at revolutionizing healthcare in India by enabling a
healthcare environment that is both affordable and accessible through partnerships
with government and private businesses

RELIANCE ENTERTAINMENT
Reliance Anil Dhirubhai Ambani Groups vision of assuming a position of
leadership in communications, media and entertainment, Reliance Entertainment is
geared to create a significant presence in businesses across various vectors of
content, services and platforms for distribution. Reliance Introduce Big TV (DTH)
service in the market. Reliance Entertainment has made an entry into the FM
Radio having won 105 stations in the recent bidding, BIG 92.7 FM is already
Indias largest private FM radio network with 38 radio stations across the country

OMPANY LOGO

ABOUT COLOUR
RELIANCE BLUE

RELIANCE RED

BLUE
Blue represents stability, confidence, optimism & above all integrity.
RED
Red represents energy, passion & determination

HISTORY OF ANDRA PRADESH CIRCILE

About Reliance Telecom (AP)
Reliance Telecom Limited (RTL) is a wholly-owned subsidiary of the Reliance
Communication Limited, a member of Reliance ADA Group. Reliance ADA
Groups flagship company.
Reliance Telecom Limited (RTL) began operations in 1997-98. It provides GSM
based Mobility services, Value Added Services & Applications in 8 telecom circles
covering 25 Indian states. The states covered areAndra Pradesh Assam, Arunachal
Pradesh, Bihar, Chhattisgarh, Himachal Pradesh, Jharkhand, MadhyaPradesh,
Manipur, Meghalaya, Mizoram, Nagaland, Orissa, Sikkim, Tripura and West
Bengal (including Metro city Kolkata).
RTL has undertaken a major expansion and increased its coverage to 15,300
towns. This has enabled RTL to significantly scale up subscriber base to 69.78 as
of April 30, 2013. RTL is in the process of further expanding its coverage to
12,000 towns under its licensed areas.
RTLs Business has been further strengthened and complimented by its parent
companys GSM expansion to remaining 04 Circles across various Indian states.
Parent companys rapid and successful ramp up in GSM based Mobile services has
provided

an added advantage to RTL of a bigger in-house ecosystem. This has enabled RTL
to serve Customers with enhanced domestic roaming and VAS services.
Reliance Communications, APs first and only telecom service provider offering
CDMA and GSM mobile services.
Reliance Communications is the 3rd largest mobile service provider in AP, with a
combined base of over 69.78 Lakhs subscribers.
AP DATA ON (April 2013)
Reliance Telecommunication

6878525

BSNL

4539364

AIRTEL

10253456

VODAPHONE

6572757

IDEA

TATA

3204032

UNINOR

3390903

9310237

(14.87 % MONTHLY GROWTH)

After searching the secondary data of AP telecom I find that, Reliance
Communication face major competition from the IDEA. IDEA capture 27% of the
market at the same time Reliance communication cover 21% of the market share.
Other competitors are available in the market like BSNL, Vodafon

ACTIVITY OF WARANGAL OFFICE

(1)

Recharge voucher andSim cards come from Hyderabad to Warangal

office.
(2)

Supply as per the order placed by the distributors.

(3)

After sales service.

(4)

In regular intervals company persons meet customer and retailer to know

their requirements & accordingly improvement is made.

REGISTERED OFFICE
H.Block, 1st floor
DhirubhaiAmbani Knowledge Cit
Navi Mumbai
Phone: 022-30386010/6286
Fax: 30376622

INTRODUCTION TO THE TOPIC

The topic assigned to me was IMPROVEMENT OF SALES AND
DISTRIBUTION

OF RELIANCE COMMUNICATION in

Warangal .Sales and Distribution is the major part for any business organization. So
we will survey about the entire distributor plan and collect data from them based on
how they will satisfy the retailer and distributors? At the same time how they will
fulfill their sales target and how they can easily distribute their products to the
customers.
What is Sales?
Selling is preoccupied with the sellers need to convert his product into cash.
What is Distribution?
Distribution building a planned, professionally managed, vertical marketing system
that meets the needs of both manufacturer and distributors.

OBJECTIVE OF THE TRAINING

1.

To know about the Reliance communications distributions plan in Warangal.

2. Fine out Key retail outlets.
3. Reliance distributions Vs. other telecom companies.

4.

To find out the satisfaction level of retailer from Reliance Communication

compared to other service providers.

TARGETS/TASKS
Reliance communications has given a target of generating business for the
company within a specific period. The tasks assigned by the company guide are: To make acquisition of prepaid connections.To make
data sourcing.
To do survey on counter/outlet and gather feedback in
different

area

in

Warangal,

Hanumakonda,

Janagaon,

Karimnagar,

Nalgonda,Mancherial, etc.
ACQUSITIONS OF PREPAID CONNECTIONS
We have given a time bound target of generating 4500 Reliance GSM Prepaid
connections within one & half month. This target was again broken into weekly
targets. We need to give 120 Reliance GSM Prepaid connections per day. For that I
was given a task of doing 10 to 15 Outlets visits every day.

1. Sales 700 SIM card.

2. Collect data base of 100 retail outlet.
3. Sales Rs 400,000 thousand recharge vouchers in the market.

DISTRIBUTION PLAN OF WARANGAL OFFICCE

COMPANY
DSTRT-1

DSTRT-2

DSTRT-3

DISTRIBUTOR
POINT

SKOPS

RETAILER
POINT
CUSTOMER

SECONDARY DATA SOURCE

BEAT PLAN OF WARANGALOFFICE(WEEKLY )

Total Outlets

= 450

Total sales person

= 03

One Outlet

= hr (max)

Per day work

= 8 hr

One week

= 6 day (exp sun)

Calculate

= 450/3=150 Outlets

Weekly work

= 150 Outlets*30 minute= 45hr.00min

Total work in a week = 8 hr*6 day=48 hr.

Per day Outlets visit = 16 Outlets.
(SECONDARY DATA SOURCES)

STRATEGIES
To achieve the target easily I broke the whole target into weekly. For sealing of 4500Pre
Paid connections and 400,000 recharge voucher I used to follow the steps: 1. Find out prospective out-let.
2. Collect addresses from the office given data.

Take the appointment from the owner of the counter. Meet them as
per the time given by them.
I have done 15 to 25 counter per day to convince for sealing Reliance pre
paid connection.
Before I start my day I keep the following thing in my mind.
1. Right person-Right place-Right time.
2. Introducing myself to the counter at the same time his customer.
3. Requirement analysis.
4. Prospecting.
5. Convincing.

WORK DESIGN AND DATA SOURCES

For the first objectives I personally talked to sales manager and collected data
related to distribution plan.
For my second objective I preferred to select the counter which sales more
than 150 SIM card per month and at the same time sales the recharge vouchers per
month above Rs 60,000 thousands. To help my work the company guide over 250
regular counters they send me to 160 counters to collect data. Prepare an
appropriate questionnaire to collect information related to Reliance sales and
distribution compare to other organizations. (The questionnaires were enclosed in
the Appendix).
In my primary data which I collected from the Warangal market
through questionnaires (from the retailer) I found that Airtel is first choice of the
retailers and customers also. Because Airtel works on a well designed distribution
plan, always ready to help distributors, retailer and the customers as well. If we
look at their sales, companys product are unique, distribution plan is well managed
and advanced in technical and man power, E.g. Easy recharge is a latest technique
which first introduce by Airtel

Company in the Warangal market.With out any paper voucher we

recharge our mobile account through a special SIM which is
easily available in retail outlet and the companys salesman
touches every counter every day.
Reliance Communication is facing major competition from the
Airtel in Warangal market. What I came to know after doing my
survey. In Warangal Reliance is the Thirdcompany which launched
mobile services and captured a major market.Airtel
introduced his service company capture major market share in
Warangal. To find our key retail outlet I was taking a procedure i.e.
In Warangal total customer is of Reliance =1.61 Lakhs.
Total counter is =730
Covered by me = 160 out of 250.
For finding our Key retail outlet it totally depends on the sim activation.
After my primary data survey a gradation to all the counter like,(SIM
activation in month)
More then150 SIM i.e. (A),
Morethen 80 SIM i.e.

B),Morethen 60 SIM i.e. (C),

More then18 SIM

i.e. (D),

Others are SIM

(E).

After survey of 165 counters in category (A), I found that

Smart mobile, Tirumala Mobile store, Shree Krishna mobile, Panda mobile ,
Rashmi computer, Timex are the key retail out let who sales more then150 sim
cards in a month.

Then I came to revenue part, in revenue key retail outlets are who create more
revenue for the Reliance communication. (Selling voucher in a month)
More then 1, 00,000 i.e. (A),
More than

50,000 i.e. (B),

More than

25,000 i.e. (C),

More than

5,000 i.e. (D),

Others are

(E).

TABULATION (COUNTER WISE SIM ACTIVATION)

RTL MARKESHARE

RETAILER

RTC GSM

TOTAL GSM

GRADE

ACTIVATION ACTIVATION
SMART MOBILE
TIRUMALA MOBILE STORE
SRI KRISH0 MOBILES

60
100
65

400
230
213

15.00
43.48
30.52

A
A

0NDA COMPUTERS
RASHMI MOBILE
KWALITY GENERAL STORE
TIMEX
PRAKESH PANSHOP
PUSPA COMMUNICATION
OM VARIETY STORE
RENKU MOBILE
SAGARIKA PAY PHONE
PAYAL STUDIO
PANDA FANCY
MAA 0RAYANI
SRIKANTA XEROX
SABAT XEROX
TARATARINI XEROX
MAHIMA COMMUNICATION
BABU & BABU COMMUNICATION
S.KUMAR & S.KUMAR
SANTOSHI TELECOME
BOBBY GIFT HOUSE
SAII GANESH TELECOM
CHAKADOLA ELECTRONICS
SHREE GANESH MOBILE
FRIENDS BOOKS AND ELECTRIC
SUSANTA STD
RABI STD
SHREESAI CD PARLOUR
CELL FRESH
SAI TELECOM
SANTOSH TRADERS
DURGA MOBICARE

70
60
60
90
70
50
30
40
40
40
30
35
50
30
50
20
15
10
15
22
15
20
15
10
25
10
15
20
10
15
10

CHAMUNDI COMMUNICATION
MATRUSHAKTI
COMMUNICATION
RATH COMMUNICATION
DHREEN COMMUNICATION
GANESH GFT HOUSE
GIRIJA VARIETY STORE
ANURADH WATCH CENTER
BI0YAK TRADERS
PANDA TIMES
LUCKY COMMUNICATION
DALAI GENERAL STORE

20
15

MAA TARARININI TEA STALL

BABULA PAN SHOP
SATYA MEDICAL STORE
SHARP COPY
UTAKAL NOTE BOOKS
KANHA DRUG
SIRIDI SAI TELECOM
N.N.COMMUNICATION
JAGA TOUR AND TRAVELS
SUNIAL ENTERPRISE
MEE0KHI COMMUNICATION

272
207
190
360
240
250
176
92
350
150
210
119
230
136
190
465
70
145
113
102
78
73
150
69
130
105
38
98
80
67

25.74
28.99
31.58
25.00
29.17
20.00
17.05
43.48
11.43
26.67
14.29
29.41
21.74
22.06
26.32
4.30
21.43
6.90
13.27
21.57
19.23
27.40
10.00
14.49
19.23
9.52
39.47
20.41
12.50
22.39

A
A
A
A
A
B
C
B
B
B
C
B
B
C
B
D
D
D
D
C
D
D
D
D
C
D
D
D
D
D

44
90

22.73
22.22

D
D

10
10
15
20
25
0
0
0
0

65
60
25
85
115
240
0
0
24
0

23.08
16.67
40.00
17.65
17.39
10.42
0
0
0
0

D
D
D
D
D
C
E
E
E
E

0
0
0
5
5
5
5
5
5
5
3

0
0
0
82
106
44
94
67
27
60
102

0
0
0
6.10
4.72
11.36
5.32
7.46
18.52
8.33
2.94

E
E
E
E
E
E
E
E
E
E
E

SAHU TELECOM
TOTAL

3
1373

13
7141

Show in graph format,

Total sim activation in 61 counter =

7141

Reliance sim activation

1373

Reliance capture the market

19.23 %

23.08
19.23

COUNTER WISE SURVEY : (REVENUE GENERATION)

RETAILER

RELIANCE

TOTAL

% OF RC

GRADE

SMART MOBILE
TIRUMALA MOBILE STORE
SRI KRISH0 MOBILES
0NDA COMPUTERS
RASHMI MOBILE
KWALITY GENERAL STORE
TIMEX
PRAKESH PANSHOP
PUSPA COMMUNICATION
OM VARIETY STORE
RENKU MOBILE
SAGARIKA PAY PHONE
PAYAL STUDIO
PANDA FANCY
MAA 0RAYANI
SRIKANTA XEROX
SABAT XEROX
TARATARINI XEROX
MAHIMA COMMUNICATION
BABU & BABU COMMUNICATION
S.KUMAR & S.KUMAR
SANTOSHI TELECOME
BOBBY GIFT HOUSE
SAII GANESH TELECOM
CHAKADOLA ELECTRONICS
SHREE GANESH MOBILE
FRIENDS BOOKS AND ELECTR
SUSANTA STD
RABI STD
SHREESAI CD PARLOUR
CELL FRESH
SAI TELECOM
SANTOSH TRADERS

150,000
150,000
120,000
80,000
100,000
200,000
180,000
130,000
100,000
30,000
60,000
100,000
20,000
120,000
100,000
100,000
30,000
150,000
50,000
12,000
30,000
30,000
30,000
30,000
20,000
30,000
0
40,000
20,000
10,000
15,000
70,000
5,000

395,000
355,000
349,000
392,400
335,000
358,000
550,000
324,000
310,000
115,000
190,000
485,000
80,000
440,000
380,000
425,000
146,000
465,000
176,000
39,000
198,000
125,000
230,000
195,000
80,000
302,000
35,000
180,000
96,000
41,000
90,002
205,000
13,000

37.97
42.25
34.38
20.39
29.85
55.87
32.73
40.12
32.26
26.09
31.58
20.62
25.00
27.27
26.32
23.53
20.55
32.26
28.41
30.77
15.15
24.00
13.04
15.38
25.00
9.93
0.00
22.22
20.83
24.39
16.67
34.15
38.46

A
A
A
B
B
A
A
A
B
C
B
B
D
A
B
B
C
A
C
D
C
C
C
C
D
C
E
C
D
D
D
B
E

DURGA MOBICARE
CHAMUNDI COMMUNICATION
MATRUSHAKTI COMMU
RATH COMMUNICATION
DHREEN COMMUNICATION
GANESH GFT HOUSE
GIRIJA VARIETY STORE
ANURADH WATCH CENTER
BI0YAK TRADERS
PANDA TIMES
LUCKY COMMUNICATION

40,000
30,000
15,000
30,000
20,000
25,000
30,000
65,000
20,000
10,000
7,000

184,000
102,000
54,000
95,000
74,000
84,000
110,000
166,000
170,001
75,000
105,000

21.74
29.41
27.78
31.58
27.03
29.76
27.27
39.16
11.76
13.33
6.67

C
C
D
C
D
D
C
B
D
D
D

DALAI GENERAL STORE

SAHU TELECOM
MAA TARARININI TEAS STALL
BABULA PAN SHOP
SATYA MEDICAL STORE
SHARP COPY
UTAKAL NOTE BOOKS
KANHA DRUG
SIRIDI SAI TELECOM
N.N.COMMUNICATION
JAGA TOUR AND TRAVELS
SUNIAL ENTERPRISE
MEE0KHI COMMUNICATION
SAHU TELECOM
TOTAL

15,000
10,000
5,000
0
30,000
30,000
20,000
25,000
30,000
15,000
25,000
20,000
35,000
10,000
2,874,000

86,000
47,000
15,000
5,000
79,000
195,000
99,000
105,000
185,000
74,000
81,000
25,000
270,000
45,000
10,629,403

17.44
21.28
33.33
0.00
37.97
15.38
20.20
23.81
16.22
20.27
30.86
80.00
12.96
22.22
27.04

(Revenue in Lakhs)
In the revenue part company have the same problem face in the market.

In the revenue part company have the same problem face in the market.

D
D
E
E
C
C
D
D
C
D
D
D
C
D

REVENUE

3,500,000
3,080,000
3,000,000

RELIANCE GSM
AIRTEL
BSNL
VODAPHONE
AIRCEL

2,874,000
2,500,000
2,000,000

IDEA
RELIANCE
CDMA
TATA DOCOMO

1,594,000
1,500,000

UNINOR
920,000

1,000,000

706,000
500,000

686,000TATA
418,401

351,002
0

0
N

E
AIRT

EL

BSNL

R M
S
G
O

AIRC

IDEA

RELIANCE CDMA

VERGIN

FINDINGS
From the fitment survey that has been carried away in one big grown market of
Orissa i.e. Warangal. The following findings can be drawn out.
MARKET POTENTIAL

1. Market potential of total SIM activation in the Warangal (based on survey data)
is 7141 per month.
The Company is selling only 1373 i.e. 19.23% of total SIM activation.
2.

Market potential of total recharge voucher is Rs. 10,629,403 in Lakhs.

But the company is selling only Rs 2,874,000 Lakhs
Paper voucher and easy recharge in the market which 27.04 % of total
selling.
3. When I collected data from the market I found that the mismanagement
of sales activity and some major problem in distribution plan held in
the Warangal distributor office. So the

LIMITATIONS OF THE STUDY

1.

To collect the data from all the owner of retail outlet of Warangal in a short
span of time was very difficult.

2.

Some owner could not understand the point of the questionnaires so their
answers were confusing.

3.

Some owners have given opinion only about the highest sales of his counter.

4.
5.

Some of them dont understand the questionnaires and simply say we cant
say anything.

6.

Major counters do not feel comfortable to disclose there sales figure and some
counters owners could not get much time to answer my questions.

7.

As we are fresh to the market it took little bit time to generate leads.
8. Mobile phone market in Warangal is almost saturated.

9.

The sales executives of RELIANCE COMMUNICATION have already

captured the market so Retailer is not accepting us.

9.

Now days in Reliance Communication have some problem like Network,

in Easy Recharge, and the percentage what company gives to the retailer
is less to compare to other competitors. So retailers need more percentage
in business.

SUGGESTION & CONCLUSION

Human Resource should be strengthened as per the market need. i.e some

1.

more sales persons must be appointed who can touch the retailers on the daily
basis.
2. The company must give more emphasis to distribution part of the Warangal
market.
3. Company should give more incentive to the retailer because the
competitors are offering more.
4. Quality of service to the customer and the retailer should be maintained by
the company.
5.

In my point of view after analyzing the primary data and secondary data I
suggested a new beat plan to the Warangal office i.e.
Total Counters

= 450

Total Sales man

=5

One S.P can visit

=450/5=90 counters

Per one counters max

= 15 minutes

Per day work

= 8 hr.

In a week

= 6 days (exp sun)

Total working hour week

= 48 hr

Let one S.P visit per day

= 32 counters

One S.P visit in a week

= 32*6= 192 counters

Five S.P visit total cou. In a week =192*5= 960 counters

Five S.P visit total counter in a day= 32*5=160 counters
Total counters

=450

They can cover 450 counters in 3 days. In next 3 days they can get 3 days
more to visit once another time to the retail outlet and fulfill the demand of the
customer.

BIBLIOGRAPHY
1. MARKETING MANAGEMENT- PHILIP KOTLER
2.

www.reliancecommunication.com

3.

www.indiancellular.com

4.

www.phoneworld.com