Research Methodology

RETAIL DISTRIBUTION OF TELECOM SERVICES

Aniket Kabre
Roll No – 63
MMS First year
SIESCOMS 2009-11

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 TABLE OF CONTENTS

ACKNOWLEDGEMENT 2

1. INTRODUCTION 2

1.1) Background 2

1.2) Reasons for selecting this study. 2

1.3 Research Objectives 2

1.4) Research Problem 2

1.5) Scope and limitations 2

1.6) Defining the variables 2

2. LITERATURE REVIEW 2

3. RESEARCH METHODLOGY 2

3.1) Research design 2

Sources of data 2

Sample design 2

4.RESULTS & FINDINGS 2

5.CONCLUSION AND RECOMMENDATION 2

5.1) Conclusion 2

5.2) Recommendations 2

6. BIBLIOGRAPHY 2

7. ANNEXURES 2

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 ACKNOWLEDGEMENT

I express my deep gratitude to Prof. Gowri Joshi for her constant support,
guidance and motivation which helped me immensely in completing this
project. The project provided me with an opportunity to understand the
fundamentals of research methods in a better manner and apply them.

The insistence on taking up a topic like the Retail Distribution of Telecom

Services helped me to understand the nitty-gritty’s of retail distribution of
telecom services in great detail.

I also would like to thank our respondents for giving us their valuable time and
providing us with the information needed to carry out the research
successfully.

Aniket Kabre
SIES College of Management Studies
MMS (First Year) 2009-11

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 1. INTRODUCTION

1.1) Background

At 306.45 million connections Indian Telecom Industry till May 2009, is the
third largest and fastest growing in the world. Over the last three years, two
out of every three new telephone connections are wireless. Consequently,
wireless now accounts for 54.6% telephone subscriber base as compared
to only 40 % in 2003. The wireless technologies currently in use in Indian
Telecom Industry are Global System for Mobile Communications (GSM)
and Code Division Multiple Access (CDMA). Currently there are close to 10
telecom service providers in Mumbai city.

So therefore it becomes all the necessary and important to study how this
service is made available to consumers. Telecom service providers make
their services available by retailing their services. Those companies hire the
services of retail shops on commission basis and also by offering them
incentives. So the behavior and preferences of Retailers become all more
important.

The study aims to analyse that with the increase in competition in the
telecom service, higher levels of Retailer satisfaction with affordable price
for end users and improved quality of services are achieving or not.

The study also shows whether the Retailer who deals with various service
providers product and service are satisfied with the service quality and allied
parameter attached to it or not

This study is a one of a kind study where an attempt has been made to
know the Retailers preference and behaviour they show towards a particular
operator’s product and services and their level of satisfaction while dealing
with those.

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1.2) Reasons for selecting this study.
In today’s scenario communication has become much faster day by day.
One of them is the growth of telecom sector. Today many organisations
provide services for telecom purpose. This study will help to understand
Retailer preference and their satisfaction by the services provided by
different organisations in this sector .It will also help these organisations to
form various strategies and getting the results from marketing efforts and
also it will be important to know commercial viability of study.

1.3 Research Objectives

The main objectives that we are trying to find out through this study are:

 To understand Retailers preference in Telecom sector.

 To study the Retailer satisfaction and understand current market
scenario in telecom sector.
 To find out Visibility / Noticibility of product / services.
 To find out Retailer’s Intention to Recommend [ITR] the
product / services.

1.4) Research Problem

Since past several years India has witnessed Telecom revolution which
changed the way people communicate with each other. India is fastest
growing Telecom market in the world and therefore has attracted several
players fighting for greator market share. Telecom Industry being
competitive, it is important for service providers to make their services /
product available to consumers and for this it is vital for them to have a
strong retail distribution network in place .

My area of study is to explore nature of retail distribution network of

Telecom companies and the role played by retailers to help sell service
providers their products / services to consumers.
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1.5) Scope and limitations
The scope of this study is limited only to 8 retailer shops in Mumbai.The
limitation of the study is that only Retailers from Mumbai i.e. the capital city
of Maharashtra state have been taken into account.

In this survey only the view of retailer has been taken into account but
neither the view of the company nor the satisfaction level of the customers
is taken into account, and as we know retailers behaviour is at times
monetarily motivated one so some of the response may be biased. However
the study has provided encouraging results and there is scope for deriving
more information if a more rigorous study is conducted at district levels to
cover the entire state.

1.6) Defining the variables

Independent variable : Retail Distribution

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 2. LITERATURE REVIEW

2.1) Introduction

The customers are very important and play a very crucial role in any
process of marketing. Today the customers are kings of the market because
the customer’s loyalty and customer’s preference are built by the products
and services offered to the customers and they seek for more benefits and
money’s worth for the amount they spend. But these services and products
are delivered to the end customers only by the Retailers who work as the
end medium in the whole chain sales. That is where the concept of
Retailers preference and Retailers behaviour comes because the Retailers
make the marketers rethink about designing their services; because of the
important role they play in the whole chain. They have to think about the
market strategies, Retailer behaviour, Retailers taste etc also. Many
marketers are smart enough to understand Retailers needs, wants and
demands and perform beyond their expectation i.e. they delight them. it
provides them growth , profitability and creativity with lot of inventions.

Telecom Sector

The development of the telecom sector has experienced a major process of

transformation in terms of its growth, technological content and market
structure in the last decade.

Retail distribution & Telecom

As competition in telecom sector is increasing day by day and all operators

are in a run to increase their subscriber base, at times tend to ignore the
satisfaction level of the Retailers, who play a vital role in delivering the end
service to the customer.

Whenever we talk of growth and development of a nation, hardly can there

be anyone who can ignore the vital contribution of Telecommunication
sector. Today it has become a lifeline for us, in the absence of which we
feel we are separated the world at large.

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The importance of telecommunication product and service has gone deep in
the life of people that after three essentials of human being i.e. food, shelter
and clothing the fourth one that can be added comfortably is the
communication. A gadget and a service which can be found in everyone’s
palm ranging from rickshaw-puller to big businessmen. Now talking of India,
which is still a developing country, the importance of telecommunication as
a sector can be very well understood.

Indian telecom sector has been doing exceptionally well in the past decade.
Its structural and institutional reforms have provided tremendous growth
opportunity to his sector. India has nearly 250 million telephone lines
making it the third largest network in the world after China and USA. With a
growth rate of 45%, Indian telecom industry has the highest growth rate in
the world. And in this context whenever we talk of mobile telephony,
Vodafone as a brand must be taken in to account. Nowadays there is lot of
competition between different telecom operators who in order to add more
subscriber base to the existing figures comes out with attractive customer
schemes and virtually there is a tug of war between operators to get more
market share. But in this fierce competitive war to get more subscriber base,
many a times the Retailers who play a vital role in the whole chain of sales
and who influence customers for a service provider are sometimes
ignored.. In this competitive market for a service provider to get an edge
over other operator, in addition to other prevailing factors a operator must
clearly understand the behaviour, preference and satisfaction level of
Retailers, which will help them to design effective strategies to get more
sales and increase subscriber base and shift push sales to pull sales.

2.2) Analyzing Growth of Cellular Telecom Sector and understanding

Consumer’s Preferences and Choices on the use of Cellphone.

The Indian telecom sector has emerged as the fastest growing telecom
market in the world. With more affordable services, increased penetration
and a supportive government along with regular fall in tariffs in the sector
has brought significant changes in number of consumers and usage of
cellular telecom services.

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 However, with galloping achievements, there are few challenges too, to be
overcome by the Indian telecom industry to ride high on the next growth
wave. Among the fastest growing sector of the economy the Indian telecom
sector continued to maintain its Growth during the year as one of the key
sectors responsible for the economy’s impressive performance.
The sector has been growing in the range of 20 to 40 percent during the
last three years (2002-05). The telecom sector is getting more sops from the
government, which will help it in growing faster more to align with objective
of achieving the goal of reaching 250 million subscribers and a tele-density
of 22% by 2007, reducing urban and rural disparities.

Indian Journal of Marketing – September, 2008

Dr.S.K.Sinha
Head
Department of Financial Studies
Faculty of Management Studies
VBS Purvanchal University
Jaunpur,Uttar Pradesh
drsksinhapu@yahoo.co.in

Ajay Wagh
Faculty Member
Department of Human Resource
Development,Faculty of Management Studies,VBS Purvanchal University
Jaunpur,Uttar Pradesh
ajay_wgh@yahoo.com

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2.3) SIM Card Management System

National Informatics Centre, Chennai

SIM Card Management System for the Bharat Sanchar Nigam Ltd, Chennai

Introduction

The Bharat Sanchar Nigam Ltd launched Mobile Celluar Servics in the year
2003. Pre-paid and post-paid cell phone connections are sold to customers
through a network of Customer Service Centres (CSC), distributors and
dealers spread over Chennai. SIM Card distribution to the various agencies,
and Mobile Number allotments are centrally Monitored by the Headquarters
of BSNL Mobile Services, at the RK Nagar Telephone Exchange, of
Chennai Telephones.The Accounts officer at the issues SIM Cards and
recharge cards to the various CSCs as and when required. Other than CSC,
post-paid cards are purchased by distributors who in sell them to
customers.

The Accounts Officer keeps track of cards issued/sold to

CSCs/Dealers/Distributors, and of all related accounts. At the Customer
Support Centre, a customer is allowed to choose a number of his/her liking,
For the mobile phone, for later purchase, for a period of 48 hours on request
by a customer, and released if payment for the connection is not made
within the period.Fancy numbers are sold for a special fee.In case of loss of
mobile phone, or damage of SIM Card, a new SIM Card with same mobile
number may be obtained after payment of replacement charges.
SIM Card Management System

National Informatics Centre, Chennai

SIM Card Management System

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The SIM Card Management System is an intranet application designed –
to handle Transactions at Customer Support Centres ; to carry out all
activities related SIM card/ GSM number distribution/ allotment by the
headquarters ; and to maintain accounts ; Through a centralised database.
The SIM Card Management System uses intranet technology To give a
cost-effective solution that delivers powerful and robust results .By
connecting Customer Support Centres, dealers and distributors with the
services headquarters, through A centralised server, information is
managed effectively and effeciently.

Up-to-date and Reliable information on stock of SIM cards and recharge

cards and the revenue earned Through their sale is available at any given
time.

Product Features

Maintainance of all SIM card details in a centralised environment

Handle sale transactions at the 12 Customer Support Centres in Chennai

Handle SIM card/GSM number distribution and allotment by the

Headquarters

Maintainance modules for incorporation of new schemes, plans etc with

ease
Automate generation of all accounting and statistical statements
Effecient query system for the enquiry counter

The CSCs located at twelve telephone exchanges are connected to the

headquarters, BSNL Mobile Services, located at RK Nagar, through
dedicated lines. A centralised Database ,located on the server at the
headquarters, is used to track the transactions Involving stock and sales of
SIM Cards and recharge cards, and allotments of mobile

Numbers,through the various Customer Support Centres, dealers and

distributor.

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Counter operations handled are sale of connections – post-paid as well as
pre-paid, Sale of recharge packs, blocking of GSM number for a period of
48 hours on request By a customer, sale of vanity numbers, conversion of
pre-paid to post-paid connection, Replacement of damaged SIM cards , and
rceipt generation for all these transactions. The counter facilities the
customer visiting the CSC center to view the list of available Mobile
numbers, at the time of buying, and choose one of his preference. The
software Provides an administrative module for incorporating various plans
and offered by BSNL From time to time. The SIM Card Management
system handles tallying and accounting of daily sales at the CSCs and
generation of consolidated statements of stock and amounts collected.
Facility is provided for administrator to disseminate FAQ’s and other
essential messages to the counter staff.

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 3. RESEARCH METHODLOGY

Research is an art of scientific investigation. It is defined as “A careful

investigation or enquiry especially through search for new facts in any
branch of knowledge”. Research is a movement from the known to the
unknown. It is actually a voyage of discovery. Research refers to the
systematic method consisting of enunciating the problem, collecting the
facts or data, analyzing the facts and reaching certain conclusions in the
form of solutions towards the concerned problem.
This chapter presents the methodology that will be use in the conduct of this
study and will include the discussion of research design, samplings,
respondents, data gathering and statistical instrument used.

3.1) Research design

A research design specifies the methods and procedures for conducting a

particular study. Broadly speaking, there are 3 categories of research
design – exploratory, descriptive and casual research.

An exploratory research focuses on the discovery of ideas and is generally

based on secondary data. A descriptive study is undertaken when the
researcher wants to know the characteristics of certain groups such as age,
educational level, income, occupation, etc. A casual research is undertaken
when the researcher is interested in knowing the cause and effect
relationship between two or more variables.

The type of research used in this study is Exploratorary research. The study
was structured and was rigid and its approach remained the same
throughout the study.

Research design is the blue print of the action for this study.

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Following method was adopted during study-
o Review of literature and data taken from retailers to
understand recent development in the field of Telecom.
o Defining objective of the study.
o Formation of questionnaire to capture primary data.

o Analysis and interpretation of primary data.

o Conclusion out of primary and secondary data.

Sources of data

Primary data
Primary data consists of original information gathered for specific purposes
at hand.These are gathered for a specific purpose or for a specific research
project. Primary data was collected by Interviewing the Retailers of Telecom
products/services.

Secondary data

Secondary data consists of information that already exist and that were
being collected in the past for some other purposes. Secondary data used
in this study were collected from external sources like ,
blogs,articles,newspapers, wiki etc. Some websites which were really
helpful are www.slideshare.com,oppapers.com . There were many research
journals which were referred to.

Sample design

Sampling technique adopted

The sampling technique used Stratified random sampling. The respondents

in the sample were retailers of five different telecom service providers.

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Sample size

Eight retailers of different telecom service providers were considered

dealing with pre-paid and post-paid taken into account.

Tools and techniques adopted

The study exploited both primary and secondary sources of data. The
primary sources comprised of structured questionnaire consisting of 8
questions . The open ended questions were basically in the form of
interaction with Retailers by filling up of questionnaire. The sample size for
the the study consisted of 8 retailers dealing in both prepaid and post-paid
product and services. The data was collected from the respondents who
were Retailers for products and servicesof Five telecom operators

The data gathered were analysed and interpreted in absolute numbers

The questionnairehas been attached in the annexure.
The secondary source basically consisted of internet, articles, and
newspaper.

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 4.RESULTS & FINDINGS

4.1) Data Analysis

1) Sales Frequency

Operator Airtel Aircel Loop Rtl Vodafone

As per need 3 8 21 8 3
Daily 77 64 11 50 73
Once 2 3 35 4 1
twice 17 23 20 31 23
Thrice 2 3 13 7 1
Total 100 100 100 100 100

Percentage of sales person’s visit to the Retailers

From the above date we can analysis we can easily find out that the daily
visit of Airtel’s sales person is the highest. From a Retailers point of
view, it is always expected that the sales person of a company i.e (FOS &
DSE) gives him a daily visit. So from this analysis it can be clearly
found out that Retailer’s are most satisfied with Airtel and Vodafone in
terms of sales frequency.
So here Airtel is ahead with a daily visit of 77% to the retailers followed
closely by Vodafone with 73%. However Aircel is also very close with 64%.
But both BPl loop and Reliance are very far behind ,having 11% and
50% respectively are far from Airtel and Vodafone in terms of sales
frequency, and as such Retailers are not very satisfied working for the
said companies

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2) Better Sales person

sNo of Company
Retailers
3 Airtel
2 Vodafone
1 Aircel
1 Reliance
Communications
1 BPL Loop

As per the data gathered, it was analysed that Airtel’s sales persons are
the best sales persons where three out of eight retailers interviewed said
they thought sales person of Airtel were better and isfollowed by Vodafone
with Two of the retailers going in their favour. Where as Aircel , Reliance
,and BPL Loop had one retailer each going in their favour as they are
lagging behind in terms of Retailer satisfaction with these company’s sales
person. The major reasons behind the fact that Airtel is the clear
winner in case of sales person can be summarised as; Airtel’s sales person
are a good listener, they inform in advance about the schemes to the
Retailer quick service and are efficient, are co-operative and helpful,
have quick problem solving ability, receives Retailers call and reverts back
in time, behaves like a friend, educates and update Retailers about various
schemes and product
resolves complaints quickly, whenever needed visits the Retailer twice in a
day has got serious attitude towards his job, behaves decently, and if at
times need provides credit to the Retailer for a single day in case of Easy-
Recharge. So here we can clearly see that higher the visit of sales
person, the more satisfied the retailer is. So sales frequency has a direct
co-relation with the satisfaction level of the retailers. This can be
ascertained by looking into the first table where sales
frequency has been depicted.

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3) PRICING

No of Company
Retailers
3 Vodafone
2 Airtel
1 Aircel
1 Reliance
Communications
1 BPL Loop

From this analysis it can be gathered that in terms of pricing the clear
verdict of Retailers goes to Vodafone with three retailers going in their
favour. The other service provider are a no match to Vodafone strong
pricing strategies with Airtel having 2 , Aircel with 1, Reliance with 1 and
BPL Loop having also 1 Retailer verdict. The major reasons behind the
fact as to why Retailers have voted for Vodafone as having the best
pricing is that presently Vodafone is having an edge over other operators
because of its good offerings and customer schemes with new
connection like,

 Rs.10 inbuilt talk time

 Chalta rahe validity

 200 minutes free Vodafone to Vodafone calls

And all this are free with every Rs.99 new prepaid connection.Whereas no
other operator is offering so much with Rs.99 new prepaid connection. This
is the reason why most Retailers said that Vodafone’s product is worth the
value and is appropriately priced.

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4) PRODUCTS EASY TO SELL

No of Company
Retailers
4 Airtel
1 Vodafone
1 Aircel
1 Reliance
Communications
1 BPL Loop

As per the data it can be analysed that for four out of eight Retailers said
Airtel’s product is very easy to sell with , followed by Vodafone , Aircel
,Reliance and BPL Loop having one retailer each in their favour..

5) PROFIT MARGIN

No of Company
Retailers
1 Airtel
3 Aircel
1 Vodafone
1 Reliance
Communications
1 BPL Loop

From the table it can be observed that regarding profit margin Aircel and
is the clear winner with three retailers each going in its favour. Airtel,
Vodafone Reliance and BPL Loop with 1 each retailer going in their
favour.. The main reason for Aircel becoming the winner is that they give
Rs.49 per connection to the Retailer who sells it to the end customer for

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Rs.99, whereas at this margin even increases upto Rs.65 – 70 when
Retailers schemes goes on.

6) LIKE TO SELL THE MOST

No of Company
Retailers
4 Airtel
1 Aircel
1 Vodafone
1 Reliance
Communications
1 BPL Loop

If we analyse the table above we can see that majority of Retailers like to
sell Airtel connection where Airtel have Four retailers voting in their
favour followed by Vodafone , Airce Reliance and BPL Loop with 1
each. The major reason as to why Airtel is voted as the company whose
connections are easier to sell even when is low real profit and is liked by
Retailers to sell the most are:-

 Easy to convince and sell

 Good network strength and availability
 More demand from customer
 No harassment for both Retailer an customer
 Good schemes floated by Airtel

 Easy to convince and sell

 Good network strength and availability
 More demand from customer
 No harassment for both Retailer an customer
 Good schemes floated by Airtel

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7) CLAIM SETTLEMENT

No of Company
Retailers
3 Airtel
0 Aircel
5 Vodafone
0 Reliance
Communications
0 BPL Loop

Satisfied by Claim settlement

Claim settlement of schemes is also one another criterion of finding

out the satisfaction level of Retailers because of which they show
particular kind of behaviour while dealing with the products and
services of a concerned company. Now if we analyse the table relating
to satisfaction in terms of claim settlement we see that Vodafone is the
clear winner with The Five retailers going in their favour, followed by Airtel
with three ,Aircel , Reliance and BPL Loop with none. The reason for this is
that Vodafone settles it claim with Retailers in the least possible time.The
average timetaken by Vodafone to settle the claim came at around 20
days which is good when compared to others.

Now coming back to dissatisfaction in terms of claim settlement

regarding schemes Reliance , Aircel , BPL Loop have no retailers voting
in their favour. The reasons behind the dissatisfaction of Retailers
regarding claim settlement are that these companies are least bothered
for the Retailers once the scheme is over and the lack of proper attitude
from company people to resolve Retailers issues relating to claim
settlement. In majority of the cases either the claim amount is pending for
over six month period of time .

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8) SERVICE QUALITY

No of Company
Retailers
3 Airtel
1 Aircel
2 Vodafone
1 Reliance
Communications
1 BPL Loop

Satisfaction and Dissatisfaction of a retailer regarding a particular service

provider largely depend upon the service quality of a particular
telecom operator. Here when we talk of service quality of a particular
service provider it basically comprises of five vital components or factors
viz:-

o Companies fast responsiveness to a problem

o Company having helping attitude

o Company abiding by the time frame promised

o Company having empathetic look

o Company whose dealings are reliable

i.e
to say the RELIABILITY,TIMELINESS,ATTITUDE,EMPATHY, and
RESPONSIVENESS of a particular service provider.

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Now if obseve the table that Airtel is the best in terms of service quality
and it scored on all these factors and parameterswell. Because of the
reason that its service quality is best as compared to others.

Retailers are satisfied being associated wih the company and they
also feel motivated to influence customers for Airtel. Which is closely
followed by Vodafone and then , Aircel, Reliance and BPL Loop.

The major reasons behind as to why Retailers voted Airtel in this parameter
are :-

Problem solving attitude of company people

o Fast service and processing

o Co-operative FOS and sales people

o Excellent distributor service

o Good network availability

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9) MOST IMPORTANT FOR RETAILER

From the survey an attempt was also made to find as to what is the most
important for a Retailer whether its the network or services of a service
provider or the Retailers own margin and scheme that he gets from a
operator or whether its the efficient service of a distributor which gives him
an extra mile or it’s the efficiency in service of the DSE or FOS.
But analysing the chart we can find out that majority of the Retailers voted
for NETWORK and SERVICE of a service provider which got four retailers
going for it , followed by RETAILERS MARGIN AND SCHEME with two
retailers voting for it and SERVICES OF DSE AND FOS and
DISTRIBUTOR SERVICE with one retailer each going for them. The reason
behind such response is that majority of the Retailers feel that if the network
and service of a operator are perfect other things will follow themselves
The main aim behind framing such a question was to know as to what is the
hidden impulse of Retailers in general is, either it is only to earn profit or
whether they have any concern for the other allied services provided by a

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service provider. Getting responses of such questions largely help
marketers to get the pulse of the Retailers and help them in designing
appropriate strategies to provide utmost satisfaction to both Retailers and
end consumers.

5.CONCLUSION AND RECOMMENDATION

5.1) Conclusion

Now taking into account the observation and findings and considering
the parameters set in the questionnaire it can be concluded that out
of the six essential parameters i.e

Sales Frequency

Sales Person

Pricing

Profit Margin

Claim Settlement and

Service Quality

In the two parameters i.e pricing, and claim settlement Vodafone is

ahead but closely followed by Airtel.

Whereas Aircel is ahead only in case of profit margin. So here we can

clearly see that both Vodafone and Airtel are focussing on better service
quality as a sales and distribution strategy, however for Aircel the
primary strategy is to lure the retailers with high profit margin

From the observation and the findings of the survey it comes out clearly that
the retailers play a very vital role in acquiring customers by influencing their
decision making in favour of the service provider which the retailers likes the
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most. It also comes out clearly that profit margin is not the only
reason for which retailer sells a particular brand but other aspects such
as service quality, pricing
of products and services, timely settlement of claims are equally important
The survey also brings out clearly that Vodafone has pretty

well occupied the mind share of the retailers with its attractive pricing,
quality service in terms of quick retailer claim settlement, good service
frequency.
However from the survey it has also clearly come out that no doubt it
has quite well garnered the faith and belief of retailers but there are
certain problem areas for Vodafone too. A segment of retailers feel that
there is more DSE/FOS churn in case of most companies as a result of
which the retailers are not able to build up a good bonding with them which
isnot there in case of Airtel and this can clearly be corroborated from the
tables of sales frequency and sales person.

5.2) Recommendations

It is recommended to three of the five companies in particular i.e Aircel,

Reliance Communications and BPL Loop to closely follow or study the retail
distribution strategies of leading Telecom companies Airtel and Vodafone
on the parameters on which they are lagging behind which are discussed
above.

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 6. BIBLIOGRAPHY

BOOKS
Kothari, C.R, Research Methodology, Second Edition, New Delhi, Wishwa
Prakashan, 1990

WEBSITES

 www.slideshare.com

 www.oppapers.com

 www.google.com

 www.wikipedia.org

 www.dot.gov.in

 www.trai.org.in

Articles

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Thesis on “Critically analyse the customer preference and satisfaction
measurement in Indian Telecom Industry” by Naman Shah, submitted at
IIPM, Ahmedbad.

7. ANNEXURES

Copy of Interview Schedule.

Which Company’s salesperson visits you the most?

Which Company’s salesperson is better as compared to other?

Which Company has got the best pricing?

Which company’s product is easy to sell?

Which company is offering the best profit margin to you?

Which Company’s connection do you like to sell even when there is low
profit.?

Which company’s claim settlement are you most satisfied and with whom
most dissatisfied?

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Which Company’s service quality is better as compared to other and with
which Company you are satisfied being associated with and feel motivated
to influence customer for?

Which aspect to you is most important from business point of view?

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