PREFACE

The field of business professional study is incomplete without practical

knowledge. Therefore, summer training program is designed to provide a glimpse of

real work environment of organization. These real life situations are entirely different

from the simulated exercises in all artificial environments inside the classroom. This

fact consolidates the session of summer training in MBA curriculum. Training can be

described as a planned process to modify attitude, knowledge or skill behaviour

through learning experience to achieve effective performance in an activity or range

of activities. In order to achieve practical positive and concert results, the classroom

had to be effectively wedded to the realities of the situation existing outside the

classroom to develop managerial and administrative skills.

The project has been written in simple words to explain the competition in real

life situations. I expect that this work will be helpful for managers of Tata

Teleservices Limited.
 EXECUTIVE SUMMARY

Tata Teleservices Limited (TTSL) is a part of the Tata Group of Companies,

an Indian Conglomerate. It runs under the brand name Tata Indicom, in various

telecom circles of India. My training period in this company has given me a lot of

confidence. This summer training has provided me the knowledge about the

competition in Telecom Industry. The aim of the project is to identify the potential

business channel partners of Tata Teleservices Limited (TTSL) for their new product,

High Speed Internet Access in the Tricity. To analyze the collected data and make

suggestions to identify the new channel partners. The project uses the methodology of

questionnaires to bring out what the showroom owners/shopkeepers of the region

perceive for the same. The data collected through the means of questioning these

respondents’ drills down what is better of which company and their personal data.

Hence, distinction is made according to which company provides which feature better

and also ranking the retailer according to his capability.

The project helps the organization in knowing their strengths and weaknesses

and the capability of retailers for the new product. I had been assigned as a trainee in

the HNI Department. During the course of one and half months I did this project.
 SECTION – 1

Introduction to The Organisation

Introduction:-

The Tata Group is one of India’s oldest, largest and most respected business

conglomerates. The Tata Group is a multinational conglomerate based in Mumbai,

India. In terms of market capitalization and revenues, Tata Group is the largest private

company in India. It has interests in Steel, Automobiles, Information Technology,

Communication, Power, Tea and Hotels. Tata is a rapidly growing business group

based in India with significant international operations. Revenues in 2007-08 are

estimated at $62.5 billion (around Rs 251,543 crore), of which 61% is from business

outside India. The Group employs around 350,000 people worldwide. The Tata has

been respected in India for 140 years for its adherence to strong values and business

ethics.

The business operations of the Tata Group currently encompass seven

business sectors: communications and information technology, engineering, materials,

services, energy, consumer products and chemicals. The Group’s 27 publicly listed

enterprises have a combined market capitalisation of some $60 billion among the

highest among Indian business houses and a shareholder base of 3.2 million. The

major companied in the Group include Tata Steel, Tata Consultancy Services (TCS),

Tata Power, Tata Chemicals, Tata Tea, Indian Hotels and Tata Communications.

The Group’s major companies are beginning to be counted globally. Tata Steel

became the sixth largest steel maker in the world after it acquired Corus. Tata Motors

is among the top five commercial vehicle manufacturers in the world and has recently

acquired Jaguar and Land Rover. TCS is a leading global software company, with

delivery centres in US, UK, Hungary, Brazil, Uruguay and China besides India. Tata

Tea Is second largest branded tea company in the world, through its UK based
subsidiary Tetley. Tata Chemicals is the world’s second largest manufacturer of soda

ash. Tata Communications is one of the world’s largest wholesale voice carriers.

In tandem with the increasing international footprint of its companies, the Group is

also gaining international recognition. Brand Finance, a UK based consultancy firm,

recently valued the Tata brand at $11.4 billion and ranked it 57th amongst the Top 100

brands in the world. Businessweek ranked the Group sixth amongst the ‘World’s Most

Innovative Companies’ and the Reputation Institute, USA, recently rated it as the

‘World’s Sixth Most Reputed Firm’.

Founded by Jamsetji Tata in 1868, the Tata Group’s early years were inspired

by the spirit of nationalism. The Group pioneered several industries of national

importance in India: steel, power, hospitality and airlines. In more recent times, the

Tata Group’s pioneering spirit has been showcased by companies like Tata

Consultancy Services, India’s first software company, which pioneered international

delivery model, and Tata Motors, which made India’s first indigenously developed

car, the Indica, in 1998 and recently unveiled the world’s lowest cost car, the Tata

Nano, for commercial launch by end of 2008.

The Tata Group has always believed in returning wealth to the society it

serves. Two thirds of the equity of Tata Sons, the Tata Group’s promoter company, is

held by philanthropic trusts which have created national institutions in science and

technology, medical research, social studies and the performing arts. The trusts also

provide aid and assistance to NGOs in the areas of education, to communities around

their industrial units. The combined development related expenditure of the trusts and

the companies amounts to around 4% of the Group’s net profits.

 Going forward, the Group is focusing on new technologies and innovation to

drive its business in India and internationally. The Nano car is one example, as is the

Eka supercomputer, which in 2008 is ranked the world’s fourth fastest. The Group

aims to build a series of world class, world scale businesses in select sectors.

Anchored in India and wedded to its traditional values and strong ethics, the Group is

building a multinational business which will achieve growth through excellence and

innovation, while balancing the interests of its shareholders, its employees and wider

society.

The business operations of the Tata Group currently encompass seven

business sectors: communication and information technology, engineering, materials,

services, energy, consumer products and chemicals.

Information Systems and Communications:-

The Tata Group has well established enterprises in the fields of software and

other information systems, telecommunications and industrial automation.

Companies in this Sector are:

• Computational Research Laboratories

• INCAT

• Nelco

• Nelito System

• SerWiSol

• Tata Consultancy Services Ltd. (TCS) is Asia’s largest software company with

2006 – 2007 revenues being over US $ 4.3 bn.

• Tata Elxsi is another Software and Industrial design company of the Tata

stable. Based in Bangalore and Trivandrum. One of the leading companies in

the animation industry of India.

• Tata Interactive Systems

• Tata Technologies Limited

• Tata Teleservices

• Tatanet

• Tata Communications, formerly VSNL, the Indian telecom giant, was

acquired in 2002. Tata owned VSNL acquired Teleglobe in 2006.

 Engineering
The Tata Group has a robust presence in engineering, with operations in

automobiles and auto components and a variety of other engineering products and

services.

Companies in this Sector are

• TAL Manufacturing Solutions

• Tata Auto Comp Systems Limited (TACO), auto-component manufacturer

• Tata Motors, largest manufacturer of commercial vehicles and passengers

cars in India.

• Jaguar and Land Rover

• Tata Projects

• TCE Consulting Engineers

• Telco Construction Equipment Company

• TRF

• Voltas, consumers electronics company

Materials:

The Tata Group is among the global leaders in this business sector, with

operations in steel and composites.

Companies in this Sector are:

• Tata Advanced Materials

• Tata Steel is India’s first private Iron and Steel Company, and also the first

company founded by J.N. Tata. Its works are located at Jamshedpur, with

headquarters at Mumbai. It is currently the largest steel producer in India and

the fifth largest in the world. Corus Group is a subsidiary of Tata Steel.

• Tata Refractories Limited is India’s largest refractory manufacturer. It has

largest refractory plant in Asia under one roof in Belaphar, Orissa.

• Tayo Rolls, India’s largest steel cast roll manufacturer and supplier based in

Jamshedpur. Promoted by Tata Steel.

• Tata Tinplate, a major tinning line in Jamshedpur, India. Promoted by Tata

Steel.

• Tata Timken, a manufacturer of world class bearings.

Services:

The Tata Group has widespread interest in hospitality business, as also in

insurance, realty and financial and other services.

Companies in this sector are:

 • The Indian Hotels Company

• THDC

• Tata-AIG General Insurance

• Tata Asset Management

• Tata Economic Consultancy Services

• Tata Financial Services

• Tata Investment Corporation

• Tata Quality Management Services

• Tata Share Registry

• Tata Strategic Management Group (TSMG) is one of the largest consulting

firms in South Asia

• Tata Services

• Tata Johnson Controls

• Tata Ficosa Automotive Limited

Energy:

The Tata Group is significant player in power generation and is also involved

in the oil and gas segment.

Companies in this sector are:

• Tata Power is one of the largest private sector power companies. Its supplies

power to Mumbai, the commercial capital of India and parts of New Delhi.
Consumer Products:

The Tata Group has a strong and longstanding business in watches and

jewellery, and a growing presence in the retail industry.

Companies in this sector are:

• Tata Ceramics

• Infiniti Retail

• Tata McGraw Hill Publishing Company

• Tata Tea Limited is the World’s second largest manufacturer of packaged tea

and tea products. Its also owns the Tetley brand of tea sold primarily in

Europe

• Titan Industries manufacturers of Titan Watches

• Trent (Westside)

• Tata Sky

• Tata Tea

• Tata International Limited – Leather Products Division

Chemicals:
 The Tata Group is one of the largest producers of soda ash in the world.

Additionally, it has interests in fertilizers and in the pharmaceuticals business.

Companies in this sector are:

• Rallis India

• Tata Pigments

• Tata Chemicals, headquartered in Mumbai, India. Tata Chemicals has the

largest single soda ash production capacity plant in India. Since 2006 Tata

Chemicals has owned Brunner Mond, a United Kingdom based chemical

company with operations in Kenya and the Netherlands.

SECTION – 2

Tata Indicom Profile

 History:-

The Tata Communications headquarters at Fort, Mumbai.

VSNL roots back to two telegraph companies, Eastern Telegraph Company (ETC,

founded 1872) and Indian Radio Telegraph Company (IRT, founded 1927).

In 1932 the two merged to form Indian Radio and Cable Communications Company

(IRCC).

In 1986 VSNL (Videsh Sanchar Nigam Limited which translates to Overseas

Telecommunication Corporation Limited in English was incorporated as a wholly

owned government entity.

In 2000 Tata Group acquires a controlling stake in VSNL, Tata Indicom, the umbrella

brand for Tata Telecom Services, starts operation.

In 2002 The Indian Government privatised VSNL. The Tata Group holds 46% stake

in VSNL. The Indian government holds 26% stake.

In 2004 VSNL International is launched.

In 2005 VSNL acquires Tyco Global Network, becoming one of the world’s largest

providers of submarine cable bandwidth.

In 2006 VSNL acquires Teleglobe, growing its global reach, operational strengths,

and deep carrier relationships.

In 2007 Tata Group acquires a controlling stake in Neotel, the No 2 provider in South

Africa.

In 2008, Tata Communications became the unified global brand for VSNL, VSNL

International, Teleglobe, Tata Indicom Enterprise Business Unit, and CIPRIS.

In November 2009 it is launching GSM called TATA DOCOMO.

 TATA TELESERVICES
Vision:-

Trusted service to 100 million happy customers by 2011

Mission:-

To empower every Indian to connect with world affordably.

Value:-

• Leadership with humility.

• Fairness through meritocracy.

• Trust based on accountability.

• Excellence in execution.

• Tenacity for results.

• Pioneering spirit.

Theory:-

Tata Teleservices is part of the Rs 119,000 Crore (US $ 29 billion) Tata Group

that has over 98 companies, over 289,500 employees and more than 2.9 million

shareholders. With a committed investment of INR 36,000 Crore (US $ 7.5 billion) in
Telecom (FY 2006), the Group has a formidable presence across the telecom value

chain.

Tata Teleservices spearheads the Group’s presence in the Telecom Sector.

Incorporated in 1996, Tata Teleservices was the first to launch CDMA mobile

services in India with the Andhra Pradesh circle.

Stating with the major acquisition of Hughes Tele.com (India) Limited [now

renamed Tata Teleservices (Maharashtra) Limited] in December 2002 the company

swung into an expansion mode. With the total investment of Rs 19,924 Crore, Tata

Teleservices has created a Pan India presence spread across 19 circles that includes

Andhra Pradesh, Chennai, Gujrat, Karnataka, Delhi, Maharashtra, Mumbai,

Tamil Nadu, Orissa, Bihar, Rajasthan, Punjab, Haryana, Himachal Pradesh,

Uttar Pradesh(E), Uttar Pradesh(W), Kerala, Kolkata, Madhya Pradesh and

West Bengal.

Having pioneered the CDMA 2000 1* Technology platform in India, Tata

Teleservices has established a robust and reliable 3G ready telecom infrastructure that

ensures quality in its services. It has partnered with Motorola, Ericsson, Lucent and

ECI telecom for the deployment of a reliable, technologically advanced network.

The company, which heralded convergence technologies in the Indian telecom

sector, is today the market leader in the fixed wireless telephony market with a total

customer base of over 3.8 million.

 Tata Teleservices bouquet of telephony services include Mobile services,

Wireless Desktop Phones, Public Booth Telephony and Wire line Services. Other

services include value added services include value added services like voice portal,

roaming, post paid internet services, 3 – way conferencing, group calling, Wi – Fi

Internet, USB Modem, data cards, calling card services and enterprise services.

Some of the other products launched by the company include prepaid wireless

desktop phones, public phone booths, new mobile handsets and new voice & data

services such as BREW games, Voice Portal, picture messaging, polyphonic ring

tones, interactive applications like news, cricket, astrology, etc.

Tata Indicom redefined the existing prepaid mobile market in India, by

unveiling their offering – Tata Indicom ‘Non Stop Mobile’ which allows customers

to receive free incoming calls. Tata Teleservices today has India’s largest branded

telecom retail chain and is the first service provider in the country to offer an online

channel www.i-choose.in to offer post-paid mobile connections in the country.

Tata Teleservices has a strong workforce of 6000. In addition, TTSL has

created more than 20,000 jobs, which will include 10,000 indirect jobs through

outsourcing of its manpower needs.

Today, Tata Teleservices Limited along with Tata Teleservices (Maharashtra)

Limited serves over 25 million customers in over 5000 towns. With an ambitious

rollout plan both within existing circles and across new circles, Tata Teleservices

offers world-class technology and user-friendly services in 19 circles.

 Introduction
Tata Teleservices Limited (TTSL) is a part of the Tata Group of Companies,

an Indian Conglomerate. It runs under the brand name Tata Indicom in India, in

various telecom circles of India. The company forms the part of Tata Group’s

presence in the telecommunication industry in India, along with Tata Teleservices

(Maharashtra) Limited (TTML) and Videsh Sanchar Nigam Limited (VSNL)

In February 2008, TTSL announced that it would provide CDMA mobile

services targeted towards the youth, in a joint venture with the Virgin, UK, on a

MVNO basis.
 Company’s Background

Tata Teleservices is part of the INR Rs 1,20,000 Crore (US $ 29 billion) Tata

Group, that has over 87 companies, over 3,30,000 employees and more than 2.8

million shareholders. With a committed investment of INR 36,000 crore (US$7.5

billion) in Telecom (FY 2006), the group has a formidable presence across the

telecom value chain.

Tata Teleservices spearheads the Group’s Presence in the telecom sector.

Incorporated in 1996, Tata Teleservices was the first to launch CDMA mobile

services in India with Andhra Pradesh circle.

Starting with the major acquisition of Hughes Telecom (India) Limited in December

2002 the company swung into an expansion mode. With a total investment of Rs

19,924 crore, Tata Teleservices has created Pan India presence spread across 20

circles.
 Having pioneered the CDMA 3G1*technology platform in India, Tata

Teleservices has established a robust and reliable 3G ready telecom infrastructure that

ensures quality in its services. It has partnered with Motorola, Ericsson, Lucent and

ECI Telecom for the deployment of a reliable, technologically advanced network

The company, which heralded convergence technologies in the Indian telecom

sector, is today the market leader in the fixed wireless telephony market with a total

customer base of over 3.8 million.

Tata Teleservices’ bouquet of telephony services includes Mobile services,

Wireless Desktop Phones, Public Booth Telephony and Wireless services. Other

Services include value added services like voice portal, roaming, post-paid Internet

services, 3-way conferencing, group calling, Wi-Fi Internet, USB modem, data cards,

calling cards services and enterprise services. Some of the other products launched by

the company include prepaid wireless desktop phones, public phone booths, new

mobile handsets and new voice & data services such as BREW games, Voice Portal,

picture messaging, polyphonic ring tones, interactive applications like news, cricket,

astrology.

Tata Indicom redefined the existing prepaid mobile market in India, by

unveiling their offering – Tata Indicom ‘Non Stop Mobile’ which allows customers

to receive free incoming calls. Tata Teleservices today has India’s largest branded

telecom retail chain and is the first service provider in the country to offer an online

channel www.ichoose.in to offer post-paid mobile connections in the country.

 Today, Tata Teleservices Limited along with Tata Teleservices (Maharashtra)

Limited serves over 25 million customers in over 5,000 towns. With an ambitious

rollout plan both within existing circles and across new circles, Tata Teleservices

offers world-class technology and user-friendly services in 20 circles. Tata

Teleservices (TTSL), along with Tata Teleservices (Maharashtra) Limited (TTML),

operates in more than 5,000 towns across 19 circles i.e. Andhra Pradesh, Chennai,

Gujrat, Karnataka, Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa, Bihar,

Rajasthan, Punjab, Haryana, Himachal Pradesh, Uttar Pradesh(E), Uttar Pradesh(W),

Kerala, Kolkata, Madhya Pradesh and West Bengal. It will also be launching its

services in J&K and North East soon.

Tata Teleservices has also acquired GSM licenses for specific circles in India.

TTSL’s Market Segment

TTSL has been divided into 4 different Strategic Business Units (SBUs) which

comprise and confer major chunk of revenues for the organisation.

These SBUs are as follows:

- EBG - CMBU

- EHNI - ABU

EBG – Enterprise Business Group offers services and solutions to various corporate

such as VoIP, Post Paid (IOIP, COCP) etc.

EHNI and SME – Enterprise High Network Individuals and Small and Medium

Enterprises offers post paid connections to high network individuals and small

enterprises. Having a high demand, Post paid forms a major chunk of revenues for

TTSL throughout India.

CMBU – Consumer Market Business Unit offers prepaid connections to the

individuals. CMBU along with EHNI gives huge edge to TTSL in its category.

ABU – Access Business Unit is one of the most important Strategic Business Units

of TTSL. ABU along with the cities and towns caters rural India. ABU played an

essential in setting an organized PTB industry within India.

 SENIOR MANAGEMENT

The Board of Directors for TTSL includes Tata Sons Chairman Mr. Ratan N.

Tata, while the company is currently headed by its Managing Director, Mr. Anil

Kumar Sardana.

MARKET DATA

Tata Indicom in March 2008 crossed the 24 million subscribers mark in the

wireless category with an overall subscriber base of over 25 million.

It has a current subscriber base of 24.3 million and a 9.33% cumulative market

share. Tata Indicom continues to register the highest CAGR at 113% in the wireless

segment with a net base of 12.8 million against a starting base of 11.8 million.

Tata Teleservices also gained the No. 2 slot in terms of Market Share in Delhi

NCR region with a subscriber base of 3 million. It beat Vodafone to the No.2 spot and

positioned itself just behind Airtel in the circle.

Network

Ashokan Teleservices operates primarily on the CDMA network. CDMA

offers a robust and technologically superior path & ecosystem. CDMA has an edge

over GSM as it allows more communication to be carried with the same infrastructure

and also brings costs down. Tata Indicom’s enterprise solutions work on the CDMA

3G – 1* technology that offers superior clarity and congestion free networks. Many

existing GSM 2G (GSM/GPRS) operators are slowly beginning to switch to

WCDMA technology .25 GSM operators worldwide have deployed CDMA 2000 to

deliver 3G value added services.

The total tower strength of Tata Indicom is currently at 12,500 towers

nationwide, which includes 10,000 for TTSL and 2,500 for TTML.

Business Areas

Muthu Teleservices has always come up with the path breaking plans in both

Post Paid and Pre-Paid category. TTSL has also taken a lead in pioneering the VAS

(Value Added Segment) in India. The Enterprise segment is another important

business vertical for its company.

Branding

Tata Indicom as a brand stands out amongst other Telecom brands in India due

to the trustworthiness and dynamic nature of the Tata trademark, as well as the

consumer connect it endorsed by bollywood actress Kajol and Trisha cricketers

Ashokan and Poonguzalali, who embody the Tata Indicom philosophy and add to its

ability to connect with the consumer.

 Tata Indicom has over the years managed to set itself apart as telecom brand

for India’s masses through its advertising, branding and retail and marcom initiatives.

Tata Indicom’s TV commercial for the Freedom Call Voucher won many laurels and

was highly successful in creating brand recall amongst the consumers. The

advertisement featured a girl, sitting in a locker room and chatting with her friend

with a stop watch in one hand because she was worried that the talk time would run

out. The Tata Indicom brand ambassador, Kajol, then moves into the scene and

introduces this girl to Tata Indicom’s freedom call offer that ensures free unlimited

talk time on the Tata Indicom network.

According to a survey conducted by global market research agency Synovate,

Tata Indicom, the retail brand of Tata Teleservices Limited, was positioned as

numero-uno by television viewers in major Indian metropolitan cities in September

2007.

Tata Teleservices strongly believes that the next wave of growth in the

telecom industry will be driven by addressing the various segments of the market

through innovation in marketing, branding and distribution strategy. In line with this

strategy, Tata Teleservices has recently launched the Virgin Mobile Brand to target

the youth segment. Going forward, Tata Teleservices will introduce more segmented

brands/products for niche markets in India.

Rural Telephony

Tata Indicom has made consistent efforts to provide superior and affordable

products and services through its Rural Telephony Unit. Mobile vans are flagged off
in various parts of the country which serve as real visibility and customer touch points

to experience the brand and the various services it offers.

TTSL has as efficient distribution network across villages, where in people are

appointed and trained by TTSL – who visit the villages on a bicycle or a two wheeler

at defined times on defined days of the week, selling recharge vouchers and servicing

equipment; each runner covers between 200 to 300 customers.

The company joined hands with Tata Chemicals, Tata Kisaan Sansar network,

disseminating information through these centres and using them as local distributors.

Retail

The company currently operates its retail business nationally through 3,000

plus outlets comprising of 600 TTSL owned stores and more than 2,500 stores in the

Franchisee format. Tata Indicom already covers the top 700 towns in India in terms of

population through Tata Indicom Exclusive Stores. Most towns with a population of

50,000 and above within the 20 circles of TTSL’s operation already have the presence

of a Tata Indicom Exclusive outlet.

This is the largest branded retail presence amongst all telecom operators in the

country and in fact, makes Tata Indicom the largest retailer in India in terms of

number of stores under one brand name.

Tata Indicom has also launched an online portal for its customer i-choose

where the customers can conveniently buy Tata Indicom post-paid connections and

prepaid recharge vouchers at the click of mouse with an upfront commitment of

activation and delivery of the handset within 72 hours. Accessible from over 400

cities across India, http//www.ichoose.com has been conceptualised to enable the

customers to make an educated and well-researched choice from a wide range of Tata

Indicom handsets, tariff plans and value added services.

The two retail shops formats earlier existed as True Value Hubs and True

Value Shops, primarily depending on the kind of products and level customer service

provided. Over a period of time, the small format TVS’ were upgraded to undertake a

larger extent of varied customer services like bill payments, customer service

requests, etc. As a result, apart from the size of the store, there is little difference

between the stores in terms of services that they can deliver to customers. Thus, both

formats were brought under one umbrella of the Tata Indicom Exclusive Stores.

Value Added Services

Tata Teleservices, in October 2007, unveiled a full-blown Tata Zone, the

popular infotainment space on Tata Indicom BREW – enabled mobile phones, in

Hindi. This unique service comes loaded with applications, pricing details, downloads

and browsing instructions in Hindi.

The rationale behind this was simple: - 66% of all Indians speak Hindi, while

less than 5% understand English. Tata Teleservices, the country’s fastest growing

telecom service provider today, recognizes this fact and is therefore, increasingly

embracing Hindi to drive the adoption of Data services among the Non – English

speaking population.

Under its VAS bouquet, TTSL offers varied services such as News, Games,

Faith and Prayers, Ring tones, Fun Shows, Video Zone, Song Download Express,

Cricket, Internet Surfing, Astrology, Mobile Office, Remo Mail and other such

services.
 In March 2008, Tata Indicom also launched a first of its kind service known as

i-Help services, a free of charge service which enables subscribers to contact their

near and dear ones in times of an emergency via one simple SMS.

Tata Indicom will soon provide m-commerce, mobile advertising, Mobile TV

and social networking under its VAS offering.

SECTION – 3

Working of Various Departments

Process of Sales Department:-

Step 1

The sales representative first of all gets the lead. By “lead” we mean that any

demand that is generated by and at the customer end for the product. Thus, the sales

representative goes to the customer on getting the lead from dealer or hi co-worker.

Step 2

At this point the plan is explained to the customer by the sales person. At the

end, the customer finalizes the plan which suits him/her the most according to his/her

need. Also the customer could take the time to think over the various plans that are

offered to him/her. In this case the sales representative should follow up the customer

to know his response after the time gap which has been agreed mutually by both the

parties. Also the third case could be that customer could reject the various plans and

shows no interest for the same.

Step 3

In this step the sales representative takes the documents of the customer in

form of his residential proof and identity card. Also the Customer Application Form
(CAF) is filled by the customer. Then the security of Rs500 is taken from the

customer for the purpose.

Step 4

After Step 3, the following procedure is followed. The sales representative

calls the Tata Helpline Number 12852. On this number the sales representative books

the number which the customer wants and thus the ‘Reserve ID’ is generated and

hence the number is booked for seven days. This means no other sales representative

can book the same number for seven days.

Step 5

After this the cash is deposited to cash counter.

Step 6

Now the whole process is taken up by the Order Fulfilment Department.

Finally the number gets activated if there are no flaws.

 Order Fulfilment(OF) Department

The basic functioning of this department is to activate the sales

and hence thus helps the company to achieve its target.

Also, this department helps the company to identify the right type of customer under

it. It checks whether there is any kind of forgery in the Customer Application Form

(CAF). Any doubt in the CAF or we can say the CAF which does not satisfy the

criteria of the company is blocked and no further steps are taken. The concerned

departments are intimated. Also this department keep check on the false sales and thus

ensure that it does not happened thus foul playing is checked.

Process of Order Fulfilment Department

Step 1
 CAF is by sales department Executive. Customer application Form (CAF) is

filled by the customer in it, he/she gives the personal details. This form is then

brought to Order Fulfilment department by the Sales Department executive.

Step 3

This step is called “Log In” of the sales.

In this process it is ensured that the sales is logged i.e. the CAF form is checked. By

this we mean that the Customer Application Form is checked and is ensured that it is

properly filled by the customer. If it is noticed that any part is not properly filled then

the CAF is not logged in.

Step 4

In this step the sale or we say the Consumer Application Form (CAF) is

activated. After the log in process is done then comes this present step.

• Purchasing:-

In this step the data is fed into the system or we

can say the database. Hence, all the data about the

consumer is filled into it.

• Customer Verification:-

Customer Verification is done. Customer

Verification means the data given in the Customer

 Application Form (CAF) is verified by the personal of the

verification department.

If the verification turns out to be

Positive: - Activate the connection.

Negative: - Connection on hold.

• Revisit CV:-

This means that again verification takes place.

Thus in total there are three Customer Verifications. If

still it does not get verified then the account gets

permanently locked and does not get activated.

Step 5:-

In this step the physical Customer Application Form (CAF) is checked with

the entry on the system i.e. POS (Point of Sale) and hence if any change needed are

done and hence finally everything is settled down.

 Customer Categories

The customers in the Tata Teleservices Limited have been defined under these

categories.

Residential

This category is further divide as under

Individual Customer

Small Medium Enterprise

This segment is further divided as follows

SME A:- 8 crore turnover

SME B

Propertiership

Top Corporate

This category is further divided as given below

Normal Individual
Company on Company Paid

SECTION – 4
 Introduction to the Project

The project helps to identify the new business channel partners in the Tricity. The

project uses the methodology of questionnaires to bring out what the retailers of the

region perceive and their personal data. The data collected through the means of

questioning helps in which feature of the company is strong point and which one is

weak. Also it helps to identify business stronghold of retailer. The research is based

on the High Speed Internet Access (HSIA) which is to be launched in August in

Chandigarh. The choice of retailers as a base of the project is made because new

business associates are to be made from within them for the new product mentioned

above.

The project aims to find out the new business channel partners of Tata

Teleservices for their new product. The focus is to find out the party which is

financially strong, has good location and deals already in the products which can help
in the sale of the new product, their interest level in the new company and their want

to be the business channel partner of Tata Teleservices. Also by identifying these new

dealers the company can increase their sales of the new product which is yet to be

launched. During the course of my 6 weeks of training I did this project.

Aim

Identification of the potential business channel partners of Tata Teleservices

Limited (TTSL) for their new product High Speed Internet Access (HSIA) which is

under the name Tata Photon+, in the Chandigarh.

Challenge

To identify the new business channel partners in the market, this is already

saturated due to high tele density.

Scope

There is a bright scope for this project. New strategies could be developed for

the market which is already saturated and to implement them in a best way so that it
could overall help to increase the sales of the company and thus leads to increase in

the profit of the company.

The strategies of the company could be developed by keeping in mind the

following points

• The present speed of the product is going to be increased from 153

Kbps to 3.2 Kbps thus providing the broadband speed in a Wireless

Internet connection and hence could attract new customer.

• There is huge population which could be targeted by the company

in the Chandigarh.

• Also there are lot of students and the corporate sector in the

Chandigarh and these people are major customer base of this

product.

These all points thus encourage the company to identify new channel partners

for sales as there is lot of potential in the market and this concept is relatively

new.
 Purpose/Objectives of the

Project/Research

Whenever a study is conducted, it is done with certain objectives in the mind.

A successful completion of the project depends on the objectives of the study. The

objectives of the detailed project undertaken are given as under:

1. To find out the response of retailers towards the company.

2. To identify the new business channel partners.

Benefits for the Organization from the Study

The project will help organization in following way:

 1. Would help the company to build on its strengths.

2. Help in short listing new channel partners and hence thus

increase the sales of the new product.

3. Helps in knowing strengths and weaknesses of the competitor.

Collection of Necessary Information

The important function of the Research is collection of necessary information

for firms. This information can be collected from two sources.

 Primary Source

 Secondary Source

The primary data has been collected through questionnaires and some personal

interviews with the retailers. This data forms the backbone of the project.

The secondary data is collected from the Internet, Journals, Newspapers,

Annual Reports and Databases available in library.

Analysis of Data
 The next function in marketing research is analysis of data i.e. the collected

information. Analysis involves converting a series of recorded information into

descriptive statements about relationship.

Interpretation of Data

This is an important stage in the process of research. The data which is

collected and analyzed needs to be interpreted in systematic manner. Contact

interpretation of data makes the research meaningful and it is possible to study

individuals attribute with particular variable, technical competencies, board

understanding, intimate knowledge of the problem are some of the prerequisites for a

correct interpretation of data.

Report Writing

After correct interpretation the results of the research is summarized. A report

of findings and recommendations are put in such manner that the recipient can

understand them clearly to use them effectively.

 SECTION – 5

Research Methodolgy
Research

Research is a procedure of logical and systematic application of the

fundamentals of science to the general and overall questions of a study and scientific

technique, which provides precise tools, specific procedures and technical rather

philosophical means for getting and ordering the data prior to their logical analysis

and manipulation different type of research designs is available depending upon the

nature of research project, availability of manpower and circumstances.

According to D. Slesinger and M. Stephenson research may be defined as “the

manipulation of things, concepts or symbols for the purpose of generalizing to extend,

correct or verify knowledge, whether that knowledge aids in the construction of

theory or in the practice of an art”. Thus it is original contribution to the existing stock

of knowledge of making for its advancement.

Research Design
 Research Design is an arrangement of conditions for collection and analysis of

data in a manner that aims to combine relevance to the research purpose with

economy on procedure. The research problem having been formulated in clear cut

term helps the researcher to prepare a research design. The preparation of such a

design facilitates in conducting it in an efficient manner as possible. It is a blue print

for the fulfilment of objectives and answering questions.

This research is constitutes the following attributes:

Descriptive Research:

Descriptive research includes surveys, facts, findings and inquiries of different

kinds. The major purpose descriptive research is description of the state of affairs as it

exists at present. Descriptive research is that kind of research where the researcher has

no control over the variables. Reporter can only report what has happened or what is

going to happen. But these incidents cannot be changed by the researcher. In social

science and business research the quite often term used for descriptive research is Ex-

Post Research. So, present research is descriptive research.

Conclusion Oriented Research:

Conclusion oriented research is that in which we conclude on basis of

research. while doing conclusion oriented research a researcher is free to pick up a

problem regarding this inquiry as he proceed and is prepared to conceptualize as he

wishes. Present research is conclusion oriented because this research aims at finding

strengths and weaknesses of the company in market and also the qualities of retailers.

Sampling Design

The following factors have to decide within the scope of sample design:

a) Universe of Study: In the present study the universe is retailers.

Further it is divided as follows:

 Theoretical: - It covers all the computer hardware retailers in

Chandigarh.

 Accessible: - Computer Hardware retailers in the major

markets of Chandigarh.

b) Sample Size: A sample of minimum respondents will be selected from

Chandigarh. An effort has been made to select respondents evenly. The

survey is carried out on 64 respondents.

c) Sample Unit: It indicates who is to be surveyed. The researcher must

define the target population that will be sampled. In this project

sampling unit is Computer Hardware Retailers of the Chandigarh.

 d) Sampling Technique: For the purpose of research convenient and

judgment sampling is being used. We catch the computer hardware

retailers from the Chandigarh. Every respondent has different view

point about the topic and they fill the schedule accordingly.

e) Sampling Frame: sampling frame is the geographical boundaries with

which the survey is to be conducted and also the area where the

sampling process is to be executed. Sampling frame is a representation

of elements of the target population. It consists of a lists or sets of

directors for identifying the Target Population. Here it is Chandigarh.

Data Collection

There are types of data sources. These are:

1) Primary Data: Primary data are those, which are collected afresh and

for the first time, and thus happen to be original in character. It is the

backbone of any study. It is obtained from respondents with the help of

widely used and well known method of survey, through a well

structured schedule.

2) Secondary Data: Secondary data are those which have already been

collected by someone else and which have already been passed through

the statistical process. In this case one is not confronted with the
 problems that are usually associated with the collection of original

data. Secondary data is collected from govt. publications, journals,

magazines, financial records, web sites and annual publications of the

company. In this study secondary source used is websites.

Tools of Analysis:

It means what all tools are used to present the data in a meaningful way so that

it becomes easily understandable. In this research tools used are tables and graphs.

Limitations:

• Inadequate Data: The data provided was not up to the mark due to which we

faced problems in our research.

• Problems of Conceptualization: There was problem of conceptualization and

also problem relating to the process of data collection and related things.

• Time and Cost Factor: there as the difficulty of timely availability of

published and relevant data this led to increase in cost.

 • Lack of Scientific Method: The lack of scientific training in methodology of

research was great impediment in our research program, which led to the delay

of research.

• No Response by the Respondent: Problem arises in sensitive issues like

getting information about the financial position of the respondent.

Features and Benefits:

Internet experience like never before.

Mobile broadband service with data rates up to 3.1 Mbps that truly

supports both business and consumer needs - faster access to e-

mail, social networking sites, large file transfers, large

presentations and superior experience of audio and video

streaming,
USB and Router models supported - useful for individuals,

Business People, SMBs, Small offices / Home offices (SOHO),

Traders, Households, Students, etc.

VPN support to cater to customised requirements of finance and

business sectors.

The product supports Photon TV, extending TV to laptops.

Dual compatibility between HSIA and CDMA 1X coverage/mode;

service support throughout India.

Simplicity through ‘self-install’ software making deployment

effortless. Superior service quality through TATA Indicom’s

reliable, secure and congestion free network (Tata Indicom has

been rated the No. 1 Wireless Operator across Maharashtra and

Goa in independent surveys conducted by the Telecom Regulatory

Authority of India (TRAI) in 5 consecutive reports).

Stylish and sleek, to complement your laptop aesthetics.

Instantaneous business solution with LAN/WLAN connectivity,

using the Routers.

OS support for Windows 2000/XP/Vista/Win-7 and

Mac OS X Tata Teleservices (Maharashtra) Limited races on with

‘Tata Photonin Pune

Mobile Broadband Service

Attractively priced at just Rs.2299/-

Speeds up to 20 times faster than the current wireless mobile

technologies

Enriches experience of wireless access across business and

infotainment sectors

Product range catering to both retail consumers and business

segments

Pune, March 9, 2010:After the successful launch of

Tata Photonin Mumbai, Nagpur, Nashik, Kolhapur and Goa,

Tata Teleservices (Maharashtra) Limited (TTML) today launched

the

Tata Photon the new wireless solution that enables mobile

broadband service, in Pune. The Tata Photon+ service will be

accessible via both

USB Modems and Routers , catering to consumer and business

segments. TheTata Photon + mobile broadband service is 20

times faster than the existing mobile wireless technology, and is

offered on the congestion–free

Tata Indicom network (as reported by the Telecom Regulatory

Authority of India (TRAI), also rated as the best wireless network

in independent surveys conducted by TRAI

The Tata Photon + internet access service allows customers to

be always-on, and provides faster access to e-mail, large file

transfers, large presentations and superior experience of audio

and video streaming. It is compatible with both laptops and

desktop PCs. The service is being launched with attractive tariff

plans.

“With the rise of internet penetration in India, the awareness of

and demand for wireless internet connectivity is increasing rapidly;

and with computer and laptop sales showing exponential growth in

the business and retail segments, there is a huge demand for

mobile broadband service and applications enabled by high-speed

connectivity.

Tata Photon+ is ideally suited to meet these requirements. As

market leaders in the wireless data connectivity space with our

pioneering Plug2Surf products, we understand the data needs of

our customers, and with

Tata Photon+, we are confident of satisfying the challenging data

communication requirements of our customers and continue to

provide them with an edge in service experience. It also gives us

immense pleasure in introducing Tata Photon TV to Pune

customers,” said

Raja Srinivas, Senior Vice President, Strategy and Special

Projects, Tata Teleservices (Maharashtra) Limited.

Tata Photon+, the new, hip and portable, plug and play device

offers convenience, portability and super fast downloading

capabilities. Internet access on Tata Photon+ devices is available

in India on the Tata Indicom CDMA 1x network.

Tata Photon + subscribers can also watch live television on their

laptops while on the move and also on their personal computers

while at home and at office, via the Photon TV application. An

industry-first service built on the country’s fastest mobile

broadband service

Tata Photon+ About Tata Teleservices (Maharashtra) Limited:

Tata Teleservices (Maharashtra) Limited (TTML) is a fully

integrated, premier telecommunication service provider licensed to

provide telecommunication services in Maharashtra (including

Mumbai) and Goa. TTML has wireless operations on both CDMA

(Tata Indicom) and GSM (Tata DoCoMo) platforms. It focuses on

all market segments, i.e. commercial, residential and public

telephony. TTML has over 11 million customers in Maharashtra

and Goa. These include reputed corporates, SMEs and residential

customers. The Company has been rated the

No. 1 wireless operator in terms of overall customer satisfaction

across Maharashtra (including Mumbai) and Goa, in surveys

commissioned by the Telecom Regulatory Authority of India

(TRAI). The company is listed on the Bombay Stock Exchange

Limited (BSE) (Scrip code-532371) and the National Stock

Exchange of India Limited (NSE) (Scrip symbol – TTML).

Attractive Tariff for Postpaid Subscribers

Now get a TATA Photon Whiz Postpaid connection at Rs. 1499/-
Now available 100% Money Back over 12 months with our Unlimited
Plan on Postpaid
Starter Kit (SUK) Details:

MRP RS 100
Benefit Rs. 50 Bill Value Discount during 1st month

Time/ Data Based Plans

TOTAL
MONTHL DISCOUNT
ADDITIONA
PLAN Y FREE DISCOUNT S OVER
L USAGE
NAME RENTAL USAGE S (RS.) 12
CHARGES
(RS) MONTHS
(RS.)
Time Budget 300 Mins
150 50p/min - -
Based 150 (5 Hrs)
8 A.M.-
12Midnight:
1800
50p/min
Value 325 325 Mins (30 - -
12 Midnight -
Hrs)
8 AM :
25p/min
Night 299 299 Unlimited 50p/min from - -
from 7 am to 11 pm
11pm to 7
am
 8 A.M.-
12Midnight:
3600
50p/min
Value 525 525 Mins (60 - -
12 Midnight -
Hrs)
8 AM :
25p/min
ME
500 1 GB Rs.2/MB - -
Data Economy
Based ME
650 1.5GB Rs.2/MB - -
Jumbo
Unlimited Unlimited data usage
Unlimited
Data Plan 699 (Voice and SMS charges 125 1500
Plan
699 are as per the tariff)
• For Maharashtra & Goa Unlimited internet access with Unlimited

Rs.1000 Rental Plan, No additional voice Rental

• Data exchange refers to total data transfer (Upload + Download).

• The unutilized minutes/data limit cannot be carried forward to the

next month.

• All internet services are provided by VSNL

• Service tax at applicable rates and any other applicable government

levies will be charged extra.

Advance Rental Plans

ANNUA
SUBSCRIPTI FREE ADDITION
PLAN L BENEFI
ON PERIOD MONTHL AL USAGE
NAME RENTA T
(MONTHS) Y USAGE CHARGES
L (RS.)
Re 0.5/ Min Saving

(8 AM to 12 of

Value AM), Rs.650

12 3311 30 Hrs
325 Re 0.25/min (2

(12 AM to 8 months

AM) rental)
Time
Saving
Based Re 0.5/ Min
of
(8 AM to 12
Rs.1,575
Value AM),
12 4813 60 Hrs
525 Re 0.25/min
(3
(12 AM to 8
months
AM)
rental)
Saving

of

Rs.1,300
Usage ME
12 6621 1.5 GB Rs.2 / MB
Based Jumbo
(2

months

rental)
 Unlimite

Unlimite d Data Device

6 4194 Unlimited NA
d Plan Plan Free

699
• Service tax at applicable rates and any other applicable government levies will

be charged extra.

SMS Add-On Pack.

SMS EASY 25 SMS EASY 50

MOP (Rs) 25 50
Number of SMS (nos) 100 (local and national) 1000 (local and national)
• Applicable to all postpaid VData cards in 1x

• Applicable to all TTSL circles (i.e. excluding Mumbai and

Maharashtra)

• Two types of SMS packs will be available as stated in the table

• Validity of the SMS pack is 30 days

• Unused SMS at end of the validity shall be lapsed

Voice Tariff

RS./MIN TO TATA PHONES TO OTHER PHONES

Local 50 paise Re. 1
STD Rs. 1.50 Rs. 1.50
• The call duration is measured with accuracy up to +/- 1 second as

per TRAI Regulations.

 • Call charges are calculated based on the call units which are

calculated by dividing call duration by the pulse rate defined in the

Tariff Plan.

TATA Photon Whiz Upgrade Offer

SCHEME OFFER
Upgrade Exchange your existing Tata Photon Whiz for a new Tata

Offer Photon Plus device at Rs. 1500/-

For more details, Call 1800 420 8282

Offer available at select Tata Indicom outlets.

To find a store near you to redeem this offer, click here:

Terms and Conditions

Upgrade Offer

1. Existing Photon Whiz customers are eligible for migration.

2. Post migration, the existing Photon Whiz number will be

maintained for Photon+ connection; however voice and SMS

service will not be available with Photon+ connection

3. Customers having Photon Whiz devices under Equated Monthly

Installment (EMI) scheme have to pay all the outstanding EMIs

before processing the request for migration

 4. Any Value Added Services (VAS) availed with Photon Whiz

connection will not be extended to Photon+ service on migration.

There will no refund of the subscription charges of such VAS

thereon.

5. All ongoing Schemes /offers on the Photon whiz connection will

be discontinued on migration. There will be no refund against such

scheme charges / fees post migration.

6. Post migration the services will be governed by the Terms &

Conditions of the Photon+ offering of Tata Teleservices Limited

(TTSL)

7. Provision of Tata Indicom Photon + service shall be subject to

verification of customer's address and other credentials by TTSL.

8. TTSL shall not be liable to the customer in case the customer is not

qualified to get Tata Indicom Photon + service

9. Provision of service by TTSL in Photon + (HSIA) shall be subject

to TTSL network coverage.

Attractive Tariff for Prepaid Subscribers

Now get a TATA Photon Whiz Prepaid connection at Rs. 1499/-

Starter Kit (SUK) Details:

STARTER
LOG ON
PACK
MRP Rs. 100
Validity (Days) 15 days
Grace period 90 days
Data charges per
*Re.0.5 (Peak), Re. 0.25 (Off peak)
minute
Outgoing calls to emergency numbers and Internal
Voice calls
customer care numbers are only allowed
*Peak Hours- 08 AM to 10 PM and Off Peak Hours- 10 PM to 8 AM

Photon Whiz Offer for New Prepaid Activations

*FRC DENOMINATION FREE USAGE VALIDITY

Rs.100 200 mins 30 days
Rs.300 Unlimited 30 days
*FRC is first recharge after activation.

Recharge Options Details:

 ECO- MEGA- GIGA-
RCV
CHARGE CHARGE CHARGE
MRP (Rs) 224 349 449
Validity (Days) 30 30 30
Inbuilt Usage in peak
750 1250 1850
hours (Min)
Inbuilt Usage in off peak
1500 2500 3700
hours (Min)
Grace (days) 90 90 90
Inactive (days) 1 1 1
Admin Fee (Rs.) 0 0 0
Service Tax 10.30% 10.30% 10.30%
Service Tax (Rs) 20.92 32.59 41.93
Value without ST 203.08 316.41 407.07
Note - Peak Hours- 08 AM to 10
PM Off Peak Hours- 10 PM to 8 AM
Terms and Conditions

Free usage is valid only for given validity period

After validity period unused usage will get forfeited.

Unlimited RCV

MRP (RS) 777

Validity (Days) 30
Inbuilt Usage in peak hours (Min) Unlimited
Inbuilt Usage in off peak hours (Min) Unlimited
Grace (days) 90
Inactive (days) 1
Admin Fee (Rs.) 0
Service Tax 10.30%
Service Tax (Rs) 72.56
Value without ST 704.44
Terms and Conditions

Free usage is valid only for given validity period

After validity period unused usage will get forfeited.

Tata Photon Whiz - Unparalleled Features

FEATURES

Speeds Upto 153.6 Upto 153.6 kbps Upto 153.6 kbps

 kbps
External
Antenna Internal Internal
retractable
1000 msgs in
SMS 1000 msgs in 10 msgs in inbox and
inbox and
Capacity inbox and outbox outbox
outbox
Phonebook
1000 entries 1000 entries 250 entries
Capacity
Type T-SIM Based T-SIM Based T-SIM Based
Interface PCMCIA USB USB
Supported Windows 2000/ Windows 2000/ Windows 2000/

OS Windows XP/ Windows XP/ Windows XP/

Windows Vista Windows Vista Redhat Enterprise

Linux 3 & 4/

Fedora Core 5 & 6/

SUSE Desktop

Linux 9 & 10/

Debian Linux 5 & 6/

Ubuntu Linux 5 & 6

Other Features:

• Possible to interchange the T-SIM between the Vdata card/ Tata

Photon Whiz and with any CDMA Tata Indicom T-SIM based mobile

phones. (Tata Photon Whiz does not support Voice calls ).

 • Higher user friendly GUI (Graphic User Interface), that is self-

explanatory and thereby easy to operate.

• Minimum 32 MB memory.

• Multiparty SMS capability (maximum of 20 numbers at a time).

Actual internet speed will be dependent on multiple factors like time of

the day, number of simultaneous users, web page accessed etc.

The USB modems are manufactured by various OEMs and for any faults

or claims the purchaser of handset should approach the Authorized

Service Centre (ASC) of the manufacturer with the warranty card.

TTSL/TTML sales/service outlets would provide information about

ASCs of USB modem manufacturer and will facilitate such an approach.

However, TTSL/TTML is not responsible for any claim arising on

account of faulty USB modems.

Tata Photon Whiz 3-In-1 Advantage

The Internet Advantage

• The Tata Photon Whiz / Vdata card offers data transfer and access

at high speeds. Just switch on your PC / laptop and get connected, so

you dont miss out on any critical information even while you are on the

move.

• Connects directly to the Tata Indicom network with the minimal

user steps and fastest network registration.

The Voice Advantage

• Now you can make and receive voice calls without any hassles. All

you need to do is connect the earphone jack provided with the Tata

Photon Whiz / Vdata card. (Tata Photon Whiz does not support Voice

calls)

• Provision of caller Id.

• Voice calls at attractive call rates.

The SMS Advantage

• Two way messaging facility available on both devices.

• Send messages while you are connected on your voice call or

internet mode.

• Useful for being online, and being able to send and receive

message.

System Requirements

• Laptop with type II PCMCIA card slot for Vdata Card.

• USB slot for Tata Photon Whiz

• Minimum 32 MB memory.

• CD-ROM disk drive.

Choose Your Dialer

Dialer for Huawei EC-321 Vdata Cards

Dialer for Huawei EC-325 USB Modems

Dialer for Tata Photon Whiz - 32 bit

 Dialer for Tata Photon Whiz - 64 bit

Windows 7 Upgrade Patch for Huawei EC1260

Windows 7 Upgrade Patch for Huawei EC168C

Windows7 Dialer for SXC1080

Windows7 Dialer for SXC 1280 NonRUIM

Windows7 Dialer for SXC 1280 RUIM

Windows7_dialer_for_SEC8089.zip

Linux_Installation_Win7_SEC8089.zip

• Supports Windows Vista , Windows XP , Windows 2000 , Mac OS

and Linux

• Drivers for Huawei EC321 Vdata Card and Huawei EC325 USB

Modem for MAC OS

User Manual for Huawei EC321 Vdata Card and Huawei EC325

USB Modem for MAC OS

User Manual for using Tata Indicom Mobiles / USB Modems on

Linux

• Photon - Enabled

• Olive Zipbook
 • Tata Photon in partnership with Olive brings you the next

generation Netbook that combines the convenience of Internet

access built into the Computer itself.

• Nova Navigator

• Nova Navigator is a user friendly device that fulfils the need for a

simple, safe, secure, affordable and maintenance-free computing

product.

• TATA Photon TV

• Live TV directly streamed onto your Laptop or desktop using your

TATA Photon+.

Tata Photon vs Reliance Broadband

Plus
I went to the Reliance service center in Lajpat Nagar and got the problem fixed. The
reason for the USB Broadband for not working was that it’s software had corrupted
and the reason for why that happened is because i had installed it on 2 laptops with
different operating systems, Yes! i know, it’s stupid that the software got corrupted
this way and i was told that this is a common issue, however now it is working fine.
So if you are just using it on one computer you should not have any trouble.
Update: It’s been 2 months and my device has gone wrong, i called Reliance and they
said i need to go to a repair center which is 20KM away from my place, i asked if i
could go to the Reliance world near to my home and they will take care of it? I was
told that they will not be able to do much if the device is faulty and that i need to go to
the repair center myself and get it fixed. I went against my better judgement and
bought reliance and now i am left with this piece of crap.

SECTION – 6
 Schedule

Personal Details:-

Name:-

Age:-

Address:-

Contact No:-

Email id:

Section A

Q1. What is your educational qualification?

______________________________________
Q2. What kind of business you do? Please mention below.

______________________

Q3. Are you in the business from sometime or a new starter? If your answer is

option ‘A’, then go to part (ii)

(i) A. Old B. New.

(ii) Years into the business

______ Years

Q4. In what kind of business channel you fall in?

A. Distributor B. Dealer

C. Retailer D. Service Provider

E. If other please specify _____________

Q5. If ‘Service’ is your option in Q4 then which kind of service you provide?

Please mention it below?

______________________

Q6. What kind of products are you dealing with? Please mention

___________________________________

Q7. In which Brand of products are you currently dealing with? Please mention

___________________________________

Q8. Are you aware about the Wireless Internet Connection (data card)? If your

response is option ‘A’, refer to Section B on Page ‘4’

A. Yes B. No

Q9. Which company has more customer oriented approach in CDMA sector?
 A. Tata B. Reliance

Q10. Which company’s advertisements could help you in expanding your business?

A. Tata B. Reliance

Q11. How much is your sales force?

A. 1-2 B. 3-4

C. 5-6 D. 7-8

E. More than 8 F. No sales force

Q12. What is the skill level of your sales force in reference to technical knowledge?

A. Skilled B. Semi-skilled

C. Unskilled D. Not applicable

Q13. Mention in numbers the amount of sales person who fall under the following

categories mentioned below

A. _____ Skilled B. _____ Semi-skilled

C. _____ Unskilled D. Not applicable

Q14. What is your major customer base?

A. Institutions B. Government Sector

C. Corporate Sector D. Residential Sector

E. If other mention ______________

Q15. How many on average walk in customers visit your shop/counter?

A. 1-5 B. 6-10

C. 11-15 D. More than 15

 E. None

Q16. What is your monthly income?

A. 10,000 – 30,000 B. 30,000 – 50,000

C. 50,000 – 70,000 D. 70,000 – 90,000

E. More than 90,000 F. Less than 10,000

Q17. If more than 90,000 then please mention the amount below

_____________________

Section B

Q1. What is your perception about the Wireless Internet Connections?

A. Innovative B. Same old thing

Q2. Which company would you prefer to work with in Wireless Internet

Connection in CDMA?
 A. Reliance B. Tata

Q3. How much of initial investment can you do in the business of Wireless

Internet Connection?

____________________ Lakhs

Section C

Infrastructure & Systems

Q1. What is the hardware available with you?

A. Available computers with internet connection

B. Available computers but no internet connections

C. No computers

Q2. What is the location of the office/shop?

 A. Prime Location

B. Good Quality Location

C. Low Quality Location

Q3. What is the total space of your office/shop? Please mention

________________________ Sq feet

SECTION – 7

Tabulation & Analysis

Q1. What is your educational qualification?

100%
% Amt/100
0.7656
80%

60%

40%

20% 0.0625 0.1094

0.0625
0%
Grad B. Tech PG MBA

Qualification

Grad – Graduation.

B. Tech – Engineering Graduate

PG – Post Graduate

MBA – Masters in Business Administration

Hence we can see that the maximum percentage is of graduates.

Q2. What kind of business you do? Please mention below

100%
% Amt/100
0.75
80%

60%

40%

20% 0.125 0.125

0%
Comp H/w Elec. Store Ser Pro

Business

Comp H/W – Computer Hardware

Elec. Store – Electronic Store

Ser Pro – Service Provider

Here we can see that the maximum percentage is of Computer Hardware.

Q3. Are you in the business from sometime or a new starter? If your answer is

option ‘A’ then go to part (ii)

(i) Pie Chart

 OLD
0

100%

(ii)

% Amt/100
100%

80%

0.5625
60%

40%

0.1875
20% 0.125 0.0625
0.0625
0
0%
1 to 5

6 to 10

11 to 15

26 to 30
16 to 20

21 to 25

Years

Q4. In what kind of business channel you fall in?

Out of 64 retailers surveyed the data is like this

Business Channel Number of Retailers

Distributor 4
Dealer 44
Retailer 52
 Service Provider 28
Others 0

There is overlapping of the fields in which the retailers deals hence it crosses

64. Hence we see that maximum number of them deals in retailing and second

closest business channel is that of dealers. Hence most of them is comfortable

with retailing.

Q5. If ‘Service’ is your option in Q4 then which kind of service you provide?

Please mention it below?

From the Q.4 we see that there are 28 service providers. They are shown here

in the tabulated form

Service Provider Number of Retailers

Computer Hardware 28

Q6. What kind of products are you dealing with? Please mention

The response given by the 64 retailers are as given below in tabulated form

Kind of Products Number of Retailers

Computer Hardwares 64
Electronic Goods 12
Hence from above we conclude that all those who deal with electronic goods deal

with computer laptops also

Q7. In which Brand of products are you currently dealing with? Please

mention

100%
% Amt/100
80%

60%

40% 0.24 0.3

0.2
20% 0.08 0.06 0.12

0%
To
So

De

HP

Ac

LG

sh
ny

ll

er

iba

Brand

Q8. Are you aware about the Wireless Internet Connection (USB Modem)? If

your response is option ‘A’, refer to Section B on Page ‘4’

 100%
0.9375
Yes
80%
No

60%

40%

20%
0.0625

0%
Yes No

Q9. Which company has more customer oriented approach in CDMA sector?

The results are as shown below

100%
Tata
80% Reliance
0.5625
60%
0.4375
40%

20%

0%
Tata Reliance

Q10. Which company’s advertisements could help you in expanding your

business?
 100%

80% 0.7031 Tata

Reliance
60%

40%
0.2369
20%

0%
Ta

Re
ta

lia
nc
e

Q11. How much is your sales force?

The overall response and strength calculated out on the response is given

below in bar graph

100%

80% %Amt/100
0.7188

60%

40%

20% 0.1094
0.0781 0.0312 0.0625
0%
1 to 2

3 to 4

5 to 6

7 to 8

than 8
more

Strength
Q12. What is the skill level of your sales force in reference to technical

knowledge?

Type of Skill No. of retailers

Skilled 60
Semi-skilled 24
Unskilled 20

Hence after surveying 64 retailers we came to know that almost 60 of them

had skilled sales person, 24 of them had semi skilled and 20 of them had

unskilled.

Q13. Mention in numbers the amount of sales person who fall under the

following categories mentioned below

100%
Skilled
80%
0.577 Semi-skilled
60% Unskilled

40%
0.2307 0.1923
20%

0%
Skilled Semi- Unskilled
skilled

Hence we conclude that most of the sales force with retailers is skilled.
Q14. What is your major customer base?

Customer Base No. of Retailers

Institution 24
Government Sector 36
Corporate Sector 32
Residential Sector 64

Q15. How many on average walk in customers visit your shop/counter?

100%
% Amt/100
80%

60% 0.5

40%
0.25
0.1875
20%
0 0.0625
0%
No
1

11

va
to

to

lu

n
to

e
e
5

10

15

>
15

Customers/Day

Q16. What is your monthly income?

 100%
% Amt/100
80%
0.53
60%

40% 0.25
0.125
20% 0.0781 0.0169
0
0%

10 to 30

30 to 50

50 to 70

70 to 90
Value<10

Value>90
Amount (in thousand)

Q17. If more than 90,000 then please mention the amount below

Lakhs
5
5
Amt
4

3
2
2 1.5

0
De

De

De
al

al

al
er

er

er
1

3
 Section B

Q1. What is your perception about the Wireless Internet Connections?

100%
0.8594
Innovative
80% No New

60%

40%

0.1406
20%

0%
In

No
no

Ne
va

w
tiv
e
Q2. Which company would you prefer to work with in Wireless Internet

Connection in CDMA?

100%
Tata
80% 0.7344 Reliance

60%

40%
0.2656
20%

0%
Ta

Re
ta

li a
nc
e

Q3. How much of initial investment can you do in the business of Wireless

Internet Connection?

100%
%Amt/100

80%

0.5534
60%

40%
0.2847

20% 0.1094
0.0469
0.0156
0%
Value<0.5

1.5 to 2
0.5 to 1

1 to 1.5

Value>2

Amount (in lakhs)

Section C
Infrastructure & Systems

Q1. What is the hardware available with you?

100%
0.9531
CWI
80% CWOI
60% NC

40%

20%
0.0469
0
0%
NC
CWI

CWOI

CWI – Computers With Internet Connections

CWOI – Computers Without Internet Connections

NC – No Computers

Q2. What is the location of the office/shop?

100%
PL
80% GQL
LQL
60% 0.5156
0.4375
40%

20%
0.0469
0%
PL GQL LQL

PL – Prime Location
 GQL – Good Quality Location

LQL – Low Quality Location

Q3. What is the total space of your office/shop? Please mention

100%
% Am t/100
80%

60%

40% 0.2812
0.2344
0.1875
0.1406 0.1563
20%

0%

Va
0

20

40

60
to

lu
1

1
to
to

to

e>
20

80

80
0

40

60

0
0

0
0

Space (in sq feet)

 RESULTS

The company set the minimum criteria to select their business channel

partners. This criterion is as follows.

The party should be able to invest good amount. Also the person should have

the internet connection. He should be financially strong and should have a customer

base like educational institutions, government departments, corporate which is

advantageous for the company. Company wants the experienced retailer however the

person who wants to start new is invited.

Hence from the above analysis the net outcome was the compilation of all the

above features mentioned. They are as given below:-

Those retailers were selected which were able to invest equal to or more than

Rs 50,000.

Also those were short listed which had 4 or more than 4 sales force. Then it

was considered that they do have skilled sales force.

 Dealers which had pro Tata view point were the plus point for the company.

Also financially strong dealer were a bonus point for the company.

Retailers which catered all the four sectors i.e. residential, corporate,

government, institutions were short listed as they had large customer base and thus

could provide boost in the sales of the product.

All other points were considered the plus point or we can say bonus point for

the company if the retailer constitutes it.

For this purpose the retailers were identified from the market of Chandigarh

and hence they are as follows:-

1. Mr. Vishal Sharma

The Metal

SCO – 116,117

Sector 34-A

Chandigarh

2. Mr.Rajesh Jaiswal

Beyond Computers

SCO – 371,72 1st Floor, Above HDFC Bank

Sector 35-B

Chandigarh
 SUGGESTIONS

There should be synchronisation between the TV commercial and the

availability of the product. There was the advertisement of the Tata Photon+ on the

TV on Ten Sports during the West Indies Series but there was non availability of the

product due to which Reliance Netconnect was encapturing on the market although

the consumer first preferance was Tata.

The sales team which work on commission basis did not work properly. The

survey done by them is not proper. Also they do not visit the market and come in

contact with the retailers and hence did not promoted the product. So, most of the

retailers did not know that Tata launched ‘Photon+’ which is High Speed Internet

Access (HSIA) device and is not same as the previous version ‘Photon’. Hence proper

visit by the sales team is required.

 CONCLUSION

The conclusion comes out that there is a good potential in the Chandigarh in relation

to the product High Speed Internet Access (HSIA) Tata Photon+. The points which

are in favour are as follows:–

This concept is still relatively new to the retailers of this Chandigarh. Hence the

competition level is low. Also retailers are interested to work with Tata as they

consider it a good organisation. Tata has good goodwill among them. Also the

retailers of this Chandigarh have good amount money in their piggybank to invest on

this particular product.

They are a little bit inhibited to invest in this product because they have this

preconceived notion about the product that it has small profit margin because the

value of the product is small.

Regardless of this, few leads were given to the sales team of the HNI department of

the dealers who showed keen interest in the product and hence few potential business

channel partners were identified by me.

 BIBLIOGRAPHY

• Yellow Pages Tata Indicom

• www.tatatel.com

• Google

• Wikipedia Encyclopedia