Final Marketing & Promotional Activities of Qubee in Bangladesh

Marketing and Promotional Activities of Qubee in Bangladesh
This thesis report has been submitted for the fulfillment of the degree of
Bachelor of Business Administration (B.B.A) Major in Marketing
Submitted To:
Md. Zainal Abedin
Lecturer
Department of Business Administration
World University of Bangladesh
Submitted by:
Name: Nauha Munir
ID: WUB-01/06/08/161
Program: BBA
Major: Marketing
Faculty of Business Administration
WORLD UNIVERSITY OF BANGLADESH

Date of Submission: 22-11-2012

Letter of Transmittal
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November 22, 2012
To
Md. Zainal Abedin
Lecturer
Subject: Submission of the Thesis report
Dear Sir,
It is my great pleasure to submit you my Thesis report on Marketing & Promotional Activities
of Qubee in Bangladesh as a mandatory requirement for BBA program. While conducting the
working report, I have gathered extensive knowledge on the subject.
Despite various constraints, I finished this thesis report with my best effort. It would be a great
honor for me if you consider this report worthy for my BBA degree.
However, if any clarification, suggestions, directions or recommendations for further

improvement of the report is there, I will be obligated to provide with further explanation. I
sincerely hope that you will appreciate my effort.
Sincerely yours,
______________________
Name: Nauha Munir
ID: WUB-01/06/08/161
Program: BBA
Major: Marketing
3
Supervisors Declaration
This is to certify that Nauha Munir, ID: WUB-01/06/08/161, Student of World

University of Bangladesh of BBA program has completed the thesis report titled
Marketing & Promotional Activities of Qubee in Bangladesh successfully under my

supervision.
I wish her every success in her life.
______________________
Md. Zainal Abedin

Lecturer

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Acknowledgement
First of all, I am very much grateful to the Almighty Allah who gave blessings, courage and
ability to prepare this report. I am very much grateful to Md. Zainal Abedin, Lecturer,
for guiding me to complete my thesis report. I am also highly indebted to him for his suggestions
to prepare this report on Marketing & Promotional Activities of Qubee in Bangladesh.
It was really a great opportunity to work on this topic, and which is really an important and
exceptional report. Though I tried my level best, there are some limitations. My ultimate
constraint was time. If I could spend ample time, I could make it better.
At last, I am extremely sorry for my limitations and constraints that had impacted on the process
of making the report efficient and effective.

Executive Summary 5
This report has been prepared as a requirement of the thesis program. The report was based upon
the Marketing & Promotional Activities of Qubee in Bangladesh. The topic of the report is
Marketing & Promotional Activities of Qubee in Bangladesh. The broad project objective was
to analyze the Marketing & Promotional Activities of Qubee in Bangladesh and relate the
knowledge with the practical experience. The report contains An overview about the
Marketing & Promotional Activities of Qubee in Bangladesh. QUBEE is a real internet
experience from Augere Holdings Ltd, a UK based telco bestowed with 150 years of vast
experience in this sector. And in Bangladesh this Wimax service is provided by Augere Wireless
Broadband Bangladesh Ltd.(AWBBL), a subsidiary of Augere Holdings Ltd. It is Augere that
first introduced much waited WiMax connectivity in Dhaka with a mission to deliver broadband
access to consumers on three fundamental tenets i.e. availability, affordability & accessibility. Its
initiation opened up a new horizon of mass internet connectivity and a window of new
possibility of reducing the digital divide. From the very beginning we have observed the
stunning marketing strategy to achieve the dominant position in the market. It targets the people
from every angle adopting a 360 marketing approach and aggressively pushing its product into
our market. And already it dares to claim to have a largest client base in the ISP arena. Even it
has gained 5 times higher market share to its closest competitor Banglalion with its competitive
pricing and innovative service plans. Its not only a magic but magical.
Strategically QUBEE aims at grabbing the emerging markets of Asia and Africa. Augere's first
commercial network launched under the Qubee brand in Pakistan in July 2009 and was closely
followed by Bangladesh in October 2009. A pilot network is currently being trialed in Uganda
with a view to a commercial launch, closely followed by Rwanda. This report also attempts to
identify some secrets of Direct Sales, the most robust and successful channel of QUBEE. It

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unveils a selling procedure of selling QUBEE that leads to a magical growth. It also glimpses
over the techniques that QUBEE follows to keep its sales force active, energetic and vive, pitfalls
it encountered and importantly some special suggestions that need to be considered to boost up
the QUBEEs overall performance.
Table of Content
Sl. No Topics Page

Chapter One: Introduction
1.1 Introduction of the Report 11
1.2 Objective of the Report 11
1.3 Methodology 12
1.4 Limitations 12
Chapter Two: Overview Of Qubee

2. 1 Back Ground of the Organization 14
2.2 Vision of QUBEE 15
2.3 Core Benefits & Features of QUBEE 15
2.4 Basic Proposition 15
2.5 Organizational Structure 18
2.6.1 Organ Gram Of Qubee 19
2.6.2 HR Practice 21
2.6.3 Marketing 22
2.6.4 Sales and Distribution 23
2.6.5 Finance and Commercial 25
2.6.6 Customer Service Operation, Billing and IT 25
2.7 Distribution & Coverage Initial Focus 26
2.8 Core Competencies 27
2.9 Pricing Strategy 28

2.10 Business Strategy 29
Chapter Three: Sales Strategy Of Qubee

3.1 Strategy 31
3.1.1 Identify Emerging Market Opportunities 31 7

3.1.2 Availability and Access to Spectrum. 31
3.1.3 Ability to Rapidly 'Operationalise' in Country 31
3.1.4 Deliver Affordable and Reliable Broadband 31
3.1.5 International Scalability 31
3.2 Pricing & Packages 32
3.3 Functions of the Sales and Marketing Division 33
3.3.1 SVP 33
3.3.2 VP 33
3.3.3 Channel Sales 34
3.3.4 Marketing Communications 34
3.3.5 Activation 35
3.3.6 FUT 35
3.4 Employee Motivation 36
Chapter Four: Job Description

4.1 Nature of the Job 38
4.2 Specific Responsibilities of the Job 38
4.2.1 Maintain database 39
4.2.2 Making cold call 39
4.2.3 Fix an appointment 39
4.2.4 Daily sales and visit report 39
4.2.5 Giving guidelines to the New Comers 40
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4.3 Different Aspect of the Job Performance 40
Chapter Five: General Findings of emerging Market and Risk adjustment

5.1 General Findings 42
5.2 Risk Adjusted Rate 43
Chapter Six: Market Analysis & Findings

6.1 Presentation of Findings 46
6.2 Regression Analysis 52
6.3 Cross Tabulation Analysis 54
Chapter Seven:Thesis Experience

7.1 Thesis Experience 64
Chapter Eight:Recommendation& Conclusion

8.1 Recommendation 66
8.2 Conclusion 67
8.3 Appendix 68
8.4 References 73

Introduction
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1.1 Introduction of the Report:

I have researched on the Marketing & Promotional Activities of Qubee in Bangladesh for past
three months. My thesis program is an educational requirement of BBA Program under an
assigned faculty of World University of Bangladesh, which is a professional degree. BBA
students have to write a thesis program as a practical orientation to the workplace where he/she
can amalgamate the traditional hypothetical knowledge with practical work experience. I have
completed my BBA from World University of Bangladesh with major in Marketing.
1.2 Objective of the Report:
Broad Objective:
To find out the satisfaction level of Qubee customers.

To locate specific areas of dissatisfaction of the Qubee users.
Specific Objectives:
To determine the satisfaction level about download speed.

To identify the monthly spent of Qubee customers.
To differentiate Qubee with other medium.
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1.3 Methodology:

The data needed to prepare this report has been collected from both primary and secondary
sources.
Primary Data Source: This study was mainly based on primary data that was
collected through direct survey. To accomplish this, a questionnaire was developed that
consisted mainly closed-ended questions. Some data has been collected through unstructured
personal interviews and discussions with officials of Marketing & Promotional Activities of
Qubee in Bangladesh and also from the field visit.
Secondary Data Source: The secondary data have been collected through QUBEEs official
website, Aamra groups official website and other websites related to the report topic.
1.4 Limitations:
While doing the thesis program, I faced some obstacles. These are given below:-
Thesis report is one kind of research work. Research work requires enormous time and effort.
But the time provided to us was not enough to do the report.
Since my working subject is Marketing & Promotional Activities of Qubee in Bangladesh, its
prohibited to disclose some information. This affects the quality of the report.
Lack of experience of this type of project is one of the main constraints of the study.
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Overview of Qubee
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2.1 Back Ground of the Organization:

Augere was established in September 2007 by an experienced team of global telecoms
executives with the vision of delivering 'broadband for all'. It is committed to achieving this
through the delivery of fast, reliable broadband internet services in emerging markets using
Wimax technology. Augere has an established leadership team in place with over 150 years'
experience in the telecommunications industry. The Company successfully raised $125m in a
first round of investment from France Telecom, New Silk Route and Vedanta. The acquisition of
spectrum and licenses is well underway. Augere currently has access to spectrum in Pakistan,
Bangladesh and Uganda. Licenses are also being actively pursued in countries across Africa,
South and South East Asia.
Augere's first commercial network launched in Pakistan in July 2009 and was closely followed
by the Bangladesh network in October 2009 under the brand name QUBEE. Qubee is a new and
exciting company from Augere providing fast and reliable broadband internet services to
residential and business customers across Bangladesh. QUBEE believes that everyone should be
able to enjoy trouble-free access to the internet and the world of opportunities that it brings. The
companys aim is to make a magical internet experience available to everyone, everyday, without
exception.
Qubee is the creation of a group of global telecoms professionals who saw that a new technology
called WiMAX could really change the internet experience for millions of people worldwide.
WiMAX means that you dont need telephone lines or cable to get connected: all you need is to
live close enough to a transmitter to receive the internet wirelessly. Currently the company is
busy building a network of base stations to offer their brand of internet access right across
Bangladesh. Initially QUBEE is starting in Dhaka, but quickly plan to do the same in cities
nationwide.
To build a network like this needs to be done properly. So the company gathered a highly
talented team right here in Bangladesh to build a company thats determined to improve the
internet experience for millions of people not just here, but ultimately all over the world.
2.2 Vision of QUBEE: 14

The internet is one of the most liberating, exciting features of life in the 21st century. Whatever
youre into music, news, views, video, information, chat, and contact, research, for business,
pleasure or education we think you should be able to enjoy uninterrupted access to it, wherever
you are, whenever you want.
Mission of QUBEE:
We are just not making the internet work; were making it work beautifully. And now it can be
yours to enjoy.
2.3 Core benefits & features of QUBEE:
Qubee is the real wireless broadband internet from Augere, an MNC incorporated in
Netherlands.
Qubee is the name of a commitment for high speed and uninterrupted internet experience for
users in Bangladesh.
Qubee provides its service through WiMAX technology.
It must be Magical: Its not about magic, its about being magical. Its about us bringing
delightful touches to the customer experience.
It must Work: Its not about troubling people with complicated solutions.
2.4 Basic Proposition:
Qubee offer Fixed WiMAX service for Home & Business (SME) use.
Qubee product is differentiated by Speed ( 256 Kbps, 512 Kbps, 1 Mbps, 2 Mbps etc.)
Fixed Monthly Billing for Sky Packages ( 256 and 512 packages)
User Name & Password stored in Modem and connection Always On.
Any PC Connected to the device will be on Internet without extra Authentication.
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Users can share the bandwidth among multiple PCs using a Router or LAN. Just
provide our Installation Engineer your router/ Switch LAN cable.
How its work:
In this part of my report, I would like to share some basic functions of WiMAX which might
help you understand and how those works.
2.5 Organizational Structure:
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2.6: 1 Organogram Of Qubee: Qubee is a new company in Bangladesh and its still
recruiting. Currently it has 180 employees (both permanent and contractual).
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Vision for the Future:
The internet has become an essential part of everyday life in the developed world. However,
the 'World Wide Web' is a misleading term. The internet has only a fledgling presence in
developing nations. Internet usage, as a percentage of the population in countries such as
Morocco, Russia, India, Indonesia, Pakistan and Nigeria range between 4 to 24%, well
below the levels of developed countries. From a social perspective, there is an intrinsic link
between education and the web. The benefits of investing in digital connectivity and promoting
access in schools and universities are clear.
QUBEE will deliver access that is based on three fundamental tenets
Broadband that is:

Available:
A broadband network which is available wherever the customers want.
Affordable:
Access that is broadly in line with a consumer's $10 per month and a business' $20 per month
average budget
Accessible:
Customers can access top-up facilities within a convenient distance of the places where they
live and work
QUBEE believes that delivering the above is achievable by developing strong local partnerships
and building local companies with empowered local management.

Departments of QUBEE :
2.6.2 HR practice: 20
Administration and Human Resource: As the name implies, this department has three
major divisions. The Administration division is responsible for Contract, Legal and Protocol &
Government affairs. The Purchase & General Maintenances is responsible for Purchase &
Support and Estate & Properties, Maintenance & general security. The Human Resource

department is responsible for procuring future employees according. This department is also
responsible for maintaining the database of all employees, leaves, attendance, health care and
related fields of employees.
Administration and Human Resource:

Although Qubee is a new company with a small group of employees but they are keen to manage
their employees through HR practice. Qubee has the 4 layer distribution of employees. Currently
they have 130 enthusiastic employees to operate their company. The head of the company is
CEO and under him they have functional managers who are senior managers, managers, assistant
managers. Respectively senior executives work under the functional managers. Though these 4
layer human resource distributions Qubee create synergy between their employees and make
their collective effort much more effective. For recruitment employees Qubee is using EN
ROUTE recruitment agency and other some recruitment agencies to get efficient employees.
2.6.3Marketing& Promotional Activities: 21

Qubee marketing & Promotional teams are working nicely. Marketing & Promotional
department departments. These are.
1. Product Development
2. Branding
3. CSR/PR
Product Development:
This department is responsible for find out the innovative features that can attract the existing
and potential customers. Product development is one of the key departments in the company.

While developing new packages and tariff plans this department has to keep in mind the profit
and cost issue. Under all these constraints the department has been producing exciting and new
features which ultimately attract customers .Product team always tries to come up with different
types of products by considering peoples need and wants. Product team introduced Gigaset,
Dongle, for the customers. Gigaset has the power to capture the frequency more compare to
Dongle. So Qubee provide Gigaset where frequency is bit poor and Dongle for people who want
mobility. Product team design their product according to the customer wants.
Branding:
The brand department of the company deals with image of the brand to the customers. It
basically helps the brand to portray its intentioned image to the potential target group. This
department along with the Marketing Communication department deals with the promotional 22
activities. As Qubee is very new organization and WiMax is a very new concept thats why
Qubee have to give too much effort and promotional activities to let the people know about their
product and services. Branding is at another sub-department of marketing. Branding team is
trying to promote their qubee product. They have organized different events to promote their
product. At first they do a campaign in different universities, which worked a lot. At present they
are not branding their product extensively but they have a plan for extensive branding. Qubee is
now giving advertises to different renowned newspapers in Bangladesh and they are also giving
advertisement to the different website to promote their product. They also cast advertisement in
the Radio like Radio Amar Radio Foorti etc.
CSR/PR:
Qubee has another sub department called CSR/PR department. Though they are not doing very
many CSR activities, they are planning to engage in CSR activities. Qubee does different sorts of
public relation activities to promote their product in the market which involves different
University campus campaign. They are offering campus package especially for the students and
they are arranging different campus campaign to sell their product. They are also arranging
different concerts to grab the attention of the customers.
2.6.4 Sales and Distribution:

Qubee sales and distribution team has five sub departments. These are..
1. Direct Sales
2. Corporate Sales
3. Tele Sales
4. Distributor
5. Retail Shop
Direct sales: team handles the home users and SME. They try to make the product available to
the corporate and single or home users. In Dhaka city there is more than 50,000 SME. So Qubee
targeted those SME and the direct sales team works with those organizations.
Corporate Sales: team works with the corporate clients. Some renowned companies are
our corporate clients. They are.
1. American Embassy
2. Standard Chartered Bank
3. BRAC Bank
4. World Bank and so on.
There is a separate office for the management of corporate sales who is also responsible for 23
corporate customer relations. Corporate customers are given high priority in terms of sales and
also in terms of after sales service. Of course this is due to the high usage and need for good long
term goodwill with such corporate clients. This department however deals mainly with sales to
corporate customers and maintenance of relations with both current clients as well as scouting
out potential new corporate clients, whereas the after sales service and other issues are dealt with
by the customer services operations section of the company.
Distributor: Makes sure that qubee product is available in the market. They get commission
on modem and bandwidth price.
Tele sales: Team sale qubee connection by making call to the potential customers. They have
some customer group from the business corporate world. For selling to those people they adopt
telemarketing approach.

Qubee is distributing their product through their own outlet and third party. They have their own
outlet in Goshen 2 at Casablanca Store and they are using Transcom as third party to distribute
their product. They have also given exclusive right to some computer accessories selling
company which are located in IDB to distribute their product. They are also selling their product
through telesales in some special cases.
Qubee have build experience booth in different places to give the practical experience to their
subscribers and they have highly focused on that Experience booth to promote their product. It is
now possible to try out the real internet experience from Qubee at your favorite coffee shop or
shopping malls.
2.6.5 Finance and Commercial:
This department is divided into two divisions, a) LC preparation and Purchase, and b) Fund
Management. Here LC is opened for purchasing of modems and equipment, and all the funds
collected are used and controlled for the maximum benefit of the company. This department is
also responsible for the budgeting which takes place once a year for the next three years.
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2.6.6 Customer Service Operation, Billing and IT:
This department deals with customer after the sale occurs. Main activities of this department
includes maintaining data base of the customers, preparing, distributing, and collecting the bills,
activating new connections, deactivating connections, helpline service, interchanging of the

WiMAX modems, collecting the faulty and repairable modems, returning repaired modems,
changing modems and so on. This department is divided into three divisions:
2.7 Distribution & Coverage

Initial Focus:
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Qubee just started their operation from October 09. They are new in this emerging industry. So
initially they are not going to give equal focus to every aspect of the business. For their business
Qubee initially want to give focus to two most important activities. One is expansion of
coverage and other one is to improve their own process of service.
Expansion of the coverage:

Wimax is a network based internet solution to everyone. For that they need to expand
their coverage all over the Bangladesh to provide their service to targeted customer.
Initially they are expanding their coverage in the capital Dhaka. Already Seventy five
percent of the Dhaka city is under their network coverage. They are aiming to cover 6
divisional cities within one year. And want to serve the whole Bangladesh with their
network coverage within three years.

They are aggressively expanding their network coverage. For that they are sharing and
hiring other telecommunications network infrastructures along with their own
infrastructures to expand rapid network coverage. Now on they have hired Banglalink,
Grameen phone and City cells network to expand their network.
Improve own process of service:

Another important activity, in where Qubee is giving ample of focus is how they can
improve their own process of service. They are still very new in the market. So they are
still organizing their own processes. But they are trying hard to improve their own
internal process to giving service to their customers.
Own process of service is the process where they can utilize all their resources in a
smoothen way which will enhance their capability to serve their customer. Like if they
can improve their network, coverage, service, marketing, trouble shooting, speed, and product
etc. In a continuous manner then they will able to serve their customer more efficiently
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2.8 Core competencies:
Internet service is all about how speed you can provide to your customers. Capability to
provide high speedy wireless internet to customers is the main core competency of
Qubee. Superior 24/7customer service and greater network coverage playing a vital role
as their core competencies.
Qubee: have divided the regions they operate in into four polygons,
1. Polygon -1 Goshen, Banani, Baridhara, Bashundhara
2. Polygon 2- Uttara
3. Polygon 3- Mirpur
4. Polygon 4- Dhanmondi
5. Polygon 5- Motijheel

At present they are providing their service in Dhaka city, in these five polygons. The target of
Qubee was that at the end of the May they will have full Dhaka city coverage and at the same
time they will start their operations in Chittagong. They have kept their promise.
2.9 Pricing Strategy:

Price is the only revenue generating element of the marketing mix. So for any organization
determining the price of the product plays a major role of success. As WiMax is totally a new
concept in Bangladesh both Qubee and Bangla Lion should determine the price of their product
very sensitively.
As Qubee first introduce wimax in Bangladesh they took the first mover advantage. They
followed the price skimming strategy to enter into the market. The practice of price
skimming involves charging a relatively high price for a short time where a new,
innovative, or much-improved product is launched onto a market. The objective behind
choosing skimming strategy is to skim off customers who are willing to pay more to
have the product sooner. On the other hand when a new company comes to a new market
they have to bear a large amount of pioneering cost. That is why in this situation they
always try to charge high price for their product. Also when they are determining the
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price for their product they bound to follow the rules of price ceiling that is set by the
BTRC.
2.10 Business Strategy:

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Sales strategy of Qubee
3.1 Strategy:
QUBEE has exceptional expertise in the design, roll-out and delivery of telecoms
networks in emerging markets.
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QUBEE's strategy is to:
3.1.1 Identify emerging market opportunities:

QUBEE's selection criteria is based around sound business planning principles

which identify markets based on a number of key success defining factors such
as population (and urban density), literacy levels and GDP.
3.1.2 Availability and access to spectrum:

Each country has a unique process for the allocation and pricing of its
spectrum. QUBEE has a robust methodology for assessing the ultimate
value of the spectrum.
3.1.3 Ability to rapidly 'operationalise' in country:

Technology roll-out and integration, coupled with intensive training on the
ground allows QUBEE to quickly bring its services to market.
3.1.4 Deliver affordable and reliable broadband:

Use economies of scale and superior technology to achieve a customer
proposition of affordable and reliable broadband.
3.1.5 International scalability:

On-going pursuit of opportunities for geographical expansion. Carry out
spectrum acquisition and network rollout in several territories
simultaneously.
3.2 Pricing & Packages: 31
Pricing:
Bangladesh revenue board of telecommunication has set up a price ceiling for
WiMAX service providers, so Qubee has to set the price within that price range.
Different pricing strategies followed by Qubee are

Value Based pricing: Qubee is following value based pricing. They
consider the purchasing power of their customers while deciding the price
range. However they evaluate the speed and maximum access which can
be provided by them within that range and fix the price for every segment.
Product line pricing: product line pricing is different price for different
range, or different service offered, their connections are shared
connection, different package like sky and campus have different price, as
sky has no access limitation so its a bit higher in price, and for campus
speed and access limitation has cap on it so the price varies.
Currently for promotion and popularity they are offering free installation for every connection they
provide.
Description Cost in BDT
Gigaset 3,000
Shuttle 1,000
Installation Cost Free
Qubee Internet Packages:

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3.3 Functions of the Sales and Marketing Division:
The major marketing goal of this division is to capture a significant market

segment that will yield maximum revenue by means of passing on directly or
indirectly high end Wireless Broadband Service.
3.3.1 SVP:
The office of the Senior Vice President of Sales and Marketing Division is
responsible for coordination of marketing activities across the company and to

provide top level management with an overall picture of the market situation.
3.3.2 VP:
The Vice-President of the division oversees the product and business
development scenario of the company and he is responsible to the SVP of the
division. He is heading the Sales Division so he has to control all the Sales
channels as well.
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3.3.3 Channel Sales:
The assistant vice president responsible for channel management has the very
important job of setting up marketing channels by which packages are distributed
among clients and by which feedback is obtained from customers. This
department is responsible for the selection of new dealers and motivating them
and current dealers to promote QUBEE packages to their customers in their
respective areas. This department is also responsible for seeing that there is an
excellent support network for each dealer and that they are satisfied with their
monetary or otherwise remuneration. This department is also responsible for
checking that each dealer does not cut into the sales of another dealer in a very
proximal region.
3.3.4 Marketing Communications:

The chief responsibility of this department is logically, promotion and
communication of new products and product ideas to customers both directly
through selection of advertising media, then dissemination of information by
means of advertisements; and indirectly through dealers by providing them with
promotional material. This department is also responsible for public relations
which do not include corporate relations. This is handled, as we have seen, by
other departments. The responsibility of this department is immensely important

especially in the introduction stage of a package for customers. They also
provide help for other departments such as the front office and services
marketing in order to promote QUBEE packages to both current and new
customers. This helps very much in handling cases of dissatisfied customers and
also in case of adjusting customers with old packages who have to be convinced
to upgrade their packages to the new ones on offer.
The company sub-contracts its promotional materials production to local

companies. A regular number of events are held to integrate promotional 34
activities with public relation exercises to enhance the image of QUBEE and
better promote the packages on offer.
3.3.5 Activation:
This is a unique department with a very specific job description. This is to

educate the new customers with the WiMAX technology through various
Experience booths throughout the Dhaka city. This whole dept. is being run by a
third party, Asiatic Sales Team. The manager of Activation control and assign the
sales persons of Activation team and promote the product and sell at the same
time.
3.3.6 FUT:
This particular department looks after the Free Trial Users who got the
connectivity as a complementary gift from the QUBEE. This department also
arrange drive test on various locations and provide 1 months free connections if
necessary.

The overall structure of the sales & marketing department and its sections of
QUBEE have both advantages and disadvantages in terms of organizational
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structural and respective functionality. Most importantly, QUBEE is a new

company and it has a long way to go. So, over the time, we can expect QUBEE
to flourish itself in the ISP arena. As a partner, Aamra Network is providing Sales
support and IT support to QUBEE as they are having an extra milestone.
3.4 Employee Motivation:

To motivate the employee of Qubee they use some motivational factors. These are
Recognition
Rewards
Retention
As the employee gets the above motivations from the organization so employees always
try to put hundred percent efforts to their job. This increases the productivity of the
organization.

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Job Description

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4.1 Nature of the Job:
QUBEE has 6 different Sales Channel and I worked at 1 of these channels.

The Sales Channels are:
Corporate Sales Team
Direct Sales Team
Tele Sales Team
Retail Sales Team
Distribution Sales Team
4.2 Specific Responsibilities of the Job:
Snap shot of my job responsibilities..
1. Maintain a data base.

2. Making cold call
3. Fix an appointment
4. Daily sales and visit report
5. Giving guidelines to the new comers
6. Attend team meeting
In the beginning, Qubee was assigned to a sales team where do lots of activities.
Qubee arrange an extensive training session for us. This was really effective for
because Qubee product knowledge was poor when new joined in Qubee. After
getting the proper training he became more confident.

4.2.1 Maintain database:
Qubee boss advised executive to maintain a potential customers database. He have followed
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the instruction of my boss and start maintaining a database where he had different
organizations phone number as well as the top level management contact
details. She have made this database by the help of yellow page, my known peoples
visiting cards, relatives reference and so on.
4.2.2 Making cold call:

From Qubee potential customers data base she do call at a regular basis. This
technique was really effective because whenever executive make a call they are getting
customer number so they can easily communicate with me for any clarifications. It is a
very good way of making a strong network.
4.2.3 Fix an appointment:

After making a cold call she fixed an appointment with Qubee respective customer.
Though sometimes it is difficult to take an appointment from the top level
management but somehow she managed it. By the help of appointment executive have got
chance to describe my product and show them the demo of our product. Executive always
tried to make she meeting effective and come up with the interested customers
tentative date of purchase.
4.2.4 Daily sales and visit report:
Back at office, Qubee executive to make a report on the specific client and their
requirements. It was mandatory to send a regular visit report to Qubee supervisor.
Visit report contains customer name, address, contact number, e-mail address,
whether he is interested or not, if not then what is the reason and so on. He look
after visit report. Those who were interested customer he tries to close the
sale as soon as possible.

4.2.5 Attend team meeting: 39
Every day morning, our whole direct Sales team used to sit together and made
plan for the day. There were 12 Sales Executives and we had a sales target to
meet. For one week, the whole team needed 60 Clients to meet the goal. Our
supervisor usually provides the Potential list of clients, and we had to make
appointments with them. Then we had to visit the clients office and sit with them
to close the sales deal.
It is must to attend in a team meeting. Qubee supervisor gave us the proper

guideline about our visit, at first he asked us where are going today. Which
organization we will visit? If any of our employee needs any help for particular
day we directly pass it to him and he tried to help us out accordingly. In every
week we had a meeting with our direct sales manager. He gave us some
techniques about a good sale. After attending his meeting executive became more
motivated. Finally, in every after of month our head of sales set with us. He
handed over a prize to the highest seller and second highest seller of the month.
He also declared a promotion to those employees.
4.3 Different Aspect of the Job Performance:
As QUBEE is a new company, so it still consider this stage as R&D. The

company is still learning and trying to cop in the market. The company initially
evaluates the performance on the basis of the Reporting supervisor. Also in the
workplace, how the employees are get along with each other is being observed.
The KPI (Key Performance Indicator) of direct Sales Department is yet to be

Determined.
40
General Findings of emerging

Market and Risk adjustment
Marketing and Promotional Activities of Qubee in Bangladesh 41

5.1 General Findings:
Qubee is trying to grab the ISP market of Bangladesh in both home user ends
and corporate clients. QUBEEs main competitors are Telecom operators,
existing ISP companies and local providers. QUBEEs competitive advantage is
having the wireless broadband technology or WiMAX. Another competitive
advantage for QUBEE is having Aamra Networks as their local partner
(shareholder). Aamra Networks is the leading Corporate ISP in Bangladesh and
they have a very good reputation in this sector.
Internet and telecommunication technologies are one of the great innovations in

21st century. This innovation has a big role in the changing mode of business
environment and advertisement technology. To cope up with this changing
business environment in Bangladesh, the government decided to allow private
entrepreneurs to act as ISPs using VSATs (Very Small Aperture Terminal) in
1996. In 1999, there were about 22,000 account holders with 10 ISPs (8 in
Dhaka and 2 in Chittagong) and the total number of users ranges around
100,000, while in 2000, there are about 100 ISPs providing Internet services to
more than 250,000 Internet home users. More than 100000 people used Internet
from cyber caf. The growing demand of the society and the congenial global
atmosphere towards Internet has pressurized the entrepreneurs to re-think their
policies and strategies to accommodate the newly emerged rapidly enlarging
target group. Now days, Internet is used for studies, mailing and online shopping.
It may help the advertising or marketing promotion sector to be efficient and
effective. Another point is that the optical fiber has already introduced in
Bangladesh which makes our communication faster and cheaper. This will also
change the business environment. WiMAX is also introduced in Bangladesh.
QUBEE and BanglaLion have got the license and QUBEE has started their
42
operation already. QUBEEs motto is to provide access to internet for everyone.
From middle to upper class people are fond of leading a modern life because it
makes the life faster, speedy, complicated and efficient. We can hope, through
WiMAX, Bangladesh can achieve sustainable growth in the near future.
5.2 Risk adjusted rate: Different industry have different risk level. In pure competitive
market risk varies from firm to firm. Michael E. Porter developed a model called Porters five
forces model to analyze industries and competitors. Porter identified five competitive forces that
shape every single industry and market. These forces help us to analyze everything from the
intensity of competition to the profitability and attractiveness of an industry.
Figure 1: Porter's five competitive forces
43
Threat of new entrants: The easier it is for new companies to enter the industry, the more
competition there will be. Internet service providing company does not require a huge
investment. So it is very easy to enter into internet business. There are some telecommunication
companies in our country like Grameen Phone, Banglalink, Airtel, Robi, Teletalk, Citycel etc.
These telecommunication companies are also providing internet services. In future some other
companies may start internet business. This is a threat for Qubee.
Threat of substitutes: It places a limit on profitability within the industry. A substitute

product involves the search for a product that can do the same function as the product the
industry already produces. A product's price elasticity is affected by substitute products - as more
substitutes become available, the demand becomes more elastic since customers have more
alternatives. A close substitute product constrains the ability of firms in an industry to raise
prices. Banglalion and broad band internet connection are major substitute product for Qubee.
This is a threat for Qubee.
Bargaining power of buyer: Qubee buyers can easily switch to another product as
switching cost is few. They have a large number of buyers around the country. Customers are
price sensitive. As a result they can force prices down and demand higher quality products or
services resulting in potential loss of profit which is a threat for Qubee.
Bargaining power of supplier: Suppliers can influence a companys products price and
quality. Qubee is free from suppliers power but their technology suppliers can exercise this
power at any time which is a major risk for Qubee.
Competitive Rivalry: This describes the intensity of competition between existing firms in
an industry. Highly competitive industries generally earn low returns because the cost of
competition is high. There are little differences between competitors products and services with
Qubee. This increases Qubees risk. High fixed cost, Low switching costs, slow market growth
etc. are competitive rivalry for Qubee which increases amount of risk level.
Due to above mentioned risks I have increased required rate of return by 3%.
Ke = 5.12% + 3% = 8.12%
44
Market Analysis & Findings
45
6.1 Presentation of findings:
Gender
Cumulative
Frequency Percent Valid Percent Percent
Male 42 84.0 84.0 84.0
Female 8 16.0 16.0 100.0
Total 50 100.0 100.0
The survey has been conducted on both male and female respondent and about 84% of the
respondent was male and 16% of respondent was female.
Age
Cumulative
16-19 years 6 12.0 12.0 12.0
20-25 years 39 78.0 78.0 90.0
More than 25 years 5 10.0 10.0 100.0
Total 50 100.0 100.0
12% respondents are 16-19 years old. 78% of the respondents ages between 20-25 years. Only
10% of respondents are more than 25 years old.
Living area
46
Cumulative
Mirpur 6 12.0 12.0 12.0
Dhanmondi 20 40.0 40.0 52.0
Old Dhaka 6 12.0 12.0 64.0

Others 18 36.0 36.0 100.0
Total 50 100.0 100.0
12%of respondents live in Mirpur where 40% of respondents live in Dhanmondi. 12 % of

respondents live in old Dhaka and rest of the respondents reside in other location.
How much time do you spend daily on browsing internet?
Cumulative
Less than 1 hour 14 28.0 28.0 28.0
2-3 hours 17 34.0 34.0 62.0
More than 3 hours 19 38.0 38.0 100.0
Total 50 100.0 100.0
28% of respondents spend less than 1 hour daily on browsing internet. 34% of respondents spend
2-3 hours daily on browsing internet and 38% of respondents spend more than 3 hours on
browsing internet.
What type of medium do you use to connect to internet?

47
Cumulative
Broadband 22 44.0 44.0 44.0
Qubee 13 26.0 26.0 70.0

BanglaLion 15 30.0 30.0 100.0
Total 50 100.0 100.0
Most of the respondents use broadband connection to access internet and their percentage is 44.
26% of respondents use Qubee modem and 30% of respondents use Banglalion modem for
internet connection.
How much satisfied are they with current download speed?
Cumulative
Highly satisfied 19 38.0 38.0 38.0
Satisfied 22 44.0 44.0 82.0
Neutral 5 10.0 10.0 92.0
Dissatisfied 4 8.0 8.0 100.0
Total 50 100.0 100.0
38% of respondents are highly satisfied with their current download speed. 44% of respondents
are satisfied. 10% of respondents are neither satisfied nor dissatisfied and only 8% of the
respondents are dissatisfied with their current download speed.
How much money do you prefer to spend for internet monthly? 48
Cumulative
Less than tk300 8 8.0 8.0 8.0
tk400 - tk500 22 22.0 22.0 30.0
tk600 - tk800 46 46.0 46.0 76.0
More than tk800 24 24.0 24.0 100.0
Total 100 100.0 100.0

8% of the respondents prefer to spend less than tk300 monthly. 22% of the respondents prefer to
spend tk400-tk500 monthly. Most of the respondents like to spend tk600-tk 800 monthly on
browsing internet and their percentage is 46%. 24% of the respondents prefer to spend more than
tk800 monthly on browsing internet.
Which Qubee package will you prefer regarding monthly cost and speed?
Valid Cumulative
Frequency Percent Percent Percent
Cost tk500 & speed 256kb 15 30.0 30.0 30.0
Cost tk850 & speed 512kb 17 34.0 34.0 64.0
Cost tk1250 & speed 1mb 13 26.0 26.0 90.0
Cost tk2250 & speed 2mb 5 10.0 10.0 100.0
Total 50 100.0 100.0
30% of the respondents prefer to spend tk500 at 256 kb speed where 34% of the respondents
prefer to spend tk850 at 512 kb speed. 26% of the respondents prefer to spend tk1250 at 1mb
speed and only 10% of respondent chose high speed of 2mb at cost tk2250. The table shows that 49
most of the respondents prefer medium speed at reasonable price.

Which Qubee package will you prefer regarding monthly cost and download limit?
Cumulative
Cost tk 500 & download 3 GB 11 22.0 22.0 22.0
Cost tk 850 & download 6 GB 11 22.0 22.0 44.0
Cost tk950 & download 12 GB 12 24.0 24.0 68.0
Cost tk 1150 & download 24
16 32.0 32.0 100.0
GB
Total 50 100.0 100.0
The table shows 22% of respondent said that they prefer to spend tk500 for 3 GB download
limit. 22% of respondent like to spend tk850 for 6 GB download limit. 24% of respondent prefer
to spend tk950 to download 12 GB. 32% of respondent said that they prefer to spend tk1150 for
24GB download limit.
50
Which factor influence you most to purchase internet?
Cumulative
High speed 28 56.0 56.0 56.0
Low initial cost 5 10.0 10.0 66.0
Low monthly charge 16 32.0 32.0 98.0
Brand value 1 2.0 2.0 100.0

Total 50 100.0 100.0
There are some factors which influence customers to select internet medium. Some wants high
speed, some prefers low monthly charge and so on. According to survey result 56% customers
believe that high speed influence them to choose internet medium and 32% customers think that
low monthly charge persuade them to select internet medium to connect to internet. A few
subscribers think low initial cost influences them to select internet medium.
How much satisfied with Qubee services?
Cumulative
Highly satisfied 20 40.0 40.0 40.0
Satisfied 26 52.0 52.0 92.0
Neutral 2 4.0 4.0 96.0
Dissatisfied 2 4.0 4.0 100.0
Total 50 100.0 100.0
Most of the subscribers are satisfied with Qubee services. According to survey result 40% of
respondents are highly satisfied with Qubee services and 52% respondents are satisfied with
Qubee services. Only 4% respondents are dissatisfied with Qubee services.
51
6.2 Regression analysis:
In this part of the analysis I tried to regress the average customer satisfaction with respect to
some other related variables to find out whether there is impact of those related variables on the
customer satisfaction. Those variables are-

Independent Variables:
current download speed

prefer to spend in internet monthly
monthly cost and speed
monthly cost and download limit
Dependent Variable:
Customer Satisfaction
Regression Output:
52
Standardize
Unstandardized d
Coefficients Coefficients t Sig.
Std.
Variables
B Error Beta
(Constant) .911 .300 3.034 .003
How much satisfied with
.266 .076 .326 3.502 .001
current download speed?
How much money do you
prefer to spend in internet .156 .098 .198 1.589 .115
monthly?

Which Qubee package will
you prefer regarding .266 .103 .357 2.589 .011
monthly cost and speed?
Which Qubee package will
you prefer regarding
-.275 .093 -.475 -2.938 .004
monthly cost and download
limit?
Y= a + b1 x1+b2 x2 +b3 x3 + b4 x4
= 0.911+ 0.266 x1+ 0.156 x2+ 0.266 x3- 0.275 x4
By increasing 1 unit of satisfaction with current download speed overall satisfaction of

Qubee customers will increase by 0.266 holding everything else constant.
Same thing will be happened by changing other variables such as satisfaction of Qubee
customers will increase by 0.156 for changing 1 unit of satisfaction with monthly spend,
0.266 for changing 1 unit of satisfaction with monthly cost and speed holding other
variable constant.
Above table shows that Qubee monthly cost and speed has a highest beta of 0.357 which
influence most positively on overall satisfaction of Qubee customers. 53
On the other hand Qubee monthly cost and download limit has a negative beta of -4.75 which
influence most negatively on overall satisfaction of Qubee customers.
6.3 Cross Tabulation analysis:
Gender * Which factor influence you most to purchase internet?
High Low Low Brand Total

speed initial monthly value
gender
cost charge

Male 44 8 30 2 84
Female 12 2 2 16
Total 56 10 32 2 100
High speed and low monthly charge influence male respondents to choose internet medium. On
the other hand female respondents seek for high speed. As most of the female subscribers
demand high speed they use either Qubee or Banglalion.
Gender * How much satisfied with Qubee services?

54
Highly Satisfied Neutral Dissatisfied Total
satisfied
gender
Male 32 46 2 4 84
Female 8 6 2 16
Total 40 52 4 4 100
40 respondents are highly satisfied and 52 respondents are satisfied with Qubee services. No
female respondents are dissatisfied with Qubee services Male and female are both satisfied with
Qubee services.
Living area * What type of medium do you use to connect to internet?

Living area Broadband Qubee Bangla Lion Total
Mirpur 6 4 2 12
Dhanmondi 10 14 16 40
Old Dhaka 10 0 2 12
Others 18 8 10 36
Total 44 26 30 100
Most of the respondents reside in Dhanmondi area and they use Banglalion or Qubee modem. In
Mirpur area most of the people use Broadband or Qubee and in old town most of the people
usually broadband connection as it is cheaper than other connection and easily available.
gender * How much time do you spend daily on browsing internet?

55
gender Less than 1 2-3 hours More than Total
hour 3 hours
Male 16 30 38 84
Female 12 4 16
Total 34 38 100
The table shows that male respondents spend more time than female respondents on browsing
internet. 38% male respondents spend more than 3 hours on browsing internet where no female
respondents spend more than 3 hours on browsing internet.
gender * What type of medium do you use to connect to internet?

gender Broadband Qubee Bangla Total
Lion
Male 42 20 22 84
Female 2 6 8 16
Total 44 26 30 100
Most of the male respondents use broadband to connect to internet where female respondents
prefer wimax technology to connect to internet. So female respondents use Qubee or banglalion
for internet connection.
gender * How much satisfied with current download speed? 56
gender Highly Satisfied Neutral Dissatisfied Total

satisfied
Male 32 36 8 8 84
Female 6 8 2 16
Total 38 44 10 8 100
As most of the female respondents use wimax technology their satisfaction level is very high.
Male respondents are also satisfied with their current download speed though some respondents
are dissatisfied with their current download speed specially who use broadband.
gender * How much money do you prefer to spend in internet monthly?

gender Less than tk400 - tk600 - More Total
tk300 tk500 tk800 than
tk800
Male 8 22 36 18 84
Female 10 6 16
Total 8 22 46 24 100
Both male and female respondents want to spend Tk600 - Tk800 in internet monthly. As the
survey was conducted to only students most of them has a limited budget. Some male
respondents prefer to spend less than Tk600. Female respondents want to spend more money
than male respondents. 57
Living area * How much money do you prefer to spend in internet monthly?
Living area Less than tk400 - tk600 - More Total

tk800
Mirpur 10 2 12
Dhanmondi 2 2 20 16 40
Old Dhaka 2 4 6 12
Others 4 6 18 8 36
Total 8 22 46 24 100
Respondents living in Mirpur and Old Dhaka want to spend Tk400-Tk800 per month where
Respondents living in Dhanmondi area want to spend Tk600-Tk800 or more than Tk800.
Living area * How much satisfied with Qubee services?
Living Highly Satisfied Neutral Dissatisfied Total

area satisfied
Mirpur 8 12
Dhanmondi 16 20 4 40
Old Dhaka 2 10 12
Others 18 14 4 36
Total 40 52 4 4 100
The table shows that Dhanmondi users are more satisfied than other users regarding Qubee 58
services. People in Miorpur and Old town area are also satisfied with Qubee services. Only 4
respondents living in Other area are dissatisfied with Qubee services.
age * How much time do you spend daily on browsing internet?
age Less than 2-3 hours More Total

1 hour than 3
hours
16-19 years 6 6 12
20-25 years 20 24 34 78
More than 2 4 4 10
25 years
Total 28 34 38 100
Respondents under 19 years old spend less than 3 hours on browsing internet. Respondents aged
between 20-25 years old spend 2-3 hours or more than 3 hours as they get much time on
browsing internet.

59
age * How much money do you prefer to spend in internet monthly?
age Less than tk400 - tk600 - More Total

tk800
16-19 6 6 12
years
20-25 6 20 36 16 78
years
More than 2 2 4 2 10
25 years
Total 8 22 46 24 100
age * Which factor influence you most to purchase internet?
Low Low
High Brand
age initial monthly Total
speed value
cost charge
16-19
10 2 12
years
20-25
40 8 28 2 78
years
More than
6 4 10
25 years

Total 56 10 32 2 100
60
Respondents under 19 years old thinks that High speed influence them to choose internet
medium. Most of the respondents are between 20-25 years old and they choose internet medium
on the basis of high speed and low monthly charge. They spend more time on browsing. So they
want low monthly charge.
age * How much satisfied with Qubee services?
Highly
age Satisfied Neutral Dissatisfied Total
satisfied
16-19
4 8 12
years
20-25
32 38 4 4 78
years
More than
4 6 10
25 years
Total 40 52 4 4 100
How much time do you spend daily on browsing internet? * What type of medium do you use to
connect to internet? Cross tabulation
61

Time spend Broadband Qubee Bangla Lion Total
Less than 1 6 10 12 28
hour
2-3 hours 10 14 10 34
More than 3 28 2 8 38
hours
Total 44 26 30 100
How much time do you spend daily on browsing internet? * How much satisfied with Qubee services?
Time Highly Satisfied Neutral Dissatisfied Total

spend satisfied
Less than 1 14 14 28
hour
2-3 hours 10 20 4 34
More than 16 18 4 38
3 hours
Total 40 52 4 4 100
Based on survey result respondents spending less than 1 hour on browsing internet are satisfied
because they get high speed during browsing with low monthly charge. Respondents spending 2-
3 hours on browsing internet are moderate satisfied and some of respondents spending more than
3 hours on browsing internet are dissatisfied with Qubee services due to high monthly charge and
moderate speed.
What type of medium do you use to connect to internet? * How much satisfied with current download
speed?

type of Highly Satisfied Neutral Dissatisfied Total
medium satisfied
Broadband 2 26 10 6 44
Qubee 22 2 2 26
Bangla 14 16 30
Lion
Total 38 44 10 8 100
Some of the respondents using broadband connection are satisfied and some of them are neutral
as well as dissatisfied with download speed. 14 banglalion users are highly satisfied and 16
banglalion users are satisfied with their download speed. On the other hand out of 26 respondents
22 respondents are highly satisfied and 2 respondents are satisfied with Qubee download speed.
This table shows that Qubee subscribers are more satisfied than others regarding download
speed.
62

Thesis Experience
63
7.1 Thesis Experience:
Experience Achieved from Thesis:

Thesis provides a shortcut experience for any student and also helps to evaluate the position in
real field. I have learned how to cope up with corporate culture and behavior. I have worked in
Sales department of Qubee and I have learned about Marketing & Promotional Activities of
Qubee in Bangladesh.
Challenge Faced Throughout Thesis:
The biggest challenge is that to keep patience, show professionalism, sincerity and maturity
which were very challenging for me to practice all these in real life workplace.
64

Recommendation
& Conclusion
65
8.1 Recommendation:

After going through the above project work over QUBEE we found, QUBEE is trying to grab all
the opportunities to be successful in Bangladesh Broadband Market. But considering
Bangladeshi consumers, we would like to draw their attention over some of the following facts.
Brand name should be easy to understand and communicate: But QUBEE is a
Latin American word which means Head, works without wire. Its really appropriate for
Broadband service. But for Bangladeshi consumers may not accept it properly. We have several
examples in telecommunication industry that became successful by adoption local names (Like:
Orascom as Banglalink, Telenor as Grameenphone) and some failed (Like:WARID with ZEM
and ZAHI packages)to continue business for their foreign name.
QUBEE could offer more product packages with variable features: to compete
the other broadband companies. Like: Banglalion has more product variation than QUBEE. More
product variation helps a company to be unique. Even it creates threats to competitors if they try
to challenge the company. Even Banglalion has more product variation than QUBEE has. So,
they should offer more product packages with variable features.
QUBEE should come up with TV advertisement: as early as possible because as they

are launching new product in present market so their prime function to create consumers. Here
Television media has no alternatives. They may provide expert opinion (IT engineer) or
celebritys opinion through their advertisement. And of course they need to highlight the various
uses and benefits of using wireless broadband services.
QUBEE should highlight about country of origin (they bought modem from
GERMAN) while promoting product: because Bangladeshi consumers has strong faith
over foreign product. It will help QUBEE to have a lime light over their product price and
quality as well.
QUBEE should consider pricing of their product: Bangladesh has price 66
sensitive market. At present consequence, it has seen QUBEE has high price. If
QUBEE wants to continue with this price they should focus over their quality

service and promote their product on this basic.
QUBEE should offer some discount for existing users to create brand loyalty:
Like: discount over uses.
QUBEE should concern more about their competitors: I agree at present they
might not have any rival, but Bangladesh broadband market is not so large so they
should be more innovate about their product and aware about their competitors
(Banglalion and BRAC Net)
QUBEE should more concentrate on CSR activities: At present they are not
doing CSR activities. To build up their brand loyalty and customers they should
come up with some CSR activities.
8.2 Conclusion:
QUBEE is a new and exciting company in Bangladesh. Aamra networks are the local partner of
QUBEE in Bangladesh. QUBEE, the foreign partner of Aamra networks who brought WiMAX
for the first time in Bangladesh. Due to new executive technical competencies and sales
experience he got this opportunity to work as a sales executive in QUBEE. Just after a month of
my thesis, There was an opening that time back at QUBEE and he grab the opportunity. During
this period, He learned a lot about QUBEE and its sales operation and Strategy. In this report, I
tried to describe the operation and function of QUBEEs different sales channel. I observe the
activities of Marketing & Promotional Activities of Qubee in Bangladesh and present my
observation and suggestions regarding Marketing & Promotional Activities of Qubee in
Bangladesh.
67
8.3 Appendix

An exploratory research
On
Marketing & Promotional Activities of Qubee in Bangladesh

Qubee Internet user
Questionnaire
NAME :..
ADDRESS :..
SERIAL NO :..
Instructions: please put the tick mark () on the right answer choice(s)
Part 1
1. Are you a regular Wimax internet user?
o Yes
o No
2. Sex:
o Male
o Female
o
3. Age:
68
o Less than 16 years
o 16 to 25 years
o 26 to 35 years
o More than 36 years

4. Your education.
o Under SSC
o SSC
o HSC
o University Graduate
o Post graduate or more
5. Your occupation or present status.
o Student
o Business
o Service
o Housewife
o Others
6. What is your family life-cycle?
Young single
Young, married, no children
Young, married, with children
Older, married, with children
Older, married, no children
7. What is your religion?
Muslim
Hindu
Buddhist
Christen
Other
69
Part 2

8. How often do you use Wimax internet?
o Regularly
o Often
o Sometimes
o Never
9. How much time do you normally spend by using wimax internet on a day?
o Less than 2 hours

o 2 to 4 hours
o 4 to 6 hours
o More than 6 hours
10. Which medium do you use to wimax internet?
o Traditional internet line

o Mobile phone set
o Computer
o Others
11. When do you normally wimax internet?
o Morning
o Noon
o Afternoon
o Night
o Midnight
12. What is your favorite wimax Internet provider company?

70
o Qubee inernet

o Banglalion inernet
o Broab Band inernet
o Wifi internet
o Allo inernet
13. Do you like to use wimax internet on different occasions?
o Yes
o No
o Do not know
14. Do you thinkwimax internet plays a vital role in entertaining the user?
o Yes
o No
o Do not know
15. Who is your wimax internet Company?
71

Part 3
16. Which program do you like to Use on wimax internet?
o News
o Songs
o Conversation
o Others
17. What is your favorite pakage on wimax internet?
18. Have you ever participate in any events organized by wimax internet?
o Yes
o No
o Do not know
19. Do you think wimax internet are much boring or not? Give your reasons.
Signature of respondent
Contract number..
72

8.4 References
Marketing Management by Philip Kilter (13 Edition)

th
Human Resource Management (9th Edition) by Gary Dressler, Hardcover

http://www.qubee.com.bd/about-us
http://www.google.com/#hl=en&source=hp&q=qubee+bangladesh&aq=f&aqi=g4gm1&aql
=&oq=&gs_rfai=&fp=45835207582d5ee7
73

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World University of Bangladesh

Faculty of Business Administration

WORLD UNIVERSITY OF BANGLADESH

Marketing and Promotional Activities of Qubee in Bangladesh

Subject: Submission of the Thesis report

However, if any clarification, suggestions, directions or recommendations for further

World University of Bangladesh

This is to certify that Nauha Munir, ID: WUB-01/06/08/161, Student of World

Marketing & Promotional Activities of Qubee in Bangladesh successfully under my

I wish her every success in her life.

Md. Zainal Abedin

Marketing and Promotional Activities of Qubee in Bangladesh

Marketing and Promotional Activities of Qubee in Bangladesh

Marketing and Promotional Activities of Qubee in Bangladesh

Sl. No Topics Page

1.2 Objective of the Report 11

Chapter Two: Overview Of Qubee

2.2 Vision of QUBEE 15

2.3 Core Benefits & Features of QUBEE 15

2.4 Basic Proposition 15

2.5 Organizational Structure 18

2.6.1 Organ Gram Of Qubee 19

2.6.4 Sales and Distribution 23

2.6.5 Finance and Commercial 25

2.6.6 Customer Service Operation, Billing and IT 25

2.7 Distribution & Coverage Initial Focus 26

2.8 Core Competencies 27

2.9 Pricing Strategy 28

Marketing and Promotional Activities of Qubee in Bangladesh

Chapter Three: Sales Strategy Of Qubee

3.1.1 Identify Emerging Market Opportunities 31 7

3.1.3 Ability to Rapidly 'Operationalise' in Country 31

3.1.4 Deliver Affordable and Reliable Broadband 31

3.1.5 International Scalability 31

3.2 Pricing & Packages 32

3.3 Functions of the Sales and Marketing Division 33

3.3.3 Channel Sales 34

3.3.4 Marketing Communications 34

3.4 Employee Motivation 36

Chapter Four: Job Description

4.2 Specific Responsibilities of the Job 38

4.2.1 Maintain database 39

4.2.2 Making cold call 39

4.2.3 Fix an appointment 39

4.2.4 Daily sales and visit report 39

4.2.5 Giving guidelines to the New Comers 40

Chapter Five: General Findings of emerging Market and Risk adjustment

5.2 Risk Adjusted Rate 43

Chapter Six: Market Analysis & Findings

6.2 Regression Analysis 52

6.3 Cross Tabulation Analysis 54

Chapter Seven:Thesis Experience

Chapter Eight:Recommendation& Conclusion

Marketing and Promotional Activities of Qubee in Bangladesh

Marketing and Promotional Activities of Qubee in Bangladesh

1.2 Objective of the Report:

To find out the satisfaction level of Qubee customers.

To determine the satisfaction level about download speed.

Marketing and Promotional Activities of Qubee in Bangladesh

Marketing and Promotional Activities of Qubee in Bangladesh

Marketing and Promotional Activities of Qubee in Bangladesh

2.2 Vision of QUBEE: 14

Marketing and Promotional Activities of Qubee in Bangladesh

Final Marketing & Promotional Activities of Qubee in Bangladesh

Final Marketing & Promotional Activities of Qubee in Bangladesh