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RETAILOR’S”
SUBMITTED BY:
MBA – 3RD
PREFACE
These days institutes have started giving more stress on the management
corporate world and it also gives the first hand experience to use the knowledge
acquired by them through their faculty in the class in the corporate world.
Our institute has also been looking in the same direction and is determined to
aspects and the practical knowledge as well. In the same context we had to
To cover this aspect, which is the part of the curriculum as well? We underwent
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INDEX
ACKNOWLEDGEMENT
HISTORY OF TELECOMMUNICATION
INDUSTRY PROFILE
RELIANCE COMMUNICATIONS
RELIANCE CAPITAL
RELIANCE HEALTH
RELIANCE COMMUNICATIONS
COMPANY PROFILE
CHAIRMAN PROFILE
PROJECT PROFILE
BSNL
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TATA INDICOM
AIRTEL
HUTCH
RELIANCE
RESEARCH METHODOLOGY
PROBLEM DEFINITION
RESEARCH PROBLEM
INFORMATION REQUIREMENT
SAMPLING TECHNIQUE
LIMITATIONS
QUESTIONNAIRE
ANALYSIS
SAMPLE PROFILE
CONCLUSION
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SUGGESTIONS
BIBLIOGRAPHY
ACKNOWLEDGMENT
head Mr. Vibhas shukla under whose valuable guidance, constant interest and
encouragement, which have devoted his ever-precious time from his busy
This co-operation is not only useful for this project but will be a constant source
of inspiration for us in future life. I am also thankful to all employees who helped
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History of Telecommunication
• Julius Caesar, the emperor of Rome, more than 200 years ago, used
• The ‘Dawk’ (pounced as Dak) system was started in India in the year
1688, when the first office of the company post was established in Mumbai
• In 1876 Alexander Graham Bell spoke the first words on the telephone
• In 18887-1902, the first patents for the pay telephone with a slot for coins
were filed. Mr. Bell once again used the phrase “Mr. Watson come here, I
want to see you” in 1915 when he was invited to the opening of the
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the east coast. However, this time, Mr. Watson responded saying that it
• In 1915, the first wireless voice transmission between New York and Sans
telephony.
developed.
TELEPHONY
network.
Mobile Telephony
between.
• In mobile telephony either one or both the points can be mobile. Unlike a
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• Cell phone Technology is an umbrella term used to describe technologies
that enable people to access networks services any place, any time and
anywhere.
Cellular Approach
transmission/reception.
• Each cell has a base station that consists of a tower and a small building
called a cell.
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Introduction
networks and computers. Benefits associated with World Wide Web (WWW) are
internet services have been provided by Internet Service Providers (ISPs) using
modems, with data rates limited to 56.6kbps. With the need for higher speed
internet services, Broadband ISPs emerged providing faster data rate based on
Cable and DSL technologies. In the United States, the Federal Communications
(FCC) defines as broadband internet service the one operating in 200 kbps in
countries, e.g. Japan and Korea [55]. Recently evolved IEEE 802.11x
technologies have opened a whole new era accessing the Internet wirelessly,
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giving traditional users the advantage of mobility. The majority of existing
consuming, and expensive. The increasing demand for wireless packet data
services has opened a new market segment in the wireless industry: the
remote areas and over cost elective solutions, overcoming the limitations of wired
The commercial wireless industry was built in a span of three decades. It has
evolved from circuit switched voice service to IP based voice and data services.
The importance of mobile services grew in people’s day to day life, since the first
service was launched. The fundamental idea behind launching mobile services,
(SMS). Thanks to continuous growth in mobile subscriber’s base and the use of
internet, and the need for information retrieval “anywhere anytime” is now a
reality. During this period, many new competing technologies have emerged. For
Wireless LANs (WLANs) to provide data services. With voice service fully
deployed, operators are not able to make additional revenue. The only additional
order to enhance their average revenue per user (ARPU), operators started
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powering data services. The need for higher data rates and new applications has
led the industry to think about future network configurations. Since wireless
services opens a new segment for business and additional revenue. This
enhance their capability. Our paper deals with third generation wireless
technologies (3G), i.e., Global System for Mobile Communications (GSM) family
(GPRS, EDGE and UMTS), Code Division Multiple Access (CDMA) and
(3) We study the case of the national incumbent operator in India, and the
options this operator has in migrating to 3G systems; (4) we view the case from
the perspective of vendor, service provider and users; and finally, (5) we use real
options to value the most suitable to the operator migration path towards 3G. We
find that capital expenditure, future subscriber growth that directly effects the
revenue stream, and average revenue per user (ARPU) as the key explanatory
variables in the analysis. We believe that given that uncertainty around high
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technological investments plays a key role in the deployment and success of
First generation (1G) mobile networks were designed with primary focus on
The second generation (2G) systems were deployed. 2G systems were digital
mobility. 2G technology was composed of: GSM (Global System for Mobile-
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Division Multiple Access). The primary objective of 2G was to offer voice with
technologies were deployed in 800, 900, 1800, and 1900 MHz bands, offering
During this time period, the market experienced the emergence of internet. The
first equipment used to connect to the internet provided data rates of 9.6Kbps to
offering broadband services over 200Kbps using Cable and DSL (Digital
Subscriber Line). The possibility of offering the same data service issuing
wireless technology was far from reality at that time. By the end of 2000, wireless
voice services were already matured. The focus of wireless companies shifted to
enhance data rates and make available the very same applications of wired
By 2001, 2.5G technologies were introduced; High Speed Circuit Switched Data
(HSCSD), General Packet Radio Services (GPRS), Enhanced Data Rate for
technologies were digital in nature, offering circuit and packed switched data
384Kbps (in ideal conditions), and services like: voicemail, email, location based
services (LBS), web surfing using WAP (Wireless Application Protocol), and
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Third Generation (3G) Wireless
The mobile industry follows two major standards: the GSM developed by ETSI,
Currently, there are two major partnership project groups: the 3GPP (3rd
2), that undertook the development of these technologies [35, 2, 3]. 3GPP is
3G systems should provide data rates of 144Kbps for vehicular, 384Kbps for
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History of reliance communication
Company”) was originally incorporated on July 15, 2004, under the Companies
the Company was changed to Public Limited Company on July 25, 2005 and the
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Company will not carry on any activity as per Section 45 1A of RBI Act,
1934.
and all activities and facilities of every description including all those capable
purchasing, selling, hiring or letting on hire all kinds of plant and machinery
and equipment and to assist in financing of all and every kind and
maintenance of any goods, articles or commodities of all and every kind and
otherwise deal with them including resale thereof, regardless of whether the
property purchased and leased is new and/or used and from India or
abroad.
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3) To carry on and undertake the business of acting as agent of any person,
Date Particulars
July 21, 2005 Increase in Authorized Capital from Rs. 100,000 to Rs. 500,000
July 25, 2005 The status of the company was changed from Private Limited to
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Developers Private Limited to
INDUSTRY PROFILE
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Structural Reforms to Accelerate Economic Growth
the economy ensured steady growth even at a time when other countries were
this growth. Tailoring the EXIM policy to promote exports and aligning the
development. This trend is expected to continue in the next five years, driven
sector and a compound annual growth rate (CAGR) of 13.42 per cent is
estimated for 2002-2006. The future of the industry lies in the mainline and
sustained growth even as those from data services are expected to increase
Government companies.
The Country Industry Forecast for the Indian telecom industry studies the
indicators that have an impact on this sector and its main segments. This report
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provides incisive analysis of the industry for 1996-2001 as well as forecasts for
2002-2006.
The entry of new operators and the introduction of novel services coupled
with the increasing importance of wireless communication are factors that are
segment. As the report says, "In the last quarter of 2001, the number of
subscribers had reached the 5 million mark due to the continuous fall in airtime
rates, achieving 0.5 percent mobile penetration in India. Revenues from cellular
phones are expected to grow at a CAGR of 37.29 percent during the forecast
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At Reliance, decision makers and knowledge workers talk directly to each other.
the right skill sets, to specific tasks, and facilitating their interaction to achieve
the challenge on the table, and call upon team members, drawn from diverse
thinking styles and approaches, to constructively debate various options and find
the answers.
Reliance has found that this entire process of putting the organization’s
collective knowledge into a melting pot, and stoking the fires to deliver solutions,
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This approach also eliminates the convoluted, and bureaucratic, decision making
processes, which widen the gap between knowledge and action, and destroy
organizational morale.
growth.
When economic reforms began in India in 1991, Reliance saw the opportunity to
At that time, the domestic institutional markets lacked adequate depth. Reliance’s
optimal costs.
which had till then been completely closed to the Indian corporate sector.
Reliance then leveraged this knowledge to mobilize over US$ 2 billion from the
international equity and debt markets over the next few years, and became
maturities ranging from 7 years to 100 years, which was then used for
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subsequent transactions of other Indian corporate, and public sector
undertakings.
Reliance has the distinction of being the only company from Asia to issue 100-
The 100-year Bonds offering in itself was a unique achievement, considering that
Reliance was domiciled in India, with all the attendant sovereign constraints.
What was a greater achievement (and what is not so widely known), is the fact
that Reliance actually concluded this landmark transaction, in less than 100
bankers had then remarked - this elephant cannot only dance, it can actually
tango!!
In the future, Reliance intends leveraging it’s entire knowledge base, and it’s core
infrastructure in India, which will pave the way for rapid economic growth in the
Reliance will achieve this, by leveraging the knowledge and expertise developed
optic, broadband IP networks, with terabit capacity, connecting the country's top
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115 cities and towns, which will serve as the lifeline for the Indian infocom
industry.
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RELIANCE CAPITAL
registered with the Reserve Bank of India under section 45-IA of the Reserve
Bank of India Act, 1934. RCL was incorporated as a public limited company in
1986 and is now listed on the Bombay Stock Exchange and the National Stock
Exchange (India)
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With a net worth of Rs 4,123 crore and over 165,000 shareholders, RCL has
established its presence as a leading player in the financial services sector in the
RCL ranks among the top 3 companies in the private financial services and
RCL sees immense potential in the rapidly growing financial services sector in
India and aims to become a dominant player in this industry and offer fully
Business Overview
Ltd (NSDL) and Central Depository Services Ltd (CDSL) under the Securities
RCL has sponsored the Reliance Mutual Fund within the framework of the
Rs. 1071 Crores. The investment portfolio of RCL is structured in a way that
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Reliance Mutual Fund (RMF) has been established as a trust under the Indian
Trusts Act, 1882 with Reliance Capital Limited (RCL), as the Settler/Sponsor and
RMF has been registered with the Securities & Exchange Board of India (SEBI)
vide registration number MF/022/95/1 dated June 30, 1995. The name of
Reliance Capital Mutual Fund has been changed to Reliance Mutual Fund
effective 11th. March 2004 vide SEBI's letter no. IMD/PSP/4958/2004 date 11th.
March 2004. Reliance Mutual Fund was formed to launch various schemes under
which units are issued to the Public with a view to contribute to the capital market
securities.
formulate and devise various collective Schemes of savings and investments for
people in India and abroad and also ensure liquidity of investments for the Unit
holders;
To deploy Funds thus raised so as to help the Unit holders earn reasonable
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To take such steps as may be necessary from time to time to realize the effects
the top five private sector mutual funds in the country in terms of Assets under
Management. (Rs. 10,129 Crores as on May 31, 2005). It is one of the fastest
meet varying investor requirements. RMF was the first mutual fund in the country
to launch sector specific schemes for the banking, power, media & entertainment
sectors. RMF has pioneered retail investing in the country by reaching out to
investors and distributors in more than 60 cities in the country. They have a
RELIANCE HEALTH
Reliance Health is the outcome of the late visionary Dhirubhai Ambani's (1932-
services.
Reliance Health sees immense potential in the rapidly growing Health services
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sector in India and aims to become a dominant player in this industry and offer
venturing into:
• Consumer Health
Reliance Health believes that above health initiative of Reliance ADA Group will
refurbish the Indian Health industry to compete with best in the world while
Focused on the high-growth health care market, Reliance Health has a broad
suite of products and services that span the health services value-chain. With our
solutions that are innovative and practical. To our customers and partners, this
means we help them focus on what matters most to them i.e. to remain in control
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addressing issues confronting Indian Healthcare.
delivery models.
services that will compare with the best in the world. It also plans to venture into
Health.
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Reliance Energy Ltd is India's leading integrated power utility company in the
With the ushering in of the power sector reforms and in the new environment of
opportunity for the power sector, REL is a key player in this transformation
process. Reliance's gas finds in KG-D6 block in Krishna Godavari basin which
constitutes 60% of India's present total gas production, will provide an enormous
opportunity to scale up power generation capacities in India. With the new gas
find, REL has the unique advantage of integration from 'well head to wall socket'.
This will help the company position itself as a global integrated energy player
REL and its affiliate power companies rank among the top 25 listed private sector
India's private sector company ranked among the world's 175 largest companies
in terms of net profit and the 500 largest companies in terms of sales.
REL is committed to creating superior value for all its stakeholders and be
amongst the most admired and trusted utility companies in the world by setting
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Reliance General Insurance, a Subsidiary of Reliance Captial, is one of the first
non-life companies to get the license from the IRDA. RGICL offers an exhaustive
range of insurance products that covers most risks including Property, Marine,
Vision
To be an insurer of World Standards and the most preferred choice for clientele
Mission
Our Mission is to keep the customer satisfaction as focal point of all our
presence all over India, ensure sustained value addition to all stake holders and
Objectives
servicing
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• Be the most innovative in product development
COMPANY PROFILE
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INTRODUCTION
bringing about a digital revolution in India that will bring to every Indian’s
"Make the tools of Infocomm available to people at an affordable cost. They will
overcome the handicaps of illiteracy and lack of mobility", was how Dhirubhai, as
he was fondly called, spelt out Reliance Infocomm mission in late 1999. He firmly
It was with this belief that Reliance Infocomm began laying its 60,000 route
line), and convergent (voice, data and video) digital network. The network is
designed to offer services that span the entire Infocomm value chain -
consulting. The network is designed to deliver services and applications that will
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Vision
Reliance Infocomm envisions a digital revolution that will bring about a New
With mobile devices, net ways and broadband systems linked to powerful digital
networks, Reliance Infocomm will usher fundamental changes in the social and
Reliance Infocomm will help men and women connect and communicate with
each other. It will enable citizens to reach out to their work place, home and
interests, while on the move. It will enable people to work, shop, educate and
entertain themselves round the clock, both in the virtual world and in the physical
world. It will make available television programmes, movies and news capsules
audiotapes and CDs to listen to music. Videotapes and DVDs would not be
necessary to see movies. Books and CD ROMs would not be needed to get
call cheaper than a post card". These prophetic words of Dhirubhai Ambani will
Infocomm will regularly unfold new applications. Continually adapt new digital
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technologies. Create new customer experiences. Constantly strive to be ahead of
the world.
Above all, Reliance Infocomm will pave the way to make India a global leader in
Business
mobile and fixed line telephony including broadband, national and international
long distance services, data services and a wide range of value added services
December 28, 2002, the 70th birthday of the Reliance group founder, Shri.
Dhirubhai H. Ambani.
India by becoming a major catalyst in improving quality of life and changing the
face of India. It aims to achieve this by putting the power of information and
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Reliance Infocomm will extend its efforts beyond the traditional value chain to
develop and deploy telecom solutions for India's farmers, businesses, hospitals,
Network
services. All businesses today are dependent on telecom to continue their day-
to-day operations. The range and quality of services that can be provisioned is
cables spanning the length and breadth of India. These cables can carry
thousands of billions of bits per second and can instantly connect one part of the
country with another. This physical network and its associated infrastructure will
cover over 600 cities and towns in 18 of the country's 21 circles, 229 of the
nation’s 323 Long Distance Charging Areas (LDCAs) and broadband connectivity
An interesting aspect of the network is the manner in which these fibers are
chances of failure are virtually nil. Reliance's ring and mesh architecture topology
is the most expensive component to implement, but assures the highest quality
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of uninterrupted service, even in the event of failure or breakage in any segment
of the network. Reliance has 77 such rings across the country with at least three
alternative paths available in metros. Connected on this topology, the service has
Reliance's objective is to create value for our customers. Reliance will innovate
customer. Our network has wire line access technologies based on fiber as well
deploy. The wireless access network deployed for CDMA 1X is spectrum efficient
and provides better quality of voice than other networks and higher data rates.
Technology
brought about by the digitalization and convergence. In the fast moving and
competitive knowledge era, Infocomm is not only a driver of growth but also
India by provisioning services that would match with the leading operators of the
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most developed countries. These services are the outcome of state-of-the-art
network technologies that have been inducted in the Reliance Infocomm network.
technologies. The core of the network consists of fiver deployed throughout the
country. Deployed over the fiber media are the DWDM and SDH transmission
proof backbone. Beside circuit switched technologies, the backbone also has IP
feature-rich wire line switches will meet the growing needs of Indian corporate
the CDMA IX based wireless switches are advanced enough to provision not only
quality spectrum efficient voice services but also 144 kbps of data rates besides
which gives user the power technologies will enable us to provide high quality of
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SCHEME OF ARRANGEMENT
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Rationale for demerger as set forth in the Scheme of Arrangement with
Industries Limited
Company”) by itself and through its subsidiaries and affiliate companies and
significant potential for growth. The nature of risk and competition involved
businesses and to lend greater focus to the operation of each of its diverse
Telecommunication Undertaking.
and segregation of the business, the Demerged Company also intends to re-
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organize the management of the business and undertaking to provide
Arrangement under Sections 391 to 394 of the Act, and transferred to the
refining, oil and gas exploration and production and textiles and develop
“19. Agreements
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The Resulting Companies will have the right to use the “Reliance” brand and
logo and suitable agreements will be entered into in this regard. Further,
the Remaining Undertaking; (ii) supply of gas for power projects of Reliance
Patalganga Power Limited and REL with the Gas Based Energy Resulting
12.2 (a) Pursuant to the provisions of Clause 12.1 above, each of the
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(appointed by the Resulting Companies) for the issuance of GDRs,
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Record Date in exchange for shares of the Demerged Company.
September 1, 2005 (i.e. the Appointed Date under the Scheme) under
Section 391 to 394 of the Companies Act, 1956. In accordance with the said
Scheme, the Equity shares of RCVL issued pursuant to the Scheme, subject
Bombay Stock Exchange Limited (“BSE”) and the National Stock Exchange
of India Limited (“NSE”). Such listing and admission for trading is not
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automatic and will be subject to such other terms and conditions as may be
seeking listing.
was filed by RIL and RCVL with the Registrar of Companies (“ROC”),
Scheme.
19, 2006 has granted relaxation from the strict enforcement of the
1957 (SCRR) for the purpose of listing of shares of RCVL subject to the
transferee company, viz., RCVL, complying with all the provisions of Clause
about itself, making disclosures in line with the disclosure requirement for
public issues, as applicable, to BSE and NSE for making the said
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RCVL will publish an advertisement in the newspapers containing its details
in line with the details required as per clause 8.3.5.4 of SEBI (DIP)
RCVL also undertakes that all material information about itself shall be
range of operations and business support systems (OSS / BSS). These systems
help make our operations more efficient and customer friendly. In addition, the
state-of-the-art NOC helps us monitor our entire network at one place. Call
center technology deployed would help us give the best customer service.
Finally, the most important aspects of our services are the range of feature
rich CDMA IX handset with wider color display at attractive prices. All handsets
are data enables that will permit users to access our bouquet of services
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Till recently he also held the position of the Vice Chairman and Managing
The Reliance group is India's largest business house, founded by late Shri
Mr. Anil D. Ambani is a Bachelor of Science from the University of Bombay and
many financial innovations in the Indian capital markets and has pioneered
India's first forays into the overseas capital markets with international public
Reliance in its efforts to raise, since 1991, around US$2 billion from overseas
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financial markets; with the 100-year Yankee bond issue in January 1997 being
the high point of his endeavors. He has steered the Reliance Group to its current
School, USA.
Education :
Career :
Joined Reliance in 1983, as Co-Chief Executive Officer. Has to his credit many
Pioneered India's first forays into overseas capital markets with international
Directed Reliance in its efforts to raise, since 1991, around US$ 2 billion from
overseas financial markets; with the 100-year Yankee bond issue in January
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terminal, in a three-year time frame, he has steered the Reliance Group to its
infocom-telecom player.
Member :
Achievements :
Adjudged as the CEO of the Year at the prestigious Platts Global Energy Awards
for 2004.
Voted as India's most admired Chief Executive for the year 2004, for the sixth
Taylor Nelson Sofres - Mode Survey; and ranked at the top in 3 out of 4 qualities:
Ranked No.1 for the second consecutive year in The Power List 2004, published
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Conferred 'The Entrepreneur of the Decade Award' by the Bombay Management
Awarded the First Wharton Indian Alumni Award by the Wharton India Economic
Selected by Asia week magazine for its list of 'Leaders of the Millennium in
Business and Finance' and was introduced as the only 'new hero' in Business
Leading business magazine Business Barons included him in its list of 'India's 25
Conferred the 'Businessman of the Year 1997' award by India's leading business
His Inspiration
The strongest influence in Anil's life is his father, Shri Dhirubhai Ambani. Here
"Give the youth a proper environment. Motivate them. Extend them the support
they need. Each of them have infinite source of energy. They will deliver."
"Growth has no limit at Reliance. I keep revising my vision. Only when you dream
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ANIL Dhirubhai Ambani Group embarked on a new corporate identity with its
Chairman terming the new logo and look as a 'leap forward' to reflect the spirit of
Addressing the group's employees through a web cast on the eve of the launch of
the new logo and unveiling of new corporate entity, an exercise that may see a
spending of over Rs 400 crore, ADAG Chief Anil Ambani said: "Our new corporate
colors blue and red convey values of integrity, confidence, energy and passion.
success," he said. The new identity for the 'third largest group in India' came in less
than a year of ownership settlement in Reliance empire between Anil and elder
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July 6, 2003
Good afternoon, you’re Excellency, the President of India, Dr. Abdul Kalam, other
people across the length and breadth of this country yearn to hear you speak,
your Excellency. One, of course, is the singular honors of being in the presence
of the President of India. But even more so, as we have all experienced here
today, it is because of what your Excellency says and the manner in which you
say it. The Reliance family is deeply honored that you have graced an occasion,
which for all of us will always be cherished. Your presence here has filled us with
I am also thankful to Shri Amitabh Bachchan, Shri Chhagan Bhujbal, Dr. Murli
Manohar Joshi, Shri Narendra Modi, Shri Sushil Kumar Shinde, Shri Arun
Shourie, Shri Digvijay Singh, Dr. Manmohan Singh and Shri Mulayam Singh
With your permission, your Excellency I would like to narrate in all humility a
small incident that took place just over a year ago. And that had a deep impact
on me. This event was known only to Papa, you, your Excellency, Mukesh and I.
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And it occurred at a time when your Excellency's name had just been announced
as a candidate for the office of President. I vividly remember it was Sunday, 23rd
of June 2002. I was going to Hyderabad to attend the first convocation of the
Indian School of Business. Your Excellency was the Chief Guest. As always
before I left Mumbai, that morning, I went to meet papa and I told him I would be
meeting with your Excellency and it would be nice if he wished you on the phone
while I was with you, he of course, very readily agreed. When I met your
you to spare a moment to speak to my father on the phone. You very graciously
agreed and I got my father on the line. I thought to myself it would be a brief call,
where you would speak to papa for perhaps a minute simply accepting his
greetings. After all that is how these calls usually are. When two people who
have never ever met before, speak on the phone without any agenda. But as I
watched the call went on for a minute, two minutes, five minutes, ten minutes,
nearly fifteen minutes! I was amazed. I asked your Excellency, what papa had
discussed with you. You gave me a very thoughtful smile and only said, 'Mr. Anil,
you are a very lucky person. Your father is a great man.' You were also kind
enough to communicate that when you assumed office as President, papa was
amongst the first people you would like to invite to meet with you in Delhi.
On my journey back to Mumbai, that evening I kept wondering, what papa could
have said to you, which had made such an impact? When I reached home, I
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went straight to papa's room and asked him what he had discussed with you for
nearly fifteen minutes. He said, in his characteristic fashion, with a wave of his
hand, ''I spoke to Dr. Kalam of all the things which concern India. I said to him let
superpowers. Let us link up all the rivers in this country to provide water to all.
Let us use our huge stocks of food grains to feed millions of hungry people. Let
us ensure high quality education for our children. Let us create millions of jobs for
our youth. And let us make our country a land of plenty. These are the kinds of
That was the kind of man, papa was, your Excellency. He did not have the
benefit of a formal education himself. But he was able to strike an instant chord
that too on a brief phone call with an eminently learned person like you, your
Excellency. Someone he had never even met before! He was looking forward to
meeting you in person. Your Excellency but fate intervened. Within the next 24
hours he was to fall ill. And just two weeks later he departed for his heavenly
abode. That conversation he had with you, your Excellency was in fact his last
This is what we all miss so much about you today papa! Your big ideas, your
inspiring thoughts, your enthusiasm, your passion, your warmth, your simplicity,
your humility, your sincerity. Your ability to give endlessly of yourself to others
with not a thought to yourself. We miss your guiding hand papa. We will miss
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Dear Colleagues,
It is a day when we take yet another leap forward in our long and exciting journey
Today, the entire family of the Reliance ADA Group, cutting across the length
and breadth of our vast country, comes together to celebrate a unique moment –
for, and what we aim to achieve in the days and years ahead…
Today is momentous in other ways too. It is a time of great transition in the life of
This change is not just about our physical environment, it is not just about
technology…
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Today, we live in a world where the challenge is not merely to meet basic human
possibility…
Nowhere is this change more dramatically evident than in India – a country that
wakes up every morning, a little younger in age, and infinitely more ambitious in
spirit.
New India shows the impatience of youth; the desire for real and rapid
transformation – for world-class products and services, for a quality of life that is
second to none…
Reliance ADA group embodies the spirit of this new resurgent India.
Our goal is not just to build a great enterprise for our stakeholders, but,
more importantly, a great future for our country, to give millions of young Indians
the means to fulfill their dreams, the power to shape their own destiny, and to
Infrastructure. Media and more – our businesses span the entire landscape of
Our new corporate identity reflects this belief and commitment – to give shape
and direction to the consumer’s fast growing aspirations for a better life.
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Our new corporate colors - Blue and Red - convey values of integrity, confidence,
energy and passion. Our new symbol, Reliance Apex, is an embodiment of hope,
It represents the human urge for progress, the desire to reach higher, the will to
Our multi dimensional look conveys our deepest appreciation for the rich diversity
of human life and aspirations – the unifying basis for our varied business
interests…
Our new identity is our common inspiration and binding force…it expresses our
commitment to bridge the gap between quality and quantity; to leverage our
It depicts our resolve to surpass the rising expectations of our young consumers.
one another…
It is a change in the way we work, the way we respond to stakeholders, the way
we look at competition…
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The success of this process requires us to look at ourselves not as individuals
with limited roles and responsibilities, but as members of one team, one family,
one collectivity – in one word, to work not as mere employees but as flag bearers
Reliance - ADA group is the third largest Group in India on all major financial
parameters, with a market cap of nearly Rs. 1,00, 000 crore, group assets in
excess of Rs. 31, 500 crore and a net worth of Rs. 27, 000 crore.
We have over 50 million customers, the largest for any group in India; over 8
Not many realize that we touch the lives of over 10 per cent Indians every single
day. And have a business presence that extends to over 4,500 towns and
It is an enviable foundation for us to build a great global enterprise, and to deliver on our
Our founder, the legendary Dhirubhai Ambani, gave us a simple mantra for
We are not just about scale and size; we are also about the pursuit of excellence,
the integrity of our values, the quality of our products and services…
That’s our mantra, our way of life - across the Reliance ADA Group…
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Starting today, we will have opportunity to get closer to our new identity, to reflect
on the philosophy behind it, and to celebrate the spirit of teamwork that lies at the
heart of it.
While embarking on this truly momentous journey, I look forward to working with
each one of you – as we give life, body and soul to our new identity, our new
vision. Together.
Thank You.
Communication.
Brand change activity consisted of making all the old collaterals and all the
signage’s totally disappeared from the market so that new colored signages &
Old advertising materials of Reliance infocomm were of green color, and all new
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1. Making all the old signage’s and advertising materials totally
Advertising Agency
For the purpose of all this activity Reliance Infocom has to select a Ad
Agency which can smoothly complete the work at low cost, we found Mega trend
Mega trend has conducted this kind of work in past also, when it
worked for Hutch & Airtel. It is the biggest AD agency of Lucknow and they are
Address
Gomti Nagar
Lucknow
Important Dates:
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Deinstallation started on 17 May 2006
Mega trend has to do all the activities from making the signage’s to the
installation of it on the respective sites, list of all the Reliance PCOs, Web
Worlds, WWEs and other shops who sell Reliance products .Because Signage’s
various segments according to the areas and many teams were accordingly
made.
first phase of operation has to deinstall all the advertising materials from the
shops. We were working there as a supervisor and has to see that the work goes
on smoothly, we were also taking record (Size & Condition) of signage’s from
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Shop Name………………………………………………………………………………
Shop address………………………………………………………………………….
Mobile No………………………………………………………………………………
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.I understand that the glow sign is the property of Reliance Communication and
It was not like we did not face any problem during all this, at many shops
shopkeepers were reluctant to get the signage’s deinstalled, we also had to face
all that there we had to take them in the confidence that they will get new one in
In the second phase we took new signage’s to each of the shop from where we
And had to get it installed properly but all the new signages that we were
installing, were covered with black clothes. It was covered so that no body could
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On 27 May 2006 the shopkeepers unveiled signages
Areas Of Kanpur
In the Kanpur city there are three main distributors in between them the whole
AREA OF KANPUR
PUR NAGAR
KALPI ROAD AWAS VIKAS INDIRA LAKHANPUR
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MAHAL MANDI NARAYAN ROAD
BAJAR
SHIWALA CIVIL LINES BHOOSA GADARIYAN HARBANS
NAGAR
YADAV BENGALI BIBI PUR GANDHI KRISHNA
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need. These new signage’s that were being given were of the same size as were
deinstalled from the shops, at some places those were of different size as per the
Foot inches
3 2
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6 2
8 3
12 4
16 3
35 4
6 3
16 3
MEANING OF PROJECT
The word project has a great important in the development of new thing or idea
or techniques. The important of this word becomes specific for the academic
purpose. When the study is about management then it becomes more specific.
P – This implies for ‘Planning’. Planning gives the framework of future. How will
R – This implies for ‘Resources’ or the available means through which we will go
ahead. Resources have their own role in the development of any organization.
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J – It means ‘Joint Efforts’ which directly indicate the co-ordination or teamwork,
C – It means to ‘Collect’, that is to bring together all the relevant things, which are
. PROJECT BACKGROUND
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India’s fastest growing cellular service Cell one along with excel (prepaid service)
strategic pricing.
excellence and leadership in business. Our entry into this sector has brought
GSM cellular service at an affordable cost to the common man. All serving a
Customers have reposed tremendous faith in BSNL and it has enrolled over 30
and the largest Public Sector Undertaking of India with authorized share
capital of $ 3977 million and net worth of $ 14.32 billion. It has a network of
over 45 million lines covering 5000 towns with over 35 million telephone
connections.
Today with over 45 million line capacity, 99.9% of its exchanges digital, nation
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traffic and over 4, 00,000 route kms of OFC network, Bharat Sanchar Nigam
Ltd is a name to reckon with in the world of connectivity. Along with its vast
customer base, BSNL's financial and asset bases too are vast and strong.
range of telecom services and a penchant for excellence; and you have
the ingredients for restructuring India for a bright future. Today, BSNL is
The Bharat Sanchar Nigam Ltd is not giving the new connection either pre paid
or post paid for sale to the retailers .It provide only recharge coupon voucher of
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TATA INDICOM
Tata Teleservices is part of the INR 76,930 Crore (US$17.10 billion) Tata
Group, that has over 90 companies, over 220,000 employees and more than
billion) in Telecom, 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
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Starting with the major acquisition of Hughes Tele.com (India) Limited [now
company has swung into expansion mode. The company, which heralded
leader in the fixed wireless telephony market with a customer base of over 2.8
Wireless Phones, Public Telephony Booth, and Wire line services. Other services
include value added services like voice portal, roaming, 3-way conferencing,
Limited serve more than 7 million customers in 1700 towns and aims at 4000
towns by March'06. With an ambitious rollout plan both within existing circles and
Tata indicom find the perfect solution for your business communication
needs through mobile, wireless phones, Internet and broadband, fixed phones,
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Tata indicom offers the range of products and services at the most
convenient location near you through true value hub, true value Shoppe, Wi-Fi
zones, PTB.
Company Profile
AirTel comes to you from Bharti Tele-Ventures Limited - a part of the biggest
Bharti Enterprises has been at the forefront of technology and has revolutionized
1976, Bharti has been a pioneering force in the telecom sector with many firsts
and innovations to its credit. Bharti has many joint ventures with world leaders
like Singtel (Singapore Telecom); Warburg Pincus, USA; Telia, Sweden; Asian
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Internet and recently introduced National Long Distance. Bharti also
manufactures and exports telephone terminals and cordless phones. Apart from
covering all four metros. It has over ten million satisfied customers.
VISION
MISSION
We will meet global standards for telecom services that delight customers
through:
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• Customer Service Focus
• Empowered Employees
• Innovative Services
• Cost Efficiency
HUTCH
Hutch is the brand name of Hutchison Essar. It established its presence in India
in 1994 and was one of the first cellular providers in the city of Mumbai. Over
time it has expanded operations across the country and is one of the most
respected cellular service providers known for providing world class and
innovative services.
Hutch established its presence in India in 1994 by acquiring the cellular license
for Mumbai. It now has operations in 16 circles accounting for 70% of India's
mobile subscriber base. Hutchison Essar Limited, with about 14.5 million*
subscribers, is one of the most reputed telecom companies in India. Over the
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years, it has been named the 'Most Respected Telecom Company', the 'Best
Mobile Service in the country', and the 'Most Creative and Most Effective
Whampoa that has its origins dating back to 1828 in Hong Kong. The Group
• One of the most agile and profitable 2G mobile voice and data network
operators; and
• As a major owner and operator of the fiber optic broadband and fixed-line
HWL started mobile business in 1983 in our home market of Hong Kong and now
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support offerings in the areas of mobile telephony (voice and video based
broadcasting.
While other operators are just now rolling their third-generation mobile services in
late 2004, 3 has been successfully operating 3G networks and equipment in the
Australia, Austria, Denmark, Hong Kong, Ireland, Israel, Italy, Sweden and the
United Kingdom since early 2003. We were also the first operator in Hong Kong
on the Hong Kong and New York stock exchanges in October 2004. Hutchison
nine dynamic markets, operating or rolling out mobile services in Hong Kong and
Macao, India, Israel, Thailand, Sri Lanka, Ghana, Indonesia and Vietnam.
In other markets such as Hong Kong and Israel, mobile phone penetration is
higher but customers are very eager to adopt new services and applications,
services.
The Essar Group is one of India's largest corporate houses with interests
spanning the manufacturing and service sectors like Steel, Oil & Gas, Power,
Telecom & BPO, Shipping & Logistics and Engineering & Constructions. The
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Group has an asset base of over Rs 20 billion (US$ 4.4 billion) and employs
RESEARCH METHODOLOGY
Problem Definition
the channel partners (WWE, Retailers, Distributors). Winning Companies are more
productive in acquiring, keeping & growing customer and the satisfied channel partners.
These companies provide improve the value of their channel partners base by excelling
relationship management is not an easy task for any company. They face
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data, especially to capture all the occasions of company interaction with
individual customer.
In this project this is expected to find out the satisfaction level of ‘Reliance’
retailer to know how much they are satisfied by the services of company it is also
expected to detect what they want more from the company side. In this regard
it is also necessary to detect the various plans of these companies, which has
know at what level the retailers are satisfied. And for prevent churn through
In this regard it is also know what are the opportunities and threats in front
of ‘Reliance’.
Research Problem
In research process the first and the foremost step happens to be that of
should be defined in a systematic manner, giving due weight age to all relating
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points. The technique for the purpose involves the undertaking of the following
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Sub-Objectives: -
in Kanpur.
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Study about the satisfaction level of retailers regarding
& services.
The source of information of my project was only primary data and not
secondary data.
PRIMARY DATA:
The primary source was only the RETAILERS & DISTRIBUTORS whom I talk in
conducted; it constitutes the blue print for collection, measurement and analysis
of data.
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Marketing research projects are designed as either exploratory studies or
when so little is known about a given area that useful hypothesis cannot be
in away that will permit statement of specific hypotheses. These can then be
I have used Exploratory Research Design for my study. The reason for
using this design is that my main emphasis during the research was to discover
is flexible. Exploratory Research Design was perfect for such research and it
study.
2. Survey of individuals.
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Questionnaire is used in this research because survey of individuals was
required.
established sequence.
they must be both valid and reliable. The basic objective of preparation of
Dichotomous question
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The sampling technique for the problem is: Probability and Non – Probability
Sampling. A probability sample is one in which the sampling units are selected
by chance and for which there is a known chance of each unit being selected. A
used. Under this I have used multi stage sampling i.e. first I have used cluster
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sampling and then convenience sampling was done. In cluster sampling the
sampling frame is divided into various clusters i.e. various retail outlets of
sampling. A convenience sample is one in which the only criterion for selecting
the sampling units is the convenience of the sampler. After this I selected the
Sample Size: - Due to shortage of time, the size of sample chosen for the
Kanpur city.
The method used for data collection in the fieldwork is the personal
Limitations
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Since the report is based on sampling the sample may not be a true
time period, I have taken a very small sample size i.e. of 500. Also I have
used questionnaire for the retailer feedback, here there is a possibility that the
retailer may not have given true information due to shortage of time. This may
SAMPLE PROFILE:
I have taken 200 samples from the total population. Sample profile is the retailers
of various outlets of mobile shop whom I have talked. Sample profile was taken
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4-Excellent
3-Good
2-Satisfactory
1-Poor
4. How do you rate the tariff plane being offered by Reliance Communication?
8.How do you rate the incentive schemes launched time to time by Reliance ?
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10. Are you getting adequate support from team to manage the business?
11.How do you rate the profitability of the business with Reliance Communication?
14. How do you rate the training support from town office?
15. Are you getting the adequate support from commercial dept. of Reliance comm.?
For Retailers
Outlet Name:-____________________
Address :-____________________
1. Retailer’s deals in
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available available
Rim a)GSK
b)RCV
Bsnl a)GSK
b)RCV
Airtel a)GSK
b)RCV
Tata a)GSK
b)RCV
Hutch a)GSK
b)RCV
5-excelent
1-poor
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Number
Pre paid Post paid RCV’s
New
Connection
Rim
Bsnl
Airtel
Tata
Hutch
5. Are you satisfied with commission /additional incentive schemes provided
from
understand understand
Rim
Bsnl
Airtel
Hutch
Tata
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7. Any suggestion/Feedback/clarification/comment…….
____________________________________________________________________
14
12
10
excelent
8
good
6
satisfied
4
poor
2
0
1st Qtr
2-. How do you feel being associated with Reliance as a channel partner?
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14
12
10
execelent
8
good
6
satisfied
4
poor
2
0
1st Qtr
14
12
10
excelent
8 good
6 satisfied
4 poor
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12
10
8 excelent
6 good
4 satisfied
2 poor
0
1st Qtr
12
10
8 excelent
6 good
4 satisfied
2 poor
0
1st Qtr
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-
10
8
excelent
6
good
4 satisfied
2 poor
0
1st Qtr
7-. How do you rate the incentive schemes launched time to time by Reliance?
12
10
8 excelent
6 good
4 satisfied
2 poor
0
1st Qtr
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-
12
10
8 excelent
6 good
4 satisfied
2 poor
0
1st Qtr
9-How do you rate the profitability of the business with Reliance Communication?
12
10
8 excelent
6 good
4 satisfied
2 poor
0
1st Qtr
100
-
16
14
12
10 excelent
8 good
6 satisfied
4 poor
2
0
1st Qtr
16
14
12
10 excelent
8 good
6 satisfied
4 poor
2
0
1st Qtr
12- . How do you rate the training support from town office?
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16
14
12
10 excelent
8 good
6 satisfied
4 poor
2
0
1st Qtr
13- Are you getting the adequate support from commercial dept. of Reliance
comm.?
16
14
12
10 excelent
8 good
6 satisfied
4 poor
2
0
1st Qtr
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For Retailers
1. Retailer’s deals in
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200
150
rim
bsnl
100
airtel
tata
50
hutch
0
1st Qtr
2.Product availability of
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200
150 rim
bsnl
100
airtel
tata
50
hutch
0
RCV GSK
180
160
140
120 rim
100
bsnl
80
airtel
60
40 tata
20 hutch
0
Rs.149-200 Rs.330-380 Rs.400-550 Rs.1000-
1100
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200
180
160
140 rim
120 bsnl
100
airtel
80
60 tata
40 hutch
20
0
Pre paid Post paid RVC
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5. Are you satisfied with commission /additional incentive schemes provided
from
200
180
160
140 rim
120 bsnl
100
airtel
80
tata
60
40 hutch
20
0
Pre paid post paid RCV's
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180
160
140
120 rim
100 bsnl
80 airtel
60 tata
40 hutch
20
0
easy typical no comment
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Strength, Weakness, Opportunities and Threat (SWOT) are the four tools for a
individual or group or organization to grow, improve and polish its skills. SWOT
analysis for the Reliance retailers in regards to BSNL, Airtel, Tata Indicom and
Hutch and has been highlighted below which covers all the criticality of the
STRENGTH
1. A strong brand name with a high degree of financial support, which is the
WEAKNESS
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1. The data collected cannot be considered as 100% accurate but it is only
OPPORTUNITIES
2. Mobile is no more a status symbol but a necessity for the rural too which
THREATS
1. Neck to Neck competition with Hutch with respect to incentive and policies
2. Threats from growing Competitors like Hutch and Reliance in the prepaid
sector
business
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Interpretation and findings:-
I have got the mixed response from the retailers about their behavior and
WORLD.
All most, all of the retailers have the product availability in his shop from
Very less retailers know about the membership, travel and finance
services.
Very less retailers know about all the services of BSNL and TATA.
Most of the retailers know about the AIRTEL, HUTCH, RELIANCE, not of
Most of the retailers are satisfied with quality and services of AIRTEL,
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Conclusion:-
We are in the era of satisfaction through sale or other way to provide the
services to the customer’s. To sale the Pre paid connection or post paid or
to sale the RCV and to get the more and more profit from various mobile
operators are now turning to provide more and more facilities to their
retailers and to give sufficient knowledge and training .because the retailers
is the one of them member in the channel who give more revenue to the
company.
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Suggestion:-
The Suggestions that I would like to put forward before the channel
• For promoting services, they have to provide new plan for the
retailers and to for giving them high moral should provide few
• Company need to give them on line facility to sort out any type of
problem.
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Bibliography:-
The following information that is given in this project has been sorted from
• www.google.com
• www.yahoo.com
• www.relianceada.com
• www.hutch.in
• www.airtel.com
• www.tataindicom.com
• www.bsnl.com
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