Summer Training Project Report

On

Market Survey & Product Promotion

For
Reliance Communications

Submitted for the partial fulfillment of the Award

Of

Master of Business Administration

DEGREE
(Session : 2013 - 2014)

SUBMITTED BY
Navin Tiwari
1203270092

UNDER THE GUIDANCE OF

Ms. Anshika Sangal
School of Management
ABES ENGINEERING COLLEGE,
GHAZIABAD

PREFACE
Learning categorizes you and practicing on that learning
specializes you.
Theoretical concepts taught and discussed in the classroom
prove useful if they have to remain relevant. Practice
orientation of management student is must generating
competence to deal with issues at grass root level it is for this
reason that one month training project study is prescribed as
apart of syllabus for MBA from Ghaziabad.
This training is the mode of imparting practical training to the
student. The objective is to provide a deep insight into
practical aspects of the functioning of the organization. The
train apprises the student to the actual function, responsibility
and problem faced by an organization. It provides him with the
knowledge of the various kind of problem that crop up in the
day to day functioning of the organization .The way they are
solved by the departments and appraisal of the crucial
decision taken by the manager at the crucial time.
I was fortunate enough to complete my marketing training at
RELIANCE COMMUNICATIONS, civil line, Allahabad.
This has given me an altogether new experience, which would
be immense help to me in my days to come.

ACKNOWLEDGEMENT
I wish to acknowledge my specific indebtedness to director
ABES EC, who made this opportunity to perform summer
training as a part of MBA degree Course.
I wish to extend my Sincere Gratitude towards Mr. Sushil
Sharma (Mani Communications) for accepting me as a
summer trainee and assigning this project to me.
I am extremely grateful to Ms. Anshika Sangal for their
valuable guidance and best possible help during course of
study.
I am deeply grateful to my parents who have given me every
help and moral support and their constant advice which
enabled me to pursue my academic aim.
Thanks to other summer trainees for their co-operation and
suggestions through out this project.

WHY THIS TOPIC?

In todays competition in the field of business, it is must for
a company to have full information about the opportunities
available in the market before entering into a new market. This
enables the company to exploit the fill potential of the market &
to meet the expectations of the customer. For this purpose, an
effective survey is required.
After going through the complete profile of the RELIANCE
COMMUNICATION LTD. Surveyor knows about the services
provided by the RELIANCE. He has many vibrant and
attractive schemes in comparison with his competitors in the
market. Hence, surveyor has chosen this topic keeping in mind
that his survey work will definitely help the organization in
making strategies for marketing and promotion of the products
so I have chosen the topic Market survey and product
promotion.

TABLE OF CONTENTS
S.NO.
1.

TOPIC

5.

Company Profile
About Reliance Communications
Reliance Group
Awards & Recognition
Mission
Vision of Company
Products
Data Card
USB Modem
Fixed Wireless Phones
Mobile Phones
Plans
Data card
USB Modem
Post Paid
a. Fixed Wireless Phones
b. Mobile Phones
Research Methodology
Objectives
Importance
Research & Findings
Graphical representation
Leanings
Market Share

6.

Comparison

7.

SWOT Analysis

8.

Conclusion

9.

Recommendation

10.

Bibliography

2.

3.

4.

11.

Annexure

12.

Abbreviations

Think big, think fast, think ahead.

Ideas are no ones monopoly.
- Dhirubhai H. Ambani

ABOUT THE COMPANY

Reliance Communications is the flagship company of the Anil
Dhirubhai Ambani Group (ADAG) of companies. Listed on the
National Stock Exchange and the Bombay Stock Exchange, it
is Indias leading integrated telecommunication company with
over 35 million customers.
Our business encompasses a complete range of telecom
services covering mobile and fixed line telephony. It includes
broadband, national and international long distance services
and data services along with an exhaustive range of valueadded services and applications. Our constant endeavor is to
achieve customer delight by enhancing the productivity of the
enterprises and individuals we serve.
Reliance Mobile (formerly Reliance India Mobile), launched on
28 December 2002, coinciding with the joyous occasion of the
late Dhirubhai Ambanis 70th birthday, was among the initial
initiatives of Reliance Communications. It marked the
auspicious beginning of Dhirubhais dream of ushering in a
digital revolution in India. Today, we can proudly claim that we
were instrumental in harnessing the true power of information
and communication, by bestowing it in the hands of the
common man at affordable rates.
We endeavor to further extend our efforts beyond the
traditional value chain by developing and deploying complete
telecom solutions for the entire spectrum of society.

EXECUTIVE SUMMARY

Board of Directors

Mr. Anil D. Ambani - Chairman

Mr. Ramachandran
Mr.S.P. Talwar
Mr. Deepak Shourie
Mr. A.K.Purwar

Company Secretary & Manager

Mr.Hasit Shukla

Auditors
M/s. Chaturvedi & Shah

M/s. BSR & Co.

WIRELESS NETWORK IN
INDIA

Urban Population- 97%

Rural Population-42%
National Highways-50%
Rail Lines- 58%
Census Towns-3,381
Non-census Towns/villages-

RELIANCE GROUP
Reliance Anil Dhirubhai Ambani Group, an offshoot of the
Reliance Group founded by Shri Dhirubhai H Ambani (19322002), ranks among Indias top three private sector business
houses in terms of net worth. The group has business
interests that range from telecommunications (Reliance
Communications Limited) to financial services (Reliance
Capital Ltd) and the generation and distribution of power
(Reliance Energy Ltd).
Reliance ADA Groups flagship company, Reliance
Communications, is India's largest private sector information
and Communications Company, with over 30 million
subscribers. It has established a pan-India, high-capacity,
integrated (wireless and wire line), convergent (voice, data
and video) digital network, to offer services spanning the
entire infocomm value chain.
Other major group companies Reliance Capital and
Reliance Energy are widely acknowledged as the market
leaders in their respective areas of operation.

MISSION
Excellence in Communication initiatives
To attain global best practices and become a world-class
communication service provider guided by its purpose
to move towards greater degree of sophistication and
maturity.
To work with vigour, dedication and innovation to achieve
excellence in service, quality, reliability, safety and
customer care as the ultimate goal.
To earn the trust and confidence of all stakeholders,
exceeding their expectations and make the Company a
respected household name.
To consistently achieve high growth with the highest
levels of productivity.
To be a technology driven, efficient and financially sound
organization.
To contribute towards community development and
nation building.
To be a responsible corporate citizen nurturing human
values and concern for society, the environment and
above all, the people.

 To promote a work culture that fosters individual growth,

team spirit and creativity to overcome challenges and
attain goals.
To encourage ideas, talent and value systems.
To uphold the guiding principles of trust, integrity and
transparency in all aspects of interactions and dealings.

VISION
We will leverage our strengths to execute complex
global-scale projects to facilitate leading-edge
information and communication services affordable to
all individual consumers and businesses in India.

We will offer unparalleled value to create customer

delight and enhance business productivity.

We will also generate value for our capabilities beyond

Indian borders and enable millions of India's
knowledge workers to deliver their services globally.

PRODUCT

DEFINITION:
A product is a bundle of physical service and symbolical
particulars expected to yield satisfaction benefits to the
buyers.

(Phillip Kotler)
A product is a complex of tangible and intangible attributers,
including packaging, colors, price, manufacture and retailers
service which the buyer may accept as offering satisfaction of
wants of needs. (William J Stanton)

RELIANCE NETCONNECT USB

MODEM

Features:
Connectivity:
Wireless internet access across 5300 towns and 3 lakh villages.
Internet browsing and download speed upto 153.6 kbps.
Compatible with Windows 2000 and Windows XP.

Voice and SMS Compatible:

Make and receive voice calls
Send and receive SMS upto 1000 characters
Store 1000 contacts in your phone book

Specifications:
Item

Description

Protocol

CDMA2000 1X RTT

working
frequency

824MHz ~ 849MHz/869MHz ~ 894MHz

Uplink/Downlink

Dimensions

84 mm (D) x 42 mm (W) x 12 mm (H)

Weight

About 32 g

Receiver
sensitivity

Better than -104dBm

Power
consumption

1.5W

Power supply

5V/500ma, from USB

RELIANCE NET CONNECT DATA

CARD

Features Uninterrupted high-speed wireless Internet connectivity, across

10000 towns, 3 lakh villages and growing.
Better surfing speeds, with download speeds up to 144 kbps.
High download speed of heavy email attachments
One-time installation of the dial-up software without the need to
change the dial-up configuration.
Hassle-free connection
o Connect instantly (No line busy / waiting tone)
o Easy to remember username / password (your phone /
card number)
Enables a user to surf the Internet without being tied down to a landline
from any location your bedroom, drawing room, hotel room, office,
outdoors or on the move in a car, train or bus.

The network advantage

This remarkable service virtually converts the whole of India into a
wireless hot spot.
10000 towns and cities and 300,000 villages
On highways, rail routes, airport lounges and remote locations

The plan advantage

The tariff is inclusive of all charges (the ISP charge as well as the
Telecom connectivity charge).
No need for an external or internal modem.
No need for an ISP account.
No need for a separate landline connection.

 One free e-mail account (with a 10 MB mailbox) and 2 MB of web

space
A choice of prepaid and postpaid options to suit your usage
needs
Use of data cards to make voice calls and send SMS

RELIANCE POSTPAIDS
FIXED WIRELESS PHONES
Current models

CLASSIC 2208

CLASIC WP 820

LG LSP 410

CLASSIC WP 829

RELIANCE MOBILES

Video Camera Phone

Current handset models

PDA color phone

Current handset models

Reliance Hello Postpaid Plans

PlansNeed .

High STD calls

High local fixed calls

One
Indi
a

Simply
2030

Pla
n
150

loca
l
299

Pla
n
500

Hello
125

Mobil
e
299

Monthly
rental

180

130

150

299

500

125

Clip

50

Free
usage

50

35

On net
pack
charges
On net

225

225

175

0.40

1.20

1.00
1.00

Local
other
GSM
Fixed

High local
mobile calls

High
on
net
Plan
600

Special ones
PlAn
1000

Plan
1500

299

600

1000

1500

470

150

600
Onnet

975

1525

125

75

225

125

N.A.

75

75

0.40

0.50

0.37

0.40

0.40

0.33

0.30

0.30

1.20

1.60

0.50

1.47

0.40

0.40

1.47

1.33

1.20

1.20

0.40

0.50

0.37

1.20

1.20

0.37

0.33

0.30

Intra circle (Rs./min.)

On net

0.40

1.20

0.40

0.50

0.37

0.40

0.40

0.30

0.33

0.30

Other
GSM

1.00

1.20

1.60

1.20

1.47

0.40

0.40

1.47

1.33

1.20

Fixed

1.00

1.20

1.20

1.20

1.10

1.20

1.20

1.10

1.00

0.90

Inter circle (Rs./min.)

On net

0.40

1.20

2.40

2.40

2.20

2.40

2.40

0.30

2.00

1.80

Other
GSM
I
Fixed

1.00

1.20

2.40

2.40

2.20

2.40

2.40

2.20

2.00

1.80

1.00

1.20

2.40

2.40

2.20

2.40

2.40

2.20

2.00

1.80

Plan one India offers lowest call rate of 0.40p/min on

Reliance hello to Reliance hello.

HELLO PACKS
SMS PackGet unlimited on net SMS anywhere in India +Rs. 25 worth off
net SMS in just Rs.50 only
STD PackCall any phone in India for Rs. 1/min. on rental just Rs.
99/month only
Night PackCall any Reliance phone in Mahrashtra and Goa and Mumbai
free between 11 pm to 7 am on rent Rs. 99/month

HANDSET PROPOSITIONS
Get Rs.2400 intra circle on net talk time free
Free intra circle on net talk time-Rs.100 per month for 24

months
Applicable on
Plan 150, plan 290, plan 500, plan 1000, plan 1500, plan
125, plan local 299, plan mobile 299, plan one India 225,
plan one India 225.

PLANS FOR RELIANCE MOBILES

POSTPAIDS
These are divided into three level of plans
Entry level plans
Mid level plans
High level plans

ENTRY LEVEL PLANS

PLAN TYPE
SP
149

ENTRY PLAN
NJ
NJ
199
199
SOH
INDI
O
A
199
199
-

MONTHLY RENTAL
124
CLIP & PLAN
25
CHARGES
TOTAL MONTHLY
149
199
199
COMMITMENT
FREE INTRA CIRCLE
150
199
TALK TIME
CALL RATES WITH IN M&G (Rs./Min.)
TO ALL RELIANCE
0.50
0.50
1.20
PHONE
TO OTHER MOBILES
0.50
0.50
1.20
TO LANDLINE

1.00

1.00

1.20

STD RATES REST OF INDIA (Rs./Min.)

TO ALL RELIANCE
2.00
2.49
2.40

CHAT
&
PLAY
199
199
1.2/0*
1.2/0.5
*
1.2/0.5
*
2.40

PHONE
TO OTHER PHONES

2.00

2.49

2.40

2.40

MID LEVEL PLANS

PLAN TYPE

MID LEVEL PLAN

RIO
RIO
NJ 299
299
399
SOHO
299
399
299
-299
399
299

MONTHLY RENTAL
CLIP & PLAN CHARGES
TOTAL MONTHLY
COMMITMENT
FREE INTRA CIRCLE
TALK TIME
CALL RATES WITH IN M&G (Rs./Min.)
TO ALL RELIANCE
0.40
0.40
PHONE
TO OTHER MOBILES
1.00
1.00
TO LANDLINE
1.00
1.00
STD RATES REST OF INDIA (Rs./Min.)
TO ALL RELIANCE
1.00
0.40
PHONE
TO OTHER PHONES
1.00
1.00

100
0.50
0.50
1.00
1.50
1.50

INDIA ROAM FREE PLANS

India Roam Free
Roaming tariff for mobile roam free
Plan 390
Plan 990
plans
Local out going
To Reliance/
40p/Rs.
50p
calls while
others
1
roaming
STD out going
All phone
1.00
1.00
calls
call rate
Incoming
Free
1.00
1.00
incoming
talktime

HIGH LEVEL PLANS

PLAN TYPE

MID LEVEL PLAN

NJ 399
NJ 499
399
499
50
50
449
549

MONTHLY RENTAL
CLIP & PLAN CHARGES
TOTAL MONTHLY
COMMITMENT
FREE INTRA CIRCLE
TALK TIME
CALL RATES WITH IN M&G (Rs./Min.)
TO ALL RELIANCE
0.40
PHONE
TO OTHER MOBILES
0.85
TO LANDLINE
0.85
STD RATES REST OF INDIA (Rs./Min.)
TO ALL RELIANCE
0.85
PHONE
TO OTHER PHONES
0.85

0.40
0.75
0.75
0.75
0.75

Unlimited Reliance Mobile Calling Pack Call any Reliance mobile on rental of Rs. 375
per month
Pack is available with all plans
Only for Reliance mobile calls in Maharashtra &
Goa
This pack will not be applicable while roaming

RELIANCE NETCONNECT TARIFF

PLANS FOR DATA CARD
&
USB MODEM
1. Time Based Plans
2. Data Based Plans
Time Based Plans
Post paid plans
Monthly charge
Peak hours
(6 am to 10 pm)
Off peak hours
(10 pm to 6 am)
Additional
usage rate
Free E-mail
account
Free web space
Free
SMS/month

Freedom
@ night

Swift
Swift
40
72
Internet Tariff
400
400
650
Bundled hours/month
Rs.50p/
20
36
min.
hours
hours
Unlimite
20
36
d
hours
hours
N.A.
Rs.50p
Rs.50p
/min.
/min.
10 MB
10 MB
10 MB
2 MB

2 MB
2 MB
Voice & SMS Tariff
Nil
Nil
100
per
month

Swift
100

Swift
180

900

1500

50
hours
50
hours
Rs.50p
/min.
10 MB

90
hours
90
hours
Rs.50p
/min.
10 MB

2 MB

2 MB

100
per
month

100 per
month

Data Based Plans

Post paid plans
Monthly charge
Bundled data
Exchange/month
Additional usage
rate
Free E-mail
account
Free web space
Free SMS/month

Freedom
Freedom Plus
Internet Tariff
650
900
1 GB
1.5 GB

Platinum
1500
Unlimited

Rs. 2/MB

Rs. 2/MB

N.A.

10 MB

10 MB

10 MB

2 MB
2 MB
Voice & SMS Tariff
100
100

2 MB
100

PREPAID PLANS
GSK Value
Rs.99
Rs.220
Rs.375
Rs.660

Validity
7 days
6 months
1 year
2 year

Talk time
Rs.10
Rs.10
Rs.10
Rs.10

Usage rate for internet access- 30p between 10 pm

to 6 am & 60p between 6 am to 10 pm

RESEARCH METHODOLOGY
Methodology in the applied sense refers to various methods
used by the researcher right from data collection and various
techniques used for the same for interpretation and inference.
Methods and techniques are often used synonymously in
research literature. Research methodology is what must be
done, how it will be done, what data will be needed, what data
gathering will be employed, how sources of data will be
selected and how the data will be analyzed and conclusions
reached. When we talk of research methodology we not only
talk of the research methods but also consider the logic
behind the methods we use in the context of our research
study and explain why we are using a particular method or
technique and why we are not using others so that research
results are capable of being evaluated either by the
researcher himself or by others.

OBJECTIVES OF THE RESEARCH

The basic purpose of the research was to identify the position
of the employees . The key objectives of the research are as
follows:
(1)

To know about the how they get training.

(2)

To know about the employees satisfaction from

training.

(3)

To make the employees aware about the new product

and plans and with this to know exactly what type of
plans does the customer wants to use.

(4)
Ask them to take the complete view of the customer
about the RCIL and its services and thus to generate need of
Reliance products.
(4)

With the help of the questionnaire the company can

made the important changes in the training procedure so
that the company reaches towards the employes
satisfaction.

IMPORTANCE OF THE RESEARCH

Significance of research and research leads to invention.
Following facts highlight the importance of the research.
(1)

Research facilitates logical or scientific thinking

process which leads towards flow less strategy
formulation.

(2)

It facilitates identification of trends which ultimately

responsible in marketing opportunities.

(3)

Decision making becomes

researched phenomenon.

(4)

Research is important in solving various operational

and planning problems of business and industry.

(5)

It helps understanding perception of the employes

about the training and accordingly designs the
training process.

easier

for

well

Major Data Collection methods

I. Secondary Research
a) Internal secondary Data from the company itself
data
which the company already
has.
b) External secondary Data from the magazines and
data
news papers,
II. Survey Research
a)Telephone
interviews
b) Mail interviews
c) Personal interviews

Home
interviews
Intercept
interviews

III. Field experiments

Collection of information from

respondents via telephone
Collection of information from
respondents via mail or similar
techniques
Collection of information in a
face-to-face situation.
Personal interviews in the
respondents home or office
Personal interviews in a central
location, generally a shopping
mall
Manipulation
of
the
independent variable(s) in a
natural situation.

RESEARCH AND FINDINGS

There are many types of the research like descriptive,

analytical, basic, applied, qualitative, quantitative, and
conceptual. I have chosen the field of Asthana tower,
reliance communication .
Descriptive Research:

In this type of research I have collected data by observation,

by mailing to the companies or to the key decision maker, by
going to the company with the appointment with the key
decision maker and ask employees about training produres in
the Reliance Communication .
Analytical Research:

I also have collected data from already available information. I

got the information from the newspapers with the help of that
information (phone no.) I used to take appointment with the
concerned person and. In this research correlation technique
is used to analyze the data.
Basic or Pure Research:

Visiting to the company to company I have got many people

who are not satisfied with the services of RCIL.This enhance
my ability of dealing with the people and make them satisfied.

Applied Research:
The research which has immediate commercial potential is
called applied research. Applied research can further be
classified as problem oriented and problem solving research.

Problem Oriented Research

During the research I have met with many people who are
having many problems regarding the connections, poor
network, poor services and many other problems. Most of the
customers are saying about the billing procedure they have
big problem with the collection of the bills so that makes the
satisfaction level of the customers down.
Problem solving Research
RCIL is facing the main problem about the network and the
billing of postpaid connections users because there is no
collection centre near by the area which I have visited that is
why the company is not getting good business from the
particular area.
Quantitative Research:
I have visited about 350 companies and I have got different
result from them 80% of the people listened to me, 20% of the
people did not listen me, the sales results were very low.
Conceptual Research:
Many of the people want to pay the bill at the place which
should be near to them and safe also

PROMOTIONAL WORK
Sales promotion is one of the four aspects of promotional mix. (The other three
parts of the promotional mix are advertising, personal selling, and publicity/public
relations.) Sales promotions are non-personal promotional efforts that are designed

to have an immediate impact on sales. Media and non-media marketing

communications are employed for a pre-determined limited time to increase
consumer demand, stimulate market demand or improve product availability.
Examples include:

coupons
discounts and sales, including Blue Cross Sale
contests
point of purchase displays
rebates
free samples (in the case of food items)
gifts and incentive items
free travel, such as free flights

Sales promotions can be directed at the customer, sales staff, or distribution channel
members (such as retailers). Sales promotions targeted at the consumer are called
consumer sales promotions. Sales promotions targeted at retailers and wholesale
are called trade sales promotions. Some sale promotions, particularly ones with
unusual methods, are considered gimmick by many.
Under sales promotion I have done a survey for the web world franchisee and for
that I have visited some areas which are as follows

F.C.ROAD
J.M.ROAD
BHANDARKAR ROAD
KARVE ROAD
M.G.ROAD
BOOTEE STREET
EAST STREET
VIMAN NAGAR
KALYANI NAGAR
KOREGAON PARK

I have distributed the pamplates, door to door or company to company selling, and
have putted stalls in the HCL carnival on F.C. road in hotel ASHISH PLAZA for
two days also.

LEARNING

Doing a project in RELIANCE COMMUNICATION in Pune city,

was a great opportunity to practically understand and experiencing
the marketing field.
I express my deep sense of gratitude to RELIANCE
COMMUNICATION for giving me this opportunity and for providing
platform to undergo training, and get the valuable knowledge of
telecom industry.

As RELIANCE COMMUNICATION is a telecom company the

project was totally a marketing project hence it helped me to
practically understand the telecommunication services.

The company helped to understand various schemes.

The company also helped me to understand every step of
their competitors in the market.
The company also helped me to understanding how FOS
performs their work efficiently.
During the survey it is observed that what are the real
problems faced by the customer.
Meeting different people in various segments, interviewing
with corporate and actual users helped me to learn the basics
of telecom industry.
During the survey I came to know the real competition
between the major players of telecom industry. It helped me to
understand the future of telecom industry with its opportunities
and threats.

Market Share as on August 2007

Idea
9%

Airtel
24%

Reliance
18%

BSNL
20%

Tata
10%

Hutch
17%

MTNL
2%

Reliance

Airtel

Idea

Tata

Hutch

MTNL

BSNL

Top companies in respective services and products

segment during (2006-07)
SERVICES (OVERALL)
Rank
1
2
3
4
5

COMPANIES

Revenue( Rs.

BSNL
BHARTI AIRTEL
RELIANCE
HUTCHISON ESSAR
VSNL

Crore)
40,135
17,888
14,468
10,565
8,857

CELLULAR:
Rank
1
2
3
4
5

COMPANIES
Bharti AirTel
Reliance
Hutchison
BSNL
Idea Cellular

Revenue( Rs.
Crore)
13,431
10,728
10,565
9,400
4,335

FIXED:
COMPANIES
Rank
1
2
3
4
5

BSNL
MTNL
BHARTI AIRTEL
TTSL
TTML

INTERNET AND BROADBAND:

Revenue( Rs.
Crore)
21,020
4,116
1,693
1,584
924

Rank

COMPANIES

SUBSCRIBERS
(LAKH)

1
2
3
4
5
Rank
1
2
3
4
5

BSNL
MTNL
SIFY
BHARTI AIRTEL
RELIANCE
COMPANIES

40.9
17.8
8.2
6.8
6.6
Revenue( Rs.

VSNL
RELIANCE
BHARTI AIRTEL
AT&T
C&W

Crore)
7,648
2,110
1,240
176
88

NLD:
Rank
1
2
3
4
5

COMPANIES
BSNL
BHARTI
RELIANCE
VSNL
RAILTEL

Revenue( Rs.
Crore)
4,665
1,035
635
505
116

INDIAN SERVICE INDUSTRY (FY 06-07):

ILD:

CATEGORIES
Fixed Line
Cellular
NLD
ILD
Internet &
Broadband
VSAT
Radio Trunking
TOTAL

Revenue (Rs. Crore) Growth (in

%)
FY 05-06 FY 06-07
34,161
30,190
-11.6
35,994
56,183
56.1
9,015
7,186
-20.3
7,251
11,056
58.7
1,620
2,040
26
443
38
88,522

540
36
107,681

21.9
-5.3
21.6

Top 10 Service providers (FY 06-07):

Rank

Service
provider

Revenue (in Rs.

Crore)
FY 05- FY 06-07
06
12,062
15,891

Growth
(in %)

Category

BSNL

32

Mobile Phone, Wireless

infrastructure
Fixed,
Cellular,ISP,NLD,VSAT,I
LD
Fixed,
Cellular,ISP,NLD,,ILD
Cellular,NLD,,ILD
ISP,NLD,,ILD
Fixed, Cellular
Fixed, Cellular,ISP,NLD
Cellular,NLD
Cellular,NLD,,ILD
Fixed, Cellular

Bharti Airtel

11,291

17,888

58.4

Reliance

10,766

14,468

34.4

4
5
6
7
8
9
10

Hutchison
VSNL
TTSL
MTNL
IDEA
Aircel
TTML
Total

6,837
4,797
2,575
5,561
2,990
977
1,097
87,068

10,565
8,857
5,178
4,923
4,413
1,507
1,422
109,356

54.5
84.6
101.1
-11.5
47.6
54.2
29.6
25.6

Top Fixed Operators (Based on Revenue):

Rank

Operator

1
2
3
4
5
6
7

BSNL
MTNL
Bharti AirTel
TTSL
TTML
Reliance
HFCL
Total

Revenue (in crore)

FY 05-06
FY 06-07
25,195
21,020
14,988
4,116
1,320
1,693
1,081
1,584
713
924
513
460
261
285
34,161
30,190

Growth (in
%)
-16.6
-17.5
28.3
46.5
29.6
-10.3
9.2
-11.6

Top Fixed Operators (Based on Subscriber):

Rank

Operator

1
2
3
4
5
6
7

BSNL
TTSL
MTNL
RELIANCE
Bharti Airtel
TTML
HFCL
Total

Subscribers (in mn)

FY 05-06
FY 06-07
36.77
36.70
4.02
4.36
3.88
3.80
3.13
1.56
1.34
1.27
1.04
0.75
0.23
0.25
50.58
48.91

Growth
(in %)
-0.2
8.5
-2.1
-50.2
-5.2
-27.9
8.7
-3.3

Top Players (Based on subscribers): (06/07)

Rank
1
2
3
4

Company

No. of
Circle

Bharti Airtel
BSNL
Reliance
Hutch

23
21
23
22

Subscribers (in mn)

FY 05-06 FY 0607
19.58
37.14
18.45
27.93
17.31
27.85
15.36
26.44

Growth
(in %)
89.7
51.4
60.9
72.1

Market
Share (in
%)
23.7
17.8
17.7
16.8

5
6
7
8
9
10
11

Idea
TTSL
Aircel
MTNL
Spice
BPL
(Mumbai)
HFCL infotel
Total

11
20
23
2
2
1

7.37
4.85
2.61
1.99
1.93
1.34

14.01
11.43
5.51
2.75
2.73
1.07

90.1
135.7
111.1
38.2
41.5
-20.1

8.9
7.3
3.5
1.8
1.7
0.7

1
150

0.06
90.88

0.07
156.97

16.7
72.7

0.0
100.0

Growth
(in %)
63.0
60.8
54.5
45.4
45.0
117.9

Market
Share
(in %)
23.9
19.1
18.8
16.7
7.7
7.3

Top Players (Based on Revenue):

Rank
1
2
3
4
5
6
7
8
9
10
11

Company

No. of
Circle

Bharti Airtel
Reliance
Hutch
BSNL
Idea
Tata
Teleservices
Aircel
Spice
BPL
(Mumbai)
MTNL
HFCL infotel
Total

23
23
22
21
11
20

Revenue (in crore)

FY 05-06 FY 0607
8,239
13,431
6,673
10,728
6,837
10,565
6,467
9,400
2,990
4,335
1,878
4,092

23
2
1

977
671
655

1,507
783
505

54.2
16.7
-22.9

2.7
1.4
0.9

2
1
150

573
22
35,994

807
20
56,183

40.8
-9.1
56.1

1.4
0.0
100.0

Additional Entry Cost Comparison

Reliance

Airtel

Activation
Fee

Rs.150-330

Rs.250-500

Deposit

Nil

Rs.250-500

Total Entry
Cost

Rs.150-330

Rs.500-1000

Advantages
of Reliance
Lower
activation
fee
No STD
deposit

Reliance have the lowest overall entry cost

when compared with the competition.
There is zero deposit for STD calls even for
individual retail customer.

In the case of Airtel deposit waiver is

granted only to high value corporate / SME
clients.

SME Plan Comparison

Competitio
n
Airtel

Competition
Proposition
Ambuja planRs.199 rentallocal calling
30p/80p & STD
Rs.1.25

Idea

SME planRs.199 rental local calling

30p/80p & STD
Rs.1.25

Hutch

SME planRs.225 local

calls 50p/1 &
STD Rs.1.5;
CUG @ 10p/min.

Our Counter
NJ 199 SOHORs.199 rental;
Rs.150 talktime
free; local calls50p/1 & STD2.5/min.
NJ 199 SOHORs.199 rental;
Rs.150 talktime
free; local calls50p/1 & STD2.5/min.
NJ 199 SOHORs.199 rental;
Rs.150 talktime
free; local calls50p/1 & STD2.5/min.

Advantage
s
Free local
off net
calling
available &
free CUG
Free local
off net
calling
available &
free CUG
Free local
off net
calling
available &
free CUG

Reliance Hello Plans Comparison

Activation fee
Securitydeposit
NLD deposit

One
India
500
1000
2000

Fixed cost
Free talk time
On net
Mobile
Landline
NLD on net
NLD mobile
NLD landline

BSNL (wire line)

General
Economy

Special

500
1000
2000

500
1000
2000

500
1000
2000

180
30

180
50
Call rates

300
200

475
500

1/3
min.
1/min.
1/min.
1/min.
1/min.
1/min.

1.2/3min.

1.2/3min.

1.1/3min.

1.2/min.
1.2/min.
1.2/30sec.
1.2/30sec.
1.2/30sec.

1.2/min.
1.2/min.
1.2/30sec.
1.2/30sec.
1.2/30sec.

1.1/min
1.1/min
1.1/30sec.
1.1/30sec.
1.1/30sec.

BSNL has hidden entry charges-security & NLD deposit

Activation fee
Securitydeposit
NLD deposit
Fixed cost
Free talk time

One
India
561
Nil
500
180
50

On net
Mobile
Landline
NLD on net
NLD mobile

1/3 min.
1/min.
1/min.
1/min.
1/min.

TATA
H2M 125
City 299
561
Nil
500
175
0
Call rates
1.2/3min.
1.2/min.
1.2/min.
1.2/3min.
2.4/min.

Silver 499

561
Nil
500
299
155

561
Nil
500
499
470

0.5 min.
0.5/min.
1.2/min.
1.2/3min.
2.4/min.

1.1/3min.
1.1/1 min
1.1/min
1.2/3min.
2.4/min.

NLD landline

1/min.

2.4/min.

2.4/min.

2.4/min.

ADVANTAGES
Over Airtel

R Connect The Reliance CDMA 20001X

technology and pan India coverage enables
to get online from almost any location in
India.

People can use the data card from

Reliance with your laptop or the USB modem
with your desktop or laptop.

Speed up to 144 kbps.

Significantly
faster
then
dial-up
connections & not restricted to the home /
office like wired broadband.

Use across India in more then 5700 villages.

Not limited to major cities like GPRS &
EDGE.

The true definition of mobility

ADVANTAGES
Over TATA

Reliance has the wider coverage area &

hence its range of usage is better in both
cities as well as rural areas.

Reliance is the only operator that

provides internet access via data card/USB
modem in prepaid format as well.

Customer have facility to recharge with low

denomination vouchers & subsequently use
top ups thereby lowering access cost.

SWOT ANALYSIS OF RELIANCE

COMMUNICATION

STRENGTH

WEAKNESS

Big brand name

The new
technology
launcher (CDMA)
First in FWPs
Strong market
Good network in
INDIA

Services
Customer care
section
Not very good tariff
plans for STD users
Battery life of hand
sets

OPPORTUNITIES

THREATS

Growing data card

market
Growing market of
CDMA phones
Establishment of
new business in
Pune

Launch of TATA
Indicom USB
modem
Big market share of
Airtel and growing
TTSL in
Maharashtra

CONCLUSION

Reliance communication is a very big brand name and I am very

thankful to the Reliance people to help me in completing my project
in Reliance communication. Reliance communication provides me
the good opportunities to make my skills stronger in marketing. I am
also very thankful to my project guide Mr. Rajiv Taneja for giving me
his useful guidelines and important time.
While doing this project I have talked with many people and came
to know about the market and I learnt that how the companies
works and what they have to do for retaining there position in the
market.
Reliance Communications has trained me to face the challenges
whatever in the market.

RECOMMENDATION

After completing my work of analyzing and creating customers for

postpaid mobiles, fixed wireless phones, Data cards and USB
modem of Reliance communication I want to recommend some
important facts to the company about its products.
Company should come with some good and effective plans
to make the customer satisfied.
Company should move towards the good customer relations
so company should plan for the customer relationship
management.
Reliance Communications is having good range of its
products that is why they are challenging the competitors so
make it large.
Sales Executives are not getting proper guidance and
support from the seniors because of heavy workload on
them so there is a need to manage workload so managing
manpower is also a big task to do.
Majority of respondents complain about the after sales
services like billings, and interruption in the network so the
quality of after sales services should be improved.
Customer care services are very poor company should
improve that part also.
Device installation and registration on site should be easier
to work so that customers need not to give more papers at
the time of purchasing a new connection.
Reliance Communication should make such strategies
which suits the companys name and brand. Reliance
Communication is already having a good brand image.

BIBLIOGRAPHY
WEBSITES:\

WWW.Reliancecommunication.com

www.google.com

www.altavista.com

BOOKS PREFFERED:
Marketing Management- Philip Kotler
Marketing Management- Rajan Saxena
NEWS PAPERS:
THE ECONOMIC TIMES
THE TIMES OF INDIA

ANNEXURE
QUESTIONNAIRE
FOR MARKET SURVEY AND PRODUCT PROMOTION OF
RELIANCE POSTPAID

Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _

Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
Contact no.
Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _
1) What are the telecom services you are using?
Reliance Airtel
Idea
Hutch

other

2) If other then Reliance then

Is there any possibility for other service provider?
Yes
No
If Reliance then which one?
Prepaid

Postpaid

3) Do you know about the new plans in Reliance postpaid?

Yes
No
4) Which plan are you using currently and what is your bill?
Plan - - - - - Bill - - - - - - 5) Do you want to take any postpaid connection with these plans?
(After telling him all the plans according to his usage of phone)
Yes
No

QUESTIONNAIRE
FOR MARKET SURVEY AND PRODUCT PROMOTION OF
RELIANCE NETCONNECT DATA CARD & USB MODEM
Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _
Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

Contact no.
Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the internet services are you using?

Reliance Airtel
BSNL
VSNL

other

2) How much is your monthly bill?

Bill - - - - - 3) Do you know about the Reliance net connect data card and USB
modem?
Yes
No
4) You are using internet on
Laptop
Desktop
Both

5) What is your usage?

Surfing more

Downloading more

6) Do you want to take any one with these plans?

(After telling him all the plans according to his usage of internet)
Yes
No