A

WINTER TRAINING REPORT

ON

COMPARATIVE STUDY BETWEEN AIRTEL AND TATA SKY

DTH CONNECTION IN VARACHHA REGION

SUBMITTED BY:-

GAJERA PINAL P.

13BBA025

GUIDED BY:-

MR. SHAILESH LIMBAD

B.B.A.PROGRAMME

(YEAR 2015-16)

SHREE J.D.GABANI COMMERCE COLLEGE AND

SHREE SWAMI ATMANAND SARASWATI COLLEGE OF

MANAGEMENT

VNSGU, SURAT.
 CERTIFICATES

This is to certify that the winter project report has been prepaid by gajera pinal p.
(13BBA25) under my guidance and supervision. This project embodied the result of her
work and is of standard expected from a candidate for the degree of BBA.

The report submitted towards partial fulfilment of the requirement for the degree of
BBA has been found satisfactory.

I/C principal Faculty Guide

DR. P.R Patel Mr.Shailesh Limbad

Date:

Place: Surat

I
 DECLARATION

I have declare that this winter project report submitted to SHREE J.D.G.
COMMERCE COLLEGE & SHREE SWAMI ATMANAND SARASWATI
COLLEGEOF MANAGEMENT, SURAT, in the fulfilment of requirement of
B.B.A degree. The project is result of my own work carried out during

This project report is entirely an outcome of my own efforts and has not
been previously submitted to any other university or institute for any
other examination and for any other purpose by any other person.

Date: GAJERA PINAL P.

Place: Surat (13BBA25)

II
 ACKNOWLEGEMENT

Today in the world of competition training is needed to overcome

shortage of skill and knowledgeable person as well as for the personnel
development and career advancement. It is a great opportunities for me
to do such type of training which help me in my career development and
providing more knowledge about working process of organization.

I am also thankful Dr. P.R. PATEL (I/C principal of college) and Mr.
ShaileshLimbad (Faculty) for this valuable advice. I am also thankful all
staff of Shree Swami Atmanand Saraswati College of Management, Surat,
for their co-ordination.

Last but not least I am also thankful to my friends who supported me

during the deed of the project work.

III
 EXECUTIVE SUMMARY

This is my winter project report prepared on to comparative study

between Airtel dish TV and Tata sky dish TV varachha region in surat
city.

This report is preparation with the help of primary and secondary data.

1) Primary data was collected from respondents with help of

questionnaire.

2) Secondary data was collected from book, internet, magazine and

other research report etc….

This report includes six chapters,

The first chapter is introduction; it includes information about industry

profile and company profile. In industry profile, market share,
government initiatives, major player sector and include company profile,
major players of reliance digital.

The Second chapter is literature review, literature review explain previous

student on statement like perception of hospitality and tourism student
towards study growth, motivations and preference, online college student
comprehensive data on demands and preferences, WES evaluation of the
three year bachelor degree from India etc… thus, how, where, why its
clarity or define and growth or development and motivation statement are
discuss in literature review.

The third chapter is research methodology, research methodology

provides information about sample size and sample design, sampling unit
and data analysis tools used problem statement, research objectives,
research design, data collection method, limitation of study, where
research is done.

IV
The forth chapter is data analysis, in it, the collected information are
analysis through ms excel, ms word and all the collected information is
shown through column chart.

The fifth chapter is findings, research finds out some important fact
which is explained in finding after that research work as per primary and
secondary objective wise.

The sixth chapter is conclusion. It shows the most important fact of the
peoples have satisfaction to used DTH on compared TATA SKY and
AIRTEL dish TV. In biography, it mentioned that which websites and
books are used in report.

V
 TABLE OF CONTENT

SR. NO. TOPIC PAGE NO

- TITLE PAGE I

- COLLEGE CERTIFICATE II

- DECLARATION III

- ACKNOWLEDGEMENT IV

- EXECUTIVE SUMMARY V

1 INTRODUCTION 1-12

2 LITERATURE REVIEW 13-15

3 RESEARCH METHODOLOGY 16-18

4 DATA ANALYSIS 19-43

5 FINDINGS 44-45

6 CONCLUSION 46

7 BIBLOGRAPHY

8 ANNEXURE
 CHAPTER:-1

INTRODUCTION
 Industry profile:

DTHwork:

Following are the simplified steps on how DTH works:

 Tata sky uplinks all channel from broadcaster to its satellites

(INSAT 4A)
 The satellite sends these channels in digital format to the fixed
outside your home.
 Sounds the minidishes relay the channels to the digicomp which
decodes the channels and send them to your television. Giving you
an incomparable television screening experience with DVD quality
picture and CD quality.

DTH INDUSTRY IN INDIA:

DTH Players in India

In earlier days there was only one TV channel in India the

“Doordarshan”, channel doordarshan was owned and operated by
government of India. In those eras every home which.

The cable Television ordinance Law was passed in January 1995. This
enabled cabal operators to provide channels and later on private
companies were allowed to air their own channels and this lead to the
explosive growth in number of TV channel and number of cable
operators.

The growth of TV channels & cable operators created a big industry and
market opportunities. Until few years back there were as many as 1,
00,000 cable operators across India. However the services provided by
cable operators were poor. The strikes, increase in tariff plan, selective
broadcast and poor services were major cause of dissatisfaction among
the customers. This has created an opportunity for DTH, which serves an

1
immediate threat to the high-end cable network. Some of the key players
in the industry are Dish TV by Zee group, Tata sky joint venture of Tata
& Star TV, Big TV by Anil DhirubhaiAmbani Group, and Digital TV by
BharatiTelemedia, SUN direct from the promoters of Sun TV. There are
some other companies who are contemplating to start their own DTH like
Videocon.

There is an immense opportunity for DTH in the Indian market. The

opportunity in India almost 10 times that in developed countries like the
US and Europe. For every channel there is a scope for broadcasting it in
at least ten different languages. So every channel multiplied by ten that
is the kind of scope for DTH in the country.

Structure of the Indian DTH industry:

The structure of the DTH industry in India can be categorized as an

“Oligopoly”.

The word oligopoly in derived from the Greek for few (entities with the
right to) sell.

An oligopoly is a market dominated by a few large suppliers. The degree

of market concentration is very high. Firms within an oligopoly produce
branded product and there are also barriers to entry.

Key characteristics of “Oligopoly” are following:

 Few larger suppliers dominate the market.

 Interdependence between firms.
 Each firm produces barriers into the market in the long run which
allows firms to make supernormal profits.
 Each oligopolistic is aware of the actions of the others.

2
Analysis of Indian DTH industry:

Indian DTH industry is still at nascent stage. In the year 2003 DD

Direct+ was launched since DD Direct+ is commercial and free DTH
service hence we would focus our discussion on privet players in the
industry.

As of now Dish TV, Tata Sky, Big TV, Airtel Digital TV, Sun Direct are in
the industry. There are some other players like Videocon, who want to
join this highly profitable industry. Since there are only 3 major players
and the market concentration is very high Indian DTH industry is
oligopolistic.

DTH Industry Market

Share
Brand Promoter Market share
Dish TV Zee group 53%
Tata Sky Tata Sons & Star TV 30%

HHI & defined as the sum of the squares of the market share of 50
largest firms (or summed over all firms if there are fewer than 50) within
the industry, when the market share are expressed as percentages; the
result is proportional to the average market share, weighted by market
share.

The higher the HHI Index the more oligopolistic in the industry.

Substitute goods/product for the product of DTH Industry

Substitute goods:

Refers to a good which is to some extent interchangeable with another

good. In economics term it means that when the price of one good
increases, demand for the other good increases.

3
The total number of TV owning household in India is estimated at 117
million. This represents a 54% penetration of TV in Indian households.
Out of this, cable and satellites households are 68% million. The total
subscriber base of DTH has crossed 8.9 million.

AT time there were 1,00,000 cable operators, however due to stiff

competition and the introduction of other alternatives like DTH, CAS,
IPTV, Online TV the number of cable operators have come down to
60,000.

DTH is new entrant in channel broadcasting & entertainment industry it

face direct and stiff competition from various service providers which
sends TV signals to homes.

Terrestrial Television:

Doordarshan is the public television broadcaster of India and a division

of prasarBharti, a public service broadcaster nominated by the
government of India. It is one of the largest broadcasting organization in
the world in terms of the infrastructure of studios and transmitters.

Doordarshan is the world’s largest terrestrial broadcaster with over 1400

terrestrial TV transmitters located throughout the country covering
approx. 88% of India’s geographical area. Doordarshan was the only
player in industry providing news and entertainment. It enjoyed the
monopoly and has been very successful for some time however off late it
is continuously losing interest of audience because of stiff competition
from private channels.

Cable TV Operators:

In 1992, the government liberated its markets, opening them up to cable

television. This led to astronomical growth of number of TV channels and
created a huge demand of cable TV operators. The cable TV operators
came in to business and connect urban & rural home to the private
channels.

4
Cable TV operator are present in almost all cities and towns of India, they
charge installation fee and monthly rental services provided. These
operators even telecast local and regional channels.

Cable TV providers also provide CAS services. CAS or conditional access

system is a digital mode of transmitting TV channel through a set-top
box (STB). The transmission signals are encrypted and viewers need to
buy a set-top box to receive and decrypt the signal.

A cable TV operator poses a serious threat and stiff competition to DTH

Industry.

Infect DTH industry is typing to eat the market share of cable TV

operation.

CABLE HOSEHOLDS IN INDIA

Conditional Access System (CAS):Conditional Access system was

introduced metro cities of India to provide the subscriber the choice
channel he/she wishes to view. CAS was focused only on the big cities of
India. CAS is very much similar to DTH as far as the power to the user is
concerned.

IPTV: IPTV describes a system where a digital television service is

delivered using the internet protocol over a network infrastructure which
may include delivery by a broadband connection. IPTV is technically far
superior to any other alternative. A number of other operators, including
Bharat Sanchar Nigam Ltd and Reliance communication are planning to
launch IPTV in a big way.

A researcher from Gartner believes that IPTV will struggle in India for
following reasons.

 Cable TV users pay almost half of what digital subscribers pay

 Low broadband penetration will inhabit IPTV uptake.

5
  2007 is a critical year for pay TV, with CAS being mandated in a
phased manner, and more players are moving into DTH, which is
growing.
 IPTV will be priced at the same price as digital cable of DTH, so no
price differentiation.

As the number of broadband users is increasing in urban and semi

urban cities IPTV can pose serious threat to DTH player in long run.

INTERNET PROTOCOL TELEVISION (IPTV) SUBSCRIBER

Online TV: The World Wide Web is changing lot of things, the way data &
information are stored, and shared has changed dramatically. Web 2.0
offer users to watch TV programs online.

Apart from website TV channels are also streaming live videos of their
programs. Online TV though is a niche industry as of now but with
increased penetration of broadband connection, it can pose significant
challenges to DTH industry.

Cartel: A cartel is a formal agreement among firms. Cartel usually occurs

in an oligopolistic industry, where there are a small number of sellers
and usually involved homogeneous product. Cartel member may agree on
such matter as price fixing, total industry output, market share,
allocation of customers, allocation of territories, bid rigging,
establishment of common sales agencies and the division of profits or
combination of these.

The Indian DTH industry is still in nascent state. It is in growth stage

and so far no cartel has developed.

Threat of New Entrance

With already 7 players in the DTH space, threat of new entrants is

relatively low. There is already enough competition which will discourage
new firms to enter this business. While getting a license is relatively easy,
the barriers to entry are high when it comes to pricing of CPE and getting

6
the required transponders. There is definite first mover advantage which
can be inferred from table by comparing price of dish TV vs. Tata Sky. So
any new entrant will face a high cost when it comes to equipment and
transponders.

Threat of new
entrants low
DTH market is
already croweded
with 7 firms

Bargaining
power of
Suppliers Very Bargaining
Inter Firm
High power of buyers
Rivalry
Transponders- High
Very High
very high Lots of opetion &
Price Wars
CPE-supplier- substitutes price
Low Litigations sensitive Buyer
Content-Very
High

Threat of
Substitutes Very
High
Cable TV-Very
High
IPTV-High
Terrestrial-Low

DTH industry-five force model

7
DTH: penetrating faster than ever:

DTH continues to work as the engine of growth for the television

industry. Digital signal clarity is the key offering by the DTH players.
Interestingly, DTH is showing huge growth in rural India having
increased its penetration to 64% in 2012 as compared to 49% in 2011
and 34% in 2011 as per TAM data.

8
 COMPANY PROFILE:

History Tata Sky

Tata sky an 80:20 joint venture between Tata Sons and the Star group,
provide satellite television services to Indian viewers. The company was
incorporated in 2004 and offer a range and entertainment options to
customers.

The TATA Group is one of India’s largest and most respected business
conglomerates. It comprises diversified business in sector such as
materials, engineering services, energy, information system &
communications, consumer products and chemicals. The group and its
enterprises have been steadfast and distinctive in their adherence to
business ethics and their commitment to corporate social responsibility.
This is legacy that has earned the group the trust of many millions of
stakeholder in measure few business houses anywhere in the world can
match.

Tata Sky has leased all 12 KU-Band transponders on ISRO’s Indian

satellite, INSAT 4A, the most advanced and high powered KU-band
communication satellite in the region, developed keeping in mind local
requirements. The satellites enableTata sky to offer superior picture and
sound quality with a wide range of channels.

TATA BRAND

The TATA group is one of India’s largest and most respected business
conglomerates. It comprises 93 operating companies in seven business
sectors: information systems and communication, engineering, materials,
services, energy, consumer product and chemicals. The TATA group has
operations in more than 40 countries across six continents and its
companies export product and services to 140 nation. The group and its
enterprises have been steadfast and distinctive in their adherence to
business ethics and their commitment to corporate social responsibility.

9
This is a legacy that has earned the group the trust of many millions of
stakeholders in measure few business houses anywhere in the world can
match.

SKY BRAND

The SKY brand, owned by the UK-based British Sky Broadcasting group,
brings to Tata Sky reputation of more than 20 years experience of
satellites broadcasting. Sky is well known for the innovative product and
service launched by BSKyB, such as DTH broadcasting in 1989, digital
satellite broadcasting in 1998, interactive television services in 1999 and
the SKY+ personal video recorder in 2001. Tata Sky joins an
international group of DTH business that includes platforms as far apart
as the UK and Italy in Europe, and Mexico and Brazil in America.

Areas of business

The Sky’s direct-to-home satellites platform delivers more than 100

television channels, movies and interactive service for games, learning,
recipes, news, chat rooms etc. it has state-of-the-art digital infrastructure
and retail network that cover more than 4500 towns in India.

10
Location

Based in Mumbai the company has three call centers (Pune, Chandigadh
and Hyderabad)

Airtel DTH

Company profile

Bharti Airtel limited is one of Asia is leading integrated telecom services

providers with operation in 19 countries across Asia and Africa. The
company is structured in to four strategic business units mobile,
telemedia, enterprise, digital TV

History

Bhartiairtel was established has bharti Tel-venture limited in 1995 this

telecommunication company is a joint work holding enterprise
headquartered in New Delhi.Bhaktiaortal, commonly called aortal is
among largest mobile service operators with a subscriber base of nearly
75 million.

11
The business at BhartiAirtel has always been structured into three
individual strategic business unit (SBU,s) mobile service, AirtelTelemedia
Service & Enterprise services. The mobile business provider mobile &
fixed wireless and has recently.

Launched a Direct-to-home service.Airtel digital TV. The company

provides end-to-end data.

ABOUT AIRTEL DIGITAL TV

Parent:BhartiAirtel

Launch on: 9 Oct. 2008

Headquarters: Mumbai

Area served: All over India

Key people: Sunil Mittel

CEO: Manoj kohli

Brand Ambassador: Saif Ali Khan and Karina Kapoor

Products: Direct broadcast satellite

Website: www.airtel.in/digitaltv

Slogan: “come Home to the Magic”

Present Situation Subscriber : 21,000 outlets including ARC with 1mn

12
 CHAPTER: 2

LITERATURE REVIEW
Saurabhjain (2015):No single reason could be attributed behind the
choosing of the particular DTH service provider by the respondent. Infect
number of reason exist behind taking decision regarding the service
provider. Doordarshan and cable network together Were the preferred
means of entertainment for the respondents before the advent of DTH
services. The monthly tariff plan was the most preferred tariff plan
amongst the responded covered under the study. The responded were
highly satisfied with the quality offered by the DTH service provider.

Tejindersingh (2014):The basic purpose of this research is to examine

the perception and satisfaction of urban and rural consumer of DTH
service. For conducting the research, self-administrated questionnaire is
used to collect the information from respondents. The general
entertainment channels and music channel were the main constituents
of the basket of channels preferred by the respondents. The responded
covered in the study were highly satisfied with the price offered by service
provider.

Jotheswari (2014):DTH is the acronym for direct to home television

services. DTH providers uninterrupted single reception with reduce
amount of service breakdown. DTH offers high pictures fineness and
sound quality. Customers’behavior is influenced by the perception and
belief that he holds issues and events. This study has attempted to study
the perception and belief of the customer about the DTH brand and
service provided. From the analysis and interpretation it is very clear as
far as the awareness, perception, belief and acceptance is concerned DTH
was won Oscar.

Dr.shrishkumarTiwari (2014): TATA SKY and ARITEL dish TV were the

top two DTH service providers and are preferred by the respondents. The

13
interactive service, number of channel, and price of the DTH service were
the factors considered by subscriber for selection of the DTH service
provider. Radio and television together were the preferred means of
entertainment prior to advent DTH for the subscribers due to their low
cost and handy feature. The majority of respondents were satisfied on all
parameters (price, technology, interactive services and payment option of
DTH service providers) with their DTH service providers.

Dilipkumar (2015): The study can be focused on business concerns

have to make a lot of efforts to sell their product and established their
survival. It may be basically due to changes in attitude of consumer
buying product. In this content the study is taking up with the various
DTH service which have considerable share in the market. The study is
focused on DTH service is TATA SKY and ARITEL dish TV. Various tools
used to analyses data. So the DTH service providers must pay attention
on customer service, picture quality, reasonable price rather than other
factor to make their business more successful and satisfy the consumers.

Dr.Sandipkumarprajapati (2013): DTH is one of the fastest growing

industries in today’s era. There are various big players already in DTH
industry like Reliance (Reliance Digital TV) Sun network, TATA SKY,
Airtel etc. the basic objective of the study is to know the preference and
satisfaction level of consumer regarding DTH services. The respondents
were satisfied with the payment mode options offered by the DTH service
providers. Majority of the respondents would like to recommended other
regarding DTH services which is considerably one of the major key
success factor for DTH industry.

Khuman L. Rathod (2014): The respondentscovered in the study were

highly satisfied with the price offered by the service provider. Packages,

14
choice of channels and charges, prompt information about the services,
high quality, signal, continuity of service etc. DTH offer highly customized
packages and add-one of channels. DTH is a direct competitor of the
cable TV since it puts the broadcaster directly touches with the
consumers.

Dr.Rakesh K. Shukla (2015): This research has outlined the dimensions

of DTH service quality and its relationship with behaviour intensions. A
significant positive relationship was found between DTH service quality
and its dimensions. Network quality, tangibles, Assurance, convenience
and price were found as the main governing dimensions of DTH service
quality. The main purpose of the present research work is to study the
impact of DTH service quality on customers’behaviour intensions.

AvaniManiar (2013): It can be concluded at the end that the DTH TV

should be adopted by more number of families. If it maintains its quality.
There should be facilities which users can easily and can understand the
benefits of using it. The new technology in television should be
introduced at affordable cost so that users will be able to enhance their
TV viewing. It will certainly make the DTH TV more useful. ARITEL and
TATA SKY were the top two DTH service providers and preferred by the
respondents. The respondents were highly satisfied the service providers.

15
 CHAPTER: 3

RESEARCH

MATHODOLOGY
1) Need for research:

The market of dish is very wide and because of technology. New

product (dish TV) with new feature is introduced day by day. The
level of competition is also very high in market (Tata sky &Airtel
dish TV). So, because of this competition the companies have to
invest much more in research area for survival and success.

This research measure the different brand (TATA SKY & ARITEL
DISHCONNECTION) of consumer preference.

2) Problem statement:

“Comparative study between TATA SKY DISH CONNECTION &

AIRTEL DISH CONNECTION in Varachha region.”

3) Objective of study:

 Primary objective:
To compare performance of TATA SKY & AIRTEL DTH connection.

 Secondary objective:
To find out the attributes which are considered by consumer
while purchasing dish TV?

4) Research design:

There are three types of research design,

1. Exploratory research
2. Descriptive research
3. Causal research

16
In this research researcher will use descriptive research design to know
the Comparative study between TATA SKY and AIRTEL DISH TV. A
descriptive study tries to discover answer to the questions who, what,
where, when, and why. Descriptive research because researcher design is
describe through questionnaire.

5) Variable under study:

Following are the variable which has been consider in study.

 Price
 Quality
 Regularity
 Customer satisfaction
 Preference
 Feed back
 Marketing activities
 Innovation
 Availability
 Demand
 Picture clarity
 Requirement of finance.

6) Tools/ Technique for data:

a) Primary data:
Primary data has been collected by direct from respondents with
help of questionnaire.

b) Secondary data:
The researcher had collect some secondary data as to review,
literature, company profile, industry information that will be
available on internet, book, and journals etc.

17
7)Sampling design:

 Sampling technique:
There are two types of sampling design,
1. Probability
2. Non-probability
Researcher has been used non-probability convenience
sampling design.

 Sample size:
The sample size has been 200 respondents.

 Sample unit:
The sampling unit customer in varachha region in surat.

8)Data analysis tools:

For analysis of data Frequencies tables, Cross tab, Graph, chart &
tables has be used with help of Microsoft excel.

9)Limitation of survey:

 Limited area covered.

 Respondent personal bias may affect which is uncontrollable.
 Sometimes respondents not give appropriate response.

18
 CHAPTER: 4

DATA ANALYSIS
 (1)Which brand direct to home do you own?

Frequency
Airtel 100
Tata sky 100
Total 200

120

100 100
100

80
Frequency

60

40

20

0
Airtel Tatasky

Interpretation:

From the above chart 100 respondents are using AIRTEL DTH connection
and 100 respondents are using the TATA SKY DTH connection.

19
 (2) Which kind subscription do you use?

Airtel Tata sky

Monthly 54 23
Yearly 14 36
Six month 16 35
2 Year 16 6
Total 100 100

60
54

50
Respondents

40 36 35

30
23 Airtel
20 16 16 Tatasky
14

10 6

0
Monthly Yearly Six month 2 Year
Responses

Interpretation:

From the above chart it is interpreted that 54 respondents are monthly

subscription in Airtel compare to 23 respondents in Tata sky, 14
respondents are Yearly subscription in Airtel compare to 36 respondents
in Tata sky, 16 respondents are Six month subscription in Airtel compare
to 35 respondents in Tata sky, 16 respondents are 2 Year subscription in
Airtel compare to 6 respondents in Tata sky, out of total 200
respondents.

20
 (3) How did you get to know about this brand?

Airtel Tatasky
News paper 22 32
Retailer 23 26
Magazines 21 17
Friends & Relatives 58 59
Others 2 1

70

60 58 59

50
Respondents

40
32
30 26 Airtel
22 23
21
20 17 Tatasky

10
2 1
0
News Retailer Magazines Friends & Others
paper Relatives
Responses

Interpretation:

From the above chart, it can be interpreted that, 22 respondents are

knownthrough Newspaper in Airtel compare to 32 respondents in Tata
sky, 23 respondents are known through Retailers in Airtel compare to 26
respondents in Tata sky, 21 respondents are known through Magazine in
Airtel compare to 17 respondents in Tata sky, 58 respondents known
through Friends & Relatives in Airtel compare to 59 respondents in Tata
sky, 2 respondents are known through other in Airtel compare to 1
respondent in Tata sky out of 200 respondents.

21
 (4) From where did you purchase the DTH connection?

Airtel Tata sky

Authorized dealer 25 28
Dealer nearby you 62 54
Online 12 17
Other 1 1
Total 100 100

70
62
60
54

50
Respondents

40

30 27 Airtel
25
Tatasky
20 17
12
10
1 1
0
AuthorizedDealer
dealernearby you
Online Other
Responses

Interpretation:

From the above chart, it can be interpreted that, 25 respondents are

purchase the DTH connection from Authorized dealers in Airtel compare
to 27 respondents in Tata sky, 62 respondents purchase the DTH
connection from Dealer nearby you in Airtel compare to 54 respondents
in Tata sky, 12 respondents are purchase DTH connection from online in
Airtel compare to 17 respondents in Tata sky, 1 respondent are purchase
the DTH connection from other in both Airtel & Tata sky out of total 200
respondents.Tata sky and Airtel dish TV most stop purchase on dealer
near on respondents.

22
 (5) What percentage of discount you get from the dealer?

Airtel Tatasky
5% 24 21
10% 4 8
No discount 69 47
Voucher offer 3 24
Total 100 100

80
69
70

60
Respondents

50 47

40

30 Airtel
24 24
21
Tatasky
20
8
10 4 3
0
5% 10% No Voucher
discount offer
Responses

Interpretation:

From the above chart, it can be interpreted that, 5% discount of 24

respondents in Airtel compare to 21 respondents in Tata sky, 10%
discount of 4 respondents in Airtel compare to 8 respondents in Tata sky,
No discount of 69 respondents in Airtel compare to 47 respondents in
Tata sky, Voucher offerof the 3 respondents in Airtel compare to 24
respondents in Tata sky out of total 200 respondents. Tata sky provide
voucher offer Airtel also provide but responder not follow that discount
not voucher effective on customer think.

23
 (6) Rate the service of the after sales person on the basis of
following:

1. Reasonable price

Airtel Tata sky

Highly agree 43 44
Agree 51 50
Neutral 6 6
Total 100 100

60

51 50
50
43 44
Respondents

40

30
Airtel

20 Tatasky

10 6 6

0
Highly agree Agree Neutral
Responses

Interpretation:

From the above chart it is interpreted that, for the “Reasonable price” 43
respondents rates are highly agree in Airtel, compare to 44 respondents
in Tata sky 51 respondents rates as agree compare to 50 respondents in
Tata sky,6 respondents rates as neutral both Airtel & Tatasky. More and
more people agree to use on selected DTH connection respondents agree
on subscription price.

24
 2. Good Offer/Schemes

Airtel Tata sky

Highly agree 4 8
Agree 47 50
Neutral 49 38
Disagree 0 4
Total 100 100

60
50 49
50 47
Respondents

40 38

30
Airtel
20
Tatasky
10 8
4 4

0
Highly Agree Neutral Disagree
agree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Offer” 4 respondents
rates as highly agree in Airtel compare to 8 respondents in Tata sky, 47
respondents rates as agree in Airtel compare to 50 respondents in Tata
sky,49 respondents rates as neutral in Airtel compare to 38 respondents
in Tata sky, 4 respondents rates as disagree in Airtel DTH connection.
Offer providing bye this two DTH connection respondents satisfy to
provide offer more respondents agree on DTH connection Offer.

25
 3. Good Response from the staff

Airtel Tata sky

Highly agree 21 15
Agree 62 70
Neutral 14 15
Disagree 2 0
Highly disagree 1 0
Total 100 100

80
70
70
62
60
Respondents

50

40

30 Airtel
21
Tatasky
20 15 14 15
10
2 1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpretation that, for the “Response of the
staff” 21 respondents rates as highly agree in Airtel compare to 15
respondents in Tata sky, 62 respondents rates as agree in Airtel compare
to 70 respondents in Tata sky,14 respondents rates as neutral in Airtel
compare to 15 respondents in Tata sky, 2 respondents rates as disagree
in Airtel DTH connection, 1 respondent rates as highly disagree in Airtel
DTH connection. On this chart inform more respondents agree on Tata
sky. Compare to Airtel dish TV on responses for the provide staff.

26
 4. Easy available of product

Airtel Tata sky

Highly agree 56 55
Agree 41 40
Neutral 3 5
Total 100 100

60 56 55

50

41 40
40
Respondents

30 Airtel
Tatasky
20

10
5
3

0
Highly agree Agree Neutral
Responses

Interpretation:

From the above chart it is interpreted that, for the “Easy available of
product” 56 respondents rates as highly agree in Airtel compare to 55
respondents in Tata sky, 41 respondents rates as agree in Airtel compare
to 40 respondents in Tata sky, 3 respondents rates as neutral in Airtel
compare to 5 respondents in Tata sky to after sales services. On this
chart inform more responder highly agree on Airtel and Tata sky DTH
connection. Both DTH connection are easy available on market responder
easy achieve to the Airtel and Tata sky DTH connection.

27
 5. Helpfulness of staff

Airtel Tata sky

Highly agree 13 10
Agree 64 77
Neutral 22 13
Disagree 1 0
Total 100 100

90
80 77

70 64
Respondents

60
50
40
Airtel
30 22
Tatasky
20 13 13
10
10
1
0
Highly Agree Neutral Disagree
agree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Helpfulness of staff”
13 respondents rates as highly agree in Airtel compare to 10 respondents
in Tata sky, 64 respondents rates as agree in Airtel compare to 77
respondents in Tata sky, 22 respondents rates as neutral in Airtel
compare to 13 respondents in Tata sky,1 respondent rates as disagree to
Airtel DTH connection in after sales services.

28
 6. Good picture quality

Airtel Tata sky

Highly agree 26 26
Agree 67 68
Neutral 6 6
Disagree 1 0
Total 100 100

80

70 67 68

60
Respondents

50

40

30 26 26 Airtel

20
Tatasky

10 6 6
1
0
Highly Agree Neutral Disagree
agree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Good picture quality”
26 respondents rates as highly agree both Airtel & Tatasky DTH
connection, 67 respondents rates as agree in Airtel compare to 68
respondents in Tata sky, 6 respondents rates as neutral in both Airtel &
Tatasky DTH connection, 1 respondent rates as disagree in Airtel DTH
connection after sales services. So, more respondents agree on quality of
picture.

29
 7. Good Sound quality

Airtel Tata sky

Highly agree 18 21
Agree 60 59
Neutral 18 19
Disagree 4 1
Total 100 100

70
60 59
60

50
Respondents

40

30
Airtel
21
18 18 19
20 Tatasky
10 4
1
0
Highly Agree Neutral Disagree
agree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Good sound quality”
18 respondents rates as highly agree in Airtel compare to 21 respondents
in Tata sky, 60 respondents rates as agree in Airtel compare to 59
respondents in Tata sky, 18 respondents rates as neutral in Airtel
compare to 19 respondents in Tata sky,4 respondents rates as disagree
in Airtel compare to 1 respondent in Tata sky DTH connection into after
sales services. So, more responders agree on quality of sound.

30
 8. More no. of channel

Airtel Tata sky

Highly agree 22 25
Agree 60 60
Neutral 15 13
Disagree 1 1
Highly disagree 2 1
Total 100 100

70
60 60
60

50
Respondents

40

30 25 Airtel
22
20 Tatasky
15
13
10
1 1 2 1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “More no. of channel”
22 respondents rates as highly agree in Airtel compare to 25 respondents
in Tata sky DTH connection, 60 respondents rates as agree in both Airtel
& Tatasky DTH connection, 15 respondents rates as neutral in Airtel
compare to 13 respondents in Tata sky, 1 respondents rates as disagree
in both Airtel & Tatasky DTH connection 2 respondents rates as highly
disagree in Airtel compare to 1 respondents in Tata sky DTH connection
to after sales services.

31
 9. Advertisement

Airtel Tata sky

Highly agree 28 18
Agree 57 70
Neutral 12 9
Disagree 2 2
Highly disagree 1 1
Total 100 100

80
70
70

60 57
Respondents

50

40

30
28 Airtel
20
18 Tatasky
12
9
10
2 2 1 1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Advertisement” 28

respondents rates as highly agree in Airtel compare to 18 respondents in
Tatasky, 57 respondents rates as agree in Airtel compare to 70
respondents in Tatasky, 12 respondents rates as neutral in Airtel
compare to 9 respondents in Tatasky, 2 respondents rates as disagree
both Airtel & Tatasky DTH connection 1 respondent rates as highly
disagree both Airtel &Tatasky DTH connection to after sales services.

32
 10. Brand image

Airtel Tata sky

Highly agree 54 61
Agree 37 35
Neutral 7 3
Disagree 2 1
Total 100 100

70
61
60
54

50
Respondents

40 37
35

30
Airtel
20 Tatasky

10 7
3 2 1
0
Highly Agree Neutral Disagree
agree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Brand image” 54
respondents rates as highly agree in Airtel compare to 61 respondents in
Tata sky, 37 respondents rates as agree in Airtel compare to 35
respondents in Tata sky, 7 respondents rates as neutral in Airtel
compare to 3 respondents in Tata sky, 2 respondents rates as disagree in
Airtel compare to 1 respondents in Tata sky DTH connection to after
sales services.

33
 11. Feedback & Solution

Airtel Tata sky

Highly agree 12 12
Agree 66 73
Neutral 17 14
Disagree 4 1
Highly disagree 1 0
Total 100 100

80
73
70 66

60
Respondents

50

40
Airtel
30
Tatasky
20 17
14
12 12
10
4
1 1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Feedback & Solution”
12 respondents rates as highly agree both Airtel & Tatasky DTH
connection, 66 respondents rates as agree in Airtel compare to 73
respondents in Tata sky, 17 respondents rates as neutral in Airtel
compare to 14 respondents in Tata sky, 4 respondents rates as disagree
in Airtel compare to 1 respondent in Tata sky, 1 respondents rates as
highly disagree in Airtel DTH connection to after sales services.

34
 12. Innovation

Airtel Tata sky

Highly agree 11 7
Agree 45 56
Neutral 38 34
Disagree 5 3
Highly disagree 1 0
Total 100 100

60 56

50
45

40 38
34
Respondents

30
Airtel
20 Tatasky
11
10 7
5
3
1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Innovation” 11

respondents rates as highly agree in Airtel compare to 7 respondents in
Tata sky, 45 respondents rates as agree in Airtel compare to 56
respondents in Tata sky, 38 respondents rates as neutral in Airtel
compare to 34 respondents in Tata sky, 5 respondents rates as disagree
in Airtel compare to 3 respondents in Tata sky 1 respondent rates as
highly disagree in Airtel DTH connection to after sales services.

35
 13. Price of installation

Airtel Tata sky

Highly agree 7 6
Agree 44 54
Neutral 44 38
Disagree 4 2
Highly disagree 1 0
Total 100 100

60
54

50
44 44

38
Respondents

40

30
Airtel
20 Tatasky

10 7 6
4
2 1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Price of Installation” 7
respondents rates as highly agree in Airtel compare to 6 respondents in
Tata sky, 44 respondents rates as agree in Airtel compare to 54
respondents in Tata sky, 44 respondents rates as neutral in Airtel
compare to 38 respondents in Tata sky, 4 respondents rates as disagree
in Airtel compare to 2 respondents in Tatasky, 1 respondent rates as
highly disagree in Airtel DTH connection to after sales services.

36
 14. Network Quality

Airtel Tata sky

Highly agree 16 14
Agree 64 74
Neutral 18 11
Disagree 2 1
Total 100 100

80 74
70 64
60
Respondents

50

40

30 Airtel
18 Tatasky
20 16 14
11
10
2 1
0
Highly Agree Neutral Disagree
agree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Network Quality” 16
respondents rates as highly agree in Airtel compare to 14 respondents in
Tata sky, 64 respondents rates as agree in Airtel compare to 74
respondents in Tata sky, 18 respondents rates as neutral in Airtel
compare to 11 respondents in Tata sky, 2 respondents rates as disagree
in Airtel compare to 1 respondent in Tata sky DTH connection so, more
responders agree on network quality.

37
 15. Home delivery

Airtel Tata sky

Highly agree 42 49
Agree 36 36
Neutral 18 12
Disagree 3 3
Highly disagree 1 0
Total 100 100

60

49
50
42
40
Respondents

36 36

30
Airtel
20 18 Tatasky
12
10
3 3
1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Home delivery” 42
respondents rates as highly agree in Airtel compare to 49 respondents in
Tata sky, 36 respondents rates as agree in Airtel both Airtel & Tatasky
DTH connection, 18 respondents rates as neutral in Airtel, compare to 12
respondents in Tata sky 3 respondents rates as disagree in both
Airtel&Tatasky, 1 respondent rates as highly disagree in Airtel DTH
connection.

38
 16. Improved Audio quality

Airtel Tata sky

Highly agree 7 10
Agree 31 30
Neutral 49 51
Disagree 12 9
Highly disagree 1 0
Total 100 100

60
51
49
50
Respondents

40
31 30
30
Airtel
20
Tatasky
12
10 9
10 7
1
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Improved Audio
quality” 7 respondents rates as highly agree in Airtel compare to 10
respondents in Tata sky, 31 respondents rates as agree in Airtel compare
to 30 respondents in Tata sky, 49 respondents rates as neutral in Airtel
compare to 51 respondents in Tata sky, 12 respondents rates as disagree
in Airtel compare to 9 respondents in Tatasky, 1 respondent rates as
highly disagree in Airtel DTH connection to after sales services. So, more
responders neutral on Audio quality.

39
 17. Variety of channel package

Airtel Tata sky

Highly agree 44 48
Agree 44 48
Neutral 9 4
Disagree 1 0
Highly disagree 2 0
Total 100 100

60

50 48 48
44 44
Respondents

40

30
Airtel
20 Tatasky
9
10
4
1 2
0
Highly Agree Neutral Disagree Highly
agree disagree
Responses

Interpretation:

From the above chart it is interpreted that, for the “Variety of channel
package” 44 respondents rates as highly agree in Airtel compare to 48
respondents in Tata sky, 44 respondents rates as agree in Airtel compare
to 48 respondents in Tata sky, 9 respondents rates as neutral in Airtel;
compare to 4 respondents in Tatasky, 1 respondent rates as disagree in
Airtel DTH connection, 2 respondents rates as highly disagree in Airtel
DTH connection to after sales services. So, more responders are highly
agreed and agree on variety of channel package.

40
 (7) How the product has reached to you at home?

Airtel Tata sky

You yourself have taken 19 24
Dealer has provided you
81 76
with a service
Total 100 100

90
81
80 76

70
Respondents

60
You yourself have
50
taken
40
30 24 Dealer has
20
19 provided you with
a service
10
0
Airtel Tatasky
Responses

Interpretation:

From the above chart it is interpreted that, 43 respondents your self have
taken reached to your home157 respondents dealer has provided you’re
with a service reached to your home.compare two dish Tata sky and
Airtel DTH connection most stop dealer provided with service reached to
customer home Airtel DTH connection compare to Tata sky DTH
connection.

41
 PERSONAL INFORMATION

Gender:

Airtel Tatasky
Male 59 64
Female 41 36
Total 100 100

70 64
59
60

50
Respondents

41
40 36

30 Male
Female
20

10

0
Airtel Tatasky
Responses

Interpretation:

From above chart it can be interpreted that, out of total 200 respondents
123 respondents are male and 77 respondents are female

So, it seems that most of respondents are male.

42
Occupation:

Airtel Tata sky

Business man 36 20
Student 19 28
Employee 31 43
Other 14 9

50
45 43

40
36
35
Respondents

31
30 28

25
20 19
20 Airtel
14
15 Tatasky
9
10
5
0
Business Student Employee Other
man
Responses

Interpretation:

From above chart it can be interpreted that, 57 respondents are Business

man, 47 respondents are Student, 73 respondents are Employee, and 23
respondents are others.

43
CHEPTER: 5

FINDINGS
 In Airtel DTH connection more respondents subscribe the Monthly
pack and for the Tata sky DTH connection more respondents
subscribe the Yearly pack.
 Majority of respondents are known about this brand from Friends
& Relatives.
 Majority of respondents purchase the DTH connection more
respondents purchase the both from dealer nearby home.
 Majority of discount in both Airtel and Tata sky DTH connection
are notgetting any discount from the dealer.
 Airtel and Tata sky DTH connection Favorable factors like, Good
offer/Schemes, Good response from the staff, Helpfulness of staff,
Good picture quality, Good sound quality, More no. of channels
Advertisement, Feedback & Solution, Innovation, Price of
Installation, network quality, Home delivery, Improved Audio
quality
 Airtel and Tata sky DTH connection another unfavorable factors
like, Reasonable price, Easy available of product, Brand image,
Variety of channel package.

44
CHAPTER: 6

CONCLUSION
From the survey, it is clear that 200 respondent of surat city in varachha
prefer compare to Tata sky and Airtel dish DTH connection. All the above
data, analysis & data available and considering the situation of the study
we can conclude that most of use and batter image on customer minded
on varachha area. It will be continuing for the future also.

Customer are agree to dish all the character on Tata sky and Airtel DTH
connection very small different on responded mind by this study of two
dish TATA SKY and AIRTEL DTH connection.

So, we can easily conclude by saying that research both Airtel & Tatasky
DTH connection use in Varachha. But more increase in market share on
AIRTEL DTH connection compare to TATA SKY DTH connection.

46
CHAPTER: 7

BIBLOGRAPHY
WEBSITES

 www.wkipedia.org
 www.airteltv.com
 www.indiatelevision.com
 www.financialexpress.com
 http://www.airtel.in
 “Marketing Management” by Philips kotler
CHAPTER: 8

ANNEXURE
 QUESIONNAIRE

IGajera Pinal P. student of J.D.G. Commerce College and Shree Swami

Atmanand Saraswati College of management. As I am doing research
“COMPARATIVE STUDY BETWEEN TATA SKY DISH TV AND AIRTEL
DISH TV” so I want your valuable feedback regarding your satisfaction
level so please you spends few minute from your valuable time to
answers the following questions? This study is for academic purpose only
no information shall be disclosed anywhere.

(1) Which brand direct to home do you own?

Airtel Dish TV Tata Sky Dish TV

(2) Which kind subscription do you use?

Monthly Yearly

Six month 2 Year

(3) How did you get to know about this brand?

Newspaper Retailers

Magazines Friends & Relatives

Other…………….
(4) From where did you purchase the DTH connection?
Authorized dealers Dealer nearby you

Online Others

(5) What percentage of discount you get from the dealer?

5% 10%

No discount Voucher offer

 (6) Rate the service of the after sales person on the basis of
following:

Criteria Highly Agree Neutral Disagree Highly

Agree disagree
Reasonable price
Good
Offer/Schemes
Good Response
from the staff
Easy available of
product
Helpfulness of staff
Good picture quality
Good sound quality
More no. of channel
Advertisement
Brand image
Feedback &Solution
Innovation
Price of Installation
Network Quality
Home delivery
Improved Audio
quality
Variety of channel
package

(7) How the product has reached to you at home?

You yourself have taken

Dealer has provided you with a service.

PERSONEL INFORMATION

Name:………………………………..

Gender: Male Female

Contact no.:……………………….
Occupation:
Business man Student

Employee Other