rcom project report by gaurav singh(lucknow)

8/14/2019 RCOM Project Report By GAURAV SINGH(LUCKNOW)

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Brief StudyOn

TELECOM SERVICES OF RELI NCE

COMMUNICATION

PROJECT REPORT

Submitted for Partial fulfillment for the Award of the

Degree of

BACHELOR OF BUSINESS ADMINISTRATION

(2007 2010)

INTERNET INSTITUTE FOR SPECIAL EDUCATION

Kanchana Bihari Marg, Kalyanpur, LUCKNOW

Presented to:

Presented by:

Mr. AMRIT ANAND

GAURAV SINGH


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(Project Head) (Student

of IISE, Lucknow)

ACKNOWLEDGEMENT

An undertaking of work life, this is never an outcome of a single person; rather it bearsthe imprints of a number of people who directly or indirectly helped me in completing thepresent study. I would be failing in my duties if I dont say a word of thanks to all thosewho made my training period educative and pleasurable one.

Iam thankful to RELIANCE COMMUNICATIONS, for giving me an opportunity to dosummer training in the company. I have gained enriching experiences, learned a lot andbecome more matured as an individual.

I am deeply indebted to my project guide Mr. Amrit Anand (Project Head) , for givingme his valuable time, advice, guidance, encouragement and help during the course ofmy project.

My heart full thanks to the whole staff and customers (Corporate) of Reliance

Communication Ltd, who gave me continuous support in every possible manner to gainpractical knowledge in Industry.

Finally I would like thank all lecturers, friends and my family for the kind of support andto all who directly or indirectly helped me in preparing this project report and special

thanks to website- www.rcom.co.in.

And at last I am thankful to all divine light and my parents, who kept my Motivation andzest for knowledge always high through the tides of time.

Date:
http://www.rcom.co.in/http://www.rcom.co.in/


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Place: LUCKNOW GAURAV SINGH

CERTIFICATEOF ORIGINALITY

This is to certify that the project entitled TELECOM SERVICE INRELIANCE COMMUNICATION, being submitted for the partial fulfillmentof degree of B.B.A 2007-2010, is a record of work carried out by ShilpiSaxena under my guidance and supervision.

This is to further certify that the student has attended the Reliance

Communications, Lucknow for the 7 weeks after the fourth semester

theory exams. Her work has been satisfactory and commendable.

I wish him success in his life.

Mr. Amrit Anand(Project Head)

H.R. DepartmentReliance Communication.


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.

CERTIFICATE OF COMPLETION

This is to certify that Mr. Gaurav Singh, 5th semester of IISE, Lucknow, hasundergone training from 29th June 2009 to 15th August 2009 at RelianceCommunications, Lucknow under my specialized guidance and wasworking on project entitled TELECOM SERVICE IN RELIANCECOMMUNICATION.

During this period he has successfully completed the project according tothe requirements specified, and report duly submitted. I am very pleasedwith the quality of work, which he has shown, and wishes him the best forhis future.

Date:Mr. Amrit Anand

Project Head Place:H.R. Department Reliance Communications


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DECLARATION

I GAURAV SINGH, hereby declare that the report of the project entitledTELECOM SERVICE IN RELIANCE COMMUNICATION has not been

presented as a part of any other academic work, to get my degree or

certificate, except IISE, Lucknow for the fulfillment of the degree of

Bachelor of Business Administration.


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GAURAV SINGH

PREFACE

These days institutes have started giving more stress on the management

training , as it is the interface of a management student with the culture ofthe corporate world and it also gives the first hand experience to use the

knowledge acquired by them in the corporate world.

My institute has also been looking in the same direction and is determined

to produce quality students who have a balanced knowledge of both

theoretical aspects and the practical knowledge as well.

Herein I got to do a project for the Reliance Communication, which was

basically to know theTelecom Service in Reliance Communication.

The main objective of the project is to study the Telecom Services at

Reliance Communications. The project also gives detailed information

about Reliance Communications through the history of RelianceCommunications which also highlights the recent trend followed by the

Reliance Communications.


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CONTENTS

Chapter 1 Companys Profile

1. Overview

2. Vision

3. Chairmans Profile

4. Business

5. Reliance Group

6. Organisational Setup

Chapter 2 Main Studies

1. Introduction of the Topic

2. Apply Six Sigma

3. The problems being faced

4. What does Company expect to do by solving the problem

Chapter 3 Methodologies

1. Research problem

2. Research Objective & sub- objective

3. Information Requirement4. Sources of information

5. Product & schemes

6. Research methodology

Chapter 4 Data Analysis & Interpretation

1. Data Interpretation & Finding of customer Survey

2. Market share of mobile subscribers

3. Performance Snapshot

Chapter 5 Conclusions

1. Conclusion

2. Finding

Chapter 6 Suggestions Appendices


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1. Bibliography

2. Questionnaire

CHAPTER - 1

Companys Profile

1. Overview2. Vision

3. Chairmans Profile

4. Business

5. Reliance Group

6. Organizational Setup


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1.Overview

The Late Dhirubhai Ambani dreamt of a digital India an India where the common manwould have access to affordable means of information and communication. Dhirubhai,who single-handedly built Indias largest private sector company virtually from scratch,had stated as early as 1999: Make the tools of information and communicationavailable to people at an affordable cost. They will overcome the handicaps of illiteracyand lack of mobility.

It was with this belief in mind that Reliance Communications (formerly RelianceInfocomm) started laying 60,000 route kilometres of a pan-India fibre optic backbone.This backbone was commissioned on 28 December 2002, the auspicious occasion ofDhirubhais 70th birthday, though sadly after his unexpected demise on 6 July 2002.

Reliance Communications has a reliable, high-capacity, integrated (both wireless andwireline) and convergent (voice, data and video) digital network. It is capable ofdelivering a range of services spanning the entire infocomm (information andcommunication) value chain, including infrastructure and services for enterprises aswell as individuals, applications, and consulting.

Today, Reliance Communications is revolutionising the way India communicates andnetworks, truly bringing about a new way of life.

2.Vision

We will leverage our strengths to execute complex global-scale projects to facilitateleading-edge information and communication services affordable to all individualconsumers and businesses in India.

We will offer unparalleled value to create customer delight and enhance businessproductivity.

We will also generate value for our capabilities beyond Indian borders and enablemillions of India's knowledge workers to deliver their services globally.


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3.Chairmans Profile

Anil D. Ambani

Regarded as one of the foremost corporate leaders of contemporary India,Shri Anil DAmbani, 48, is the chairman of all listed companies of the Reliance ADA Group, namely, RelianceCommunications, Reliance Capital, Reliance Energy and Reliance Natural Resources limited.

He is also Chairman of the Board of Governors of Dhirubhai Ambani Institute of Information andCommunication Technology, Gandhi Nagar, Gujarat.

Till recently, he also held the post of Vice Chairman and Managing Director of Reliance IndustriesLimited (RIL), Indias largest private sector enterprise.

Anil D Ambani joined Reliance in 1983 as Co-Chief Executive Officer, and was centrally involved inevery aspect of the companys management over the next 22 years.

He is credited with having pioneered a number of path-breaking financial innovations in the Indian

capital markets. He spearheaded the countrys first forays into the overseas capital markets withinternational public offerings of global depositary receipts, convertibles and bonds. Starting in 1991,he directed Reliance Industries in its efforts to raise over US$ 2 billion. He also steered the 100-yearYankee bond issue for the company in January 1997.

He is a member of:

Wharton Board of Overseers, The Wharton School, USA

Central Advisory Committee, Central Electricity Regulatory Commission

Board of Governors, Indian Institute of Management, Ahmedabad

Board of Governors Indian Institute of Technology, Kanpur

In June 2004, he was elected for a six-year term as an independent member of the Rajya Sabha,Upper House of Indias Parliament a position he chose to resign voluntarily on March 25, 2006.

Awards and Achievements: Conferred the CEO of the Year 2004 in the Platts Global Energy Awards Rated as one of Indias Most Admired CEOs for the sixth consecutive year in the Business

Barons TNS Mode opinion poll, 2004 Conferred The Entrepreneur of the Decade Award by the Bombay Management

Association, October 2002 Awarded the First Wharton Indian Alumni Award by the Wharton India Economic Forum

(WIEF) in recognition of his contribution to the establishment of Reliance as a global leader inmany of its business areas, December 2001.

1.Business

Reliance Communications is the flagship company of the Anil Dhirubhai Ambani Group (ADAG) ofcompanies. Listed on the National Stock Exchange and the Bombay Stock Exchange, it is Indias


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leading integrated telecommunication company with over 85 million customers.

Our business encompasses a complete range of telecom services covering mobile and fixed linetelephony. It includes broadband, national and international long distance services and data servicesalong with an exhaustive range of value-added services and applications. Our constant endeavour isto achieve customer delight by enhancing the productivity of the enterprises and individuals weserve.

Reliance Mobile (formerly Reliance India Mobile), launched on 28 December 2002, coinciding withthe joyous occasion of the late Dhirubhai Ambanis 70th birthday, was among the initial initiatives ofReliance Communications. It marked the auspicious beginning of Dhirubhais dream of ushering in adigital revolution in India. Today, we can proudly claim that we were instrumental in harnessing thetrue power of information and communication, by bestowing it in the hands of the common man ataffordable rates.

We endeavour to further extend our efforts beyond the traditional value chain by developing anddeploying complete telecom solutions for the entire spectrum of society.

2.Reliance GroupReliance Anil Dhirubhai Ambani Group, an offshoot of the Reliance Group founded by ShriDhirubhai H Ambani (1932-2002), ranks among Indias top three private sector business houses interms of net worth. The group has business interests that range from telecommunications (RelianceCommunications Limited) to financial services (Reliance Capital Ltd) and the generation anddistribution of power (Reliance Infrastructure Limited).

Reliance ADA Groups flagship company, Reliance Communications, is India's largest privatesector information and communications company, with over 85 million subscribers. It has establisheda pan-India, high-capacity, integrated (wireless and wireline), convergent (voice, data and video)

digital network, to offer services spanning the entire infocomm value chain.

Other major group companies Reliance Capital and Reliance Infrastructure are widelyacknowledged as the market leaders in their respective areas of operation.

Reliance Energy Ltd.Reliance Mutual Fund
http://rel.co.in/http://www.reliancemutual.com/http://www.reliancemutual.com/http://rel.co.in/http://rel.co.in/http://www.reliancemutual.com/


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Harmony

Reliance Communications

Reliance Life InsuranceReliance Anil Dhirubhai Ambani Group

Reliance General InsuranceReliance Portfolio Management Service

Reliance Big Entertainment

3.Organizational Structure
http://www.harmonyindia.org/http://www.rcom.co.in/http://www.reliancelife.co.in/http://www.relianceadagroup.com/http://www.reliancegeneral.co.in/insurance/home.htmlhttps://www.reliancepms.com/webfincrm/login.jsp;jsessionid=F0A3B295058BD4A2CDDE976E5C6F4D4Fhttp://www.rbe.co.in/http://www.rbe.co.in/https://www.reliancepms.com/webfincrm/login.jsp;jsessionid=F0A3B295058BD4A2CDDE976E5C6F4D4Fhttp://www.reliancegeneral.co.in/insurance/home.htmlhttp://www.relianceadagroup.com/http://www.reliancelife.co.in/http://www.rcom.co.in/http://www.harmonyindia.org/http://www.harmonyindia.org/http://www.rcom.co.in/http://www.reliancelife.co.in/http://www.relianceadagroup.com/http://www.reliancegeneral.co.in/insurance/home.htmlhttps://www.reliancepms.com/webfincrm/login.jsp;jsessionid=F0A3B295058BD4A2CDDE976E5C6F4D4Fhttp://www.rbe.co.in/


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CHAPTER 2

Main Studies

1. Introduction of the topic2. Apply Six Sigma3. The problems being faced4. What does company expect to

do by solving the problem

1. Introduction of the topic

What is SWOT Analysis?


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SWOT analysis is a basic, straightforward model that provides direction and serves as a basis forthe development of marketing plans. It accomplishes this by assessing an organizations strengths(what an organization can do) and weaknesses (what an organization cannot do) in addition toopportunities (potential favorable conditions for an organization) and threats (potential unfavorableconditions for an organization). SWOT analysis is an important step in planning and its value is oftenunderestimated despite the simplicity in creation. The role of SWOT analysis is to take theinformation from the environmental analysis and separate it into internal issues (strengths andweaknesses) and external issues (opportunities and threats). Once this is completed, SWOT

analysis determines if the information indicates something that will assist the firm in accomplishingits objectives (a strength or opportunity).

SWOT analysis is a general technique which can be applied across diverse functions and activities,but it is particularly appropriate to the early stages of planning for a TIPD visit. Performing SWOTanalysis involves generating and recording the strengths, weaknesses, opportunities, and threatsrelating to a given task. It is customary for the analysis to take account of internal resources andcapabilities (strengths and weaknesses) and factors external to the organization (opportunities andthreats).

SWOT analysis can provide:

A framework for identifying and analyzing strengths, weaknesses, opportunities and threats.

This checklist is for those carrying out, or participating in, SWOT analysis. It is a simple, populartechnique which can be used in preparing or amending plans, in problem solving and decisionmaking.

Illustrative diagram of SWOT analysis If SWOT analysis does not start with defining a desired endstate or objective, it runs the risk of being useless. A SWOT analysis may be incorporated into thestrategic planning model. An example of a strategic planning technique that incorporates anobjective-driven SWOT analysis is SCAN analysis. Strategic Planning, including SWOT and SCANanalysis, has been the subject of much research.

Strengths: attributes of the organization those are helpful to achieving the objective.Weaknesses: attributes of the organization those are harmful to achieving the objective.Opportunities: external conditions those are helpful to achieving the objective.Threats: external conditions that is harmful to achieving the objective.

SWOT analysis can be used for all sorts of decision-making, and the SWOT template enablesproactive thinking, rather than relying on habitual or instinctive reactions.

The SWOT analysis template is normally presented as a grid, comprising four sections, one for eachof the SWOT headings: Strengths, Weaknesses, Opportunities, and Threats. The free SWOTtemplate below includes sample questions, whose answers are inserted into the relevant section ofthe SWOT grid. The questions are examples, or discussion points, and obviously can be altereddepending on the subject of the SWOT analysis. Note that many of the SWOT questions are also

talking points for other headings - use them as you find most helpful, and make up your own to suitthe issue being analyzed. It is important to clearly identify the subject of a SWOT analysis, becausea SWOT analysis is a perspective of one thing, be it a company, a product, a proposition, and idea,a method, or option, etc.

Here are some examples of what a SWOT analysis can be used to assess:

a company (its position in the market, commercial viability, etc)

a method of sales distribution


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a product or brand

a business idea

a strategic option, such as entering a new market or launching a new product

a opportunity to make an acquisition

a potential partnership

changing a supplier outsourcing a service, activity or resource

an investment opportunity

RELIANCE COMMUNICATION LIMITED

1. Apply Six Sigma(Fishbone diagram)

STRENGTH

Low entry cost

Commission structure

Fast activation process

Network

Connectivity

Data GPRS

WEAKNESS

Branding image

Distribution problem

Limited product portfolio only

mobile

Lack of competitive strength

Limited budget

OPPORTUNITY

Preference of GSM over CDMA

New specialist application

Rural telephony

New market, vertical , horizontal

Competitors vulnerabilities

THREAT

Political destabilization

New entrants

IT development

Market demand

Seasonality, Weather effects


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2. Problems being faced

Lack of communication between retailers and distributor

Lack of improper distribution channel

Competitors

Not regular visit of DSE and Runner

All retailers are not aware of new scheme of RCOM

Lack of sales promotion and advertisement

Retailer doesnt get claim at proper time


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No visit of TSM or any other person to the retailers shop

3. What does company expect to do

by solving the problem

Customer Satisfaction

Retailer Satisfaction Increase in Sale

Sales Promotion

Proper Distribution Channel


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CHAPTER 3

Methodologies1. Research problem

2. Research objective & sub - objective

3. Information requirement

4. Sources of information

5. Product & schemes

6. Research methodology

1. Research problem

Collection of Data of other companies Tata indicom, Airtel & BSNL

Retailers some time gives wrong data

Limitation of time and money

1. Research objective & sub objective

Objective

To know the demand of Rcom bundle offer along with LGRD 3000 and 6100 as

Ill as the demand of Rcom Bachat pack Sim in the market


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To help in development and introduction of new product

To identify the company position among competitors

To determine those factors which persuade retailers for sale of RCOM

sims/product

To find out which type of schemes retailers prefer and why?

To study the effect of irregular supply on the sale of the product

Sub objective

To compare the Airtel and Tata indicom Bundle offer with RDLG 3000, 3500 &

6100 for analyzing the status of RCOM Bundle Offer

To identify the Market share of RCOM

To find out the basic problems of retailers

To find out the performance of Distributor

To find out the basic problems of Channel of Distributor

To find out the Claims pending of Retailers

1. Information requirement

Complete Price structure of Rcom, Airtel & Tata indi.offer which includes:

Sim Processing Fees

Discount Offered

Schemes offered

Service Tax


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2. Sources of information

Data collected from the Company

Secondary Data

Internet

Retailers

Distributor

Sales Executives

Other Trainees (Runner)

3. Products & Schemes

RELIANCE PRODUCT

Reliance Base Phone

Reliance Mobile

Reliance Data Card

Reliance Voucher, E-Recharge

Reliance PCO


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Reliance Broad Band

RELIANCE SCHEMES

Postpaid Plans

STD LOCAL STD STD + ROAMING

Plan nameRIO 129 My local 299R My STD 375R My truly unlimited

on net

Rental 129 299 375 995

Clip 0 0 0

Plan Charges 0

Monthly commitment 129 299 375 995

Free SMS(Rs)0

Rs 995 worth local &national SMS

Free intra circle talk time worthRs. NA

Rs 150 Local onnet &Rs 150 local offnet Rs 375

Intra circle

On Net 1 0.50 0.5 0

Cell 1 0.50 0.5 0.5

Fixed 1 0.50 0.5 0.5

Inter circle

On Net 1 1.5 1 0

Cell 1 1.5 1 1

Fixed 1 1.5 1 1

International

US, Canada,Fixed Lines inEurope,Australia,Newzealandand South East Asia

6.00 6.40 6.40 6.40

Mobile phones in Europe,SAARC,Gulf,MiddleEast,UAE,Africa and Rest ofthe world.

8.00 9.19 9.19 9.19

Bissau,Nauru,Norflokisland,SaoTome,Sakhalin,SolomomnIsland,Tokelau,Tuvalu,Vanuatu

40.00 40.00 40.00 40.00

Rate /SMS(164 characters)

Local SMS 1 1 1 1

National SMS 2 2 2 2

International SMS 5 5 5 5

Onnet Pack Rental

First 1000 Mins Free-RIM andFWP then 15paise.

225 150 125 99

SMS Onnet Pack Rental 50 50 50 50

Roaming Rates

Local


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Onnet 1 1 1 Free

Off net 1 1 1 0.5

Landine 1 1 1 0.5

STD1.5 1.5 1.5

On net free / Others1/min

Incoming 1 1 1 0

Prepaid Plans

Benefit MRP

All calls @ Rs.1 Rs.35

Reduces Local call rates upto 30% Rs.49

Reduces Local call rates upto 50%. All STD & Roaming Calls @ Rs.1 Rs.79

Reduces Local call rates upto 30%. All STD & Roaming Calls @ Rs.1 + Get Talktime Rs.98

Unlimited calling to any Local Reliance Mobile Rs.249

Unlimited calling to any Reliance Mobile anywhere in India Rs.999

MRP Rs.999 Rs.249 Rs. 195 Rs. 144Rs.99

Rs. 79Rs.49

Rs. 34 Rs. 35 Rs. 39

Benefit avilable for(Days) 30 30 30 180 30 30 30 30 30 30

Local

Reliance Mobile(CDMA Only)

Free Free1000

minutesfree

Rs.0.60

Rs.0.33

Rs.0.50

Rs.0.33

Rs.0.60 Rs.1.00Rs.0.50 (2n

min onwardReliance Fixed

Rs.0.50

Rs.0.49

Rs. 0.99Other Mobile Rs.0.49

Rs.0.49Other Fixed

STD

Reliance Mobile(CDMA Only)

Free

Rs.1.50

Rs. 1.50Rs.1.20

Rs.0.99

Rs.1.00

Rs.1.50

Rs.1.20

Rs.1.00

Rs.0.50 (2nmin onward

Reliance Fixed

Rs.1.00

Other Mobile

Other Fixed

Roaming

All Incoming &Local Outgoingcalls

Rs. 1.00

All STD Outgoingcalls

Rs.1.50

Rs.1.50

Rs. 1.50Rs.1.50

Rs.1.00

Rs.1.00

Rs.1.50

Rs.1.50

Rs.1.50

Rs. 1.50


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Prepaid Tariff

Base Plan Tariff

All Local Calls Rs.0.99

All STD Calls Rs.1.50

RoamingAll Incoming & Local Outgoing calls Rs.1.00

All STD Outgoing calls Rs.1.50

Recharge Vouchers - Base Plans

MRP Talktime Validity (Days)

Rs.151 Rs.59.39 30

Rs.175 Rs.79.83 14

Rs.205 Rs.107.45 30

Rs.350 Rs.161.67 30

Recharge Vouchers - Unlimited On-Net Plan

MRP Rs.399

Talktime Rs.175.00

Validity (Days) 30

Tariff

Local

Reliance Mobile (CDMAOnly)

Free

Reliance Fixed Rs.0.49

Other Mobiles Rs.0.49

Other Fixed Rs.0.49

STD All Calls Rs.1.50

Reliance Broadband

Tariff PlanMonthlyRental

Free UsageBundled/Month

Extra Usage RoamingEffective Rental inMoney back offer(for 12 months)Anytime/Day

UsageNightUsage

Broadband+ Pay as you go Rs. 299/- Nil Nil Rs. 2 / MB Nationwide* Rs. 299/-

Broadband+ 512 MB Rs. 499/- 512 MB Nil Rs. 2 / MB Nationwide Rs. 499/-

Broadband+ 10GB @ Night Rs. 499/- Nil 10 GB Rs. 0.5/Min Nationwide Rs. 499/-

Broadband+ 1 GB Rs. 650/- 1 GB Nil Rs. 2 / MB Nationwide Rs. 650/-



Broadband+ 1 GB day, 10 GBNight

Rs. 849/- 1 GB 10 GB Rs. 2 / MB Nationwide Rs. 849/-




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Broadband+ 10 GB City Rs. 1099/- 10 GB Nil Rs. 2 / MB Citywide Rs. 899/-



Broadband+ 10 GB day, 10 GBNight City

Rs. 1298/- 10 GB 10 GB Rs. 2 / MB Citywide Rs. 1098/-





Day usage - 6 AM to 10 PM ; Night Usage - 10 PM - 6 AM

1. Research Methodology

Research methodology is a way to systematically do the job. It may be understood

as a science of studying how research is done scientifically. The most desirable

approach with regards to the selection of the research methodology depends on the

nature of particular work, time and resources available along with the desire level of

accuracy.

Research Type Descriptive Research

Data Source Primary Data

Research Instrument Questionnaires

Type of Questionnaire Structured

Sampling Unit Retailer

Sampling Method Judgmental

Contact Method Personal Interview


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CHAPTER 4

Data Analysis & Interpretation

1. Data interpretation & finding of

customer survey


3. Performance snapshot


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1. Data interpretation & finding of

customer survey

Age group Tabulating in percentage the age group of customers

Age Group Percentage (%)

18 - 25 25

28 - 35 47

36 - 45 22

Above 45 6

Above figure shows that researcher having surveyed 18 respondents, 25% belong

to age group 18-28%, 47% belong to age group 28-35%, belong to age group 36-

45 and 6% above age of 45.


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Income Level Tabulation

Income Group Percentage (%)

8000 42

8000 - 12000 34

12000 - 20000 18

Above 20000 6

The above analysis shows that 42% of the respondents belonged to the 8000/- and below

income category, 34% belonged to Rs.8000 to 12000 and 18% belonged to 12000-20000

And 6% above income of 20000/-.

Percentages of customer who are prospective take of a particular service

Company Percentage (%)

AIRTEL 40

RIM 5

BSNL 25


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IDEA 2

VODAFONE 31

VIRGIN 2

It was found in the survey that 55% of the respondents intended to purchase either

AirTel or Rim services in the future. Out of this 55% more than (that is 30% of

the whole sample size) intended to purchase AirTel and 25% intended to purchase

RIM

Scaling About RCOMM Service

Scale Percentage (%)

Very good 20

Good 25

Satisfactory 40

Poor 10

Cant say 5


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The survey revealed that 40% of the respondents service RIM as satisfactory. This

is a telling comment. However the survey also found out that 20% and 25% of the

respondents service RIM as very good and good respectively. There were 5% of

the respondents who had nothing to say about the RIM. This is due to low service

awareness and low penetration level.


Market share of CDMA in LUCKNOW

RCOMM 70% Tata 30%

Market share of GSM in LUCKNOW

Airtel 40%

BSNL 25%

Virgin 2%

RCOMM 5%

Idea 3%

Vodafone 31%


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Tata indicom 2%

3. Performance Snapshot

Particulars Units

12 months period endedQuarter

ended

March 2007 March 2008 March 2009June 30, 2009

(Q1 FY10)

Total subscribers

Cosolidated financials

Revenue

EBITDA

Cash profit from

operations

Profit before income

taxes

Net profit

Total fixed assests

000s

Rs. mn

Rs. mn

Rs. mn

Rs. mn

Rs. mn

Rs. mn

28.007

144.683

57.207

56.291

32.247

31.632

330.423

45.794

190.678

81.991

82.064

70.762

54.011

523.126

72.666

229.411

92.875

100.789

61.353

59.077

729.476

79.616

61.452

24.525

28.353

19.475

16.366

716.059


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Shareholders equity

Net debt

Key ratios

EBITDA margin

Net profit margin

Return on networth

Net debt to funded

equity ratio

KPIs

Wireless APRU

Wireless RPM

Wireless MoU per sub

Long distance minutes

Rs. mn

Rs. mn

%

%

%

Times

Rs.

Rs.

Min/month

Mn min

202.719

18.238

39.5%

21.9%

26.8%

0.09

371

0.74

503

23.238

254.609

99.700

43.0%

28.3%

33.7%

0.39

340

0.74

460

30.045

370.003

225.943

40.5%

25.8%

37.1%

0.61

244

0.63

389

39.724

377.165

221.630

39.9%

26.6%

39.7%

0.59

210

0.58

365

12.558

*APRU - Average revenue per user


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CHAPTER 5

Conclusions

1. Conclusion

2. Finding

1. Conclusion


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Indian economy is an emerging one and is growing very fast at the average GDPrate 8-9% so in this emerging market competition level among telecommunication

services provides new players are coming who will necessarily intensify the

competition. New products and new schemes are being offered by the telecom

service providers. The need for large information capacity has grown tremendouslydue to the demand of real time information. Telecommunication has now become a

major information transmission system and telecom has undoubtedly emerged as the

most important industry in India. Indian telecom companies are putting in their best

offer to rope in major telecom operators of the world e.g. Vodafone, Aircel and MTN

etc. are playing their role in synergy with the operation of the Indian companies.

Process of acquisition and merger are in process and future will be only for those

companies who have an edge over others in the field. Service provided and the

better quality of network etc. is provided at affordable cost. In this process of

competition it is assumed that only those companies will survive who adopt suitable

market strategy and technology innovation and up gradation to suit the aspiration anddemand of the consumer.

RCOM cellular ltd. an Anil Ambani Group of cos. is very fast catching up with the

market by providing cheaper calling rates. The market strategies adopted by its

executives are bearing fruits and the company although being the Second one to

enter the market of Bihar & Jharkhand has found a suitable niche and recognition in

the consumer. But this is not a thing for self contentment as the survey reveals that in

network, service and distributor, its place is very far behind to other competitors viz.

Airtel, BSNL, and Tata indicom etc. so to withstand the competition resourcesmobilization and technological innovation on the part of cos. To upgrade its quality of

network and services is urgently called for.

Market access and growth is alright but the improvement of quality on the above

counts is necessity of the time.

2.Finding


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Services provided by Retailers:

All the retailers are dealing in all services i.e. providing Recharge Voucher, SIM,

and Tariff Voucher of all the cellular service companies present in Bangalore zone.

Also most of them provide only pre-paid connection.

Satisfaction:

Most of the retailers i.e. around 74% of respondents are satisfied with RCOMM

brand, 10% of them push RCOMM brand to the customer and rest 16% retailers are

not satisfied with RCOMM brand due to claim pending and the distributor. The

retailers dont get schemes communicated in time by distributor and distributor does

not provide RCV & e-Top properly.

Problems:

Around 15% of the respondents that there is network problem with RCOMM, on theother hand they found its competitors viz. Airtel, BSNL, TATA indicom networkconnectivity of very good to good level.

Around 16% retailers which are under puja enterprises distributor projectedproblem with distributors. They dont get schemes communicated in time bydistributor and distributor does not provide RCV & e-Top.

Support from company:

Most of the retailers ensnared that they are supported by the companies personnel& companies helpline.All companies provide POP (Point of presence) at right time and in

adequate number.

Claim process:In case of RCOMM process is be claimed very belatedly i.e. almost 77% of thecases take 60-90 days, where as in case of Airtel most of the i.e. 88% is beingfinalized in time limit 0-30 days.

The claim process services of other competitors viz. AirCel, Smart, & Tata

Indicom are almost at par with the IDEA cellular ltd.


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CHAPTER 6

Suggestions

Appendices

1. Bibliography2. Questionnaire.

Suggestions


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On the basis of extensive study and research, here are some recommendation andsuggestion which may help the company to market the product and service moreprofitability and increase its share in the Telecom market.

PROMOTIONAL ACTIVITIES

The company expands the budget allocation for promotional campaign in centerBangalore. It has affected the sale service brand image of Reliance especiallyin Bangalore. Low supports in promotion have lead to fluctuation in sale.

There may be some useful tools which can be summed as follows:-

Advertising Advertising should have a clear objective and message, whichhas not been found in recent ads. Reliance is a faster growing provider servicein each state .every offers and schemes they should show with proper messagefor benefit to the customer. In busy life customer do not remembered any offersand which service we can provided for the customer therefore they should byforce showing advertisement in growing market and among customer.Customers wants continuously exposure in Cable and Local newspapers.

Persuasive Advertising - Now there is a need of persuasive advertising forReliance service which can be moved into the category of comparativeadvertising. It will help the company to establish the superiority of its brandservice through specific comparison of one or more attributes and features.

Technical Expertise - The advertisement should show the companiesexpertise, experience and pride in market the product service sale.

Media - A combination of print ads and TV commercial do a better job. Localads and publicity should be giving more stress. Hoardings, banners, wallpainting should be promoted, as some expenses are also beard by dealers. Adson Cable network result greater audience attention. Schemes, gift offers etc.must be highlighted through Radio and Local newspapers.

A. SALES PROMOTION

Cash discount


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Premiums

Appointment of sale promoter

Financial schemes

A. OCCASIONAL DISCOUNT

The company may go for occasional discount offers or price offfrom time to time specially during any festival. Off seasondiscount may also prove helpful to check fluctuating sales.

B. PRODUCT QUALITY AND TECHNICAL FEATURES

As for as some hand set mobile product quality is concerned,there is an urgent need of technical up gradation of Reliancemobile product line. It would be beneficial for company tolaunch some colors mobile hand set with the some added

feature and minimum price.

Appendices


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1. Bibliography

BOOKS

Marketing Management - Phillip Kotler

Marketing Research - Tull & Hawkins

MAGAZINE

Business Today

Advertising & Management

NEWSPAPERS

Economic Times

Hindustan Times

WEBSITE

www.coai.in

www.auspi.in

* The relevant information from the internal source of the organization

2. Questionnaire

1. Whether following things are available?

Monsoon offer 48%


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Kit 90%

V-top 40%

E-Recharge 90%

The survey revealed that 48% retailers have monsoon Offer, 90% have kit, 40% have V-top

and 90% have E-recharge.

2. What is the frequency of DSE visit?

Once a Week 20%

Twice a Week 50%

Thrice a Week 30%

None of above 0 %

The survey revealed that 20% retailers have said that DSE visits once a Week, 50%retailers have said that DSE visits twice a Week, 30% retailers have said that DSE visitsthrice a Week.

3. What availability of stock you keep for sale in your shop?

Daily 9%

weekly 72%

In 15 days 18%

Monthly 1%

The survey revealed that 9% retailers keep daily stock, 72% retailers keep Weekly stock,18% retailers keep stock of 15 days and 1% retailers keep monthly stock.

4. What nature of problem you face with RCOMM?

Service level 31%

Claim level 95%

Product availability 18%

Product awareness 25%


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The survey revealed that 31%, 95%, 18%, 25% retailers have problem with service levelclaim level, product availability and product awareness respectively.

5. How much time is taken by the distributor to reimburse your claims?

20 days 11%

30 days 25%

45 days 25%

60 days 39%

The survey revealed that 11%, 25%, 25%, 39% of the retailers are reimbursed by distributorat claim level respectively.

6. Who are the major competitors of RCOMM?

Airtel 55%

Aircel 15%

BSNL 15%

Tata Indicom 30%

Smart 8%

The survey revealed that Airtel and Tata indicom are the major competitors of RCOMM.

7. If you have any problem then whom you will prefer to talk?

Distributor 10%

TSM 23%

DSE 67%


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The Survey revealed that 10%, 23% and 67% retailers prefer to talk to Distributor, TSM andDSE.

8. How do you know about new scheme?

Companies SMS Poster

Reliance Airtel Aircel

Tata Indicom Idea

9. How much time do you take to activate a sim?

10 - 15 min. 44%

15 - 30 min. 38%

30 - 60 min. 6%

Above 60 min. 12%

The survey revealed that 44% retailers take 10-15 min., 38% take 15-30 min., 6% take 30-60 min. and 12% take more than 60 min. in activation of a SIM.

10. From which company distributors you are more satisfied?

Airtel 34%

Reliance 28%

BSNL 17%

AirCel 16%


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TATA 4%

None 1%

CONCLUSION

I am fortunate enough to get the privilege of completing my

summer training project in Reliance Communications. I am

thankful to them for giving me an opportunity to enhance my

practical knowledge and experiences.

My project is concerned with Telecom Service In Reliance

Communication. It has 2 parts, firstly I studied about SWOT

analysis and Six Sigma, and then particularly, I studied

methodologies and research problems in RelianceCommunication. I started my project by writing about Reliance

Communications and then I gave Vision of Company along with

Chairman Shri Anil Ambanis Profile & recent Newspaper cuttings

about the company. Then I wrote about my main project. I also

annexed relevant forms & documents, and ended my project by

this conclusion.


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To complete, I must say that this summer training was very

helpful to me both in broadening my knowledge & skills to handle

the management issues related with statutory compliances.

I am thankful to RELIANCE COMMUNICATIONS and

its employees for their full support in helping me to

complete my Project.

rcom project report by gaurav singh(lucknow)

Documents