Ravinder Final

1

EXECUTIVE SUMMARY

This study is oriented towards the behavior of the Retailers and analysis of market share. Today, telecom sector has become a very essential aspect of each industry. Since Retailers plays imp role in the sales of the prepaid kits, so it becomes imp for every organization to study the preferences of retailers to promote a particular brand The study focuses on the Pre Paid Service which is been offered by the company. The Research Study represents the theoretical background initially which is followed by the Research Design. The objective of the research is to find out the most promoted brand by the retailers and why that brand? The research has also led to understand the current market situation in terms of customer preferences, customer attitude, available alternatives, price sensitivity, buying decisions, and product attributes etc. The research was purely based on the survey conducted in District Ambala and has been focused on Retailers. The sampling technique used -------------------------------------------------. The data was collected through personal interview and questionnaire. The research instrument used was a questionnaire, which helped in knowing the pulse of the Retailers. The sample size taken was 210. The questionnaire was then analyzed with help of table and charts. The analysis also helps us to know more about the Retailer perception, Promotion behavior, etc. The findings reflect that the tariffs plans, promotion of the company and influence of the social circle had a huge impact over the subscribers. A general industry profile has also been discussed followed by the company profile. The SWOT analysis helps us to know more about the company’s Strengths, Weakness, Opportunities, and Threats. The SWOT also helps in identifying the Challenges faced by the company in this competitive world. Lastly, the suggestions have been extracted from the analysis and the interpretations.

2

CHAPTER 1

RETAIL AUDIT & MARKET SHARE ANALYSIS. Retail Audit in telecom industry means to know and to check the behavior of the retailers in promoting a particular brand. Since costumers are very large and they require the retail outlets almost everywhere, so retailers plays a very important role in the sales of products of telecom industry. Most of the telecom prepaid kits are sold to the costumer on the lines of their wish but in 20% of cases retailers can convince the customers to go for a particular brand.

IMPORTANCE OF RETAIL AUDIT 1. Need of the retailer for promoting a brand can be noticed. 2. Incentives, schemes and various benefits for the retailers for a particular brand are judged in retail audit. 3. The promotion behavior of retailers can be known with the help of retail audit. 4. It is helpful to know about the complaints and suggestion of the retailers.

MARKET SHARE ANALYSIS Market share means to know about the present share of a particular operator in the market. By the analysis of market the exact number of costumers in the market and the retailers present can be known.

3

Tata Group profile

The Tata Group comprises 98 operating companies in seven business sectors: information systems and communications; engineering; materials; services; energy; consumer products; and chemicals. The Group was founded by Jamsetji Tata in the mid 19th century, a period when India had just set out on the road to gaining independence from British rule. Consequently, Jamsetji Tata and those who followed him aligned business opportunities with the objective of nation building. This approach remains enshrined in the Group's ethos to this day.

The Tata Group is one of India's largest and most respected business conglomerates, with revenues in 2007-08 of $55 billion or Rs221,320 crore (not including Corus financials), the equivalent of about 3.2 per cent of the country's GDP, and a market capitalization of $64.88 billion as on May 15, 2008. Tata companies together employ some 289,500 people. The Group's 27 publicly listed enterprises — among them stand out names such as Tata Steel, Tata Consultancy Services, Tata Motors and Tata Tea — have a combined market capitalization that is the highest among Indian business houses in the private sector, and a shareholder base of over 2.9 million. The Tata Group has operations in more than 80 countries across six continents, and its companies export products and services to 85 countries.

The Tata family of companies shares a set of five core values: integrity, understanding, excellence, unity and responsibility. These values, which have been part of the Group's beliefs and convictions from its earliest days, continue to guide and drive the business decisions of Tata companies. The Group and its enterprises have been steadfast and distinctive in their adherence to business ethics and their commitment to corporate sustainability. This is a legacy that has earned the Group the trust of many millions of stakeholders in a measure few business houses anywhere in the world can match.

4

Family pride

The Tata family of enterprises comprises 98 companies in seven business sectors. This section lists all these companies under the sectors in which they operate, besides the two promoter companies of the Group.

Mr. Ratan N. Tata

Designation: Chairman Company: Tata Group

Heading the Tata Group since 1991, Ratan N Tata is the Chairman of Tata Sons, holding company of the Tata Group, and major Group companies including, Tata Motors, Tata Steel, Tata Consultancy Services, Tata Power, Tata Tea, Tata Chemicals, Indian Hotels, Tata Teleservices and Tata Auto Comp. He is also Chairman of two of the largest private sector promoted philanthropic trusts in India. During his tenure, the Group has further expanded its global reach, with its revenues growing over six fold to Rs 97,000 crore ($21.9 billion). Mr. Tata joined the Tata Group in December 1962. After serving in various companies, he was appointed the Director-in-Charge of The National Radio & Electronics Company Limited (Nelco) in 1971. In 1981, he was named Chairman of Tata Industries, the Group's other holding company, where he was responsible for transforming it into the Group's strategy think-tank and a promoter of new ventures in high-technology businesses.

5

He is associated with various organizations in India and abroad in varying capacities, some of which are:

• • • • • • • • • • • •

• •

Chairman, government of India's Investment Commission Member, Prime Minister's Council on Trade and Industry Member, National Hydrogen Energy Board Member, National Manufacturing Competitiveness Council Serving on the International Investment Council set up by the president of the Republic of South Africa Serving the International Business Advisory Council of the British government to advise the chancellor of the exchequer Member, International Advisory Council of Singapore's Economic Development Board Member, Asia-Pacific Advisory Committee to the board of directors of the New York Stock Exchange Member, international advisory boards of the Mitsubishi Corporation, the American International Group and JP Morgan Chase President, court of the Indian Institute of Science, Bangalore Chairman, council of management, Tata Institute of Fundamental Research, Mumbai Member, board of trustees of the Rand Corporation, Cornell University and University of Southern California, and the Foundation Board of the Ohio State University Chair, advisory board of RAND's Center for Asia Pacific Policy Member, Global Business Council on HIV / AIDS and the programme board of the Bill & Melinda Gates Foundation's India AIDS initiative

Prides & Honors Mr. Tata received a Bachelor of Science degree in architecture from Cornell University in 1962. He worked briefly with Jones and Emmons in Los Angeles, California, before returning to India in late 1962. He completed the Advanced Management Program at Harvard Business School in 1975. The government of India honoured Mr. Tata with one of its highest civilian awards, the Padma Bhushan, on Republic Day, January 26, 2000. He has also been conferred an honorary doctorate in business administration by the Ohio State University, an honorary

6 doctorate in technology by the Asian Institute of Technology, Bangkok, and an honorary doctorate in science by the University of Warwick

Tata Teleservices

Tata Teleservices is part of the INR Rs. 119,000 Crore (US$ 29 billion) Tata Group, that has over 98 companies, over 289,500 employees and more than 2.9 million shareholders. With a committed investment of INR 36,000 Crore (US$ 7.5 billion) in Telecom (FY 2006), the Group has a formidable presence across the telecom value chain. Tata Teleservices spearheads the Group’s presence in the telecom sector. Incorporated in 1996, Tata Teleservices was the first to launch CDMA mobile services in India with the Andhra Pradesh circle. Starting with the major acquisition of Hughes Tele.com (India) Limited [now renamed Tata Teleservices (Maharashtra) Limited] in December 2002 the company swung into an expansion mode. With the total Investment of Rs. 19,924 Crore, Tata Teleservices has created a Pan India presence spread across 19 circles that includes Andhra Pradesh, Chennai, Gujarat, Karnataka, Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa, Bihar, Rajasthan, Punjab, Haryana, Himachal Pradesh, Uttar Pradesh (E), Uttar Pradesh (W), Kerala, Kolkata, Madhya Pradesh and West Bengal. Having pioneered the CDMA 2000 1x technology platform in India, Tata Teleservices has established a robust and reliable 3G ready telecom infrastructure that ensures quality in its services. It has partnered with Motorola, Ericsson, Lucent and ECI Telecom for the deployment of a reliable, technologically advanced network. The company, which heralded convergence technologies in the Indian telecom sector, is today the market leader in the fixed wireless telephony market with a total customer base of over 3.8 million.

Areas of business: Tata Teleservices’ bouquet of telephony services includes Mobile services, Wireless Desktop Phones, Public Booth Telephony and Wire line services. Other services include value added services like voice portal, roaming, post-paid Internet services, 3-way conferencing, group calling, Wi-Fi Internet, USB Modem, data cards, calling card services and enterprise services Some of the other products launched by the company include prepaid wireless desktop phones, public phone booths, new mobile handsets and new voice & data services such as BREW games, Voice Portal, picture messaging, polyphonic ring tones, interactive applications like news, cricket, astrology, etc. Tata Indicom redefined the existing prepaid mobile market in India, by unveiling their offering – Tata Indicom ‘Non Stop Mobile’ which allows customers to receive free

7 incoming calls. Tata Teleservices today has India’s largest branded telecom retail chain and is the first service provider in the country to offer an online channel www.i-choose.in to offer postpaid mobile connections in the country. Tata Teleservices has a strong workforce of 6000. In addition, TTSL has created more than 20,000 jobs, which will include 10,000 indirect jobs through outsourcing of its manpower needs. Today, Tata Teleservices Limited along with Tata Teleservices (Maharashtra) Limited serves over 25 million customers in over 5000 towns. With an ambitious rollout plan both within existing circles and across new circles, Tata Teleservices offers world-class technology and user-friendly services in 19 circles. Joint ventures, subsidiaries, associates • •

Tata Teleservices (Maharashtra): Formerly Hughes Tele.com (India). Virgin Mobile India: A brand franchise arrangement with the Virgin Mobile group.

Mr. Anil Kumar Sardana Designation: Managing Director Company: Tata Teleservices Limited Prior to taking over the reigns of TTSL, Mr. Sardana was the Executive Director, Tata Power Company. An Electrical Engineer from Delhi University’s College of Engineering and a Post Graduate in Cost Accountancy (ICWAI), Mr. Sardana also has a Post Graduate Diploma in Management from Delhi apart from having attended the Top Management Programme from Indian Institute of Management, Ahmedabad. Mr. Sardana began his career as an Engineer Trainee at the National Thermal Power Corporation (NTPC), and undertook various responsibilities before leaving the Corporation in 1994 as a Senior Manager, where he worked in areas of core engineering, project management and operations divisions. In 1994, he joined BSES and rose to become Vice President & Head of Corporate Business Development and the EPC Business Group, till he joined Tata Power Company in 2002 to lead the Distribution Business of the Company as CEO & later as MD. He spearheaded the turnaround & change management of the state-owned power retail distribution business. Under his leadership NDPL areas, witnessed significant Financial; Technical, Commercial improvements and the most significant being the recognitions that came from all quarters on benchmark & new initiatives in area of consumer care. Mr. Sardana has also received numerous personal recognitions, significant among them being the Best CEO Award in 2006 and 2007 from two key South Asian Energy Sector Associations. He has also made significant contributions as Chairman of CII’s subcommittee on Energy, as Chairman of Tata Group’s Northern Regional Forum and in the area of Corporate Social Responsibility.

8 He also serves on the Boards of several companies, including Tata Teleservices (Maharashtra) Limited, Coastal Gujarat Power Limited, Maithon Power Limited, North Delhi Power Limited, Tata Power Company Limited.

ORGANISATION STRUCTURE

Circle COO

Human Resource

Devices &Supply Chain Mgt

Consumer Market Business Unit

Technology

Finance

Access Business Unit

Legal

Business Excellence

Branded Retail Business Unit

Marketing Communicati on

High Networth Individual Business Unit

Enterprise Business Services

FM&SS

Regulatory Affairs

9

Various types and features of the Tata Indicom in the sector of Mobile phones and FWP Tata Indicom: - Various characteristics of products 1. Mobile phone hand set -- Wider range, Attractive pricing, Featurerich  Tata Indicom offered feature-rich CDMA mobile hand-set compares much higher than a GSM hand-set within the same comparative price-points  Tata Indicom hand sets suit each class of mobile phone user – first time user, youth/ teenage segment user, price conscious user, tech savvy user and executive/business user  Bright colour display or mono display (Orange, Yellow – green back light)  Polyphonic ring-tones  Rich display for wall-papers, logos and MMS messages  Speaker phones

2. Tariffs – cost-effective, Value for money, no hidden costs  Tata Group’s phenomenon of “ leadership with trust”  Removal of STD deposits  Competitive talk plans  Roaming as per home plan  Lowest on net calling (Tata to Tata)

10

3. Network coverage – covering 20 out of country’s designated 23 telecom circles  Tata Indicom has presence across 3195 towns across India  Tata Indicom’s coverage sprawls across over 90% of the country’s telecom requirements  With International roaming now being available, you can enjoy Tata Indicom’s quality cost effective services in Europe, Middle East, Africa & some part of Asia  One number across the world  Single T-SIM – first time in India, it enables customers to enjoy both CDMA and GSM services by switching between the two networks freely with only one dual-mode T-SIM  Tata Indicom CLI - when Tata customers make an outgoing call the CLI displayed would be the Tata number  One bill- Track home and International calls in one single bill

4. Technology – Cutting edge technology for futuristic voice /

Data applications

 VSNL – for NLD (National Long Distance) / ILD (International Long Distance)  VSNL Internet Data Center – for Tata Indicom PDSN facilities & infrastructure management  Tata Consultancy Services – for IT infrastructure facilities management  Serwizol – for call-center and customer help desk management

11

5. CDMA Technology benefits  In terms of capacity, CDMA can support more users (about 4 times more than GSM users) within the given RF channel  In addition to supporting more users, CDMA supports high-speed data and multimedia services  Tata Indicom offered hand-sets are ready for high-end data services like Internet Access, MMS, Audio/Video clipping, hand-set or mobile network coverage upgrade

6. Tata Indicom superior – value added features  Deployment of national billing architecture  Tata Indicom has launched its national billing architecture since Nov. 2005. This is mainly aimed at providing a centralized payment and collection facility for enterprise customers  “Multi location order entry” for both Tariff plans and Handsets  Corporate customers can book orders for their employees located in offices in cities across the country and pay for the same at a single location

7. Deployment of Access hunting facility The Access Hunting facility enables a subscriber to create a group of Tata Indicom numbers across same product category. Calls landing on the pilot number of the group would hop to the next number as

12 defined by the customer, if it is not answered, if it is busy, if not accessible, if switched off and if DND is active i.e.

8. Deployment of call Pooling Pooling of accounts is a facility with which, subscribers can combine the free value available in their tariff plan into one common account and share the same. In other words, 5 or more subscribers can come together and form a “pool account” and the free value available in each of their respective tariff plans can be combined. The monthly bill will be generated on the common “pooled account”

9. Deployment of hot line Access Applicable to Walky & mobiles, the product could be of immense value to those customers who require calling access to only one number e.g. ATMs where the corporate would like their customers to access their call center only and no other number

10.Deployment of Bill Analytical Tool The bill analytics is a useful tool that can be used by companies to track the no. Of DELs, Usage and revenue of the entire account. With this, companies would be able to analyze and manage their monthly spends on telecom usage with improved view of the bills compared to the regular bills.

11.Tata Indicom Business value services IDatebook – Your personal organizer on your mobile phone

13

It allows to access your schedule on the move. It offers the option of three types of calendar views: Day, Week and Month view. Further it gives the functionality of add, edit and delete appointments from your phone

12.IPhonebackup – Your data backed up for safety With Tata Indicom’s IPhonebook (available on Brew phones) you can take a backup of all your contact information present in your mobile phone on our servers

13.BSE Portfolio tracker – Stock news on the move Through this service you can view live quotes of your chosen stocks and analyze the performance of your portfolio and while being on the move & tacking critical financial business decisions, the BSE portfolio tracker from Tata Indicom would serve them just right

14.Tata Indicom Entertainment Value Services Astrology – from love, romance and career, these forecasts are completely power packed with answers and cues Vaastu Tip – Lots of useful recommendations on home placement and arrangement, including specific advice for entrances, kitchens, bedrooms, and even children’s rooms. More tips like this from this ancient science can be found here Feng Shui – Art of placing buildings and objects in relation to energy flows, to heighten positive energies and minimize the negative ones. Get a Feng Shui tip according to your birthdate – figure out how to organize your home so that the Chi energy, the all-pervading life force is accentuated immediately.

14

15.Tata Indicom Enterprise Solutions – Offerings, Wire line

Wire line – Tata Indicom offers wire line, which is a analogue trunk line from the main wire line exchange. When a customer has a wire line connection, the telephone is connected to the Tata Indicom exchange through a combination of Fiber optic wire and Cooper cables. Subscriber’s telephones are connected by copper cables.

Value added services for wire line  Call waiting  Call forward  3-way conferencing  Abbreviated dialing  Malicious call tracking  Safe custody – protecting usage of a phone for some limited period of time  Polarity reversal – to bill people using the phone

Tata Indicom Centrex Centrex is a facility that enables a customer to utilize all the facilities provided by an EPABX from Tata Indicom’s main wire line switch. With Centrex facility, one can access other members of their group through 3 or 4 digit dialing.

15

• Value added services for Tata Indicom Centrex  Call transfer (internal)  Auto call back busy  Grouped call pick – up  Caller line identification  Night services  Call intrusion  Call hunting

• Voice Mail  A voicemail service, which enables a caller to leave a recorded message

• Tata Indicom Conference Call  A highly productivity offering aimed at enterprises who frequently have tele – conferencing among different geographies/ time – zones  Participants participating in Tata Indicom conference call dial-into a local number and get connected to Tata Indicom audio conferencing bridge.

16

• Leased Line Offerings  A leased line is a telephone line that has been leased for private use. It is usually contrasted with a switched line or dial – up line. Typically, large companies rent leased lines from the telephone message carriers to interconnect different geographic locations in their company.

Some of the reasons for customers to take leased lines are: Any time Availability  Reliability  Speed

Use of Leased line:  Multi location PABX connectivity  Campus networks  ISP’s gateway, customer and node connectivity  Data transfer by organizations like Press, police, Electricity boards, Travel agents, Banks and Defence etc.  Video conferencing

• Bulk SMS Messaging solutions Organizations wanting to unearth the power of instant intrusion – free communications with their target audience – employees, business partners, suppliers, franchisees and customers while they are on the move, can subscribe to Tata Indicom SMS gateway services.

17

Tata Indicom offers PUSH and PULL/PUSH mode of bulk SMS messaging whereby enterprises can design their own corporate applications and integrate it with Tata Indicom SMS gateway for sending and receiving SMS based text alerts and vital information.

16.Other enterprise applications & solutions  PUSH e-mail on mobile phone (Lotus notes & Microsoft Exchange)  SAP R/3 access on Tata Indicom pocket PC(Konquer)  SFA applications – Insurance  SFA/SCM applications – Retail  SFA/SCM applications – Manufacturing

• Vehicle Tracking System Tata Indicom has successfully tested vehicle-tracking application for Tata Motors. This application integrated with Tata Indicom SMS gateway enables a fleet owner to query on the position of the vehicle. Alternatively he can find out the position of the vehicle with a user – friendly secured web site. Automated meter reading solution – Tata Indicom had successfully prototyped automated meter reading system on CSD (Circuit switch data). Thus Tata Indicom is now ready to offer these solutions to utility companies for meter reading.

Offer Assumptions

18 This post paid mobile service value proposal is based on the following assumptions: Confirmed number of connections to be given in the first purchase order would be 1885 Nos (All India)  Additional no. Of connections to be given in the subsequent purchase order should be 500 nos. and the same should be released over next 6 to 12 months.

17.Benefits to Tata AIG Life Insurance company Limited  Value for money  Value for Acquisition  Value for Investment capitalization  Value of Assured Service Levels

Payment Terms and Conditions  Sales tax, Service tax and any other govt. levies shall be charged at actual as applicable.  Purchase order to be made in the name of, Tata Teleservices Limited or Tata Teleservices Maharashtra Ltd.  The payment should be made in the name of Tata Teleservices Maharashtra Ltd. For all devices provisioned in Maharashtra & Goa. For rest of country payment to be made in the name of Tata Teleservices Ltd.

Standard Terms and Conditions specific to other Tariff Plans and Handsets EMIs  The customer shall be provided a handset for use on payment of charges as per the applicable tariff plan.

19  The ownership of the telephone instrument shall vest with the service provider till the customer completes tenure of 24 months on the network.  The customer shall be liable to duly honour all the payments without any default.  The customer shall neither have any right to transfer, sell whatsoever of having received in full, the payment due and of having transferred the ownership rights to the customer

Tata Group Telecom Entities

• • • • • • • •

Tata Teleservices Pan India CDMA network Services Mobile Telephony (prepaid/postpaid) Fixed wireless services Wire line services Public telephony booths Value-added multi-media services Wire less internet/application

• • • • • • • •

VSNL International voice/data network Services Long distance voice IPLC/ internet leased lines/VPN Data center services Broadband/dial-up network/Wi-Fi Net telephony/calling cards Multi media content services

20

Significant Investments - US $ 9.5 Billion

VSNL 33% VSNL TTSL TTSL 67%

SWOT Analysis Strengths •

Huge wireless subscriber potential

•

Fastest growing mobile market in the world

•

Consumers are ready to pay for cutting edge services

•

Good Network in the Cities

•

Unified license regime

21

Weakness •

Call tariffs are more as compared to other operators.

•

Lack of quickness compared to other competitors

•

Too many authorities ruling the sector

•

Huge potential for low end and cheap handsets

•

Wide scale Consumer churn in Telecom and ISP

•

Discontinuity in service like server down problems

•

Low Advertisement and Network Is Low In Outer skirts of cities

•

Customer care is not satisfactory

•

Lack of order execution

Opportunity •

To offer value added services on CDMA

•

To Launch GSM Services as soon as possible.

•

Language independent services

•

Mobile Marketing concepts

•

Content influenced buy local culture and Global success stories

•

M-Commerce

•

Unified messaging platforms

•

Foreign investment in form of equity or technology

22

Threats •

Low cost service providers – no possibility of breaking even in Short term

•

By providing faster service than competitors with continuity on Possible cheaper calling rates

•

Weak IPR protection

•

Software and digital content Piracy

•

Political instability

•

Regulatory interference.

GROWING CELLPHONESThis year, June has been a bumper season for cell phone companies as there has been the addition of 8.81 million new subscribers. Earlier, in January 8.74 million customers subscribed for the service which also was the highest before the month of June. According to data presented by TRAI at the end of June, including 286.86 million mobile users, there are a total of 325.78 million phone subscribers in the country.

23

M onthly increase in the subscription of cellphone users from Jan-2008 to June-2008, in millions 12 10 8 6 4 2 0 JANUARY

FEB

MARCH

APRIL

MAY

JUNE

The growth in wireless users in June has been 8.94 million; in May it was 8.62 million, April 8.21 million, March 10.16 million, February 8.53 million, and January 8.77 million. On the other hand in the fixed-line category the subscribers’ base has decreased from 39.05 million to 38.92 million in June month. Thanks to new offers and lower prices of new connections teledensity has gone up from 24.63% to 28.33% in the period. Similarly, there has been more subscription in GSM connections than in CDMA connections in same duration. All GSM players including of Airtel, Vodafone Essar, Idea, Aircel and BSNL together were able to make 6.32 million new consumers in June. On the other hand 2.62 million mobile subscribers were added by CDMA. The major service providers in this segment are Reliance Communications and Tata Teleservices limited.

Telecom Industry :- Total Contribution to GDP of India

In the beginning, Telecom industry was not a major player in the market because technology was not at its peak but as the time changes it became a major player in Indian Economy and at present it is contributing a total of 7% in the GDP of India and in upcoming years chances for its growth are much more

24

Tele density rising in india 30

TELEDENSITY(%)

25

20

15

Tele density

10

5

0 1989 1991 1993 1995 1997 1999 2001 2003 2004 2007 2008 Years

TARGET BY 2010------ 500 million users and 40% tele density

MARKET SHARE OF COMPANIES

25

26

Group Company

Total Subscribers

Airtel (GSM)

66825935

Reliance (CDMA + GSM)

48696295

Vodafone Essar (GSM)

47466853

BSNL (GSM)

36997418

IDEA (GSM)

26140643

Tata (CDMA)

25476062

Aircel (GSM)

11491986

Spice (GSM)

4497675

MTNL (GSM + WLL)

3350437

BPL (GSM)

1331261

HFCL (CDMA)

326150

Shyam (CDMA)

108396

Total (All India)

272709111

There Are Six Telecom Operators In Haryana

AIRTEL- BHARTI

27

• Brand Name: AIRTEL • Network: GSM 900, 1800, GPRS, EDGE • Network Coverage: 25 Telecom circles • Market Share: 24.50% • Subscriptions: Post Paid, Pre Paid Subscriber base: 66825935 (May 2008)

VODAFONE ESSAR • Brand Name: Vodafone Essar • Network: GSM 900, GSM 1800, GPRS, EDGE. • Network Coverage: 18 Telecom Circles • Subscriber base: > 5 million • Market Share: 17.14% • Subscriptions: Post Paid, Pre Paid

BSNL Mobile

• Brand Name: BSNL

28 • Network: GSM 900, 1800, GPRS • Network Coverage: 22 Telecom circles • Subscriber base: < 2 million • Market Share: 20 % • Subscriptions: Post Paid, Pre Paid

RELIANCE COMMUNICATION •

Brand Name: RIM- Reliance India Mobile

•

Network: CDMA 2000-1x

•

Network Coverage: 18 Telecom circles

•

Subscriber base: > 6,8 million

•

Market Share: 15%

•

Subscriptions: Post Paid, Pre Paid

TATA INDICOM

•

Brand Name: TATA or TATA Indicom

29 •

Network: CDMA 2000-1x

•

Network Coverage: 6 Telecom circles

•

Subscriber base: > 2 million

•

Market Share: 8 – 10%

•

ARPU (Mar. 03-04): Euro 10-12

•

Subscriptions: Post Paid, Pre Paid

Idea Cellular Limited. •

Brand Name: Idea Cellular

•

Network: GSM 900,1800, GPRS, EDGE

•

Network Coverage: 13 Telecom Sector

•

Market Share: 10%

•

Subscriptions: Post paid, Prepaid

•

Network Coverage: 11 Telecom circles

Retail Audit

30

& Market Share Analysis CHAPTER 2

31

Objective of the Research

 To study the retailers preference for promoting a brand.

 To understand the current market situation in terms of customer preferences, customer attitude, available alternatives, price sensitivity, buying decisions, product attributes etc.

 To collect the suggestion of Retailers regarding there service provider.

LIMITIONS OF THE STUDY

32

 The respondent may be biased while giving their views.

 The project study is limited to Shahbad markanda, Ladwa, Ambala Cantt. & Ambala city. And hence generalization of findings cannot be done.

 As per knowledge data was collected and analyzed, error may be there.

 There can be analytical, interpretation and statistical error in final report

Scope of the Study

Ambala is situated in state HARYANA Population of haryana----- 235.69 lakhs Haryana Cell phone subscribers------6805395

33

Haryana wire line subscribers--------928388 TELEDENSITY- 32.8% Idea subscribers---------1080689 Vodafone subscribers------1380096 Airtel subscribers----1067990 Bsnl subscribers----------1256102 Reliance subscribers------981948 Tata subscribers--------926859 BSNL landline---------896206 Tata landline-----------2345 Airtel landline---------21027 Reliance landline-----8810

Scope defines the units to be covered and the practical implications of the study. To get good results there must be a specific area and a respondent to which yours study is concerned. There fore I covered following areas for our study-

 Shahbad Markanda  Ladwa  Amballa Cantt.

34  Amballa City  Babain

I visited near about each Retail outlet whether It is Telecom Dedicated or Non Telecom Dedicated In the above given cities and towns because mobile is today a service which is used by everyone for convenience of the study.

In the study we have included the following service providerGSM    

Airtel BSNL Vodafone Idea

CDMA  Reliance infocom  Tata Indicom

RESEARCH METHODOLOGY RESEARCH DESIGN The marketing research problem calls for the descriptive types of research. Descriptive studies are undertaken in many circumstances. When the researcher is interested in knowing the characteristics of certain groups such as age, sex, education

35 level etc or in cases where the researcher in is interested in knowing the proportion of people in a given population who have behaved in a particular manner.

SOURCES OF DATA Data, facts, figures, other relevant material of past and present and surveying are the basis for study and analysis. Without an analysis of factual data no specific inferences can be drawn on the questions under study. Inferences based on imagination or guesses cannot provide correct answer to research questions. The relevance adequacy and reliability of data determine the quality of the findings of a study.

For the purpose of the present study, data from two sources has been collected namely primary and secondary data.  Primary Data Primary data is source from which the researcher collects the data. It is a first hand data, which is used directly for the analysis purposes. Primary data always gives the researcher a fairer picture. In the present study primary data has been collected using questionnaires. For the purpose of collecting the same, 210tailers were surveyed and questionnaire forms were filled. In this study, primary data plays a vital role for analysis, interpretation, conclusion and suggestions.

 Secondary Data Secondary data is data which is collected and compiled for other purposes. Secondary data also plays a key factor in the in providing various other information which will influence the analysis. Few of the main sources of secondary data include newspapers, business journals, magazines, internet and company reports etc.

Research instrumentQuestionnaire is the used research instrument. It consists of a series of questions and other prompts for the purpose of gathering information from

36 respondents. The questionnaire consisted of various types of questions say Open-ended questionnaire, Close ended or Dichotomous questions, Multiple- choice questions. Although they are often designed for statistical analysis of the responses, this is not always the case. The questionnaire was invented by Sir Francis Galton. Questionnaires have advantages that they are cheap, do not require as much effort from the questioner as verbal or telephone surveys, and often have standardized answers that make it simple to compile data. However, such standardized answers may frustrate users. Questionnaires are also sharply limited by the fact that respondents must be able to read the questions and respond to them. Thus, for some demographic groups conducting a survey by questionnaire may not be practical.

RESEARCH PLANQuestionnaires are first designed in accordance, for the solution of the concerned problem. Then the field work comes in to play and the survey is conducted by having a personal interaction with 374 retailers. Personal interaction has been carried out and the information sought as was required in the questionnaire for the purpose of data processing and analyzing. The respondents have been directly contacted.

METHODOLOGICAL ASSUMPTIONS For the purpose of the study the following assumptions have been made.  It has been assumed that the information given by the respondents are authentic, Bona fide and genuine.  The sources of the data are the basis, from which the actual required information can be extracted.

37  The sampling procedure adopted will help in choosing an appropriate sample that truly represents that actual population.  It has also been assumed that “interview-questionnaire” is more suitable for collecting data for the present day.

SAMPLE DESIGN A part of the population is known as sample. The process of drawing a sample from a large population is called sampling. The type of sample design used is Simple Random Sampling. Simple Random Sampling gives every unit of the population a known and non-zero probability of being selected. Since random sampling implies equal probability to every unit in the population, it is necessary that the selection of the sample must be free from human judgment. The sample design is formulated at Karnal city only.

SAMPLE PLAN SAMPLE SIZE The sample size for the survey is 374 retailers of which 200 are telecom dedicated and 174 are non telecom dedicated SAMPLE UNIT One of the units into which an aggregate is divided or regarded as divided for the purpose of sampling, each unit being regarded as individual and indivisible when the selection is made. Hence, in the study the sample unit is “Retailers selling any Telecom related product or service ”. DATA ANALYSIS AND FINDINGS210 questionnaire forms, filled during the survey and then analyzed one by one

CHAPTER 3 Analysis and interpretation

38

Profile of the outlet

140 120 100 80 60 40 20 0

85

telecom dedicated non telecom dedicated

telecom dedicated

Retail

NO. %Age

outlet Telecom 85

39.53

dedicate d Non telecom dedicate d

non telecom dedicated

125 60.46

INFERENCEIn my survey of 210 retailers I find that 85 retailers are telecom dedicated and more than 125 retailers are nontelecom dedicated. INTERPRETATION•

Gap between two types of outlets is narrow

•

Non-telecom dedicated outlets has less work and can be converted to other type when more telecom related work is there.

WHAT RETAILER IS SELLING

39

Type of retail selling

NO.

%age

Handset+Rcv/kits+Rcv/Rcv

80

38.095

RCV/KITS+RCV/RCV

68

32.55

RCV/RCV only

62

29.52

R C

V

62

80

H an ds et +

R C

V

K i ts +R

C V

68

INFERENCEBy the analysis of the market I come to know that 80 retailers are RCV and near about 68 retailers are selling Kits +RCV and the 62 retailers are selling only RCV’s.

Selling Handset +

40

INTERPRETATIONNon-handset selling retailers can be converted to sell the handset stock of TTSL.

What retailer sells for TTSl

ITEMS SOLD

NO.

HANDSET+RCV

70

RCV/KITS

50

RCV

90

100 90 80 70 60 50 40 30 20 10 0 HANDSET+RCV

RCV/KITS

RCV

INFERENCEBy the analysis of market I come to know that 70 Retailers are selling TTSl’s Handset + RCV near about 50 retailers are selling TTSL’s Kits + RCV and the remaining 90 are selling only RCV’s.

INTERPRETATION-

41 •

2% Handset selling retailers are not selling that for TTSl.

•

RCV/KITS selling retailers should be converted to Handset selling one.

AWARENESS OF TWO MONTHS FREE SCHEMES

AWARED 180 85.70

NOT AWARED 30 14.30

180 160 140 120 Yes

100

No

80 60 40 20 0

Yes

No

INFERENCEBy the finding I would come to know about that near about 180 retailers now about the TTSL’s two-month free scheme and the rest 30 are not aware of it.

INTERPRETATION-

42 Since the scheme is for short period hence it should be popular in 100% population.

FREQUENCY OF TTSL’S POP

No Regular 12% 14% TWICE In Month 28%

ONCE In Month 46%

INFERENCEThe findings says that 14% of retailers get regular supply of POP’s and 28% says twice in a month but the most % is of that retailers who says once in a month, 12% retailers get no supply of POP’s.

INTERPRETATIONVisit should get increased to gain the confidence of retailers so that they work more to sell TATA

43

TTSL’S EVD NO.

EVD NO.

NUMBER

%AGE

YES

140

68.22

NO

70

31.778

160 140 120 100 Yes

80

No

60 40 20 0 1

INFERENCEThe survey says near about 140 retailers have TTSL’s EVD number and the rest of the 70 retailers do not have EVD number.

44

INTERPRETATIONRemaining 70 should be targeted.

PURCHASE SOURCE OF TTSL STOCK

180 160 140 120 100 80 60 40 20 0

TTSL Disty

TVS

Any Other

170

10

30

Series1 Series2

INFERENCE-

45 The survey shows that near about 170 retailers get their stock from TTSL DISTY and the 10 retailers take it from the True Value Shops and the other 30 have any other source to purchase TTSL’s stock.

MONTHLY ACTIVATION OF OPERATORS Above 0 to 10 10 to 2020 to 3030 to 40 40 120 35 25 10 12 105 45 15 5 2 130 20 2 2 0 40 50 65 35 20 45 25 30 60 30 0 0 0 0 0

Idea Reliance TTSL Vodafone Airtel BSNL 140 120 100

0 to 10 80

10 to 20 20 to 30 30 to 40

60

Above 40 40 20 0 Idea

Reliance

TTSL

Vodafone

Airtel

BSNL

INFERENCETATA has good backup from the retailers in the monthly activation range of 0-10 Vodafone & Airtel has good support in range of 20-30 and 30-40.

46

TATA NEEDS TO INCREASE THE SALES IN THE REGION IN WHICH AIRTEL AND VODAFONE IS SUCCEEDING

MOST PROMOTED COMPANY Most Promoted Company Vodafone Airtel Idea Reliance Tata All

70 65 25 20 15 15

Tata

All Vodafone

Reliance

Idea Airtel

The most permoted company is Vodafone and Airtel is just behind it then next most permoted company is Idea than Reliance and Tata are equal and near about 12% retailers permoted All.

INFERENCEThe retailers promotes AIRTEL because – •

It has good customer base

•

Network coverage is good

47 •

Services of company are good

•

Good schemes and incentives for retailers

•

Customer demand is more

Frequency of Distributors DSE (FOS) visit

70 60 50 Daily Thrice a Week Twice a Week Once a week Once in a fortnight No visit

40 30 20 10 0 Daily

Twice a Week

Once in a fortnight

This graph shows the frequency of visits by the FOS of the DISTY’s to the retail outlets.

INFERENCE24% retailers experience daily visit of Disty’s DSE 33% says thrice a week visit of Disty’s DSE 19% says Disty’s DSE has no visit.

48

SuggestionTATA should instruct the distributor to give daily visit to every retailer

TTSL Claims on time

S1

Yes

No

No Answer

INFERENCEThe survey Shows that TTsl clears their claim on time is 140 retailers and those who do not get their claim on time are 25 and the retailers who don’t give answer are 45.

Interpretation-

49 TATA Should build a unique position in market in regard of fast and timely claim

Most Attractive Company’s incentive scheme Most Attractive Incentive Scheme Airtel Tata Vodafone Idea Reliance

80 5 103 10 12

Airtel Tata VC

Vodafone Idea Reliance

INFERENCEThe most attractive incentive scheme is of vodafone after that Airtel come and the third most attractive incentive scheme is of Reliance after that Idea comes and the last is Tata.

INTERPRETATION-

50 Currency system of vodafone makes its incentive schemes much attractive. Airtel has good sales, hence good commission. Tata give the highest share per connection sale to the retailer.

Aware of TTSL’s 105-74 STV’s

TTSL's 105-74STV,s Yes No

85 125

No

No Yes

Yes

0

20

40

60

80

100

120

140

INFERENCEThe survey shows that 85 retailers now about the STV’s and remaining 125 are unknown.

InterpretationThis may be due to• Disty’s DSE may not communicate the new schemes to retailers • Less or no representative visit. • No POP for new schemes.

51

Average RCV amount Sale per Day

Average RCV Sale Per Day Idea Reliance TTSL Vodafone Airtel BSNL

100-500 500-1000 35 65 55 70 75 56 30 40 25 35 20 25

10001500 30 30 25 45 20 30

15002000 40 20 15 65 25 40

20003000 25 10 5 42 40 55

Above3000 10 5 2 10 20 30

80 70 60

Idea Reliance TTSL Vodafone Airtel BSNL

50 40 30 20 10 0

100-500 500-1000 1000-15001500-20002000-3000Above3000

INFERENCE• •

AIRTEL and BSNL experience the big amount recharges from various retailers TATA experiences recharges in less amount

INTERPRETATION-

52 • •

TATA should increase the customer base so that people use more RCV and hence sales can be increased TATA should also focus on the good schemes for the customers

Most selling RCV of the operator Most Selling RCV of Operator Airtel Vodafone BSNL TATA Reliance Idea

80 30 62 8 10 20

Airtel Vodafone BSNL TATA Reliance Idea

INFERENCE• •

AIRTEL and BSNL experience the big amount recharges from various retailers TATA experiences recharges in less amount.

INTERPRETATIONS-

53

Large customer base probably may be the reason for large sales of the airtel and BSNL. Competitive strategies of AIRTEL and VODAFONE keep them ahead.

RCV is most inquired by the costumer

TTSL, s Top Up RCV Rs. 50 Rs.100 Rs. 150

55 130 25

Rs. 50 Rs.100 Rs. 150

INFERENCEThe retailers experience Rs. 100 RCV is most inquired by the costumers and Rs. 50 RCV comes is the second most inquired.

INTERPRETATION-

54 Large denomination RCV is not so much frequently inquired by the customers.

Validity RCV is most inquired by the costumer

Validity RCV Most inquired Rs. 149 Rs. 299 No Answer

89 50 71

Rs. 149 Rs. 299 No Answer

INFERENCE-

55 89 retailers say that RS 149 RCV is the most inquired top up RCV & 50 retailers says RS 299 RCV is most inquired top up RCV.

STV’s most inquired by the costumer

Most Inquired STV Rs. 49 Rs. 59 Rs. 105

120 50 40

Rs. 105 19%

Rs. 59 26%

Rs. 49 55%

INFERENCESTV’S are the vouchers designed to reduce the call rates of existing TATA INDICOM customers. The retailers are telling RS 49 STV as the most inquired STV

56 RS 59 STV has lesser no. Of inquiry, followed by the RS 105 STV. 20. Which is the most visible brand on the outlet?

Most visible brand on the outlet Visible Brand On The Outlets Tata Airtel Idea Vodafone Reliance

25 45 40 57 33

60 50 40

Tata Airtel Idea Vodafone Reliance

30 20 10 0 1

INFERENCEVISIBILITY is topped by the VODAFONE, as 28.33% outlets have the vodafone, as the most visible brand AIRTEL is the 2nd most visible brand with its presence on 23% outlets IDEA follows the above two.

57

COMPLAINTS BASED ON SURVEY CONDUTED

“Consumer is a king”

Problem and complaints of Customers:

• Problem relating to delivery: Some retailers face problems relating to delivery of stock. The problem is non-time delivery and no visits by the distributors because of that problem it put stress on retailers to take info products of some other brands.

• Problem relating to replacement: Some retailers face problems relating to replacement of faulted mobiles and RCV’s because of this they never gives order of mobile to the main dealer or distributor, which will also affected the goodwill of the distributor or dealer. And customers and retailers place the order of some other brands or switch to other technology cellular phones or GSM.

•

Complaints relating to schemes:

Mostly retailers say they are unknown about the schemes and even the agents are not clear about the schemes and the costumers have the same complaints regarding the

58 schemes. Firstly, they don’t get the information about new schemes of the products. Secondly, the schemes material is not provided to them in time.

• Complaints relating to network The most common problem about Tata tele Services ltd. is that they don’t have good network in the other skirts of the cities and the other players have very good network coverage in the small towns and villages.

• Complaints relating to distributors. The retailers especially in Amballa cantt. Are frustrated due to the Behavior of the agents of distributors they don’t visit the retailers Frequently and force them to buy stock for at least one month. The channel of distribution is not organized and the distributors are Not responsible.

• Complaint relating to Advertisement. The retailer’s complaint about the low advertisement on their shops Some of the retailers are promised board or display items but could Not get that.

• Complaints about marketing.

59

The retailers complaint that the is very low marketing by the officials of Tata Tele Services. They prefer that the dealing would be directly with the ASM of the company.

Recommendation

 There is a large untapped market which is around 55% of the total Population especially in rural market there fore the marketers should try to penetrate the rural market. To cover the rural market marketers should educate the rural peoples about the services, which are provided by the Service provider. And market should realize the rural peoples the need and the benefits of the telecommunication so that they attract toward their Services.

 Most of the service user is prefer the best services and they shift to the Company, which provide them better service than other. So it is the big Weapon for the service provider that in order to increase their market Share they have to provide the more as well as better services than the Other Competitors.

 The other thing, which influences the service user more, is the cost of the Service. Indian consumer is very cost concisions and like to prefer the Services which are more economical for them so service provider should Try to provide the services at the minimum cost.

 Advertisements have a huge effect on the perception of the consumer About the service of a particular service provider Advertisement helps in creating a brand image of the company in the Mind of the consumer so it effect their choice about the service.  I have also find that the GSM service in popular among peoples those

60 Are using mobile for general purpose and the business class like to use the CDMA mobile service. But the need of the hour is to launch the Gsm services.  SMS service is the most popular service among the mobile users and Other services like Roaming service, Tariff plans, customer care and GPRS services are also very popular in the mobile users. So the company should focus on that.

 Present service user of mobile are looking almost satisfied from the Services, which they are getting from their service provider. So the Company like Tata Indicom has to give extra services to costume and retailers to attract them.  The dealing with retailers should be direct by the Area managers and the management should be Zone wise which will help the retailers to deal with distributors.  The costumer care services should be good and the complaints of costumers would be solved as soon as possible.

 The range of the handsets should be increased and the retailers are provided with dummies so they can choose the handsets according to their tastes.

 The value in small recharge coupons should be increased.

 The hidden gifts and more incentives are there for the retailers so that they start the promotion of the company.

61

CONCLUSION Going mobile is a need today!!

Now buying mobile is not a rich man’s possession any more. The mobile industry is on whopping high. With various technologies creeping in every day you always are on a back seat to keep your self updated. With a major chunk of the users being teenagers it makes the situation more dynamic and helps to create a niche market in itself. Looking at the industry trends in mobile segment, the growth is tremendous. Various cellular providers try to be innovative in providing value added services to the subscribers. If the demand is rising in same pace then it is for sure that the subscriber base of the mobile users will definitely exceed the limit of the land line subscribers. This report tells about the preference of retailers to promote a particular brand and what they want from the company to build the brand. With this report the company can capture its loop holes or weaknesses and convert them in to their strengths and opportunities. From the above study we come to a conclusion that in case of parameters of selection, customer or the subscriber will first look at the network

62 coverage, tariffs and then other parameters. The Subscriber also expects the company to give in detail information of the service they are availing. An effective sales person has to be employed in order to influence the buyer decision. The company should have exciting offers with the service they provide.

BIBLIOGRAPHY

Principle of Marketing By Philip Kotler

Research Methodology By C.R. Kothari

Internet Websites       

www.goggle.com www.tataindicom.com www.relianceinfo.com www.vodafone.co.in www.BSNL.com www.coai.com www.ideacellular.com

BUSINESS JOURNALS  Business World  Business Today

63

NEWSPAPERS  Times Of India.  Economic Times.  Business standard

ANNEXURE

64

QUESTIONNAIRE

NAME OF THE OUTLET______________ CITY_______________ ADDRESS_________________________ VISIT DATE___________ TRAINEE NAME_________________________________________

1) What is the profile of the outlet-Telecom dedicated/non Telecom? a) Telecom dedicated

b) Non Telecom dedicated

2) What do you sell- Handset +RCV/Kits + RCV/RCV?

3) Do you sell TTSL stocks- Handset +RCV/Kits + RCV/RCV?

4) Are you aware of TTSL’s two months free scheme – yes/no?

65

5) What is the frequency of TTSL’s POP?

6) Do you have TTSL’s EVD number – yes/no?

7) What is your source of purchase of TTSL stocks – TTSL Disty/TVS/Any other? 8) What is your monthly activation for all operators? a) Idea

b) Reliance

c) TTSL

d) Vodafone

e) Airtel

f) BSNL

9) Which company you promote the most and why?

10) What is the frequency of Disty’s DSE (FOS) visit? a) Daily

b) Thrice a week

d) Once a week e) Once in a Fortnight

c) Twice a week d) No visit

11) Do you get TTSL claims on time – yes/no?

12) Which company’s incentive scheme is most attractive and how?

66

13) What is frequency of representative’s visit only for Handset + RCV outlets? a) Once a week

b) Once in a fortnight

c) Once in a month

d) No visit

14) Are you aware of TTSL’s 105-74 STV’s – yes/no?

15) What is the average RCV amount sale per day? a) Idea

b) Reliance

c) TTSL

d) Vodafone

e) Airtel

f) BSNL

16) Which is the most selling RCV of the operator/

17) Which top up RCV is most inquired by the customer?

18) Which validity RCV is most inquired by the customer?

19) Which STV is most inquired by the customer?

20) Which is the most visible brand on the outlet?

67

21) What should we do to make you sell TTSL more?

RETAILER NAME:

RETAILER STAMP

FEEDBACK: _________________________________________________________________________________________________________

List Of The Retailers Actually Visited

68

City

Retailer Name

Shahbad

Anil Traders

Shahbad

Disty Name No

Address

Visit Date

Durga Mandir Chownk

20-06-08

Batra Sumit Traders Communication

Old sabji Mandi

20-06-08

Shahbad

Bhatia Sumit Traders Communication

Jagdish Marg

20-06-08

Shahbad

Bedi Photostat

Satya Nagar

21-06-08

Shahbad

Bansal Sumit Traders Communication

Mahadev Chownk

20-06-08

Shahbad

Cheetan Sumit Traders Communication

Nakia Market

20-06-08

Shahbad

C.K. Karyana Store

Madan Pur Road

21-06-08

Shahbad

Chandok Mobiles

No

Kutiya Road

21-06-08

Shahbad

Dhamija Communication

No

Railway Road

20-06-08

Shahbad

Friends Telecom

Sumit Traders

Masjid Wali Gali

21-06-08

Shahbad

Guru Kirpa Mobile

Sumit Traders

Jagdish Margh

21-06-08

Shahbad

Happy S.T.D & Communication

No

Devi Mandir Road

18-06-08

Shahbad

Jass Mobile

Sumit Traders

Shiv Mandir Road

21-06-08

No

Sumit Traders

69 Shahbad

Kush Mobile

Sumit Traders

Devi Mandir Road

18-06-08

Shahbad

Khurana Watch & Mobile Shop

Sumit Traders

Old sabji Mandi

20-06-08

Shahbad

K.R.K. Mobile center

Sumit Traders

Madan Pur Road

21-06-08

City

Retailer Name

Disty Name

Address

Visit Date

Shahbad

Kholi Sumit Traders Communication

K.L Sharma Market

21-06-08

Shahbad

Manoj Optical

Sumit Traders

Devi Mandir Road

18-06-08

Shahbad

Markanda Mobiles

Sumit Traders

Devi Mandir Road

18-06-08

Shahbad

Manchanda Sumit Traders Communication

Shiv Mandir Market

21-06-08

Shahbad

Narang Sumit Traders Electronics & Communication Narang Mobile Sumit Traders Shoppe

G.T. Road

20-06-08

Devi Mandir Road

21-06-08

Shahbad

Puneet Sumit Traders Communication

Devi Mandir Road

20-06-08

Shahbad

Rohit Sumit Traders Communication

Majri Muhalla

20-06-08

Shahbad

Sethi Sumit Traders Communication

K.L Sharma Market

21-06-08

Shahbad

S.R Any Other Communication

K.L Sharma Market

21-06-08

Shahbad

Singla Electrical

No

Majri Muhalla

20-06-08

Shahbad

Setia Communication

No

Near Dr. Jagdish Clinic

20-06-08

Shahbad

Shri Mobiles

No

Shahbad

20-06-08

Shahbad

Sach Sumit Traders Communication

Devi Mandir Road

18-06-08

Shahbad

70 Shahbad

Singla Copy House

No

Majri Muhalla

20-06-08

Shahbad

Sharma communication

No

Devi Mandir Road

18-06-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambika Enterprises

Sumit Traders

Indri Road

26-06-08

Ladwa Ladwa

Aman Sumit Traders Communication

NGM Ladwa Road

26-06-08

Ladwa

Aggarwall Sumit Traders Communication

Hinori Road

01-07-08

Ladwa

B.K. Sumit Traders Communication

Indri Road

26-06-08

Ladwa

Bike Shoppe

Radour Road

26-06-08

Ladwa

City Sumit Traders Communication

Indri Road

01-07-08

Ladwa

Dhingra Sumit Traders Communication

Babain Road

26-06-08

Ladwa

Diamond Radio

Radour Road

26-06-08

Ladwa

Dhawan Sumit Traders Communication

Hinori Road

01-07-08

Ladwa

Guri Sumit Traders Communication

Babain Chownk 26-06-08

Ladwa

Jai Shri Bala Ji

Hinori Road

01-07-08

Ladwa

Jagdhmba Sumit Traders Communication

Indri Road

01-07-08

Ladwa

Ringer Watch Co.

Sumit Traders

Babain Road

26-06-08

Ladwa

Kamal Telecom

Sumit Traders

Indri Road

28-06-08

Sumit Traders

Sumit Traders

Sumit Traders

71

Ladwa

Kumar Sumit Traders Communication

Indri Road

26-06-08

Ladwa

Maha Telecom

Sumit Traders

Indri Road

01-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ladwa

New Laxmi Mobile World

Sumit Traders

Hinori Road

28-06-08

Ladwa

Om Stabilizer

Sumit Traders

Babain Road

27-06-08

Ladwa

Om Parkash Amit Lal

Sumit Traders

Main Bazzar

26-06-08

Ladwa

Star Sumit Traders Communication

Indri Road

01-07-08

Ladwa

S.D Sumit Traders Communication

Sangam Market

30-06-08

Ladwa

S.K. Sumit Traders Communication

Radour Road

26-06-08

Ladwa

Sant Music Center

Sumit Traders

Indri Chownk

26-06-08

Ladwa

Shamkar Sumit Traders Trading Company Tushar Sumit Traders Communication

Radour Road

26-06-08

Radour Road

26-06-08

Veerji Sumit Traders Communication

Babain Road

27-07-08

Bharal Sumit Traders Communication

Barada Road

30-06-08

Babain

Jass Sumit Traders Communication

Ladwa road

30-06-08

Babain

Kushi Sumit Traders Communication

Ladwa road

30-06-08

Babain

Lalit Sumit Traders Communication

Ladwa road

30-06-08

Ladwa Ladwa

Babain

72

Babain

Lovely communication

Sumit Traders

Ladwa road

30-06-08

Babain

Narang Sumit Traders Communication

Ladwa road

30-06-08

City

Retailer Name

Address

Visit Date

Babain

Sonu Sumit Traders Communication

Ladwa road

30-06-08

Babain

S.K. Sumit Traders Communication

Barada Road

30-06-08

Babain

Shyam Sumit Traders Communication

Barada Road

30-06-08

Babain

V.P Sumit Traders Communication

Babain Bus Stand

30-06-08

Akshat Adarsh Traders Communication

Court Road

25-06-08

Ambala City

Bajaj Property

Adarsh Traders

Court Road

25-06-08

Ambala City

Babbar Adarsh Traders Communication

Court Road

25-06-08

Ambala City

Babbar Shoes

Adarsh Traders

Shukulkand road

25-06-08

Ambala City

Bhola tunes

Adarsh Traders

Manav Chownk 24-06-08

Ambala City

Beauty Emporium& Mobile Zone Bhatia Music Center

Adarsh Traders

Manav Chownk 24-06-08

Adarsh Traders

T.P. Hospital Road

30-06-08

Ambala City

Ambala City

Disty Name

Ambala City

Chirag Adarsh Traders Communication

Moti Nagar

25-06-08

Ambala City

Deep Medicose

Court Road

25-06-08

Adarsh Traders

73

Ambala City

Deepak Adarsh Traders Communication

Manav Chownk 24-06-08

Ambala City

Ghambir Karyana

Manav Chownk 24-06-08

City

Retailer Name

Ambala City

TVS

Disty Name

Address

Visit Date

Guru Nanak Adarsh Traders Communication

Perm Nagar

23-06-08

Ambala City

Hasija Mobile

Shukulkund Road

23-06-08

Ambala City

Joshi Adarsh Traders Communication

Manav Chownk 24-06-08

Ambala City

Jashan Mobile Jone

Adarsh Traders

Near police Post

23-06-08

Ambala City

Kailash Electricals

Adarsh Traders

Baldav Nagar

25-06-08

Ambala City

Khanna Mobile World

Adarsh Traders

Baldav Nagar

25-06-08

Ambala City

Kalra Adarsh Traders Communication

Shukulkund Road

23-06-08

Ambala City

Liberty Electrical

Adarsh Traders

Manav Chownk 24-06-08

Ambala City

Nigaha Mobile Plaza

Adarsh Traders

Vikas Vihar

23-06-08

Ambala City

Manoj Confectionery

Adarsh Traders

Bazar Basti

23-06-08

Ambala City

Pawan Electrical

Adarsh Traders

Moti Nagar

25-06-08

Ambala City

Paradise Gallery

Adarsh Traders

Manav Chownk 24-06-08

Ambala City

Rajeev Adarsh Traders Communication

Old Civil HOSPITAL

23-06-08

Ambala City

Sahini Adarsh Traders Communication

Jagadhri Gate

25-06-08

Adarsh Traders

74

Ambala City

Sahini Medicose

Adarsh Traders

Jagadhri Gate

25-06-08

Ambala City

Sethi Medicose

Adarsh Traders

Nicholson Road 01-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambala City

Sonu Communication

Adarsh Traders

Baldev Nagar

25-06-08

Ambala City

Shangri Communication

Adarsh Traders

Manav Chownk

24-06-08

Ambala City

Sat guru Communication

Adarsh Traders

Durga Bazzar

23-06-08

Ambala City

Sachdeva Communication

Adarsh Traders

Manav Chownk

24-06-08

Ambala City

Win sun Electronics

Adarsh Traders

T.P. Hospital Road

30-06-08

Ambala City

Walia Movies

Adarsh Traders

Bansa Wala Chownk

23-06-08

Ambala City

Yashika Gift Gallery

Adarsh Traders

Manav Chownk

24-06-08

Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt.

Arora Watch Co. Fair Deal.

Main Saddar Bazaar

03-07-08

Arora Gen. Stora

Fair Deal.

Ram Nagar

11-07-08

Brother Associates

Fair Deal.

Mahesh Nagar

03-07-08

Bansal Telecom

Fair Deal.

Nanhera Road

11-07-08

Bajaj Electronics

Fair Deal.

Rai Market

02-07-08

Bhisani Med. Hall

Fair Deal.

Staff Road

16-07-08

75

Ambala Cantt. Ambala Cantt.

Banti Communication

Fair Deal.

Housing Board

11-07-08

Bali Fair Deal. Communications

Nanhera Road

11-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt.

Bala Ji

Fair Deal.

Gandhi Market

07-07-08

Chitkara Fair Deal. Communication

Gandhi Market

07-07-08

Cell Point

Idgah Road

17-07-08

Chinky Fair Deal. Communication

Gandhi Market

07-07-08

Dham Telecom

Staff Road

16-07-08

Chawla Fair Deal. Communication

Old Sabji Mandi

10-07-08

Chandok Auto Store

Fair Deal.

Railway Road

02-07-08

Durga Traders

Fair Deal.

Kabadi Bazzar

17-07-08

Durga Music &Mobile

Fair Deal.

Rambagh Road

17-07-08

Gupta Std & Pco

Fair Deal.

Kabadi Bazzar

17-07-08

Gupta Telecom

Fair Deal.

Staff Road

16-07-08

Fair Deal.

Fair Deal.

Gaggan Fair Deal. Communication

Nicholson Road 02-07-08

G.D. Enterprises

Fair Deal.

Defence Colony

15-07-08

Guluani General Store

Fair Deal.

Defence Colony

15-07-08

76

Ambala Cantt. Ambala Cantt.

Goyal Enterprises

Fair Deal.

Railway Road

02-07-08

Henna Fair Deal. Communication

Defence Colony

15-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt.

Ishar Das Malhotra

Fair Deal.

Main Saddar Bazzar

03-07-08

Joshi Fair Deal. Communication

Railway Road

17-07-08

Jaggi Sales

Fair Deal.

Mahesh Naggar

03-07-08

Jag dish Watch Co.

Fair Deal.

Rai Market

02-07-08

Katyal Electronics

Fair Deal.

Saddar Bazzar

08-07-08

Kapoor Mobile Center

Fair Deal.

Nahn House

07-07-08

Kohli Fair Deal. Communication

Gandhi Market

08-07-08

Kapur Mobile

Fair Deal.

Kotwali Bazzar

09-07-08

Kochar Medicos

Fair Deal.

Defence Colony

15-07-08

Kalra Gen. Store

Fair Deal.

Ram Nagar

11-07-08

Lovely Fair Deal. Electronics Ltd.

Rai Market

02-07-08

Lamba Studio

Fair Deal.

Railway Road

02-07-08

Music Center

Fair Deal.

Nicholson Road 03-07-08

Move & Pick

Fair Deal.

Govind Nagar

03-07-08

77

Ambala Cantt. Ambala Cantt.

Manoj Shoe Co.

Fair Deal.

Old Sabji Mandi

10-07-08

Mohit Mobile

Fair Deal.

Kachha Bazzar

08-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt.

Mahesh Traders Fair Deal.

Opp. Capital Cinema

10-07-08

Mobile Planet

Fair Deal.

Nanhera Road

11-07-08

Manchanda Agencies

Fair Deal.

Old Sabji Mandi

10-07-08

Malek Electronics

Fair Deal.

Kotwali Bazzar

09-07-08

Mannu Medicos

Fair Deal.

Kachaa Bazzar

08-07-08

Midhi Photostate

Fair Deal.

Machii Mohala

17-07-08

Network Solutions

Fair Deal.

Patel Road

09-07-08

Nanda Telecom

Fair Deal.

D.C. Road

03-07-08

New Era Fair Deal. Communication

Green Park

03-07-08

Narinder Telecom

Fair Deal.

Rai Market

02-07-08

Om Karyana Store

Fair Deal.

Nanhera Road

11-07-08

Pawa Fair Deal. Communication

Patel Road

09-07-08

Pee Cee Associates

Fair Deal.

Defence Colony

15-07-08

Patyal Telecom

Fair Deal.

Staff Road

16-07-08

78

Ambala Cantt. Ambala Cantt.

Pace Electronics

Fair Deal.

Railway Road

02-07-08

R.K. Electronics

Fair Deal.

Kotwali Bazzar

09-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt.

Raja Watch Co.

Fair Deal.

Sadar Bazzar

03-07-08

Rajan Electronics

Fair Deal.

Sadar Bazzar

09-07-08

Raja Gift

Fair Deal.

Sandhura Bazzar

09-07-08

R.S juice Corner

Fair Deal.

Mahesh Naggar

03-07-08

Shree Krishna

Fair Deal.

Main Bazzar

07-07-08

Shelly Fair Deal. Communication

Nahn House

07-07-08

Sai Telecom

Fair Deal.

Saddar Bazzar

08-07-08

Sudhan Enterprise

Fair Deal.

Ambala

10-07-08

Sunil Std.

Fair Deal.

Ram Krishan Colony

11-07-08

Shyam Fair Deal. Communication

Patel Road

09-07-08

Shalimar Gift Corner

Fair Deal.

Kotwali Bazzar

09-07-08

Shri Bala Ji Electronics

Fair Deal.

Gobind Nagar

03-07-08

Sethi Mkt. Services

Fair Deal.

Mahesh Nagar

03-07-08

Saini Electrical & mobile Shop

Fair Deal.

Nicholson Road 03-07-08

79

Ambala Cantt. Ambala Cantt.

U-Like Fair Deal. Communication

Railway Road

02-07-08

Vd Cycle Works

Fair Deal.

Staff Road

16-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt.

Yadav Fair Deal. Communication

Staff Road

16-07-08

Braham Medicose

Fair Deal.

Babyal Road

19-07-08

Expozer Photo Studio

Fair Deal.

Babyal Road

17-07-08

Gupta Shingar Bandhar

Fair Deal.

Babyal Road

19-07-08

Om Parkash Jhamb & sons

Fair Deal.

Babyal

19-07-08

Mobile Trenz

Fair Deal.

Babyal Road

19-07-08

Millap Fair Deal. Communication

Babyal Road

19-07-08

Mobile Hut

Fair Deal.

Babyal Road

19-07-08

Rajni Di Hatti

Fair Deal.

Babyal

19-07-08

Singla Confectionary

Fair Deal.

Babyal Road

19-07-08

Sood Stationery Fair Deal.

Babyal Road

19-07-08

Sethi Fair Deal. Communication

Babyal Road

19-07-08

Singla Fair Deal. Communication

Babyal Road

19-07-08

Wazir Chand Jhamb & sons

Babyal Road

19-07-08

Fair Deal.

80

Ambala Cantt. Ambala Cantt.

Wazir Chand Jhamb & sons

Fair Deal.

Babyal

19-07-08

Om Watch Co.

Fair Deal.

Lal Kurti Bazzar

18-07-08

City

Retailer Name

Disty Name

Address

Visit Date

Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. Ambala Cantt. SAHA

Chopra mobile Zone

Fair Deal.

Lal Kurti Bazzar

18-07-08

Guru Nanak Gen. Store

Fair Deal.

Lal Kurti Bazzar

18-07-08

Ashok Fair Deal. Communication

Lal Kurti Bazzar

18-07-08

Mohan S.T.D

Fair Deal.

Lal Kurti Bazzar

18-07-08

Nishu Gen. Store

Fair Deal.

Lal Kurti Bazzar

18-07-08

New Mahavira Store

Fair Deal.

Lal Kurti Bazzar

18-07-08

Arora Gift gallery

Fair Deal.

Lal Kurti Bazzar

18-07-08

Ramesh Kumar Jain

Fair Deal.

Lal Kurti Bazzar

18-07-08

Anand Auto Mobiles

Fair Deal.

Saha

24-07-08

SAHA

Goethe Fair Deal. Communication

Saha

24-07-08

SAHA.

New Mobile World

Fair Deal.

Saha

24-07-08

SAHA.

Saini Fair Deal. Communication

Saha

24-07-08

81