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A
PROJECT THESIS
ON
“ STUDY ON GSM MARKET”
INDIAN INSTITUTE OF PLANNING AND MANAGEMENT
(NEW DELHI)
IN PARTIAL FULL FILLMENT OF MBA DEGREE 2010-12
SUBMITTED BY-
SATYAVRAT PANDEY
MBA IV SEMESTER (2010-12)
ENROLMENT NO.- 10AM80692
PROJECT THESIS ID- TS12-M-10
SUBMITTED TO-
PUSPH LAMBA
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ABSTRACT
The study has been done to understand the current status of Indian GSM market and the trend
which are taking place in the market. The Indian telecom sector is growing very fast, it hasworld‟s second largest subscriber base, it has become a lucrative market for foreign players, most
foreign giant has made their entry into Indian telecom sector and many are waiting for their turn.
Since the launch of mobile number portability (MNP) in Indian market competition has gone up
companies trying to lure the subscribers of other company with tantalizing offers.
In this study primary as well secondary data has been used to understand the market trend,
market status and future market trend well .Market trends means what marketing strategy is
being used by the players to beat the competitor and the response of customer towards it.
Study has been done to know the future market trend by analyzing the past data in present. To
collect primary data questionnaire has been used, face to face and telephonic interview has been
conducted, on the basis of which conclusion and recommendation has been given. For the
secondary data books, magazine, news paper, journal and report from various research agency
has been studied. Secondary data helped to know current status of telecom sector and take a
glimpse of trend that may take place in future.
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PROJECT THESIS TOPIC APPROVAL
Dear SATYAVRAT PANDEY,
This is to inform you that the approved topic for project thesis is - “STUDY ON GSM MARKET”.
This email is an official confirmation that you would be doing your project thesis work genuinely and shall
try to achieve the said objectives mentioned in the synopsis.
You must always use the thesis title as approved and registered with us.
Your project thesis id Number is TS12-M-010.
You are required to correspond with your Internal Guide MR.PUSHP LAMBA ([email protected]) at
regular intervals before sending the thesis final draft to him.
Regards,
Dipti Sharma
The Indian Institute of Planning and [email protected] Phone: 0124 – 42789995
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ACKNOWLEDGEMENT
A fruitful work is incomplete without paying a word of thanks to all the people who are directly
or indirectly involved in its completion.
I wish to express my heartfelt appreciation to many who have contributed to this
project both explicitly and implicitly. Words can never express the extent of indebt, but I still
wish to express my deep sense of gratitude to all the people for their valuable time and co-
operation, which they had given me.
Firstly, I am thankful and express my gratitude to Mr.Pushp Lamba ( Project Guide)
who inspired me and guided me throughout the period of project work that enabled me to
successful completion the project.
I am thankful to my parents who motivated me throughout this project work. The preparation of
this project would not have been an easy task without the help and support of my parents.
I also thank all my professors who helped me during the project, and last but not the
least to my classmates, who despite their own project have helped in my project as and when
they could.
Satyavrat Pandey
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TABLE OF CONTENT
TOPIC PAGE NO.
INTRODUCTION 6
RESEARCH METHODOLOGY
Objective
Design
Limitation
Data collection
8
9
9
10
11
LITERATURE REVIEW
Introduction
History of GSM A brief introduction of Indian telecom
sector and players
Present status of GSM market
Mobile No. Portability
12
13
14
19
32
36
Finding and Analysis 44
SWOT Analysis 56
Conclusion 57Recommendation 59
Bibliography 60
Annexure 61
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INTRODUCTION
The telecom services have been recognized the world-over as an important tool for socio
economic development for a nation. It is one of the prime support services needed for rapid
growth and modernization of various sectors of the economy. Indian telecommunication sector
has undergone a major process of transformation through significant policy reforms, particularly
beginning with the announcement of NTP 1994 and was subsequently re-emphasized and carried
forward under NTP 1999. Driven by various policy initiatives, the Indian telecom sector
witnessed a complete transformation in the last decade. It has achieved a phenomenal growth
during the last few years and is poised to take a big leap in the future also.
The word „GSM‟ stands for GLOBAL SYSTEM FOR MOBILE COMMUNICATION, or
GROUP SPECIAL MOBILE. The concept of GSM has been developed by the European
Telecommunication Standard Institute. It is a standard set that describe technologies for second
generation (2G) digital cellular network. Developed as a replacement for first generation (1G)
analog cellular networks, the GSM standard originally described a digital, circuit switched
network optimized for full duplex voice telephony. The standard was expanded over time to
include first circuit switched data transport, then packet data transport via GPRS (General Packet
Radio Services). Packet data transmission speeds were later increased via EDGE (Enhanced Data
rates for GSM Evolution) referred as EGPRS. The GSM standard is more improved after the
development of third generation (3G) UMTS standard developed by the 3GPP. GSM networks
will evolve further as they begin to incorporate fourth generation (4G) LTE Advanced standards.
"GSM" is a trademark owned by the GSM Association.
This is all technical information about the GSM that what the GSM actually is and how it came
into the picture, let‟s move to the other aspect on which study based on that is business aspect.
As for as the telecom sector is concerned in India it is growing very fast so as the GSM segment,
there are a lot no. of domestic and international player are trying to get into the country and
capture the lucrative market.
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The Indian Telecommunications network with 919 million connections (as on March 2012) is the
second largest in the world. It has the world's third-largest Internet users with over 121 million
as of march 2012. India has become the world's most competitive and one of the fastest growing
telecom markets. The sector is growing at a speed of 45% during the recent years. This rapid
growth is possible due to various proactive and positive decisions of the Government and
contribution of both by the public and the private sectors. The rapid strides in the telecom sector
have been facilitated by liberal policies of the Government that provides easy market access for
telecom equipment and a fair regulatory framework for offering telecom services to the Indian
consumers at affordable prices.
This is all about the state of Indian telecom sector but what about the major telecom player, what
they are doing to capture more and more market share .competition are heating up betweenplayers after the introduction of MNP(mobile no. portability). Companies such as Airtel,
Vodafone, Idea , Tata docomo and many more giving lucrative offer to attract the customer of
other player, spending huge amount on advertisement and the sales promotion.
It would be interesting to see that who is gaining the competitive advantage over other in such a
market where the customer is very dynamic in nature and competition are heating up. Now these
days companies has to be very cautious because at one hand they should not lose its existing
customer and on the other hand they have to gain new customer, if they want to make the use of
MNP then they should be capable enough to attract the customer of its competitor. Companies
are sweating heavily to formulate the marketing strategies in such a way that it could full fill all
what they actually need.
If we talk about current market scenario then India's GSM subscriber base grew by 1.04 percentin March with addition of 6.87 million mobile phone users, with Bharti Airtel alone signing upover 2.5 million customers, according to data released by Cellular Operators Association of India.
The total number of GSM subscribers in the country crossed 664 million as against 657.22million in February.
So it would be interesting to know that how far the market can grow.
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RESEARCH METHODOLOGY
Research methodology means the technique, method and various tool which has been used bythe researcher in data collection, in analyzing of data, in interpretation of data.
It is concerned with using right method for collection of data; it is also concerned with collecting
right data from right place and using right source.
When we talk of Research methodology, we don‟t talk of the research method but also consider
the logic behind it, we study and explain that why a particular method is being used in this.
A researcher should adopt that methodology on the basis of which he could evaluate the research
result and others also.
In this research I took 10 telecom companies in Indian market that is big according to their
market share and customer base.
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RESEARCH OBJECTIVE-
The basic purpose of the research is to know about the current state of the Indian GSM market,means what is happening in the market, who is gaining market share, which is losing its
customer base, what kind of marketing strategies are being used by the telecom companies to
stay ahead. Since the introduction of the GSM services in Indian market the market has been
changed first there were only 2 or 3 companies but now these there are 15 telecom companies in
Indian market and each of them are ready to grasp the market share.
Subscriber base also increased within 5 year, in march2007 there was only 165.09 million
subscribers but now till March 2012 it reached 919.17 million.
To know the state of Indian GSM market.
To know the effect of mobile number portability(MNP) on telecom players, since the
introduction of MNP in Indian market competition has been very tough companies has to
think twice, thrice before changing the tariff plan or any other existing plan.
To know the market share of various companies.
To know the growth of Indian GSM market.
To know the competitive advantage of GSM over CDMA services.
To know the consequences of Supreme Court decision on Indian GSM market, when in
FEB 2012 the Supreme Court quashed all 122 licenses which had been issued by former
telecom minister A. Raja some foreign companies started thinking to exit from India.
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RESEARCH DESIGN-
Research: descriptive
Data source: primary and secondary
Research tools: survey, Questioners, interview and studies.
Type of questions : open ended and close ended.
Sample unit : 100
Sampling procedure: simple random procedure.
Contact method: personal ,online and telephone
RESEARCH LIMITATION-
1. Mostly people did not like to take part in the survey
2. People did not answer the questions properly
3. Many people did not fill the questionnaire properly
4. Many people didn‟t reply the mail
5. Reports and survey were not up to date.
6. Some Surveys were not trust worthy.
7. Some Surveys were difficult to understand
8. Surveys were contradicting each other information on GSM market.
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DATA COLLECTION METHOD-
Primary Data-
To collect primary data I used basically 3 method of data collection.
a) Personal interview- In this method of collecting data I used to interact with the people
who were coming in to the store.
b) Telephonic interview- in this method of collecting data I used to call the prospect and
note the feedback.
c) Mail- I sent a questionnaire to a lot of people to know their views.
Secondary Data-
To collect secondary data I took internal secondary data and external secondary data.
a) Internal secondary data- Data from company itself which it already has.
b) External secondary data- Data from the outside of the company, like books, magazines,
newspapers, internet and other reliable sources
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LITERATURE REVIEW-
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INTRODUCTION OF GLOBAL SYSTEM FOR MOBILE COMMUNICATION (GSM) –
The word „GSM‟ stands for GLOBAL SYSTEM FOR MOBILE COMMUNICATION, or
GROUP SPECIAL MOBILE. The concept of GSM has been developed by the European
Telecommunication Standard Institute. It is a standard set that describe technologies for second
generation (2G) digital cellular networks. Developed as a replacement for first generation (1G)
analog cellular networks, the GSM standard originally described a digital, circuit switched
network optimized for full duplex voice telephony. The standard was expanded over time to
include first circuit switched data transport, then packet data transport via GPRS (General Packet
Radio Services). Packet data transmission speeds were later increased via EDGE (Enhanced Data
rates for GSM Evolution) referred as EGPRS. The GSM standard is more improved after the
development of third generation (3G) UMTS standard developed by the 3GPP. GSM networks
will evolve further as they begin to incorporate fourth generation (4G) LTE Advanced standards.
"GSM" is a trademark owned by the GSM Association.
HISTORY OF GSM-
During the early 1980s, analog cellular telephone systems were experiencing rapid growth in
Europe, particularly in Scandinavia and the United Kingdom, but also in France and Germany.
Each country developed its own system, which was incompatible with everyone else's in
equipment and operation. This was an undesirable situation, because not only was the mobileequipment limited to operation within national boundaries, which in a unified Europe were
increasingly unimportant, but there was also a very limited market for each type of equipment, so
economies of scale and the subsequent savings could not be realized.
The Europeans realized this early on, and in 1982 the Conference of European Posts and
Telegraphs (CEPT) formed a study group called the Group Special Mobile (GSM) to study and
develop a pan-European public land mobile system. The proposed system had to meet certain
criteria:
Good subjective speech quality.
Low terminal and service cost.
Support for international roaming
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Ability to support handled terminal.
ISDN Compatibility.
The genesis of GSM came from the recognition by all engineers that common technical
standards were “a good thing” in telecommunications and a growing willingness by European
Governments in 1984 to at least consider exploring a single market in
telecommunications. These two sentiments were held in quite different worlds within Europe.
There was the technical world that brought together engineers at technical conferences of the
European Conference of Posts and Telecommunications (CEPT). GSM was set up by CEPT in
1982. There was a political world where, in telecommunications, the old order of national state
monopolies were firmly in the driving seat in 1982 and under liberalization pressure from
the the European Commission from around 1984 . This was the start of the breakdown of the old
state run telecommunications monolithic structures and particularly public mobile services
(pioneered by the UK). There was a third world of the big European industrial
companies firmly tied to national markets but always trying to break into the backyard of the
others.
These worlds were not just countries, companies and committees – but comprised the key people
who created GSM. Among those critical to the success of GSM were.
ADVANTAGES OF GSM-
GSM advantages over other cellular technologies are;
Dominant global market share of GSM gives benefits:
Large number of infrastructure and handset vendor‟s giving advantage in terms of price
and other commercial term.
Innovation ahead of CDMA e.g. single chip hand set.
Widest choice of handsets with widespread sales and service distribution network.
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Handset availability in all price segment and ongoing introduction of wide variety to
meet customer requirements.
Easy subscription process (SIM BASED).
Widespread prepaid solution.
Seamless interoperability between networks and handset.
Global footprint for international roaming including SMS, Data and other value added
services.
ADVANTAGE FOR SUBSCRIBERS-
Low cost entry handset.
Wide choice and availability of handset.
International roaming.
Easy subscription.
Affordable services for common man.
ADVANTAGE FOR OPERATOR-
Economies of scale due to dominant market share.
Choice of multiple vendors.
Lower subscriber acquisition cost.
Seamless interoperability.
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A BRIEF INTRODUCTION OF INDIAN TELECOM SECTOR
Introduction
The telecom services have been recognized the world-over as an important tool for socio-economic development for a nation. It is one of the prime support services needed for rapid
growth and modernization of various sectors of the economy. Indian telecommunication sector
has undergone a major process of transformation through significant policy reforms, particularly
beginning with the announcement of NTP 1994 and was subsequently re-emphasized and carried
forward under NTP 1999. Driven by various policy initiatives, the Indian telecom sector
witnessed a complete transformation in the last decade. It has achieved a phenomenal growth
during the last few years and is poised to take a big leap in the future also.
Status of Telecom Sector
The Indian Telecommunications network with 919.17 million connections (as on March 2012) is
the second largest in the world. in it total number of GSM connection is 664.08 million. The
sector is growing at a speed of 45% during the recent years. This rapid growth is possible due to
various proactive and positive decisions of the Government and contribution of both by the
public and the private sectors. The rapid strides in the telecom sector have been facilitated by
liberal policies of the Government that provides easy market access for telecom equipment and a
fair regulatory framework for offering telecom services to the Indian consumers at affordable
prices. Presently, all the telecom services have been opened for private
participation. The Government has taken following main initiatives for the growth of the
Telecom Sector:
Liberalization
The process of liberalization in the country began in the right earnest with the announcement of
the New Economic Policy in July 1991. Telecom equipment manufacturing was delicensed in
1991 and value added services were declared open to the private sector in 1992, following which
radio paging, cellular mobile and other value added services were opened gradually to the private
sector. This has resulted in large number of manufacturing units been set up in the country. As a
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result most of the equipment used in telecom area is being manufactured within the country. A
major breakthrough was the clear enunciation of the government‟s intention of liberalizing the
telecom sector in the National Telecom Policy resolution of 13th May 1994.
National Telecom Policy 1994
In 1994, the Government announced the National Telecom Policy which defined certain
important objectives, including availability of telephone on demand, provision of world class
services at reasonable prices, improving India’ s competitiveness in global market and promoting
exports, attractive FDI and stimulating domestic investment, ensuring India’ s emergence as
major manufacturing / export base of telecom equipment and universal availability of basic
telecom services to all villages. It also announced a series of specific targets to be achieved by
1997.
Telecom Regulatory Authority of India (TRAI)
The entry of private service providers brought with it the inevitable need for independentregulation. The Telecom Regulatory Authority of India (TRAI) was, thus, established with effect
from 20th February 1997 by an Act of Parliament, called the Telecom Regulatory Authority of
India Act, 1997, to regulate telecom services, including fixation/revision of tariffs for telecom
services which were earlier vested in the Central Government.
TRAI’ s mission is to create and nurture conditions for growth of telecommunications in the
country in manner and at a pace, which will enable India to play a leading role in emerging
global information society. One of the main objectives of TRAI is to provide a fair andtransparent policy environment, which promotes a level playing field and facilitates fair
competition. In pursuance of above objective TRAI has issued from time to time a large number
of regulations, orders and directives to deal with issues coming before it and provided the
required direction to the evolution of Indian telecom market from a Government owned
monopoly to a multi operator multi service open competitive market. The directions, orders and
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regulations issued cover a wide range of subjects including tariff, interconnection and quality of
service as well as governance of the Authority.
The TRAI Act was amended by an ordinance, effective from 24 January 2000, establishing a
Telecommunications Dispute Settlement and Appellate Tribunal (TDSAT) to take over theadjudicatory and disputes functions from TRAI. TDSAT was set up to adjudicate any dispute
between a licensor and a licensee, between two or more service providers, between a service
provider and a group of consumers, and to hear and dispose of appeals against any direction,
decision or order of TRAI.
New Telecom Policy 1999
The most important milestone and instrument of telecom reforms in India is the New Telecom
Policy 1999 (NTP 99). The New Telecom Policy, 1999 (NTP-99) was approved on 26th March
1999, to become effective from 1st April 1999. NTP-99 laid down a clear roadmap for future
reforms, contemplating the opening up of all the segments of the telecom sector for private sector
participation. It clearly recognized the need for strengthening the regulatory regime as well as
restructuring the departmental telecom services to that of a public sector corporation so as to
separate the licensing and policy functions of the Government from that of being an operator. It
also recognized the need for resolving the prevailing problems faced by the operators so as to
restore their confidence and improve the investment climate.
Key features of the NTP 99 include:
Strengthening of Regulator.
National long distance services opened to private operators.
International Long Distance Services opened to private sectors.
Private telecom operators licensed on a revenue sharing basis, plus a one-time entry fee.Resolution of problems of existing operators envisaged.
Direct interconnectivity and sharing of network with other telecom operators within the
service area was permitted.
Department of Telecommunication Services (DTS) corporatized in 2000.
Spectrum Management made transparent and more efficient
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MAJOR PLAYER IN INDIAN TELECOM INDUSTRY-
There are three types of players in telecom services:
• State owned companies (BSNL and MTNL)
• Private Indian owned companies (Reliance Communication, Tata Teleservices,)
• Foreign invested companies (Vodafone-Essar, Bharti Tele-Ventures, Escotel, IdeaCellular,
Loop Mobile, Spice Communications,Uninor,Tatadocomo )
BHARAT SANCHAR NAGAR LIMITED-
NAME Bharat Sanchar Nagar Limited
YEAR OF ESTABLISHMENT 2000COMPANY PROFILE Bharat Sanchar Nigam Ltd. is World's 7th
largest Telecommunications Company
providing comprehensive range of telecom
services in India: Wire line, CDMA mobile,
GSM Mobile, Internet, Broadband, Carrier
service, MPLS-VPN, VSAT, VoIP services, IN
Services etc. Within a span of five years it has
Become one of the largest public sector unit in
India.
GLOBAL PRESENCE/MARKETING
NETWORK
It has a network of over 45 million lines
covering 5000 town. it has 90.09 million
cellular and 5.06 million WLL customer
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BHARTI AIRTEL
NAME OF THE COMPANY Bhati Airtel
YEAR OF ESTABLISHMENT 7 July 1995
COMPANY PROFILE Bharti Airtel Limited commonly known
as Airtel, is an Indian telecommunications
company that operates in 20 countries across
South Asia, Africa and the Channel Islands. It
operates a GSM network in all countries,
providing 2G, 3G and 4G services depending
upon the country of operation. Airtel is
the third largest telecom operator in the world
with over 243.336 million customers across 20
countries as of March 2012. It is the largest
cellular service provider in India, with over
181 million subscribers at the end of March
2012. Airtel is the third largest in-country
mobile operator by subscriber base,
behind China Mobile and China Unicom. GLOBAL PRESENCE / MARKETING
NETWORK
Airtel is the third largest mobile operator in the
world in terms of subscriber base and has a
commercial presence in 20 countries and
the Channel Islands.
Its area of operation includes.
The Indian subcontinent
Airtel, in India
Airtel Bangla, in Bangladesh
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Airtel Srilanka, in Srilanka
Airtel Africa which operates in
17 countries,
ACQUISITION/STRATEGIC ALLIANCE In March 2010, Bharti struck a deal to
buy the Kuwait firm's mobile
operations in 15 African countries, in
India's second biggest overseas
acquisition after Tata Steel's $13 billion
buy of Corus in 2007.
On August 11, 2010, Bharti Airtelannounced that it would acquire 100%
stake in Telecom Seychelles for US$62
million taking its global presence to 19
countries.
FUTURE PROSPECT On 10 April 2012, Airtel launched 4G
services using TD-LTE technology in
Kolkata, becoming the first company in
India to offer 4G services. Airtel will
be launching 4G
in Bangalore Pune and Chandigarh this
year.
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RELIANCE COMMUNICATION
-
NAME OF THE COMPANY Reliance Communication
YEAR OF ESTABLISHMENT 2004
COMPANY PROFILE Reliance – ADA Group‟s flagship company,
Reliance Communications, is India's largest
private sector information and communications
company, with over 100 million subscribers. It
has established a pan-India, high-capacity,
integrated (wireless and wire line), convergent
(voice, data and video) digital network, to offer
services spanning the entire infocom value
chain.
GLOBAL PRESENCE / MARKETING
NETWORK
Reliance Communications has IP-enabled
connectivity infrastructure comprising over
190,000 kilometers of fiber-optic cable
systems
in India, the US, Europe, Middle East, and the
Asia Pacific region.
In India Reliance Communication covers 24,000
towns and 600000 villages.
ACQUISITION/STRATEGIC ALLIANCE It has acquired various players in same field
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FLAG Telecom
Yipes Ethernet Service
Digicable
Vanco
FUTURE PROSPECT Reliance communication is planning to launch
4G services in country.
VODAFONE-
NAME OF THE COMPANY Vodafone
YEAR OF ESTABLISHMENT Acquired majority stake in Hutch Essar in
India, by buying out complete stake of Hutch
in 2007, Essar is still minority stakeholder in
company.
COMPANY PROFILE Vodafone India is a member of the Vodafone
Group and commenced operations in 1994
when its predecessor Hutchison Telecom
acquired the cellular license for Mumbai. The
company now has operations across the
country with over 150 million customers.
Vodafone India has firmly established a
strong position within the Vodafone Group too,
making it the largest subscriber base globally.
This journey is a strong testimony of
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Vodafone‟s success in a highly competitive
and price sensitive market.
Vodafone India has been awarded the Most
Admired Telecom Operator and Best 3G
Operator at the recent Telecom Operator
Awards 2012. The company has also received
the globally recognized prestigious „Product
of the Year 2012‟ consumer award for
Vodafone Apps Store in the Mobile Services
Category. In another survey conducted by
Nielsen, Vodafone India was the only telecom
player in the Top 10 „Most Exciting Youth
Brands‟ in India. Vodafone India also features
in the Top 10 „Most Trusted Brands in India‟
for 2011, in a survey conducted by a leading
financial daily
GLOBAL PRESENCE / MARKETING
NETWORK
Vodafone owns and operates networks in over
30 countries and has partner networks in over
40 additional countries. Its Vodafone GlobalEnterprise division provides
telecommunications and IT services to
multinational corporate clients in over 65
countries. Vodafone also owns 45% of Verizon
Wireless, the largest mobile
telecommunications company in the United
States measured by subscribers
ACQUISITION / STRATEGIC ALLIANCE Vodafone acquires a 67% stake in
Hutchison Essar for $10.7 billion. The
company is renamed Vodafone Essar.
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'Hutch' is rebranded to 'Vodafone'
Vodafone Group buys out its partner
Essar from its Indian mobile phone
business. It paid $5.46 billion to take
Essar out of its 33% stake in the Indian
subsidiary. It left Vodafone owning
74% of the Indian business
Acquired BPL Mobile operations in 3
circles. This left BPL with operations
only in Mumbai, where it still operates
under the brand 'Loop Mobile'
In 2008,, Vodafone acquires the
licenses in remaining 7 circles and has
starts its pending operations in Madhya
Pradesh circle, as well as in Orissa,
Assam, North East and Bihar.
FUTURE PROSPECT Vodafone India provides 2.75G services based
on 900 MHz and 1800 MHz digital GSM
technology. Vodafone India
launched 3G services in the country in the
January-March quarter of 2011 and plans to
spend up to $500 million within two years on
its 3G networks.
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IDEA CELLULAR-
NAME OF THE COMPANY Idea
YEAR OF ESTABLISHMENT 1995
COMPANY PROFILE Idea Cellular, usually referred to as Idea, is an
Indian mobile network operators based
in Mumbai, India. Idea is the 4th largest
wireless carrier in Indian market with over 100
million customers and also provides broadband
Internet to its customers.
The company has its retail outlets under the
"My Idea" banner. The company has also been
the first to offer flexible tariff plans for prepaid
customers. It also offers GPRS services in
urban areas. Idea Cellular won the GSM
Association Award for "Best Billing and
Customer Care Solution" for 2 consecutive
years. IDEA Cellular has been recognized as
the 'Most Customer Responsive Company' in
the Telecom sector, at the prestigious Avaya
GlobalConnect Customer Responsiveness
Awards 2010
GLOBAL PRESENCE / MARKETING
NETWORK
PAN INDIA 3G COVERAGE-
Airtel, Vodafone and Idea have begun
collaborating to provide 3G coverage to
their customers pan India. The
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agreement aims to provides for these
companies to offer 3G services to their
customers in circles where they have
not won any spectrum. It is expected
that the 3 companies will be able to
provide 3G services in all circles in
India except orissa where the three have
not won any spectrum.
ACQUISITION / STRATEGIC ALLIANCE Merged with Tata Cellular Limited in 2001,
thereby acquiring original license for the
Andhra Pradesh Circle Acquired RPG Cellular
Limited and consequently the license for the
Madhya Pradesh (including Chattisgarh)
Circlein 2001 In 2004 acquired Escotel,
incumbent cellular service provider in
Haryana, UP(W) & Kerala and new licensee in
HP Acquired Escorts Telecommunications
Limited (subsequently renamed as Idea
Telecommunications Limited)
in 2006 Merger of seven subsidiaries with Idea
Cellular Limited in 2007.On 19 May 2010, the
3G spectrum auction in India ended. Idea
paid 5768.59 crores for spectrum in 11
circles.
FUTURE PROSPECT The operator announced that IDEA 3G services
will be available in 4000 towns by the end of
2012.
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TATA DOCOMO-
NAME OF THE COMPANY Tata Docomo
YEAR OF ESTABLISHMENT NOV 2008
COMPANY PROFILE It came into existence because of the strategic
joint venture between Tata Teleservices and
Japanese telecom giant NTT Docomo in
November 2008.
It is the country‟s six largest operator in terms
of subscriber base.
Tata Docomo launched GSM services on 24
June 2009. It first launched in South India and
there after other part of the country.
GLOBAL PRESENCE / MARKETING
NETWORK
It operates in 18 telecom sector.
It became the first private sector telecomcompany (third overall) to launch 3G services
in India, with a 20 city launch.
ACQUASITION / STRATEGIC
ALLIANCE
It has a strategic alliance with Japanese NTT
docomo.
FUTURE PROSPECT It is planning to launch GSM services in
Assam and Jammu & Kashmir.
It is planning to enhance its customer base and
attract younger generation.
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AIRCEL-
NAME OF THE COMPANY Aircel
YEAR OF ESTABLISHMENT 1999
COMPANY PROFILE Aircel is an Indian mobile company founded in
1999.its headquarter is in Chennai. It is India‟s
fifth largest GSM mobile service provider. It
has a market share of 6.72% among the GSM
operators in the country.
Aircel has won many awards for its services.
Aircel was honored at the World Brand
Congress in 2009
Brand leadership in telecom
.Marketing campaign & Marketnig
prfessional
GLOBAL PRESENCE It operates in 13 circle of the country and
planning to expand its operation.
ACQUISITION / STRATEGIC ALLIANCE In December 2003, it acquired RPJ group
which had operation in Chennai circle.
FUTURE PROSPECT Planning to enhance its subscriber base. it is
planning to have operation in all 23 circle.
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UNINOR-
NAME OF THE COMPANY Uninor
YEAR OF ESTABLISHMENT 2009
COMPANY PROFILE The company is a joint venture
between Telenor Group, a telecommunications
company of Norway, and Unitech Group, an
Indian real estate company. Telenor owns a
controlling majority stake in the company
(67.25%), which has been branded Uninor in
the Indian market. It has a subscriber base of
42.43 million customer as of march 2012.
GLOBAL PRESENCE/MARKETING
NETWORK
Uninor services are commercially available in
13 circles across India. With a „value for
money‟ proposition in the market, Uninor
targets youth and other communities within the
Indian mass market. The company has more
than 22,000 partners in India. Uninor products
and services are available from a more than
375,000 retail outlets serviced by 1,900
distributors all over the country.
ACQUISITION/ STRATEFIC ALLIANCE It has a joint venture with Telenor a telecom
company from Norway .
FUTURE PROSPECT Planning to enhance its market share. Uninor is
targeting an 8% pan-India market share, and
to reach at break-even at the end of 2012 and
obtain positive operating cash flow till 2014.
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LOOP MOBILE-
NAME OF THE COMPANY Loop mobile
YEAR OF ESTABLISHMENT 1994 as a BPL mobile.
COMPANY PROFILE Loop Mobile (Formerly BPL Mobile), usually
referred to as LOOP is a mobile phone service
provider in India. It offers
both prepaid and postpaid GSM cellular phone
coverage in 21 telecom circles.
GLOBAL PRESENCE it operates in 21 telecom circle in India. It
holds 0.37 market share of Indian telecom
industry.
S TEL-
NAME OF THE COMPANY S Tel
YEAR OF ESTABLISHMENT DEC 2009
COMPANY PROFILE S Tel Private Limited is a GSM based cellular
operator in India. It is owned jointly by C
Sivasankaran (51%) and Bahrain
Telecommunications (49%). S Tel has
approximately 3.6 million subscribers as of
February 2012.
GLOBAL PRESENCE It has a unified services access license to
operate in 6 category C circle.
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The opening of the sector has not only led to rapid growth but also benefited the consumers
through low tariffs as a result of intense competition. Telecom sector has witnessed a continuous
rising trend in the total number of telephone subscribers. From a mere 22.81 million telephone
subscribers in 1999, the number increased to 846.33 million at the end of March, 2011. The total
number of telephones stands at 951.34 million at the end of March'12 showing addition of
105.01 million during the period from April to March'12. Wireless telephone connections have
contributed to this growth as their number rose from 165.09 million in 2007 to 811.60 million in
March, 2011 and 919.17 million at the end of March'12. The wire line connections have
however, declined from 40.77 million in 2007 to 32.17 million in March, 2012.
WIRE LINE vs. WIRELESS-
The growth of wireless services has been substantial, with wireless subscribers growing at a
Compounded annual growth rate (CAGR) of 42.7% since 2007. Wireless has overtaken wire
lines. The share of wireless phones has increased from 80.19% in 2007 to 96.47% in March'12.
On the other hand, the share of wire line has steadily declined from 19.81% in 2007 to 3.53% in
March'12. Wireless phones have increased as they are preferred because of their convenience and
affordability. As a result, telephones today have come within the reach of the common man.
TOTAL NUMBER OF GSM SUBSCRIBERS-
Total Wireless subscriber base increased from 911.17 Million in February 2012 to 919.17
Million at the end of March 2012, registering a growth of 0.88%. Wireless subscription in Urban
Areas increased from 594.11 million in February 2012 to 595.90 million at the end of March
2012. The subscription in Rural Areas increased from 317.06 million to 323.27 million during
the same period. This shows higher growth in Rural Subscription (1.96%) than Urban
Subscription (0.30%).Private Operators hold 88.65% of the wireless market share where as
BSNL and MTNL, two PSU operators hold only 11.35% market share. Total no. of GSM
subscriber base as of March‟12 was 664.08 million. Among them Airtel was leading the market
with 181.28 million subscribers, UK based Vodafone was following Airtel with 150.47 million
subscriber. Idea has got no.3 position with 112.72 million subscribers.
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March‟12 has been proved very good month for operator like Airtel(added 2.5 million subscriber
only in this month), Idea (added 2.01 million subscribers) Uninor( added 1.29 million
subscribers), while for some player like Aircel, Videocon it was very difficult month, because
both the player has lost their market share.
In this month the total number of GSM subscribers base reached to 6.87 million with 1.04%
increase from previous ( feb‟12) month.
GSM SUBSCRIBERS FIGURE OF LAST 6 MONTH (IN MILLION)-
OCT‟11 NOV‟11 DEC‟11 JAN‟12 FEB‟12 MAR‟12
625.41 632.08 639.64 648.08 656.85 664.08
In this we see the growth of GSM subscribers on monthly basis; here the data of past six months
that are showing the growth. Starting with oct‟11 when the total subscriber base was 625.41
million it reached to the 664.08 million in march. Between Dec‟11 to Jan 11 it has grown the
most.
GSM SUBSCRIBER’S ADDITION IN LAST SIX MONTH (IN MILLION)
OCT‟11 NOV‟11 DEC‟11 JAN‟12 FEB‟12 MAR‟12
7.12 6.68 7.55 8.44 8.77 6.88
This table is presenting the addition of subscribers on monthly basis, as in oct‟11 it added 7.12
million GSM subscriber, after that in nov‟11 it added more 6.68 million new subscriber and at
end of year 2011 it added 7.55 million subscribers. the year 2012 has been proved good for
telecom players so far because in jan‟12 it added new 8.44 million subscriber, in feb‟12 it broke
the record of jan‟12 by adding 8.77 million new subscribers. In march it added 6.88 million
subscriber that is good number
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CIRCLE WISE
NUMBER OF GSM SUBSCRIBERS AS OF MARCH’12(in millions)
METRO CIRCLE A CIRCLE B CIRCLE C
77.27 228.69 262.69 95.92
If we see circle wise subscribers then we have maximum no. of subscribers in B Circle
( Haryana,Madhya Pradesh, UP East, UP west, Westbangal, Punjab,Kerla and Rajasthan) that is
262.69 million subscribers. Circle A that includes Andhra Pradesh, Tamilnadu, Gujrat ,
Maharastra and Karnataka comes at second position with 228.69 million subscribers. Circle C is
on third position with 95.92 million subscribers and Metros with 77.27 million are on fourth
position.
NO. OF GSM SUBSCRIBERS ADDITION IN MARCH’2012(in millions)
METRO CIRCLE A CIRCLE B CIRCLE C
-0.1 2.06 3.39 1.53
In the month of MARCH‟12 6.88 million subscriber has been added in all the circle, circle „B‟
has added 3.39 million subscribers, circle „A‟ has added 2.06 million subscribers, circle‟C‟ has
added 1.53 million subscribers but Metros has lost its subscribers by 0.1 million in this month.
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MOBILE NUMBER PORTIBILITY (MNP)
Mobile number portability is a process that enables the subscribers to change their operators
without changing their mobile number. It provides a convenient way for subscribers to retain
their number. What used to happen earlier when MNP was not there if somebody like opt other
operator he or she had to go to other operator and purchased anew SIM card of different number,
it was quite hectic and problematic, because once you have distributed a number to whom you
are known to and now again send them your new number, in between what used to happened
people often miss their important contact because of the number.
Mobile number portability (MNP) has become a boom for the subscribers those who are not
satisfy with their service provider, now they can change their number without hesitation of losing
the number what they have.
LAUNCH OF MNP IN INDIA
Mobile number portability was launched in India at 20th January 2011 by telecom minister Mr.
Kapil sibbal in the state of Haryana. It has become a boom not for only subscribers but for late
entrant private companies, new companies by keeping their call cost, tariff low tantalizing the
subscribers in the country to enhance their subscriber base and they are getting positive response
so far big player like Tata, Reliance and BSNL losing their customer base . The Government had
announced the guidelines for Mobile Number Portability (MNP) Service License in the country
on 1st August 2008 and had issued a separate License for MNP service in March 2009. The
Department of Telecommunication (DoT) had issued licenses to two global companies (M/s
Syniverse Technologies Pvt. Ltd. and M/s MNP Interconnection Telecom Solutions India Pvt.Ltd.) for implementing the service
MNP in Indian market has the enhanced the level of competition, players is not only striving
hard for acquire new customer but retain existing one. So companies are putting a lot of effort to
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their customer service, they know very well that if they do not serve their customers well they
will leave the company that will affect at their revenue.
MNP has proven one thing for the telecom operators that customer is really the king of market if
you fail to serve him well, he will leave. Companies are trying to retain their customer but thetantalizing offer which is being made by their competitor is not letting customer to stay with their
existing one, companies like Airtel, Idea, Vodafone who has competitive advantages over other
making the full use of MNP.
PROCESS OF MNP IN INDIA
PORT REQUEST-
1. Send a SMS to 1900 in following format:
PORT (YourMobileNumber)
e.g. PORT 9999999999
2. You will get a SMS reply that contains a unique porting code.
3. SMS to the preferred operator quoting the unique code. This code is valid only for a few
days, and one must apply again if it expires.
4. Your existing operator will check with new operator & if there are no dues then
approval will be given for porting.
5. You will get a SMS on the time & date when porting will take place. Rules mandate that
process be completed within 4 days of applying.
6. After porting is complete, wait for a SMS from your new operator confirming the switch.
Your phone may be dead for about 2 hours when the porting takes place.
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7. Service provider may charge a porting fee up to Rs.19.
ELEAGIBILITY & OTHER CONDITION-
1. You are allowed to move to another mobile service provider only after 90 days of the
date of activation of your mobile connection or from the date of last porting of your
mobile number, whichever is applicable.
2. You are allowed to change mobile service provider within the same service area only.
3. If you are a postpaid subscriber, please ensure that you have paid all the dues as per your
last bill (You will have to sign an undertaking in the Porting Form also).
4. If you are a Pre-paid subscriber, please note that the balance amount of talk time, if any,
at the time of porting will lapse.
STATUS OF MNP IN INDIA
People in India are more willing to change their current operator if they are having any kind of
problem related with service and all. They never think twice before opting a new operator. If we
talk about the fact and figure the till march 2012, 41876005 port request had been sent. So we
can say that people are making the maximum use of portability. If we see the data of last three
months we find that the port request has increased month to month, taking the data of January
‟12 in this month port request was 32788738 and Feb ‟12 it was 37111247 that was 4322509 was
higher than what it was in Jan‟12. In March it reached to 41876005 that are 4764758 h igher than
what it was in Feb‟12. So we see the increase month to month in port request.
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MNP STATUS AS PER SERVICE AREA IN JANUARY’12
Service area wise MNP status at the end of January 2012
Zone-1 Zone-2
Service Area No. of
porting
request
Service Area No. of porting
request.
Delhi 1545604 Andhra Pradesh 3043938
Gujarat 3039206 Assam 71273
Himachal Pradesh 117986 Karnataka 3394761
Haryana 1483752 Kerla 1698063
Jammu&Kashmir 5887 Kolkata 683896
Maharastra 2569554 Madhya Pradesh 2020605
Punjab 1278197 North East 20327
Mumbai 1163498 Bihar 698107Rajasthan 2717109 Orissa 732249
UP East 1697080 Tamilnadu 2000504
UP West 1821896 West Bangal 986046
Total 17438969 15349769
In this table see the no. of port request which had been made in Jan‟12 service area wise. In this
month 32788738 request had been made. In jan‟12 most of the port request had been sent from
the zone -1 that is 17438969, and from zone -2 15349769 port request had been sent. If we talk
about the Zone-1 most of the request had been sent from Gujrat that is 3039206 and Maharastra
comes on 2nd position .least port request had been sent in this month from Jammu&Kashmir that
is 5887.
If we talk about the Zone-2 Karnataka has topped the list with 3394761 port request in the month
of jan‟12 Andhra Pradesh comes on second position with 3043938 port request in the same
month.
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MNP STATUS AS PER SERVICE AREA IN FEBRAURY’12
Service area wise MNP status at the end of Febraury 2012
Zone-1 Zone-2
Service Area No. of
porting
request
Service Area No. of porting
request.
Delhi 1641506 Andhra Pradesh 3460753
Gujarat 3426450 Assam 85400
Himachal Pradesh 141593 Karnataka 3940238
Haryana 1642668 Kerla 1860763
Jammu&Kashmir 6055 Kolkata 777454
Maharastra 2909573 Madhya Pradesh 2264486
Punjab 1436221 North East 27959
Mumbai 1299078 Bihar 778624Rajasthan 3256438 Orissa 788425
UP East 2031205 Tamilnadu 2232754
UP West 2038921 West Bangal 1064683
Total 19829708 17281539
In this table we see the no. of port request which had been sent in Feb‟12 that is higher than what
it was sent in Jan‟12. In Feb ‟12 it reached to 37111247 from 32788738 in Jan. if we talk about
the Feb‟12 once again most of request has been sent by zone -1, once again Gujrat in zone-1
topped the list. In zone -2 most of the port request had been sent from Karnataka that is 3940238
that is the highest port request sent by a service area between zone-1 and zone-2.
Port request has increased from both of the zone, in Jan‟12 the port request had been sent by
zone -1 was 17438969 and in Feb it reached to 19829708, and in zone- 2 earlier it was 15349769
but in Feb‟12 it reached to 17281539. In Feb‟12 4322509 more request had been sent than a
month earlier.
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MNP STATUS AS PER SERVICE AREA IN MARCH’12
Service area wise MNP status at the end of MARCH 2012
Zone-1 Zone-2
Service Area No. of
porting
request
Service Area No. of porting
request.
Delhi 1748385 Andhra Pradesh 3986429
Gujarat 3885145 Assam 116593
Himachal Pradesh 175408 Karnataka 4529287
Haryana 1823692 Kerla 2066487
Jammu&Kashmir 6762 Kolkata 871537
Maharastra 3311366 Madhya Pradesh 2501550
Punjab 1603051 North East 41607
Mumbai 1459797 Bihar 849407Rajasthan 3710064 Orissa 863077
UP East 2398832 Tamilnadu 2458855
UP West 2323789 West Bangal 1194885
Total 22396291 17281539
In this table we see the total no. of port request had been sent in the month of March‟12 it was
41876005 that was higher than what it was sent in the Feb‟12, 4764758 more port request had
been sent in the month of March, so we see the port request in ascending form.
If we talk about the March‟12, from zone -1, the most of the port request had been sent, once
again in this zone Gujrat with 3885145 request leading the rest. Least request had been sent from
Jammu&Kashmir. In zone-2 the no. of port request is 17281539 that is higher than last month, in
this zone the Karnataka is leading the rest with 4529287 port request.
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TOP GAINER OF MNP SERVICES-
Idea cellular a company from Aditya Birla group has emerged as the highest gainer of MNP
services as on 31st March‟2012 with a net addition of 3.32 million customers. Idea has emerged
as the most favorable telecom operator in the country. If we talk about the Port-in and Port-out
request which had been sent by the customer that is 9,297,896 and 5,974,318 respectively. It
means that 3323578 people want to opt Idea.
If we talk about other gainer that is Vodafone and Airtel, they are also on the verge of gaining
customers. Vodafone has emerged as the second highest gainer of MNP services by adding 2.89
subscribers as on 31st March‟2012.if we talk about the Port-in and Port-out request of Vodafone
that is 11,040,863 and 81,50,730 respectively. It means 2890133 subscribers are willing to opt
Vodafone.
Airtel has emerged as the 3rd largest gainer of MNP services in the country, Airtel has added 1.2
million subscribers as on 31st march 2012, Port-in request for Airtel was 10827376 while port-
out request was 9,613,630. It means that 1213746 customer want to use Airtel services.
TOP LOOSER OF MNP SERVICES
Reliance Communication (GSM) has lost maximum number of subscribers as of March‟2012, it
lost nearly 1.35 million subscribers, and in CDMA segment it is also not able to retain the
existing customer, in CDMA segment it lost nearly 1.48 million subscribers as on March‟2012, if
we talk about Reliance GSM services it received nearly 3.14 million port-out request in
comparison to 1.79 million Port-in request. Whether Reliance CDMA received 1.72 million Port-
out requests as against 0.24 million Port-in request.
If we talk about other looser Tata teleservices comes on the second number, Tata GSM has lost
0.51 million subscribers. Tata teleservices has received 3.40 million Port-out request as
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compared to 2.89 million Port-in request. State-run BSNL (GSM) had 2.45 million port-out
requests compared to 1.68 million port-in applications. MTNL, which operates in Delhi and
Mumbai circles, had 0.13 million port-out requests compared to 0.03 million applications
wishing to join the network .
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DATA ANALYSIS AND INTERPRETATION-
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Observation-- In it we see the 85% people have subscribed GSM services and 15% people have
subscribed CDMA services. People are willing to opt GSM because of it cost less while
switching to other number or operator.
GSM85%
CDMA
15%
TYPE OF SERVICES IS BEING USED BY
SUBSCRIBERS
GSM
CDMA
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Observation- In this we see the people like Airtel most,airtel has maximum market share 22%,
and Vodafone is the second choice of the people, 18% people are using this network. Reliance
has got the third position in this race with 15% market share in hand. New entrant Videocon has
least market share.
12.00%
10.00%
8.00%
6.00%
4.00%
2.00%
1.00%2.00%
22.00%
15.00%
18.00%
OPERATORS ARE BEING OPTED BY
SUBSCRIBERS.
Idea
BSNL
Tata
Aircel
Uninor
sistema
Videocon
MTNL
Airtel
Reliance
Vodafone
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Observation- It has been observed that mostly people trust on their friends& Relative while
choosing any subscriber. 15% people get inspired by an advertisement in newspaper, 10% people
listen to Retailer, think that they know the operators well, 10% rely on TV commercial, 20%people take the advantage of internet to make a decision, 10% people believe in magazine and
5% people explore other sources to opt an operator.
newspaper
15% magazine
10%
Retailer
10%
Friends30%
TV
10%
Internet
20%
other
5%
Source has been used to purchase mobile
connection
newspaper
magazine
Retailer
Friends
TV
Internet
other
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Observation- It has been observed that 30% people have been using their current operator for
more than 1 year, 25% people have been using it for more than 2 year,15% that were mainly
professional using their current operator for more than 3 year, and 30% people were new
subscriber using their service operator less than a year.
more than 1 year
30%
more than 2 year
25%
more than 3
yaear
15%
none
30%
DURATION OF USING CURRENT OPERATOR
more than 1 year
more than 2 year
more than 3 yaear
none
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Observation- Majority people (75%) use prepaid connection while some people who belongs to
upper-middle class or any other professional use postpaid connection. That constitutes 25% of
subscribers.
POSTPAID
25%
PREPAID
75%
TYPE OF SUBSCRIBERS ACCORDING TO MODE
OF PAYMENT
POSTPAID
PREPAID
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Observation- It has been observed that 65% People were not willing to port, we can say that
they might be satisfy with their current operator and 35% people were willing to change their
current service provider.
35%
65%
SUBSCRIBERS WILLING TO PORT
YES
NO
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Observation- it has been observed that most of the people are willing to opt airtel if they port in
future , only 5% people are willing to port in BSNLthat is only public sector undertaking, 25%
people willing to port in Vodafone, 20% people willing to port in Reliance and 15% people are
willing to opt different-2 mobile operator.
BSNL
5%
AIRTEL
35%
VODAFONE
25%
RELIANCE
20%
OTHERS15%
SUBSCRIBERS CHOICE
BSNL
AIRTEL
VODAFONE
RELIANCE
OTHERS
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Observation- it has been seen that mostly people believe in reasonable price and excellent
connectivity, most of the people are ready with compromise with price and other value added
services but not the connectivity.
Price
26%
Connectivty
62%
VAS
11%
Others
1%
PREFERENCES OF SUBSCRIBERS WHILE
PURCHASING A CONNECTION
Price
Connectivty
VAS
Others
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Observation- In this we see that 30% people believe that the services of Reliance is cheap,
while 25% believe that Vodafone has a best pricing strategy, 20% says Airtel has nice pricing
strategy ,10% people think BSNL is providing its services at reasonable price.15% think thatother private operator is charging reasonable price for services.
BSNL
15%
Airtel
20%
Vodafone
25%
Reliance
30%
Others
10%
SUBSCRIBER'S CHOICE ACCORDING TO PRICE
BSNL
Airtel
Vodafone
Reliance
Others
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Observation- In this we see that 35% people believe that the quality of Airtel‟s service is
excellent, 30% people believe that Vodafone is the best service provider, 20% think Reliance is
good in services 10% think BSNL is a good service provider and while 5% people think thatother new entrant providing good quality of services.
BSNL
10%
Airtel
35%
Vodafone
30%
Reliance
20%
Others
5%
SUBSCRIBER'S CHOICE ACCORDING TO
QUALITY OF SERVICES
BSNL
Airtel
Vodafone
Reliance
Others
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Observation- In it we see that 30% people think that the kind of Value added services which is
being provided by Vodafone is best, 20% people think Reliance is better, 15% think Airtel is
better, 10% people think BSNL is good while 25% people think other operators are providing
good value added services.
BSNL
10%
Airtel
15%
Vodafone
30%
Reliance
20%
Others
25%
SUBSCRIBER'S CHOICE ACCORDING TO VAS.
BSNL
Airtel
Vodafone
Reliance
Others
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SWOT ANALYSIS-
STRENGTH-
Companies are able to provide services at lower rate.
Low entry cost in subscribing the service has become the greatest strength.
Value added services, like internet and other paving the way to grow.
WEAKNESS-
High tariff rate, call rate of mobile companies.
Companies have to face tough competition in market, big player gaining competitive
advantage over small player.
User experience with the internet on mobile not ideal because of screen size, keypad and
slow network speed.
OPPORTUNITY-
Indian telecom market is full of potential; every company is getting full opportunities to
grow.
The income of the people increasing in rural area and they are willing to opt the telecom
services, companies need to tap this untapped market.
THREAT-
Foreign player fear to enter into market because of 2G scam and cancellation of the
license by Supreme Court.
MNP has become major threat most of the companies losing market share because of it.
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CONCLUSION
Types of service is being used by subscribers-
In the study it has been found that most of the people prefer GSM services because low
handset entry cost, in the study 75% people were using GSM services.
Failure of CDMA services-
People were less willing to take CDMA services because of high handset entry cost.
Postpaid Vs. Prepaid
In the study, it has been found that most of the people use prepaid mobile services
because they think it is a easy mode of payment.
Portability-
In the study it has been found that most of the people were satisfy with their service
provider, some were not happy with their service provider.
It has been seen that portability is increasing day by day.
Status of wire line telephonic services-
Wire line services are on the verge of depletion, the number of wire line connection has
decreased from 40.77 million in March‟07 to 32.17 million in March‟12.
Wire line services are confined to offices; they are being used mostly in the offices.
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Status of GSM services-
In India, there are more than 664.08 million subscribers.
Private Operators hold 88.65% of the GSM market share where as BSNL and MTNL,
two PSU operators hold only 11.35%.
In Indian GSM market Airtel has emerged as a market leader with more than181.28
million subscribers.
Effect of MNP-
Idea has emerged as a top gainer of MNP services by adding addition of 3.32 million
subscribers as on march‟12.
Reliance Communication (GSM) is most badly affected company because of MNP
services it lost nearly 1.35 million subscribers as on march‟12.
The revenue of the companies is decreasing because of tough competition and low usagemobile services.
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RECOMMENDATION-
Telecom major should think to launch the services, tariff according to the needs of customer, tosatisfy them and try to make the brand loyal as very soon this blue ocean of Indian telecom
scenario will convert into Red Ocean where the loss of one is gain of other. They should also
think for searching new space or creating a new blue ocean.
Small companies need to take lots of precaution in comparison with their big counterpart, they
need to mull over on their strategy to acquire new customer while retaining existing one.
Mobile number portability (MNP) has become a worst threat for the companies that does not has
competitive advantage over other mostly for small players, so companies should take care of
customer in a such a way so that it should not leave existing operator.
Companies need to work on their customer care department so that they could keep their
customer happy by solving his query in more efficient manner.
Companies should take care of after sale services as well.
Companies need to work on their network as well to provide better customer service.
Companies need to work on tariff plan, SMS plan and data plan to serve the customer well and
gain a competitive advantage.
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BIBILIOGRAPHY
Website-
www.google.com
www.rcom.co.in
www.airtel.in
www.vodafone.in
www.tatadocomo.com
www.trai.gov.in
www.wikipedia.org
News paper-
The Economic Times
The Times of India
The Hindustan Times
Book preferred –
Marketing management- Philip kotler
Marketing management- Rajan Saxena
Research Methodology- C R Kothari
Reports-
TRAI Report (press release no.86/2012) 3rd may 2012
DOT Report (Annual Report 2011-12)
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ANNEXURE
QUESTIONNAIRE
For the GSM market survey and customer‟s changing behavior.
Name of the person-________ ___________________________________
Address-_____________________________________________________
Contact no-___________________________________________________
E-mail ID-____________________________________________________
1. What kind of mobile service are you using?
GSM
CDMA
2. Who is your current mobile service provider?
BSNL
Airtel
VodafoneReliance
Others
3. Which of the following information sources have used for the purchase of mobile
services?
Newspaper TV Internet
Magazine Friends Retailer
Others
4. How many years have you been using current mobile operator?1
2
3
None
5. Do you have postpaid or prepaid connection?
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Prepaid
Postpaid
6. If you are asked to port your number to other operator, would you go for that?
Yes
No
7. If so, which operator would you like to opt?
Airtel
BSNL
Vodafone
Reliance
Others
8. What do you see in a brand while purchasing a connection?
Price
Connectivity
Value added services
Others.
9. If you are asked to rate brands according to its Price which operator do you think
provides services at reasonable price?
BSNLAirtel
Vodafone
Reliance
Others
10. If you are asked to rate brands according to its quality of services which operator do you
think provides better quality?
BSNL
Airtel
Vodafone
Reliance
Others.
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11. If you are asked to rate brands according to its value added services which operator do
you think is good?
BSNL
Airtel
Vodafone
Reliance
Others