effectiveness of reliance netconnect services regarding distribution and promotion to retailers

7/30/2019 Effectiveness of Reliance Netconnect Services Regarding Distribution and Promotion to Retailers

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EFFECTIVENESS OF RELIANCE NETCONNECT

SERVICES REGARDING DISTRIBUTION AND

PROMOTION TO RETAILERS & CHANNEL IN

RISHIKESH

A Summer Training Report

Submitted in partial fulfillment of the requirement for the

Award of the degree of

`

Master of Business Administration

From

Uttarakhand Technical University, Dehradun

Submitted by: Supervised by:

Mr. Narendra Shuriyal Dr. D.S.Chaubey

M.B.A (Marketing) Professor

OIMT, Rishikesh

OMKARANANDA INSTITUTE OF MANAGEMENT&TECHNOLOGY, RISHIKESH-249201

2011-2013


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PREFACE

Research on this topic infuses in me a sense of critical analysis to

apply of real managerial situation, to which I will be exposed later on. Itgives me an opportunity, theoretical and imaginative skills to the real

life situation and to evaluate the results there after.

I was lucky to got an opportunity to get this project. I worked on

this research project for around two months and prepared my project on

the topic Effectiveness of Reliance Netconnect Services Regarding

Distribution and Promotion to retailers & Channel in Rishikesh &Dehradun

This report is a written account of what I learnt, experienced and

explored during my research.


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ACKNOWLEDGEMENT

Mere words cannot express my gratitude to all the people who helped

me to complete my project. Though this project was assigned to me it

would not be possible to complete it if certain persons has not helped me

directly or indirectly during my project work and I would like to thank

them all.

I express my heartiest gratitude to Mr. Sujeet Kumar, Associate sales

manager of Reliance Communication Ltd in Dehradun. Who provide

me an opportunity to undertake project in the esteemed concern.

I gratefully acknowledge my deep sense of intellectual debt to

Mr. Shurabh Uniyal (Sr. B.D.M.), Mr. Vikram Anand (TL) and other

membes of marketing department for their valuable knowledge, views

and opinions that helped me to accomplish my project.

I also convey my thanks to all the employees of the department who

spared their precious time and extended their cooperation.

Narendra Suriyal

MBA 3rd

SEM


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CANDIDATE DECLERATION

This is to certify that the dissertation entitledEffectiveness of Reliance

Netconnect Services Regarding Distribution and Promotion to

retailers & Channels in Rishikesh submitted toward the partial

fulfillment of the requirement of award for post graduate of

M.B.A in marketing field at Uttrakhand Technical University,

Dehradun (Uttarakhand) is a record of my own work . The matter

contained in this has not been submitted to any other university for the

award of any other degree or diploma.

Dated: Narendra Suriyal

MBA 3rd SEM


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This is to certify that the above statement made by the Narendra

Suriyalis correct to the best of our knowledge.

Dr. K.S. Negi Dr.D.S ChaubeyDirector Professor

OIMT,Rishikesh OIMT,Rishikesh


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CONTENTS

Chapter No. Chapter Heading1 Introduction2 Reliance Communication Ltd: An Overview3 Research Methodology4 Data Analysis and interpretation5 Result and findings6 Suggestion and Limitations7 Conclusion8 Annexure


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CHAPTER 1

INTRODUCTION


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Telecom Industry in India

The telecom industry is one of the fastest growing industries in India.

India has nearly 200 million telephone lines making it the third largest

network in the world after China and USA. With a growth rate of 45%,

Indian telecom industry has the highest growth rate in the world.

Much of the growth in Asia Pacific Wireless Telecommunication Market

is spurred by the growth in demand in countries like India and China.Indias mobile phone subscriber base is growing at a rate of 82.2%.

China is the biggest market in Asia Pacific with a subscriber base of

48% of the total subscribers in Asia Pacific. Compared to that Indias

share in Asia Pacific Mobile Phone market is 6.4%. Considering the fact

that India and China has almost comparable populations, Indias low

mobile penetration offers huge scope for growth.


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History of IndianTelecommunications:

Started in 1851 when the first operational land lines were laid by the

government near Calcutta (seat of British power). Telephone services

were introduced in India in 1881. In 1883 telephone services were

merged with the postal system. Indian Radio Telegraph Company (IRT)

was formed in 1923.

After independence in 1947, all the foreign telecommunication

companies were nationalized to form the Posts, Telephone and

Telegraph (PTT), a monopoly run by the government's Ministry of

Communications. Telecom sector was considered as a strategic service

and the government considered it best to bring under state's control.

The first wind of reforms in telecommunications sector began to flow in1980s when the private sector was allowed in telecommunications

equipment manufacturing. In 1985, Department of Telecommunications

(DOT) was established. It was an exclusive provider of domestic and

long-distance service that would be its own regulator (separate from the

postal system). In 1986, two wholly government-owned companies were

created the Videsh Sanchar Nigam Limited (VSNL) for international

telecommunications and Mahanagar Telephone Nigam Limited (MTNL)

for service in metropolitan areas. In 1990s, telecommunications sector

benefited from the general opening up of the economy. Also, examples


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of telecom revolution in many other countries, which resulted in better

quality of service and lower tariffs, led Indian policy makers to initiate a

change process finally resulting in opening up of telecom services sector

for the private sector.

National Telecom Policy (NTP) 1994 was the first attempt to give a

comprehensive roadmap for the Indian telecommunications sector. In

1997, Telecom Regulatory Authority of India (TRAI) was created. TRAI

was formed to act as a regulator to facilitate the growth of the telecom

sector. New National Telecom Policy was adopted in 1999 and cellularservices were also launched in the same year.

Telecommunication sector in India can be divided into two segments:

Fixed Service Provider (FSPs), and Cellular Services. Fixed line services

consist of basic services, national or domestic long distance and

international long distance services. The state operators (BSNL and

MTNL), account for almost 90 per cent of revenues from basic services.

Private sector services are presently available in selective urban areas,

and collectively account for less than 5 per cent of subscriptions.

However, private services focus on the business/corporate sector, and

offer reliable, high- end services, such as leased lines, ISDN, closed user

group and videoconferencing. Cellular services can be further dividedinto two categories: Global System for Mobile Communications (GSM)

and Code Division Multiple Access (CDMA). The GSM sector is


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dominated by Airtel, Vodfone-Hutch, and Idea Cellular, while the

CDMA sector is dominated by Reliance and Tata Indicom.

Opening up of international and domestic long distance telephony

services are the major growth drivers for cellular industry. Cellular

operators get substantial revenue from these services, and compensate

them for reduction in tariffs on airtime, which along with rental was the

main source of revenue. The reduction in tariffs for airtime, national

long distance, international long distance, and handset prices has driven

demand.


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CHAPTER: 2

Reliance Communication Ltd. : AN

OVERVIEW


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Reliance Communication LTD

Reliance Group, an offshoot of the Group founded by Shri Dhirubhai H

Ambani (1932-2002), ranks among Indias top three private sector

business houses in terms of net worth. The group has business interests

that range from telecommunications (Reliance Communications

Limited) to financial services (Reliance Capital Ltd) and the generation

and distribution of power (Reliance Infrastructure Limited).

Reliance Groups flagship company, Reliance Communications, is

India's largest private sector information and communications company,

with over 150 million subscribers. It has established a pan-India, high-

capacity, integrated (wireless and wireline), convergent (voice, data and

video) digital network, to offer services spanning the entire infocomm

value chain.

Other major group companies Reliance Capital and Reliance

Infrastructureare widely acknowledged as the market leaders in their

respective areas of operation.


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MISSION STATEMENT OF

RELIANCE COMMUNICATION LTD

We will create world-class benchmarks by:

Meeting and exceeding Customer expectations

with a segmented approach

Establishing, re-engineering and automating

Processes to make them

customer centric, efficient and effective

Incessant offering of Products and Services

that are value for money and excite customers

Providing a Network experience that is

best in the industry

Building Reliance into an iconic Brand which

is benchmarked by others and leads industry

in Intention to Purchase and Loyalty

Developing a professional Leadership team

that inspires, nurtures talent and

propagates RCOM Values by

personal example


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COMPANY VALUES

Integrity - Honesty in every action

At Reliance Group, Integrity is defined as: Acting and taking decisions

in a manner that is fair, honest, following the highest standards of

professionalism and also perceived to be so. Integrity for us means not

only financial and intellectual integrity, but in all other forms as are

commonly understood.

Key words that connote Integrity are:

Ethical

Truthful

Principled

Transparent

Upright

Respectful

CommitmentTHINK DIFFERENT

At Reliance Group Commitment is defined as: On the foundation of

integrity, doing whatever it takes to deliver value to all stakeholders. In

the process, taking ownership of our actions and decisions, those of our

team and that part of the organization that we are responsible for.

Key words that connote commitment are:


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Accountability

Discipline

Responsibility

Result -orientation

Self-confidence

Reliability

Passion - energized action

At Reliance Group Passion is defined as: A missionary zeal arising out

of emotional engagement with the organization that makes work joyful

and inspires each one to give his or her best. Relentless pursuit of goals

and objectives with the highest level of energy and enthusiasm, that is

voluntary and spontaneous.

Key words that connote passion are:

Intensity

Innovation

Transformational

Fire-in-the-belly

Inspirational

Seamlessness - boundryless in letter and spirit


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At Aditya Birla Group, Seamlessness is defined as:

Thinking and working together across functional silos, hierarchies,

business and geographies. Leveraging the available diversity to garner

synergy benefits and promote openness through sharing and

collaborative efforts.

Key words that connote Seamlessness are:

Teamwork

Integration

Involvement

Openness

Global

Learning from the best

Empowering

Speed - one step ahead always

At Reliance Group, Speed is defined as: Responding to internal and

external customers with a sense of urgency. Continuously seeking to

crash timelines and choosing the right rhythm to optimize organization

efficiencies.

Key words that connote Speed are:

Response time


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Agile

Accelerated

Timelines

Nimble

Prompt

Proactive

Decisive


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KEY PEOPLE OF COMPANY

Board of Directors -

Mr. Kumar Mangalam Birla (Chairman)

Smt. Rajashree Birla

Mr. Sanjeev Aga (Managing Director)

Mr. Arun Thiagarajan

Ms. Tarjani Vakil

Mr. Mohan Gyani

Mr. Gian Prakash Gupta

Mr. R.C. BhargavaMr. P. Murari

Mr. Biswajit A. Subramanian

Dr. Rakesh Jain

Mr. Juan Villalonga Navarro

Dr. Hansa Wijayasuriya (Alternate to Mr. Juan Villalonga Navarro)

Management Team -

Corporate Leadership Team

Mr. Sanjeev Aga, Managing Director

Mr. Akshaya Moondra, Chief Financial Officer

Mr. Anil K. Tandan, Chief Technology Officer

Mr. Prakash K. Paranjape, Chief Information Officer

Mr. Navanit Narayan, Chief Service Delivery Officer

Mr. Vinay K. Razdan, Chief Human Resource Officer

Mr. Rajat K. Mukarji, Chief Corporate Affairs OfficerMr. Rajesh K. Srivastava, Chief Materials & Procurement Officer

Mr. Ambrish Jain, Director - OperationsMr. Himanshu Kapania, Director - Operations

Circle Heads:


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Mr. Iyer Subbaraman S., Chief Operating Officer, Andhra Pradesh

Mr. Rajendra Chourasia, Chief Operating Officer, Madhya Pradesh &

Chattisgarh

Mr. Virad Kaul, Chief Operating Officer, Uttar Pradesh (West), Delhi &

Haryana

Mr. T. G. B. Ramakrishna, Chief Operating Officer, Kerala

Mr. Sashi Shankar, Chief Operating Officer, Mumbai

Mr. P.Lakshminarayana, Chief Operating Officer, Maharashtra & Goa

Mr. Naozer Firoze Aibara, Chief Operating Officer, Uttar Pradesh (East)

Mr. Sunil Kataria, Senior Vice President - Operations, Rajasthan

Mr. Arul Bright, Senior Vice President - Operations, Gujarat

Mr. M. D. Prasad, Senior Vice President - Operations, Bihar

Mr. M. Srinivas, Senior Vice President - Operations, Tamil Nadu &

Chennai

Mr. Siva Ganapathi, Chief Operating Officer, Karnataka

Mr. Anish Roy, Chief Operating Officer, Punjab, J&K and Himachal

Pradesh

Mr. Aloke Malik, Chief Operating Officer, East (Kolkata, Rest of

Bengal, Orissa & NESA)


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CHAPTER: 3

RESEARCH METHODOLOGY

Research Methodology is a simple and logical technique to solve the

problem. When one thinks of Research Methodology, one not only of research


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method adopted to get desired results but there is considered the logic behind this

method. All possible efforts are made to gather information in a natural way to

achieve the objective of research. Research is systematic method of stating the

problem, formulating the hypothesis, collecting the fact and reaching certain

conclusions either in form of solution toward the concerned problem or in form of

certain generalization for some theoretical formulation.

SCOPE OF THE STUDY:

The research is purely based on the survey conducted in Rishikesh city and has

been focused on Idea retailer. The number of respondents interfere is 50. The

study covers information about retailers return, service attributes etc. Overall scope

of the study would be to enhance the services to the retailers in the city. The

respondent consists of Retailers who deals only as data card service provider. The

views of retailers are personal.

RESEARCH DESIGN:

A sound research design is fundamental to the success of any formal research

project. Its function is to ensure that the required data are collected and they are

collected accurately and economically. It is a blueprint of research that is followed

in completing as study.

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 level etc. or in certain cases where the researcher is interested in

knowing the proportion of people in a given population who have behaved in a

particular manner.


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Descriptive research is used for the following data:

Retailer opinion regarding their dealing with RELIANCE NETCONNECTon various parameters such as

Distribution Promotion Return on Investment

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.

For the purpose of 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

firsthand data, which is used directly for the analysis purpose. Primary data

always give the researcher a fairer picture. In the present study primary data

has been collected using schedule. For the purpose of collecting the same, 50

respondents have been randomly selected. Even the response of the

respondents was taken into consideration. In this study, primary data plays a

vital role for analysis, interpretation, conclusions and suggestions.

SECONDARY DATA:


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Secondary data is data which is collected and compiled for other purposes.

Secondary data also plays a key factor in providing various other

information which will influence the analysis. Few of the main sources of

secondary data include business journals, magazines, internet, and company

reports etc.

SAMPLE DESIGN:

A part of the population that truly represents it 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.

SAMPLE PLAN:

UNIVERSEUniverse refers to all the eligible respondents of a particular research around

the world. The universe for my research is all the retailers of RELIANCE

NETCONNECT in India.

POPULATIONThe aggregate of all the units pertaining to a study is called the population.

Population is the largest group to be studied. It is the total collection of


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elements about which we wish to make inferences. The population for this

research is retailers in Rishikesh city.

SAMPLE UNITOne of the units into which an aggregate is divided for the purpose of

sampling. Each unit being regarded as individual and indivisible when the

selection is made. The definition of unit may be made on some natural basis.

For example, households, persons, etc. Here, in this study, the sample unit is

Each individual retailer who deals in RELIANCE NETCONNECT.

SAMPLE SIZESample size determines the number of elements to be included in research

study. The sample size for this survey is 50 respondents those who deals in

mobile service with Virgin Mobile as one of their product.

SAMPLING TECHNIQUESampling technique used for this study is non probability convenience

technique. Convenient sampling is used where selection of sampling unit is

primarily on interviewer. In this sample; unit is easy to access, measure and

is mutually cooperative.


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RESEARCH METHODOLOGY USED IN

PRESENT STUDY

The research methodology adopted for the proposed study includes the

following:-

Research Design :- In the present study descriptive research design is

adopted, As the purpose of the research is to describe the effectiveness

of RELIANCE NETCONNECT services regarding distribution and

promotion.

Data Type :- The present study is based on primary as well assecondary data.

Data Source :- The various company sources like advertisement,

circulation and many retailers of Rishikesh were contacted to collecting

primary data. Secondary data was collected through journals, books

,magazines etc.

Data Analysis Tools :- Data is analyzed by using MS- Word, MS-Exceland some modern techniques like SPSS etc.


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CHAPTER: 4

DATA ANALYSIS AND INTERPRETATION


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1). Showing retailers dealing with various players of data card

region

Company

name Reliance BSNL Idea Airtel Tata PhotonResponses 75 60 50 35 40

Graph 4.1

ANALYSIS:

Table 4.1 shows that out of the entire retailer who deals in RELIANCE

NETCONNECT, 75 deals with Reliance,60 with BSNL,35 with Airtel and 40

deals with Tata photon.

This shows that Reliance, BSNL and are the main competitors for RELIANCE

NETCONNECT where as Tata Photon and Airtel have good market presence.

Excellent(5) Good(4) Moderate(3) Low(2) VeryLow(1)

Mean

5 (1) 72 (18) 72 (24) 14 (7) 0 (0) 3.264.2 rating of Return on Investment:


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Graph 4.2

ANALYSIS:

Table 4.2 shows that 45 retailers out of 100 consider return on investment to be

very low, followed by 23 retailers who considrer it to be low. There is 22 retailers

who considers return to be moderate. Mean of return on investment comes out to

be 2 which shows that rate of return on investment made by retailer is low.We can

interpret that majority of Idea retailer are not very much satisfied from their

investment which they make in RELIANCE NETCONNECT. The expectations of

RELIANCE NETCONNECT retailer is very high.

4.3rating on profitability

Excellent

(5)Good (4) Moderate

(3)Low (2) Very Low

(1)Mean

50 (10) 48 (12) 60 (20) 16 (8) 0 (0) 3.48

Graph 4.3:

ANALYSIS:


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Table 4.3 shows that 40 respondents consider profitability to be moderate as

compared to 24 respondents who consider it to be good. Also there are 20

respondents who consider profitability to be excellent and 16 respondents who

consider profitability to be low. Mean on profitability comes out to be 3.48.

Retailers are very much satisfied with margin given to them by RELIANCE

NETCONNECT as majority of them rated it Moderate, Good and Excellent.

4.4 Rating on overall quality of Product and Service

Excellent

(5)Good (4) Moderate

(3)Low (2) Very Low

(1)Mean

25 (5) 120 (30) 45 (15) 0 (0) 0 (0) 3.8

Graph 4.4:

ANALYSIS:

Table no. 4.4 shows that almost half i.e. 58 retailers consider RELIANCE

NETCONNECT service and quality to be good followed by 25 respondents who

think it to be moderate and 17 respondents consider it to be excellent. Mean of

overall quality and product comes out to be 3.92 which lies between good and

moderate, tending more towards good. This shows that retailer consider service ofRELIANCE NETCONNECT to be good.Retailers are very much satisfied with

overall quality of product and service as most of them rated it to be good.


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ratinf of the following specific attributes regarding as per

distributor sales executive

Attribute: Strongly agree (3) Neither Agree norDisagree (2)

Disagree (1) Mean

Visit Frequently to

your shop96 (32) 26 (13) 5 (5) 2.54

Sales Personnel are

Helpful48 (16) 62 (31) 13 (13) 2.46

Understand Your

Requirement

48 (16) 58 (29) 5 (5) 2.22

Have Knowledge

Regarding Scheme84 (28) 44 (22) 0 (0) 2.56

Easily Accessible

When Required6 (2) 46 (23) 25 (25) 1.54

Graph 4.5:

ANALYSIS:

Table 4.5 shows that most of the retailer feels that distributor sales executive have

full knowledge regarding scheme as mean comes out to be 2.56 followed by their

frequent visit to their shop and understanding their requirement as their mean

comes out to be 2.54 & 2.22 respectively.This table also shows that almost half of

the retailer feels that distribitor sales executive are not easily accessible when

required since mean comes out to be 1.54. Retailers are not satisfied with easy


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accesses of distributor sales executive when required. They agree that sales

executive have full knowledge regarding scheme and visit frequently to their shop.

6 rating on Ordering and Delivering:

Attributes Strongly agree(3)

Neither Agree

nor Disagree (2)Disagree (1) Mean

Placing of order is

very easy114 (38) 24 (12) 0 (0) 2.76

Availability of

product when

required

54 (18) 58 (29) 3 (3) 2.3

Handle urgent

requirement0 (0) 48 (24) 26 (26) 1.48

Delivery on time 15 (5) 62 (31) 14 (14) 1.82Availability of

new launched

product

60 (20) 54 (27) 3 (3) 2.34

Graph 4.6:

ANALYSIS:

Table 4.6 shows that retailers rate the placing order to be very easy as its mean

score come out to be 2.76. On the same time they rate handling urgent requirement

and on time delivery as worst since their mean score comes out to be 1.48 and


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1.82.Most of the retailers rate the placing of an order to be easy procedure with

RELIANCE NETCONNECT along with availability of new products but

complaint for handling the urgent requirement and late delivery rated them below

average.

7) Does RELIANCE COMMUNICATION company give you

scheme/gift on regular basis so as to promote their business of Data

Card?

Yes No

Table 4.7 showing the awareness regarding Scheme and Gift

Yes `No44 6

GRAPH 4.7

ANALYSIS:

Table 4.7 shows that out of 50 retailers 44 are aware of different schemes and 6 are

not aware of these.

INTERPRETATION:

There are retailers who are not even aware of any trade scheme offer to them from

company for promotion of their trade.


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8) rating on Trade Scheme:

Attribute Strongly Agree (3) Neither Agree NorDisagree (2)

Disagree (1) Mean

Set fair annual

target15 (5) 46 (23) 16 (16) 1.75

Provide regular

trade scheme3 (1) 38 (19) 24 (24) 1.47

Provide attractive

reward60 (20) 42 (21) 3 (3) 2.38

Provide time to

achieve target 3 (1)

42 (21)

22 (22)

1.52

Give reward in time

on meeting target0 (0) 12 (6) 38 (38) 1.136

Graph 4.8:

ANALYSIS:

Table 4.8 shows that except attractive reward provided by RELIANCE

NETCONNECT retailers are not very much satisfied with other attribute. Timely

present of reward is consider to be worst by retailers as its mean comes out to be

1.136 followed by sufficient time to achieve target and providing regular scheme


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as there mean score comes to be 1.52 and 1.47.Most of the retailers are not

satisfied with time given to them to achieve target and providing reward on them.

They also complain for not providing them their reward in time after achieving

target on time. Though they agree that reward are attractive in nature.

9) Advertising support being provided by Virgin Mobile?

showing the response for Advertising Material:

Advertising Material Response AveragePoster 28 28/148=0.189Sticker 48 48/148=0.324Pamphlet 27 27/148=0.182Hoarding 34 34/148=0.22Signage 11 11/148=0.074

GRAPH4.9:

ANALYSIS:

Table 4.9 shows that stickers are the advertising material which are mostly

provided by Virgin Mobile as its average comes out to be 0.324 which is maximum

followed by poster and pamphlet whose average comes out to be 0.189 & 0182.

Signage is provided least to them by Virgin Mobile, since its mean comes out to be0.074. Most of the retailers are provided by stickers and hoardings only. Signages

are provided to very few retailers.


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10) rating of the attributes influencing in favour of product.

Attribute Agree Neither Agree norDisagree Disagree Mean

Quality of local

Advertisement Support 114 (38) 24 (12) 0 (0) 2.76

Quality of shop based

material 78 (26) 46 (23) 1 (1) 2.5

On Time activation of

Sim 75 (25) 36 (18) 7 (7) 2.36

On time updating ofdata 18 (6) 64 (32) 12 (12) 1.88

Support in Technical

Problem 15 (5) 58 (29) 16 (16) 1.66


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GRAPH:4.10

ANALYSIS:

Table 4.10 shows that most of the retailers rated local advertisement is of good

quality since it got a mean score 2.76 followed by shop based material with a mean

of 2.50. Retailers rated low technical support and updation of data support as their

mean score comes out to be 1.66 and 1.88 respectively. Most of the retailers are

not satisfied with updation of data and technical support provided to them by the

company. Though they are satisfied with local advertisement support, shop based

material and activation of data card.

11) scope of dealing with RELIANCE NETCONNECT in future?

Extremely

Good (5)Good (4) Moderate (3) Low (2) Very Low

(1)Mean

30 (6) 88 (22) 60 (20) 4 (2) 0 (0) 3.64

GRAPH 4.11:

ANALYSIS:

Table 4.11 shows that 22 respondents rate good for their dealing with RELIANCE

NETCONNECT and 20 rated it to be moderate. There are 2 retailers who rated low

for their future dealing. Mean comes out to be 3.64 which lie between good and


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moderate tending toward good.Most of the retailers are showing good future

prospect in case of dealing with RELIANCE NETCONNECT while some have

moderate and low response.

CHAPTER: 5

RESULTS AND FINDINGS

TO STUDY THE RETAILERS SATISFACTION REGARDING THEIR

INVESTMENT IN RELIANCE NETCONNECT

Retailers rate the rate on investment to be moderate and expect more from it. Profitability margin provided by RELIANCE NETCONNECT is also

considered moderate as compared to other service provider and they expect

more from it.

Overall quality of product and service is rated good by majority of retailersand hence seems to be satisfied from it.

TO FIND VARIOUS SHORTCOMING, IF ANY IN DISTRIBUTION OF

PRODUCT AND SERVICES TO RETAILERS:

Responses of retailers show those distributor sales executives are not easilyaccessible when required urgently by them.

Sales executive do not understand their requirement most of the time.


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As per rating given by retailers, distributor sales executive have goodknowledge regarding scheme.

Rating shows that distributor does not handle their urgent requirement andalso do not provide delivery on time.

TO STUDY THE FUNCTIONALITY OF PROMOTIONAL SUPPORT

GIVEN BY IDEA TO ITS RETAILERS:

As per responses of the respondent 12% of the retailer are not aware of anytrade scheme which is provided by Idea to them in data card sales.

Responses of retailer shows that reward given are attractive but company donot provide sufficient time to achieve target, also on achieving target delivery

of rewards is very late.

Most of the retailers are not provided with signage i.e. only 11 out of 50respondents have this.

Retailers face huge problem regarding updation of data and technical problemas they rated them very low. Also they accept that quality of local

advertisement support is quite good.

44% of retailer shows good response in terms of their response for dealing withRELIANCE NETCONNECT whereas there are 2 respondents who rated it

very low.


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Chapter:6

SUGGESTIONS AND LIMITATIONS

SUGGESTIONS

Market demand should be fulfilled on time as in today competitiveenvironment there are lots of alternative are available.

Interiors areas along the area which are far from city should be given equalimportance.

Company shoud appoint salesman and they should be educated and wellmannered so that they can interact with potential retailer and get order for

the company.

Company should provide low cost signage to all retailers if possible. Try to obtain support from dealer and help retailers to boost their sales

efforts and solve the various problem faced by them.

Try to locate the product in all most all the shop whether it is interior or inmain market.


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For increasing sales new attractive promotional scheme should be increaseand also sufficient time should be given to achieve target.

For motivating retailers to deal in their product, distributor and companyofficial should remain in personal touch with them.

Regular market survey should be conducted to know performance ascompared to other player in market.

Company representatives performance should be checked regularly. Company should give information to prospective buyer about the new

product and try to create demand by persuading them.

Delivery of reward on achieving target should be provided immediately toretailers.

LIMITATIONS OF THE STUDY

The time period for conducting the survey is limited therfore size cover isonly Rishikesh.

Some retailers do not have enough time during which study is conducted. Some retailers do not give accurate response as they were taking this

research casually and just doing formality to give response.

Non-cooperation of the retailers in giving some critical information for thestudy.

Whatever information collected is valid untill there are any changes by thecompany.


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CHAPTER:7

CONCLUSIONS

CONCLUSION

In this study I have found that most of the retailers are satisfied with the overall

quality of product and service. In case of interaction with distributor sales

executive majority of retailers are not satisfied with easy accesses of sales

executive also they complain of sales executive not understanding their

requirement properly. In this study I also found that retailers are very much

dissatisfied with handling their urgent requirement by sales executive and delivery

made to them is also not in time. This study reveals that few retailers are not aware

of any trade promotional scheme given to them by company. Among those who

knows about the scheme complains for limited time given to them to achieve target

and late delivery of reward on achieving target. They also complain for poor


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backend support to them by company such as updation of data and technical

problem. There are retailers who show moderate response in dealing with

RELIANCE NETCONNECT in future, also there are few who says that

probability of their dealing with RELIANCE NETCONNECT in future is very low

and they will soon leave RELIANCE NETCONNECT if they get some other better

option.

CHAPTER:8

ANNEXURE

QUESTIONNAIRE

Do you deal in RELIANCE NETCONNECT : Yes No

For how long are you dealing with RELIANCENETCONNECT?_______

Who are the Data Card service provider with whom are you dealingwith and since when?

Company Name Response No. of month/yearRelianceBSNL

Idea

Airtel


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Tata Photon

How do you rate your rate on investment that you made on RELIANCENETCONNECT on following scale?

Excellent Good Moderate Low Very Low

How do you rate the profitability percentage while dealing withRELIANCE NETCONNECT?

Excellent Good Moderate

Low Very Low

How do you rate the overall quality of product and service provided byIdea ?

Excellent Good Moderate Low Very Low

How do you rate the following specific attribute regarding yourdistributor sales executive on given scale?


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Attribute: Strongly agree (3) Neither Agree nor Disagree (2) Disagree (1)Visit Frequently to your

shopSales Personnel are

HelpfulUnderstand Your

RequirementHave Knowledge

Regarding SchemeEasily Accessible When

Required

How do you rate the following attribute regarding ordering anddelivering of RELIANCE NETCONNECT on given scale?

Attributes Strongly agree (3) Neither Agree nor Disagree (2) Disagree (1)Placing of order is very

easyAvailability of product

when requiredHandle urgent

requirementDelivery on timeAvailability of new

launched product

Do Idea Company give you scheme/gift on regular basis so as topromote their business of Data Card ?

Yes No


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If yes than move to Q.No. 10 else move to Q.No.11

How do you rate the quality of trade scheme on following parameter?Attribute Strongly Agree (3) Neither Agree Nor

Disagree (2)Disagree (1)

Set fair annual targetProvide regular trade

schemeProvide attractive

rewardProvide time to achieve

targetGive reward in time on

meeting target

What advertising support being provided by RELIANCENETCONNECT? (Please tick)

Poster Sticker Pamphlet Hoarind Signage Other (Specify)______

12. How do you rate the effectiveness of advertising and service support on

following parameter?

Attribute Agree Neither Agree nor Disagree Disagree


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Quality of local

Advertisement SupportQuality of shop based material

On Time activation of Sim

On time updating of data

Support in Technical Problem

13. What is the probable scope of dealing with RELIANCE NETCONNECT

in Future?

Extremely Good Good Moderate Low Very Low

RESPODENTS DETAIL:

NAME:

SHOP NAME:

ADDRESS:

CITY:

Bibliography


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Bhatt Mayank, :-Journal of Marketing Research, Vol. XXXVIII,No. 4, April 2008

Jha Subhash, :-The ICFAI Journal of Services Marketing, Vol. VI,No.1, March 2008

Website:

www.ideacellularltd.com

www.google.in
http://www.ideacellularltd.com/http://www.ideacellularltd.com/http://www.google.in/http://www.google.in/http://www.google.in/http://www.ideacellularltd.com/

effectiveness of reliance netconnect services regarding distribution and promotion to retailers

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