SUMMER TRAINING REPORT ON

COMPARATIVE STUDY OF DTH SERVICES AND CABLE TV NETWORK

Submitted in partial fulfillment of requirement of Post Graduate Diploma in Management (PGDM-IB)

SUBMITTED TO:Ms. SEEMA AGGARWAL

SUBMITTED BY :ANKUR SRIVASTAVA O5/PGDM-2011(IB)/19

JAGANNATH INTERNATIONAL MANAGEMENT SCHOOL, KALKAJI, NEW DELHI July 2012

DECLARATION

I, MR. ANKUR SRIVASTAVA hereby declare that this project report is the record of authentic work carried out by me during the period from 7 May 2012 to 14 July 2012 and has not been submitted earlier to institute for the award of any degree/diploma etc.

Date: Place:

Name of the Student: ANKUR SRIVASTAVA

CERTIFICATE

This is to certify that MR. ANKUR SRIVASTAVA from JAGANNATH INTERNATIONAL MANAGENENT SCHOOL has successfully completed the project work Comparative Study Of Dth Service And Cable Tv Network in partial fulfillment of requirement for the completion of P.G.D.M. This project report is the record of authentic work carried out by him during the period from 7thMay to 14thjuly.in which he has worked under my guidance.

Project guide Mrs. SEEMA AGGARWAL

Date :Place;-

PREFACE
The PGDM programme is well structured and integrated course of business studies. The PGDM programme provides student with a fundamental knowledge of business and organizational functions and activities, as well as an exposure to strategic thinking of management. The dissertation report is an integral part of this PGDM course which gives us the knowledge of industry environment well and theoretical concept which applied by the industry players. The main objective of this dissertation report at PGDM level is to develop skill in student by supplement to the theoretical study of business management in general. Here we analyze the market situation of the industry on the basis of market situation, data collected by which we come to the strategic implementation of the organization in the industry. The dissertation we have to do on the topic to the field of our interest in the future where we have to prepare a project report. I have done my dissertation on the topic of COMPARATIVE STUDY OF DTH SERVICE AND CABLE TV NETWORK. During this project I have got a lot of knowledge of this industry & about this market also. In this project I have analyze why people switch over or want to switch over their TV network from Cable TV network to DTH satellite TV network. I have done the factor analysis to analyze the impact of various influencing factors to that switch over. And also find out various substitutes and their position in the market. In this project I have give so many recommendation on the basis of the analysis which is the implementation of the strategic thinking. This research work helps me to challenge the competition in this competitive market. Understand the consumer first is very important in present market scenario. So to do this research work is very important on the basis of the market situation, market environment, buying behavior & so on. This would help me immensely in my future learning of market.

ACKNOWLEDGMENT
I am overwhelmed with pleaser and my deep sense of gratitude to my college for assigning me such opportunity to do dissertation project which opened my vision towards research experience of the theory implications and practical applications studied in this PGDM course. I express my heartfelt thanks to my SUPERVISOR in college Mrs. Seema Aggarwal who has been help me to choose the topic & do this project and all faculties in my institute who has been provided us with guidance, inspiration, perspective and stimulating discussion throughout the writing of this project. I would like to thanks my external guide Mr. Rajesh yadav (Circle Head)and Anurag pahadia, who gave me a free hand as far as going about the project work concerned I have all my appreciation for my parents whose unfailing inspiration, love and arduous effort have enabled me to reach this level. And I would like to thanks to my friends and all the people who are involved in this project directly or indirectly.

TABLE OF CONTENTS:
CHAPTER 1- INTRODUCTION.....................................................8-18 INTRODUCTION 1.1 COMPANY PROFILE
1.2OBJECTIVE OF THE STUDY 1.3 METHODOLOGY 1.3.1 SAMPLING & POPULATION 1.3.2 DATA 1.3.3 AREA COVERED 1.3.4 QUESTINNAIRE 1.3.5 TOOLS & TECHNIQUES 1.3.6 SOFTWARE 1.4 SCOPE OF THE STUDY 1.5 LIMITATION

CHAPTER 2- REVIEW OF THE STUDY19-22

2.1 REVIEW OF THE STUDY

CHAPTER 3- THEORITICAL CHAPTER..23-38

3.1 INDIAN CABLE TV SERVICES 3.2 DTH INDUSTRY 3.2.1 INDIAN DTH SATELLITE TV SERVICES 3.2.2 WORK OF DTH 3.2.3 CURRENT SCENERIO OF DTH 3.2.4 STRUCTURE OF DTH INDUSTRY 3.3 ENVIRONMENT ANALYSIS OF DTH

CHAPTER 4- DATA ANALYSIS 39-57

4.1 DEMOGRAPHIC CHARECTERISTIC 4.2 FREQUENCY ANALYSIS
6

4.3 CROSS TABULATION 4.4 MEAN, SD & VARIENCE

CHAPTER 5 DATA ANALYSIS: SPECIFIC TOOLS.58-62

5. FACTOR ANALYSIS 5.1 RELIABILITY TEST 5.2 FACTOR ANALYSIS

CHAPTER 6- FINDINGS, SUGGESTIONS .63-66

6.1 SUMMERY OF FINDINGS 6.2 SUGGESTIONS 6.3 SCOPE OF FURTHER STUDY 6.4 CONCLUSION BIBLIOGRAPHY .67-68 REFERENCES ..69 ANNEXURE ..70-71

CHAPTER 1 - INTRODUCTION COMPANY PROFILEHISTORY:

Videocon is an industrial conglomerate with interest all over the world and based in India. The group has 17 manufacturing sites in India and pants in China, Poland, Italy & Mexico. It is an Indian multinational with interests in consumer electronics, home appliances, color picture tube glass, and oil & gas. Actually Videocon began its tryst with destiny in 1979 from a conference room-sized assembly line. But, it was founded in 1987 by Late Nandlal Madhavlal Dhoot. He completed his education in Ahmednagar and NCR. He was a successful sugarcane and cotton cultivator. As a next logical step to vertical integration, He boldly took upon an entrepreneurial venture by importing machinery from Europe to set up the Gangapur,Sakhar,karkhana (sugar mill) in 1955.those were days when the village did not even have electricity. He thus unleashed a mini industrial revolution. At that time it used to manufacture TV and washing machine. In 1989-90, Videocon started manufacturing home entertainment systems, electric motors & ac. Videocon entered refrigerators and coolers segment in 1991. In 1995, Videocon started manufacturing glass shells for crt and in 1996 it ventured into kitchen appliances and crude oil segment. In 1998, Videocon started manufacturing compressors & compressor motors. In the year 2000, Videocon took over Philips color TV plant. In 2005, Videocon took over 3 plants of Electrolux India and acquired. Currently, it starts to manufacture rotary compressor-based air conditioner, which new technology in India under Videocon logo. Videocon is all set to enter the dth, hospitality, telecom, SEZs and real estate industries. Videocon has launched green-field power generation projects which will collectively produce 15,000 mw of electricity. Planet m is owned by Videocon through its retail arm, next.

1987

Color & BW TV WASHING MACHINE

1989-1990

HOME ENTERTAINMENT SYSTEM, ELECTRONIC MOTER, AIR CONDITION

1991

REFRIGERATOR, COOLER.

1995

GLASS SHELLS FOR CRT.

1996

KITCHEN APPLIANCES, CRUDE OIL.

1998

COMPRESSER, COMPRESSER MOTERS.

2000

PHILIPS COLOUR TV PLANT TAKES OVER.

2005

ELECTROLUX INDIA 3-PLANT TAKEOVER, THOMSON CPT ACQUISITION. 1998 BUSINESS PROFILE: PROJECT, DTH SERVISE, POWER GENERATION COMRESSER , COMPRESSER MOTERS. STATE SECTOR. HOSPITALITY, TELECOM, SEZ, REAL

2008-2009

A-CONSUMER ELECTRONICS & HOME 2000

PHILIPS COLOUR TV PLANT TAKE OVER.

2005 ELECTROLUX INDIA 3-PLANT TAKEOVER, THOMSON CPT ACQUISITION.

9

NEW FUNCTIONAL AREA:

DTH service. Power Generation Project. Hospitality. SEZ. Real Estate.

10

PRODUCT PORTFOLIO:

11

DEPARTMENTAL HEIRARCHY:

12

A VIDEOCON ENTERPRISE GROUP BHARAT BUSINESS CHANNEL LIMITED

13

ABOUT BBC:
BBCL is a new and separate company that has been floated for this purpose by the Videocon promoters. D2H is the brand name under which the service will be offered. We have already budgeted an investment of Rs 10 billion in this venture over the next two years. DTH in India, with players like Dish TV, Tata Sky, Reliance ADAG and Bharti, will be a low ARPU (average revenue per user), high volume game It established for expand the DTH market and distribution network which will provide the pipeline for mop up to one million subscribers in the first year. It also launches Mobile Handsets in India under the banner of BBCL (Bharat Business Channel Limited) with brand name of Videocon with DTH service. DTH stands for Direct To Home which is a direct mode of transmission between Broadcaster and Subscriber through satellite.

14

1.1 INTRODUCTION ABOUT PROJECT:

In earlier days there was only one TV channel in India the Doordarshan, Channel doordarshan was owned and operated by government of India. In those eras every home which had a TV set used to have its own antenna to capture the signals. The Cable Television Ordinance Law was passed in January 1995. This enabled cable operators to feed channels and later on private companies were allowed to air their own channels and this led to the explosive growth in number of TV channels and number of cable operators. The growth of TV channels & cable operators created a big industry and market opportunities.

There is an immense opportunity for DTH in the Indian market. The opportunity in India almost 10 times that in developed countries like the US and Europe. For every channel there is a scope for broadcasting it in at least ten different languages. So every channel multiplied by ten that is the kind of scope for DTH in the country. The way DTH reaches a consumer's home is different from the way cable TV does. In DTH, TV channels would be transmitted from the satellite to a small dish antenna mounted on the window or rooftop of the subscriber's home. So the broadcaster directly connects to the user. The middlemen like local cable operators are not there in the picture. DTH can also reach the remotest of areas since it does away with the intermediate step of a cable operator and the wires (cables) that come from the cable operator to your house. As we explained above, in DTH signals directly come from the satellite to your DTH dish.

DTH offers better quality picture than cable TV. This is because cable TV in India is analog. Despite digital transmission and reception, the cable transmission is still analog. DTH offers stereophonic sound effects. It can also reach remote areas where terrestrial transmission and cable TV have failed to penetrate. Apart from enhanced picture quality, DTH has also allows for interactive TV services such as movie-on-demand, Internet access, video conferencing and e-mail. But the thing that DTH has going for it is that the powerful broadcasting companies like Star, Zee, etc are pushing for it.

15

In DTH, the payments will be made directly by the subscriber to the satellite company offering the service. A big problem that broadcasters face in India is the issue of underreporting of subscribers by cable operators.

1.2 OBJECTIVES OF THE STUDY:

To study the reasons behind the switching over of multi TV channel users from cable TV to DTH services. There are so many reasons behind this switching over. People sometimes think that both network operators give various channels but it is the picture quality which differentiates those. Sometime pay only for those channels which you need is also a reason for that switch over. So here we want to study the reason behind the switching over of multi channel users from cable TV to DTH TV. To analyze the factors which influence these switching over from cable TV to DTH services in Delhi and NCR region. All factors not influence more the people to that switch over, there we want to make a series of factors on the basis of influencing power of the factors by applying statistical tools. To analyze the position of substitutes of DTH services with respect to DTH services in the market. IPTV, cell phone TV these are the substitute of the DTH satellite TV which are now introduce themselves in the market. Here we want to analyze the position of those substitutes in the market. To analyze the opportunities of Indian DTH services. Analyzing the environmental analysis we try to analyze the market of the TV networks which are quite helpful to find out opportunities of Indian DTH services. How the present DTH players capture the opportunities to stay in the growth.

1.3 METHODOLOGY: 1.3.1 SAMPLE & POPULATION:

The sample size is, which is sufficient to do the analysis more effectively. As a general rule of thumb 300 data is more enough to analyze, however in the present study the total sample size is .The target population of the survey constitutes the TV households in Delhi and NCR region. I take the Delhi and NCR area to collect the primary data from households as this is the most growing area in NCR region.

16

1.3.2 DATA:
Here mainly primary data collected from the TV households in Delhi and NCR region by filled up the questionnaire.

1.3.3 AREA COVERED:

The area targeted here is Delhi and NCR region which is the more growing area in NRC region in the scenes of population, industrial growth & economical growth also. The data have collected randomly from this region. I mainly covered Sahibabad area, Vasundhara area, Delhi and NCR market area and Sastri nagar area to collect the data.

1.3.4 QUESTINNAIRE:
The questionnaire is well designed and close ended type, so that people easily filled the questionnaire according to their perception. People always flexible to give their answer objectively. So here open ended question is more effective as the target population is households.

1.3.5 TOOLS & TECHNIQUES:

Descriptive statistics used here to analyze frequency of the DTH TV satellite and cable TV and have used Factor analysis also to analyze the various influencing factors of DTH TV services which influenced people to switch over from DTH TV to Cable TV.

1.3.6 SOFTWARE:
SPSS & EXCEL used here to analyze the primary data. SPSS is very useful here to effectively analyze the data and get effective result which is reliable enough as sample size is sufficient to analyze.

17

1.4 SCOPE OF THE STUDY:

The study is mainly all about the comparison between DTH TV & Cable TV services and analysis various factors which influenced people to switch over from cable TV to DTH TV. So we analyze the factors which influenced people more to switch over and the study also said about the substitutes/ threats of DTH services such as IPTV, Online TV so that company make new strategy in future to face the new competition. From this study we know the perception of the households towards various DTH TV players, cable TV so that they use it in companys strategy to make them prepare for that competitive market. Various DTH players also use new technology to give more facility to the customers to avoid extra competition in the market. The market share of various TV network suppliers helps them to analyze their business so that they capture the opportunities & also the market share of various DTH players give them information to placed them in the market situation. All of this information helps players to carry DTH industry in a good position and helps to analyze future strategy. From this study people also take advantage to choose the suitable TV network providers by analyzing the market environment.

1.5 LIMITATION OF THE STUDY:

Only Delhi and NCR region will consider as research area. Only Delhi and NCR area not sufficient enough to analyze the market of DTH satellite services, there we should also consider the other region for this analysis. Delhi and NCR is now growing area in NCR region but there is rural area, small cities which we have to consider to getting back effective result from the analysis. There are various payment systems of cable TV operators in various areas. Depending on area whether it is big town or small city or any industrial area or any rural area there are various payment system of cable TV operators. So here we cant consider all these system so that we analyze effectively. People are more sensitive towards price which they have to pay monthly so that plays an important role here for the buying behavior of the customer. So by considering only one region payment system we cant say anything more about the buying behavior of the consumer. Future analysis of DTH satellite TV will be based on those data which collected from Delhi and NCR only.

18

2.1. REVIEW OF THE STUDY

2.1.1. SANDEEP VARMA & DORIS JOHN, DTH VS. CABLE TV: SKY WARS IN INDIA IN 2007
Sandeep Varma and Doris John published a Case study: DTH vs. Cable TV: sky Wars in India in the year 2007. Home entertainment in India had come a long way from the days when there was only one national channel, Doordarshan, to the age of satellite television and, now, the latest development called DTH (Direct to Home) technology. With the Government of India having set the end of 2007 as the deadline to introduce CAS (Conditional Access System), in selected metros and later all over India, the scene would become more competitive. Cable operators have started pressurizing the Indian Government to speed up the process of changing the analog technology to digital. Once cable is digitized, cable operators would also be in a position to provide programs in high quality as like DTH. Apart from DTH, new emerging technological advancements in TV viewing like Internet Protocol Television (IPTV) and Cell Phone TV would also compete among themselves to get their share of the market in the Indian home entertainment industry. The Indian customer would have more options in terms of TV entertainment and the main deciding factor would be service support. The case allows for discussion on the present scenario of home entertainment in India. They highlight the various technological advancements that happened in the field of TV broadcasting and also throw light on various service providers and their services. They discuss the emerging technologies in home entertainment in India.

2.1.2. SHIVASUNDARAM UPADHAY, INDUSTRY ANALYSIS- DTH INDUSTRY IN INDIA PULISHED 2007
Industry analyst Sivasundaram Umapathy published his literature industry analysis- DTH industry in India in 2008. In this paper he analyzed the challenges and opportunities present for the DTH industry within the Indian contest. We would look at the history of Indian broadcasting followed by looking at the current DTH market. An environment analysis done using the Potters five forces model and the various challenges faced by the industry identified. Finally we look at the possible suggestions taking a long term view. With the existing regulatory restrictions, Increasing content cost and lack of transponders, DTH terrain too steps to climb. With content differentiation not happening in the near future, companies have to differentiate only the service and cost levels. The increasing consumer awareness and expectations also make it difficult to satisfy the consumer. Todays consumer is sensitive to price as well as the quality. Apart from the volumes business, a prudent DTH operator should also take a serious look at the substitutes and complements. He should diversify and create his presence in the entire spectrum of broadcasting and telecommunication services. The final winner cannot be a pure DTH player but a convergent player who offers all in one to the value-conscious, price sensitive Indian consumer.
19

2.1.3. RESEARCHER FROM GARTNER, 2009

Researchers from Gartner [2009] believes that IPTV will struggle in India for following reasons Cable TV users pay almost half of what digital subscribers pay Low broadband penetration will inhibit IPTV uptake; 2009 is a critical year for pay TV, with CAS being mandated in a phased manner, and more players are moving into DTH, which is growing. IPTV will be priced at the same price as digital cable or DTH, so no price differentiation As the numbers of broadband users are increasing in urban and semi urban cities IPTV can pose serious threat to DTH player in long run.

2.1.4. INDIAN READERSHIP SURVEY 2010 R2

The Indian Readership Survey 2010 R2 findings have shown that the Dish TV is the largest player with over 3.1 million subscribers, followed by DD Direct, Tata Sky and Sun Direct, which has a predominance in the southern zone.

2.1.5. INDIAN ERTERTAINMENT & MEDIA OUTLOOK 2011 IN 2011

Indian entertainment and media outlook 2011 published in 2011 where they discussed about all the entertainment industry. In 2011, there is a significant churn of subscribers from cable in favour of DTH, as the latter subsidizes hardware, reduces installation costs and introduces value packs. Aggressive marketing and promotions also helped DTH lap up subscribers in 2011 which reached ~11.5 million at the end of the year from ~3.5 million in the beginning of 2011. 2011 also witnessed a technology-war amongst DTH players. With new players Bharti Airtels Digital TV and Reliances DTH service Big TV launched in 2011, a technology war erupted between these new players and the older players, Dish TV and Tata Sky use of technology in the set-top-boxes. The older DTH players claimed that the latest MPEG-4 technology, as used by the new DTH players, violates existing guidelines for DTH operations citing reasons of inter operability. In the view of the older DTH players, the new DTH players are required to offer commercial inter-operability with the existing MPEG-2 set top boxes being used by the older DTH players. The matter is currently under dispute with BIS.

20

2.1.6. RNCOS INDUSTRY RESEARCH SOLUTION, INDIAN DTH MARKET FORECAST TO 2015 IN 2011
RNCOS industry Research Solutions published new report as Indian DTH Market Forecast to 2015 in 2011. In their report they said that the DTH service market in India has emerged as one of the most lucrative markets which have successfully resisted the impacts of the current economic slowdown. The slowdown has certainly proved a boon for the Indian DTH industry as people have now started to cut on their entertainment expenditure and instead of viewing movies at theatres, they are preferring to stay at home with their television sets. The industry is anticipated to add nearly 5 Lakh subscribers per month during 2011 and the numbers are forecasted to surge further at a CAGR of around 30% through 2015. "With over 130 Million TV homes, India offers large room for growth in DTH services as the technology can be used to offer DTH services in remote location, where setting up of cable networks seems impossible, or is highly expensive", says a Sr. analyst at RNCOS. It is forecasted that DTH will capture over 21% of TV homes in India by 2015, up from around 10% now. Their reports, Indian DTH market forecast to 2015, provides thorough analysis of the current market performance and the future outlook of DTH services market in India. It gives detailed analysis of the success factors and also helps in determining what all are the issues or the hurdles in front of the burgeoning DTH services market in the country. The study also explains the reason for why all the incumbent players have been investing huge amounts into the promotion and marketing of DTH services in the country, despite the current economic slowdown. This research provides extensive research and rational analysis of the DTH market in India. It will help clients to understand the underlying potential of DTH services in the Indian television industry. Various factors which will drive the future growth of the DTH market in India have been thoroughly analyzed in the report. The report will also help in gaining insight into the prevailing key trends and developments that are contributing positively towards the growth of the market.

21

3.1. INDIAN CABLE TV SERVICES:

The history of Indian Television dates back to the launch of Doordarshan, the countrys national television network in 1959 when the transmission was in black & white. The 9th Asian games which were held in 1982 in the countrys capital New Delhi heralded the mark of colour television broadcast in India. In 1991, Indian economy was liberalized from the license raj and major initiatives like inviting FDI, deregulation of domestic businesses emerged. This led to the influx of foreign channels like Star TV and creation of domestic satellite channels like Sun TV and Zee TV. This virtually destroyed the monopoly held by Doordarshan. In 1992, the cable TV industry started which changed the way the average Indian watches the television. Every city in India had a new breed of entrepreneurs called as cablewallahs or Local Cable Operators (LCO) taking in charge of distribution. Since this was a disorganized sector carrying new channels on the existing infrastructure required new investments which the operators were reluctant to make. This led to the emergence of a new breed of firms called as Multi System Operators (MSO) who had heavy financial muscles to make capital investments and liaised between the cable operators and the channels. MSOs provide the feed to the local operators for a fee. In 1995, government felt the need of regulation in Cable TV and passed the Cable TV network (Regulation) Act. This was also the time when the state owned Doordarshan and All India Radio came under a new holding called as Prasar Bharati to give them enough autonomy. The LCOs reported a lower number of connections where as the broadcasters demanded a higher rate. MSOs were finding it difficult to operate under these conditions. This led to an amendment of the Cable TV networks (Regulation) Act in 2002 to provide Conditional Access System (CAS). With CAS, the last mile distribution could be addressable with accuracy and digitalization of broadcast was also possible. CAS was rolled out in 2003 staring from Chennai and later to parts of Delhi, Mumbai and Kolkata.

22

3.2.1 INDIAN DTH SATELLITE TV SERVICES:

DTH stands for Direct-To-Home television. DTH is defined as the reception of satellite programmes with a personal dish in an individual home. DTH does away with the need for the local cable operator and puts the broadcaster directly in touch with the consumer. Only cable operators can receive satellite programmes and they then distribute them to individual homes. DTH services were first proposed in India in 1996. But they did not pass approval because there were concerns over national security and a cultural invasion. In 1997, the government even imposed a ban when the Rupert Murdoch-owned Indian Sky Broadcasting (ISkyB) was about to launch its DTH services in India. Finally in 2000, DTH was allowed. The new policy requires all operators to set up earth stations in India within 12 months of getting a license. DTH licenses in India will cost $2.14 million and will be valid for 10 years. The companies offering DTH service will have to have an Indian chief and foreign equity has been capped at 49 per cent. There is no limit on the number of companies that can apply for the DTH license. On the DTH front, TRAI issued the guidelines for operating DTH. Countrys first DTH license was awarded to Dish TV in 2003 which started operations in 2004. Prasar Bharati also started its product DD-Direct+. In 2007, TRAI proposed a new initiative by name Headend-In-The-Sky (HITS) model as an alternative to the existing cable distribution. Instead of the MSOs providing the bundle, there will be a single HITS operator who will prepare the bundle of channels and beam it to the Headend in the satellite. With the average Indian getting younger, and hence more likely to spend on nonessentials, the entertainment industry has the potential to grow explosively in the future. Now the industry is ready to enter a second stage of growth powered by the twin engines of technology (availability of quality infrastructure and the accelerated penetration of digital connectivity) and an enabling regulatory environment.

23

3.2.2 WORKING OF DTH

Direct To Home (DTH) is a distribution platform for multichannel TV programmes on Ku brand (high frequency of 11.7 to 14.55 Gigahertz) by using a satellite system which transmits signals directly to subscriber premises. The term predates DBS satellite and is often used in reference to services carried by lower power satellite which required larger dishes. Following are the simplified steps on how DTH works:

1. Broadcoster Sends the signals.

2. The satellite receives the signals at Ku Band. 3. The Dish Antenna at subscribers home receives the signals.

4. The set top box decodes the signal and sends it to TV set.

3.2.3 CURRENT SCENERIO OF DTH SATELLITE TV SERVICES:

In the current context of the global financial meltdown, the Direct to Home (DTH) industry in India is in the throes of multifarious challenges and opportunities. The big game is all about shaping up grandiose plans to master the winning rules to garner as much portion of the Indian DTH pie as possible by a handful of players. Since the DTH space denotes big value, akin to the space occupied by television and telephony, inter-firm rivalries have thrown up price wars, discount schemes, procurement of transponders, ambitious targets for improving the subscription base, popular bouquet of channels, set top boxes with superior quality of videos, improving content, etc as a desperate means to entice the Indian viewer. A neat 20 per cent annual growth is being witnessed in the DTH sector in India with over 16 million households having digital payTV.

24

According to Harsh Bijoor, a brand consultant, Since Dish TV, the biggest market player on the Indian soil, has not scraped even five per cent of the pie, there is plenty left for other players to eat. In the early 2008, five major players, Zees Dish TV, Tata Sky, Reliance ADAG, Sun Direct and Bharti Telemedia formed an umbrella body DTH Operators Association of India (DOAI). Dish TV is the largest DTH provider with a subscriber base of around 5 million, Tata Sky, a DTH joint-venture Company between Star (owned by Rupert Murdoch) and the Tata Group (20:80), now has around 3.4 million connections and the forecast for 2012 is that it will further increase to eight million, Sun Direct, the 80:20 JV between the Maran family and the Astro Group of Malaysia, over 2.3 million, Big TV about 1.2 million and Airtel Digital TV about 0.3 million subscribers (Source: Business Standard, May 1, 2009). According to sources, DD Direct Plus has a subscriber base of about 3-4 million subscribers, mostly in the remote corners of the country not connected by terrestrial or cable television. DTH operations in India could be enhanced if the dearth of satellite capacity is removed by increasing the number of available Ku-band transponders that at present is 12 on Insat 4A, which in turn would mean more channels for viewing. Tax burdens on DTH are another area of complaint for operators. Around 40 per cent of revenues are siphoned off to pay taxes and license fee and another 12 per cent for services imposed by the Central government. Apart from this, there are entertainment taxes that differ from state to state.

25

3.2.4 STRUCTURE OF THE DTH INDUSTRY:

The structure of the DTH industry in India can be categorized as an Oligopoly. The word Oligopoly is derived from the Greek for few (entities with the right to) sell. An oligopoly is a market form in which a market or industry is dominated by a small number of sellers (oligopolists). An oligopoly is a market dominated by a few large suppliers. The degree of market concentration is very high. Firms within an oligopoly produce branded products and there are also barriers to entry. Key characteristics of Oligopoly are following: Few larger supplier dominates the market Interdependence between firms Each firm produces branded products Significant entry barriers into the market in the long run which allows firms to make supernormal profits Each oligopolist is aware of the actions of the others.

Analysis of the Indian DTH industry:

Indian DTH industry is still at nascent stage. In the year 2003 DD Direct+ was launched since DD Direct+ is non commercial and free DTH service hence we would focus our discussion on private players in the industry. As of now DishTV, TataSky, BigTV, AirTel Digitel TV, Sun Direct are in the industry. There are some other players like Videocon, who want to join this high lucrative industry. Since there are only 3 major players and the market concentration is very high Indian DTH industry is oligopolistic.

26

DTH Industry Market Share 2011*

Brand

Promoter

Market Share

Dish TV

Zee Group

31.25%

Tata Sky

Tata Sons & Star TV

20.6%

BIG TV

Anil Dhirubhai Ambani Group

16.25%

Airtel Digital Sun Direct DD Direct+ Vediocon d2h

Airtel by Airtel Media

18.7% 18.7% 20% 3.5%

27

REASONS FOR OPTING CABLE SERVICES:

Reasons from customer

No.
7 10 12
6 13 6 15 3 20 16 15 9 25 10

Not interested in DTH Satisfy with cable Using cable from before Response from TATA SKY No more use Cable vender is relative No use More channel Not interested due children Easily availability Uncertain problem in DTH Less rate of cable High rate of cable Signal problem in DTH

28

SHARE OF REASONS FOR OPTING CABLE SERVICES:

INTERPRETATION;- From the above table it is that share of reasons for opting cable
services in NCR market .share of not interested in dth is 5%,and satisfied by cable 7%,from starting cable is 8%,tata sky has not satisfied is 4%, no more use is 8%,cable vendor is relative is 4%,no use is 10%,more challenge more demand is problem is2%,not opting due to children is 7%,easily availability of cable is 11%,hang problem in dth is 9%,less rate of dth is 6%, high rate of dth is 14%
29

REASONS FOR OPTING DTH SERVICES: Reasons from customers

Clarity Digital signal Personnel connection More Facilities Digital sound Program on demand Student perspective More families No light problem from center

No.
10 8 17 20 5 30 12 10 25

30

SHARE OF REASONS FOR OPTING DTH SERVICES:

INTERPRETATION; - From the above table it is that share of reasons for opting dth
services in NCR. Share of clarity is 10%,and digital signal 7%,from personnel connection 12%,more facilities 14%, digital sound 4%, program on demand 21%, student perspective 8%, more facilities 7% ,no light problem from center is 18%.

31

3.3 ENVIRONMENT ANALYSIS OF DTH INDUSTRY:

Here is the Porters 5 forces model in the context of DTH industry. The observations are categorized into the 5 forces as below.

1. Threat of substitutes:
DTH faces stiff competition from the terrestrial, cable and IPTV. As per the industry estimates, there are 130 million TV homes of which 85 million are served by cable and around 16 million by DTH with the remaining taken by terrestrial transmission.

32

India Broadcasting
DTH Cable Terrestrial

8%

23%

69%

Terrestrial Television:
Doordarshan is the worlds largest terrestrial broadcaster with over 1400 terrestrial TV transmitters. The reach provided by this route is phenomenal with Doordarshan covering 88% of Indias geographical area. Covering the remaining 12% area required substantial capital investments which does not outweigh the benefits. The transmission was done originally in Analog mode but beginning from 2002, Doordarshan has partnered with BBC resources the consulting wing of BBC, in offering digital terrestrial TV. The transmission could be received using a low cost Yagi antenna. However, due to lack of attractive content it does not seem to be a formidable threat for DTH.

Cable TV:
33

Cable TV currently operates in 2 modes viz. through CAS covering cities like Chennai, Delhi, Mumbai and Kolkatta, and through non-addressable system in the rest of the country. As seen from the above diagram Cable TV enjoys the maximum share as compared to other medium. In case of CAS controlled areas, the subscriber has to buy Set Top Box (STB) to see the pay channels. On the other hand, in areas where nonaddressable system is used, nearly all the channels are available without the need of any separate receiver by paying anywhere between Rs 100 to Rs 350 per month depending on the place. Due to phenomenal reach of Cable TV, it poses a serious threat to the growth of DTH industry.

Internet Protocol Television (IPTV):

IPTV is a service where television signals are digitally sent over the telecommunications line. It is often presented as a bouquet of Video (IPTV), Audio (Telephone) and Data (Broadband Internet) services. With widespread adoption of broadband in the country and the growing techno savvy population, IPTV has a potential to become a huge success. IPTV takes the interactivity to a newer level. In regular mediums, all the channels are pushed to the consumer regardless of his preference. IPTV encourages a two-way request response model where the consumer chooses the programs he wants to view. Right now those medium is totally unregulated and cable companies are urging the TRAI to issue a consultation paper process to include IPTV under the aegis of Cable TV act. IPTV is a considerable threat to DTH in urban and semi urban areas where broadband has made its mark.

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

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

34

2. Bargaining power of suppliers:

DTH industry relies on three major supplies: Customer Premise Equipment (CPE) comprising of the satellite dish, Set Top Box with the necessary Access card, the Ku band transponders in the orbiting satellites and content. With India overtaking Japan as Asias largest DTH, the bargaining power of Indian DTH operators with CPE supplies have increased. However, the availability of transponders is increasingly becoming difficult. The Ku band transponder is generally provided by Astrix, the commercial wing of ISRO either through its own satellites or by leasing transponders from suppliers. With only two domestic satellite launches between 2007 and 2010 and increasing DTH players, Astrix is in a better position to use DTH as its cash cow for the next 5 to 10 years. Also the crash of INSAT 4C and NSS-8 has worsened the situation of DTH players. As there is not much of regulation particularly in terms of channel pricing, acquiring content from the broadcasters is also difficult. DTH vendors are at the mercy of the broadcasters.

3. Bargaining power of buyers:

With enough options to choose both from the pont of alternate mediums like Cable, IPTV and Terrestrial broadcast and from the point of increasing DTH operators, the consumer is at his will to decide. Customers will continue to have a high bargaining power until DTH platforms try to differentiate them as superior players with better content and clarity.

4. Inter firm rivalry:

With 6 operational players, the inter firm rivalry is quite high. The competition from state owned DD-Direct to private players is negligible from the content point of view as the number of channels offered by DD-Direct is very limited. However, DD-Direct does not charge any monthly subscription fee which poses a threat to the private players. Between Dish TV and Tata Sky there is an intense rivalry exhibited by price wars and discount schemes offered to new connections. Being the first mover, Dish TV has price advantage in both the STB as well as procuring the transponders. On the other hand, Tata Sky claims its STB having superior DVD quality video. Other than price wars and intense competition in increasing customer base, there is also a competition at acquiring the content. Dish TV, Tata Sky and Sun Direct are part of big groups that also have popular bouquet of channels like Zee, Star and Sun respectively. The channels indirectly refuse content for DTH operators by charging exorbitantly or mandating that all the channels of their bouquet to be transmitted when the vendor is already capacity constraint.

35

5. Threat of new entrants:

With already 6 players in the DTH space, threat of new entrants is relatively low. There is already enough competition which will discourage new firms to enter this business. While getting a license is relatively easy, the barriers to entry are high when it comes to pricing of CPE and getting the required transponders.

36

4.1 DEMOGRAPHIC CHARECTERISTIC:

This project has been done with the help of primary data that has been collected from the households of Delhi and NCR region. The purchasing behavior mainly depends on the full familys perception. Now a days TV is the main entertainer of a family, every household take it as necessary item. There is no difference between perceptions of a middle class family and a high class family towards TV network regarding their income. As the study is regarding the comparison between Cable TV & DTH TV so here we neglect the perception towards consumption of lower class family. So whatever may be the age factor of an individual or the occupation they always need multi channel TV network. Form this study I come to know that people need multi channel TV network rather than terrestrial TV network.

4.2 FREQUENCY ANALYSIS:

NETWORK CONNECTION USED

37

Chart Title
DTH Cable Terrestrial

8% 23%

69%

38

39

40

41

42

43

44

45

46

47

48

49

50

51

Since value p value is less than alpha i.e. .05 (95%confidence value) or calculated Chi-Square statistics had a value of 26.143 which is higher than the critical value of 3.841, therefore h0 is rejected. This shows that there is high association between network connection & satisfaction with this network. This is an indication of the fact that people more satisfied with DTH connection rather that cable connection.

52

53

54

It is clear from table that the mean of the most of the variables is more or less over 3, i.e. consumers are agreeing with most of the related variables being present in a positive manner among the service provider. Maximum customers agree to accept that these variables are the most influencing factors to switch over from cable TV to DTH TV. Higher means of variable picture quality indicates that according to the users picture quality is the main influencing attribute towards consumer buying behavior. No disturbance & no both ways electricity disturbance has also high mean variable these also a good influencer. Whereas extra service, online payment & celebrity endorsement has no such type affect on buying behavior of customers.

55

The result of KMO (0.634) and Bartletts Test of Sphericity (Chi-Square- 379.369 & significance- 0) indicates that Factor analysis done with the 10 service related variables are effective. There were four factors extracted using the method of Principle Component Analysis and Rotation Method of Varimax with Kaiser Normalization, with criteria of eigen values greater than 1. Following table show the value of eigenvalues of various variables.

56

57

Component Matrix(a)

According to the loading of variables on the four factors they can be labeled as: FACTOR 1: Competitiveness 1. Extra Service 2. Online Payment 3. Facility (record, pause, load) 4. Quick Service of Instrument Supply
58

FACTOR 2: Service Quality 1. One Way Electricity Supply 2. No Disturbance of Service 3. Picture quality FACTOR 3: Media Influence 1. Celebrity Endorsement FACTOR 4: Personal Interest 1. Channel Packages Attribute those were not important: 1. Direct Connection To Service Provider of DTH The perceptual maps show the mapping of different factors in the mind of customers and the association between them. The data reduced from many attributes to 4 factors that have similar attributes. The various factors mapped according to the rotated results of factor analysis. The factors were given names based on the attributes in them. These factors were used to form the factor analysis where two factors were mapped on X and Y axis to know the relation between them. The factors help the company to know how the product is currently mapped in the customers mind. If a target consumer is focused upon then the factors can be changed and a different map can be formed. The attribute Direct Connection To Service Provider is not a major attribute in any of the factors. This means that the Direct Connection to service provider is not motivating or influencing people enough to buy a new a connection of DTH.

59

6.1 SUMMERY OF FINDING

In this study I found that out of 329 respondent 23% are cable TV network user and 69% DTH satellite TV network user and only 8% terrestrial customer which indicate that if we compare it with all over Indian market then there are only 50% DTH customer. So here we say that in Delhi and NCR region the DTH satellite TV market is rapidly growing, we can say not only in Delhi and NCR it arises in full NCR region. Here the new players in this market like Videocon d2h, Airtel digital TV also rapidly increases their market share day by day as we see from the analysis Videocon has 5.9% market which came in the market few months ago where as Airtel has 15% which also show rapid growing market share. Which is totally different result from the market analysis of RNCOS Industry Research Solution survey where they showed different market analysis. Maximum DTH customers are switched over customer from cable TV network. Those cable TV customers who still not change their network they said about the high price of combo pack of DTH services as a reason for not switch over. That means maximum people want to consume all type of entertainment from all channels. Out of 329 respondent only 19 are using alternatives out of which 68.4% iptv & 31.6% cell phone TV. This shows that in future this kind of alternative will create a big challenge. Now a days people are crazier about internet & cell phone so they always take advantage of that kind of TV. So DTH players should make a good strategy in future for that challenge. In this study we find that 23% cable TV customers were not satisfied with their services where as 53% DTH customers also not satisfied with their DTH services. So there is a big market for DTH players to capture the dissatisfied cable TV customers & terrestrial customers also. In we analyze the current DTH players service satisfaction level among consumers then we find that Reliance Big TV & Videocon d2h consumers were more dissatisfied (31.6% & 33.3% respectively) where as Tata Sky, Airtel Digital TV, Dish TV & Sun Direct has 11.9%, 13%, 6.3% and 0% dissatisfied customers respectively in Delhi and NCR region. We find that cable TV network users were moderately satisfied where as DTH customers were highly with picture quality services. Cable TV users were moderate or less satisfied where as DTH TV users were highly satisfied with their continuous network services. Maximum cable TV users not satisfied with extra services like repair of wire, after sales services of network providers. Here we find that DTH customers were not a very interested with online payment services they use it rarely. In the analysis we found that maximum customers of DTH were strongly influenced by picture quality (58.8% strongly influenced) for the switch over from cable TV to DTH TV network. Channel Packaging attributes influenced consumers highly (45.8% highly influenced) where as no disturbance of service of DTH influenced strongly (58.2% strongly influenced), facility (record, pause, load) attribute (40.5% highly influenced), direct connection to service
60

provider (45.8% highly influenced), one way electricity connection (43.8% strongly influenced) influenced highly for that switch over. But extra service like after sales service (36% less influenced), online payment (29.4% not influenced & 28.8% less influenced) attributes did not influenced sufficiently. Quick Instrument supply (29.4% moderately influenced) & celebrity endorsement (30.7% moderately influenced) influenced moderately to consumer buying behavior towards DTH TV network.

6.2 SUGGESTION

There are lots of customers who dissatisfied with DTH satellite TV services. The maim sufferer is Reliance Big TV & Videocon d2h the percentage is 31.6% and 33.3% respectively. They should satisfy the customer first which is very common in the current business scenario. DTH satellite players should focus on cable TV customer to increase their market share as there are lots of cable TV market share which is not satisfied with their network services. This market is larger in urban & semi urban area than Delhi and NCR region. So there are lots of opportunities of DTH players in future. The main reason behind not switching over is the high price of combo pack that means people always want to entertain by seeing all channels not limited channels. So DTH players make the pricing strategy in such a manner so that all the monthly charge of combo pack reduced. Now a days people are crazier about the internet & Cell phone, so IPTV & Cell Phone TV will play an important role in future. Now 6.1% customer using this type of alternatives along with original one. But in future it will be a big threat to DTH services. So DTH players should take advanced technology to provide services.

6.3 SCOPE FOR FURTHER STUDY

The result obtained by this study pertain to only those respondents chosen through convenience sampling, and since the profile of the sample is not a replica of actual market share of different DTH satellite network providers in India, this study should be seen as giving a direction for future research, and generalization from this study to a wider population of DTH industry should be done with some caution. However this research work can be extended by collecting additional samples. Further in order to measure the customer satisfaction, overall satisfaction consumers perception has been consider. Service loyalty as an after effect of satisfaction could be added as an additional variable for further research. Another direction provided by the research is related to the gap between customer perception and expectation as a driver of satisfaction. Also the DTH service in India is now growing so here the viewpoints of DTH players can be explored. There are factors influencing customer satisfaction where we further carry this research toward satisfaction level from how to switch over. Further, to identify the proper factors influencing switch over from cable TV to DTH TV, in methodical manner, DTH services can be compared with other types of network providers.
61

6.4 CONCLUSION
On the basis of the data collected and the tests conducted I have arrived at the following conclusions: With the help of frequency table I was able to find the market share cable TV, DTH satellite TV, terrestrial TV networks and also market share of various DTH players in DTH market. Such as 23% market share cable TV, 69% of DTH TV and 8% of terrestrial TV. Cross tabulation between network connection and overall satisfaction showed that there were lots of dissatisfied customers of cable TV rather than DTH services. Also cross tabulation between DTH players and overall satisfaction showed that Reliance & Videocon suffers from customer dissatisfaction factor most than other players. There is high association between network provider and satisfaction of the services they get from network provider. The most important factor came out is to be picture quality and no disturbance of services. There is also high association between switch over and various influencing factors. Picture quality, no disturbance of services, channel packaging are more affective here. In factor analysis I found out 4 factors which mainly have an impact on consumer buying behavior or influence customer to switch over from cable TV to DTH TV or buy first TV network service. I also found out the market position of various alternatives of DTH TV players. They are growing now.

62

BIBLIOGRAPHY
KOTLER, P. & KELLER L. K. MARKETING MANAGEMENT, PEARSON PRENTICE HALL, DELHI LOVELOCK, C., WIRTZ, J. & CHATTERJEE, J. SERVICE MARKETING, DELHI MALHOTRA, K. NARESH MARKETING RESEARCH, PEARSON PRENTICE HALL, NEW DALHI 4 PS BUSINESS WORLD BUSUINESS NEWS INDIA TODAY, BUYERS GUIDE- ELECTRONICS FOR YOU- FEB 2009 GARTNER (2009) RESEARCHER INDIAN READERSHIP SURVEY 2008 R2 (2010) KOTHARI, KUMAR, G. (2008) COMPETITIVE STRATEGY: INDIAN DTH MARKET, RELIANCE BIG TV RAJPUT, S. S. (2010) MAKRET STRUCTURE: INDIAN DTH INDUSTRY RNCOS INDUSTRY RESEARCH SOLUTION (2011) INDIAN DTH MARKET FORECAST TO 201 VARMA S. & HOHN D. (2009) DTH VS CABLE TV: SKY WARS IN INDIA HTTP://EN.WIKIPEDIA.ORG/WIKI/COMPLEMENTARY_GOOD HTTP://EN.WIKIPEDIA.ORG/WIKI/OLIGOPOLY WWW.AIRTEL.IN/WPS/WCM/CONNECT/DTH/BHARTI+DTH/HOME.DTH-PGHOMEPAGE WWW.APNADTH.COM/TECH_OVER.HTM WWW.BIGTV.CO.IN.ABOUT-BIGTV.HTML
63

WWW.CONTENTSUTRA.COM/ENTRY/419-IPTV-WILLSTRUGGLE-IN-INDIA-SAYS-GARTNER/ WWW.DISHTV.IN/STATIC/PDF/MGMT.%20DISCOUNT%20&%20ANALYSIS.PDF WWW.GOOGLE.COM WWW.IBSCDC.ORG/COMPETITIVE_STRATEGIES_CASE_STUDIES.ASP_DTH_ VS_CABLETV WWW.INDIASTUDYCHANNEL.COM/RESOURCES/CATEGORY3.ASPX/COMPA RISON_CABLETV _DTHTV WWW.MANAGEMENTPARADISE,COM WWW.SCRIBD.COM WWW.TATASKY.COM/WHY-TATA-SKY.HTML

64

REFERENCES

KOTLER, P. & KELLER L. K. MARKETING MANAGEMENT, PEARSON PRENTICE HALL, DELHI MALHOTRA, K. NARESH MARKETING RESEARCH, PEARSON PRENTICE HALL, NEW DALHI GANGULI, S. DRIVERS OF CUSTOMER SATISFACTION IN THE INDIAN CELLULAR SERVICES MARKET, THE ICFAI UNIVERSITY PRESS, NEW DELHI PRICEWATERHOUSECOOPERS PVT. LTD, (2009) INDIAN ENTERTAINMENT AND MEDIA OUTLOOK 2009 RNCOS INDUSTRY RESEARCH SOLUTION (2011) INDIAN DTH MARKET FORECAST TO 2015 KUMAR, G. (2008) COMPETITIVE STRATEGY: INDIAN DTH MARKET, RELIANCE BIG TV KOTHARI, AMI & VELISETTY SWATHI SOOD PALAK (2010) COMSTAT 2010TATA SKY VARMA S. & HOHN D. (2007) DTH VS CABLE TV: SKY WARS IN INDIA RAJPUT, S. S. (2009) MAKRET STRUCTURE: INDIAN DTH INDUSTRY BUYERS GUIDE- ELECTRONICS FOR YOU- FEB 2009 INDIAN READERSHIP SURVEY 2010 R2 (2010) GARTNER (2009) RESEARCHER WWW.INDIASTUDYCHANNEL.COM/RESOURCES/CATEGORY3.ASPX/COMPA RISON_CABLETV _DTHTV WWW.IBSCDC.ORG/COMPETITIVE_STRATEGIES_CASE_STUDIES.ASP_DTH_ VS_CABLETV WWW.AIRTEL.IN/WPS/WCM/CONNECT/DTH/BHARTI+DTH/HOME.DTH-PGHOMEPAGE WWW.TATASKY.COM/WHY-TATA-SKY.HTML WWW.BIGTV.CO.IN.ABOUT-BIGTV.HTML WWW.SCRIBD.COM/WHAT-IS-DTH
65

66

67

68

69