Vous êtes sur la page 1sur 81

1

EXECUTIVE SUMMARY

This study is oriented towards the behavior of the Retailers and analysis of market share.
Today, telecom sector has become a very essential aspect of each industry. Since Retailers
plays imp role in the sales of the prepaid kits, so it becomes imp for every organization to
study the preferences of retailers to promote a particular brand The study focuses on the
Pre Paid Service which is been offered by the company.

The Research Study represents the theoretical background initially which is followed by
the Research Design. The objective of the research is to find out the most promoted brand
by the retailers and why that brand? The research has also led to understand the current
market situation in terms of customer preferences, customer attitude, available
alternatives, price sensitivity, buying decisions, and product attributes etc.

The research was purely based on the survey conducted in District Ambala and has been
focused on Retailers. The sampling technique used
-------------------------------------------------. The data was collected through personal
interview and questionnaire. The research instrument used was a questionnaire, which
helped in knowing the pulse of the Retailers. The sample size taken was 210. The
questionnaire was then analyzed with help of table and charts. The analysis also helps us
to know more about the Retailer perception, Promotion behavior, etc.

The findings reflect that the tariffs plans, promotion of the company and influence of the
social circle had a huge impact over the subscribers.

A general industry profile has also been discussed followed by the company profile.

The SWOT analysis helps us to know more about the company’s Strengths, Weakness,
Opportunities, and Threats. The SWOT also helps in identifying the Challenges faced by
the company in this competitive world.

Lastly, the suggestions have been extracted from the analysis and the interpretations.
2

CHAPTER 1

RETAIL AUDIT & MARKET SHARE ANALYSIS.

Retail Audit in telecom industry means to know and to check the behavior of the retailers
in promoting a particular brand.
Since costumers are very large and they require the retail outlets almost everywhere, so
retailers plays a very important role in the sales of products of telecom industry.

Most of the telecom prepaid kits are sold to the costumer on the lines of their wish but in
20% of cases retailers can convince the customers to go for a particular brand.

IMPORTANCE OF RETAIL AUDIT

1. Need of the retailer for promoting a brand can be noticed.


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

MARKET SHARE ANALYSIS

Market share means to know about the present share of a particular operator in the
market. By the analysis of market the exact number of costumers in the market and
the retailers present can be known.
3

Tata Group profile

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

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

The Tata family of companies shares a set of five core values: integrity, understanding,
excellence, unity and responsibility. These values, which have been part of the Group's
beliefs and convictions from its earliest days, continue to guide and drive the business
decisions of Tata companies. The Group and its enterprises have been steadfast and
distinctive in their adherence to business ethics and their commitment to corporate
sustainability. This is a legacy that has earned the Group the trust of many millions of
stakeholders in a measure few business houses anywhere in the world can match.
4

Family pride

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

Mr. Ratan N. Tata

Designation: Chairman
Company: Tata Group

Heading the Tata Group since 1991, Ratan N Tata is the Chairman of Tata Sons, holding
company of the Tata Group, and major Group companies including, Tata Motors, Tata
Steel, Tata Consultancy Services, Tata Power, Tata Tea, Tata Chemicals, Indian Hotels,
Tata Teleservices and Tata Auto Comp. He is also Chairman of two of the largest private
sector promoted philanthropic trusts in India. During his tenure, the Group has further
expanded its global reach, with its revenues growing over six fold to Rs 97,000 crore
($21.9 billion).

Mr. Tata joined the Tata Group in December 1962. After serving in various companies, he
was appointed the Director-in-Charge of The National Radio & Electronics Company
Limited (Nelco) in 1971. In 1981, he was named Chairman of Tata Industries, the Group's
other holding company, where he was responsible for transforming it into the Group's
strategy think-tank and a promoter of new ventures in high-technology businesses.
5

He is associated with various organizations in India and abroad


in varying capacities, some of which are:

• Chairman, government of India's Investment Commission


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

Prides & Honors

Mr. Tata received a Bachelor of Science degree in architecture from Cornell University in
1962. He worked briefly with Jones and Emmons in Los Angeles, California, before
returning to India in late 1962. He completed the Advanced Management Program at
Harvard Business School in 1975.

The government of India honoured Mr. Tata with one of its highest civilian awards, the
Padma Bhushan, on Republic Day, January 26, 2000. He has also been conferred an
honorary doctorate in business administration by the Ohio State University, an honorary
6

doctorate in technology by the Asian Institute of Technology, Bangkok, and an honorary


doctorate in science by the University of Warwick

Tata Teleservices

Tata Teleservices is part of the INR Rs. 119,000 Crore (US$ 29 billion) Tata Group, that
has over 98 companies, over 289,500 employees and more than 2.9 million shareholders.
With a committed investment of INR 36,000 Crore (US$ 7.5 billion) in Telecom (FY
2006), the Group has a formidable presence across the telecom value chain.

Tata Teleservices spearheads the Group’s presence in the telecom sector. Incorporated in
1996, Tata Teleservices was the first to launch CDMA mobile services in India with the
Andhra Pradesh circle.

Starting with the major acquisition of Hughes Tele.com (India) Limited [now renamed
Tata Teleservices (Maharashtra) Limited] in December 2002 the company swung into an
expansion mode. With the total Investment of Rs. 19,924 Crore, Tata Teleservices has
created a Pan India presence spread across 19 circles that includes Andhra Pradesh,
Chennai, Gujarat, Karnataka, Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa,
Bihar, Rajasthan, Punjab, Haryana, Himachal Pradesh, Uttar Pradesh (E), Uttar
Pradesh (W), Kerala, Kolkata, Madhya Pradesh and West Bengal.

Having pioneered the CDMA 2000 1x technology platform in India, Tata Teleservices has
established a robust and reliable 3G ready telecom infrastructure that ensures quality in
its services. It has partnered with Motorola, Ericsson, Lucent and ECI Telecom for the
deployment of a reliable, technologically advanced network.

The company, which heralded convergence technologies in the Indian telecom sector, is
today the market leader in the fixed wireless telephony market with a total customer base
of over 3.8 million.

Areas of business: Tata Teleservices’ bouquet of telephony services includes Mobile


services, Wireless Desktop Phones, Public Booth Telephony and Wire line services. Other
services include value added services like voice portal, roaming, post-paid Internet
services, 3-way conferencing, group calling, Wi-Fi Internet, USB Modem, data cards,
calling card services and enterprise services

Some of the other products launched by the company include prepaid wireless desktop
phones, public phone booths, new mobile handsets and new voice & data services such as
BREW games, Voice Portal, picture messaging, polyphonic ring tones, interactive
applications like news, cricket, astrology, etc.
Tata Indicom redefined the existing prepaid mobile market in India, by unveiling their
offering – Tata Indicom ‘Non Stop Mobile’ which allows customers to receive free
7

incoming calls. Tata Teleservices today has India’s largest branded telecom retail chain
and is the first service provider in the country to offer an online channel www.i-choose.in
to offer postpaid mobile connections in the country.

Tata Teleservices has a strong workforce of 6000. In addition, TTSL has created more
than 20,000 jobs, which will include 10,000 indirect jobs through outsourcing of its
manpower needs. Today, Tata Teleservices Limited along with Tata Teleservices
(Maharashtra) Limited serves over 25 million customers in over 5000 towns. With an
ambitious rollout plan both within existing circles and across new circles, Tata
Teleservices offers world-class technology and user-friendly services in 19 circles.

Joint ventures, subsidiaries, associates

• Tata Teleservices (Maharashtra): Formerly Hughes Tele.com (India).


• Virgin Mobile India: A brand franchise arrangement with the Virgin Mobile
group.

Mr. Anil Kumar Sardana


Designation: Managing Director
Company: Tata Teleservices Limited

Prior to taking over the reigns of TTSL, Mr. Sardana was the Executive
Director, Tata Power Company. An Electrical Engineer from Delhi
University’s College of Engineering and a Post Graduate in Cost
Accountancy (ICWAI), Mr. Sardana also has a Post Graduate Diploma in Management
from Delhi apart from having attended the Top Management Programme from Indian
Institute of Management, Ahmedabad.

Mr. Sardana began his career as an Engineer Trainee at the National Thermal Power
Corporation (NTPC), and undertook various responsibilities before leaving the
Corporation in 1994 as a Senior Manager, where he worked in areas of core engineering,
project management and operations divisions.

In 1994, he joined BSES and rose to become Vice President & Head of Corporate
Business Development and the EPC Business Group, till he joined Tata Power Company
in 2002 to lead the Distribution Business of the Company as CEO & later as MD. He
spearheaded the turnaround & change management of the state-owned power retail
distribution business. Under his leadership NDPL areas, witnessed significant Financial;
Technical, Commercial improvements and the most significant being the recognitions
that came from all quarters on benchmark & new initiatives in area of consumer care.

Mr. Sardana has also received numerous personal recognitions, significant among them
being the Best CEO Award in 2006 and 2007 from two key South Asian Energy Sector
Associations. He has also made significant contributions as Chairman of CII’s sub-
committee on Energy, as Chairman of Tata Group’s Northern Regional Forum and in the
area of Corporate Social Responsibility.
8

He also serves on the Boards of several companies, including Tata Teleservices


(Maharashtra) Limited, Coastal Gujarat Power Limited, Maithon Power Limited, North
Delhi Power Limited, Tata Power Company Limited.

ORGANISATION STRUCTURE

Circle
COO

Human Devices
High Networth Individual Resource &Supply
Chain Mgt
Business Unit
Technology Finance
Consumer Market Business Unit

Business
Access Business Unit Legal Excellence

Marketing Regulatory
Branded Retail Business Unit Affairs
Communicati
on

Enterprise Business Services


FM&SS
9

Various types and features of the Tata Indicom in the sector of Mobile
phones and FWP

Tata Indicom: - Various characteristics of products

1. Mobile phone hand set -- Wider range, Attractive pricing, Feature-


rich

 Tata Indicom offered feature-rich CDMA mobile hand-set compares much


higher than a GSM hand-set within the same comparative price-points

 Tata Indicom hand sets suit each class of mobile phone user – first time user,
youth/ teenage segment user, price conscious user, tech savvy user and
executive/business user

 Bright colour display or mono display (Orange, Yellow – green back light)

 Polyphonic ring-tones

 Rich display for wall-papers, logos and MMS messages


 Speaker phones

2. Tariffs – cost-effective, Value for money, no hidden costs

 Tata Group’s phenomenon of “ leadership with trust”

 Removal of STD deposits

 Competitive talk plans

 Roaming as per home plan

 Lowest on net calling (Tata to Tata)


10

3. Network coverage – covering 20 out of country’s


designated 23 telecom circles

 Tata Indicom has presence across 3195 towns across India

 Tata Indicom’s coverage sprawls across over 90% of the country’s


telecom requirements

 With International roaming now being available, you can enjoy Tata
Indicom’s quality cost effective services in Europe, Middle East,
Africa & some part of Asia

 One number across the world

 Single T-SIM – first time in India, it enables customers to enjoy both


CDMA and GSM services by switching between the two networks
freely with only one dual-mode T-SIM

 Tata Indicom CLI - when Tata customers make an outgoing call the
CLI displayed would be the Tata number

 One bill- Track home and International calls in one single bill

4. Technology – Cutting edge technology for futuristic voice /


Data applications

 VSNL – for NLD (National Long Distance) / ILD (International Long


Distance)

 VSNL Internet Data Center – for Tata Indicom PDSN facilities &
infrastructure management

 Tata Consultancy Services – for IT infrastructure facilities


management

 Serwizol – for call-center and customer help desk management


11

5. CDMA Technology benefits

 In terms of capacity, CDMA can support more users (about 4 times


more than GSM users) within the given RF channel

 In addition to supporting more users, CDMA supports high-speed data


and multimedia services

 Tata Indicom offered hand-sets are ready for high-end data services
like Internet Access, MMS, Audio/Video clipping, hand-set or mobile
network coverage upgrade

6. Tata Indicom superior – value added features

 Deployment of national billing architecture

 Tata Indicom has launched its national billing architecture since Nov.
2005. This is mainly aimed at providing a centralized payment and
collection facility for enterprise customers

 “Multi location order entry” for both Tariff plans and Handsets

 Corporate customers can book orders for their employees located in


offices in cities across the country and pay for the same at a single
location

7. Deployment of Access hunting facility

The Access Hunting facility enables a subscriber to create a group of


Tata Indicom numbers across same product category. Calls landing on
the pilot number of the group would hop to the next number as
12

defined by the customer, if it is not answered, if it is busy, if not


accessible, if switched off and if DND is active i.e.

8. Deployment of call Pooling

Pooling of accounts is a facility with which, subscribers can combine


the free value available in their tariff plan into one common account
and share the same. In other words, 5 or more subscribers can come
together and form a “pool account” and the free value available in
each of their respective tariff plans can be combined.

The monthly bill will be generated on the common “pooled account”

9. Deployment of hot line Access

Applicable to Walky & mobiles, the product could be of immense


value to those customers who require calling access to only one
number e.g. ATMs where the corporate would like their customers
to access their call center only and no other number

10.Deployment of Bill Analytical Tool

The bill analytics is a useful tool that can be used by companies to


track the no. Of DELs, Usage and revenue of the entire account.
With this, companies would be able to analyze and manage their
monthly spends on telecom usage with improved view of the bills
compared to the regular bills.

11.Tata Indicom Business value services

IDatebook – Your personal organizer on your mobile phone


13

It allows to access your schedule on the move. It offers the option


of three types of calendar views: Day, Week and Month view.
Further it gives the functionality of add, edit and delete
appointments from your phone

12.IPhonebackup – Your data backed up for safety

With Tata Indicom’s IPhonebook (available on Brew phones) you can


take a backup of all your contact information present in your mobile
phone on our servers

13.BSE Portfolio tracker – Stock news on the move

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

14.Tata Indicom Entertainment Value Services

Astrology – from love, romance and career, these forecasts are


completely power packed with answers and cues

Vaastu Tip – Lots of useful recommendations on home placement and


arrangement, including specific advice for entrances, kitchens, bedrooms,
and even children’s rooms. More tips like this from this ancient science
can be found here

Feng Shui – Art of placing buildings and objects in relation to energy


flows, to heighten positive energies and minimize the negative ones. Get
a Feng Shui tip according to your birthdate – figure out how to organize
your home so that the Chi energy, the all-pervading life force is
accentuated immediately.
14

15.Tata Indicom Enterprise Solutions – Offerings, Wire line

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

Value added services for wire line

 Call waiting

 Call forward

 3-way conferencing

 Abbreviated dialing

 Malicious call tracking

 Safe custody – protecting usage of a phone for some limited period


of time

 Polarity reversal – to bill people using the phone

Tata Indicom Centrex

Centrex is a facility that enables a customer to utilize all the facilities


provided by an EPABX from Tata Indicom’s main wire line switch.
With Centrex facility, one can access other members of their group
through 3 or 4 digit dialing.
15

• Value added services for Tata Indicom Centrex

 Call transfer (internal)

 Auto call back busy

 Grouped call pick – up

 Caller line identification

 Night services

 Call intrusion

 Call hunting

• Voice Mail

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

• Tata Indicom Conference Call

 A highly productivity offering aimed at enterprises who frequently have tele –


conferencing among different geographies/ time – zones

 Participants participating in Tata Indicom conference call dial-into a local


number and get connected to Tata Indicom audio conferencing bridge.
16

• Leased Line Offerings

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

Some of the reasons for customers to take leased lines are:-

 Any time Availability

 Reliability

 Speed

Use of Leased line: -

 Multi location PABX connectivity

 Campus networks

 ISP’s gateway, customer and node connectivity

 Data transfer by organizations like Press, police, Electricity boards, Travel


agents, Banks and Defence etc.

 Video conferencing

• Bulk SMS Messaging solutions

Organizations wanting to unearth the power of instant intrusion – free


communications with their target audience – employees, business
partners, suppliers, franchisees and customers while they are on the
move, can subscribe to Tata Indicom SMS gateway services.
17

Tata Indicom offers PUSH and PULL/PUSH mode of bulk SMS


messaging whereby enterprises can design their own corporate
applications and integrate it with Tata Indicom SMS gateway for
sending and receiving SMS based text alerts and vital information.

16.Other enterprise applications & solutions

 PUSH e-mail on mobile phone (Lotus notes & Microsoft


Exchange)

 SAP R/3 access on Tata Indicom pocket PC(Konquer)

 SFA applications – Insurance

 SFA/SCM applications – Retail

 SFA/SCM applications – Manufacturing

• Vehicle Tracking System

Tata Indicom has successfully tested vehicle-tracking application for Tata


Motors. This application integrated with Tata Indicom SMS gateway
enables a fleet owner to query on the position of the vehicle. Alternatively
he can find out the position of the vehicle with a user – friendly secured
web site.

Automated meter reading solution – Tata Indicom had successfully


prototyped automated meter reading system on CSD (Circuit switch data).
Thus Tata Indicom is now ready to offer these solutions to utility
companies for meter reading.

Offer Assumptions
18

This post paid mobile service value proposal is based on the following
assumptions:-

 Confirmed number of connections to be given in the first purchase order


would be 1885 Nos (All India)

 Additional no. Of connections to be given in the subsequent purchase


order should be 500 nos. and the same should be released over next 6 to 12
months.

17.Benefits to Tata AIG Life Insurance company Limited

 Value for money

 Value for Acquisition

 Value for Investment capitalization

 Value of Assured Service Levels

Payment Terms and Conditions

 Sales tax, Service tax and any other govt. levies shall be charged at actual as
applicable.

 Purchase order to be made in the name of, Tata Teleservices Limited or Tata
Teleservices Maharashtra Ltd.

 The payment should be made in the name of Tata Teleservices Maharashtra


Ltd. For all devices provisioned in Maharashtra & Goa. For rest of country
payment to be made in the name of Tata Teleservices Ltd.

Standard Terms and Conditions specific to other Tariff Plans and


Handsets EMIs

 The customer shall be provided a handset for use on payment of


charges as per the applicable tariff plan.
19

 The ownership of the telephone instrument shall vest with the


service provider till the customer completes tenure of 24 months
on the network.

 The customer shall be liable to duly honour all the payments


without any default.
 The customer shall neither have any right to transfer, sell
whatsoever of having received in full, the payment due and of
having transferred the ownership rights to the customer

Tata Group Telecom Entities

Tata Teleservices VSNL


• Pan India CDMA network • International voice/data network
• Services • Services
• Mobile • Long distance voice
Telephony (prepaid/postpaid) • IPLC/ internet leased lines/VPN
• Fixed wireless services • Data center services
• Wire line services • Broadband/dial-up network/Wi-Fi
• Public telephony booths • Net telephony/calling cards
• Value-added multi-media services • Multi media content services
• Wire less internet/application
20

Significant Investments - US $ 9.5


Billion

VSNL
33%
VSNL
TTSL
TTSL
67%

SWOT Analysis

Strengths

• Huge wireless subscriber potential

• Fastest growing mobile market in the world

• Consumers are ready to pay for cutting edge services

• Good Network in the Cities

• Unified license regime


21

Weakness

• Call tariffs are more as compared to other operators.

• Lack of quickness compared to other competitors

• Too many authorities ruling the sector

• Huge potential for low end and cheap handsets

• Wide scale Consumer churn in Telecom and ISP

• Discontinuity in service like server down problems

• Low Advertisement and Network Is Low In Outer skirts of cities

• Customer care is not satisfactory

• Lack of order execution

Opportunity

• To offer value added services on CDMA

• To Launch GSM Services as soon as possible.

• Language independent services

• Mobile Marketing concepts

• Content influenced buy local culture and Global success stories

• M-Commerce

• Unified messaging platforms

• Foreign investment in form of equity or technology


22

Threats

• Low cost service providers – no possibility of breaking even in


Short term

• By providing faster service than competitors with continuity on Possible cheaper


calling rates

• Weak IPR protection

• Software and digital content Piracy

• Political instability

• Regulatory interference.

GROWING CELLPHONES-
This year, June has been a bumper season for cell phone companies as there has been
the addition of 8.81 million new subscribers. Earlier, in January 8.74 million
customers subscribed for the service which also was the highest before the month of
June. According to data presented by TRAI at the end of June, including 286.86
million mobile users, there are a total of 325.78 million phone subscribers in the
country.
23

M onthly increase in the subscription of cellphone users from


Jan-2008 to June-2008, in millions

12

10

0
JANUARY FEB MARCH APRIL MAY JUNE

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

Telecom Industry :- Total Contribution to GDP of India

In the beginning, Telecom industry was not a major player in the market because
technology was not at its peak but as the time changes it became a major player in Indian
Economy and at present it is contributing a total of 7% in the GDP of India and in
upcoming years chances for its growth are much more
24

Tele density rising in india

30

25
TELEDENSITY(%)

20

15 Tele density

10

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

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

MARKET SHARE OF COMPANIES


25
26

Group Company Total Subscribers


Airtel (GSM) 66825935
Reliance (CDMA + GSM) 48696295
Vodafone Essar (GSM) 47466853

BSNL (GSM) 36997418

IDEA (GSM) 26140643


Tata (CDMA) 25476062

Aircel (GSM) 11491986


Spice (GSM) 4497675
MTNL (GSM + WLL) 3350437

BPL (GSM) 1331261

HFCL (CDMA) 326150


Shyam (CDMA) 108396

Total (All India) 272709111

There Are Six Telecom Operators In Haryana

AIRTEL- BHARTI
27

• Brand Name: AIRTEL

• Network: GSM 900, 1800, GPRS, EDGE

• Network Coverage: 25 Telecom circles

• Market Share: 24.50%

• Subscriptions: Post Paid, Pre Paid

Subscriber base: 66825935 (May 2008)

VODAFONE ESSAR

• Brand Name: Vodafone Essar

• Network: GSM 900, GSM 1800, GPRS,

EDGE.

• Network Coverage: 18 Telecom Circles

• Subscriber base: > 5 million

• Market Share: 17.14%

• Subscriptions: Post Paid, Pre Paid

BSNL Mobile

• Brand Name: BSNL


28

• Network: GSM 900, 1800, GPRS

• Network Coverage: 22 Telecom circles

• Subscriber base: < 2 million

• Market Share: 20 %

• Subscriptions: Post Paid, Pre Paid

RELIANCE COMMUNICATION

• Brand Name: RIM- Reliance India Mobile

• Network: CDMA 2000-1x

• Network Coverage: 18 Telecom circles

• Subscriber base: > 6,8 million

• Market Share: 15%

• Subscriptions: Post Paid, Pre Paid

TATA INDICOM

• Brand Name: TATA or TATA Indicom


29

• Network: CDMA 2000-1x

• Network Coverage: 6 Telecom circles

• Subscriber base: > 2 million

• Market Share: 8 – 10%

• ARPU (Mar. 03-04): Euro 10-12

• Subscriptions: Post Paid, Pre Paid

Idea Cellular Limited.

• Brand Name: Idea Cellular

• Network: GSM 900,1800, GPRS, EDGE

• Network Coverage: 13 Telecom Sector

• Market Share: 10%

• Subscriptions: Post paid, Prepaid

• Network Coverage: 11 Telecom circles

Retail Audit
30

&

Market Share

Analysis
CHAPTER 2
31

Objective of the Research

 To study the retailers preference for promoting a brand.

 To understand the current market situation in terms of customer preferences,


customer attitude, available alternatives, price sensitivity, buying decisions,
product attributes etc.

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

LIMITIONS OF THE STUDY


32

 The respondent may be biased while giving their views.

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

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

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

Scope of the Study

Ambala is situated in state HARYANA


Population of haryana----- 235.69 lakhs
Haryana Cell phone subscribers------6805395
33

Haryana wire line subscribers--------928388


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

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

 Shahbad Markanda
 Ladwa
 Amballa Cantt.
34

 Amballa City
 Babain

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

In the study we have included the following service provider-

GSM
 Airtel
 BSNL
 Vodafone
 Idea

CDMA

 Reliance infocom
 Tata Indicom

RESEARCH METHODOLOGY

RESEARCH DESIGN

The marketing research problem calls for the descriptive types of research.
Descriptive studies are undertaken in many circumstances. When the researcher is
interested in knowing the characteristics of certain groups such as age, sex, education
35

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

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

For the purpose of the present study, data from two sources has been
collected namely primary and secondary data.
 Primary Data
Primary data is source from which the researcher collects the data. It is a first hand data,
which is used directly for the analysis purposes. Primary data always gives the researcher
a fairer picture. In the present study primary data has been collected using questionnaires.
For the purpose of collecting the same, 210tailers were surveyed and questionnaire forms
were filled. In this study, primary data plays a vital role for analysis, interpretation,
conclusion and suggestions.
 Secondary Data
Secondary data is data which is collected and compiled for other purposes. Secondary
data also plays a key factor in the in providing various other information which will
influence the analysis. Few of the main sources of secondary data include newspapers,
business journals, magazines, internet and company reports etc.

Research instrument-

Questionnaire is the used research instrument. It consists of a series


of questions and other prompts for the purpose of gathering information from
36

respondents. The questionnaire consisted of various types of questions say Open-ended


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

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

METHODOLOGICAL ASSUMPTIONS
For the purpose of the study the following assumptions have been made.
 It has been assumed that the information given by the respondents are authentic,
Bona fide and genuine.
 The sources of the data are the basis, from which the actual required information
can be extracted.
37

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

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

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

DATA ANALYSIS AND FINDINGS-


210 questionnaire forms, filled during the survey and then analyzed one by one

CHAPTER 3

Analysis and interpretation


38

Profile of the outlet

140
120
100 85 telecom
80 dedicated
60 non telecom
40 dedicated
20
0
telecom non telecom
dedicated dedicated

Retail NO. %Age


outlet
Telecom 85 39.53 INFERENCE-
In my survey of 210 retailers I find that 85 retailers are
dedicate telecom dedicated and more than 125 retailers are non-
d telecom dedicated.
INTERPRETATION-
Non 125 60.46
• Gap between two types of outlets is narrow
telecom
• Non-telecom dedicated outlets has less work and
dedicate
can be converted to other type when more
d
telecom related work is there.
WHAT RETAILER IS SELLING
39

Type of retail selling NO. %age

Handset+Rcv/kits+Rcv/Rcv 80 38.095

RCV/KITS+RCV/RCV 68 32.55

RCV/RCV only 62 29.52

62
V
C
R

68
V
C
+R
i ts
K

80
V
C
R
+
et
ds
an
H

INFERENCE-

By the analysis of the market I come to know that 80 retailers are Selling Handset +
RCV and near about 68 retailers are selling
Kits +RCV and the 62 retailers are selling only RCV’s.
40

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

What retailer sells for TTSl

ITEMS SOLD NO.


HANDSET+RCV 70
RCV/KITS 50
RCV 90

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

INFERENCE-

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

INTERPRETATION-
41

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


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

AWARENESS OF TWO MONTHS FREE SCHEMES

AWARED NOT AWARED


180 30
85.70 14.30

180

160

140

120
Yes
100
No
80

60

40

20

0
Yes No

INFERENCE-

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

INTERPRETATION-
42

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

FREQUENCY OF TTSL’S POP

No Regular
12% 14%

TWICE In
Month
28%
ONCE In
Month
46%

INFERENCE-

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

INTERPRETATION-

Visit should get increased to gain the confidence of retailers so that they work more to
sell TATA
43

TTSL’S EVD NO.

EVD NO. NUMBER %AGE

YES 140 68.22

NO 70 31.778

160

140

120

100
Yes
80
No
60

40

20

0
1

INFERENCE-

The survey says near about 140 retailers have TTSL’s EVD number and the rest of the 70
retailers do not have EVD number.
44

INTERPRETATION-
Remaining 70 should be targeted.

PURCHASE SOURCE OF TTSL STOCK

180

160

140

120

100

80

60

40

20

0
TTSL Disty TVS Any Other
Series1 170 10 30
Series2

INFERENCE-
45

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

MONTHLY ACTIVATION OF OPERATORS

Above
0 to 10 10 to 2020 to 3030 to 40 40
Idea 120 35 25 10 12
Reliance 105 45 15 5 2
TTSL 130 20 2 2 0
Vodafone 40 50 65 35 20
Airtel 45 25 30 60 30
BSNL 0 0 0 0 0

140

120

100
0 to 10
80 10 to 20
20 to 30
60 30 to 40
Above 40
40

20

0
Idea Reliance TTSL Vodafone Airtel BSNL

INFERENCE-
TATA has good backup from the retailers in the monthly activation range of 0-10
Vodafone & Airtel has good support in range of 20-30 and 30-40.
46

TATA NEEDS TO INCREASE THE SALES IN THE REGION IN


WHICH AIRTEL AND VODAFONE IS SUCCEEDING
MOST PROMOTED COMPANY

Most Promoted Company

Vodafone 70
Airtel 65
Idea 25
Reliance 20
Tata 15
All 15

All
Tata
Vodafone
Reliance

Idea

Airtel

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

INFERENCE-
The retailers promotes AIRTEL because –
• It has good customer base
• Network coverage is good
47

• Services of company are good


• Good schemes and incentives for retailers
• Customer demand is more

Frequency of Distributors DSE (FOS) visit

70

60

50

Daily
40
Thrice a Week
30 Twice a Week
Once a week
20 Once in a fortnight
No visit
10

0
Daily Twice a Once in
Week a
fortnight

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

INFERENCE-

24% retailers experience daily visit of Disty’s DSE


33% says thrice a week visit of Disty’s DSE
19% says Disty’s DSE has no visit.
48

Suggestion-

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

TTSL Claims on time

S1

Yes No No Answer

INFERENCE-

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

Interpretation-
49

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

Most Attractive Company’s incentive scheme

Most Attractive Incentive


Scheme
Airtel 80
Tata 5
Vodafone 103
Idea 10
Reliance 12

Airtel
Tata
Vodafone
VC
Idea
Reliance

INFERENCE-

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

INTERPRETATION-
50

Currency system of vodafone makes its incentive schemes much attractive.


Airtel has good sales, hence good commission.
Tata give the highest share per connection sale to the retailer.

Aware of TTSL’s 105-74 STV’s

TTSL's 105-74STV,s
Yes 85
No 125

No

No
Yes

Yes

0 20 40 60 80 100 120 140

INFERENCE-

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

Interpretation-

This may be due to-


• Disty’s DSE may not communicate the new schemes to retailers
• Less or no representative visit.
• No POP for new schemes.
51

Average RCV amount Sale per Day

Average RCV Sale Per Day


1000- 1500- 2000-
100-500 500-1000 1500 2000 3000 Above3000
Idea 35 65 30 40 25 10
Reliance 55 70 30 20 10 5
TTSL 75 56 25 15 5 2
Vodafone 30 40 45 65 42 10
Airtel 25 35 20 25 40 20
BSNL 20 25 30 40 55 30

80

70

60
Idea
50 Reliance
TTSL
40 Vodafone
30 Airtel
BSNL
20

10

0
100-500 500-1000 1000-15001500-20002000-3000Above3000

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

INTERPRETATION-
52

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

Most selling RCV of the operator

Most Selling RCV of


Operator

Airtel 80
Vodafone 30
BSNL 62
TATA 8
Reliance 10
Idea 20

Airtel
Vodafone
BSNL
TATA
Reliance
Idea

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

INTERPRETATIONS-
53

Large customer base probably may be the reason for large sales of the airtel and BSNL.

Competitive strategies of AIRTEL and VODAFONE keep them ahead.

RCV is most inquired by the costumer

TTSL, s Top Up RCV

Rs. 50 55
Rs.100 130
Rs. 150 25

Rs. 50
Rs.100
Rs. 150

INFERENCE-

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

INTERPRETATION-
54

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

Validity RCV is most inquired by the costumer

Validity RCV Most inquired

Rs. 149 89
Rs. 299 50
No Answer 71

Rs. 149
Rs. 299
No Answer

INFERENCE-
55

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

STV’s most inquired by the costumer

Most Inquired STV

Rs. 49 120
Rs. 59 50
Rs. 105 40

Rs. 105
19%

Rs. 49
Rs. 59 55%
26%

INFERENCE-

STV’S are the vouchers designed to reduce the call rates of existing TATA INDICOM
customers.

The retailers are telling RS 49 STV as the most inquired STV


56

RS 59 STV has lesser no. Of inquiry, followed by the RS 105 STV.


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

Most visible brand on the outlet

Visible Brand On The Outlets

Tata 25
Airtel 45
Idea 40
Vodafone 57
Reliance 33

60

50

40 Tata
Airtel
30 Idea
Vodafone
20 Reliance

10

0
1

INFERENCE-

VISIBILITY is topped by the VODAFONE, as 28.33% outlets have the vodafone, as the
most visible brand AIRTEL is the 2nd most visible brand with its presence on 23% outlets
IDEA follows the above two.
57

COMPLAINTS BASED ON SURVEY CONDUTED

“Consumer is a king”

Problem and complaints of Customers:

• Problem relating to delivery:


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

• Problem relating to replacement:


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

• Complaints relating to schemes:


Mostly retailers say they are unknown about the schemes and even the agents are not
clear about the schemes and the costumers have the same complaints regarding the
58

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

• Complaints relating to network

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

• Complaints relating to distributors.

The retailers especially in Amballa cantt. Are frustrated due to the


Behavior of the agents of distributors they don’t visit the retailers
Frequently and force them to buy stock for at least one month.

The channel of distribution is not organized and the distributors are


Not responsible.

• Complaint relating to Advertisement.

The retailer’s complaint about the low advertisement on their shops


Some of the retailers are promised board or display items but could
Not get that.

• Complaints about marketing.


59

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

Recommendation

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

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

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

 Advertisements have a huge effect on the perception of the consumer


About the service of a particular service provider

Advertisement helps in creating a brand image of the company in the


Mind of the consumer so it effect their choice about the service.

 I have also find that the GSM service in popular among peoples those
60

Are using mobile for general purpose and the business class like to use the CDMA
mobile service. But the need of the hour is to launch the Gsm services.

 SMS service is the most popular service among the mobile users and
Other services like Roaming service, Tariff plans, customer care and
GPRS services are also very popular in the mobile users. So the company should
focus on that.

 Present service user of mobile are looking almost satisfied from the
Services, which they are getting from their service provider. So the
Company like Tata Indicom has to give extra services to costume and retailers to
attract them.

 The dealing with retailers should be direct by the Area managers and the
management should be Zone wise which will help the retailers to deal with
distributors.

 The costumer care services should be good and the complaints of costumers
would be solved as soon as possible.

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

 The value in small recharge coupons should be increased.

 The hidden gifts and more incentives are there for the retailers so that they start
the promotion of the company.
61

CONCLUSION

Going mobile is a need today!!

Now buying mobile is not a rich man’s possession any more. The mobile industry is on
whopping high. With various technologies creeping in every day you always are on a
back seat to keep your self updated. With a major chunk of the users being teenagers it
makes the situation more dynamic and helps to create a niche market in itself.
Looking at the industry trends in mobile segment, the growth is
tremendous. Various cellular providers try to be innovative in providing value added
services to the subscribers. If the demand is rising in same pace then it is for sure that the
subscriber base of the mobile users will definitely exceed the limit of the land line
subscribers.
This report tells about the preference of retailers to promote a
particular brand and what they want from the company to build the brand. With this
report the company can capture its loop holes or weaknesses and convert them in to their
strengths and opportunities.
From the above study we come to a conclusion that in case of
parameters of selection, customer or the subscriber will first look at the network
62

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

BIBLIOGRAPHY

Principle of Marketing

By Philip Kotler

Research Methodology

By C.R. Kothari

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

BUSINESS JOURNALS
 Business World
 Business Today
63

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

ANNEXURE
64

QUESTIONNAIRE

NAME OF THE OUTLET______________ CITY_______________

ADDRESS_________________________ VISIT DATE___________

TRAINEE NAME_________________________________________

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

a) Telecom dedicated b) Non Telecom dedicated

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

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

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


65

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

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

7) What is your source of purchase of TTSL stocks – TTSL Disty/TVS/Any

other?

8) What is your monthly activation for all operators?

a) Idea b) Reliance c) TTSL

d) Vodafone e) Airtel f) BSNL

9) Which company you promote the most and why?

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

a) Daily b) Thrice a week c) Twice a week

d) Once a week e) Once in a Fortnight d) No visit

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

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


66

13) What is frequency of representative’s visit only for Handset + RCV

outlets?

a) Once a week b) Once in a fortnight

c) Once in a month d) No visit

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

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

a) Idea b) Reliance c) TTSL

d) Vodafone e) Airtel f) BSNL

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

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

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

19) Which STV is most inquired by the customer?

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


67

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

RETAILER NAME: RETAILER STAMP

FEEDBACK: _____________________________________________-

____________________________________________________________

List Of The

Retailers Actually

Visited
68

City Retailer Disty Name Address Visit Date


Name
Shahbad Anil Traders No Durga Mandir 20-06-08
Chownk
Shahbad Batra Sumit Traders Old sabji 20-06-08
Communication Mandi
Shahbad Bhatia Sumit Traders Jagdish Marg 20-06-08
Communication
Shahbad Bedi Photostat No Satya Nagar 21-06-08

Shahbad Bansal Sumit Traders Mahadev 20-06-08


Communication Chownk
Shahbad Cheetan Sumit Traders Nakia Market 20-06-08
Communication
Shahbad C.K. Karyana Sumit Traders Madan Pur 21-06-08
Store Road
Shahbad Chandok No Kutiya Road 21-06-08
Mobiles
Shahbad Dhamija No Railway Road 20-06-08
Communication
Shahbad Friends Sumit Traders Masjid Wali 21-06-08
Telecom Gali
Shahbad Guru Kirpa Sumit Traders Jagdish Margh 21-06-08
Mobile
Shahbad Happy S.T.D & No Devi Mandir 18-06-08
Communication Road
Shahbad Jass Mobile Sumit Traders Shiv Mandir 21-06-08
Road
69

Shahbad Kush Mobile Sumit Traders Devi Mandir 18-06-08


Road
Shahbad Khurana Watch Sumit Traders Old sabji 20-06-08
& Mobile Shop Mandi
Shahbad K.R.K. Mobile Sumit Traders Madan Pur 21-06-08
center Road
City Retailer Disty Name Address Visit Date
Name
Shahbad Kholi Sumit Traders K.L Sharma 21-06-08
Communication Market
Shahbad Manoj Optical Sumit Traders Devi Mandir 18-06-08
Road
Shahbad Markanda Sumit Traders Devi Mandir 18-06-08
Mobiles Road
Shahbad Manchanda Sumit Traders Shiv Mandir 21-06-08
Communication Market
Shahbad Narang Sumit Traders G.T. Road 20-06-08
Electronics &
Communication
Shahbad Narang Mobile Sumit Traders Devi Mandir 21-06-08
Shoppe Road
Shahbad Puneet Sumit Traders Devi Mandir 20-06-08
Communication Road
Shahbad Rohit Sumit Traders Majri Muhalla 20-06-08
Communication
Shahbad Sethi Sumit Traders K.L Sharma 21-06-08
Communication Market
Shahbad S.R Any Other K.L Sharma 21-06-08
Communication Market
Shahbad Singla No Majri Muhalla 20-06-08
Electrical
Shahbad Setia No Near Dr. 20-06-08
Communication Jagdish Clinic
Shahbad Shri Mobiles No Shahbad 20-06-08

Shahbad Sach Sumit Traders Devi Mandir 18-06-08


Communication Road
70

Shahbad Singla Copy No Majri Muhalla 20-06-08


House
Shahbad Sharma No Devi Mandir 18-06-08
communication Road

City Retailer Disty Name Address Visit Date


Name
Ladwa Ambika Sumit Traders Indri Road 26-06-08
Enterprises
Ladwa Aman Sumit Traders NGM Ladwa 26-06-08
Communication Road
Ladwa Aggarwall Sumit Traders Hinori Road 01-07-08
Communication
Ladwa B.K. Sumit Traders Indri Road 26-06-08
Communication
Ladwa Bike Shoppe Sumit Traders Radour Road 26-06-08

Ladwa City Sumit Traders Indri Road 01-07-08


Communication
Ladwa Dhingra Sumit Traders Babain Road 26-06-08
Communication
Ladwa Diamond Radio Sumit Traders Radour Road 26-06-08

Ladwa Dhawan Sumit Traders Hinori Road 01-07-08


Communication
Ladwa Guri Sumit Traders Babain Chownk 26-06-08
Communication
Ladwa Jai Shri Bala Ji Sumit Traders Hinori Road 01-07-08

Ladwa Jagdhmba Sumit Traders Indri Road 01-07-08


Communication
Ladwa Ringer Watch Sumit Traders Babain Road 26-06-08
Co.
Ladwa Kamal Telecom Sumit Traders Indri Road 28-06-08
71

Ladwa Kumar Sumit Traders Indri Road 26-06-08


Communication
Ladwa Maha Telecom Sumit Traders Indri Road 01-07-08

City Retailer Disty Name Address Visit Date


Name
Ladwa New Laxmi Sumit Traders Hinori Road 28-06-08
Mobile World
Ladwa Om Stabilizer Sumit Traders Babain Road 27-06-08

Ladwa Om Parkash Sumit Traders Main Bazzar 26-06-08


Amit Lal
Ladwa Star Sumit Traders Indri Road 01-07-08
Communication
Ladwa S.D Sumit Traders Sangam Market 30-06-08
Communication
Ladwa S.K. Sumit Traders Radour Road 26-06-08
Communication
Ladwa Sant Music Sumit Traders Indri Chownk 26-06-08
Center
Ladwa Shamkar Sumit Traders Radour Road 26-06-08
Trading
Company
Ladwa Tushar Sumit Traders Radour Road 26-06-08
Communication
Ladwa Veerji Sumit Traders Babain Road 27-07-08
Communication

Babain Bharal Sumit Traders Barada Road 30-06-08


Communication
Babain Jass Sumit Traders Ladwa road 30-06-08
Communication
Babain Kushi Sumit Traders Ladwa road 30-06-08
Communication
Babain Lalit Sumit Traders Ladwa road 30-06-08
Communication
72

Babain Lovely Sumit Traders Ladwa road 30-06-08


communication
Babain Narang Sumit Traders Ladwa road 30-06-08
Communication

City Retailer Disty Name Address Visit Date


Name
Babain Sonu Sumit Traders Ladwa road 30-06-08
Communication
Babain S.K. Sumit Traders Barada Road 30-06-08
Communication
Babain Shyam Sumit Traders Barada Road 30-06-08
Communication
Babain V.P Sumit Traders Babain Bus 30-06-08
Communication Stand

Ambala Akshat Adarsh Traders Court Road 25-06-08


Communication
City
Ambala City Bajaj Property Adarsh Traders Court Road 25-06-08

Ambala City Babbar Adarsh Traders Court Road 25-06-08


Communication
Ambala City Babbar Shoes Adarsh Traders Shukulkand 25-06-08
road
Ambala City Bhola tunes Adarsh Traders Manav Chownk 24-06-08

Ambala City Beauty Adarsh Traders Manav Chownk 24-06-08


Emporium&
Mobile Zone
Ambala City Bhatia Music Adarsh Traders T.P. Hospital 30-06-08
Center Road
Ambala City Chirag Adarsh Traders Moti Nagar 25-06-08
Communication
Ambala City Deep Medicose Adarsh Traders Court Road 25-06-08
73

Ambala City Deepak Adarsh Traders Manav Chownk 24-06-08


Communication
Ambala City Ghambir TVS Manav Chownk 24-06-08
Karyana

City Retailer Disty Name Address Visit Date


Name
Ambala City Guru Nanak Adarsh Traders Perm Nagar 23-06-08
Communication
Ambala City Hasija Mobile Adarsh Traders Shukulkund 23-06-08
Road
Ambala City Joshi Adarsh Traders Manav Chownk 24-06-08
Communication
Ambala City Jashan Mobile Adarsh Traders Near police 23-06-08
Jone Post
Ambala City Kailash Adarsh Traders Baldav Nagar 25-06-08
Electricals
Ambala City Khanna Mobile Adarsh Traders Baldav Nagar 25-06-08
World
Ambala City Kalra Adarsh Traders Shukulkund 23-06-08
Communication Road
Ambala City Liberty Adarsh Traders Manav Chownk 24-06-08
Electrical
Ambala City Nigaha Mobile Adarsh Traders Vikas Vihar 23-06-08
Plaza
Ambala City Manoj Adarsh Traders Bazar Basti 23-06-08
Confectionery
Ambala City Pawan Adarsh Traders Moti Nagar 25-06-08
Electrical
Ambala City Paradise Adarsh Traders Manav Chownk 24-06-08
Gallery
Ambala City Rajeev Adarsh Traders Old Civil 23-06-08
Communication HOSPITAL
Ambala City Sahini Adarsh Traders Jagadhri Gate 25-06-08
Communication
74

Ambala City Sahini Adarsh Traders Jagadhri Gate 25-06-08


Medicose
Ambala City Sethi Medicose Adarsh Traders Nicholson Road 01-07-08

City Retailer Disty Name Address Visit Date


Name
Ambala City Sonu Adarsh Traders Baldev Nagar 25-06-08
Communication
Ambala City Shangri Adarsh Traders Manav 24-06-08
Communication Chownk
Ambala City Sat guru Adarsh Traders Durga Bazzar 23-06-08
Communication
Ambala City Sachdeva Adarsh Traders Manav 24-06-08
Communication Chownk
Ambala City Win sun Adarsh Traders T.P. Hospital 30-06-08
Electronics Road
Ambala City Walia Movies Adarsh Traders Bansa Wala 23-06-08
Chownk
Ambala City Yashika Gift Adarsh Traders Manav 24-06-08
Gallery Chownk

Ambala Arora Watch Co. Fair Deal. Main Saddar 03-07-08


Cantt. Bazaar
Ambala Arora Gen. Fair Deal. Ram Nagar 11-07-08
Cantt. Stora
Ambala Brother Fair Deal. Mahesh Nagar 03-07-08
Cantt. Associates
Ambala Bansal Telecom Fair Deal. Nanhera Road 11-07-08
Cantt.
Ambala Bajaj Fair Deal. Rai Market 02-07-08
Cantt. Electronics
Ambala Bhisani Med. Fair Deal. Staff Road 16-07-08
Cantt. Hall
75

Ambala Banti Fair Deal. Housing Board 11-07-08


Cantt. Communication
Ambala Bali Fair Deal. Nanhera Road 11-07-08
Cantt. Communications

City Retailer Disty Name Address Visit Date


Name
Ambala Bala Ji Fair Deal. Gandhi Market 07-07-08
Cantt.
Ambala Chitkara Fair Deal. Gandhi Market 07-07-08
Cantt. Communication
Ambala Cell Point Fair Deal. Idgah Road 17-07-08
Cantt.
Ambala Chinky Fair Deal. Gandhi Market 07-07-08
Cantt. Communication
Ambala Dham Telecom Fair Deal. Staff Road 16-07-08
Cantt.
Ambala Chawla Fair Deal. Old Sabji 10-07-08
Cantt. Communication Mandi
Ambala Chandok Auto Fair Deal. Railway Road 02-07-08
Cantt. Store
Ambala Durga Traders Fair Deal. Kabadi Bazzar 17-07-08
Cantt.
Ambala Durga Music Fair Deal. Rambagh Road 17-07-08
Cantt. &Mobile
Ambala Gupta Std & Fair Deal. Kabadi Bazzar 17-07-08
Cantt. Pco
Ambala Gupta Telecom Fair Deal. Staff Road 16-07-08
Cantt.
Ambala Gaggan Fair Deal. Nicholson Road 02-07-08
Cantt. Communication
Ambala G.D. Fair Deal. Defence 15-07-08
Cantt. Enterprises Colony
Ambala Guluani Fair Deal. Defence 15-07-08
Cantt. General Store Colony
76

Ambala Goyal Fair Deal. Railway Road 02-07-08


Cantt. Enterprises
Ambala Henna Fair Deal. Defence 15-07-08
Cantt. Communication Colony

City Retailer Disty Name Address Visit Date


Name
Ambala Ishar Das Fair Deal. Main Saddar 03-07-08
Cantt. Malhotra Bazzar
Ambala Joshi Fair Deal. Railway Road 17-07-08
Cantt. Communication
Ambala Jaggi Sales Fair Deal. Mahesh Naggar 03-07-08
Cantt.
Ambala Jag dish Watch Fair Deal. Rai Market 02-07-08
Cantt. Co.
Ambala Katyal Fair Deal. Saddar Bazzar 08-07-08
Cantt. Electronics
Ambala Kapoor Mobile Fair Deal. Nahn House 07-07-08
Cantt. Center
Ambala Kohli Fair Deal. Gandhi Market 08-07-08
Cantt. Communication
Ambala Kapur Mobile Fair Deal. Kotwali Bazzar 09-07-08
Cantt.
Ambala Kochar Fair Deal. Defence 15-07-08
Cantt. Medicos Colony
Ambala Kalra Gen. Fair Deal. Ram Nagar 11-07-08
Cantt. Store
Ambala Lovely Fair Deal. Rai Market 02-07-08
Cantt. Electronics Ltd.
Ambala Lamba Studio Fair Deal. Railway Road 02-07-08
Cantt.
Ambala Music Center Fair Deal. Nicholson Road 03-07-08
Cantt.
Ambala Move & Pick Fair Deal. Govind Nagar 03-07-08
Cantt.
77

Ambala Manoj Shoe Fair Deal. Old Sabji 10-07-08


Cantt. Co. Mandi
Ambala Mohit Mobile Fair Deal. Kachha Bazzar 08-07-08
Cantt.

City Retailer Disty Name Address Visit Date


Name
Ambala Mahesh Traders Fair Deal. Opp. Capital 10-07-08
Cantt. Cinema
Ambala Mobile Planet Fair Deal. Nanhera Road 11-07-08
Cantt.
Ambala Manchanda Fair Deal. Old Sabji 10-07-08
Cantt. Agencies Mandi
Ambala Malek Fair Deal. Kotwali Bazzar 09-07-08
Cantt. Electronics
Ambala Mannu Fair Deal. Kachaa Bazzar 08-07-08
Cantt. Medicos
Ambala Midhi Fair Deal. Machii Mohala 17-07-08
Cantt. Photostate
Ambala Network Fair Deal. Patel Road 09-07-08
Cantt. Solutions
Ambala Nanda Telecom Fair Deal. D.C. Road 03-07-08
Cantt.
Ambala New Era Fair Deal. Green Park 03-07-08
Cantt. Communication
Ambala Narinder Fair Deal. Rai Market 02-07-08
Cantt. Telecom
Ambala Om Karyana Fair Deal. Nanhera Road 11-07-08
Cantt. Store
Ambala Pawa Fair Deal. Patel Road 09-07-08
Cantt. Communication
Ambala Pee Cee Fair Deal. Defence 15-07-08
Cantt. Associates Colony
Ambala Patyal Telecom Fair Deal. Staff Road 16-07-08
Cantt.
78

Ambala Pace Fair Deal. Railway Road 02-07-08


Cantt. Electronics
Ambala R.K. Fair Deal. Kotwali Bazzar 09-07-08
Cantt. Electronics

City Retailer Disty Name Address Visit Date


Name
Ambala Raja Watch Co. Fair Deal. Sadar Bazzar 03-07-08
Cantt.
Ambala Rajan Fair Deal. Sadar Bazzar 09-07-08
Cantt. Electronics
Ambala Raja Gift Fair Deal. Sandhura 09-07-08
Cantt. Bazzar
Ambala R.S juice Fair Deal. Mahesh Naggar 03-07-08
Cantt. Corner
Ambala Shree Krishna Fair Deal. Main Bazzar 07-07-08
Cantt.
Ambala Shelly Fair Deal. Nahn House 07-07-08
Cantt. Communication
Ambala Sai Telecom Fair Deal. Saddar Bazzar 08-07-08
Cantt.
Ambala Sudhan Fair Deal. Ambala 10-07-08
Cantt. Enterprise
Ambala Sunil Std. Fair Deal. Ram Krishan 11-07-08
Cantt. Colony
Ambala Shyam Fair Deal. Patel Road 09-07-08
Cantt. Communication
Ambala Shalimar Gift Fair Deal. Kotwali Bazzar 09-07-08
Cantt. Corner
Ambala Shri Bala Ji Fair Deal. Gobind Nagar 03-07-08
Cantt. Electronics
Ambala Sethi Mkt. Fair Deal. Mahesh Nagar 03-07-08
Cantt. Services
Ambala Saini Electrical Fair Deal. Nicholson Road 03-07-08
Cantt. & mobile Shop
79

Ambala U-Like Fair Deal. Railway Road 02-07-08


Cantt. Communication
Ambala Vd Cycle Fair Deal. Staff Road 16-07-08
Cantt. Works

City Retailer Disty Name Address Visit Date


Name
Ambala Yadav Fair Deal. Staff Road 16-07-08
Cantt. Communication
Ambala Braham Fair Deal. Babyal Road 19-07-08
Cantt. Medicose
Ambala Expozer Photo Fair Deal. Babyal Road 17-07-08
Cantt. Studio
Ambala Gupta Shingar Fair Deal. Babyal Road 19-07-08
Cantt. Bandhar
Ambala Om Parkash Fair Deal. Babyal 19-07-08
Cantt. Jhamb & sons
Ambala Mobile Trenz Fair Deal. Babyal Road 19-07-08
Cantt.
Ambala Millap Fair Deal. Babyal Road 19-07-08
Cantt. Communication
Ambala Mobile Hut Fair Deal. Babyal Road 19-07-08
Cantt.
Ambala Rajni Di Hatti Fair Deal. Babyal 19-07-08
Cantt.
Ambala Singla Fair Deal. Babyal Road 19-07-08
Cantt. Confectionary
Ambala Sood Stationery Fair Deal. Babyal Road 19-07-08
Cantt.
Ambala Sethi Fair Deal. Babyal Road 19-07-08
Cantt. Communication
Ambala Singla Fair Deal. Babyal Road 19-07-08
Cantt. Communication
Ambala Wazir Chand Fair Deal. Babyal Road 19-07-08
Cantt. Jhamb & sons
80

Ambala Wazir Chand Fair Deal. Babyal 19-07-08


Cantt. Jhamb & sons
Ambala Om Watch Co. Fair Deal. Lal Kurti 18-07-08
Cantt. Bazzar

City Retailer Disty Name Address Visit Date


Name
Ambala Chopra mobile Fair Deal. Lal Kurti 18-07-08
Cantt. Zone Bazzar
Ambala Guru Nanak Fair Deal. Lal Kurti 18-07-08
Cantt. Gen. Store Bazzar
Ambala Ashok Fair Deal. Lal Kurti 18-07-08
Cantt. Communication Bazzar
Ambala Mohan S.T.D Fair Deal. Lal Kurti 18-07-08
Cantt. Bazzar
Ambala Nishu Gen. Fair Deal. Lal Kurti 18-07-08
Cantt. Store Bazzar
Ambala New Mahavira Fair Deal. Lal Kurti 18-07-08
Cantt. Store Bazzar
Ambala Arora Gift Fair Deal. Lal Kurti 18-07-08
Cantt. gallery Bazzar
Ambala Ramesh Kumar Fair Deal. Lal Kurti 18-07-08
Cantt. Jain Bazzar
SAHA Anand Auto Fair Deal. Saha 24-07-08
Mobiles
SAHA Goethe Fair Deal. Saha 24-07-08
Communication
SAHA. New Mobile Fair Deal. Saha 24-07-08
World
SAHA. Saini Fair Deal. Saha 24-07-08
Communication
81