Project On Airtel

Ch-1
1.1 NATURE OF BUSINESS

Bharti Airtel Limited is an Indian multinational telecommunications services company
headquartered in New Delhi, India. It operates in 20 countries across South Asia, Africa, and
the Channel Islands. Airtel provides GSM, 3G and 4G LTE mobile services, fixed line broadband
and voice services depending upon the country of operation. It is the largest cellular service
provider in India, with 192.22 million subscribers as of August 2013. Airtel is the largest mobile
operator in South Asia and the fourth largest in the world by subscriber base.
Airtel is credited with pioneering the business strategy of outsourcing all of its business
operations except marketing, sales and finance and building the 'minutes factory' model of low
cost and high volumes. The strategy has since been adopted by several operators Airtel's telecom
equipment is provided and maintained by Ericsson and Nokia Solutions and Networks] whereas
IT support is provided by IBM. The transmission towers are maintained by subsidiaries and joint
venture companies of Bharti including Bharti Infratel and Indus Towers in India. Ericsson agreed
for the first time to be paid by the minute for installation and maintenance of their equipment
rather than being paid up front, which allowed Airtel to provide low call rates of 1/minute
1.2 HISTORY
In 1984, Sunil Mittal started assembling push-button phones in India, which he earlier used to
import from a Taiwan company, Kingtel, replacing the old fashioned, bulky rotary phones that
were in use in the country then. Bharti Telecom Limited (BTL) was incorporated and entered
into a technical tie up with Siemens AG of Germany for manufacture of electronic push button
phones. By the early 1990s, Bharti was making fax machines, cordless phones and other telecom
gear.] He named his first push-button phones as 'Mitbrau'.
In 1992, he successfully bid for one of the four mobile phone network licences auctioned in
India. One of the conditions for the Delhi cellular license was that the bidder have some
experience as a telecom operator. So, Mittal clinched a deal with the French telecom
group Vivendi. He was one of the first Indian entrepreneurs to identify the mobile telecom
business as a major growth area. His plans were finally approved by the Government in 1994 and
he launched services in Delhi in 1995, when Bharti Cellular Limited (BCL) was formed to offer
cellular services under the brand name AirTel. Within a few years Bharti became the first
telecom company to cross the 2-million mobile subscriber mark. Bharti also brought down the
STD/ISD cellular rates in India under brand name 'Indiaone'.
In 1999, Bharti Enterprises acquired control of JT Holdings, and extended cellular operations to
Karnataka and Andhra Pradesh. In 2000, Bharti acquired control of Skycell Communications, in
Chennai. In 2001, the company acquired control of Spice Cell in Calcutta. Bharti Enterprises
went public in 2002, and the company was listed on Bombay Stock Exchange and National
Stock Exchange of India. In 2003, the cellular phone operations were rebranded under the single
Airtel brand. In 2004, Bharti acquired control of Hexacom and entered Rajasthan. In 2005,
Bharti extended its network to Andaman and Nicobar. This expansion allowed it to offer voice
services all across India.
Airtel Centre, Gurgaon

Airtel launched "Hello Tunes", a Caller ring back tone service (CRBT), in July 2004 becoming to
the first operator in India to do so. The Airtel theme song, composed by A.R. Rahman, was the
most popular tune on that year.[15]
In May 2008, it emerged that Airtel was exploring the possibility of buying the MTN Group,
a South Africa-based telecommunications company with coverage in 21 countries in Africa and
the Middle East. The Financial Times reported that Bharti was considering offering US$45
billion for a 100% stake in MTN, which would be the largest overseas acquisition ever by an
Indian firm. However, both sides emphasize the tentative nature of the talks, while The
Economist magazine noted, "If anything, Bharti would be marrying up," as MTN has more
subscribers, higher revenues and broader geographic coverage.[16] However, the talks fell apart as
MTN group tried to reverse the negotiations by making Bharti almost a subsidiary of the new
company.[17] In May 2009, Bharti Airtel again confirmed that it was in talks with MTN and the
companies agreed to discuss the potential transaction exclusively by 31 July 2009. Talks
eventually ended without agreement, some sources stating that this was due to opposition from
the South African government.[18]
1.3ORGANISATION STRUCTUE
Airtel's initial corporate structure concentrated on the hierarchy of the operations inside the
company as a whole. The structure depicted the corresponding operation/region of different incharges and it didn't hold anyone responsible for each of its services. So, the company found it
better to restructure its corporate hierarchy. The transformed organisational structure has two
distinct Customer Business Units (CBU) with clear focus on B2C (Business to Customer)
and B2B(Business to Business) segments. Bharti Airtel's B2C business unit will
comprehensively service the retail consumers,
1.4TYPES OF OWNERSHIP PATTERN

Airtel-Ericsson
As per a five-year managed services agreement signed recently Ericsson will manage and
optimise Airtel's mobile networks in Africa. Ericsson will modernise and upgrade Airtel's mobile
networks in Africa with the latest technology including its multi standard RBS 6000 base station.
As part of the modernisation, Ericsson will also provide technology consulting, network planning
& design and network deployment. Ericsson has been the managed services and network
technology partner in the Asian operations.
1.5 Rebranding
Logo used by Airtel till November 2010

On 18 November 2010, Airtel rebranded itself in India in the first phase of a global rebranding
strategy. The company unveiled a new logo with 'airtel' written in lower case. Designed by
London-based brand agency, The Brand Union, the new logo is the letter 'a' in lowercase, with
'airtel' written in lowercase under the logo. On 23 November 2010, Airtel's Africa operations
were rebranded to 'airtel'. Sri Lanka followed on 28 November 2010 and on 20 December 2010,
Warid Telecom rebranded to 'airtel' in Bangladesh.
1.6 Sponsorship
On 9 May 2009 Airtel signed a major deal with Manchester United. As a result of the deal, Airtel
gets the rights to broadcast the matches played by the team to its customers.
Bharti Airtel signed a five-year deal with ESPN Star Sports to become the title sponsor of
the Champions League Twenty20cricket tournament. But now the deal is terminated
and Karbonn Mobiles is sponsoring Champions League Twenty20cricket.
Airtel, also signed a deal to be title sponsor the inaugural Formula One Indian Grand Prix during
the 2011 season.[57]
Airtel, signed a deal to be title sponsor the I-League for 201314 I-League.
`1.7 Signature tune

The signature tune of Airtel is composed by Indian musician A. R. Rahman. The tune became
hugely popular and is the world's most downloaded mobile music with over 150 million
downloads. A. R. Rahman along with Anu Malik has re-used the same tune in Kannada movie
titled Love. A new version of the song was released on 18 November 2010, as part of the
rebranding of the company. This version too was composed by Rahman himself.
Green initiative
Bharti Infratel is the only telecom tower company, which has installed almost 3 MWT of solar
capacity on their network, generating more than 5 million units of electricity every year. The
Green Towers P7 program is scoped for 22,000 tower sites (primarily rural areas having low or
no Grid Power availability) out of which 5,500 sites have already been implemented in the first
year as a part of this 3-year program. Once completed, the initiative will reduce diesel
consumption by 66 million litres per year with a significant carbon dioxide reduction of around
150,000 MT per year. Bharti Infratel bagged the 2011 'Green Mobile Award ' at the
GSMA Mobile World Congress at Barcelona and was also awarded the 2010 innovative
infrastructure company of the year award at the CNBC Infrastructure Awards for this
groundbreaking initiative. Bharti remains the first company in the world to introduce the practice
of sharing of passive infrastructure by collaborating with their competition to share mobile

towers and to reduce the collective carbon footprint of the industry. This has become a subject of
case studies in institutions including the Harvard Business School
Energy Conservation
The company has installed solar hot water generator at its main campus in Gurgaon for fulfilling
the hot water requirement in the cafeteria. Majority of its facilities across NCR region are now
equipped with LES (Lighting Energy Savers) which have reduced energy consumption in the
lighting system to the tune of 1025%. Variable Frequency Drives installed in AHU (Air
Handling Unit) at its campus have helped in enhancing the efficiency of cooling system by 10%.
These measures have resulted in a total saving of 850,000 units of electricity per year.
Airtel has embarked upon technology related initiatives like virtualisation of servers that has
helped it release over 500 CPUs. Also the drive of sending e-bills to the post-paid customers is
helping save 12,840 trees annually. Within its campus the 'Secure Print Solution' an automated
queue managementbased secured printing solution has led to an annualised saving of about 8
metric tonnes of paper.
Alternative energy sources such as solar energy used at 1050 sites saving 6.9 mn litres of diesel
and approximately 280 million.
Energy efficiency measures such as Integrated Power Management Systems and variable speed
DC generators have resulted in reduction in the rate of diesel consumption by 1.2 million litres,
leading to savings of 47 million across 900 sites.
Demand side management like Free cooling Units (FCU) instead of air conditioners has been
implemented across 3400+ sites, saving consumption of 4.1 million litres of diesel.[62]
1.8 PRODUCTION LAYOUT

Airtel is the one of the largest mobile operator in the world in terms of subscriber base and has a
commercial presence in 20 countries and the Channel Islands.
Its area of operations include:

The Indian Subcontinent:
Airtel India, in India

Airtel Bangladesh, in Bangladesh
Airtel Sri Lanka, in Sri Lanka
Airtel Africa, which operates in 17 African countries:
Burkina Faso, Chad, Democratic Republic of the Congo, Republic of the Congo, Gabon, Ghana,
Kenya, Madagascar, Malawi, Niger, Nigeria, Rwanda, Seychelles, Sierra Leone, Tanzania,
Uganda and Zambia.
The British Crown Dependency islands of Jersey and Guernsey, under the brand name AirtelVodafone, through an agreement with Vodafone.
Airtel operates in the following countries:
Country
Bangladesh
Site
Airtel
Bangladesh
Remarks
Airtel Bangladesh had about
8 million customers as on Sep
2013.[24]
Airtel Burkina Faso is the
Burkina Faso
Airtel
dominant player with
Burkina
1,433,000 customers
Faso
representing 50% market

share.[25]
Airtel Chad is the No. 1
Chad
Airtel Chad
operator with 69% market

share.
Democratic Republic of the

Congo
Gabon
Airtel is the market leader with

Airtel DRC
almost 5 million customers at

the end of 2010.
Airtel Gabon
Airtel Gabon has 829,000

customers and its market share
stood at 61%.
Airtel Ghana had about
Ghana
Airtel Ghana
1.76 million customers at the

end of 2010.
Airtel is the market leader with
India
Airtel
almost 193.4 million customers

as on 30 Sep 2013.
Airtel Kenya is the second
Kenya
Airtel Kenya
largest operator and has 4

million customers.
Airtel is the market leader in
Madagascar
Airtel
Madagascar with 39% market
Madagascar
share and 2.5 million

customers.
Malawi
Airtel
Malawi
Airtel Malawi is the market

leader with a market share of
72%.
Airtel Niger is the market
Niger
Airtel Niger
leader with a 68% market

share.
Nigeria
Republic of the Congo
Rwanda
Seychelles
Airtel
Nigeria
Airtel Congo
B
Airtel Congo is the market

share.
Airtel
Airtel launched services in
Rwanda
Rwanda on 30 March 2012.
Airtel
Airtel is the leading
comprehensive
telecommunications services
Seychelles
providers with over 55%

market share of mobile market
in Seychelles.
Sierra Leone
Airtel Sierra
Leone
Airtel Sri Lanka commenced
Sri Lanka
Airtel Sri
operations on 12 January 2009.
Lanka
It had about 1.8 million mobile

customers at the end of 2010.
Tanzania
Uganda
Zambia
Channel Islands : Jersey

Guernsey
Airtel
Tanzania
Airtel
Uganda
Airtel Tanzania is the market

share.
Airtel Uganda stands as the
No. 2 operator with a market
share of 38%.
Airtel
Airtel Zambia is the market
Zambia
leader with 69% market share.
Airtel Jersey
and
Guernsey
Airtel operates in the Channel

Islands under the brand name
AirtelVodafone through an
agreement with Vodafone.
Jersey and Guernsey are British Crown Dependencies. They are not independent countries.
Therefore, Airtel's countries of operation is considered to be 20.
1.9 Telemedia
Airtel Broadband Blocking TPB
Under the Telemedia segment, Airtel provides broadband internet access through DSL, internet
leased lines as well as MPLS (multiprotocol label switching) solutions, as well as IPTV and
fixed line telephone services. Until 18 September 2004, Bharti provided fixed line telephony and
broadband services under the Touchtel brand. Bharti now provides all telecom services including
fixed line services under a common brand airtel. As of September 2012, Airtel provides
Telemedia services to 3.3 million customers in 87 cities. As on 30 November 2012, Airtel had
1.39 million broadband subscribers.
Airtel Broadband provides broadband and IPTV services. Airtel provides both capped as well as
unlimited download plans. However, Airtel's unlimited plans are subject to free usage policy
(FUP), which reduces speed after the customer crosses a certain data usage limit. In some plans,
Airtel provides only 256kbit/s beyond FUP, which is lower than the TRAI specified limit of half
the subscriber's original speed. The maximum speed available for home users is 16Mbit/s.
In May 2012, Airtel Broadband and some other Indian ISPs temporarily blocked file sharing
websites such as vimeo.com megavideo.com, thepiratebay.se etc. with out giving any legal
information to the customers.
Digital television
Main article: Airtel digital TV
The Digital TV business provides Direct-to-Home (DTH) TV services across India under the
brand name Airtel digital TV. It started services on 9 October 2008 and had about 7.9 million
customers at the end of December 2012.
Enterprise
The Enterprise business provides end-to-end telecom solutions to corporate customers and
national and international long-distance services to telcos through its nationwide fibre optic
backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and international
bandwidth access through the gateways and landing stations. It has two sections under it.
Mobile data service
The different services under mobile data are BlackBerry services, a web-enabled mobile email
solution working on 'Push Technology', USB modem that helps in getting instant access to
Internet and corporate applications, Airtel Data Card that gives the liberty to access the internet
anytime, Easy Mail is a platform that provides access to personal/corporate e-mails independent
of handset operating system and application services that shorten the queues at the billing
section, off-load the pressure on the billing staff and bring convenience to the user.
Enterprise business solutions
There are two kind of solutions offered by Airtel. One is GPRS Based Solutions like mobile
applications tools for enterprise, TrackMate, automatic meter reading solutions etc. and the other
is SMS Based Solutions like interactive sms, bulk sms, inbound call center solutions.
1.10 ORGANISATION POLOCIES
All partners with a bussiness relationship with bharti airtel shall comply with the highest level of
integrity and ethical practices.
The partners will provide all possible assistance to bharti airtel in order to investigate any
possible instances of unethical behavior or business conduct violations by its employee. Partner
will disclose forthwith any breach of these provisions that comes to their knowledge to allow for
timely action in their prevention and detection.
Partners will adopt appropriate processes to prevent offering any illegal gratification in the form
of bribes or kickbacks either in cash or in kind in the course of all dealings with us. Any
instances of such violations will be viewed in a serious manner and bharti airtel reserves the right
to take all appropriate actions or remedies as may be required under the circumstances.
All partners are required to confirm their compliance to ethical dealings on an annual basis by
signing a certificate to this effect as per bharti airtel's standard annual certificate.
Ch2
Industrial analysis
2.1 Industrial analysis

A market assessment tool designed to provide a business with an idea of the complexity of a
particular industry. Industry analysis involves reviewing the economic, political and market
factors that influence the way the industry develops. Major factors can include the power
wielded by suppliers and buyers, the condition of competitors, and the likelihood of new market
entrants.
2.2 GROWTH RATE OF INDUSTERY & contribution to GDP

Revenue and Net Income, EPS Growth Rate
Sales/ Revenue/ Top line
Rupees8%12%Annual Revenue or turnover or top line is income that a company receives from
its normal business activities. Revenue Growth is used to measure how fast a company's business
is expanding. The figure shows the annual rate of increase/decrease in a company's revenue or
sales growth in terms of percentage change from the previous year.
An ideal company should have an steady upward trend. Year-over-year performance is frequently
used by investors seeking to gauge whether a company's financial performance is improving or
worsening.
Compound Annual Growth Rate of Bharti Airtel Ltd.
1 year
Revenue
12.27%
Net Income
22%
EPS Basic
17%
If Sales Revenue shows a moderate or stable growth while EPS shows an explosive growth, it
could possibly be due to accounting manipulation.
Retained Earnings
Retained Earnings Growth is the percent increase / decrease of a company's retained net income
or reserves/surplus over time. A company can use retained earnings to maintain current
operations, or to invest in new ventures. Generally speaking, retained earnings growth is
accompanied by subsequent increases in sales and profitability.
Dividend Growth Bharti Airtel Ltd.Upgrade Membership to see 10 year Growth Rate trend
chart.\A company paying dividends is generally a good sign. Well established companies offer
dividends back to its shareholders while high growth companies usually do not pay dividends
since they reinvest the profits back in the business. If a dividend paying company stops paying
dividends then that is a big red flag. Dividend per share is better metric compared to looking at
just the dividends because DPS takes into account the number of shares as well.
Accounts Receivable & Inventory Growth
Watch the Accounts (trade) Receivables (aka Sundry Debtors) and Inventory columns closely. A
company can get into serious trouble very quickly if it's customers are not paying the bills or if
its inventory is piling up in warehouses. If Recievables are growing much faster than sales, it
usually means that the company is having trouble collecting money from customers. More
inventory on the balance sheet means the company is having trouble delivering goods to
customers.
An increase of receivables and inventory above 50% is usually not a good sign and needs to be
investigated further.
Days Sales Outstanding or DSO is also known as "average collection period and receivable
days". It's a measure of the average time it takes to collect the cash from sales, in simple words,
how fast customers pay their bill. DSO does tend to vary a good deal by industry sector.
A high DSO may be a red flag, which suggests that customers aren't paying their bills in a timely
fashion. Maybe the customers themselves are in financial trouble or maybe the company's
operations and financial management are poor. If the DSO is rising rapidly, you should know
why.
Current issues of airtel
NEW DELHI, MAR 18:

1 The Delhi High Court on Monday stayed the execution of the Government order asking Bharti
Airtel to stop 3G mobile services in areas where it did not have spectrum.
The court has fixed May 8 for the next hearing even as the Department of Telecom has been
asked not to take any action till that date.
The DoT had on Friday sent a notice to Airtel asking it to stop 3G services in circles where it did
not have spectrum within 72 hours. Bharti Airtel had challenged the DoT order in the court on
grounds that the services were legal and permitted by the DoT before the auction for 3G
spectrum began in 2010.
The Delhi High Court also said Airtel would not immediately need to pay the penalty. This is the
second time the High Court has come to the operators rescue. Last year, Airtel had challenged a
similar order from the DoT after which the court directed the department to take action only after
hearing out the operator.
The DoT order has significant implications for Airtel as it will lose its pan-India 3G footprint at a
time when arch-rival Reliance Jio Infocomm is gearing up to launch its data and voice services,
based on 4G technology, across the country. Soon after the spectrum auctions finished in 2010,
Bharti Airtel, Vodafone and Idea Cellular entered into an agreement to offer 3G services across
the country.
The DoT is preparing separate notices for Vodafone and Idea Cellular in this regard and courts
final judgment will impact these players as well.
This was necessitated because none of these players had won pan-India spectrum individually.
This deal that they struck is called an intra-circle roaming agreement.
2 When taking a new connection Airtel will serve to our doorstep but when requesting for
disconnection they will not even take the request and will keep on generating bills and will send
huge bills followed by calls from their legal dept.
This is not a case with only one person but when we visit any Airtel office, we find many such
innocent persons standing in queue facing the same issue.
Here is the issue that I am facing recently:
There has been a issue with a broadband connection where it is expected from Airtel that I am
supposed to pay total amount of Rs. 4234 /- whereas I stopped using Airtel connection since
October 2012. I raised a request on 29th September (Communication number
#120912001396)for the same but no action was taken from Airtel.
Further this connection was not used by me and after few days the line itself was disconnected
but Bill was still generated by Airtel. I have already paid the amount till 29th September 2012.
I have raised a complain #31703294 for the same but did not hear from Airtel yet.
As I got a call from Airtel back office and the concern person asked me to visit Airtel branch, I
did visit Airtel main branch near Jayadeva hospital Bangalore and they gave me nodal mail Id for
further communication.
2.4 Competitors of Bharti Airtel Ltd.
Company
Curre
Book
P/E
Market
nt
Valu
Ratio
Cap
Tata
Price
8.75
Teleservices(Maharas
htra) Ltd.
Reliance Ltd.
0.00
12.0
73.90
4
126.
29.85
97
80.0
Telephone Nigam Ltd

OnMobile Global
Ltd.
HFCL Infotel Ltd
Mahanagar
(Rs.
Cr.)
1,710.5
6
25.20
18,393.
0.24
56
1,880.5
89.65
1
68.1
0.00
5
1,024.2
4.64
8
-
0.00
6
284.09
34.05
57,523.
30.5
Idea Cellular Ltd.
159.9
7
44.0
77
2.5 Industrial Overview (ENVIRONMENTAL SCANNING)

The green economy is defined as an economy that results in reducing environmental risks and
ecological scarcities, and that aims for sustainable development without degrading the
environment. It is closely related with ecological economics, but has a more politically applied
focus. The 2011 UNEP Green Economy Report argues "that to be green, an economy must not
only be efficient, but also fair. Fairness implies recognising global and country level equity
dimensions, particularly in assuring a just transition to an economy that is low- carbon, resource
efficient, and socially inclusive."
2.6 GreenTowers
Bharti Infratel is the only telecom tower company, which has installed almost 3 MWT of solar
capacity on their network, generating more than 5 million units of electricity every year. The
Green Towers P7 program is scoped for 22,000 tower sites (primarily rural areas having low or
no Grid Power availability) out of which 5,500 sites have already been implemented in the first
year as a part of this 3-year program. Once completed, the initiative will reduce diesel
consumption by 66 million litres per year with a significant carbon dioxide reduction of around
150,000 MT per year. Bharti Infratel bagged the 2011 'Green Mobile Award ' at the GSMA
Mobile World Congress at Barcelona and was also awarded the 2010 innovative infrastructure
company of the year award at the CNBC Infrastructure Awards for this groundbreaking initiative.
Bharti remains the first company in the world to introduce the practice of sharing of passive
infrastructure by collaborating with their competition to share mobile towers and to reduce the
collective carbon footprint of the industry. This has become a subject of case studies in
institutions including the Harvard Business School.
Energy Conservation
The company has installed solar hot water generator at its main campus in Gurgaon for fulfilling
the hot water requirement in the cafeteria. Majority of its facilities across NCR region are now
equipped with LES (Lighting Energy Savers) which have reduced energy consumption in the
lighting system to the tune of 1025%. Variable Frequency Drives installed in AHU (Air
Handling Unit) at its campus have helped in enhancing the efficiency of cooling system by 10%.
These measures have resulted in a total saving of 850,000 units of electricity per year.
Airtel has embarked upon technology related initiatives like virtualisation of servers that has
helped it release over 500 CPUs. Also the drive of sending e-bills to the post-paid customers is
helping save 12,840 trees annually. Within its campus the 'Secure Print Solution' an automated
queue managementbased secured printing solution has led to an annualised saving of about 8
metric tonnes of pa
Alternative energy sources such as solar energy used at 1050 sites saving 6.9 mn litres of diesel
and approximately 280 million.[72]
Energy efficiency measures such as Integrated Power Management Systems and variable speed
DC generators have resulted in reduction in the rate of diesel consumption by 1.2 million litres,
leading to savings of
LEGAL ENVIRONMENT
Environmental law - or "environmental and natural resources law" - is a collective term

describing the network of treaties, statutes, regulations, and commonand customary laws
addressing the effects of human activity on the natural environment
LEGAL ENVIRONMENT OF AIRTEL
number of partners and business share
All partners working with airtel would have a unique partner code and would be applicable for
all their business units globally. airtel would have a maximum of 6 to 8 partners registered for
any product or service. RFP would be released to registered partners only.
airtel at any point of time would release a contract to a maximum of 3 partners for a product or
service with a business share split of 60%, 30% and 10%. Incase 2 partners are contracted; the
business share split would be 67% and 33%. Business share would be primarily based on partner
performance score card. airtel would provide higher business share for partners who help it to
improve its technology, competitiveness and customer delight. In case where all criteria are
similar the decision would be based on the partner's dependence on airtel. Any deviation would
be approved at a level higher as per DOA. Single partner for a product or service would be
approved through a specific DOA. Airtel's goal is to buy products and services which have the
best prices, quality, delivery, and technology. airtel encourages partners to use its products for
their telecom requirements and would prefer partners endorsing bharti airtel products where all
criteria requirements are being met.
Code of ethics
Airtel expects the highest standards of integrity and conduct from its partners.
No gifts (other than advertising matter of modest values such as calendars and diaries), or favors
should be offered to an employee of airtel or to friends or family of employees. Partners are
expected to familiarize themselves with the airtel Code of Conduct which is available in the
Partner Manual or on request, in order to avoid any ambiguity in this regard.
Supply Chain is solely responsible for selecting partners, obtaining quotations and awarding
purchase orders/contracts for products, equipment, software and/or services. Direct discussions
between the requesting organization and partner shall be coordinated by the Supply Chain
Department. airtel will issue a purchase order / contract for all products and/or services to all
partners. Work should not begin until a formal purchase order/contract is received. Partner
performing a service or supplying products without the proper authorization would do so at its
own cost and risk.
Confidentiality
Airtel will treat information received from Partners in a responsible fashion, and expects Partners
to treat information received from airtel in the same manner. Partners should not disclose bharti
airtel as a customer, documentation received from bharti airtel or release information about
relationships with bharti airtel without written consent (should such disclosures be legally
required, bharti airtel will not unreasonably withhold that permission, which must be obtained in
advance and in writing).
Partner satisfaction
Airtel would conduct an annual partner satisfaction survey and use it as an important tool to
continuously improve and further develop its internal and external processes with partners. In
order to obtain an unbiased feedback, the survey would be conducted by an independent external
agency.
Partner awards
Airtel recognizes consistent performance of its partners annually by presenting performance
awards. The awards would be primarily based on the partner performance score card. Awards
would be announced and presented during the partners meets. Consistent & good performers
would also be entitled to better share of business and other benefits, as would be announced from
time to time by bharti airtel.
Polticlal environment
A group of people that governs a community or unit. It sets and administers public policy and
exercises executive, political and sovereign power through customs, institutions, and laws within
a state. A government can be classified into many types--democracy, republic, monarchy,
aristocracy, and dictatorship are just a few.
Political environment of airtel
Airtel recognizes the importance of supporting and educating members of the community in
order to help them to experience life to the fullest, and is committed to providing opportunities
for learning and development. The company actively promotes initiatives which it believes to be
of benefit to our society, and in the future, aims to continue to build upon these.
Considering Local community in mind the company has introduced courses at GTA and
Highlands universities.(www.airtel.in/annualreport )
TECHNOLOGICAL ENVIRONMENT
Environmental technology (envirotech), green technology (greentech) or clean technology
(cleantech) is the application of one or more of environmental science,green chemistry,
environmental monitoring and electronic devices to monitor, model and conserve the natural
environment and resources, and to curb the negative impacts of human involvement. The term is
also used to describe sustainable energy generation technologies such as photovoltaics, wind
turbines, bioreactors, etc. Sustainable development is the core of environmental technologies.
The term environmental technologies is also used to describe a class of electronic devices that
can promote sustainable management of
resources.
Technological environment of airtel

Companys infrastructure is always equipped with latest telecomm technologies. It has been the
trend of the company to be in top position among its competitors regarding technologies, as
Indian market shows a rapid growth that can only be paired with latest technology. Based on the
writers common knowledge, Airtel is the first company to launch roaming and value added
services in country. Company is having the best E-commerce portal in industry. Moreover,
except government firm (BSNL) length of its optical fiber network is the largest.
Apart from all of the above mentioned technological benefits, the company is also involved in
new generation fields like Broadband and long distance call services. It can be easily understood
by analyzing the number of customers of company that in todays world the customer is more
concerned about service and technology and Airtel is no.1 in terms of users. (as shown in below
Graph)
Airtel-Porter Five Forces

According to Michael E. Porter in his article The Five Competitive Forces that Shape Strategy"
In essence, the job of the strategist is to understand and cope with competition. Often, however,
managers define competition too narrowly, as if it occurred only among todays direct
competitors. Yet competition for profits goes beyond established industry rivals to include four
other competitive forces as well: customers, suppliers, potential entrants, and substitute products.
The extended rivalry that results from all five forces defines an industrys structure and shapes
the nature of competitive interaction within an industry. (Harvard Business Review, January,
2008
social-cultural environment is a collection of social factors affecting a business and includes
social traditions, values and beliefs, level of literacy and education, the ethical standards and
state of society, the extent of social stratification, conflict and cohesiveness, and so forth.
Socio-cultural environment consists of factors related to human relationships and the impact of
social attitudes and cultural values on the business of the organization. The beliefs, values and
norms of a society determine how individuals and organisations should be inter-related.
The core beliefs of a particular society tend to be rigid. It is difficult for businesses to change
these core values, which become a determinant of its functioning. Some of the important factors
and influences operating in this environment are as follows:
a) Social concerns, such as the role of business in society, environmental pollution, corruption,
use of mass media, and consumerism.
b) Social attitudes and values, such as expectations of society from business, social customs,
beliefs, rituals and practices, changing lifestyle patterns, and materialism.
c) Family structure and the changes in it, attitude towards and within the family, and family
values.
d) Role of women in society, position of children and adolescents in family and society.
e) Educational levels, awareness and consciousness of rights, and work ethics of members of
society.
Social & Environment Responsibilities of airtel
India's language, religions, and customs differ from place to place within the country, but
nevertheless possess a commonality. The culture of India is an amalgamation of these diverse
sub-cultures spread all over the Indian subcontinent and traditions that are several millennia old.
Indian culture is defined by relatively strict social hierarchy. Airtel is extremely proud to support
a range of local places in line with our commitment to our Corporate Social Responsibilities.
2.7.Five forces model of porter
What is
porter five forces model
Porter (1980) gave the idea of deployment of five forces for the industry analysis [1]. These five
forces are (1)the threats of substitute products or services (2) the threats of the entry of the new
competitors (3) the intensityof competitive rivalry (4) the bargaining power of buyers (5) the
bargaining power of suppliers. He said thatthese forces jointly determine the competitive
intensity of a firm within the industry. Strength of these forcesleads to lower profitability of an
organization and vice versa.Wheelen & Hunger (2002) also considered Porters approach for
industry analysis but he also included sixthforce i.e. relative power of other stakeholders [2].
These include governments, local communities, tradeassociations, special interest groups,
unions, shareholders and complementors.Pearce and Robinson (2005) in [3] and Johnson and
Scholes (2002)
in [4] mentioned that Porters model provides an easy and simple approach for industry analyses.
This model also provides an opportunity to takeimportant decisions like whether to enter in a
particular industry or to leave it. This is also a very simple tool inthe hands of strategists to
determine the profitability position of Bharti Airtel
Bharti Airtel retained its leading position among telecom service providers and posted a growth
of five per centto end 2009-10 fiscal with revenues of Rs 38,800 crore (Rs 388 billion).The
company is structured into four strategic business units -- mobile, telemedia, enterprise and
digital TV.The company has with operations in 18 countries with a footprint covering 1.8 billion
people. Sunil BhartiMittal is the chairman and managing director of the company.In March 2010,
Bharti Airtel bought the African operations of Kuwait-based Zain Telecom for $10.7
billion.Recently, it has joined a consortium of global telecom operators to announce the launch of
the EASSY cablesystem -- the 10,000 km undersea cable connecting Africa to Europe
Reliance
ADA Group's flagship company, Reliance Communications reported a negative growth of 3.5 per
centwith revenue of Rs 22,130 crore (Rs 221.3 billion).It is India's largest private sector
information and communications company, with over 100 million subscribers.It has established a
pan-India, high-capacity, integrated (wireless and wireline), convergent (voice, data andvideo)
digital network, to offer services spanning the entire infocomm value chain.Anil D Ambani is the
chairman of the company.
BSNL
Bharat Sanchar Nigam Limited saw a drop in its revenue for the second consecutive year to post
Rs 30,240crore (Rs 302.4 billion), a drop of 14 per cent, even though it retained the number two
position among t
BSNL offers both fixed line and mobile services with broadband connections.With over 71.68
million subscribers, BSNL currently is the largest wireline service provider in India.The
company has reported around 6 crore (600 million) 2G connections and 9,73,378 3G connections
sinceFebruary 2010. All major towns and cities are covered through BSNL network.Gopal Das is
the new chairman and managing director of BSNL.
Idea Cellular
Idea Cellular is part of the Aditya Birla Group and has bagged fifth position with a revenue of Rs
11,390 crore(Rs 113.9 billion).It is a leading GSM mobile services operator in India with 67
million subscribers. Idea offers both prepaid and post-paid services.It is a pan-India operator with
services being made available in all parts of the country.Idea was the first cellular service
provider to launch General Packet Radio Service (GPRS) and Enhanced Datarates for GSM
Evolution (EDGE) in the country.Kumar Mangalam Birla is the chairman of the group. Tata
Communications reported revenue of Rs 11,000 crore (Rs 110 billion).The company holds
leadership
Tata Communications
Reported revenue of Rs 11,000 crore (Rs 110 billion).The company holds leadership position in
emerging markets.Tata Communications leverages its advanced solutions capabilities and
domain expertise across its global and pan-India network to deliver managed solutions to multinational enterprises, service providers and Indianconsumers.The Tata Global Network includes
one of the most advanced and largest submarine cable networks, a Tier-1 IPnetwork, with
connectivity to more than 200 countries across 400 PoPs, and nearly 1 million square feet of
datacenter and collocation space worldwide.Srinath Narasimhan is the managing director and
CEO of
Tata Communica
Position in emerging markets.Tata Communications leverages its advanced solutions capabilities

and domain expertise across its global and pan-India network to deliver managed solutions to
multi-national enterprises, service providers and Indianconsumers.The Tata Global Network
includes one of the most advanced and largest submarine cable networks, a Tier-1 IPnetwork,
with connectivity to more than 200 countries across 400 PoPs, and nearly million square feet of
datacenter and collocation space worldwide.Srinath Narasimhan is the managing director and
CEO of Tata Communica
Ch3
3.1 RESEARCH MYTHDOLOGY
What is research mythology ?
The process used to collect information and data for the purpose of making business decisions.
The methodology may include publication research, interviews, surveys and other
research techniques, and could include both present and historical information.
3.2 RESEARCH DESGIN
A research design is the "blue print" of the study. The design of a study defines the study type
(descriptive, correlational, semi-experimental, experimental, review, meta-analytic) and sub-type

(e.g., descriptive-longitudinal case study), research question, hypotheses, independent and
dependent variables, experimental design, and, if applicable, data collection methods and a
statistical analysis plan. Research design is the framework that has been created to seek answers
to research questions.
Design types and sub-types

There are many ways to classify research designs, but sometimes the distinction is artificial and
other times different designs are combined. Nonetheless, the list below offers a number of useful
distinctions between possible research designs.[1]
Descriptive (e.g., case-study, naturalistic observation, Survey)
Correlational (e.g., case-control study, observational study)
Semi-experimental (e.g., field experiment, quasi-experiment)
Experimental (Experiment with random assignment)
Review (Literature review, Systematic review)
Meta-analytic (Meta-analysis)
Sometimes a distinction is made between "fixed" and "flexible" or, synonymously, "quantitative"
and "qualitative" research designs.[2] However, fixed designs need not be
. quantitative, and flexible design need not be qualitative. In fixed designs, the design of the
study is fixed before the main stage of data collection takes place. Fixed designs are normally
theory driven; otherwise it is impossible to know in advance which variables need to be
controlled and measured. Often, these variables are measured quantitatively. Flexible designs
allow for more freedom during the data collection process. One reason for using a flexible
research design can be that the variable of interest is not quantitatively measurable, such as
culture. In other cases, theory might not be available before one starts the research. However,
these distinctions are not recognized by many researchers, such as Stephen Gorard who presents
a simpler and cleaner definition of research design
State problems are easier to measure than process problems. State problems just require one
measurement of the phenomena of interest, while process problems always require multiple
measurements. Research designs like repeated measures and longitudinal study are needed to
address process problems
3.3 OBJECTIVES
TO STUDY THE coporate social responsibilites
Q1 Is airtel is maintaning coporate social responsiblity ?
Suppliers dealing with bharti airtel shall comply and adhere to all laws, regulations and
guidelines on environment, health and safety.
Suppliers will ensure that all new service offerings as well as new product designs are in
compliance with the relevant environmental regulation and guidelines, at the time of imp
lementation.
TO STUDY the domestic and international trade controls
Q2 Airtel is maintaining international trade fairly or not?
All partners with a bussiness relationship with bharti airtel shall comply with the highest level of
integrity and ethical practices.
The partners will provide all possible assistance to bharti airtel in order to investigate any
possible instances of unethical behavior or business conduct violations by its employee. Partner
will disclose forthwith any breach of these provisions that comes to their knowledge to allow for
timely action in their prevention and detection.
.
TO STUDY THE ETHICS
Is Airtel is followed ethicla Environment or not?
All partners are required to confirm their compliance to ethical dealings on an annual basis by
signing a certificate to this effect as per bharti airtel's standard annual certificate
3.4 Data collection

Is the process of gathering and measuring information on variables of interest, in an established
systematic fashion that enables one to answer stated research questions, test hypotheses, and
evaluate outcomes. The data collection component of research is common to all fields of study
including physicaland social sciences, humanities, business, etc. While methods vary by
discipline, the emphasis on ensuring accurate and honest collection remains the same. The goal
for all data collection is to capture quality evidence that then translates to rich data analysis and
allows the building of a convincing and credible answer to questions that have been posed.
Regardless of the field of study or preference for defining data (quantitative, qualitative),
accurate data collection is essential to maintaining the integrity of research. Both the selection of
appropriate data collection instruments (existing, modified, or newly developed) and clearly
delineated instructions for their correct use reduce the likelihood of errors occurring.
A formal data collection process is necessary as it ensures that data gathered are both defined and
accurate and that subsequent decisions based on arguments embodied in the findings are valid.[2]
The process provides both a baseline from which to measure and in certain cases a target on what
to improve.
Generally there are three types of data collection and they are
1.Surveys: Standardized paper-and-pencil or phone questionnaires that ask predetermined
questions.
2. Interviews: Structured or unstructured one-on-one directed conversations with key individuals
or leaders in a community.
3. Focus groups: Structured interviews with small groups of like individuals using standardized
questions, follow-up questions, and exploration of other topics that arise to better understand
participants
Consequences from improperly collected data include:
Inability to answer research questions accurately.
Inability to repeat and validate the study.
Distorted findings result in wasted resources and can mislead other researchers to pursue fruitless
avenues of investigation. This compromises decisions for public policy, and causes harm to
human participants and animal subjects.
While the degree of impact from faulty data collection may vary by discipline and the nature of
investigation, there is the potential to cause disproportionate harm when these research results
are used to support public policy recommendations.[3]
Analysis of data is a process of inspecting, cleaning, transforming, and modeling data with the
goal of discovering useful information, suggesting conclusions, and supporting decision-making.
Data analysis has multiple facets and approaches, encompassing diverse techniques under a
variety of names, in different business, science, and social science domains.
Data mining is a particular data analysis technique that focuses on modeling and knowledge
discovery for predictive rather than purely descriptive purposes.Business intelligence covers data
analysis that relies heavily on aggregation, focusing on business.
3.5 DATA ANALYSIS

Statistical applications, some people divide data analysis into descriptive statistics, exploratory
data analysis (EDA), and confirmatory data analysis (CDA). EDA focuses on discovering new
features in the data and CDA on confirming or falsifying existing hypotheses. Predictive
analytics focuses on application of statistical models for predictive forecasting or classification,
while text analytics applies statistical, linguistic, and structural techniques to extract and classify
information from textual sources, a species ofunstructured data. All are varieties of data analysis.
Data integration is a precursor to data analysis, and data analysis is closely linked to data
visualization and data dissemination. The term data analysis is sometimes used as a synonym for
data modeling.
3.6 Secondary data
It is data collected by someone other than the user. Common sources of secondary data for social
science include censuses, organisational records and data collected through qualitative
methodologies or qualitative research. Primary data, by contrast, are collected by the investigator
conducting the research.
Secondary data analysis saves time that would otherwise be spent collecting data and,
particularly in the case of quantitative data, provides larger and higher-quality databases that
would be unfeasible for any individual researcher to collect on their own. In addition, analysts of
social and economic change consider secondary data essential, since it is impossible to conduct a
new survey that can adequately capture past change and/or developments
Sources of secondary data

As is the case in primary research, secondary data can be obtained from different research
strands:prior documentation such as Census, housing, social security as well as electoral statistics
and other related databases. internet searches, libraries; progress reports; etc. It does not include
interviews as this collect primary data for analysis to generate information.
A clear benefit of using secondary data is that much of the background work needed has already
been carried out, for example: literature reviews, case studies might have been carried out,
published texts and statistics could have been already used elsewhere, media promotion and
personal contacts have also been utilized.
This wealth of background work means that secondary data generally have a pre-established
degree of validity and reliability which need not be re-examined by the researcher who is reusing such data.
Furthermore, secondary data can also be helpful in the research design of subsequent primary
research and can provide a baseline with which the collected primary data results can be
compared to. Therefore, it is always wise to begin any research activity with a review of the
secondary data.
6.2 References
Jump up^ Bishop, L. (May 2007) 'A reflexive account of reusing qualitative data: beyond
primary/secondary dualism', Sociological Research Online [Online], Special Section on Reusing
Qualitative Data, 12(3)http://www.socresonline.org.uk/12/3/2.html
Jump up^ Moore, N. (2006). The contexts of context: Broadening perspectives in the (re)use of
qualitative data, Sociological Research Online [Online], Special Section on Reusing Qualitative
Data, 12(3)http://erdt.plymouth.ac.uk/mionline/public_html/viewarticle.php?id=27&layout=html
Novak, Thomas P.1996 Secondary Data Analysis Lecture Notes. Marketing Research, Vanderbilt
University. Available online
(telnet):www2000.ogsm.vanderbilt.edu/marketing.research.spring.1996.
3.7 BOOKS Reading

Schutt, R. Investigating the Social World. Sage Publications, 2006.
McCaston, M. Katherine. Tips for Collecting, Reviewing, and Analyzing Secondary Data.
Partnership & Household Livelihood Security Unit(PHLS), February
1998.http://www.livelihoods.org/info/pcdl/docs/work/SL%20Nepal/Reference%20Sheets/Tips
%20for%20Using%20Secondary%20Data.doc
696 Research Methods, Secondary Data Analysis
http://www.csulb.edu/~msaintg/ppa696/696scond.htm
Sundararajan, V. Ethnicity, discrimination and health outcomes: a secondary analysis of hospital
data from Victoria, Australia. Diversity in Health and Social Care, 2007.
Banta, J.E. Substance Abuse and Dependence Treatment in Outpatient Physician Offices, 19972004. American Journal of Drug & Alcohol Abuse.vol 33.aug 2007. p583-593.
Mochmann, Ekkehard. Data Archiving and the Uses of Secondary Analysis. Central Archives for
Empirical Social Research, University of
Cologne.http://www.metadater.org/archiving_and_secondary_analysis.htm
O'Sullivan, E. & Rassel, G. R.. Research Methods for Public Administrators. 3rd Ed.
Longman,1999. p265,268-269.
Kelly, M. Primary and Secondary Data. McKinnon Secondary College, 2005.
http://www.mckinnonsc.vic.edu.au/vceit/infodata/primarysecondary.htm
Corti, L. & Bishop, L. (2005) 'Strategies in Teaching Secondary Analysis of Qualitative Data'
FQS 6(1) http://www.qualitative-research.net/index.php/fqs/article/view/509
3.8 SITES
UK Data Archive: curator of the largest UK collection of digital data in the social sciences and
humanities
3.9 PRIMARY SEARCH

QUESTIONARIE
Q1. Are you USING services / products offered by Airtel?
a. Yes
b. No
Q2. Reason for association with Airtel?
a. Margin
b. Promotional Schemes
c. Demand
d. Dealer relationship
e. Credit Policy
f. Its Service Quality
g. Other Reasons
Q3. Reason why you are not dealing in services and products offered by Airtel?
a. Credit Policy
b. Promotional Material Not Supplied on Time
c. Schemes are not conveyed on time
d. Supply of product is not proper
e. Dont Wish To Specify
Q4. Does the company give proper response to your queries?
a. Yes
b. No
Q5. Have you ever faced problems related to the Services of Airtel?
a. Always
b. Sometimes
c. Never
Q6. Does the problems was resolved by the retailers support desk?
a. Yes
b. No
Q7. How do you rate the customer schemes of the company?
a. Highly Satisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
e. Highly Dissatisfactory
Q8. How do you rate the schemes delivered to the retailers ?
b. Satisfactory
c. Average
d. Dissatisfactory
Q9. How do you rate the retailers support of the company?
b. Satisfactory
c. Average
d. Dissatisfactory
Q10. How do you rate the margin in Airtel services?
b. Satisfactory
c. Average
d. Dissatisfactory
Q11. How do you rate retailer grievance handling mechanism of the company?
b. Satisfactory
c. Average
d. Dissatisfactory
Q12. Does customers are happy when their problems are solved by the retailers support desk?
a. Yes
b. No
Q13. How do you rate the Credit facilities provided by Airtel?
b. Satisfactory
c. Average
d. Dissatisfactory
Q14 How do you rate the Discount offered by Airtel on bulk purchase?
b. Satisfactory
c. Average
d. Dissatisfactory
Q15. How do you rate the Brand Pull of Airtel?
b. Satisfactory
c. Average
d. Dissatisfactory
Q16. How much time does it take for delivery of Airtel SIM Cards / Vouchers after ordering ?
a. 6-12 Hours
b. 1 to 2 Days
c. 2 to 7 Days
d. More than7 Days
Q17. How do you rate the payment norms of Airtel?
b. Satisfactory
c. Average
d. Dissatisfactory
Q18. Rate your overall satisfaction with the services offered by Airtel to retailers?
b. Satisfactory
c. Average
d. Dissatisfactory
8 CONCLUSION
a. Yes
b. No
42%
58%
yes
no
Q2 pie chart
a. Margin
c. Demand
e. Credit Policy
g. Other Reasons
reasons
3% 16%
28%
25%
13%
9%
6%
margin
promotional
schemes
demand
dealer realtionship
credit policy
its services quality
other reasons
Q3 pie chart
a. Credit Policy

dealing
credit policy
26%
promotion material
not supplied on time
14%
schemes are not

conveyed on time
17%
23%
supply of product is
not proper
20%
donot wish to specify
Q4 pie chart
a. Yes
b.no
response
yes
42%
58%
no 7
Q5 pie chart
a. Always
b. Sometimes
c. Never
problems
always
33%
28%
sometimes
never 3
39%
q6 pie chart
a. Yes
b. No
resoloved problem
yes
42%
no
58%
Q7 pie chart
b. Satisfactory
c. Average
d. Dissatisfactory
rate the schemes
9%
highly
statisfactory
16%
satisfactory
average
28%
22%
25%
Q8 pie chart
dissatisfactory
highlydis
statisfactory 2

b. Satisfactory
c. Average
d. Dissatisfactory
rate the schemes of retailer
12%
highly
satisfactory
15%
satisfactory
average
27%
21%
24%
Q9 pie chart
dissatisfactory
highlydis
satisfactory 2

b. Satisfactory
c. Average
d. Dissatisfactory
retailer support of a company

highly staisfactory
8%
12%
19%
satisfactory 5
average
disatisfactory
35%
27%
highlydis
staisfactory 2
Q10 pie chart

b. Satisfactory
c. Average
d. Dissatisfactory
margin in airtel services
12%
highly
statsisfactory
15%
satisfactory
average
27%
21%
dissatisfactory
highlydis
statsisfactory 2
24%
Q11 pie chart

b. Satisfactory
c. Average
d. Dissatisfactory
retailer grievances
highly staisfactory
14%
17%
satisfactory
average
dissatisfactory
26%
20%
highlydis
staisfactory 5
23%
q12 pie chart

a. Yes
b. No
customers are happy when their promblems are soloved
yes
42%
no 5
58%
Q13 pie chart

b. Satisfactory
c. Average
d. Dissatisfactory
rate credit facilites

highly satisfactory
10%
13%
23%
satisfactory
average
dissatisfactory
29%
Q14 pie chart
26%
highlydis
satisfactory 6
b. Satisfactory
c. Average
d. Dissatisfactory
rate the discount offer
highly staisfactory
10%
13%
23%
satisfactory
average
dissatisfactory
29%
26%
highly dis
staisfactory 7
Q15 pie chart

b. Satisfactory
c. Average
d. Dissatisfactory
rate the brand pull of airtel

highly satisfactory
9%
staisfactory
16%
average
dissatisfactory
28%
22%
25%
highly dis
satisfactory 7
Q16 pie chart
a. 6-12 Hours
b. 1 to 2 Days
c. 2 to 7 Days
d. More than7 Days
rate the payment norms
12%
highly satisfactory
15%
satisfactory
average
27%
21%
24%
Q17 pie chart
disstaisfactory
highly dis satisfactory 6

b. Satisfactory
c. Average
d. Dissatisfactory
delivery time
6-12hours
17%
31%
1-2 days
2-7 days
24%
more than 7
days 6
28%
Q18 pie chart

b. Satisfactory
c. Average
d. Dissatisfactory
CH -4
MARKETING STRATEGIES
4.1 products
In marketing, a product is anything that can be offered to a market that might satisfy a want or
need.[1] In retailing, products are called merchandise. In manufacturing, products are bought
as raw materials and sold as finished goods. Commodities are usually raw materials such as
metals and agricultural products, but a commodity can also be anything widely available in the
open market. Inproject management, products are the formal definition of the project
deliverables that make up or contribute to delivering the objectives of the project. In insurance,
the policies are considered products offered for sale by the insurance company that created the
contract.
In economics and commerce, products belong to a broader category of goods. The economic
meaning of product was first used by political economist Adam Smith.
A related concept is that of a subproduct, a secondary but useful result of a production process.
Dangerous products, particularly physical ones, that cause injuries to consumers or bystanders
may be subject to product liability.
product can be classified as tangible or intangible. A tangible product is a physical object that
can be perceived by touch such as a building, vehicle, gadget, or clothing. An intangible product
is a product that can only be perceived indirectly such as an insurance policy.
Intangible Data Products can further be classified into Virtual Digital Goods ("VDG") that are
virtually located on a computer OS and accessible to users as conventional file types, such as
JPG and MP3 files, without requiring further application process or transformational work by
programmers, and as such the use may be subject to license and/or rights of digital transfer, and
Real Digital Goods ("RDG") that may exist within the presentational elements of a data program
independent of a conventional file type, commonly viewed as 3-D objects or a presentational
item subject to user control or virtual transfer within the same visual media program platform.
Open Source Code, GNU Linux, or even Android, may manipulate and/or convert base Virtual
Digital Goods ("VDG") into process-oriented Real Digital Goods ("RDG"), as part of an
application process or manufactured service that may be viewed on Personal Data Assistant
("PDA") or other hand-held tangible devices or OS computer.
A third type in this is services. Services can be broadly classified under intangible products
which can be durable or non durable. Services need high quality control, precision and
adaptability. The main factor about services as a type of product is that it will not be uniform and
will vary according to who is performing, where it is performed and on whom/what it is being
4.1PRODUCTS OF AIRTEL
Airtel Broadband Blocking TPB

Under the Telemedia segment, Airtel provides broadband internet access through DSL, internet
leased lines as well as MPLS (multiprotocol label switching) solutions, as well as IPTV and
fixed line telephone services. Until 18 September 2004, Bharti provided fixed line telephony and
broadband services under theTouchtel brand. Bharti now provides all telecom services including
fixed line services under a common brand airtel. As of September 2012, Airtel provides
Telemedia services to 3.3 million customers in 87 cities.[32] As on 30 November 2012, Airtel had
1.39 million broadband subscribers.[33]
Airtel Broadband provides broadband and IPTV services. Airtel provides both capped as well as
unlimited download plans. However, Airtel's unlimited plans are subject to free usage policy
(FUP), which reduces speed after the customer crosses a certain data usage limit. In some plans,
Airtel provides only 256kbit/s beyond FUP, which is lower than the TRAI specified limit of half
the subscriber's original speed.[34][35] The maximum speed available for home users is 16Mbit/s.
In May 2012, Airtel Broadband and some other Indian ISPs temporarily blocked file sharing
websites such as vimeo.com megavideo.com, thepiratebay.se etc. with out giving any legal
information to the customers.[36]
Digital television[edit]
Main article: Airtel digital TV
The Digital TV business provides Direct-to-Home (DTH) TV services across India under the
brand name Airtel digital TV. It started services on 9 October 2008 and had about 7.9 million
customers at the end of December 2012.[37]
Enterprise[edit]
The Enterprise business provides end-to-end telecom solutions to corporate customers and
national and international long-distance services to telcos through its nationwide fibre optic
backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and international
bandwidth access through the gateways and landing stations. It has two sections under it.
Mobile data service[edit]
The different services under mobile data are BlackBerry services, a web-enabled mobile email
solution working on 'Push Technology', USB modem that helps in getting instant access to
Internet and corporate applications, Airtel Data Card that gives the liberty to access the internet
anytime, Easy Mail is a platform that provides access to personal/corporate e-mails independent
of handset operating system and application services that shorten the queues at the billing
section, off-load the pressure on the billing staff and bring convenience to the user.
Enterprise business solutions[edit]
There are two kind of solutions offered by Airtel. One is GPRS Based Solutions like mobile
applications tools for enterprise, TrackMate, automatic meter reading solutions etc. and the other
is SMS Based Solutions like interactive sms, bulk sms, inbound call center solutions.
Android-based tablet[edit]
Beetel Teletech Ltd., a unit of Bharti Enterprises Ltd., on 18 August launched a 9,999 ($220) 7inch tablet in India based on Google Inc.'s Android operating system. The offering is intended to
capitalise on the expected demand for cheap computing devices in the world's fastest-growing
and second-largest mobile phone market.[38]
Domestic operations[edit]
Main article: Airtel India
Airtel is the largest provider of mobile telephony and second largest provider of fixed
telephony in India, and is also a provider of broadband and subscription television services. It
offers its telecom services under the "airtel" brand, and is headed by Sunil Bharti Mittal.
4.2place
'Place' is concerned with various methods of transporting and storing goods, and then making
them available for the customer. Getting the right product to the right place at the right time
involves the distribution system. The choice of distribution method will depend on a variety of
circumstances. It will be more convenient for some manufacturers to sell to wholesalers who
then sell to retailers, while others will prefer to sell directly to retailers or customers.\
places used by airtel

International operations[edit]
Africa[edit]
Main article: Airtel Africa
Airtel Africa is a subsidiary of Indian telecommunications company Airtel, that operates in 17
countries across Africa. It operates a GSM network in all countries,
providing 2G or 3G depending upon the country of operation.
In March 2010, Bharti purchased mobile operations in 15 African countries from Zain, a Kuwaiti
operator.[39]
On 11 August 2010, Bharti Airtel announced that it would acquire Telecom Seychelles for
US$62 million.[40]
Bangladesh[edit]
Main article: Airtel Bangladesh
Airtel Bangladesh Ltd. is a GSM-based cellular operator in Bangladesh. Airtel is the sixth
mobile phone carrier to enter the Bangladesh market, and originally launched commercial
operations under the brand name "Warid Telecom" on 10 May 2007. Warid Telecom
International LLC, an Abu Dhabibased consortium, sold a majority 70% stake in the company
to India's Bharti Airtel Limited for US$300 million.[41]
Sri Lanka[edit]
Main article: Airtel (Sri Lanka)
Bharti Airtel Lanka (Pvt) Ltd is a subsidiary of Bharti Airtel Limited. Bharti Airtel has been
featured in Forbes Asia's Fab 50 list, rated amongst the best performing companies in the world
in the BusinessWeek IT 100 list 2007, and voted as India's most innovative company in a survey
by The Wall Street Journal
Airtel Lanka commenced commercial operations of services on 13 January 2009. Granted a
licence in 2007 in accordance with the Sri Lanka Telecommunications Act No. 25 of 1991, it is
also a registered company under the Board of Investment Sri Lanka. Under the license, the
company provides digital mobile services to Sri Lanka. This is inclusive of voice telephony,
voice mail, data services and GSM-based services. All of these services are provided under
the airtel brand.
4.3price
value that will purchase a finite quantity, weight, or other measure of a good or service.
As the consideration given in exchange for transfer of ownership, price forms the essential basis
of commercial transactions. It may be fixed by a contract, left to be determined by an agreed
upon formula at a future date, or discovered or negotiated during the course of dealings between
the parties involved.
In commerce, price is determined by what (1) a buyer is willing to pay, (2) a seller is willing to
accept, and (3) the competition is allowing to be charged. With product, promotion, and place
of marketing mix, it is one of the business variables over
which organizations can exercise some degree of control.
It is a criminal offense to manipulate prices (see price fixing) in collusion with other suppliers,
and to give a misleading indication of price such as charging for items that are reasonably
expected to be included in the advertised, list, or quoted price.
Also called sale price and selling price.prices of airtel services
airtel announces all new affordable tariffs for 3G customers
airtel announces all new affordable tariffs for 3G customers
Launches Indias first ever additional data usage Smartbytes packs for 3G postpaid
mobile customers on airtel
New Delhi, May 17, 2012: Bharti Airtel, a leading global telecommunications company with
operations in 20 countries across Asia and Africa, today announced the launch of all new range
of affordable and easy to understand tariff plans for its 3G services. Airtel has also introduced
Smartbytes additional data usage packs for its postpaid Airtel mobile customers on 3G thus
becoming the first in the market to offer customers with the choice of subscribing to
incremental 3G data usage packs. With Airtel 3G Smartbytes, postpaid mobile customers will
now be able to continue enjoying uninterrupted access to high speed browsing on their mobile
devices even after exhausting their monthly data limits. The Smartbytes additional data usage
packs are available in a range of predetermined price options that allow Airtel 3G customers to
choose a plan that suits their needs, while avoiding any billshocks.
With the partnership announced today, no-frills savings account of Axis Bank will be opened for
customers on the airtel money platform called airtel money Super Account powered by Axis
Bank offering customers banking transactions including cash deposit, money transfer and
withdrawal. These accounts will provide convenient, safe and secure savings avenue to
Financial Inclusion customers paying them savings account interest and also enabling them to
make remittances. To begin with, savings and remittance solutions will be provided in the top
four remittance corridors involving Delhi and Mumbai on the sending side and Bihar and East
UP on the receiving side. Thereafter these services may be extended to other remittance
corridors in the country. Gradually other banking products and services like micro Recurring
Deposits, micro Fixed Deposits, small loans and micro-insurance products will also be provided
through this platform.
New airtel 3G packs and prices
Prepaid
MRP
(Rs)
45
Postpaid
Quota
Validity
150
7 Days
MRP
(Rs)
100
MB
100
300
30 Days
250
1 GB
30 Days
450
2 GB
30 Days
1500
10 GB
30 Days
Validity
300
30 Days
MB
MB
Quota
250
1 GB
30 Days
450
2 GB
30 Days
1500
10 GB
30 Days
3G "snacking' proposition now available for more and more customers to experience
3G for as little as Rs 10 this will allow 30 minutes of usage over a 1 day validity
Volume based browsing rate on 3G down from 10p/10kb to 3p/10Kb. This will be
applicable for 3G non-pack users with effect from 17th May 2012
The new Airtel 3G packs are now available for both pre-paid and post-paid customers
across circles using phones as well as dongles
Smartbytes additional data usage packs for postpaid Airtel mobile customers on 3G
MRP (Rs)
Pack benefit
(Mb)
80
200
175
500
300
1024
4.4 promotion
promotion is the method you use to spread the word about your product or service to customers,
stakeholders and the broader public.
Once youve identified your target market, youll have a good idea of the best way to reach
them, but most businesses use a mix of advertising, personal selling, referrals, sales promotion
and public relations to promote their products or services.
4.5 Promotion stragies
Sales promotion is any initiative undertaken by an organisation to promote on increase in sales,
usage or trial of a product or service. Sales promotions are varied. Often they are original and
creative and hence a comprehensive list of all available techniques sales promotion includes
several communication activities that attempt of provide added value or incentives to
consumers, wholesalers, retailers or other organisation customers to stimulate immediate sales.
The purpose of this article is to stabilise them in the market as well as to retain its identity to
find out sales promotional activities in the context of Airtel broadband services at Coimbatore.
For this article the two objectives are framed. The sampling size of the respondents is 100 and
simple random sampling is used to collect data. The statistical tools used to analyse the data
were percentage chi-square and rank analysis. Both the primary and secondary data are used to
collect data for the study. The study revealed the picture of customers perception and
satisfaction which help Airtel broadband to encourage more people to have be the customers
and consumers of Airtel broadband.
Sales promotion: Sales promotion is one of the seven aspects of the promotional mix. (The
other six parts of the Promotional mix are advertising, personal selling, direct marketing,
publicity/public relations, Corporate image and exhibitions.) Media and non-media marketing
communication are Employed for a pre-determined, limited time to increase consumer demand,
stimulate market Demand or improve product availability. Examples include contests, coupons,
freebies loss Leaders, point of purchase displays, premiums, prizes, product samples, and
rebates Sales promotions can be directed at either the customer, sales staff, or distribution
channel Members (such as retailers). Sales promotions targeted at the consumer are called
consumer Sales promotions. Sales promotions targeted at retailers and wholesale are called
trade sales Promotions. Sales promotion includes several communications activities that attempt
to provide added value or incentives to consumers, wholesalers, retailers, or other
organizational customers to stimulate immediate sales. These efforts can attempt to stimulate
product interest, trial, or purchase. Examples of devices used in sales promotion include
coupons, samples, premiums, point-of-purchase (POP) displays, contests, rebates, and
sweepstakes. Sales promotion is needed to attract new customers, to hold present customers, to
counteract competition, and to take advantage of opportunities that are revealed by market
research
II. AIRTEL BROADBAND: ShopAirtel comes from Bharti Airtel Limited, one of Asias
leading incorporated telecom services providers with operations in 20 countries across Asia and
Africa. Airtel, since its commencement, has been at the forefront of technology and has
pioneered several innovations in the telecom sector. Shop.Airtel offers mobile voice & data
services, high speed broadband, IPTV, fixed line, DTH and turnkey telecom solutions for
enterprises
OBJECTIVES To study the promotional activities for Airtel broad band services. To identify
the customers impact on sales promotional activities of Airtel broad band service
Research Design A research design defines the structure or framework within research is carried
out. In this study descriptive research design has been used in order to describe the impact of
sales promotional activities of Airtel Broadband.
sample Size Data were collected from the primary source of 100 respondents who are using
Airtel Broad band.
Sources of Data The researcher used both primary and secondary data, to accomplish the
objective of the study.
Primary Data The primary data are concerned using the following techniques Questionnaire
method and Direct Interview method. The main tool used was, the questionnaire method.
Further direct interview method, where a face-to-face formal interview was taken
Secondary Data The theoretical aspects of the study is collected from various sources which
includes books, journals, magazines, websites and other related projects.
Sampling Technique The researcher adopted Convenience Sampling Method to collect the data.
4.6 Segmentation, Targeting, and Positioning:1) Segmentation:
Segmentation, targeting, and positioning together comprise a three stage process.We first,(1)
Determine which kinds of customers exist, then(2) Select which ones we are best off trying to
serve and, finally,(3) Implement our segmentation by optimizing our products/services for that
segment andcommunicating that we have made the choice to distinguish ourselves that
way.Segmentation involves finding out what kinds of consumers with different needs exist.In
the auto market, for example, some consumers demand speed and performance,while others are
much more concerned about roominess and safety.
SEGMENTATION OF AIRTEL
On the basis of Geographic variables:-
Region wise
:East Region (West Bengal, Assam, Arunachal Pradesh etc.)
West Region (Gujarat, Rajasthan, Maharashtra etc.)
South Region (Andhra Pradesh, Karnataka, Kerala etc.)
North Region (Punjab, Haryana, Himachal Pradesh etc.)
Central Region (Madhya Pradesh, Chhattisgarh, Jharkhand etc.)
Density of area
:Urban (Cities Such As Mumbai, Delhi, Pune, Jaipur etc.)

Semi-urban (Nasik, Aurangabad, Ahemadnagar etc.)
Rural (Baramati, Khed, Saswad etc.)
On the basis Demographic variables:Age
:1) From age group 18 < 35

As most of the people start using a mobile from the age of 18 so we may make a segment of a
age group 18 to 35 as most of them will be students and remaining will be young professionals
working in the industry. So they need SMS plans for chatting and they also need cheap calling
rates. We may provide the FRINDZ card to them.
2) 35 and above
As most of these group will be working and dont use mobile for SMS and chatting. So this group needs
only the calling facility at a reasonable rate. This Group may continue using the general plan.
Income
PREPAID & POSTPAID
Generally the mobile service providers plan their marketing strategies according to the prepaid
market and postpaid market. So it basically depends upon the income of the consumer that
whether he selects the prepaid or postpaid. Generally the consumers with low income choose
prepaid and consumers with high income choose postpaid.
On the basis of Behavioral variables
Brand Loyalty
We can also segment it on the basis of the loyal customers and non-loyal customers of the
brand. We can provide various schemes and offers to the loyal customers to retain him with our
product.
Targeting of Airtel
Airtel has targeted the premium and upper middle class. The motto behind this is only those
segments should be targeted who value time and have the paying capacity. During the
introduction stage there was a huge pressure to get consumers across to hook up with their
brand, because getting them to Airtel by their earlier brand and switching their brand loyalty
was too tough. Airtel marketers have been concentrating totally on the business executive class
but now that the basic viable volumes has been built up and prices have declined to a certain
extent they are planning to venture further field.
TARGETING AREAS
Professionals by giving free calls in postpaid connections.
Entrepreneur by giving various plan in which they may get internal calling free.
Youth with the FRIENDZ Scheme.
Targeting Students by introducing postpaid connection only for students and with zero rentals.
Positioning:
The product is supposed to be a business efficiency tool. A lifestyle revolution and a status
symbol. The emphasis is to remove misconception that the cell phone is an expensive means of
communication. Its a day to day use commodity and is no more a symbol of status.
When it comes to Airtel who can forget the melodious, sweet music of its composed by A.R.Rehman. The music
attracts us in various forms such as chorus, whistle, piano and in many other forms. The latest advertisements of
Airtel Jo tera hai who mera hai and Kyun ki hare k friend jaruri hot hai have created a brand image in the
minds of youngsters. This is one of the positioning strategy of Bharti Airtel.
4.7Distribution channels of airtel
Distribution channels in marketing are one of the classic 4 Ps (product, promotion, price,
placement a.k.a. distribution). Theyre a key element in your entire marketing strategy
they help you expand your reach and grow revenue.
A multi-regional marketing and sales team builds both direct and indirect sales channels.
Regional organizations are responsible for the definition of the sales & marketing strategies,
and plans for their respective territories. Each region also provides significant inputs and
reviews of the corporate strategic sales, marketing, and product direction.
In order to capitalize on the opportunities in each geographic region, Bharti Airtel has put into
place a network of on-the-ground, experienced and incentivised sales and marketing personnel.
The teams there build both direct customer relationships as well as indirect channels (through
handset manufacturer, Network Solutions Provider, etc.).
Company uses second and third degree distribution network.
Second degree distribution network:
===========================================
Company makes invoice of SIMs, PEFs, GSM Pay Phones, RCVs of various denominations
chiefly Rs.10, Rs 30 and Rs. 60 to only Urban Distributors and Rural Super Distributors. Easy
balance is also transferred to only Urban Distributors (UDs) and Rural Supers (RS).
Urban distributors distribute the above items to retailers according to the demand and transfer
easy balance to retailer through FOS SIM. Therefore, this setup of distribution is Second
Degree and it is more suitable for catering to the need of urban areas.
Third degree distribution network:
==========================================
RS distributes the above items to Rural Distributors commonly known as RDs and transfers
easy balance into Rural Distributors SIM. Rural Distributor then distribute the above items
among the retailer according to the demand of it and transfer easy balance to retailer through
FOS SIM from easy balance of Distributor SIM. This three level distribution is used to reach to
sub urban and rural areas.
Relative comparison and advantages of second and third degree distribution network:
====================================================================
==============
Second degree distribution is suitable for urban areas because the demand is higher, there is
high population density and thats why quick availability of product and services are required.
As the UD gets items directly from the company so products, services and promotion
materials can be made available to retailers in shorter period of time.
UD can generate secondary and consequently primary in shorter period of time.
Three degree distribution is suitable for catering to rural areas because lesser population
density and large spread of geographical areas.
Since in rural areas there is poor banking infrastructure and courier services hence for
availability of products and services, three degree distribution is more appropriate.
Field officer sales (FOS):
FOS is manpower of UDs and RDs, who on behalf of them sell the SIM, RCVs, Easy balance
etc. to retailers under his assigned beat. These are only manpower of the distributors who works
in the market.
Roles and responsibility of FOS:
FOS is responsible for the secondary sales under his assigned beat.
FOS is responsible for collecting PEFs, money against billing by retailer and distribution of
promotion material among retailers in consultation with TM.
Circulate communication from the company properly to Retailers regarding schemes, new
offers, incentives etc.
FOS resolves the retailer complains through FOS help line.
To escalate the unresolved claims and complains of retailers to distributor and TM.
Urban Distributors:
====================================
These are known as UD and located at District HQ. It distributes the products, easy balance,
services and promotion material to retailer in designated urban areas of a district and
responsible for smooth attainment of target of SIM activation and recharge without encroaching
into other distributors territories. All retailers Lapu SIM falling under the particular beat is
mapped with corresponding FOS of that beat and FOS SIM is mapped to the distributor (UD)
SIM. Distributors use distributor SIM to transfer and distribute Easy Balance to mapped FOS.
FOS uses FOS SIM to transfer the easy balance to mapped retailers Lapu SIM.UD gets certain
percentage discount on their billing to company. From which certain percentage discount they
have to give on their secondary sales to the retailer. Thus Urban distributor works with certain
percentage margin on all its sales. Each UD gets a distributor SIM, FOS SIM as many as per
FOS and a 503 SIM or activation SIM. They have to make DD payments to company for
primary only on Monday and Thursday per week.
Roles and responsibility of Urban Distributors:
Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones, Lapu SIM, FOS SIM,
Replacement SIM according to the retailers and other requirement within its territory only.
Activate customer SIMs within its territory after proper checking of POI, POA and error free
PEF.
Collect all PEFs and Re-documents from retailers and send it to respective Circle Head Quarter.
Distribution of promotional materials among the retailers according to the allocation of
TM/ZSM, received from company.
Maintains distributor health report, secondary details regarding retailers and SIM activation
details. These reports have to be shared with TM.
To make DD payments to company for primary on scheduled date only.
To maintain required stock of RCVs and Easy Recharge for 10 days secondary.
Circulate communication from the company properly to retailers.
Escalation of retailers claims and complains to TM/ZSM.
Rural Super:
=============================
These are known as RS and mainly located at district headquarters. It distributes the products,
easy balance, services and promotion materials to its rural distributors only. Under one Rural
Super there has to be maximum 12 RDs and they can maximum 1 cr turnover. They get certain
percentage discount on their billing to company. From which certain percentage discount they
have to give on their secondary sale to the RDs. Thus RS works withcertain percentage margin
on all its sales. Each RS gets a RS SIM. They have to make DD payments to company for
primary only on two schedule days per week.
Roles and responsibility if Rural Super:
Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones, replacement SIM etc.
according to the RDs requirement within its territory only.
Collect all PEFs and Re-documents from RDs and send to respective Circle Head Quarter.
Distribution of promotional materials among the RDs according to the allocation of TM/ZSM,
received from company.
Maintains distributor health report, secondary details regarding RDs and SIM activation details.
These reports have to be shared with TM.
To make DD payments to company for primary on scheduled date only.
To collect money for invoices to RDs on schedule date and arrange the supply of items of the
invoices to RDs.
Circulate communication from the company properly to RDs.

Escalation of RDs claims and complains to TM/ZSM.
Rural Distributors:
====================================
These are known as RD and can be located at blocks and towns. For every 5000 population
there has to be a rural distributor. It distributes the products, services and promotion material in
designated territory and responsible for smooth attainment of target of SIM activation and
recharge without encroaching into other distributors territories. They get certain percentage
discount from RS on their billing to Rural Super. They cannot get invoice from company
directly. From which certain percentage discount they have to give on their secondary sales to
the retailer. Thus rural distributor works with certain percentage margin on all its sales. Each
RD gets a distributor SIM, one FOS SIM per FOS and a 503 SIM or activation SIM. They have
to make payments to RS for primary only on two schedule days per week.
Roles and Responsibility of Rural Distributor:
Distribution of SIM, RCV, Easy Recharge, PEF, GSM Pay Phones,
Replacement SIM etc. according to the Retailers requirement within its territory only.
Collect all PEFs and Re-documents from retailers and send it to respective RS.
Distribution of promotional materials among the retailers according to the allocation of
TM/ZSM, received from company.
Maintains distributor health report, secondary details regarding Retailers and SIM activation
details. These reports have to be shared with TM.
To make DD payments to RDs for primary on scheduled date only.
To collect money for invoices to Retailers and arrange the supply of items of the invoices to
Retailers.
Circulate communication from the company properly to retailers.
Escalation of retailers claims and complains to TM/ZSM and Rural Super.
Retailers:
===========================
Retailers are mainly mobile handset shops, phone booths, mobile servicing and repairing shops
and other shops which are strategically located and from where customer can purchase the
products and services. Retailer gets 3% discount from RDs/UDs on their billing to RDs/UDs.
Thus retailer works with 3% margin on all its sales. Selected retailer gets retailer SIM known as
Lapu SIM mapped with a distributor and a FOS.
Roles and responsibility of retailer:
Fill error free PEFs and verification of supporting copy for POI and POA of the customer with
originals and same for the Re-documents before activating the SIM.
Proper utilization and display of promotional materials.
Communicate customers properly about the schemes, new offers and benefits.
To sell the product and services to customer at right price.
Serve the customers requirements with the available stocks of SIM, RCV and easy balance
etc. and not to create artificial shortage.
Should purchase RCVs, SIMs and Easy Balance from respective distributor only.
Field officer sales (FOS)
FOS is manpower of UDs and RDs, who on behalf of them sell the SIM, RCVs, Easy balance
etc. to retailers under his assigned beat. These are only manpower of the distributors who works
in the market.
Roles and responsibility of FOS:
FOS is responsible for the secondary sales under his assigned beat.
FOS is responsible for collecting PEFs, money against billing by retailer and distribution of
promotion material among retailers in consultation with TM.
Circulate communication from the company properly to Retailers regarding schemes, new
offers, incentives etc.
FOS resolves the retailer complains through FOS help line.
To escalate the unresolved claims and complains of retailers to distributor and TM.
Company supports and monitoring of sales and distribution networks

Company has dedicated departments called as customer service division (CSD) which helps in
the following ways to resolve the retailer complains, helps FSO to resolve the escalated retailer
complaints and provides valuable supports to territory managers and ZSM in monitoring the
sales and distribution networks.
It resolves the customer general complains.
It provides help line to retailers and FOS.
It also provides help line to territory managers and helps them to resolve escalated retailer
issues, FOS issues and other information required by TM.Communicates all service related
message to retailers, FOS, distributors, TM and ZSM.
Bharti airtel limited Organization structure (India and South Asia)
Chairman
Sunil Bharti
Mittal
MD & CEO
(India and
South asia)
Gopal Vittal
Direct
Direct
Director
Dire
or-
or &
ctor-
Consu
CEO,
Human
Glob
mer
Global
Resourc
al
Busin
Voice
es
Supp
ess
& Data
Srikant
ly
Sriniv
Busine
Chai
asan
Gopal
an
ss
Ajay
Chitka
Moti
h Karra
Gya
mlan
ra
Direct
Direct
or,
Marke
t
Opera
tions
Ajai
Puri
or Enterp
rise
and
Gover
nment
Manis
h
Prakas
Director
Networ
k
CFO
Service
Nila
s Group
njan
Abhay
Roy
Savarga
onkar
Direct
or
Director
-Cust
omer
CEO-
Exper
DTH
ience
Shashi
Raghu
Arora
nath
Mand
ava
CIO
Legal &
Har
Regulat
meen
ory
Meht
Sameer
Chugh
ch5 Balance sheet

(Rs crore)
Mar '
14
Mar ' 13
Mar '
Mar '
Mar '
12
11
10
Sources of funds
Owner's fund
Equity share
capital
1,898.8
1,998.70
1,898.80
1,898.80
1,898.77
186.09
share capital
Reserves &
64,729.3
47,530.
42,212.8
34,650.1
surplus
52,247.40
80
1.40
-1,236.50
2.90
17.10
39.43
Share
application
money
Preference
Loan funds
Secured loans
Mar '
14
Mar ' 13
Unsecured
loans
8,521.30
14,216.30
75,250.7
Total
67,126.00
Mar '
Mar '
Mar '
12
11
10
14,126.
10,216.0
50
4,999.49
63,559.
54,344.7
41,773.9
00
63,885.
59,457.9
44,212.5
Uses of funds
Fixed assets
73,949.2
Gross block
71,911.80
40
2.13
23,444.
18,757.2
16,187.5
60
40,440.
40,700.7
28,022.8
80
6,479.20
1,594.74
12,337.
11,813.0
15,773.3
80
23,078.
12,589.7
60
Less :
revaluation
reserve
Less :
accumulated
34,071.0
depreciation
28,729.20
39,878.2
Net block
43,182.60
Capital workin-progress
4,466.5
1,244.20
1,030.80
34,523.9
Investments
28,199.10
Net current assets

Current assets,
loans &
22,557.8
advances
15,470.70
9,225.08
Mar '
14
Mar ' 13
Mar '
Mar '
Mar '
12
11
10
16,764.
17,237.9
12,842.0
70
6,313.9
Less : current
liabilities &
22,953.4
provisions
20,757.20
Total net
current assets
-395.60
-5,286.50
4,648.20
3,616.92
63,559.
54,344.7
41,773.9
00
11,807.1
11,708.0
11,619.9
27,122.60
105.10
4,216.67
Miscellaneous
expenses not
written
75,250.7
Total
67,126.00
Notes:
Book value of
unquoted
25,819.5
investments
Market value of
quoted
30,998.1
investments
1,084.10
533.40
Contingent
87,232.1
1,23,273.
8,261.1
liabilities
00
6,852.10
3,921.50
37975.3
37975.3
37975.3
Number of
equity
sharesoutstandi
39974.0
ng (Lacs)
37975.30
Mar '
14
Mar ' 13
Mar '
Mar '
Mar '
12
11
10
key Financial Ratios of

Bharti Airtel
Mar
Mar
Mar
Mar
Mar
'14
'13
'12
'11
'10
Face Value
5.00
5.00
5.00
5.00
5.00
Dividend Per Share
1.80
1.00
1.00
1.00
1.00
Operating Profit Per Share (Rs)
40.77
35.47
35.9
35.1
36.6
124.8
119.4
109.
100.
93.7
55
11
Free Reserves Per Share (Rs)
--
--
--
--
Bonus in Equity Capital
78.37
82.49
82.4
82.4
82.4
32.65
29.70
32.7
35.0
39.0
Investment Valuation Ratios
Net Operating Profit Per Share (Rs)
84.6
4
Profitability Ratios
Operating Profit Margin(%)
Profit Before Interest And Tax
18.2
22.7
28.0
18.5
22.9
28.1
27.5
32.1
35.2
27.5
32.1
35.2
13.5
20.1
26.3
13.5
20.1
26.3
13.1
16.6
23.8
11.5
17.4
25.7
11.5
17.4
23.2
142.5
130.
116.
96.2
16
16
Return on Assets Including
166.9
142.5
130.
116.
96.2
Revaluations
16
16
Return on Long Term Funds(%)
13.40
12.66
14.4
17.5
24.3
Current Ratio
0.93
0.65
1.02
0.63
0.70
Quick Ratio
0.98
0.75
1.37
0.73
0.67
Debt Equity Ratio
0.13
0.24
0.29
0.23
0.14
17.85
14.19
Gross Profit Margin(%)
18.16
14.65
Cash Profit Margin(%)
27.65
25.46
Adjusted Cash Margin(%)
27.65
25.46
Net Profit Margin(%)
12.99
10.88
Adjusted Net Profit Margin(%)
12.99
10.88
Return On Capital Employed(%)
13.18
12.07
Return On Net Worth(%)
9.89
9.41
Adjusted Return on Net Worth(%)
10.20
9.41
Return on Assets Excluding
166.9
Revaluations
Margin(%)
Liquidity And Solvency Ratios
Long Term Debt Equity Ratio
0.11
0.18
0.17
0.17
0.12
Interest Cover
7.42
4.91
5.98
27.9
85.8
Total Debt to Owners Fund
0.13
0.24
0.29
0.23
0.14
Financial Charges Coverage Ratio
12.83
9.04
10.2
42.1
49.6
11.35
8.22
9.34
39.0
48.7
45,38
21,59
1,29
1,10
1,30
0.45
5.67
6.07
5.17
7.05
22.63
20.70
23.1
21.3
15.3
45,38
21,59
1,29
1,10
1,30
0.45
5.67
6.07
5.17
7.05
Fixed Assets Turnover Ratio
0.86
0.82
0.84
0.82
0.88
Total Assets Turnover Ratio
0.84
0.90
0.84
0.92
0.93
Asset Turnover Ratio
0.70
0.69
0.71
0.79
0.92
Average Raw Material Holding
--
--
--
--
--
Average Finished Goods Held
--
--
--
--
0.41
43.9
53.47
52.3
36.5
0.40
0.56
0.92
0.78
Debt Coverage Ratios
Financial Charges Coverage Ratio

Post Tax
Management Efficiency Ratios
Inventory Turnover Ratio
Debtors Turnover Ratio
Investments Turnover Ratio
Number of Days In Working Capital
-17.92
Profit & Loss Account Ratios

Material Cost Composition
--
Imported Composition of Raw
--
--
--
--
--
--
--
--
--
6.75
7.01
6.13
4.83
4.77
5.03
Dividend Payout Ratio Net Profit
10.90
7.45
6.62
4.92
4.02
Dividend Payout Ratio Cash Profit
5.20
3.18
3.26
3.08
2.80
Earning Retention Ratio
89.44
92.55
93.3
95.0
95.5
Cash Earning Retention Ratio
94.88
96.82
96.7
96.9
96.9
AdjustedCash Flow Times
0.61
1.09
1.21
0.83
0.40
Mar
Mar
Mar
Mar
Mar
'14
'13
'12
'11
'10
16.51
13.42
15.0
20.3
24.8
166.9
142.5
130.
116.
96.2
16
16
Materials Consumed
Selling Distribution Cost
Composition
Expenses as Composition of Total
Sales
Cash Flow Indicator Ratios
Earnings Per Share
Book Value
ANNUAL REPORT
The Directors have pleasure in presenting the 19th Annual Report on

the Company''s business and operations, together with audited financial
statements and accounts for the financial year ended March 31, 2014.
Company Overview
Bharti Airtel continued to be among the top four mobile service

providers globally with presence in 20 countries, including India, Sri
Lanka, Bangladesh and 17 countries in the African continent. The
Company''s diversified service range includes mobile, voice and data
solutions using 2G, 3G and 4G technologies. Its service portfolio also
comprises an integrated suite of telecom solutions to its customers,
besides providing long-distance connectivity in India, Africa and rest
of the world. The Company also offers Digital TV and IPTV services in
India.
All these services are rendered under a unified brand ''airtel'', either
directly or through subsidiary companies. The Company also deploys,
owns and manages passive infrastructure pertaining to telecom
operations through its subsidiary, Bharti Infratel Limited, which also

owns 42% of Indus Towers Limited. Together, Bharti Infratel and Indus
Towers is the largest passive infrastructure service provider in India.
Financial Results
In line with the statutory guidelines, the Company has adopted

International Financial Reporting Standards (IFRS) for accounts
consolidation from FY 2010-11. The Company publishes its standalone
accounts according to India''s Generally Accepted Accounting Principles
(IGAAP). The consolidated and standalone financial highlights of the
Company''s operations are as follows:
Consolidated Financial Highlights (IFRS)
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Millions Millions* Millions Millions*
Gross revenue
EBITDA before
857,461
277,770
14,151
4,584
769,045
232,579
14,129
4,273
exceptional items
Cash profit from
241,813
3,991
195,643
3,594
operations before
derivatives and forex
fluctuations (before
exceptional items)
Earnings before
taxation
78,643
Net Income / (loss)
1,298
27,727
47,853
458
879
22,757
418
* 1 USD = Rs. 60.59 Exchange Rate for financial year ended March 31, 2014
(1 USD = Rs. 54.43 for financial year ended March 31, 2013)
Standalone Financial Highlights (IGAAP)
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Gross revenue
499,185
EBITDA before
171,522
8,239
2,831
453,509
8,332
149,338
2,744
exceptional items
Cash profit from
158,158
2,610
132,815
2,440
operations after
fluctuations (after
exceptional items)
Earnings before
taxation
83,774
Net Income / (loss)
1,383
66,002
64,548
1,089
1,186
50,963
936
The financial results and the results of operations including major
developments have been further discussed in detail in the Management

Discussion and Analysis section.
Share Capital
During the year, the Company allotted 199,870,006 fully paid up equity
shares of face value of Rs. 5/- each to Three Pillars Pte. Limited,
Singapore an affiliate of Qatar Foundation Endowment SPC (belonging to
non-promoter category) at an issue price of Rs. 340/- per equity share
(including premium of Rs. 335/- per equity share) for an aggregate
consideration of Rs. 67,955.80 Mn (Rupees sixty seven billion nine
hundred and fifty five million eight hundred and two thousand and forty
only) on preferential basis.
Accordingly, the issued, subscribed and paid-up equity share capital of

the Company increased from Rs. 18,987.65 Mn divided into 3,797,530,096
equity shares of Rs. 5/- each as on March 31, 2013 to Rs. 19,987 Mn divided
into 3,997,400,102 equity shares of Rs. 5/- each as on March 31, 2014.
General Reserve
Pursuant to Section 123 of the Companies Act, 2013, the Company is not
mandatorily required to transfer any amount to the General Reserve.

Accordingly, the Company has not transferred any amount to the General
Reserve.
Dividend
The Board recommends a final dividend of Rs. 1.80 per equity share of Rs. 5
each (36% of face value) for the FY 2013-14. The total dividend payout
will amount to Rs. 7,195 Mn excluding tax on dividend. The payment of
dividend is subject to the approval of the shareholders in the
Company''s ensuing Annual General Meeting.
Transfer of amount to Investor Education and Protection Fund
Since the Company declared its maiden dividend in August 2009 for the
FY 2008-09, no unclaimed dividend is due for transfer to Investor
Education and Protection Fund.
Fixed Deposits
The Company has not accepted any fixed deposits and, as such, no amount
of principal or interest was outstanding, as on the balance sheet
closure date.
Capital Market Ratings
As on March 31, 2014, the Company was rated by two domestic rating
agencies, namely CRISIL and ICRA, and three international rating
agencies, namely Fitch Ratings, Moody''s and S&P.
- CRISIL and ICRA maintained their long-term ratings of the Company.

Currently, they rate the Company at [CRISIL] AA / [ICRA] AA with a
stable outlook. Short- term ratings were reaffirmed at the highest end
of the rating scale at [CRISIL] A1 / [ICRA] A1 .
- During the year, Moody''s, an international credit rating agency,

initiated ratings coverage on the Company and assigned it a rating of
Baa3, with a stable outlook. As of March 31, 2014, the Company
continued to be rated at the same level by Moody''s.
- S&P upgraded its ratings to BBB- with a stable outlook during the
year (BB / Stable earlier).
- Fitch maintained its rating at BBB- but upgraded the outlook to
Stable (BBB- / Negative earlier).
As on March 31, 2014, the Company was rated Investment Grade with a
''Stable'' outlook by all three international credit rating agencies.
Employee Stock Option Plan
The Company presently has two Employee Stock Option (ESOP) schemes,
namely the Employee Stock Option Scheme 2001 and the Employee Stock
Option Scheme 2005. Besides attracting talent, the Schemes also helped
to retain talent and experience.
Both the above mentioned ESOP schemes are at present administered

through a Trust, whereby the shares held / acquired by the Trust are
transferred to the employee, upon exercises of stock options as per the
terms of the Scheme.
In view of the Circular issued by SEBI, the Company stopped acquiring

further shares from the open market towards appropriation of the same
for the ESOP scheme 2005. The shares acquired / held by the Trust prior
to the circular will be utilised to administer the above schemes in
accordance with the applicable regulations.
In compliance with the provisions of Securities and Exchange Board of

India (Employee Stock Option Scheme and Employee Stock Purchase Scheme)
Guidelines, 1999 (the SEBI Guidelines), HR & Nomination Committee
administers and monitors the Company''s ESOP schemes. The applicable
disclosures as stipulated under the SEBI Guidelines, as on March 31,
2014 are provided in Annexure C to this report.
A certificate from M/s. S. R. Batliboi & Associates LLP, Chartered

Accountants, Statutory Auditors, with respect to the implementation of
the Company''s ESOP schemes, would be placed before the shareholders at
the ensuing Annual General Meeting. A copy of the same will also be
available for inspection at the Company''s registered office.
Directors
In line with the Company''s policy on Independent Directors, Mr. Pulak

Prasad has retired from the Board w.e.f. September 5, 2013. Further,
during the previous financial year, Mr. Nikesh Arora ceased to be the
Director of the Company w.e.f. March 13, 2014. The Directors place on
record their appreciation for help, guidance and contribution made by
the outgoing Directors during their tenure on the Board.
Sheikh Faisal Thani Al-Thani, Mr. Ben Verwaayen, Mr. V. K. Viswanathan

and Mr. D. K. Mittal were appointed as Additional Directors during the
year. They will cease to hold office on the date of ensuing Annual
General Meeting and are eligible for re-appointment. The Company has
received notices from members under Section 160 of the Companies Act,
2013 (Corresponding section to Section 257 of the Companies Act, 1956),
proposing the appointment of Sheikh Faisal Thani Al-Thani as the
Company''s Non-Executive Director and appointment of Mr. Ben Verwaayen,
Mr. V. K. Viswanathan and Mr. D. K. Mittal as the Company''s
Non-Executive Independent Directors along with necessary deposit of Rs.
1,00,000/- for each Director. The Board recommends their appointment.
Ms. Chua Sock Koong and Mr. Rajan Bharti Mittal retire by rotation at
the ensuing Annual General Meeting and being eligible, have offered
themselves for re-appointment.
In terms of Section 149, 150 and 152 read with Schedule IV and any
other applicable provisions, if any, of the Companies Act, 2013 and
rules made thereunder and Clause 49 of the Listing Agreement, it is
proposed to appoint Mr. Manish Kejriwal, Ms. Obiageli Ezekwesili and
Mr. Craig Ehrlich as Independent Directors of the Company to hold
office for the term as mentioned in the explanatory statement to item

nos. 7 to 14 of notice of the Annual General Meeting.
Mr. Tsun-yan Hsieh, Independent Director has expressed his desire to

step down from the Board effective from the conclusion of ensuing
Annual General Meeting. Accordingly, his appointment as an Independent
Director for a further term, as required under the provisions of
Companies Act, 2013, is not being proposed to the shareholders at the
ensuing Annual General Meeting.
The Company has received declarations from all the Independent

Directors of the Company confirming that they meet with the criteria of
independence as prescribed both under Section 149 of the Companies Act,
2013 and under Clause 49 of the Listing Agreement with the Stock
Exchanges and in the opinion of the Board, all the Independent
Directors proposed to be appointed fulfil the conditions specified in
the Companies Act, 2013 and the rules made thereunder and are
independent of the management. The Board recommends their appointment.
A brief resume, nature of expertise, details of directorships held in

other public limited companies of the Directors proposed to be
appointed / re-appointed, along with their shareholding in the Company,
as stipulated under Clause49 of the Listing Agreement with the Stock

Exchanges, is appended as an annexure to the Notice of the before
Subsidiary Companies
As on March 31, 2014, your Company has 117 subsidiary companies, as set
out in Page no. 242 of the Annual Report (for Abridged Annual Report
please refer Page no. 92).
Pursuant to the General Circular No. 2 / 2011, dated February 8, 2011,

issued by the Ministry of Corporate Affairs, Government of India, the
Board of Directors have consented for not attaching the balance sheet,
statement of profit & loss and other documents, as set out in Section
212(1) of the Companies Act, 1956, in respect of its subsidiary
companies, for the year ended March 31, 2014.
The statement pursuant to the above referred circular is annexed on

page no. 99 of the Abridged Annual Report and page no. 249 of the full
version Annual Report.
The audited financial statements of each of its subsidiaries are
available for inspection at the Company''s registered office and the

registered office of the respected subsidiary companies. Copies of the
annual accounts of the subsidiary companies will also be made available
to the investors of Bharti Airtel and those of the subsidiary companies
upon request.
Abridged Financial Statements
In terms of the provision of Section 219(1)(b)(iv) of the Companies

Act, 1956 and Clause 32 of the Listing Agreement, the Board of
Directors has decided to circulate the Abridged Annual Report
containing salient features of the balance sheet and statement of
profit & loss and other documents to the shareholders for the FY
2013-14, who have not registered their e-mail id. Full version of the
Annual Report will be available on the Company''s website,
www.airtel.com, and will also be made available to investors upon
request. To support the green initiative of the Ministry of Corporate
Affairs and in accordance with the provisions of Companies Act, 2013,
the Company has also decided to send all future communications,
including the Annual Report, through email to those shareholders, who
have registered their email id with their depository participant /
Company''s registrar and share transfer agent. If a shareholder wishes
to receive a printed copy of such communications, he / she may please

send a request to the Company, which will send a printed copy of the
communication to the shareholder. The shareholders are hereby requested
to kindly update their email ids with the Registrar and share transfer
agent (RTA) and respective Depository Participants (DPs).
Management Discussion & Analysis Report
Management''s Discussion and Analysis Report for the year under review,
as stipulated under Clause 49 of the Listing Agreement with the Stock
Exchanges in India, is presented in a separate section forming a part
of the Annual Report.
Corporate Governance
A detailed report on Corporate Governance, pursuant to the requirements

of Clause 49 of the Listing Agreement, forms part of the Annual Report.
However, in terms of the provision of Section 219(1)(b)(iv) of the
Companies Act, 1956 and Clause 32 of the Listing Agreement, the
Abridged Annual Report, excluding this report, has been sent to the
Company''s members. Members who desire to obtain the full version of the
report may write to the Company Secretary at the registered office
address and will be provided with a copy of the same. A certificate

from M/s. S. R. Batliboi & Associates LLP, Chartered Accountants,
Gurgaon, the Statutory Auditors of the Company, confirming compliance
of conditions of Corporate Governance, as stipulated under Clause 49,
is annexed to the report as Annexure A.
Corporate Social Responsibility & Sustainability and Business

Responsibility Report
At Bharti Airtel, Corporate Social Responsibility (CSR) encompasses

much more than social outreach programmes. It lies at the heart of the
Company''s business operations. Detailed information on the Company''s
CSR initiatives is provided in this Annual Report''s CSR section and the
Business Responsibility Report.
SEBI, vide its Circular CIR/CFD/DIL/8/2012 dated August 13, 2012,

mandated the top 100 listed entities, based on market capitalisation at
BSE and NSE, to include Business Responsibility Report as a part of the
Annual Report describing the initiatives taken by the companies from
Environmental, Social and Governance perspective.
Accordingly, a detailed report on Corporate Social Responsibility and
Business Responsibility Report forms a part of the Annual Report.

However, in terms of the Section 219(1)(b)(iv) of the Companies Act,
1956 and Clause 32 of the Listing Agreement, the Abridged Annual
Report, excluding this report, will be sent to the Company''s members.
Members who desire to obtain the full version of the report may write
to the Company Secretary at the registered office address and will be
provided with a copy of the same.
Sustainability Journey
Sustainability initiatives have been integral to the Company''s journey

since inception. The last three years witnessed the Company adding a
more comprehensive and structured sustainability plan with active
co-operation of all stakeholders. The objective is to benefit our
community and the planet through all our operations and engagements.
Bharti Airtel is strengthening its efforts on issues like climate
change, employee engagement, waste management, digital inclusion and
impact on communities, among many others.
The Company is committed to maintain the highest standards of

governance, safety and environmental performance across the value
chain.
An update on the sustainability journey of the Company forms part of

the Corporate Social Responsibility and Sustainability report. The
detailed sustainability report for the year 2012-13 is available on the
website of the Company and can be viewed by clicking the hyperlink
http://www.airtel.in/sustainability.
Statutory Auditors
The Company''s Statutory Auditors, M/s. S. R. Batliboi & Associates LLP,

Chartered Accountants, Gurgaon, will retire at the conclusion of the
In terms of provisions of Section 139 of the Companies Act, 2013 and

Companies (Audit and Auditors) Rules, 2014, the Statutory Auditors
(including Associate Audit Firm) can be appointed for a maximum term of
10 years which shall be inclusive of the existing tenure completed by
such Statutory Auditors.
Since, M/s. S. R. Batliboi & Associates LLP, Chartered Accountants has

completed 7 years as Statutory Auditors of the Company, it is proposed
to re-appoint them for a further term of 3 consecutive years from the
conclusion of the ensuing Nineteenth Annual General Meeting to the

conclusion of Twenty-Second Annual General Meeting subject to
ratification by the shareholders at every Annual General Meeting.
The Company has received letters from the Auditors to the effect that
their appointment, if made, shall be in accordance with the conditions
as prescribed in the rule 4 of the Companies (Audit and Auditors)
Rules, 2014, and that they are not disqualified for appointment within
the meaning of Section 139 and 141 of the Companies Act, 2013.
Auditors'' Report
The Board has duly examined the Statutory Auditors'' Report to the
accounts, which is self-explanatory. Clarifications, wherever
necessary, have been included in the Notes to Accounts section of the
Annual Report.
As regards the comments under para i(a) of the annexure to the

Independent Auditors'' Report regarding updation of quantitative and
situation details relating to certain fixed assets, the Company has
initiated a comprehensive project with the involvement of technical
experts, to deploy automated tools and processes which will enable near
real- time tracking and reconciliation of fixed assets. This project

will be spread over two years.
Cost Auditors
The Board, on the recommendation of the Audit Committee and subject to

the rules to be notified by the Ministry of Corporate Affairs (MCA) in
this regard, has approved the appointment of M/s. R. J. Goel & Co.,
Cost Accountants, as Cost Auditor for the financial year ending March
31, 2015. The Cost Auditors will submit their report for the financial
year ending 2013-14 on or before the due date.
In accordance with the provisions of Section 148 of the Companies Act,

2013 read with the Companies (Audit and Auditors) Rules, 2014, since
the remuneration payable to the Cost Auditors is required to be
ratified by the shareholders, the Board recommends the same for the
approval by the shareholders at the Annual General Meeting.
Secretarial Audit Report
The Company had appointed M/s. Chandrasekaran Associates, Company

Secretaries, New Delhi, to conduct its Secretarial Audit for the
financial year ended March 31, 2014. The Secretarial Auditors have
submitted their report confirming the compliance with all the
applicable provisions of various corporate laws. The Secretarial Audit
Report is provided separately in the Annual Report. However, in terms
of the provision of Section 219(1)(b)(iv) of the Companies Act, 1956
and Clause 32 of the Listing Agreement, the Abridged Annual Report,
excluding this annexure, will be sent to the Company''s members. Members
who desire to obtain this information may write to the Company
Secretary at the registered office address and will be provided with a
copy of the same.
Particulars of Employees
The information, as required to be provided in terms of Section 217(2A)

of the Companies Act, 1956, read with Companies (Particular of
Employees) Rules, 1975, have been set out in the enclosed annexure to
this report. In terms of the provision of Section 219(1)(b)(iv) of the
Companies Act, 1956 and Clause 32 of the Listing Agreement, the
Abridged Annual Report that has been sent to the Company''s members does
not contain the same. Members who desire to obtain this information may
write to the Company Secretary at the registered office address and
will be provided with a copy of the same.
Energy Conservation, Technology Absorption, and Foreign Exchange

Earnings and Outgo
Being a service providing organisation, most of the information of the

Company, as required under Section 217(1)(e) of the Companies Act,
1956, read with the Companies (Disclosure of particulars in the report
of the Board of Directors) Rules, 1988, as amended, is not applicable.
However, the information, as applicable, has been given in Annexure B
to this report.
Directors'' Responsibility Statement
Pursuant to Section 217(2AA) of the Companies Act, 1956, the Directors,

to the best of their knowledge and belief, confirm that:
I. The applicable accounting standards have been followed, along with

proper explanation relating to material departures, in the preparation
of the annual accounts for the year ended March 31, 2014.
II. They have selected and applied consistently and made judgments and
estimates that are reasonable and prudent to give a true and fair view
of the Company''s state of affairs and profits, as at the end of the

financial year.
III. They have taken proper and sufficient care to maintain adequate
accounting records in accordance with the provisions of the Companies
Act, 1956, and to safeguard the Company''s assets and to prevent and
detect fraud and other irregularities.
IV. They have prepared the annual accounts on a going concern basis.
Acknowledgements
Your Directors wish to place on record their appreciation to the

Department of Telecommunications (DoT), the Central Government, the
State Governments in India, Government of Bangladesh, Government of Sri
Lanka and Governments in the 17 countries in Africa, Company''s Bankers
and business associates, for the assistance, co-operation and
encouragement they extended to the Company. The Directors also extend
their appreciation to the employees for their continuing support and
unstinting efforts in ensuring an excellent all-round operational
performance. The Directors would like to thank various partners, viz.
Bharti Telecom Limited, Singapore Telecommunications Ltd. and other
shareholders for their support and contribution. We look forward to

their continued support in future.
SOURCES OF FINANCE
) Shareholding of Promoter and Promoter Group
(1)
Indian
Bodies
1,747,545
1,747,545
43.7
43.7
,460
,460
1,747,545
1,747,545
43.7
43.7
,460
,460
857,180,2
857,180,2
21.4
21.4
86
86
8,493,000
8,493,000
0.21
8,493,000
8,493,000
0.21
Corpora
0.21
0.21
te
Sub
Total
(2)
Foreign
Bodies
Corpora
te
Any
Others
(Specif
y)
Foreign
Instituti
onal
Investor
Sub
865,673,2
865,673,2
21.6
21.6
86
86
2,613,218
2,613,218
65.3
65.3
,746
,746
98,718,55
98,718,55
2.47
34
5,261,574
5,261,574
57
192,958,0
192,958,0
32
32
Total
Total
shareh
2.47
0.13
0.13
4.83
4.83
olding
of
Promot
er and
Promot
er
Group
(A)
(B) Public Shareholding
(1)
Instituti
ons
Mutual
236
Funds /
UTI
Financi
al
Instituti
ons /
Banks
Insuran
ce
Compa
nies
Foreign
617
688,629,7
688,629,7
17.2
17.2
70
70
4,000
4,000
35
11,930,98
11,930,98
Foreign
11,930,98
11,930,98
Portolio
997,502,9
Instituti
0.30
0.30
0.30
0.30
997,502,9
24.9
24.9
15
15
3.34
3.34
onal
Investor
s
Qualifie
d
Foreign
Investor
Any
Others
(Specif
y)
Investor
35
( Corpo
rate)
Sub
980
Total
(2) NonInstituti
ons
Bodies
2,2
133,474,5
128,030,2
Corpora
43
45
75
te
Individ
Individ
32,508,36
32,499,55
0.81
0.81
ual
6,888,044
6,888,044
0.17
0.17
5.35
5.35
uals
shareho
lders
holding
240
nominal
,86
share
capital
up to
Rs. 1
lakh
Individ
ual
shareho
lders
holding
nominal
share
98
capital
in
excess
of Rs. 1
lakh
Any
5,9
213,807,4
213,807,4
Others
62
86
86
(Specif
y)
Foreign
Nationa
57
57
204,952,7
204,952,7
5.13
5.13
16
16
2,408,909
2,408,909
0.06
0.06
5,788,536
5,788,536
0.14
0.14
657,268
657,268
0.02
0.02
249
386,678,4
381,225,3
9.67
9.67
,16
41
58
ls
Foreign
Corpora
te
Bodies
Non
Residen
5,7
15
Indians
Trusts
38
Clearin
g
Membe
206
rs
Sub
Total
Total
250
1,384,181
1,378,728
34.6
34.6
Public
,14
,356
,273
shareh
olding
(B)
Total (A)
250
3,997,40
3,991,94
10
10
+(B)
(C)
,14
0,102
7,019
9
-
0.0
0.0
Shares
held by
Custodia
ns and
against
which
Deposito
ry
Receipts
have
been
issued-m
(1)
(2)
Sub
Total
Total
A)+(B)+
(C)
250
3,997,40
3,991,94
,14
0,102
7,019
10
0.0
0
ch 6
6.1performance
Analysis of the company
A performance analysis methodology is a procedure that you can follow to analyze system or
application performance. These generally provide a starting point and then guidance to root
cause, or causes. Different methodologies are suited for solving different classes of issues, and
you may try more than one before accomplishing your goal.
Analysis without a methodology can become a fishing expedition, where metrics are examined
ad hoc, until the issue is found if it is at all.
Methodologies documented in more detail on this site are:
The USE Method: for finding resource bottlenecks
The TSA Method: for analyzing application time
Off-CPU Analysis: for analyzing any type of thread wait latency
Active Benchmarking: for accurate and successful benchmarking
Balance sheet
(Rs crore)
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
1,8
1,8
1,8
Sources of funds
Owner's fund
Equity
1,9
share
98.
1,89
98.
98.
98.
capital
70
8.80
80
80
77
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
Share
applicat
18
ion
6.0
money
47,
42,
34,
Prefere
nce
share
capital
64,
Reserve
72
52,2
53
21
65
s&
9.3
47.4
0.8
2.8
0.1
surplus
Loan funds
Secured
1.4
1,23
2.9
17.
39.
loans
6.50
10
43
14,
10,
8,5
14,2
12
21
4,9
Unsecur
21.
16.3
6.5
6.0
99.
ed loans
30
49
63,
54,
41,
75,
Total
Uses of funds
25
67,1
55
34
77
0.7
26.0
9.0
4.7
3.9
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
63,
59,
44,
Fixed assets
73,
94
71,9
88
45
21
Gross
9.2
11.8
5.4
7.9
2.5
block
Less :
revaluat
ion
reserve
2.1
-
23,
18,
16,
Less :
accumu
34,
lated
07
28,7
44
75
18
depreci
1.0
29.2
4.6
7.2
7.5
ation
40,
40,
28,
39,
87
43,1
44
70
02
Net
8.2
82.6
0.8
0.7
2.8
block
4,4
6,4
1,5
Capital
workin-
1,2
progres
44.
1,03
66.
79.
94.
20
0.80
50
20
74
Investm
34,
28,1
12,
11,
15,
ents
52
99.1
33
81
77
7.8
3.0
3.3
3.9
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
23,
12,
Net current assets

Current
assets,
22,
loans &
55
15,4
07
58
9,2
advance
7.8
70.7
8.6
9.7
25.
08
16,
17,
12,
Less :
current
liabilitie
22,
s&
95
20,7
76
23
84
provisio
3.4
57.2
4.7
7.9
2.0
ns
Total
net
39
6,3
4,6
3,6
current
5.6
5,28
13.
48.
16.
assets
6.50
90
20
92
Miscell
aneous
expense
s not
written
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
63,
54,
41,
75,
Total
Ma
25
67,1
55
34
77
0.7
26.0
9.0
4.7
3.9
11,
11,
11,
Notes:
Book
value of
unquote
25,
81
27,1
80
70
61
investm
9.5
22.6
7.1
8.0
9.9
ents
53
10
4,2
Market
value of
30,
quoted
99
investm
8.1
1,08
3.4
5.1
16.
ents
4.10
67
Conting
87,
ent
23
1,23
8,2
6,8
3,9
liabilitie
2.1
,273
61.
52.
21.
.00
10
10
50
Number
39
379
37
37
37
of
97
75.3
97
97
97
equity
4.0
5.3
5.3
5.3
shareso
utstandi
ng
Ma
Ma
Ma
Ma
r'
Mar
r'
r'
r'
14
' 13
12
11
10
(Lacs)
6.2 Reason for expansion
Bharti Airtel continued to be among the top four mobile service

providers globally with presence in 20 countries, including India, Sri
Lanka, Bangladesh and 17 countries in the African continent. The
Company''s diversified service range includes mobile, voice and data
solutions using 2G, 3G and 4G technologies. Its service portfolio also
comprises an integrated suite of telecom solutions to its customers,
besides providing long-distance connectivity in India, Africa and rest
of the world. The Company also offers Digital TV and IPTV services in
India.
All these services are rendered under a unified brand ''airtel'', either
directly or through subsidiary companies. The Company also deploys,
owns and manages passive infrastructure pertaining to telecom
operations through its subsidiary, Bharti Infratel Limited, which also
owns 42% of Indus Towers Limited. Together, Bharti Infratel and Indus
Towers is the largest passive infrastructure service provider in India.
Financial Results
In line with the statutory guidelines, the Company has adopted

International Financial Reporting Standards (IFRS) for accounts
consolidation from FY 2010-11. The Company publishes its standalone
accounts according to India''s Generally Accepted Accounting Principles
(IGAAP). The consolidated and standalone financial highlights of the
Company''s operations are as follows:
Consolidated Financial Highlights (IFRS)
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Gross revenue
EBITDA before
857,461
277,770
14,151
4,584
769,045
232,579
14,129
4,273
exceptional items
Cash profit from
241,813
3,991
195,643
3,594
operations before
fluctuations (before
exceptional items)
Earnings before
taxation
78,643
Net Income / (loss)
1,298
27,727
47,853
458
879
22,757
418
Standalone Financial High-lights (IGAAP)
FY 201-14
Particulars
Rs.
USD
FY 2012-13
Rs.
USD
Gross revenue
499,185
8,239
453,509
8,332
1 The Delhi High Court on Monday stayed the execution of the Government order asking Bharti
Airtel to stop 3G mobile services in areas where it did not have spectrum.
The court has fixed May 8 for the next hearing even as the Department of Telecom has been
asked not to take any action till that date.
The DoT had on Friday sent a notice to Airtel asking it to stop 3G services in circles where it did
not have spectrum within 72 hours. Bharti Airtel had challenged the DoT order in the court on
grounds that the services were legal and permitted by the DoT before the auction for 3G
spectrum began in 2010.
The Delhi High Court also said Airtel would not immediately need to pay the penalty. This is the
second time the High Court has come to the operators rescue. Last year, Airtel had challenged a
similar order from the DoT after which the court directed the department to take action only after
hearing out the operator.
The DoT order has significant implications for Airtel as it will lose its pan-India 3G footprint at a
time when arch-rival Reliance Jio Infocomm is gearing up to launch its data and voice services,
based on 4G technology, across the country. Soon after the spectrum auctions finished in 2010,
Bharti Airtel, Vodafone and Idea Cellular entered into an agreement to offer 3G services across
the country.
The DoT is preparing separate notices for Vodafone and Idea Cellular in this regard and courts
final judgment will impact these players as well.
This was necessitated because none of these players had won pan-India spectrum individually.
This deal that they struck is called an intra-circle roaming agreement.
2 When taking a new connection Airtel will serve to our doorstep but when requesting for
disconnection they will not even take the request and will keep on generating bills and will send
huge bills followed by calls from their legal dept.
This is not a case with only one person but when we visit any Airtel office, we find many such
innocent persons standing in queue facing the same issue.
Here is the issue that I am facing recently:
contraction of a company
There has been a issue with a broadband connection where it is expected from Airtel that I am
supposed to pay total amount of Rs. 4234 /- whereas I stopped using Airtel connection since
October 2012. I raised a request on 29th September (Communication number
#120912001396)for the same but no action was taken from Airtel.
Further this connection was not used by me and after few days the line itself was disconnected
but Bill was still generated by Airtel. I have already paid the amount till 29th September 2012.
I have raised a complain #31703294 for the same but did not hear from Airtel yet.
As I got a call from Airtel back office and the concern person asked me to visit Airtel branch, I
did visit Airtel main branch near Jayadeva hospital Bangalore and they gave me nodal mail Id for
further communication.
When I drop a mail to nodal team at nodalofficer.kk@in.airtel.com, I get below message:
Diversification of airtel
Nowadays I could perceive that, there are greater competitions among cellular network providers
to attract and keep the customers with them. Meanwhile, there are also some short of interlinkage with those providers in pricing and servicing.
In this confused environment, I decided to undertake a marketing research, which focuses solely
on network providers activity and customer perception. Because most of the providers
introducing several packages even day to day, but I have an doubt, whether are they focus on
customers requirements or are they just focus solely on the competition.
Because, while Airtel launched its operation in Sri Lanka, Airtel just focused on competition
rather then customer requirements, as this result, Airtel set price for 2 rupees outgoing for any
networks. Whereas, this scheme was absolutely perfect than Airtels competitors, as no network
providers have such least pricing scheme. However, Airtel failed to impress whole Sri Lankan
mind on Airtels first encounter, because whole Sri Lankans have grater expectation on Airtel
and its services. Therefore, most of customers requirements were disappointed.
Therefore, I would like to summarize my report into six dimensions, which I got via my market
research. Those are Customer Expectation and Satisfactions, Coverage Area, Value Added
Services, Pricing Strategies, Promotional Strategies and Other Strategies
Customer Expectation and Satisfactions by Product Features
Customer satisfaction will generated on us, when we provide the service focus solely on
customer expectation rather than focus on competitors. A general philosophy of a business to
enter into the new market or country is to analysis the existing competition and their strategy in
that marketplace, because this philosophy assume that, competitors are well know about the
customer requirements in that market.
Airtel adopted the same philosophy while launched in Sri Lanka. As this result, Airtel fail to
consider the customer requirements.
As Airtel is an Indian company and has very good reputation not only in India also in Sri Lanka,
customer expect more least cost offering than existing companies, such as Dialog, Mobitel, Tigo
and Hutch. They expect Airtel to satisfy into two different aspects, which are free outgoing or
SMS between Air-Air and Satellite network. Whereas, Airtel failed to satisfy the customers with
Satellite coverage, however, Airtel had loosed the customers in its first encounter with Airtel
pricing strategy, which is a 2 rupees charge for any networks.
Even though, Airtels pricing strategy might be cheaper than its competitors, but customers
expect more free offering. Therefore, Airtel might be offer this offering at least cost or as free of
charge for one month as a promotional period, once Airtel launched in Sri Lanka.
Anyhow, now also Airtel can implement some of the following strategies, which I developed
focus solely on customer requirements, which can be known as Market Orientation.
Marketing Techniques by Product Feature and Product Differentiation
Air Air or other network free outgoing Packages.

Nowadays, customers are expecting free offering from network providers, meanwhile some of
network providers facilitating with 1000 minutes free offers as packages. E.g. Dialog and
Mobitel.
Therefore, Airtel also can adopt this strategy, because this is very cheaper offer in the customer
aspects, but in the provider aspects, can be able to earn accurate monthly income with no cost
within Airtels network, meanwhile, can be able to earn variable income to meet other network
connection charges, when a customer interact with other networks.
Suppose for example:
If Airtel offer 1000 or 1500 minutes free outgoing facility just for 200/= rupees, or 900 minutes
free between Air-Air and 100minitus free with other networks just for 250/= or 300/=, then Airtel
can be able to earn certain monthly income.
E.g.
Presently the Dialog Telecom has around 6 million active customers (total customer would be
more than this amount but active customers are 6 mil); assume that, 2 million out of this 6
million are 1000 minutes package holders, and then their monthly accurate income would be
(2mi 300/=) 600 million, which postpaid profit is greater than the prepaid profit, which
generate from 4 million prepaid holders, because assume that, if a prepaid holder going to
contribute at least 1/= in each day, then their monthly income would (4mi 1/= 30 days) just
be 120 million rupees.
Therefore, Airtel also adopt this 1000 minutes outgoing packages, this strategy is helped to
attract more customers as attracting strategy in the customer relationship hierarchy, and which
help to Satisfy , retain with Airtel and enhance the customer relationship.
This strategy can also add with prepaid service as 500 minutes Air-Air outgoing free 100/=
rupees or 150/= or you can offer bundle of benefits such as free out going, free sms, and free data
service (wap & Internet), but this strategy has following considerations.
As experiences of huge inflation in Sri Lanka, customers do not have much money to
reload once they needed, they can only pay in their salaries.
Airtels competitors can also follow this strategy, but if they introduced this strategy now, then
Airtels current demand will be reduced.
Most of the customers have to depend on different kinds of products for various service
providers. Say for an instance, for 1000 minutes out going Dialog and cheapest & limited
Internet service Mobitel
Therefore, if you offer these combine product, definitely you will be the market leader within
2010.
Free SMS Facility
Meanwhile, customers are also expecting free SMS facility from Airtel, therefore, Airtel may
better to provide
Very cheapest SMS services for 25 cents or 30 cents as possible, because this strategy help to
maintain customer relationship by satisfying and retaining strategies in above hierarchy.
Or
Can charge just 100/= rupees for free SMS between Air-Air for one month for unlimited SMS
or 500 or 400 SMS.
Market Segment & Targeted Market Attraction
Airtel can identify the market segment according to their similarities and different needs, and
then may better to develop appropriate packages, which should satisfy the needs of targeted
people.
Since, a market segment has unique needs, Airtel may better to develop a total product focus
solely on the needs of that segment will be able to meet the segments desire better than Airtels
current
mass marketing strategy, due to this, customers also feel that, Airtel is always care about them.
Because, I got a research conclusion in my second year studies that, people always seek
discrimination.
E.g.
I identify some of market segment and its risk on return, applicable price or charges per month,
tools of communication, and distribution method. However, Airtel have to think about the cost
for both communication and distribution method.
0,1
6.3 Comment on Organizational Leadership:

Managers are necessary; leaders are essential.
Leadership is of the Spirit, compounded of personality and vision. Management is of the mind,
more a matter of accurate calculation,statistics, methods, timetables, and routine. (Field Marshall
Sir William Slim)

You can lead a horse to water, but you cant manage him to drink. (unknown)
Establishing a Quality Culture
GETTING THEM TO LISTEN
And eventually
GETTING THEM TO CHANGE
Different Leadership Styles

Directing
Consultative
Delegating
Participative
LEADERSHIP STYLES
6.4 market share or growth of a company Sales/ Revenue/ Top line

Rupees8%12%Annual Growth2012201320140B500B1,000BRevenue or turnover or top line is
income that a company receives from its normal business activities. Revenue Growth is used to
measure how fast a company's business is expanding. The figure shows the annual rate of
increase/decrease in a company's revenue or sales growth in terms of percentage change from the
previous year.
An ideal company should have an steady upward trend. Year-over-year performance is frequently
used by investors seeking to gauge whether a company's financial performance is improving or
worsening.
Compound Annual Growth Rate of Bharti Airtel Ltd.
1 year
Revenue
12.27%
Net Income
22%
EPS Basic
17%
Upgrade Membership to see the 10 year CAGR growth rate.
If Sales Revenue shows a moderate or stable growth while EPS shows an explosive growth, it
could possibly be due to accounting manipulation.
Reserves, Dividends Growth

Retained Earnings
GrowtRupees5%6%Reserves2012201320140B200B400B600BCraytheon.comRetained Earnings
Growth is the percent increase / decrease of a company's retained net income or reserves/surplus
over time. A company can use retained earnings to maintain current operations, or to invest in
new ventures. Generally speaking, retained earnings growth is accompanied by subsequent
increases in sales and profitability.
Dividend Growth Bharti Airtel Ltd.Upgrade Membership to see 10 year Growth Rate trend
chart.\A company paying dividends is generally a good sign. Well established companies offer
dividends back to its shareholders while high growth companies usually do not pay dividends
since they reinvest the profits back in the business. If a dividend paying company stops paying
dividends then that is a big red flag. Dividend per share is better metric compared to looking at
just the dividends because DPS takes into account the number of shares as well.
Accounts Receivable & Inventory Growth
Upgrade Membership to see 10 year Growth Rate trend chart.
Watch the Accounts (trade) Receivables (aka Sundry Debtors) and Inventory columns closely. A
company can get into serious trouble very quickly if it's customers are not paying the bills or if
its inventory is piling up in warehouses. If Recievables are growing much faster than sales, it
usually means that the company is having trouble collecting money from customers. More
inventory on the balance sheet means the company is having trouble delivering goods to
customers.
An increase of receivables and inventory above 50% is usually not a good sign and needs to be
investigated further.
Days SalesDays32.532.226.4DSO20122013201420152628303234Craytheon.com
Days Sales Outstanding or DSO is also known as "average collection period and receivable
days". It's a measure of the average time it takes to collect the cash from sales, in simple words,
how fast customers pay their bill. DSO does tend to vary a good deal by industry sector.
A high DSO may be a red flag, which suggests that customers aren't paying their bills in a timely
fashion. Maybe the customers themselves are in financial trouble or maybe the company's
operations and financial management are poor. If the DSO is rising rapidly, you should know
why.
DSO = Accounts Receivables / ( Revenue / 365 )
6.5 SWOT ANALYSIS OF A COMPANY

Strengths
Biggest mobile service provider in worlds second largest telecom market Mobile phone
subscriptions now follow the normal population trends around the world. With about 870 million
wireless subscriptions, India ranks second after China in the wireless market. Airtel has a 22.2%
share of that market.
Well-established nationwide infrastructure Airtel has been in the market for 18+ years and thus
has towers and backhaul all over the country. This is a major advantage. Deployment of new
technologies or increasing capacity at times requires software and minimal hardware upgrade.
Having infrastructure already on the ground makes that process much faster and smoother.
Secondly, it is easier to capture new customers if a telco already has a network in place.
High brand equity Airtel is among Indias most visible brands omnipresent in most parts of the
nation through television, print and various other forms of advertising. Celebrity endorsements
and innovative advertising that understand the pulse of market are some of the assets of the Airtel
brand.
Superior overall network quality and reliability Bharti Airtel (along with Vodafone) runs one of
the better mobile networks in India. They have nationwide penetration and although there is no
dearth of consumer complaints regarding dropped calls and slow data against Airtel, it still offers
a higher quality telecom service experience as compared to most other telcos.
Weaknesses
High competition in the telecom market Airtel, like all other service providers in India, has
been adversely affected by the extreme price competition. Although the average voice call rates
have gone up recently, they were as low as Rs. 0.6/min. (1 cent/min.) a few years ago. The story
is similar with data and 3G tariffs. As a result, the company has been reporting declining profits
for many years. ARPU had been decreasing too although it is showing signs of bottoming out
now.
Debt and finances According to their latest quarterly report, Airtel is burdened by $9.7 billion
in net debt, which is a lot of money when converted to rupees. How can Airtel repay this debt is
the question? Possibilities include stake and equity sale or spike in revenue. Depreciating rupee
is also an issue since it results in foreign exchange losses and increases the financing cost.
Africa acquisitions and operations Airtel acquired Zains Africa business for $9 billion in 2010.
Since then, it has struggled to turn around those operations reporting repeated losses from the
continent. While the Africa operation has widened the companies geography, it continues to be a
drag on its balance sheet.
Late adoption of 3G and advanced wireless technologies Due to various regulatory
uncertainties and delayed spectrum auctions, India and Airtel were late to the 3G party. 3G
services were launched by Airtel only in early 2011. The data tariffs were high, speeds were
unsatisfactory and customer acceptance of 3G was slow. The company lacks nationwide 3G
license with spectrum in 13 out of 22 telecom service areas. Airtels LTE network for mobile
broadband is still confined to only 4 cities in India.
Opportunities
Untapped voice market Despite many believing that the voice market in India is close to
saturation, hundreds of millions remain without a phone. Recently, VLR (Visitor Location
Register) numbers released by the regulator TRAI, showed that around 730 million out of the
total 870 million are active connections. Given many people in India use multiple SIMs, it is safe
to say that mobile phone penetration in the country is less than 50%. The opportunity for Airtel is
huge, especially in the rural segment.
3G and data revenue Airtels 3G subscribers constitute less than 5% of its total subscriber base.
Apart from getting new 3G customers to join Airtel, there is immense room for growth within its
existing customers. The operator should be more aggressive in marketing the benefits of high
speed data access on phone. Simultaneously, it must ensure faster and consistent data speeds on
its network.
LTE The whole wireless world is moving towards LTE. LTE for mobile broadband can be a
good solution for India where fixed broadband penetration is otherwise low. Airtel has taken the
lead with this version of LTE in 4 cities, but deployment needs to catch up pace. Despite a weak
LTE ecosystem in India, Airtel should portray itself as the embracer of that technology. It must
pursue the device manufacturers to produce LTE capable phones for India and then take the lead
in the deployment of LTE for cellular networks too.
Mergers and Acquisitions Unfortunately, the M&A rules in India are yet to formally declared
although recent media reports have suggested that companies may be allowed to merge as long
as their market share in every circle is less than 50%. Airtel with a market share of 22.2% should
be good to acquire smaller telcos to reduce competition and add subscribers and spectrum. Such
acquisitions will incur huge spectrum costs, but it could be well worth it in the long term.
Threats
Unfriendly regulatory environment The telecom industry in India has been plagued by a hostile
and unstable regulatory scenario. This has adversely affected the industry sentiment and the
wireless service providers. While some clarity has begun to emerge, many guidelines are far
from certain. Airtel has not remained untouched from this chaos. And this threat would continue
to linger for the next few years.
Spectrum Auctions and Refarming Government of India and TRAI kept a high reserve price for
3G, BWA and the recent 1800 MHz auction. Airtel had spent Rs. 123 billion ($2.7 billion per
rupee to dollar conversion back then) for 3G airwaves. Since the returns are slow due to low
tariffs, buying the spectrum at high price is detrimental for the telcos. Refarming 900 MHz is
another terrible idea which would negatively impact Airtels finances, given that it will have to
repurchase those airwaves to continue 2G operations.
Mobile Number Portability MNP gives the customer independence to change the service
provider while retaining the number. With similar tariffs across various telcos and satisfaction
with the current service provider being low, consumers are willing to jump ship. The larger
incumbent operators are losing millions of customers to the newer players who attract these
customers with their freebies and innovative offers.
Some of the points mentioned above also apply to big incumbent telcos in India like Vodafone
and Idea. But let us not forget that Airtel has been a torchbearer of the Indian wireless industry. If
it intends to remain in that position, a SWOT analysis like this one will help. Overall, I am
bullish on the companys future and believe that despite the current difficulties, Bharti Airtel will
continue to be a major player in Indias telecommunication sector.
ANXETURE
a. Yes
b. No
a. Margin
c. Demand
e. Credit Policy
g. Other Reasons
a. Credit Policy
a. Yes
b. No
a. Always
b. Sometimes
c. Never
a. Yes
b. No
b. Satisfactory
c. Average
d. Dissatisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
a. Yes
b. No
b. Satisfactory
c. Average
d. Dissatisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
a. 6-12 Hours
b. 1 to 2 Days
c. 2 to 7 Days
d. More than7 Days

b. Satisfactory
c. Average
d. Dissatisfactory
b. Satisfactory
c. Average
d. Dissatisfactory
ch 7 findings
1. Out of 120 shop owners covered by the study, 72 per cent are males and the rest females. The
study reveals that the industry is male dominated. It could be inferred that in the male dominated
society, it is quite natural that men dominate all industries. The cell phone industry is no
exception to this and shows males constituting a greater proportion in setting up cell phone
dealership
. 2. As with the age group of
cell phone dealers 17 per cent belong to the age group of 18 to 25, one out of every two traders
contacted belongs to the age group of 26 to 40 and one out of every three traders belongs to the
upper age category of 40 - 60. It is derived that nearly half of mobile handset dealers are middle
aged and the rest belong to the youth and upper age group
. 3. Majority of the traders belong to the married category; only 10 per cent remain unmarried at
the time of the survey. They are therefore able to keep pace with the rapid proliferation of the
new trade in Kanyakumari District.
4. When an enquiry
was made on the educational qualification of the cell phone dealers, it is found that 77 per cent of
dealers are undergraduates, 18 per cent of them are diploma holders and 6 per cent of them have
studied up to higher secondary level. The survey revealed that all dealers are educated to do
simple arithmetic and accounting and have an agreeable level of communication talent. This is
evident from the qualification they possess.
5. It is inferred that 14 per cent of the dealers parents are teachers, 19 per cent are from business
background, and 28 per cent of the parents are agriculturists and only 10 per cent of parents are
government employees. Kanyakumari district is well known for its climate and fertility of soil
which enable high level agricultural productivity. This explains why majority of the parents are
agriculturists.
6. Of the income earned by 120 mobile
handset shop owners contacted for the survey, five per cent of the respondents earn a monthly
income of less than Rs.5000. Nearly two-third of the dealers earn a monthly income exceeding
Rs.10,000 and reach up to Rs.20,000; only seven per cent alone cross Rs.20,001 per month up to
Rs.25,000. The expenditure apart, what is left with the shop owners help them to augment the
sales of handsets and sim cards and continue to sustain them in the trade at the time of survey
. 7. The cell phone dealers experience in running the business has been analysed and it reveals
the fact that 65 per cent of dealers have three year experience, when the sales promotion of
mobile handset was at its highest. 95 percent of the dealers have gained agreeable level of
experience and they remained in the business for more than three years and the trade sustains
them. However, in recent years, as competition is stiff, only 15 per cent of the traders have
entered the business with experience limited to two years and below. The future is still open for
new traders who would have their shops established in hitherto unexplored areas as demand for
mobile handsets is increasing ever.
8. Among the total capital employed, the cost
of land and building constitutes the greatest portion and it accounts for 44.58 per cent of the
capital employed. In the other fixed assets, namely, furniture constitutes 2.23 per cent; other
specific assets, namely, air conditioner, electrical appliances and display frames account for
17.83 per cent. The proportion of total current assets constitutes 59.21 per cent of the total capital
employed. Current liabilities are worked out to be 23.85 per cent of the total capital employed. It
is derived that the cell phone dealers run their business by borrowing from banks and other
creditors. This indicates that the cell phone dealers are suffering from lack of finance on a longterm basis.
9. Nokia mobiles were sold on an average of one to ten per month. Similarly the other brands
were also sold 12, 15, 13, 8, 7, and 10 respectively for the Sony Ericson, Samsung, Siemens, LG,
Motorola, Reliance and Tata Indicom. On an average, Nokia mobile phones has the largest sales
per month due to its brand familiarity and due to all other attractive features, it has reached the
customers successfully. Motorola was initially successful among the customers but later the other
brands entered and it could not withstand the competition and lost its market.
10. Agasteeswaram, being town area, has a sales percentage of about 23 per cent for Nokia, Sony
Ericson has around 40 per cent. Following Agasteeswaram, Kalkulam stands second in mobile
sales and services; Thovalai stands third and Vilavancode stands last in the district in the mobile
sales. Being small in area and less developed and having towns few in number, Vilavancode
stands
Chapter 8: conclusions & suggestions

Conclusion:
Majority of the customers i.e.(89%) are aware about Airtel
Friends i.e.(74%)is the most important source through which
customers came to know about airtel
Price i.e.(30%) & quality i.e.(23%)are the factors which influence the customers to purchase
airtel
Airtel i.e.(76%) is the most preferred brand of services in india.
SUGGESTION
There are still efforts are needed to make people aware about airtel
airtel Company must improve after sale service to their customers. Companies shall introduce or
increase the range of their product in respect of price so that a lower middle class people may
also afford to have airtel.
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30 May

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Ch-1

1.1 NATURE OF BUSINESS

Airtel Centre, Gurgaon

1.4TYPES OF OWNERSHIP PATTERN

Logo used by Airtel till November 2010

`1.7 Signature tune

of sharing of passive infrastructure by collaborating with their competition to share mobile

1.8 PRODUCTION LAYOUT

Its area of operations include:

Airtel India, in India

dominant player with

representing 50% market

operator with 69% market

Democratic Republic of the

Airtel is the market leader with

almost 5 million customers at

Airtel Gabon has 829,000

1.76 million customers at the

almost 193.4 million customers

largest operator and has 4

Madagascar with 39% market

share and 2.5 million

Airtel Malawi is the market

leader with a 68% market

Republic of the Congo

Airtel Congo is the market

Airtel launched services in

Rwanda on 30 March 2012.

Airtel is the leading

providers with over 55%

operations on 12 January 2009.

It had about 1.8 million mobile

Channel Islands : Jersey

Airtel Tanzania is the market

Airtel Zambia is the market

leader with 69% market share.

Airtel operates in the Channel

1.10 ORGANISATION POLOCIES

2.1 Industrial analysis

2.2 GROWTH RATE OF INDUSTERY & contribution to GDP

Compound Annual Growth Rate of Bharti Airtel Ltd.

Current issues of airtel

NEW DELHI, MAR 18:

Telephone Nigam Ltd

2.5 Industrial Overview (ENVIRONMENTAL SCANNING)

Environmental law - or "environmental and natural resources law" - is a collective term

Political environment of airtel

Technological environment of airtel

Airtel-Porter Five Forces

2.7.Five forces model of porter

porter five forces model

Position in emerging markets.Tata Communications leverages its advanced solutions capabilities

(descriptive, correlational, semi-experimental, experimental, review, meta-analytic) and sub-type

Design types and sub-types

3.4 Data collection

Inability to repeat and validate the study.

3.5 DATA ANALYSIS

3.6 Secondary data

Sources of secondary data

3.7 BOOKS Reading

3.9 PRIMARY SEARCH

its services quality

c. Schemes are not conveyed on time