A

Research Report
On
“A Comparative Study on Reliance J io & Airtel”

SUBMITTED TO UTTRAKHAND TECHNICAL UNIVERSITY IN

THE PARTIAL FULFILMENT OF
“MASTER OF BUSINESS ADMINISTRATION”

SESSION- 2015-2017

Under The Guidance of

Dr. Sachin Chauhan

Submitted By
ROHIT SHRIVASTAVA
Roll No-151030500046

Quantum School of Business, Mandawar (22km

milestone), Roorkee-Dehradun Highway

(NH-73), Roorkee

Uttarakhand

CONTENTS
1
 Acknowledgement
Executive Summary

Chapter 1
Introduction
Companies profile

Chapter 2
 Objectives
 Scope of study
 Use and importance of study

Chapter 3
Research methodology
Analysis of data
Finding

Chapter 4
Conclusion
Recommendation
SWOT analysis of Reliance Jio & Airtel
Limitation

Chapter 5
Questionnaire
Bibliography

CERTIFICATE FROM
ORGANIZATION/ INSTITUTE
2
 CERTIFICATE

Quantum School of Business

Mandawar (22 Km Milestone), Roorkee – Dehradun Highway (NH73),
Roorkee – 247667

Approved by AICTE, Ministry of HRD, Government of India

This is to certify that Mr. Rohit Shrivastava is a student of MBA final year of
Quantum School of Business, Roorkee of Batch 2015-17. He has satisfactory
completed the Research
Airtel” as per topicguidelines
the rules and “A Comparative Study on Reliance Jio &
of Uttarakhand Technical University,
Dehradun (Uttarakhand) in the academic session 2015-17.

(Signature)
(Signature)
Project Mentor Head of
department (HOD)

CANDIDATE DECLARATION

3
I am Rohit Shrivastava hereby declare that the project work entitled “A
Comparative Study on Reliance Jio & Airtel” was carried by me in the
partial fulfillment of MBA Program Quantum School of Business, Roorkee
under Uttarakhand Technical University.

Thisuniversity
the project was undertaken
rules and normsasand a part
it doofnot
academic
have anycurriculum
commercialaccording to
interest and
motive. It is my srcinal work. It is not submitted to any other organization for
any other purpose

Rohit Shrivastava
MBA 2nd year

ACKNOWLEDGEMENT

I acknowledge here to all who have been instrumental in preparation of

4
 my project.

I acknowledge my gratitude to my parents whose support, dedication and

honest efforts have given me an immense help in doing this project.

I take the opportunity to thanks to Dr. Sachin Chauhan Professorof

Quantum School of Business, for motivating, encouraging, guiding and
supporting at every step and sparing their valuable time for me.

Last but not the least I record my sincere thanks to all beloved and
respectable persons who helped me and could find any separate
mention.

Rohit Shrivastava
Signature:
Date:

PREFACE
In today’s customer centered market consumers have more choice because
of their different habit’s attitudes, opinions, perception, personality etc. and
therefore, they have really become choosy. Their buying behavior constantly
undergoes modification, consumers are the king or god in the market, and so

5
it is important to know the buying decision of consumers and why they buy
one particular product when other is equally attractive.
This research report has been prepared to satisfy dual purpose. The market
survey done will at us know the consumer habits, buying criteria, Inspiration
rate, time period, frequency rate, place, effect of an advertising and sales
promotion and secondary data will give us an inside into Newspaper and
trends of last few year.
Finally, this research report was really good learning process for me and it
gave me an opportunity to compare the theoretical knowledge gain with the
practical aspects and difficulties that come across in real life.
This project is fulfillment of course curriculum of MBA Program set by utu, as
each student has to undergo for research report Project. This project is
presented in systematic manner. It contains the information related to
company’s profile and sales promotion of Reliance Jio & Airtel than research
methodology, analytical part, findings suggestion, recommendation and

conclusion is given at the end. The bibliography and appendix also given for
know more about the sample and other information related to telecom
markets. I hope that these will serve the purpose.

Rohit Shrivastava
Signature:
Date:

EXECUTIVE SUMMARY
India is currently the world’s second-largest
telecommunications market and has registered strong growth in the past
decade and half. The Indian mobile economy is growing rapidly and will
contribute substantially to India’s Gross Domestic Product (GDP), according
to report prepared by GSM Association (GSMA) in collaboration with the
Boston Consulting Group (BCG).
6
 The liberal and reformist policies of the Government of India
have been instrumental along with strong consumer demand in the rapid
growth in the Indian telecom sector. The government has enabled easy
market access to telecom equipment and a fair and proactive regulatory
framework that has ensured availability of telecom services to consumer at
affordable prices. The deregulation of Foreign Direct Investment (FDI) norms
has made the
opportunity sector one
generator of country.
in the the fastest growing and a top five employment

The Indian telecom sector is expected to generate four million

direct and indirect jobs over the next five years according to estimates by
Randstad India. The employment opportunities are expected to be created
due to combination of government’s efforts to increase penetration in rural
areas and the rapid increase in smartphone sales and rising internet usage.

International Data Corporation (IDC) predicts India to overtake

US as the second-largest smartphone market globally by 2017 and to
maintain high growth rate over the next few years as people switch to
smartphones and gradually upgrade to 4G.

Market Size

Driven by strong adoption of data consumption on handheld

devices, the total mobile services market revenue in India is expected to touch
US$ 37 billion in 2017, registering a Compound Annual Growth Rate (CAGR)
of 5.2 per cent between 2014 and 2017, according to research firm IDC.

According to a report by leading research firm Market

Research Store, the Indian telecommunication services market will likely grow
by 10.3 per cent year-on-year to reach US$ 103.9 billion by 2020.

According to the Ericsson Mobility Report India,

smartphone subscriptions in India is expected to increase four-fold to 810
million users by 2021, while the total smartphone traffic is expected to grow
seventeen-fold to 4.2 Exabyte’s (EB) per month by 2021.

According to a study by GSMA, smartphones are

expected to account for two out of every three mobile connections globally by
2020 making India the fourth largest smartphone market. India is expected to
lead in the growth of smartphone adoption globally with an estimated net
addition of 350 million by year 2020.## Total number of smartphone
shipments in India stood at 25.8 million units in the quarter ending December
2016, and smartphone shipments during 2016 stood at 109.1 million units, up

7
 Swedish telecom equipment maker Ericsson has announced the
introduction of a new radio system in the Indian market, which will
provide the necessary infrastructure required by mobile companies in
order to provide Fifth-Generation (5G) services in future.

Government Initiatives

 The government has fast-tracked reforms in the telecom sector and

continues to be proactive in providing room for growth for telecom
companies. Some of the other major initiatives taken by the
government are as follows:

 The Government of India has allocated Rs 10,000 crore (US$ 1.5

billion) for rolling out optical fiber-based broadband network across
150,000 cumulative gram panchayats (GP) and Rs 3,000 crore (US$
450 million) for laying optical fiber cable (OFC) and procuring
equipment for the Network For Spectrum (NFS) project in 2017-18.

 The Ministry of Communications & Information Technology has

launched Twitter Sewa, an online communications platform for
registration and resolution of user complaints in the

telecommunications and postal sectors.

 The TRAI has released a consultation paper which aims to offer
consumers free Internet services within the net neutrality framework
and has proposed three models for free data delivery to customers
without violating the regulations.

 The Government of India has liberalised the payment terms for

spectrum auctions by allowing two options of payments to telecom
companies for acquiring the right to use spectrum, which include
upfront payment and payment in instalments.

 The Department of Telecommunications (DoT) has amended the

Unified Licence for telecom operations which will allow sharing of
active telecom infrastructure like antenna, feeder cable and
transmission systems between operators, thereby lowering the costs of
operations and leading to faster rollout of networks.

 The TRAI has recommended a Public-Private Partnership (PPP) model

for Bharat Net, the central government’s ambitious project to set up a
broadband network in rural India, and has also envisaged central and
state governments to become the main clients in this project.

9
  The Ministry of Skill Development and Entrepreneurship (MSDE)
signed a Memorandum of Understanding (MOU) with DoT to develop
and implement National Action Plan for Skill Development in Telecom
Sector, with an objective of fulfilling skilled manpower requirement and
providing employment and entrepreneurship opportunities in the sector.

 The TRAI has directed the telecom companies or mobile operators to

compensate the consumers in the event of dropped calls with a view to
reduce the increasing number of dropped calls.

Road Ahead

India will emerge as a leading player in the virtual world by

having 700 million internet users of the 4.7 billion global users by 2025, as per
a Microsoft report. With the government’s favourable regulation policies and
4G services hitting the market, the Indian telecommunication sector is
expected to witness fast growth in the next few years. The Government of
India also plans to auction the 5G spectrum in bands like 3,300 MHz and
3,400 MHz to promote initiatives like Internet of Things (IOT), machine-to-
machine communications, instant high definition video transfer as well as its
Smart Cities initiative.

10
CHAPTER-1

11
 GSM

(Global System for Mobile Communication )

The GSM Association is a unique organization, with a truly global reach,

offering a full range of business and technical services to its members. Now
as the wireless family unfolds the association is deriving forward its vision of
seamless, limitless, world of wireless communication.

Throughout the evolution of cellular telecommunications, various systems

have been developed without the benefit of standardized specifications. This
presented many problems directly related to compatibility, especially with the
development of digital radio technology. The GSM standard is intended to
address these problems.

Global system for mobile communication (GSM) is a globally accepted

standard for digital cellular communication. GSM is the name of a
standardization group established in 1982 to create a common European
mobile telephone standard that would formulate the specifications for a pan-
European mobile cellular radio system operating at 900 MHz. It is estimated
that many country outside of Europe will join the GSM partnership.

13
 COMPANIES PROFILE

Reliance Jio
Reliance Jio Infocomm
Limited, doing business as Jio, is a LTE mobile network operator in India. It is
a wholly owned subsidiary of Reliance Industries headquartered in Navi
Mumbai, Maharashtra that provides wireless 4G LTE service network (without
2G/3G based services) and is the only 'VoLTE-only' (Voice over LTE) operator
in the country which lacks legacy network support of 2G and 3G, with
coverage across all 22 telecom circles in India.

The services were first beta-launched to Jio's partners and

employees on 27 December 2015 on the eve of 83rd birth anniversary of
late Dhirubhai Ambani, founder of Reliance Industries, [4][5] and later services
were commercially launched on 5 September 2016.

In June 2010, Reliance Industries (RIL) bought a 96% stake

in Infotel Broadband Services Limited (IBSL) for ₹4,800cr. Although unlisted,
IBSL was the only firm to win broadband spectrum in all 22 zones in India in
the 4G auction that took place earlier that year. [6] Later continuing as RIL's
telecom subsidiary, Infotel Broadband Services Limited was renamed as
Reliance Jio Infocomm Limited (RJIL) in January 2013.

In June 2015, Jio announced that it will start its operations all over
the country by the end of 2015. [8] However, four months later in October 2015,
the company's spokesmen sent out a press release stating that the launch
was postponed to the first quarter of the financial year 2016-2017.

Later in July, a PIL filed in the Supreme Court by an NGO called

the Centre for Public Interest Litigation , through Prashant Bhushan,
challenged the grant of pan-India licence to Jio by the Government of India.
The PIL also alleged that Jio was allowed to provide voice telephony along
with its 4G data service, by paying an additional fees of just ₹165.8

14
crore (US$25 million) which was arbitrary and unreasonable, and contributed
to a loss of ₹2,284.2 crore (US$340 million) to the exchequer.

COMPANY PROFILE

Type Subsidiary of RIL

Industry Wireless Telecommunications

Founded Infotel Broadband Services Ltd. (2009 -

13) Reliance Jio Infocomm Limited (2013-
15)

Headquarters: Navi Mumbai, Maharashtra, India

Key people: Sanjay Mashruwala (Managing

Director)
Jyotindra Thacker (Head of IT)
Akash Ambani (Chief of Strategy)

Products: Mobile telephony, Wireless broadband

Owner: Mukesh Ambani

Parent: Reliance Industries

Customers: 72.4 million

Subsidiaries: LYF

Website: www.jio.com

15
 RAM: 2GB,Screen resolution : Full HD, 1080x
1920 pixels

BATTERY Capacity: 2600 mAH, Lithium-ion polymer

Talktime: Up to 10 hours (4G)

STORAGE CAPACITY Internal Memory: 16 GB

Expandable Memory: Up to 32 GB
CAMERA Rear Camera: 13 MP Auto Focus
Front Camera: 5MP Fixed Focus

Flash: Yes - Both Front and Rear

CONNECTIVITY 3G: Yes

4G: Yes, LTE Cat 4
True 4G (LTE Support): VoLTE

(Video & HD Voice Call)

Jionet WiFi

Prior to its pan-India launch of 4G data and telephony services, Jio has
started providing free Wi-Fi hotspot services in cities throughout India
including Ahmedabad and Surat in Gujarat, Indore, Jabalpur, Dewas and
Ujjain in Madhya Pradesh, select locations of Mumbai in Maharashtra, Kolkata
in West Bengal, Lucknow in Uttar Pradesh, Bhubaneswar in Odisha,
Mussoorie in Uttarakhand, Collectorate's Office in Meerut, and at MG Road in
Vijayawada among others. Title=Reliance Jio rolls out Wi-Fi service at IP sigra
Mall in Varanasi among others.

In March 2016, Jio started providing free Wi-Fi internet

to spectators at six cricket stadiums hosting the 2016 ICC World Twenty20
matches. Jionet was made available in Wankhede Stadium (Mumbai), Punjab
Cricket Association IS Bindra Stadium (Mohali), Himachal Pradesh Cricket
Association Stadium (Dharamshala), Chinnaswamy Stadium (Bengaluru),
Feroz Shah Kotla (Delhi), and Eden Gardens (Kolkata) in India.

26
 Jio apps

In May 2016, Jio launched a bundle of multimedia apps on Google Play as

part of its upcoming 4G services. While the apps are available to download for
everyone, a user will require a Jio SIM card to use them. Additionally, most of

the apps are in beta phase. Following is a list of the apps:

• MyJio - Manage Jio Account and Digital Services associated with it

• JioPlay - A live TV channel service
• JioOnDemand - An online HD video library
• JioChat Messenger - An instant messaging app
• JioBeats - A music player
• JioJoin - A VoLTE phone simulator
• JioMags - E-reader for magazines
• JioXpressNews - A news and magazine aggregator
• JioSecurity - Security app
• JioDrive - Cloud-based backup too
• JioMoney Wallet - An online payments/wallet app.

JIO MIFI WIFI ROUTER

27
JIO PREVIEW OFFER FOR HP LAPTOPS:

3 Months Free Unlimited 4G Internet (Connected with 31 Devices)

 3 Months Free Unlimited Calling (At any network)

 3 Months Free Unlimited SMS

 Life time Roaming Free (All India)

 Registration in E-mail is compulsory

 Available in Reliance store and Digital mini express store.

JIO PREVIEW OFFER (JPO)

28
 For Postpaid users: Free 3 GB data per month with all MyPlan Infinity
Plans

Customers with any 4G mobile handset, who are not on

the Airtel network or upgrading to a new 4G device, will now get 3GB free
data per month,
plan benefits with
which all MyPlan
includes Infinity
unlimited plans.
free voiceThis is in- Local/STD/Roaming,
calling addition to regular
generous bundles of data, free SMS and free subscription to Wynk Music and
Wynk Movies.

For instance, the Rs 549 Infinity plan will now offer unlimited free calling plus
6 GB data (3GB regular data + 3GB free data) per month along with other
pack benefits to customers under this offer. The Rs 799 Infinity plan will offer
unlimited free calling plus 8 GB data (5 GB regular data + 3GB free data) per
month along with other pack benefits to customers under this offer.

New Tagline of Airtel

Touch Tomorrow and the Good Life

36
CHAPTER-2

OBJECTIVES

37
The objective of the study is to know the comparative measurement of
customer perception regarding the services of two major companies that are
doing their business in Roorkee region. These two companies are: -Reliance
Jio & Airtel" Along with this I tried to find out the perceptions of the customer of
different Age Group & different Professions which are using the services of
these companies permanently are given below:

 To know the customer perception, choice and preference regarding

various mobile services.

 Which mobile service is preferred most by the customers?

 Comparative measurement of customer satisfaction level for various

mobile services available in Roorkee.

 To understand the main problems faced by the customer while using

the mobile services.

 To know the features of a mobile service which attracts the customer
most?

 To know the level of Customer Loyalty regarding his service provider &
he is a switcher who switches over time to time due to various reasons.

 To understand the infrastructure of payment which is most uses by the

customer?

38
 TOOLS AND TECHNIQUES

The data was collected through questionnaire method and personal interview.
Again the research is descriptive type. The analysis is done through the
tabular and graphical representation.

SURVEY AREA

The research is done in the different areas of Roorkee which are given
below:

SAMPLE SIZE

The total sample size I had cover is 100. These size are generally outlets.

Sample Size (n) = 100

SAMPLE UNIT

The sample unit was customers.

48
 JIO VS AIRTEL

Jio vs. Airtel who is the best

Jio Networking

Rapidly Falling ARPU ( Average revenue per user)

The competitive intensity in the telecom industry in India is one of the highest
in the world and has lead to sustained fall in realisation for the service
providers. Intense competitive pressure and cut throat pricing has resulted in
declining ARPUs. With increasing number of new entrants in the telecom
space the competitive intensity is likely to continue, putting further downward
pressures on the telecom tariffs. Thus, the telecom companies might have to
grapple with further decline in ARPUs, going forward.

Further, with the telecom companies moving their focus to the rural areas for

driving the future subscriber growth they might not witness a commensurate
increase in revenues. In fact, the risk of steep decline in ARPUs will increase
going forward as the telecom companies penetrate rural markets that are
characterized by higher concentration of low-income, low-usage customers. A
higher-than-expected decline in ARPU poses a risk of reduction in margins of
service providers. Alternatively, telecom operators are turning their focus to
steadily increasing the minutes of usage (MoU) to counter the sustained fall in

49
ARPUs. Likewise, the growth of the VAS is also crucial for some improvement
in the ARPUs of operators.

Lack of Telecom Infrastructure

Lack of telecom infrastructure in semi-rural and rural areas could be one of

the major hindrances in tapping the huge rural potential market, going
forward. The service providers have to incur a huge initial fixed cost to enter
rural service areas. Further, as many rural areas in India lack basic
infrastructure such as road and power, developing telecom infrastructure in
these areas involve greater logistical risks and also extend the time taken to
roll out telecom services. The lack of trained personnel in the rural area to
operate and maintain the cellular infrastructure, especially passive
infrastructure such as towers, is also seen as a hurdle for extending telecom
services to the under penetrated rural areas.

Rural Areas Continue to Remain Under Penetrated

A rural teledensity of merely 15% point towards the fact that a majority of
Indian population still do not have access to telecom services. The rural India
seems to have remained untouched by the telecom revolution witnessed in
the last few years. A huge 'digital divide', which is reflected by the enormous
difference of 74% between the urban and rural teledensity, reiterates this fact.

However, with the urban markets reaching a saturation point, the telecom
service providers are penetrating rural areas for driving future growth. Thus,

the service providers entering new rural markets might witness substantial
increase in subscriber base. The expansion in the rural areas, however, has
increased the risk of further decline in the ARPUs. Nonetheless the revenue
growth from these regions is unlikely to match the surge in the subscriber
base.

50
Excessive Competition

Another major concern that has come to the forefront in the recent past has
been heightened competitive intensity in the industry that has correspondingly
fuelled the price war between industry players. The Indian wireless market is

one of the world’s most competitive markets, with 12 operators across 23

wireless ‘circles’ and 6 to 8 competing operators in each circle. The auction of
new 4G licences and the introduction of mobile number portability (MNP) are
likely to heat up competition in the industry, going forward.

Spectrum is the most important resource that is required for providing mobile
services. Given that spectrum is a finite resource, the availability of the same
would be inversely proportional to the number of operators. Thus, larger the
number of service providers smaller will be the amount of spectrum available
to each of them.

Scarcity of spectrum leads to higher capex on deployment of mobile networks

for the operators as they need more cell sites to improve service quality.
Further the growing usage of spectrum and the resultant scarcity may lead to
re-use of spectrum and increase chances of congestion in networks leading to
constraints on service quality.

Evidently, the competition in the industry is expected to intensify further with

the entry of new players, both domestic as well as foreign players. With the
competitive intensity of the industry already at such high levels new operators

might find it difficult to gather significant share in Indian telecom market. While
the new players may benefit from a faster network rollout through tower
sharing, they will face challenges in terms of high subscriber acquisition costs
and lower ARPU customers.

Lower Broadband Penetration

51
The Indian economy remains highly underpenetrated in terms of broadband
connections. High cost of devices (PC and laptop), high internet charges and
lower wireline connections have been some of the major factors inhibiting
broadband penetration. Broadband is one of the key catalysts for economic
development and major initiatives by both the government and service
providers are needed to increase its penetration.

Spectrum Allocation

4G Spectrum availability is one of the major concerns for the industry. Lack of
adequate spectrum which is the most integral part of the mobile telephony
sector could hamper its growth severely. However, the spectrum allotment has
been the most controversial issues in the Indian telecom sector.

The smooth process of scheduled 4G spectrum allocation is likely to be one of

the key factors affecting the industry dynamics, going forward. Given the
highly-competitive nature of the Indian telecom industry on one hand, and
limited licenses in the 4G network on the other, the risk of excessive biding by
the service providers has increased. Irrational bidding, especially in some
circles, might render 4G services financially-unviable. Further, there exists a
risk of delay in allotment of proposed spectrum to the service providers who
have successfully bid for the 4G spectrum

Other Growth Inhabiting Factors

While the implementation of mobile number portability is likely to aid

improvements in quality of service, it is also likely to increase the churn out
ratio significantly. The service providers are likely to turn to the VAS as a
service differentiator; however, widespread VAS deployment is restricted due
to language and illiteracy.

52
The deployment of 4G services is likely to help the emergence of new VAS.
Mass acceptance will be crucial for the success of 4G services in India.
Comparatively higher cost of handsets required for accessing 4G services is
likely to be one of the major roadblocks in mass 4G adoption in India.

Airtel Networking

"In a service industry like telecom, people live a brand 24X7. It's all about
experience; and for Airtel 'brand=customer experience," says Rajan Mittal,
joint managing director, Bharti Tele-Ventures Ltd.
53
That's now, but when mobile telephony began in India a decade ago, the
brand was all about aspiration. That's understandable: a handset cost about
Rs 45,000 - the price of a second-hand Fiat - and call charges hovered
around Rs 16 a minute.

Naturally, the target customer was clearly defined: elite, up market

professionals and entrepreneurs. "We positioned Airtel as an aspirational and
lifestyle brand, in a way that trivialised the price in the mind of the consumer. It
was pitched not merely as a mobile service, but as something that gave him a
badge value," recalls Hemant Sachdev, chief marketing officer (mobility) and
director, Bharti Tele-Ventures.

Airtel was on a power trip: the logo was black, uppercase bold lettering; and
the baseline was "the power to keep in touch". "From day one, it was decided
that the brand should always connote leadership - be it in network,
innovations, offerings or services," says Diwan Arun Nanda, CMD,

Rediffusion-DY&R, the agency that has created all Airtel ads over the past
decade. The taglines emphasized that stance: "Airtel celebrates the spirit of
leadership" and "The first choice of the corporate leaders".

This was also a time when customers needed to be educated; interest levels
were high, but customers' exposure to the cellular world was limited. Airtel
took out full and half-page ads in newspapers, answering queries like "what is
roaming?", "what is coverage area?" and "how to make international calls".

In 1999, the rules of the game changed. The New Telecom Policy came into
effect, replacing licence fees with a revenue-sharing scheme and extending

the license period from 10 to 20 years. Now, cellular service operators could
drop their prices and target new customer segments. As SEC B became part
of the catchments area, Airtel's communication changed from "power" to
"touch tomorrow".

The focus now was on the endless possibilities of technology to make life
good and advertising became two-pronged: a product-driven communication

54
7. RATE THE FOLLOWING ATTRIBUTES OF SHOW ROOM

Attributes Excellent Very Good Average Poor Total

Good

Available 30 24 18 16 12 100

After Service 16 35 24 15 10 100

Knowledge Of 20 20 23 20 17 100
Sales man
Service 22 11 15 19 13 100

Infrastructure 12 10 20 30 48 100

Total 100 100 100 100 100 500

(Sources: - Questionnaire – personal detail)

Comment:-Above chart shows that 30 respondents out of 100 are available

who give Weight age on the excellent and second 35 respondents out of 100
are after service who gives Weight age on the Very Good, 23 respondents are
Knowledge of salesman who give Weight age on the good, 27 respondents
are service who give Weight age on the good, 29 respondents are
Infrastructure who gives Weight age on the Very Good.

8 RESPODENTS' RESPONSES ON ATTRIBUTES

66
 Attributes Excellent Very Good Average Poor Total
Good
Festival Offer 43 21 12 14 10 100
Exchange 15 31 29 12 13 100
Offer
Special Gift 20 14 30 20 16 100
Cash 11 21 19 34 15 100
Discount
Anniversary 11 13 10 20 46 100
Offer
Total 100 100 100 100 100 500

(Sources: -Questionnaire – personal detail)

Comment:-Above graph shows that in festival offer 43 respondents out of

100 are given an excellent, then in exchange offer 31 respondents out of 100
are given a very good rank, in special gift 30 respondents are given a good
rank, in cash discount 34 respondents are given an average rank

67
 FINDINGS

During the project we meet various people & trying to find their perception
regarding various mobile services in the Roorkee. While studying we find that
the main customer or the users of mobile services are the self-employed
persons who have their own business & other major users are the college
going students.

Jio is the leading mobile service provider in the Roorkee region & it is far
ahead from their competitors in terms of customers. Which have come just
now in the city have capture a good market. Jio is capturing a lot of market
because of its good services in rural area. In starting it is well accepted by the
people by its low call rate & some and good connectivity. Jio management is
not able to make their services available to the general customer.

But the Airtel is also creating an image on the high-class customers by its
good network and good quality of voice in the long distance. The Airtel is the
choice of the high class and the people who worked in the higher position.

68
 hard to manage this transition period. MNP is crucial for Jio as a large number of

customers is expected through migration from existing service providers.

3. Highly dependent upon data consumption: - As per the current trend around

60 to 70 percent of revenue comes from voice calling and hence there is a huge

potential loss for making voice calling free. This loss can be offset only when

consumption of data increases manifold.

Opportunity

1. Large scale availability of smart phones: In last 2 decades the number of

people using Smartphone has increased manifolds. If company is able to provide

quality service at competitive rate it can quickly grab large number of customers.

2. Increasing rate of data consumption: In its earlier phase almost entire revenue
of the mobile service provider was from voice calling. However since last two

years the proportion of revenue from data users is increasing exponentially which

has resulted in almost 30-40% of the total revenue. Lower data tariff may further

increase data consumption and thus contribute more to the revenue of company.

3. International market:-There is huge opportunity in many developing countries

Threat

1. Saturated market: - The initial phase of rapid increase in subscriber is now over.

A new entrant like Jio needs a large customer base to cross breakeven point.

2. Highly competitive market:- After the entry of big players like Vodafone, Idea

etc. the market has become highly competitive.

73
 3. Changing Government Policy: The changing government policy like cancelling

of 2G licences ,imposition of tax with retrospective effect(on Vodafone), refund

for call drop etc. has created uncertainty in the market causing adverse impact

on the investment sentiment.

4. Rapid upgradation in Technology:- From 2G to 3G and 3G to 4G changes

have occurred in very short span of time. Even next generation 5G is

approaching shortly. Each upgradation requires huge investment and it is not

possible to remain in market without it.

SWOT Analysis on Airtel

Strengths

• Bharti Airtel has more than 254 million customers (July 2016). It is the largest
cellular provider in India, and also supplies broadba nd and telephone services -
as well as many other telecommunications services to both domestic and
corporate customers.

• Other stakeholders in Bharti Airtel include Sony-Ericsson , Nokia - and Sing Tel,
with whom they hold a strategic alliance. This means that the business has
access to knowledge and technology from other parts of the telecommunications
world.

• The company has covered the entire Indian nation with its network. This has
underpinned its large and rising customer base

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Weaknesses

• An often cited srcinal weakness is that when the business was started by Sunil
Bharti Mittal over 30 years ago, the business has little knowledge and experience
of how a cellular telephone system actually worked. So the start-up business had
to outsource to industry experts in the field.

• Until recently Airtel did not own its own towers, which was a particular strength of
some of its competitors such as Hutchison Essar. Towers are important if your
company wishes to provide wide coverage nationally.

• The fact that the Airtel has not pulled off a deal with South Africa's MTN could
signal the lack of any real emergi ng market invest ment opportunity for the
business once the Indian market has become mature.

Opportunities

•
The company possesses a customized version of the Google search engine
which will enhance broadband services to customers. The tie-up with Google can
only enhance the Airtel brand, and also provides advertising opportunities in
Indian for Google.

• Global telecommunications and new technology brands see Airt el as a key

strategic player in the Indian market. The new iPhone will be launched in India
via an Airtel distributorship. Another strategic partnership is held with BlackBerry
Wireless Solutions.

• Despite being forced to outsource much of its technical operations in the early

days, this allowed Airtel to work from its own blank sheet of paper, and to
question industry approaches and practices - for example replacing the

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 11. If yes which service you preferred?

Jio [ ] Airtel [ ]

thers
O [ ]

12. Why you preferred this service?

o
Cnnectivity [ ] FreeSMS [ ]

Price [ ] FreeChatting [ ]

FreeRoaming[ ] GroupMassaging [ ]

13. References: -

Name: …………………………………………………..
Address: ………………………………………………..
………………………………………………..
…………………………………………………
………………………………………………..
Phone No: ………………………………………………
Sign: ……………………………… Date: …………………………

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 BIBLIOGRAPHY

TEXT BOOK
• Philip Kotler (2004) Marketing management
• C.R. Kothari (2004) Research Methodology

•
G.C.Berry (2002) Marketing Research

WEB SITE

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• www.google.com
• www.jio.com
• www.airtel.in

MAGAZINE
• My Mobile
• Business world
• Digital India
• Business India

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