ACKNOWLDGEMENT

I am thankful to Mr.Dinesh Mishra (Marketing Executive officer: Idea Cellular Ltd Pune) for providing me important information essential for the successful completion of the project.

I am grateful to Dr. Sachin S. Vernekar Director of INSTITUTE OF MANAGEMENT & ENTERPRENEURSHIP DEVELOPMENT for creating a conductive environment in the institute to a purposeful education.

I am also extend heuristic thanks to my project guide Prof. Sucheta Kanche of his competent guidance under which I was able to accomplish my project work successfully.

I declare that this project is an original peace of work carried out by me and never been published or used anywhere in the past.

MD.MUNTAQUIR HASNAIN

EXECUTIVE SUMMARY
Introduction:I have done the project on MARKET DEVELOPMENT FOR IDEA PREPAID CONNECTION IN RETAIL SHOPS, COMPANIES AND IDIVIDUALS SHOPS in Pune from the telecom company Idea. The main objective of working in this project is

Primary objective:To analyze the market potential of prepaid connection in Retail shops, companies and individual customers. To find out awareness of customer about prepaid connection. To analyze the Retailers, companies and individual expectation and experiences from prepaid connection.

Secondary objective:-

To analyze the current situation of Telecom companies in different segment(Retail shops, companies and individual level).

To set up brand image of Idea To know about market movement

DATA COLLECTION:For developing the research the data was collected through 1- Primary data 2-Secondary data

Primary data: It is the first hand data which is collected from the field it is known as raw data. The primary data I have collected by the interaction which I had done at the beginning of my project and at the last 4 days by filling the questionnaire with the customer.

Secondary data: As the name specified is second hand data which has been earlier published in the magazines, news paper and web sites these called secondary data. I have found the secondary data through internet and news paper.

Research Instrument:The research instrument which I have chosen is questionnaire (face to face) method.

Sampling Plan:-

Sampling size: 30 retail shops,8 companies and many sole proprietors. Sample universe: All retail shops in Main Road, Station Road, Laxmi Road
Tilak Road and kothrud area in Pune.

Sample frame: I took 30 retailers, 8 companies and many sole proprietors as

sample frame.

Observations Findings:During period of selling I found most of the customers were not willing to buy prepaid connections. Most of the retailers and companies were not using IDEA They were not aware about benefits of prepaid connection. It is also observed that most of the retailers and companies are not satisfied with there existing plans but even that they dont want to buy new connection. It was also observed that awareness level of idea is lesser among the customer as compare to Airtel, Vodafone, Tata Indicom, Reliance.

Conclusion:Company is doing lot of promotion to set up the brand image of Idea. Customers are fussier about the plans. Idea mostly target the businessman or the group connection as compare to individual connection but now a days they are forcing and focusing towards individual connection. Company has very less market share in retail shops in respect of connections.

Limitation:There was some limitation during my project, My survey was limited Main Road, Station Road, Laxmi Road Tilak Road and kothrud area only. While filling the questionnaire most of the retailers and companies didnt entertain us for filling the questionnaire. I found lack of time to completing the survey.

Respondents gave very biased answer & not have enough time to spare with me. Respondent were also not willing to give answer of some questions.Companies happen to be little hesitant in disclosing their detail about activation, monthly usage and call rates.

Recommendation:-

From the study I have conducted and knowledge I have acquired from it, I recommend following improvements. 1-Company should improve there internal management that will give them more loyal customer. 2-Company should focus more attention on retail shops because company has very less market share in this segment as it is at product development stage. 3-Company should bring some more promotional activities to get new customers as well as to create awareness in the memory of individual. 4-Management trainee must give enough time so that they can aware about company. 5-Company must provide different type plans for different segmentation. 6-Company should try to reduce the time period for activation.

Telecom Industry in India

Indian telecommunications sector is the second largest wireless network in the world after China. According to the Department of Telecommunications Annual Report 2010-11, Indian telecom network has 787.29 million connections as on 31st December 2010 with 752.20 million wireless connections. Wireless telephones are increasing at a faster rate. The share of wireless telephones as on 31st December 2010 was 95.54% of the total phones. The telecommunications sector is growing at a very fast pace in India. The share of private sector in total telecom was 84.60% in 2010, as against a mere 5% in 1999, based on Department of Telecom statistics. Overall tele-density has reached 66.17% in Dec 2010, which was merely 7.02% in March 2004. Urban tele-density is about 148%, whereas rural tele-density is at 31.22% which is also steadily increasing. Broadband connections totaled to 10.74 million by the month of November, 2010. The telecom sector is also the second highest FDI attracting sectors in India, attracting 8.53% of the total FDI inflows into India during Apr 2000 to July 2011. The amount of FDI attracted by telecommunications sector during this period was US$ 12.3 billion, according to DIPP (Department of Industrial Policy & Promotion) statistics.

History of Indian Telecommunications

Started in 1851 when the first operational land lines were laid by the government near Calcutta (seat of British power). Telephone services were introduced in India in 1881. In 1883 telephone services were merged with the postal system. Indian Radio Telegraph Company (IRT) was formed in 1923. After independence in 1947, all the foreign telecommunication companies were nationalized to form the Posts, Telephone and Telegraph (PTT), a monopoly run by the government's Ministry of Communications. Telecom sector was considered as a strategic service and the government considered it best to bring under state's control. In 1990s, telecommunications sector benefited from the

general opening up of the economy. Also, examples of telecom revolution in many other countries, which resulted in better quality of service and lower tariffs, led Indian policy makers to initiate a change process finally resulting in opening up of telecom services sector for the private sector. National Telecom Policy (NTP) 1994 was the first attempt to give a comprehensive roadmap for

the Indian telecommunications sector. In 1997, Telecom Regulatory Authority of India (TRAI) was created. TRAI was formed to act as a regulator to facilitate the growth of the telecom sector. Telecommunication sector in India can be divided into two segments: Fixed Service Provider (FSPs), and Cellular Services. Fixed line services consist of basic services, national or domestic long distance and international long distance services. The state operators (BSNL and MTNL), account for almost 90 per cent of revenues from basic services. Private sector services are presently available in selective urban areas, and collectively account for less than 5 per cent of subscriptions. However, private services focus on the business/corporate sector, and offer reliable, high- end services, such as leased lines, ISDN, closed user group and videoconferencing. Cellular services can be further divided into two categories: Global System for Mobile Communications (GSM) and Code Division Multiple Access (CDMA). The GSM sector is dominated by Airtel, Vodafone-Hutch, and Idea Cellular, while the CDMA sector is dominated by Reliance and Tata Indicom. Opening up of international and domestic long distance telephony services are the major growth drivers for cellular industry. Cellular operators get substantial revenue from these services, and compensate them for reduction in tariffs on airtime, which along with rental was the main source of revenue. The reduction in tariffs for airtime, national long distance, international long distance, and handset prices has driven demand. India added 13.82 million new mobile subscribers in February 09, down from 15.41 million a month earlier, according to Indian telecom regulator TRAI. Indias total number of mobile subscribers rose to 376.12 million at endFebruary from 362.30 million at the end of January. While China added 18.55 million new mobile phone subscribers in the first two months of 2009 and total wireless subscriber base stood at 659.78 million as of end- February 2009. China Mobile subscribers sent 607.1 billion SMSs last year, up by over 100 billion from the last year, and downloaded more than 76 million full music tracks.

Indias GSM subscribers totaled 277.5 million by end -February, accounting for nearly 75% of total wireless market share. According to figures released by the Cellular Operators Association of India (COAI), GSM players added 10.84 million new subscribers in March, taking total GSM subscriptions for the fiscal year to 288.3 million. The numbers exclude subscriptions for Reliance Communications, the CDMA service provider that recently launched GSM services, because the company does not reveal GSM numbers separately. If the estimates of 2.5 million to 2.7 million GSM subscribers for Reliance Communications are added, the total monthly increase for GSM subscriptions will be 13.54 million. At this rate, Indias GSM subscriber base is growing at more than double the monthly growth rate of China, which is adding around 6 million customers every month. Though March has more days and companies push sales at the end of the financial year, we expect to see monthly incremental growth of 14 to 15 million consumers in 2009-10. Our estimate is that mobile penetration will go up from 35% currently to 50% by the end of this financial year, said TV Ramachandran, COAI secretarygeneral. COAI has predicted that India will have around 500 million GSM subscribers by the end of 2009-10 and over 800 million by 2012. The country would hit the one billion markets in a few years after that. COMPANY AIRTEL VODAFONE IDEA CELLULAR RCOM BSNL TATA TELESERVICES AIRCEL UNINOR USERS AT APRIL 2012 167,453,853 134,431,321 106,466,253 102,109,702 53,092,872 47,275,704 37,312,426 24,262,619

This table shows the present status of GSM players in India, where Bharti Airtel is leading then at 1st position Voafone-Essar group is present after that Bharti Airtel with customer of 13 Cr is present. Idea Cellular with

106,466,253 is present then Reliance GSM,BSNL and Tata teleservices,Aircel and Uninor are at 4th, 5th, 6th and 7th, 8th position respectively. The pie chart below shows that percentage of market capture in terms of customer.

Market Capture by telecom players

The Chart shows that in GSM service 25% of the total market captured by Airtel, 20% market captured by Vodafone, 16% market captured by Idea, 15% market captured by Rcom and then rest are follows. Market research firm Gartner Inc. Forecasts India will spend 739 billion rupees ($16.34 billion) on telecom services and equipment in 2006, up 27.3 percent from this year. Forecasted Growth of Indian!

Revenue of Telecom Industry in India:Continuing its robust growth, the Indian telecom industry saw its gross revenues growing 2.6 percent to more than Rs.40, 000 crore in the quarter ending March 31, said the sectoral watchdog here on Monday. According to the Telecom Regulatory Authority of India (TRAI), the gross revenue of the telecom sector for the period under review stood at Rs.40, 444.66 crore, as against Rs.39, 408 crore in the previous quarter.

The state-owned operators -Bharat Sanchar Nigam and Mahan agar Telephone Nigam -- together earned Rs.10, 599 crore, while private players raked in Rs.29, 846 crore. TRAI said India's total subscriber base reached 429.72 million by March-end, as against 384.79 million for he quarter ending December, registering a growth of 11.68 percent. Tele-density, too, increased 36.98 percent from 33.23 percent in the previous quarter. The subscriber base of wireless and wire line increased to 391.76 million and 37.96 million respectively. However, rural wire line decreased from 10.68 million to 10.58 million, a decrease of 0.93 percent. According to the watchdog, the ARPUs (average revenue per user) continued to fall, decreasing 6.82 percent from Rs.220 in December-end to Rs.205 in March. The number of Internet wire line subscribers increased 5.3 percent to 13.54 million in the fourth quarter as against 12.85 million in the same period a year before.

Percentage of Total Revenue in Q2

BSNL & MTNL 26%

Private Players 74%

Sales of cellular companies in India (Jun 09):-

9040

sales in crore

2818

3031 1085 330

Idea

Airtel

Reliance

MTNL

Spice

Gross Profit cellular companies in India (Jun 09):-

4032

Profit in crore
2620

715 123 Idea Airtel MTNL Reliance 28 Spice

INTRODUCTION
As India's leading GSM Mobile Services operator, IDEA Cellular has licenses to operate in 11 circles. With a customer base of over 17 million, IDEA Cellular has operations in Delhi, Maharashtra, Goa, Gujarat, Andhra Pradesh, Madhya Pradesh, Chattisgarh, Uttaranchal, Haryana, UP-West, Himachal Pradesh and Kerala. IDEA Cellular's footprint currently covers approximately 45% of India's population and over 50% of the potential telecom-market. As a leader in Value Added Services, Innovation is central to IDEA's VAS Factory. It is the first cellular company to launch music messaging with 'Cellular Jockey', 'Background Tones', 'Group Talk', a voice portal with 'Say IDEA' and a complete suite of Mobile Email Services. Idea Cellular is a wireless telephony company operating in various states in India. It initially started in 1995 as a join venture between the Tatas, Aditya Birla Group and AT&T by merging Tata Cellular and Birla AT&T Communications. Initially having a very limited footprint in the GSM arena, the acquisition of Escotel in 2004 gave Idea a truly pan-India presence covering Maharashtra (excluding Mumbai), Goa, Gujarat, Andhra Pradesh, Madhya Pradesh, Chattisgarh, Uttar Pradesh (East and West), Haryana, Kerala, Rajasthan and Delhi (inclusive of NCR). The company has its retail outlets under the "Idea n' U" banner. The company has also been the first to offer flexible tariff plans for prepaid customers. It also offers GPRS services in urban areas. IDEA Cellular is a publicly listed company, having listed on the Bombay tock Exchange (BSE) and the National Stock Exchange (NSE) in March2007.

IIDEA Cellular is a leading GSM mobile service operator with pan India licenses. Witha customer base of over 44 million in 17 service areas, operations are soon expected to start in Chennai Metro; Kolkata & West Bengal, North East & Assam, and J&K. A frontrunner in introducing revolutionary tariff plans, IDEA Cellular has the distinction of offering the most customer friendly and competitive Pre Paid offerings, for the first time in India, in an increasingly segmented market. From basic voice & Short Message Service (SMS) services to high-end value added services such as Mobile TV, Games etc - IDEA is seen as an innovative, customerfocusedbrand. IDEA 'Women's Card' caters to the special needs of women on the move, and 'Youth Card' covers the emerging youth segment. IDEA 'My Gang' the widely popular community user group product recently bagged the prestigious 'Golden Peacock Award 2008' under the Most Innovative Product category at the "19th World Congress on Total Quality". A brand known for many firsts, IDEA was the first to launch GPRS and EDGE in India. IDEA has partnered with Research in Motion (RIM) to offer Blackberry services on its network. IDEA 'Net Setter'- Plug & Play, EDGE enabled USB Data Card offers affordable data connectivity with faster speed and consistency. IDEA offers seamless coverage to roaming customers traveling to any part of the country, as well as to international traveling customers across over 200 countries. IDEA Cellular has partnership with over 400 operators worldwide to ensure that customers are always connected while on the move, across the globe. IDEA has received several national and international recognitions for its pathbreaking innovations in mobile telephony products & services. It won the GSM Association Award for "Best Billing and Customer Care Solution" for 2 consecutive years. It was awarded "Mobile Operator of the Year Award - India" for 2007 and 2008 at the Annual Asian Mobile News Awards.

Our mission

Our Service Areas

The Indian telecommunications market for mobile services is divided into 22 "Service Areas" classified into "Metro", Category "A", Category "B" and Category "C" service areas by the Government of India. These classifications are based principally on a Service Area's revenue generating potential. Our 17 operational Service Areas are broken up into Established and New Service Areas

Established Service Areas

The established service areas are Delhi, Andhra Pradesh, Gujarat, Maharashtra, Haryana, Kerala, Madhya Pradesh and Uttar Pradesh (West). Licenses for the Maharashtra and Gujarat Service Areas were awarded in December 1995, with network rollout and commercial launch achieved in 1997. In January 2001 the mobile operations in Andhra Pradesh Service Area were integrated with IDEA through a merger with Tata Cellular Limited. In June 2001, the mobile operations in Madhya Pradesh Service Area were fully integrated with IDEA through an acquisition of RPG Cellcom Limited. In October 2001, the license for Delhi Service Area was acquired during the fourth mobile license auction, with network rollout and commercial launch in November 2002. In January 2004, Escotel Mobile Communications Private Limited ("Escotel"), was acquired with its original licenses in the Service Areas of Haryana, Uttar Pradesh (West) and Kerala. All these Service Areas were re-branded and integrated with IDEA in June 2004

New Service Areas

The New Service Areas are Uttar Pradesh (East), Rajasthan, Himachal Pradesh, Bihar, Mumbai, Karnataka, Punjab, Orissa and Tamil Nadu ,Licenses for Uttar Pradesh (East), Rajasthan and Himachal Pradesh were acquired through the acquisition of Escotel (Escorts Telecommunications Limited). Brand Idea was launched in Karnataka and Punjab, through the acquisition of Spice Communications. Idea launched its services in Mumbai and Bihar in 2008. The Mumbai launch was the largest Metro City launch in India. In Bihar, Idea acquired 500,000 subscribers in just over 100 days.

Key People
Board of Directors Mr. Kumar Mangalam Birla (Chairman) Smt. Rajashree Birla Mr. Sanjeev Aga (Managing Director) Mr. Arun Thiagarajan Ms. Tarjani Vakil Mr. Mohan Gyani Mr. Gian Prakash Gupta Mr. R.C. Bhargava Mr. P. Murari Mr. Biswajit A. Subramanian Dr. Rakesh Jain Mr. Juan Villalonga Navarro Dr. Hansa Wijayasuriya (Alternate to Mr. Juan Villalonga Navarro)

Management Team Corporate Leadership Team

Mr. Sanjeev Aga, Managing Director Mr. Akshaya Moondra, Chief Financial Officer Mr. Anil K. Tandan, Chief Technology Officer Mr. Prakash K. Paranjape, Chief Information Officer Mr. Pradeep Shrivastava, Chief Marketing Officer

Mr. Navanit Narayan, Chief Service Delivery Officer Mr. Vinay K. Razdan, Chief Human Resource Officer Mr. Rajat K. Mukarji, Chief Corporate Affairs Officer Mr. Rajesh K. Srivastava, Chief Materials & Procurement Officer Mr. Ambrish Jain, Director - Operations Mr. Himanshu Kapania, Director - Operations

Circle Heads
Mr. Iyer Subbaraman S., Chief Operating Officer, Andhra Pradesh Mr. Rajendra Chourasia, Chief Operating Officer, Madhya Pradesh & Chattisgarh Mr. Virad Kaul, Chief Operating Officer, Uttar Pradesh (West), Delhi & Haryana Mr. T. G. B. Ramakrishna, Chief Operating Officer, Kerala Mr. Sashi Shankar, Chief Operating Officer, Mumbai Mr. P.Lakshminarayana, Chief Operating Officer, Maharashtra & Goa Mr. Naozer Firoze Aibara, Chief Operating Officer, Uttar Pradesh (East) Mr. Sunil Kataria, Senior Vice President - Operations, Rajasthan Mr. Arul Bright, Senior Vice President - Operations, Gujarat Mr. M. D. Prasad, Senior Vice President - Operations, Bihar Mr. M. Srinivas, Senior Vice President - Operations, Tamil Nadu &Chennai Mr. Siva Ganapathi, Chief Operating Officer, Karnataka Mr. Anish Roy, Chief Operating Officer, Punjab, J&K and Himachal Pradesh Mr. Vijay Grover, Chief Operating Officer, East (Kolkata, Rest of West Bengal, Orissa & NESA)

Our Partners
IDEA welcomes all businesses and individuals interested in partnering with us to enhance and strengthen the IDEA products & services portfolio.To explo such potential partnerships, kindly get in touch with us by submitting the PartnersForm. Some of our Technology and Content Partners:

VAS

Onmobile Asia Pacific Ltd

Cellebrum India Ltd Siddhivinayak Ltd. Kodiak Ltd Mauj Astro Services

Net4nuts India Ltd Yahoo Rediff Indiatimes Mobile2win

Sify

NDTV

ROAMING

Starhome

Bharti Telesoft

MARKETING COMMUNICATIONS
Lowe India Pvt Ltd Mindshare PUBLIC RELATIONS AdFactors PR NETWORK Nokia - Siemens Ericsson

BILLING
Atos Origin

Brand Information
The brand Idea
It is almost impossible to disintegrate brand Idea from the corporate Idea. Brand values are the company values and vise versa. Brand Vision: It goes without saying that the brand vision of idea mirrors the companys vision. The brand mission statement is...... To be the most customer focused mobile service brand, continuously innovating to help liberate our customers from the shackles of time & space.

IDEA - Brand Values

Innovate . Stimulate . Liberate ....

It is these brand values, which have made us a formidable player in the telecom industry. Innovations that stimulate the customer and liberate him from the

shackles of time and space are the core of our brand. This is what we strive for. Nothing more, nothing less, nothing else.

IDEA - Brand Mission

The India footprint Idea Anywhere connectivity - bringing India closer. The Technology Advantage Idea Tomorrow's technology to enrich today. The Customer Focus Idea Make a single interaction a lasting relationship. The Employee Focus Idea Nurture the roots that nurture our ideas.

Our Values
Values We Value : Integrity - Honesty in every action At Aditya Birla Group, Integrity is defined as: Acting and taking decisions in a manner that is fair, honest, following the highest standards of professionalism and also perceived to be so. Integrity for us means not only financial and intellectual integrity, but in all other forms as are commonly understood. Key words that connote Integrity are: Ethical Truthful Principled Transparent Upright Respectful Commitment - deliver on the promise

At Aditya Birla Group Commitment is defined as: On the foundation of integrity, doing whatever it takes to deliver value to all stakeholders.

In the process, taking ownership of our actions and decisions, those of our team and that part of the organization that we are responsible for. Key words that connote commitment are: Accountability Discipline Responsibility Result orientation Self-confidence Reliability Passion - energized action At Aditya Birla Group Passion is defined as: A missionary zeal arising out of emotional engagement with the organization that makes work joyful and inspires each one to give his or her best. Relentless pursuit of goals and objectives with the highest level of energy and enthusiasm, that is voluntary and spontaneous. Key words that connote passion are:

Intensity Innovation Transformational Fire-in-the-belly Inspirational Seamlessness - boundryless in letter and spirit At Aditya Birla Group, Seamlessness is defined as: Thinking and working together across functional silos, hierarchies, business and geographies. Leveraging the available diversity to garner synergy benefits and promote openness through sharing and collaborative efforts. Key words that connote Seamlessness are: Teamwork Integration Involvement Openness

 Global Learning from the best Empowering. Speed - one step ahead always At Aditya Birla Group, Speed is defined as: Responding to internal and external customers with a sense of urgency. Continuously seeking to crash timelines and choosing the right rhythm to optimize organization efficiencies. Key words that connote Speed are: Response time Agile Accelerated Timelines Nimble Prompt Proactive Decisive

Our Promoters
Our Promoters are 1. Aditya Birla Nuvo Limited 2. Grasim Industries Limited 3. Hindalco Industries Limited and 4. Birla TMT Holdings Private Limited.

Idea in Advertisements
"Stay Connected" is a brand promise that looks at the key purpose of mobile telephony. It converges with the tangible requirement of 'network depth' & at the same time, reflects the eternal human need for bonding, kinsmanship, and relationship forming. This new brand campaign enables Idea to own the biggest category benefit of "keeping people connected", through a simple, unique and likeable expression of connectivity. And it makes consumers aware that "no one connects better than Idea".

Idea Sa Re Ga Ma Little Champs

Idea is gearing up to launch Idea Sa Re Ga Ma Pa Little Champs aimed at tapping the fresh talents and young voices in AP. The show will be live from 26th April and will be aired every Thursday and Friday 21:00-22:00hrs. Little Champs will provide a platform for young participants, all in the age group of 4 to 14 years. This series will have the little talents singing to a live band on the show. There will also be a wild card entry for Idea subscribers at the quarter final stage. The judges are Ramana Gogula, Koti and Shailaja, prominent regional personalities in AP. The entire program will culminate to a ground event in AP. Final winners will be gratified with prize money 1st winner - Rs. 1 lac 2nd winner - Rs. 75,000

Product Profile
Prepaid Plans in India
With Idea, SIMPLICITY and AFFORDABILITY walk hand in hand. Our customer centric tariffs allow you all the room in the world to choose the perfect plan, one which optimizes your usage and keeps your pocket heavy too. So, when you talk, you don't forget to smile. Online Prepaid Recharge Vouchers Andhra Pradesh Gujarat Madhya Pradesh & Chattisgarh Orissa Uttar Pradesh (E) Assam Haryana Maharashtra & Goa Punjab Uttar Pradesh (W) Bihar & Jharkhand Himachal Pradesh Mumbai Rajasthan Delhi & NCR Kerala NESA Tamilnadu

Note New Idea Prepaid Subscribers with Lifetime account validity or account validity equal to or greater than 6 months will be deactivated if he/she is in ANY of the below mentioned categories: 1. If he/she fails to remain active on the network for 3 continuous months i.e he/she should either receive or make a call (excluding the first call for SIM activation) once in 3 months. 2. If he/she does not recharge with a minimum value of Rs. 200/- once in every 6 months.

Idea Prepaid Registration & Activation Process

For Identity/Address Proof Passport Arms License Driving License (Learning license will not be accepted) Election Commission ID Card Ration Card with Photo & address CGHS / ECHS Card Certificate of address having photo, issued by MP / MLA / Group A Gazetted officer in letter head Certificate of address with Photo from Govt. recognized educational institutions (for students only) Address card with photo issued by dept of Posts, Govt of India Photo ID Card having address (of Central Govt / PSU or State Govt / PSU only) Caste and Domicile Certificate with Address and photo issued by State Govt. like Assam & Other states Pensioner Card having Photo & address

For Identity Proof (only) Income Tax PAN Photo Credit Card Certificates of photo identity, issued by village panchyat head or equivalent authority (for rural areas) Ration card with Photo, for the person whose photo is affixed Smart card issued by CSD, Defense or paramilitary Current passbook of post office / any scheduled bank having photo Photo Identity card (of central / PSU or State Govt / PSU only) Photo identity card issued by Govt. Recognized educational intuitions (for students only) Caste and Domicile Certificate with photo issued by State Govt. like Assam & Other states Kisan Passbook having photo

For Address proof (only) Ration card with address Water Bill (not older than last 3 months) Telephone Bill for Fixed line (not older than last 3 months) Electricity Bill (not older than last 3 months) Income Tax Assessment Order Vehicle Registration Certificate Registered Sale / Lease Agreement Current passbook of post office / any schedule bank Certificate of address issued by Village Panchayat head or its equivalent authority (for rural areas) Credit Card Statement (not older than last 3 months)

Note Completed CAF & a recent photograph with customer's signature is compulsory Customer's signature on the photocopies are mandatory Retailer & Distributor signature & stamp on the CAF and photocopies are mandatory Connection will be barred if your documents fail to reach us or fail to comply with regulator's guidelines. Customer needs to dial toll free number 2222 to select the language by which the activation process is completed.

Prepaid Recharge - Bihar

MRP

Service Tax Processing Talktime Fee From To From To From To 10 10 0.93 0.93 2 7.06 7.06

Validity Description Top up available on paper & V Top

Base Plan

11

11 1.02

1.02 9.98

SMS Pack 30 days with 50 local SMS, 30 days 0 15 days Unlimited Local Idea to Idea /day Local Idea to Idea@10p/min

12 13 14 17 18 24

12 1.12 13 1.21 14 1.3 17 1.58 18 1.68 24 2.24

1.12 10.88 1.21 11.79 1.3 12.7

0 0 0 0 0 0

0 0 0 0 0 0

Idea to idea 30 days @1p/5sec, 116am 365 days 365 days ALL Roaming 1p/Sec All Roaming 50p/min

1.58 15.42 1.68 16.32 2.24 21.76

All Idea to 30 days Idea local 1p/2sec Unlimited 30 days SMS*(1000 SMS/day) Base Plan 30 days Base Plan Base Plan Top up All Local 1p/2sec Top up Full Talk Time

26 30 43 50 55

26 2.42 30 2.8 43 4.01 54 4.66 55 5.13

2.42 23.58 2.8 2

0 25.2 0

0 25.2 0

4.01 38.99 5.04 2 5.13 0

43.34 46.96 55 55

111 222 333 124

111 10.36 10.36 0 222 20.73 20.73 0 333 31.09 31.09 0 124 11.57 11.57 112.43

111 222 333 0

111 222 333 0

Base Plan Base Plan Base Plan

Full Talk Time Full Talk Time Full Talk Time

1000 mins 30 days Local Idea To Idea Unlimited 30 days Local Idea To Idea

249

249 23.25 23.25 225.75

** ALL Top up denomination less than 100 charged service Tax @10.3% and PF Rs 2.* *** Recharge Talk time can vary as per market conditions

Postpaid Plans in Bihar

With Idea, SIMPLICITY and AFFORDABILITY walk hand in hand. Our customer centric tariffs allow you all the room in the world to choose the perfect plan, one which optimizes your usage and keeps your pocket heavy too. So, when you talk, you don't forget to smile. Idea Cellular Ltd. does not deal in handsets. Idea services are purely restricted to the business of SIM cards and cellular services.

Idea Postpaid Registration & Activation Process

As per the directive from the Department of Telecom (DOT), following Documents need to be submitted with the Customer Application Form For Identity/Address Proof

Passport Arms License Driving License Photo Identity Card having address Election Commission ID Card CGHS / ECHS Card Certificate of address having photo, issued by MP / MLA / Group A Gazetted officer in letter head (Certificate having Photograph issued by Gazetted Officer / MLA / MP on the specified format, in the cases where customers are not able to get the same on the letter head). Certificate of address with Photo from Govt. recognized educational institutions (for students only) Certificate of address having photo issued by Village panchayat head (for rural areas) Post Office address card - Photo duly attested Bank Pass Book (any scheduled Bank) duly attested on Photograph (with transactions details not older than 3 months) Post Office Pass Book duly attested on Photograph (with transactions details not older than 3 months) Caste & Domicile Certificate with photo issued by State Govt. Pensioner Card having Photo & address Freedom Fighter card having Photo & address Kisan Passbook having Photo & address

For Identity Proof (only)

Income Tax PAN Photo Credit Card CSD Card / Paramilitary Card Photo Identity Card issued by Govt. recognized educational institutions (for students only)

For Address proof (only) Ration card Water Bill (not older than last 3 months) Telephone Bill for Fixed line (not older than last 3 months) Electricity Bill of State company (not older than last 3 months) Income Tax Assessment Order Vehicle Registration Certificate Registered Sale / Lease Agreement (On Rs.100/- Stamp Paper & Registered at Sub-Registrar's Office only) Bank Pass Book (any scheduled Bank) - (with transactions details not older than 3 months) Post Office Pass Book (with transactions details not older than 3 months) Credit Card Statement (not older than last 3 months) Latest bank statement (not older than 3 months) of any scheduled bank duly signed & sealed by Branch Manager along with customer's photo graph Note Completed CAF & a recent photograph with customer's signature is compulsory Customer's signature on the photocopies are mandatory Dealer & Distributor signature & stamp on the CAF and photocopies are mandatory

Postpaid Plans - Bihar

Bill Flash - *147# Get 'Unbilled Amount, Billing & Payment related Information' as a flash on your mobile phone screen Service Type Basic (local) STD Only STD & National Roaming ISD Only ISD & Global Roaming NOTE :1. One SMS contains 160 characters. 2. License Validity till Dec 2026 3. All rates are inclusive of Airtime + IUC (Access Charges). 4. The Charges mentioned herein in all the Bill Plans have additional service tax charge of 10.3%. 5. Detailed Bill can be provided at an additional charge of Rs 25 Deposit (Rs.) Nil Nil Nil 1000 3000

RESEARCH METHODOLGY
Research is the process of systematic and depth study of any particular topic, subject or area of investigating backed by collection, presentation and interpretations of the relevant details or data research methodology is a way to systematically solve the research problem. The various steps adopted by the researcher is studying his problem along with logic behind them.

Research process-steps
Problem definition Research design Data collection Data analysis Interpretation of results Reporting

Research Method which we used:

Type of Research

Exploratory Research

Conclusive Research Descriptive Research

We choose Conclusive Research for our project because our objective was clear. We made hypotheses and tested it by doing research. In conclusive Research we choose Descriptive Research because our purpose was to collect data for definite purpose. We have to find out the customer expectation and customer experiences from prepaid connection

Sampling Technique which we use:

Types of Sampling Techniques Non Probability Sampling Techniques Probability Sampling Techniques

Convenience Sampling

Judgmental Sampling

In sampling Techniques We choose Non Probability Sampling Technique in which not every element of the target population has a chance of being selected because the inclusion of elements in a sample is left to the discretion of the researcher.

We choose Non Probability Technique because of our decision which was based on convenience and judgment. We used questionnaire as a instrument for data collection.

Marketing Channel

The marketing channel of Idea Cellular is as below.

In this channel first manufacture produce the simcards and then they sent to the wholesaler as per the order. Wholesalers send to the retailers and shopkeepers and then lastly retailer sales to customer. PULL Strategy is develop by the Idea Cellular. As Idea Cellular is very known brand and is punch line is For the People, By the People and An Idea Can Change Your Life which is very good thats why Penetrated Market consumer know about that and they ask about Idea Prepaid Simcards.

Distribution Strategy
There are three types of distribution strategies. 1. Exclusive distribution 2. Selective distribution 3. Intensive distribution

Exclusive Distribution: Exclusive distribution means severely limiting the number of intermediaries. It is appropriate when the producer wants to maintain control over the service level & outputs offered by the resellers & it often includes exclusive dealings arrangement by granting exclusive distribution, the producer hope to obtain more dedicated & knowledgeable. Selective Distribution: Selective distribution relies on more than a few but less than all of the intermediaries willing to carry aparticular product. It makes sense for established companies seeking distributors. Intensive Distribution: In intensive distribution the manufacturer places the goods or services in as many outlets as possible. This strategy is used for items such as snack foods, soft drinks, newspapers, candies etc.

Distribution Strategy for Idea Cellular:

We will use selective distribution. It involves the use of less intermediaries who are willing to carry the particular product. It can gain adequate market coverage with more control and less cost.

Q1. Do you use any mobile phones?

Options Yes No Percentage of respondents 80% 20%

No 20%

Yes 80%

Interpretation:
The response given by respondents 80 % are use of mobile phone and 20 % are not use of mobile phone. Company must consider about this 80 % of opportunit and they can grab market environment.

Q2. Which cellular service do you use?

Options Airtel Percentage of respondents 34%

Idea Reliance BSNL Tata indicom

28% 17% 16% 5%

Tata indicom 5% BSNL 16% Airtel 34%

Reliance 17% Idea 28%

Interpretation:
The above chart shows that, 34% of respondents use Airtel 28% of respondents use Idea 17% of respondents use Reliance 16%ofrespondentsuseBSNL 5%respondents use Tata Indicom

Q3. Are you aware of Idea sim card?

Options Yes No

Percentage of respondents 80% 20%

No 20%

Yes 80%

Interpretation:
The response given by respondents 80 % are aware of Idea simcard and 20% are not aware of Idea simcard

Q4. From which sources did you get information about Idea Sim card?
Options Television Newspapers Friends Others Percentage of respondents 40% 30% 25% 5%

Others 5% Friends 25% Newspapers 30%

Television 40%

Interpretation:
It is depicted from the chart that, 40 % of respondents came to know through television. 30 % of respondents came to know through newspapers. 25 % of respondents came to know through Friends 5% of respondents came to know through others Major of the respondents came to know through television.

Q5. Which service you are using?

Options Prepaid Postpaid

Percentage of respondents 90% 10%

Postpaid 10%

Prepaid 90%

Interpretation:
It is depicted from the chart that, 90 % of respondents using prepaid service 10 % of respondents not using prepaid service

Q6. Which factor do you considered while buying Idea Cellular Limited?
Options Network Schemes Brand image Call Charges If other than please specify. Percentage of respondents 70% 15% 5% 10% 0%

Series1

Series2

70%

15% 5%

10% 0%

Interpretation:
70% respondents considered network because without network we can not utilize any facilities.

Q7. Are you using lifetime or general plan?

Option Lifetime General Percentage of respondents 73% 27%

General 27%

Lifetime 73%

Interpretation:
The response given by respondents 73 % are using life time plan of Idea simcard and 27 % are using genrral plan of Idea simcard

Q8. Are you satisfied with network provided?

Option

Percentage of respondents

Yes No

92% 8%

No 8%

Yes 92%

Interpretation:
92 % customers are satisfied with network provided. Because To know whether customer is satisfied with network coverage provided or not.

Q9. Are you satisfied with call rates?

Option Yes No Percentage of respondents 80% 20%

No 20%

Yes 80%

Interpretation:
80 % customers are satisfied with call rates applied and 20 % are not satisfied Because To know whether customer is satisfied with call rates applied.

Q10. In which area of service in idea sim card do you want to improve?
Option Network Quality Schemes Call Charges. Percentage of respondents

40% 20% 20% 20%

Call Charges. 20% Schemes 20% Quality 20%

Network 40%

Interpretation:
It is depicted from the chart that, 40 % of respondents want to improve Network 20 % of respondents want to improve Schemes 20 % of respondents want to improve Quality 20% of respondents want to improve Call Charges Major of the respondents. want to improve Network

 During period of selling I found most of the Retailers were not willing to buy pre paid connections. One thing I got good about Idea that, the employees are very dedicated towards the job and they help me a lot and due to them I got good knowledge about the marketing field as well as consumer behavior about a particular product. It was also observed that awareness level of Idea is lesser among the customer as compare to BSNL and Airtel. They were not aware about benefits of prepaid connection. Through my survey, I came to know that most of the customers are satisfied with our plans and toppings. I observed that most of the customers like Idea advertisement and Major competitors of Idea are Airtel, BSNL and Reliance Peoples who are in profession line preferred Idea due to its perfect network coverage Maximum customers are due to the connections provided by the organizations where they are employed. It is also observed that most of the Retailers are not satisfied with there existing plans but even that they dont want to buy new connection only because of number issue. punch-line.

Every research or survey which conducted may have certain short comings and unfortunately mine also a similar case. A few errors have come inside in spite of my best efforts to avoid them, but this is expected that still the finding are very much relevant.

There was some limitation during my project.

My survey was limited to main road, station road and sri Krishna nagar Gyan babu chowk area only. While filling the questionnaire most of the Retailers didnt entertain us for filling the questionnaire.

Respondents gave very biased answer & not have enough time to spare with researcher

Respondent were also not willing to give answer of some questions.

Companies happen to be little hesitant in disclosing their detail about monthly usage, connections and call rates

Rural customers did not had the facilities to recharge their mobile due to less recharge center

The telecom industry is facing great competition; during project I came to realize how to market the prepaid services to different customers working in government sector, banking sector and various companies. I also got the training how strategic level of management responds to the strategies of other companies, how to interact with strangers, how to promote our product by listening their complaints. From this Project I get the knowledge that those who are working somewhere prefers to get connection of Idea because they provide best network amongst others. Large customer base belongs to private companies and the connections are provided by the organizations. According to my survey maximum customers are satisfied with the network system provided, call rates, pretpaid services. Maximum customer prefers cash payment and very few prefer debit card and credit card payment After analyzing the data I came out with some of the observation and findings from those analyzed data and observation and findings I came out with followings conclusion:

Company is doing lot of promotion activities to set up the brand image of Idea.

Customers are fussier about the plans

Idea mostly target the businessman or the group connection as compare to individual connection.

Company has very low market share in this segment.

 It was a great experience to work in the telecom sector and with Idea Company because while working in this I have learned a lot about telecom sector. Company must try to grab the opportunity on the basis of providing good services, network and individual plan connection.

Most of the company and firm are facing there high value plan and connectivity so Idea get the opportunity for the fresh field.

From the study I have conducted and knowledge I have acquired from it, I recommended following improvements. Company should improve there internal management that will give them more loyal customer. Company should focus more to this segment. Company should bring some more promotional schemes to gain new customers. Management trainee must give at least 7 days training so that they can aware about company. Sales teams need to train better to deliver a superior performance. Company has good opportunity in individual connection as well as group plan connection because most of the firm and company are searching for the good and effective plan for their organization. As per the research methodology and data analysis 80% companies and firm do not have group plan so there is enough opportunity in this field for group as well as single connection. To ensure better customer satisfaction & maintain higher level of Customer relationship management, the Network department has to be more effective & efficient. To retain existing customers means offering the best scheme. This Would automatically attract new customers. There should be no compromise in quality and the network facility. They should provide other facilities like massage and minimum call rates in the same network. They should not take other hidden charges. Company should launch special and innovative prepaid schemes for students.

Name: _______________________________________________ Age: ___________ Address: _____________________________________________________________ Plan you are using: ______________________________ Reason: ___________ If salaried then department: __________________________________________

1) Do you use any mobile phone?

Yes No

2) Which cellular service do you use? Airtel Idea Tata indicom Reliance BSNL

3) Are you aware of Idea simcard?

Yes No

4) From which sources did you get information about Idea simcard? Newspaper Television Friends Others

5) Which service you r using? Prepaid Postpaid 6) Which factor do you considered while buying Idea Cellular Limited? Network Schemes Brand image Call Charges If other than please specify

7) Are you using lifetime or general plan? Lifetime General 8) Are you satisfied with network provided? Yes No 9) Are you satisfied with call rates? Yes No 10) Have you seen any advertisement of Idea Cellular Limited ? Yes No 11) Are you satisfied with the lifetime plan which you are using? Yes NO

12)

Do you satisfied with the service of Idea Cellular Limited ? Yes No

13)

If not than give the suggestions for improvement. Name: Sex: . Age: .. Qualification: Contact No.:

Books:
Philip Kotler , Marketing Management (Ninth Edition) -By (Published Prentice-hall of India Pvt.ltd. New Delhi) G.C Beri, Marketing Research (Second Edition) -By(Published Tata Mcgraw Hill Publishing Col.Ltd. Delhi) C. R. Kothari Research methodology, -By vishwa publication, New Delhi.

Websites: www.adityabirla.com www.ideacellular.com www.google.co.in

Newspaper & Magazine:

The Times Of India The Hindu Business today magazine Business world