A

FINAL REPORT ON

In Partial Fulfillment of Requirement of Degree of

Submitted to: Submitted by:

Mr. Harish Gaur Chetan Khajuria

(Faculty Guide) Enrolment

No.8NBJM012

INC Jammu

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 ACKNOWLEDGEMENT

I exploit this opportunity in expressing sense of gratitude and indebtness whole

heartedly to Mr. Milan Joshi (company guide) for his encouragement while carrying the
internship program in Aircel.

I express my profound debts of gratitude to our centre head and faculty guide for
providing me such an environment and platform to perform this work. Special thanks to
college administration for providing the computer lab till late hours to complete this
project work.

No words are enough to express my heartiest gratitude to my parents who have always
been a source of incessant motivation and encouragement to me.

Chetan Khajuria

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TABLE OF CONTENTS

Contents Page No.

1. Overview of Telecom industory 4

2. Overview of company 5-19

3. Objectives of executive training 20

4. Strategy adopted 21

5. Task/Targets Assigned 22

6. Achievements 23

7. Analysis of performance vs. Target. Reasons for variance, if any 24

8. Data analysis 25-37

9. Problems faced 38

10. Learning’s 39

11. Limitations 40

12. Conclusion 41

13. SWOT analysis 42

14. Annexure 43

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 Telecom industry

The telecom network in India is the fifth largest network in the world meeting up
with global standards. Presently, the Indian telecom industry is currently slated to an
estimated contribution of nearly 1% to India’s GDP.

Introduction
The Indian Telecommunications network with 110.01 million connections is the fifth
largest in the world and the second largest among the emerging economies of Asia.
Today, it is the fastest growing market in the world and represents unique
opportunities for U.S. companies in the stagnant global scenario. The total subscriber
base, which has grown by 40% in 2005, is expected to reach 250 million in 2007.
According to Broadband Policy 2004, Government of India aims at 9 million
broadband connections and 18 million internet connections by 2007. The wireless
subscriber base has jumped from 33.69 million in 2004 to 62.57 million in FY2004-
2005. In the last 3 years, two out of every three new telephone subscribers were
wireless subscribers. Consequently, wireless now accounts for 54.6% of the total
telephone subscriber base, as compared to only 40% in 2003. Wireless subscriber
growth is expected to bypass 2.5 million new subscribers per month by 2007. The
wireless technologies currently in use are Global System for Mobile Communications
(GSM) and Code Division Multiple Access (CDMA). There are primarily 9 GSM and 5
CDMA operators providing mobile services in 19 telecom circles and 4 metro cities,
covering 2000 towns across the country
.
Major Players

There are three types of players in telecom services:

• -State owned companies (BSNL and MTNL)
• -Private Indian owned companies (Reliance Infocomm, Tata Teleservices,)
• -Foreign invested companies (Hutchison-Essar, Bharti Tele-Ventures,
Escotel, Idea Cellular, BPL Mobile, Spice Communications)

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 Company Profile

The Aircel is a joint venture between Maxis Communications Berhad of Malaysia and
Apollo Hospital Enterprise Ltd. Of India, With Maxis Communications holding a majority
stake of 74%.

Aircel commenced operations in 1999 and became the leading mobile operator in Tamil
Nadu within 18 months. In december2003, it launched commercially in Chennai and quickly
established itself as a market leader-a position it has held since.

Aircel began its outward expansion in 2005 and met with unprecedented success in the
Eastern frontier circles. It emerged a market leader in Assam and in the North Eastern
provisnces within 18 months of operations. Till today, the company gained a foothold in 17
circles including Chennai, Tamil Nadu, Assam, North East, Orissa, Bihar, Jammu &
Kashmir, Himachal Pradesh, West Bengal, Kolkata, Kerala, Andhra Pradesh,
Karnataka, Delhi, UP(West), UP(East) and Mumbai.

The Company has currently gained a momentum in the space of telecom in India post the
allocation of additional spectrum by the Department of Telecom, Govt. of India for 13 new
circles across India. These include Delhi (Metro), Mumbai (Metro), Andhra Pradesh,
Gujarat, Haryana, Karnataka, Kerala, Madhya Pradesh, Maharashtra & Goa, Rajasthan,
Punjab, UP (West) and UP (East).

Aircel has won many awards and recognitions. Voice and Data gave Aircel the highest
rating for overall customer satisfaction and network quality in 2006. Aircel emerged as the
top mid-size utility company in Business world’s ‘List of Best Mid-Size Companies’ in 2007.
Additionally, Tele.net recognised Aircel as the best regional operator in 2008.

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With over 17 million customers in the country, Aircel the fast growing telecom company in
India has revved up plans to become a full-fledged national operator by end of 2009.

The company has invested Rs 500 crore in the Kerala market in the first phase to set up
1,200 base stations, which will be doubled in one year. The products and services are
uniquely tailored to meet the special needs of consumers in the State such as the lowest
inbuilt Gulf tariff at Rs 5.99 a minute.

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Aircel has set up a specialised Data Call Centre with the latest technology and multilingual
customer care handling capability. It has an EDGE-enabled network and with the modern
infrastructure facility, it should provide a competitive range of products with a rich bouquet
of value-added services.

With a subscriber base of 16 million, Aircel is the number two operator with an 18.2 per cent
cumulative market share in its current market

Aircel prepaid

Aircel provides convenient and comfortable prepaid plans!

To speak as much as anyone want to. Find a tariff plan that fits your usage and budget
best. What’s more, get a whole bouquet of value-added services to go with it.

With easy recharge options, you will never run out of validity again. Add to that our
widespread network allows you to get the best cellular experience possible

Aircel post paid

Aircel offers postpaid plans which are tailor-made to suit calling needs. One can explore the
world of limitless possibilities by subscribing to an Aircel postpaid plan!

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Aircel customer care is always ready to help and support to ensure an exciting and a
trouble-free experience. Customer gets a host of exciting value-added services along with
their postpaid connection.

Aircel Roaming

With Aircel Roaming facilities, the world now seems a much smaller place! Aircel has tied
up with cellular service providers across India and abroad so that the customer will always
stay connected, wherever he goes and stays in touch with family and friends, wherever they
are! So roam around and explore the world without hesitation with Aircel.

Aircel is also the team sponsor for Chennai Super Kings and has the branding rights for the
players uniform, including their shirts and hats, during the DLF
IPLTournament,opportunities for in –stadia branding, sponsoringss Man –of –the – Match
trophies for matches happening in Chennai and several other brand activation
opportunities.

Mission statement

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Aircel are conditionally committed to exceeding their customer’s expectations. They will
provide network and services that are innovative and reliable, allowing their customer any
time anywhere communications. They will attract, develop and retain an exceptional team
of people. They are committed to enhancing the quality of real life in the community in
which they operate. They will meet the financial expectation of their shareholders.

They also do promotion by strong advertisement. Their Brand Ambassador is

Mahendra Singh Dhoni.

Product distribution

Aircel ,a company with the first objective of giving better service than other operator, is
launched and starting giving ser vice at the end of the year 2005.They distributed their
product as a 4 cell city which is connected to their circle office and 1DOP(distribution of
prepaid connection and RCV’s Recharge coupon voucher) in the market. Cell City is
dealing with both products postpaid and prepaid and responsible for the corporate
sales. Cell City appoints dealers which is normal dealer and some priority dealer called
cell city zone .Margin of cell city zone will be on higher side as a compare to normal
retailers.

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 GOALS AND VALUES

• CUSTOMERS : customers are most valued assets of Aircel. Aircel strives

to exceed their expectations at all time by providing their customers with
superior services that embody value, innovation, quality and care.

• PEOPLE : People working in Aircel are its greatest resources. Aircel

attract, train and retain the best. It will challenge them to develop their full
potential in the context of company goals.

• RESPECT : Aircel will treat with respect and dignity all people they deal
with.

• EXCELLENCE : Aircel committed to excellence in all what does. There

will be no place for mediocrity.

• WORK : Aircel will promote a work environment that embraces creativity,

promotes empowerment, and encourages team work, innovation, prudent
risk taking, honest and open communication and respectful iconoclasm.

• QUALITY : The hallmark of its internal and external outputs and processes
will be quality. This will pervade every aspect of their functioning.

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 • Integrity : Aircel will maintain and strive for the highest levels of personal
and professionaity and honesty in all its dealings.

CUSTOMERS

AIRCEL have 2 types of Customers

1. Post paid Customers
In this, the customers first avail the services and then pay its bill after a specified
period of time. In this period the customer use the unlimited service and pay the
amount with the rent associated with it.
2. Pre paid customers
In this, the customers first pay the amount and then avail its services. Within this the
customers uses only the limited service.
Post paid Customers are further of 2 types:
1. Individual level Customers
Post paid connections are given to individuals. They also select the number according
to their wish. In Aircel these numbers are called Platinum worth Rs25000/-,silver
number worth Rs5000/-,and Fancy number worth Rs1000/-.
2. Corporate level Customers
Post paid connections are given to the business house which further distribute the
connections to its employees.

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 COMPETITORS

The main competitors of Aircel across the country are:

• Airtel,
• Vodafone
• Reliance
• Idea cellular
• BSNL
• MTNL
The competitors of AIRCEL in J&K are as follows:

• Tata indicom
• BSNL
• Bharti Airtel
• Vodafone essar
• Reliance communication

In the 10 telecom players Aircel is in the seventh position.

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 NEW SERVICES PROVIDED BY AIRCEL TO ITS CUSTOMERS

VAS(Value Added Services)

1.Call Management Services

✔ Call Waiting
✔ Call hold
✔ Call Forward
✔ Call Conference @30/month
✔ CLIP(Caller Line Identification Protocol
✔ CLIR(Caller Line Identification Restriction)
✔ IB-Itemized Billing-25/month

2.SMS- Short Messaging Service

a)SMS Person to Person(P2P)

✔ Local Re1/SMS
✔ National Rs 1.50/ SMS
✔ International Rs 5/ SMS
✔ 6SMS pack (Rs 9 having 50 SMS free and Rs49 having 300 SMS free and both
have 30 days validity)

b)SMS Person to Application(P2A)

✔ E.g. 57272 Dainik Jagraan,58000yahoo
✔ Premium rates applicable, mostly Rs3/SMS
c)SMS based Subscription services

✔ Eg.Astrology Tips,Beauty Tips

✔ Charges may range from Re1/day to Rs 30/month
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d)MCA-Missed Call Alert Service

✔ Monthly rental Rs15/-

3.VOICE

✔ Dialler Tunes at Rs30/month and song charges at Rs10/song and Browsing

56565 at Rs5/min(8a.m-10p.m) and Rs3/min(10p.m-8a.m)

✔ Voice Portal-Rs 6/min(cricket news,news,ringtones,jokes)

✔ Doctor on call on 55847 at Rs9/min

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 ✔ Astrology on call at 55315 at Rs9/min
✔ Music on Call at 543213(toll free) with subscription charges of Rs30/month and
gets 45 min of music free.
✔ Contest
✔ Railway helpline on 139 at Rs2/min

4.GPRS-General Packet Radio Service

Pocket internet at Rs0.10/10KB

Service56 Rate(Rs)
Astro 5
Wall papers 15
Polyphonic Ring Tones 15
True Tones 20
MP3 Tones 20
Animation 15
Videos 30
Themes 50
Movie Themes 30
Games 50/99/150

Pocket internet cards are available at

A)Rs 14

We will get multiple goodies like unlimited surfing for 3 days

Uploading & downloading on our GPRS enable handset & to our laptop/computer.

Downloads i.e. wallpapers & games through a specific WAP URL on our mobile
handsets only.

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B)Rs 98

We will get multiple goodies like unlimited surfing

Uploading & downloading on our GPRS enable handset & to our laptop/computer.

Download some free content downloads i.e. wallpapers & games through a specific
WAP URL on our mobile handsets only.

5.USSD- Unstructured Supplementary Service Data

Available on *234#-following SMS based services are available

Services Rate in Rs/ month

Astro 15
Cricket 15
Entertainment 15
Jokes 15
Love and dating 15
Mehfil-e-timepass 15
News 15
Lifestyle 15

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 TARRIF PLANS OF AIRCEL

TARRIF PLAN

TARRIF SUK SUK SUK SUK SUK

CATAGORIES 49 99 149 298 200
VALIDITY 0 30 days 30 days 90days 50 days
TALKTIME Rs 0 Rs 25 Rs 35 Rs60 Rs 50
AIRCEL TO Rs0 .99 Rs0.99 Rs0.99 Rs0.99 Rs1.00
AIRCEL(LOCAL)
AIRCEL TO Rs1.50 Rs1.50 Rs1.50 Rs1.50 Rs 1.00
OTHERS(LOCAL)
AIRCEL TO Rs 1.50 Rs1.50 Rs1.50 Rs1.50 Rs1.00
LANDLINE
AIRCEL TO STD Rs1.50 Rs1.50 Rs1.50 Rs1.50 Rs1.00
SMS LOCAL Rs1.00 Rs1.00 Rs1.00 Rs1.00 Rs1.00
SMS STD Rs2.00 Rs2.00 Rs2.00 Rs2.00 Rs2.00
SMS Rs5.00 Rs5.00 Rs5.00 Rs5.00 Rs5.00
INTERNATIONAL

TOP-UP

TOP 10 25 50 110 220

UP(MRP)
TALK Rs 8 RS23 Rs48 Rs108 Rs220
VALUE
VALIDITY 0 0 0 0 0
FREE 0 0 0 Rs50 Rs150
AIRCEL TO
AIRCEL

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LOCAL
CALLS

SMS PACKS

MAHA SMS PACK SMS PACK 1 SMS PACK 2

MRP Rs9 Rs49
TALK VALUE 0 0
VALIDITY 30 days 30 days
OTHER-FREE SMS(COUNT)

SMS
LOCAL AND 50 300
INTERNATIONAL
VOICE PORTAL(55555) Nil 10 minutes

VALUE VOUCHER

TARRIF VALUE VOUCHER VALUE VOUCHER

CATAGORIES Rs29 Rs49
VALIDITY 30 days 30 days
AIRCEL TO AIRCEL Rs0.20 Rs0.10
AIRCEL TO OTHERS Rs0.50 Rs0.50
AIRCEL TO LANDLINE Rs1.00 Rs0.50
AIRCEL TO STD Rs 1.50 Rs1.50

RECHARGE VOUCHERS

RCV RCV RCV RCV RCV RCV

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CATAGORIES 500 399 325 200 111 100
TALK TIME Rs461.2 Rs399 Rs300 Rs100 Rs50 Rs50
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TALK Rs249 Rs200 Rs299.8 Rs100 Rs100 Rs50
TIME(NORMAL 2
PREPAID)/VALIDIT (60days) (30days (30days (30days (10days
Y ) (30 ) ) )
days)

New products

RCV(Recharge vouchers)

1. Rs 80

Aircel to Aircel: Rs 0.25 charges from 11a.m to 6p.m

Rs 0.10 charges from 11p.m to 6a.m

1. Rs 250

Aircel to Aircel: Rs 0.10 charges from 11a.m to 6p.m

No charges from 11p.m to 6a.m

Rolling Prepaid

Prepaid Lifetime
MRP (Rs.) 10 25 50 110 111 220 399
Talktime Value (Rs.) 8 23 48 108 50 220 399
Validity Period (days) 30 30 30 30 30† 30 30†

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 OBJECTIVES OF THE EXECUTIVE TRAINING

 To get the market exposure.

 To know about the telecom sector.

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 To know about the company ,its work culture.

 To get the product knowledge of Aircel company.

 To provide an opportunity to apply the concepts learnt in real life situations.

 To enhance the personal capabilities.

 To improve the communication skills.

 To know how to work under the guidelines and deadlines in an organizational

atmosphere.

 To know how to conjoin personal and organizational objectives.

 To work under pressure situations.

 To keenly observe external as well as internal factors associated with the

organizational objectives.

Strategy adopted

 Personal visit.

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  Done individually.

 Most of the time use local language.

 Survey mostly during evening hours.

 In one day cover the whole area.

 Speak politely to the retailers

TASK AND TARGETS ASSIGNED

TASK

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Aircel company had assigned us to set up a canopy in coco which is situated at
K.C.Residency on 9th April,2009 to10th April,2009 to give awareness about the various
Value Added Services provided by the Aircel company to its customers.

On 12th April,2009 we set up a canopy at Mata Vaishno Devi University to do the same
task over there.

TARGET

To survey 150 telecom retailers in a month(from 13th April,2009 to 10th May,2009)in the
given area of Bari Brahamana onwards to Vijaypur.

For this, we have to survey at least 25 retailers per week.

Then for the next month we have to punch the data and put it in homogeneity.

And for the last month we have to analyze the data which we have collected.

TARGETS PER WEEK AND ACHIEVEMENTS

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 1ST Week(2nd April,2009-3rd April,2009)

In the first week, the company gave us the overview of their company,its market share in
J&K and what additional they are giving to its customers.

In additional the Company Guide gave us the target to survey 20 retailers on their selling
distribution.

Achievements

I successfully achieved the target of 20 retailers given to me by the company guide and
surveyed in the area of Bari Brahamana, Tarore,Patli Morh and Bakshi Nagar.

2nd week(6th April,2009-11th April,2009)

The Company Guide took feedback from all SIP trainees about the survey they had given
to us.

Moreover ,they had assigned the task of setting a canopy for three days .For this, they
divided10 of us in two groups. Five out of ten had to go at Mata Vaishno Devi University
and remaining had to set a canopy in coco at K.C Residency for two days and at the third
day they asked all of us to set up a canopy at Mata Vaishno Devi University.

I belong to the 2nd group.

During this ,we not only improved our communication skills but had a first hand experience
of the market exposure and learned a lesson about personality development.

Analysis of performance vs. Target. Reasons for variance,

if any

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 SURVEY OF TELECOM
RETAILERS
WEEK DATE TARGET/TASK ACHIEVEMENTS VARIANCE REASON FOR
NO. VARIANCE
3 13/4/09- 25 30 +5 Because of the
17/4/09 more availability
of retailer’s shop.
4 20/4/09- 25 40 +15 Covered a large
24/4/09 area
5 27/4/09- 25 35 +10 Because of the
1/5/09 more availability
of retailer’s shop.
6 4/5/09- 25 45 +20 Because of the
8/5/09 more availability
of retailer’s shop.
PUNCHING OF DATA OF 1500 TELECOM RETAILERS
7 11/5/09- 400 400 NIL NO
15/5/09
8 18/5/09- 350 350 NIL NO
22/5/09
9 25/5/09- 350 350 NIL NO
29/5/09
10 1/6/09- 400 400 NIL NO
5/6/09

For the remaining weeks i.e 11,12 and 13 (from 8/6/09-19/6/09) we analyze the
collected data.

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 DATA ANALYSIS

1.BRANDS PRESENT ON THE RETAILER’S SHOP

2. BRAND WHICH IS TOP OF THE MIND RECALL OF

RETAILER

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3.FREQUENCY OF VISIT OF FOS ON THE RETAILER’S SHOP

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4.OVERALL FOS RATING

5.AIRCEL VISIBILITY ON THE RETAILER’S SHOP

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6.BEST VISIBILITY ON THE RETAILER’S SHOP

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7.FLEX AVAILABILITY ON THE RETAILER’S SHOP

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8.GSB AVAILABILITY ON THE RETAILER’S SHOP

9.PUBLICITY MATERIAL PROVIDED BY AIRCEL TO THE

RETAILERS

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10.KNOWLEDGE OF RETAILER’S HELP LINE OF RETAILERS

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11.ACTIVATION TIME PF AIRCEL

12.BEST ACTIVATION

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13.PRODUCT KNOWLEDGE OF RETAILERS

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 PROBLEMS FACED

➢ After covering 10-15Km, I got only one or two shops in an area.

➢ Some of the retailers doesn’t have the proper knowledge about their products,FOS
and distributors, thus it gives me difficulty in collecting data.

➢ Some retailers did not give proper response.

➢ It is a season of summer; sometime I have to walk 3 or 4 miles per day in the

scorching heat of the sun.

➢ I did the survey individually while others did in pair so it is difficult for me to cover the
unknown area .For this reason, I had to convince my brother to accompany me.

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 LEARNINGS

 I learnt how to deal with the unknown people.

 I improved my communication skills.

 I learnt how to get the information from a person if he is not willing to give the
information to me.

 It increased my knowledge about the corporate sector.

 I learnt the ways to get accustomed to the hectic schedules of business circles.

 I learnt to survive even with limitations.

 It gave a huge push to my personality development.

 It widened my sphere of knowledge about various aspects of executive activities.

 It helped me to collect valuable information about individual preferences and tastes

ranging from group to group, individual to individual.

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 LIMITATIONS

A.In monetary terms

I had to cover a far flung areas from my residence .The fare of these places is too large
that it is too difficult for me to counter this problem.

B.Time constraint

I had to survey 150 retailers in a month. This time is too less to survey 150 retailers
because the area which is given to me doesn’t have such huge retailers shop.

C.New in the market

As I am very new in the market, thus it is difficult for me to adjust in the market environment
for the first time.

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 SWOT ANALYSIS

1.STRENGTHS

 Leading mobile operator in the south of India.

 Good connectivity
 Brand awareness through advertisements and their Brand Ambassador is
Mahendra Singh Dhoni who is the captain of Indian Cricket Team.

2.WEAKNESS

 Communication gap between company employees and the retailers.

 Distribution network
 Supply of inventory

3.OPPORTUNITIES

 Opportunity to cover the rural areas and spread its network all over India. As it is
present already in 14 circles and now they are planning to cover all 23 circles.
 Due to rising middle class and rural market demand, sales can increase.

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4.Threats:

 Distribution network is not good.

 Intense Competition in the market.

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 CONCLUSION

The entire telecom operators prepare different plans according to the needs of different
subscribers. The telecom operators should pay attention towards the border areas. The
company has to cover that area also or they install their company’s tower in the vicinity of
5km.

During the survey I came to know that mostly all the retailers sell Aircel connection but they
were not satisfied with the working they do.

I came to know that in J&K, the AIRTEL is doing better than AIRCEL.

Schemes and commission should be given on time to the retailers if the company wants to
increase its market share in J&K.

Company’s distribution network and dealing of marketing boys with retailers is not
satisfactory, as in 150 outlets I came to know that the areas where the distribution network
is so week that they didn’t know what are the latest schemes are being introduced by the
company.

Aircel visibility is average on the retail outlets and it nearly takes 2 days to activate while
Airtel and BSNL take 1 day to activate.

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