PART – ICOMPANY PROFILE Introduction and History of Company Tata DOCOMO is part of the Indian conglomerate Tata Group. The company received the license to operate GSM services in nineteen telecom circles and was allotted spectrum in eighteen of these circles and launched GSM services on 24 June 2009. It began operations first in South India and currently operates GSM services in eighteen of twenty two telecom circles. It has licenses to operate in Delhi but has not been allocated spectrum from the Government. DoCoMo provides services throughout India. Tata DOCOMO offers both prepaid and postpaid cellular phone services. It has become very popular with its one-second pulse especially in semi-urban and rural areas. It is the first company to start the one-second plan in India, and later all other operators adopted this plan as it became popular. TATA DOCOMO is Tata Teleservices Limited's (TTSL) telecom service on the GSM platformarising out of the Tata Group's strategic alliance with Japanese telecom major NTT DOCOMO in November 2008. Tata Teleservices has received a pan-India license to operate GSM telecom services, under the brand TATA DOCOMO and has also been allotted spectrum in 18 telecom Circles. TTSL and has already rolled out its services in various circles. The name DoCoMo is officially an abbreviation of the phrase, "do communications over the mobile network", and is also from a compound word dokomo, meaning "everywhere" in Japanese. The launch of the TATA DOCOMO brand marks a significant milestone in the Indian telecom landscape, as it stands to redefine the very face of telecoms in India. Tokyo-based NTT DOCOMO is one of the world's leading mobile operators-in the Japanese market, the company is clearly the preferred mobile phone service provider in Japan with a 50 per cent market share. On 5 November 2010, Tata DOCOMO became the first private sector telecom company to launch 3G services in India. Tata DOCOMO had about 42.34 million users at the end of December 2010. NTT DOCOMO has played a major role in the evolution of mobile telecommunications through its development of cutting-edge technologies and services. Over the years, technologists at DOCOMO have defined industry benchmarks like 3G technology, as also products and services like the i-modeTM, mobile payment and a plethora of lifestyle-enhancing applications. Today, while most of the rest of the industry is only beginning to talk of LTE technology and its possible applications, DOCOMO has already started conducting LTE trials in physical geographies, not just inside laboratories! DOCOMO is also a global leader in the VAS (Value-Added Services) space, both in terms of services and handset designs, particularly integrating services at the platform stage. The Tata Group-NTT DOCOMO partnership will see offerings such as these being introduced in the Indian market under the TATA DOCOMO brand. TATA DOCOMO has also set up a 'Business and Technology Cooperation Committee, comprising of senior personnel from both companies. The committee is responsible for the identification of key areas where the two companies will work together. DOCOMO, the world's leading mobile operator, will work closely with the Tata Teleservices Limited management and provide knowhow on helping the company develop its GSM business. Despite being a late entrant, Tata Indicom, TTSL's CDMA brand, has already established its presence and is the fastest-growing pan-India operator. Incorporated in 1996, Tata Teleservices Limited is the pioneer of the CDMA 1x technology platform in India. Today, Tata Teleservices Limited, along with Tata Teleservices (Maharashtra) Ltd, serves over 37 million customers in more than 320,000 towns and villages across the country offering a wide range of telephony services including Mobile Services, Wireless Desktop Phones, Public Booth Telephony and Wire-line Services. Rebranding On 20 October 2011, the Tata Group brought its brands – CDMA, GSM, Walky (Fixed Wireless Phone), Photon, INTERNET – under the Tata DOCOMO name. All subscribers to these services were migrated to the Docomo brand on 20 October 2011. The company’s other brands – Virgin Mobile and T24 – are not part of the rebranding and continue to retain their names. Tata DoCoMo Limited Type Joint venture Industry Telecommunications Founded November 2008 Headquarters New Delhi, NCT, India Area served India Services Mobile network, Fixed wireless, Wireless broadband Parent TataTeleservices(73.5%) NTT DoCoMo (26.5%) Slogan "Do the new", "Keep it simple, silly" Website www.tatadocomo.com Telecom sector in India Introduction Telecom services have been acknowledged globally as an essential tool for the socio-economic development of a nation. India is currently the world’s second-largest telecommunications market and has registered exceptional growth in the past few years. The Indian mobile economy is growing rapidly and will contribute approximately US$ 400 billion to India’s gross domestic product (GDP), according to report prepared by GSMA in collaboration with BCG. The rapid strides in the telecom sector have been facilitated by liberal policies of the Government of India that provide easy market access for telecom equipment and a fair regulatory framework for offering telecom services at affordable prices. The deregulation of foreign direct investment (FDI) norms has made the sector one of the fastest growing and a top five employment opportunity generator in the country. 2 per cent.68 million during the period April 2000 to January 2015.994. K Uppaluri. according to the UK-based GSM Association (GSMA). Randstad India. The broadband services user-base in India is expected to grow to 250 million connections by 2017.” said Mr.8 billion in 2014 and is expected to touch US$ 37 billion in 2017. according to Mobile Internet in India 2014 report. the total mobile services market revenue in India will reach US$ 29. Huawei Technologies has won two contracts worth a combined US$ 120 million from Bharti Airtel and Idea Cellular to upgrade their wireline networks. working on innovative broadband deployment technologies. The Indian telecom sector is expected to create four million direct and indirect jobs over the next 5 years on the back of the government’s efforts to increase penetration in rural areas along with the growth in the smartphone numbers and internet usage. according to estimates by Randstad India. “The telecom sector has been growing aggressive at an average for 35 per cent a year for close to two decades. by investing in Indian start-ups. beginning with assembling devices from April 2015. according to the data released by Department of Industrial Policy and Promotion (DIPP). India saw the fastest growth in new mobile-phone connections with 18 million net additions in the third quarter of 2014. India is projected to have 213 million mobile internet users by June 2015. there have been a lot of investments and developments in the sector.000 to strengthen India’s investments in broadband technology research.Market Size Telecommunications is one of the prime support services needed for rapid growth and modernization of various sectors of the economy. Driven by strong adoption of data consumption on handheld devices. . According to a study by GSMA. Maxx will invest over Rs 6 crore (US$ 965. Maxx Mobilink plans to start production of mobile handsets at its Haridwar plant. Investment With daily increasing subscriber base.615. registering a compound annual growth rate (CAGR) of 5.81) initially in setting up the R&D laboratory. CEO. according to a report by Swedish mobile network equipment maker Ericsson. followed by China with 12 million new additions. a 23 per cent rise over a six month period. Some of the major developments in the recent past are: Sterlite Technologies Ltd has announced an annual seed fund of US$ 100. according to research firm IDC. it has been expected that smartphones will account for two out of every three mobile connections globally by 2020 and India is all set to become the fourth largest smartphone market. The industry has attracted FDI worth US$ 16. services such as security and surveillance. buildings and offices to mobile companies. rapid growth is expected in the Indian telecommunication sector in the next few years. as per a Microsoft report. a submarine cable being developed between the US and Brazil. With the government’s favourable regulation policies and 4G services hitting the market.000 crore (US$ 804. The government will sell 380. bus stops. Bharti Airtel and IHS Holding have signed an agreement under which latter will acquire about 1.100 telecom towers across Zambia and Rwanda. Citizens of India are expected to get a minimum of 2 megabits per second (MBPS) Wi-Fi speed at every government owned service point such as railways stations.75 megahertz (MHz) of second generation (2G) spectrum in three bands—the premium 900 MHz. seeking to increase services in the Latin American region. will be implemented by state-owned Bharat Sanchar Nigam Ltd (BSNL). remote monitoring of ATM . Road Ahead India will emerge as a leading player in the virtual world by having 700 million internet users of the 4.12 billion). railway stations and schools.000 crore (US$ 1.7 billion global users by 2025. Government Initiatives The government has fast-tracked reforms in the telecom sector and plans to clear the proposal allowing spectrum trading and sharing ahead of the year-end deadline as it wants to lift the business sentiment for the forthcoming airwave auction.64 million) for setting up mobile manufacturing units in the state.500 cities and towns across the country over the next three years and the programme. This is the first time that a State Government has opened its own land.840 crore (US$ 10. Ericsson has won a seven-year deal worth more than US$ 1 billion to manage the network of Reliance Communications across 11 service areas. Tata Communications has invested in acquiring capacity in Seabras-1. Some of the other major initiatives taken by the government are as follows: The Government of Uttar Pradesh (UP) has secured investment deals valued at Rs 5. airports. To speed up the national optical fibre network (NOFN) project. hospitals and all government departments that deal with the public on a daily basis.43 billion). involving an investment of up to Rs 7. 1800 MHz and 800 MHz. making the Swedish telecom gear maker the only service provider to manage the pan-India network of a mobile phone operator. The Union Cabinet of India has approved the largest ever telecom spectrum auction that is targeted to fetch at least Rs 64. The Government of Kerala has decided to allow mobile telecom service providers to set up towers on government land and buildings. the Department of Telecommunications (DoT) has advised officials to use public buildings such as post offices. with developments in this sector. The Government of India plans to roll out free high-speed wi-fi in 2. Also. Aircel 78. traffic management.200.machines.6 million mobile subscribers.5 million.500. Network Expansion: The country’s telecom subscriber base reached an all-time high of 970 million at the end of December 2014. This surpasses the previous record of 965. Idea Cellular 150. At the end of December. Tata Teleservices about 600.500. about 3. During the reported month.000 subscribers submitted request to change their mobile service provider taking the total number of such requests under Mobile Number Portability (MNP) service to 142. logistics and grid energy could eventually facilitate optimisation of resources. It is followed by Vodafone with 178. Vodafone about 1. 833 million wireless subscribers were active in December 2014. Tata Teleservices 66. Aircel (including Quadrant) 270. Bharti Airtel has maintained its leadership with 217. home automation.300.9 million. 2015.5 million reached in June 2012.1 million and Uninor 43.” Trai said in the report. The previous record was set in June 2012 when the mobile subscriber base in the country reached 934 million.000.6 million. The mobile or wireless subscriber base in country is now already at all-time highs after it crossed 935.016 as on June 18. reached 77.000 new mobile customers. Reliance Communications 106.3-million mark at the end of October 2014. the total mobile subscriber base reached 943. Idea Cellular added over 2. Aircel over 900. which means connection per 100. New operator Aircel registered the fastest growth rate in its mobile subscriber’s base and was followed by Telewings.000.97 million at the end of December 2014.000 subscribers and Sistema Shyam lost 68. retail. Teledensity in the country.20 million at the end of November 2014 to 970.58.700.110 customers. the highest by any company. according to the latest report by the Telecom Regulatory Authority of India (Trai). State-run BSNL in the reported month lost 1.3 million.000. BSNL 81.9 million. .000. Telewings (Uninor) 1.2 million.000. Exchange Rate Used: INR 1 = US$ 0. “The number of telephone subscribers in India increased from 964.445 new mobile customers.2 million mobile customers.000 customers.000 and MTNL 22. It was followed by Airtel which added over 1. Of the total wireless subscriber base.6 million. in December 2014. Closure of Mumbai-based Loop Mobile business in November also brought down subscriber base by about 700.500. 7 million at the end of December from 82 million in November. effective from 24 January 2000. established with effect from 20th February 1997 by an Act of Parliament. called the Telecom Regulatory Authority of India Act. TRAI's mission is to create and nurture conditions for growth of telecommunications in the country in a manner and at a pace which will enable India to play a leading role in emerging global information society. establishing a Telecommunications Dispute Settlement and Appellate Tribunal (TDSAT) to take over the adjudicatory and disputes functions from TRAI. thus.1 million in November 2014. orders and directives to deal with issues coming before it and provided the required direction to the evolution of Indian telecom market from a Government owned monopoly to a multi operator multi service open competitive market. interconnection and quality of service as well as governance of the Authority. 1997. decision or order of TRAI. One of the main objectives of TRAI is to provide a fair and transparent policy environment which promotes a level playing field and facilitates fair competition. including fixation/revision of tariffs for telecom services which were earlier vested in the Central Government.28% on monthly basis to 85. The growth in broadband subscribers was also dominated by mobile operators with 69 million customers.Wireline connections further declined to 27 million from 27. to regulate telecom services. between a service provider and a group of consumers. The TRAI Act was amended by an ordinance. TDSAT was set up to adjudicate any dispute between a licensor and a licensee. and to hear and dispose of appeals against any direction. Telecom Regulatory Authority of India (TRAI): The entry of private service providers brought with it the inevitable need for independent regulation. orders and regulations issued cover a wide range of subjects including tariff. The Telecom Regulatory Authority of India (TRAI) was. The total broadband subscriber base increased by 4. The directions. In pursuance of above objective TRAI has issued from time to time a large number of regulations. between two or more service providers. . know-how and energy towards the establishment of more "personal communication" with customers that contribute to their heartfelt satisfaction. A New World of Communications Culture More personal communication Reliable access E-communication One-to-one “personal This gives birth to a new world of communications culture Freedom to enjoy communications anytime. Docomo is improving service quality. anywhere with anyone Opening of endless lifestyle horizons To achieve this In order to create a world of more innovative and enriched communications. Customer Satisfaction: Communications those are always ready when needed.Corporate philosophy of Docomo) CORPORATE PHILOSOPHY With the aim of creating a new world of communications culture. and at the same time we will provide these services and technologies to an ever expanding area. TATA DOCOMO devote all the skills. .(Fig. aggressively move forward with the development of various services. Tata Docomo will also research and develop a more advanced user-friendly communications interface.1. Foster a corporate culture that is not restricted by conventional thinking and systems. Create a creative office environment that supports the fulfilment of the individual. Responding to every customer with consideration. Build a company that overflows with a challenging spirit. Employees’ satisfaction: Making the most of the talents of each individual in our company. we will deliver satisfaction to a growing diversity of customers. At the same time. . Tata Docomo empowers each individual to exert their skills to the utmost of their capabilities and discover new potential. Fostering an "open" corporate culture that welcomes the ideas and views of the individual. By improving system and programs for the enhancement of human resources and unifying our human resource development. Enable internal corporate communication to flow free from vertical and horizontal organizational barriers. To achieve this First and foremost. Make the most of the ideas of each individual. building original networks. Providing products that give customers easy and convenient access to cutting-edge functionality. enriching functionality and expanding the service area. Evaluate personnel based on their merits. Respect for the individuality and sense of values that are unique to each person. Capability to contact whomever. from wherever and whenever the customer desires. Bringing customers another step closer to realizing their dreams. we will fulfil expectations of customers by fulfilling our response to their needs through improved service quality. In addition. by providing an expanding and ever-improving selection of services at inexpensive rates. they strive to create a workplace that motivates individuals through measures such as improvement of the working environment and labour conditions and enhancement of health and welfare benefits. Happiness that comes from heart-to-heart communications. courtesy and thoroughness. Vision Tata Docomo leverage its strength in executing complex global scale projects to make leading edge information and communication services affordable by all individual consumers and business in India. They also generate value for their capabilities beyond Indian borders while enabling millions of India’s knowledge workers to deliver their services globally. World’s leading Japan based Telecom Company. It is the global leader in value added services. NTT DOCOMO is already making rapid progress in such areas through a wide range of innovative research. Tata Teleservices is the pioneer of the CDMA 1x technology platform in India. STATISTICS Third largest telecom network in the world. Over the years technologies of DOCOMO has defined industry bench marks like 3G technology. the office and any number of other locations to bring greater convenience to all aspects of everyday life. . it is our aim to incorporate information gathered by all five senses to achieve an array of services far beyond anything envisaged to date. For the future. Tata Docomo also offers unparalleled value to create customer delight and enhance business productivity. INDIA‟S mobile market is the fastest growing market in the world. Extended systems will link the home. Largest operator in INDIA is BSNL. building expertise and techniques as we move forward towards exciting new business opportunities. TATA telecom Incorporated in 1996. Deep involvement in the launch of 3G has inspired us to create an infrastructure that will allow people and all kinds of objects to communicate a wealth of information. Competition is very intense due to low differentiation. AVAILABILITY OF TATA DOCOMO SERVICES: Tata DoCoMo mobile services are available in the following telecom circles: State Andhra Pradesh & Telangana Assam Bihar & Jharkhand Delhi Gujarat Haryana Himachal Pradesh Jammu and Kashmir Karnataka Kerala Kolkata Madhya Pradesh & Chhattisgarh Maharashtra & Goa Mumbai North-East Odisha Punjab Rajasthan Tamil Nadu Uttar Pradesh (East) Uttar Pradesh (West) West Bengal CDMA 2G 3G . Telecom industry in India is dominated by major companies like Airtel. Vodafone in GSM services. Strategy can also be defined as “a general direction set for the company and its various components to achieve a desired state in the future. Strategy results from the detailed strategic planning process. DOCOMO’S STRATEGIES: The strategies used by Docomo to acquire market are- . it focuses on the ideal product mix to achieve maximum profit potential. A strategy that integrates an organizations marketing goal into a cohesive whole. They got Distribution ship of Tata Docomo in December 2014 and started working from January 2015. What do you mean by Strategy? Strategy is a long term course of action through which an organization relates itself with the environment so as to achieve its objective. to meet the need of market s and to fulfil stakeholder’s expectations. Sandeep is working with Tata Docomo from 7 months. which achieves advantage for the organization through its configurations of resources within a challenging environment. The marketing strategy is set out in a marketing plan.About SAN ENTERPRISES A San Enterprises under the proprietor Mr. San Enterprises is one of the top distributors in Mysore Zone. Ideally drawn from market research. Strategy is the direction and scope of an organization over the long-term. A marketing strategy is a process that can allow an organisation to concentrate its limited resources on the greatest opportunities to increase sales and achieve a sustainable competitive advantage.” What do you mean by Marketing Strategy? A marketing strategy is a process or model to allow a company or organization to focus limited resources on the best opportunities to increase sales and there by achieve a sustainable competitive advantage. Right now there are currently 4 distributors are working for Tata Docomo in Mysore zone (Urban). Strategy is an action that managers take to attain one or more of the organization goals. blackberry with their telecom services for middle and high income group. TARGETING DIFFENTIATED MARKETING AND POSITIONING. Lower. 3. upper. 2. Innovative 3. Differentiated Marketing: For full market-coverage they are following the differentiated marketing strategies. middle income segment. Liberating Here. Targeting: 1. various tariff plans depending upon the segment the customer belongs to for example the charges for the corporate plans are different from that of residential use plants. low tariff plans for middle and lower income group. Positioning: 1. Company executives 2. Transparent 2. Tata docomo is following full market coverage strategy as they have wide range of offering for the customers i. Tata docomo has various plans and tariff rates as per the need and requirements of various segmentations. Social classes & Income level. Geographic region. night plans. Density.e. Segmenting: 1. under which for each market segment there will be different marketing mix for example the charges for corporate plans are different from those of home plans and the feature are also different on the both .SEGMENTING. such as corporate plans for business people. each marketing tool is designed to deliver a customer benefits. Marketing a service-based business is different from marketing.MARKETING MIX OF TATA DOCOMO: Marketing Mix decision must be made for influencing the trade channels as well as the final consumers. 1. etc . a goods-based business. Product: Design Technology Usefulness Convenience Value Quality Packaging Branding Accessories Warranties 2. Rest 4 P are of Service marketing. From a buyer’s point of view. It may be used to market a service or a product. Price: Strategies Skimming Penetration Psychological Cost-plus loss leader. The 4p’s represents the seller’s view of the marketing tools available for influencing buyers. Services marketing is the marketing based on relationship and value. Place: Retail Distributor Mail order Internet Direct sales 4. Process: Especially relevant to service industries.3. 6. How are services consumed? . Promotion: Special offers Advertising Endorsement User trials Direct mailing Leaflets/posters Free gifts Competitions Joint ventures 5. Management. Customer service. People: Employee. Culture. Build more intensive distribution. DISTRIBUTION Build selective distribution. they are offering varied tariff plans from which the customers can choose as per their requirements. Build intensive distribution. Stress brand differences and benefits. STRATEGIES: PRODUCT Offer a basic product service. the mass market. Price to match or best competitors. These are that the business owner can cut costs or sell more. When costs are already at their lowest and sales are hard to find. Increase in number of value added services. Build product awareness Build awareness interest in ADVERTISING among early adopters. PRICE Charge cost-plus Price to Penetrate market. or find more profit with a better pricing strategy. . Offer value added service. Physical Environment: Smart Run-down Interface Comfort Facilities PRICING STRATEGY: Pricing strategies for products or services encompass three main ways to improve profits. adopting a better pricing strategy is a key option to stay viable. They are following differential pricing strategy.7. San is dealing with GSM (prepaid) and TATA photon products of Tata Docomo. It has 520 Outlets under it which is being handled by 6 DSE’s and a Back end. Increase to encourage brand switching. Arjun Raop.Mr. customers. SAN Enterprise is supervised by CSM. Praveen Bharath and ZBM.B THEORETICAL FRAME WORK BUSINESS HERARCHY OF SAN ENTERPRISES- SAN Enterprises is one of the leading distributors in Mysuru zone out of 4 Distributors. (Table 3-Pricing Strategy of Docomo) PART .Use heavy sales promotion SALES Increase to build and to entice people to PROMOTION maintain relationship with subscribe. Here is the regional hierarchy .Mr. Monitoring software technology A telecom distributor will also spend a lot of time in keeping track of the way technology is unfolding in the telecom business. for a business organization choice of the products can become a much more complex decision. Serving the client’s demands therefore needs to be managed with extreme care and caution and a methodical approach. . It will also ensure that the carriers are able to understand customers’ requirements and then execute the solution.Zonal Business Manager Company sales Manager(CSM) SAN Enterprises (Distributor) DSE 1 95 DSE 2 DSE 3 DSE 4 DSE 5 DSE 6 90 85 80 75 95 Back end Total 520 Retailers FUNCTIONS OF VARIOUS PEOPLE IN ORGANISATION: (A) Functions of Distributor (San Enterprises) Telecommunications is a sophisticated and vast field and while every individual uses telecom services in some form or the other. This is where the role of a telecom distributor comes in. 1. This is indeed a very dynamic field because almost every day there are new technologies that are being introduced in the market and an agent or an individual may not really have the time and know-how to find out more about this technology and whether it is something that should be presented to the end customer. agents. Now if he were to approach a telecom distributor.Therefore. software sellers and many other players within this ecosystem but a telecom distributor or master agent will help them connect with each other in a relevant and meaningful manner which delivers higher value proposition. 1 2 3 4 5 6 7 Sole Proprietorship Evaluation Sheet (Signed by CSM & ZM) Demand Draft Copy Demand Draft Original . Thus. one of the responsibilities of a telecom distributor is to check up on nascent technologies and make an analysis of their own business. Payable at Mysuru with Channel Stamp on Backside of Demand Draft Bank Certificate 1 Snap Identification Proof of Person signing Agreement with TTSL (Self Attested Copy of Passport / Ration Card / Driving Licence/ Voter ID Card) PAN Card . there can be vendors. Assuming that the carrier’s products and solutions are all high-quality ones then it will be up to the telecom distributor to work with the customer and tell them about the availability of such high-quality products. a telecom distributor has to perform a role of a “coordinator” more than anything else. then one of the biggest roles that a telecom distributor performs is that of fostering and nurturing relationships within the ecosystem. For instance. price quoting and payments a smooth and operational one. 4. then he would be connected with the appropriate product specialist in no time at all.Named on Tatal Teleservices Ltd. marketing. an agent may need the help of a product specialist in a particular domain but may not know where to go. Criteria required for Distribution ship in DoCoMo:- Sr No. Structuring price quotes A telecom distributor will also be able to help agents to get structured price quotes that they can carry to the customer. customers. 3. Relationships When it comes to the entire ecosystem of the different individuals and companies that go into making a telecom network. Therefore a telecom industry distributor plays an eminent role in fostering customer and market relationships also. Customer development and market development Another role that a telecom distributor has to perform pertains to developing market share and customer base for a telecom carrier. 2. By making the process of lead generation. > For Self Owned Property:." should be removed. 18 19 20 21 “This stamp paper forms integral part of the Channel partner Agreement executed between M/s Tata Teleservices Ltd.. 25 Stamp Paper on Firm's Name.Self Attested copy of Sale Deed/ Allotment Letter/ Transfer Letter/ Jamabandi/ Any other document signifying possession/ ownership Audited Balance Sheet CA Attested (For last three years) IT return for last 3 years Bank Account Statement for last 6 month Alternate Mobile Number & E Mail address of Channel Partner (Table 4-Ctriteria for distribution ship) . 16 17 17 a.8 9 10 11 12 13 14 15 VAT Certificate Service Tax Application form from Distributor regarding Distributorship 49 Pages Agreement with Stamp & Sign on all pages and additional stamp sign as per the attachment (on normal paper) Payout & Amendment Policy (TTSL Letter Head) Clawback Policy (3 Pages) Indemnity Bond on Rs. and M/s ………………………………………………………………………….) Schedule C on Rs. and has been affixed to the Agreement for the purposes of stamp duty.” Ownership / Possession Proof of Principal Place of Business > For Rented Property:. Following Text to be printed on Stamp Paper. the word "Performa for………. 50 Stamp Paper on Firm's Name (Notarised Attested) (While taking Print out on Indemnity (Appendix-2).Self Attested copy of Lease Agreement/ Lease Deed/ Rent Deed/ Affidavit coupled with Rent receipt (in case no document is executed and its oral understanding)/ Affidavit coupled with copy of expired lease deed/ Agreement (in case agreement has not been extended further in writing). 50 Stamp Paper on Firm's Name (Notarised Attested) Rs. 17 b. and has been affixed to the Agreement for the purposes of stamp duty. Payable at Mysuru with Channel Stamp on Backside of Demand Draft Bank Certificate (Enclosed) 1 Snap of All Partners Identification Proof of all Partners (Self Attested Copy of Passport / Ration Card / Driving Licence/ Voter ID Card) Firm's PAN Card Firm's VAT Certificate Firm's Service Tax Application form from Distributor regarding Distributorship 4 5 6 7 8 9 10 11 12 13 14 15 49 Pages Agreement with Stamp & Sign on all pages and additional stamp sign as per the attachment (on normal paper) Payout & Amendment Policy (TTSL Letter Head) Clawback Policy (3 Pages) Indemnity Bond on Rs.Self Attested copy of Sale Deed/ Allotment Letter/ Transfer Letter/ Jamabandi/ Any other document signifying possession/ ownership Partnership Deed Authorisation Letter in case of One Authorised signatory Audited Balance Sheet CA Attested (For last three years) IT return for last 3 years ." should be removed. > For Self Owned Property:. 50 Stamp Paper on Firm's Name (Notarised Attested) Rs. 18 19 20 21 “This stamp paper forms integral part of the Channel partner Agreement executed between M/s Tata Teleservices Ltd. 16 17 17 a. 1 2 Partnership Firm Evaluation Sheet (Signed by CSM & ZM) Demand Draft Copy 3 Demand Draft Original . the word "Performa for………. Following Text to be printed on Stamp Paper. 25 Stamp Paper on Firm's Name.” Ownership / Possession Proof of Principal Place of Business > For Rented Property:.Self Attested copy of Lease Agreement/ Lease Deed/ Rent Deed/ Affidavit coupled with Rent receipt (in case no document is executed and its oral understanding)/ Affidavit coupled with copy of expired lease deed/ Agreement (in case agreement has not been extended further in writing).. and M/s ………………………………………………………………………….Sr.No.) Schedule C on Rs.Named on Tatal Teleservices Ltd. 50 Stamp Paper on Firm's Name (Notarised Attested) (While taking Print out on Indemnity (Appendix-2). 17 b. . They have to achieve targets assigned to them by company with the help of distributors. He makes sure that Distributors.22 23 Bank Account Statement for last 6 month Alternate Mobile Number & E Mail address of Channel Partner (Table 5. Retailers and DSE’s are working according to company policies. He conveys to company need of market. To visit and help retailers regarding any problem they are facing. He is the highest authority of district. (D) Functions of DSE’S (Direct Selling Executive) – DSE’s are the agents of distributors who perform sales and services to retailers on behalf of distributors. Retailers and DSE’s but CSM’s also. (C) Functions of CSM (Channel Sales Manager) CSM is an employee of company to govern the area/distributor appointed to him. He analyse data received from company and get the required work done through CSM’s.Ctriteria for distribution ship) (B) Functions of ZBM (Zonal Business Manager) ZBM controls the whole zone. He is also an employee of company who not only governs Distributors. Daily Unique Activating Outlets. (Table 6. To Complete DUAO. To achieve daily target of activations assigned by distributor. books etc) for advertising to Retailers.Product and Services offered by Tata Docomo) Out of these SAN Enterprises deals withInternet Services Photon 3G Voice solution Docomo Recharge facilities EVD . To bring CAF (Customer application form) daily for the activations done by their counters.Following are the Services offered by Tata Docomo in Country. To communicate the schemes and offers for the period are being conveyed to retailers or not. To supply the retailers with all the products they require. PRODUCT AND SERVICES OFFERED BY TATA DOCOMO. To give the POP (Point of Purchase) material (posters. To motivate and Boost the morale of retailers by giving them schemes and offers. hangings. Paper card . Secondary and Tertiary.6 55 Total Duao Photon 25 DSE Name 600 30 630 6 5 Nandeesh 290 30 320 5 8 Preetham 250 30 280 5 2 Krishna 300 30 330 5 6 Shivu .Paper card should be 20% of For the month of June targets were assigned by Company as follows Following are the Targets of SAN Enterprises for the month of MayGSM – Voice Tran Act DUAO 325 225 35 GSM – Data Act DUAO 35 2 Primary 3G 70 Gross . Gross – Targets EVD Primary Active CDMA Voice Data Gross Tertiary Handset Data Dist Mdn Dist Name SAN 7411987200 Enterprises 90 DSE TD MNP Number Targets Targets 8792274608 8792274734 8867481305 8792268963 25 72 5.8 44. Targets for Paper card.1 8 70 (Table 7.Target of June A Star) And this is how target was divided amongst DSE’s according to their retailers and experience.In Sims there are targets for : o MNP(Porting) o Tata Docomo Sims Targets for EVD.MAIN COMPONENTS OF BUSINESS: (A) Targets-Targets are assigned by company looking at the past performance of the area which distributor holds. Given are the three aspects Targets for Sims..These targets involve the targets of Primary.VOICE Targets Dist Mdn 7411987200 Dist Name SAN Enterprises TD 1778 RC-9 GPRS 3900 Sms 3900 Min 1950 MNP EVD + Paper Active Gross 3G Primary Tertiary Paper Primary 150 1700 53. Customer Application Form which is filled checking at the proofs submitted by the customers.74 LMLMSD Exit 5.05 12% 8.64 26.01 % Gr -65% Table 9 (B) Activations: Activations process is as following: 1. DSE’s are assigned task of sending sms from retailer’s mobile.High Value Charge target has been introduced by Tata Docomo to enhance the sale of recharges of high value.02 3 Paper Primary FTD 0.39 Ach 2. % Contri 8% .35 28.5 69 53 MNP MNP G MTD %Age %Age Tgt Tgt FTD Ach MTD Ach RRR CRR 150 111 0 48 43% 32% 13 2 Evd Tertiary GSM POOL Tert LM% DBR Tgt FTD Ach %Age RRR LMSD Exit Gr Balance 2 44.75 21.89 % 3.12 %Age 26% AR 0. CAF.‘HVC’ to 52291.00 LMSD 1204 Month Trending 1643 LMSD Month Trending 88 62 LMExit 1617 % Gr 2% LMExit 99 % Gr -45% DSE Balance Ave Tertiary Stock 0. retailers get Rs 10 extra on every HVC recharge they do.00 EVD Primary EVD P LM% Pap P Tgt %Age AR LMSD Exit Gr Tgt 53.On achieving the assigned target.8867481303 8867481304 Total 170 168 1778 15 15 150 185 183 1928 5 5 35 2 2 25 Samanth Sanjay (Table 8.10 0. Target Achieved till date report: TD Gross TD G Tgt MTD Tgt 1319 %Age FTD Ach MTD 73 1224 93% %Age Ach 69% RRR CRR 1777.89 20.97 6.90 20.96 48% 2.Target distributed among DSE’s) HVC. CAF is sent with a proof and a photo of customer with the stamp of Retailer and Distributor on CAF.80 44% 3. This has increased the sale of high value recharges and hence giving high profit to retailers as well as distributors. The target is being assigned by company to the retailer according to their past performance.18 1. 3. CAF is then collected by CAF auditor and collector. LR Verification. After all these steps being followed. Activation is considered done. 2.In case customer has given local proof. Tele-verification. after updating the proof in company. Number is automatically deactivated. Father name and address. This is done to confirm if the number is a genuine activation or not. In case CAF is not sent in a given time. Local reference of customer receives call to confirm if he lives in town or not. The CAF is collected within a day to ensure all the incentives to distributor and retailers.In case proof is of some other state/country. Following are the Activations done by SAN Enterprises in the month of April and May ACTIVATIONSTATA DOCOMO MNP TOTAL APRIL 3579 625 4204 MAY 2512 1004 3516 Table 10 1200 ACTIVATIONS 1000 800 600 MNP 400 The Graph of change in activations has been shown in Figure 3 and Figure 4 200 0 APRIL MAY MONTH (Figure 3) . Those CAF which are not appropriate are sent back by the company which are known as rejected CAF.After TV or LR is done. customer calls at 59059 and confirms his name. First call. activation is counted only when customer calls at any number and talks for around 1 min. 4. Which shows the activation report of normal gsm Tata Docomo numbers.It shows the the activation report of Photon Numbers.1 home theater. CDMA Activation Report. Aircel network brought up with new offer. Even hourly report can be downloaded and status of numbers can be checked easily. Activation Reports are of three types Subscriber activation report. More info Activations report can be downloaded for the same month or last month. so activations has decreased. 3. We can also see that the MNP request has been increased in the month of May due to the offer for retailer has been implemented by giving TV. . Reshuffling of areas in Mysore zone. 4. the reasons for that are following:1. Activations can be monitored through SSTATALLY software. Summer holidays were there in the month of May for students. Air cooler and Iron box as a prize for the winners who will get more MNP’s. 2. Decrease in outlets under SAN enterprises.4500 4000 ACTIVATIONS 3500 3000 TATA DOCOMO 2500 TOTAL ACTIVAIONS 2000 1500 1000 500 (Figure 4) 0 APRIL MAY MONTH As we can see there is decline in activations. 5. a POS may generate a receipt/voucher having the transaction details. . MNP Activation report. serial number. retailers and endusers? Reduce scratch card printing. amount. A POS terminal is a handheld or portable device that is used to complete the sales transaction. On the successful completion of a transaction. Advantages of Electronic Vouchers Simple to use Low capital investment More availability of stock Minimize fraud and theft Easy to track the voucher for status updates Centralized control What are the projected business benefits to operators. A Point-of-Sale (POS) is typically the location where a transaction occurs. distribution and storing Increased revenues from distributors and retailer. (C) EVD (Electronic Voucher Distribution) Electronic Voucher Distribution or EVD is the means of distributing value and prepaid vouchers electronically using a central server and a portable Point-of-Sale (POS) transaction terminal at the retail outlet. Electronic vouchers are terminal printed vouchers with PIN number. expiry date etc. The POS terminal may be connected to a central server where the transaction and the customer account are updated. distributors.It show the number being ported from some other network to Tata docomo and the status of those numbers. Advantages of Electronic vouchers over Scratch cards:- Unlike scratch cards. Primary Secondary Tertiary The data related to EVD is checked in https://evdapps.evd called EVD software. This is the screen shot of this website.tatatel. Guaranteed stock Centralized distribution and Accounting control Minimize fraud and theft Low capital investment Minimize the transaction cost More potential to sell directly to End Users Can introduce more denominations EVD Primary Secondary Tertiary (Figure 5.Types of EVD) There are three parameters of EVD viz.co. .in:4443/GsmEvdWeb/newEVD. 91 104866.88 41950.58 89145. After checking the NEFT transferred in consideration of order of EVD.1 41950. Here is the example of data for amount of Primary EVD for the month of May which is Rs 3005082 TRANS ID 166594681 171073005 170983074 170972143 170850347 170816848 170633071 170578221 170485435 170285586 170126623 169881232 169709563 169623456 SAP_CODE 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 1181011241 DISTRIBUTOR 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 7411987200 AMOUNT 65023.59 7369.02 73413.1 36706.68 54535.26 94389.71 TRANS DATE 01/06/2015 08:01:22PM 30/05/2015 01:42:26PM 29/05/2015 05:00:32PM 29/05/2015 04:00:11PM 28/05/2015 09:00:23PM 28/05/2015 06:00:21PM 27/05/2015 04:21:07PM 27/05/2015 12:01:04PM 26/05/2015 06:00:55PM 25/05/2015 04:20:44PM 23/05/2015 06:20:37PM 22/05/2015 05:21:04PM 21/05/2015 07:00:58PM 21/05/2015 12:20:15PM BILL DOC NO 6125166173 6125170813 6125170557 6125170547 6125170431 6125170407 6125170234 6125170145 6125170115 6125169967 6125169832 6125169432 6125169281 6125169181 .71 78657.1 94389.Primary EVDIt is the amount which is transferred by company to distributor.27 31463.75 94389. 8792274608 8792274608 8792274608 Retailer Name 3G Mobile Club HOYSALA COMMUNICATION SRI RAGAVENDRA BHANDRA Ret MDN 8050343573 Apr 15154 May 16524 9036601690 4520 4820 9036593882 0 0 . Secondary for the month of May was Rs 2945543.(Table 11.Secondary EVD Report) AMOUNT 3090 1545 5150 1030 1030 1030 1545 1030 515 1030 3090 1545 2060 7210 1030 1030 TERTIARY EVDIt is the amount which is transferred by Retailers to Customers.Primary EVD Report) SECONDARY EVDIt is the amount which is transferred from distributor’s demo to DSE’s demo and DSE’s demo to Retailer Demo. The details of each retailer’s transaction are updated from company end regularly. TRANSID 166522456 166524388 166526103 166526598 166533710 166534333 166534487 166535842 166536024 166537290 166537737 166537868 166539942 166541705 166541880 166546476 RECIPIENT DONOR TRANSACTION_DATE 7204211839 8792268963 01/06/2015 01:15:57 PM 8050134741 8792268963 01/06/2015 01:22:32 PM 7204588476 8792274608 01/06/2015 01:29:06 PM 8050343573 8792274608 01/06/2015 01:31:03 PM 7204206084 8792268963 01/06/2015 02:01:09 PM 9035911003 8792274734 01/06/2015 02:04:22 PM 9036302017 8867481305 01/06/2015 02:05:23 PM 7204703784 8792268963 01/06/2015 02:12:32 PM 9036321407 8867481305 01/06/2015 02:13:30 PM 7204106101 8792268963 01/06/2015 02:20:34 PM 8867752722 8792274734 01/06/2015 02:23:22 PM 9035912237 8867481304 01/06/2015 02:23:46 PM 7204235290 8792274734 01/06/2015 02:35:59 PM 8123234525 8867481303 01/06/2015 02:47:56 PM 7411761902 8867481303 01/06/2015 02:48:54 PM 9036603173 8867481304 01/06/2015 03:21:58 PM (Table 12. DSE No. Here is the example of trend of retailers Tertiary EVD under DSE Nandeesh. There is the target of tertiary to be achieved by each distributor. Here is the example of Data Details we get in EVD website in which donor is distributor or DSE’s. 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 8792274608 RAGHU MOBILES YOUTH ZONE SRI KRISHNA BALAJI SHOPPE BELVADI MOBILES CITY CELL POINT SAPHAGIRI CELL WORLD 9036598985 3015 3807 9036321270 9672 10202 9035209486 5055 4995 8867751667 5144 6197 8867555356 8145 9109 8867555362 6861 4264 2541 3525 7411306903 6636 8896 8147945510 0 0 7204850838 8296 8687 7204106113 2632 3347 9036321239 6026 7544 9036321253 0 0 9036323370 17254 16995 9036300642 2504 3209 9035963012 7251 5633 9035200969 7634 8130 9035208191 7671 7332 9035209489 5259 6796 8867751623 11639 10772 9036323368 805 990 7411750147 MYMI MOBILES NANJUDESWARA ENT KAMATH COMMUNICATION SAPTAGIRI BOOK HOUSE JAI SANTHOSHI SALES VENKATESHWARA NAYAK TRAVELS KAMAIAH CIGARETTE SHOP AMMA COMMUNICATIONS ARCHANA TRADERS REKHA STD GONANDANA MOBILE RAVI MOBILES SRI RAGHAVENDRA (Table 13. JuneEVD SECONDARY PRIMARY APRIL 2796895 2989753 (Table 14) MAY 3819877 3990763 . May.Tertiary EVD) This shows the Primary and Secondary EVD used in the month of April. in/DOeSSTA/Login. Select Quantity. Press Submit.jsp ESTATALLY website using our distributor ID and Password.co. SIM CARD AND PAPER CARD First of all we will login https://sstatally.4500000 4000000 3500000 EVD 3000000 2500000 PRIMARY 2000000 SECONDARY 1500000 1000000 500000 0 APRIL MAY MONTH (Figure 7. .Primary and Secondary EVD for April and May) ORDERING PROCESS OF EVD.. Mention Bank name and Transaction number of Transfer which we made in Payment process.Order will be processed after 3 hours of NEFT.tatatel. Select ‘Purchase order’ tab and then ‘Raise Purchase Order’ Select the Item code which we wish to order. Notes. Here is a screen shot of ESTATALLY login page Balance/EVD maintenance: Once purchase order is made. Company Transfers balance to Distributor end. Retailers then recharge customers’ mobile numbers. Balance of EVD at distributor end to be maintained at the end of the day in June month was Rs 286000 and Rs 304000 for the month of June. DSC’s then visit Mobile counters (Retailers) and transfer them required amount of EVD. Distributor then transfers the required amount to DSC’s. This norm is based on 3 days tertiary. In the opposite way payment Transfers from Customers > Retailers > DSC’s > Distributors > Bank > Company . DSE’s Salary varies from 600010000. IF a retailer purchases EVD of Rs.PAYOUTS AND COMMISSION There are three parties involved in getting payout and commission when talking about distributor end. . Tata Docomo. Distributors DSE Retailers Distributor Margin of EVD 4. On activating new connections there is different incentive based on the type of connection. And they are given incentives on DUAO and Gross Targets assigned to them. Beside EVD margin and OTF on FRC. RetailersThey get commission according to the sales they do.g. DSE. Certain targets are given each month and on achieving these targets the slab rate of profits increases.. he is being transferred Rs.1030 by DSE. And the salary is also decided by distributor according to their experience and qualifications.1000. So.68% is given to retailers. Retailer also gets pay-out according to their performances. And out of this 2. E. Distributor’s margin remains 2%. Photon data card etc.68% is being transferred side by side as distributor makes transaction.On the front profit is transferred to retailer when he makes first recharge on new connections according to the different type of FRC’s. Viz. MNP.Direct Selling ExecutivesThey are appointed and trained by distributor himself. Retailers have commission in following things Margin @3% on EVD is given to retailer when he purchases EVD from DSE.8%. 3. 1. OTF. Margin in Paper card sold to customers is 2.. 2. Pay-out is decided the basis of slabs of new activations. The main aim of research is to find out the truth which is hidden and which has not been discovered as yet. Customer’s expectation from retailer’s point of view.RESEARCH METHODOLOGY RESEARCH The process used to collect information and data for the purpose of making business decisions. The market acceptance of Tata Communication by the retailers. and could include both present and historical information. 4. RESEARCH METHODOLOGY Research methodology is a way to systematically solve the research problem. interviews. Research in common parlance refers to a search for knowledge. One can also define research as a scientific and systematic search for pertinent information on a specific topic. surveys and other research techniques. (a) RESEARCH PROBLEM 1. 2. In it we study the various steps that are generally adopted by a researcher in studying his research problem along with the logic behind them. . To study the unique features and services offered by Tata Docomo. It may be understood as a science of studying how research is done scientifically. Demand for Tata Docomo in comparison to Demand for other Tele services providers. To perform a SWOT analysis of TATA Docomo. What could be the future demand of Tata Docomo? 5. The objectives of this study/project as follows: To study the working of Tata Docomo Distributor. The methodology may include publication research. (b) OBJECTIVES OF THE PROJECT The purpose of research is to discover answers to questions through the application of scientific procedures. 3. To study the Market of Tata Docomo. Rating of products of Tata Docomo. Field research is done and data being collected by DSE’s of San Enterprises by Questionnaire method. To know the impact of promotional activities on the purchasing behaviour of the buyer. Pie charts. To study the retailer satisfaction level regarding the services provided by Tata Docomo. Histograms. (f) SAMPLE AREA The sample has been selected from Mysuru from following areas DD URS ROAD City bus stand circle Sayaji rao road Nanjumalge Vidyaranyapuram J P Nagar Ramaswamy circle (100ft road) Sidharth Layout Agrahara Ashokpuram Mahadevpura Udbur Sidappasquare Sunnadakeri (g) SAMPLE SIZE Sample size of 50 Retailers has been taken out of 520 Outlets. bar charts. Analytical and Conclusive ways. The data is being collected on primarily basis. The study has been conducted to do the market analysis of these outlets by selecting random sample outlets from them. To study consumer satisfaction from the view of retailers. Out of which these 335 counters are Transacting. Line charts are being used to analyses and interpret the data. (e) POPULATION The population of this study is 520 Outlets of Tata Docomo. All these outlets come under the distribution channel of San Enterprises. (c) RESEARCH DESIGN The research is done in Basic. . Sample size is 10% of population which may make a difference in result. Study was limited to Tata Docomo retailers which comes under San enterprises limits only.(h) METHOD OF DATA COLLECTION 6 DSE’s were given 10 questionnaires each. (i) STATISTICAL TOOLS USED FOR INTERPRETATION AND ANALYSIS Histogram analysis with charts. Out of the outlets under their channel. (j) LIMITATION OF STUDY The main limitation of this study is that the retailers have told their perception about the consumer’s view which can be biased or on personal experience according to the location of their outlet. Biasness on the part of DSE is possible. they selected culb40 outlets (under club40 total 40 outlets will come and it is listed as green and red outlets which means certified outlets under San enterprises) and 10 random outlets were selected by DSE’s and got the data filled in questionnaires. . 15) Vodafone Tata Docomo Aircel . ANALYSIS AND INTERPRETATION: The base for the below analysis is questionnaire filled by the retailers of Mysuru. And the main basis for which this whole project has been undertaken is as follows: Question 1.ANALYSIS AND INTERPRETATION DATA PRESENTATION. of Outlets 50 44 40 48 48 50 40 Percentage 100% 88% 80% 96% 96% 100% 80% (Table 15) 60 50 48 50 48 50 44 40 40 40 30 20 10 0 Airtel Idea Reliance BSNL (Fig. Which telecom companies are you dealing with? This table shows the number of retailers out of 50 dealing with particular brands Operator Airtel Idea Reliance BSNL Vodafone Tata Docomo Aircel No. 16) Vodafone Tata Docomo Aircel .It shows that out of 50 retailers of Tata Docomo. Question 2. 96% are serving with Vodafone and BSNL because of their demand in market. 100% are serving Airtel because of their high demand in market due to their better network performance. 88% are dealing with Idea. 80% with Reliance and Aircel which shows that demand for Reliance and Aircel are very less in the market due to their Network issues.Among them which brand are demanded by customers the most? These are the opinion given by Retailers in multiple choice. Operator Airtel Idea Reliance BSNL Vodafone Tata Docomo Aircel Retailers 25 6 4 10 20 20 8 (Table 16) Percentage 50% 12% 8% 20% 40% 40% 16% 30 25 25 20 20 20 15 10 10 8 6 4 5 0 Airtel Idea Reliance BSNL (Fig. According to the research a result following is the sequence of demand for the company in market1. Aircel 5. Airtel 2. Reliance This again shows that Airtel is on the top according to Retailer’s opinion.28% 0 0% 3 6% 8 16% 9 18% 15 30% . Idea 7. 17) Below Average 0 0% 1 0. How would you rate the experience with following brand? This has been rated by retailers Services Tata Docomo Vodafone Airtel BSNL Idea Reliance Aircel Excellent 14 28% 17 34% 32 64% 8 16% 8 16% 6 12% 3 6% Good 28 25 11 19 22 15 12 Average 8 16% 7 14% 7 14% 20 40% 12 24% 20 40% 20 40% 56% 50% 22% 38% 44% 30% 24% (Table 17) Tata Docomo Tata Docomo Below Average 0% Average 16% Excellent 28% Good 56% (Fig. Question 3. BSNL 6. Vodafone 4. Tata Docomo 3. 56%. Airtel Below Average 0% Average 14% Airtel Good 22% Excellent 64% (Fig. 14% is Average.Most of the result for Tata Docomo is Good ie. 50% for is good. 19) Being the most preferred brand. and 2% result is Below Average. it has got 22% Good remarks. and 0% choose Below Average. it has got 14% Average remarks. 16% as Average. Airtel has got 64% excellent remarks. BSNL . and has got 0% Below Average. Vodafone Below Average 2% Vodafone Average 14% Excellent 34% Good 50% (Fig. 18) 34% result for Vodafone is Excellent. 28% of retailers have rated Tata Docomo as Excellent. Below Average 6% BSNL Excellent 16% Average 40% Good 38% (Fig. 24% average result and the excellent and the Below Average stands on same level i. 38% Good result 16% Excellent and 6% Below Average. 20) BSNL due to its less competitive schemes and offers is showing 40% Average results. 21) Idea due to less schemes and offers is showing 44% good results. 16%.e. Reliance . Idea Idea Below Excellent Average 16% 16% Average 24% Good 44% (Fig. 22) One the other hand. Aircel Excellent 6% Aircel Good 24% Below Average 30% Average 40% (Fig.Reliance Below Excellent Average 12% 18% Good 30% Average 40% (Fig. 30% as good. Reliance network is brought down to downwards due to lack in offers and no 3G service in Mysuru district. 23) Retailers have neutral opinion about Aircel due to low network coverage. So 40% rated as Average. 40% as Average. 6% rated it as Excellent. Question 4. 24% rated it as Good. 12% as excellent and 18% as Below Average. and 30% as Below Average. Features Retailers Percentage E-Recharge 5 10% Prices and Discount 15 30% .What are the features customers look from service provider? Following is the list of opinion about services demanded by customers. 60% of Outlets marked Network coverage. 30% on Prices and discount. . 56% of Outlets marked Brand name. 24) Network Coverage and Brand name are the most looked upon feature by customers according to survey. 30% on Service and Support.Brand Name 28 56% Network coverage 30 60% Service & Support 15 30% Other offers 8 24% (Table 18) 35 30 30 28 25 20 15 15 15 10 8 5 5 0 E-Recharge Prices and Discount Brand Name Network coverage Service & Support Other offers (Fig. 24% on Other offers. and 10% on E-Recharge. 50% marked Rate cutter/SMS offers. Which of these marketing/ Sales scheme attracts customers while purchasing any connection? Marketing Strategy attracting the customers are as followsMarketing/ Sales Schemes FRC Value Added Services Rate cutter/SMS offer Other offers and discounts Outlets 30 10 25 18 (Table 19) Percentage 60% 20% 50% 36% 35 30 30 25 25 20 18 15 10 10 5 0 FRC Value Added Services Rate cutter/SMS offer Other offers and discounts (Fig.Question 5. Which Product/ Services of Tata Docomo are you selling? . 23) We can see that FRC (First Recharge) plays most important role as a marketing strategy for customers as 60%. retailers has marked it. Question 6. 36% marked Other offers and discounts and 20% marked Value added services. SO EVD and Paper card is present in 100% and 70% shops respectively. from June 2009. And Tata Docomo Sims being the main product is present in 84%. Time Period 0-2 years 2-4 years Outlets 10 18 . Retailers have been dealing with Tata Docomo from 0-6 years. Tata Photon/wifi is least and can be available only at customers demand.e. 24) EVD and Paper card are must as those customers who have Docomo product needs to get recharge of it. How long you have been dealing with Tata Docomo? As Tata Docomo came into existence in south India 6 years before i.Out of 50 Retailers. Products/ Services Tata Photon/Wifi EVD Docomo Sims Paper card Outlets 15 50 42 35 (Table 20) Percentage 30% 100% 84% 70% 60 50 50 41 40 35 30 20 15 10 0 Tata Photon/Wifi EVD Docomo Sims Paper card (Fig. following are the number of retailers who offer the mentioned product or services. Question 7. the activation request is quite high in Mysore zone due to its scheme and offers. 25) 40% and 36% Retailers are dealing with Tata Docomo and its products from 2-6 years.20 2 4-6 years More than 6 years (Table 21) Completed 6 years 4% 0-2 years 20% 4-6 years 20 40% 2-4 years 36% (Fig. Question 8. And 4% completed 6years of service with Tata docomo well from its existence. 20% are dealing from 0-2 years. 0-20 Activations 8 20-50 Activations 14 50-100 Activations 16 More than 100 Activations 12 (Table 22) . How many Tata Docomo activations you will get in a month? As Tata Docomo is a fast growing network. 28% are getting 10-20 MNP’s a month. 20% retailers are getting more than 30 MNP’s and 12% are getting less than 10 MNP’s a month.Activations/Month 0-20 16% More than 100 24% 20-50 28% 50-100 32% 0-20 20-50 50-100 More than 100 (Fig 26) Here we can see that the activations per month is going well in almost all the retailers. 0-10 MNP 10-20 MNP 20-30 MNP More than 30 MNP 6 14 20 10 (Table 23) MNP/Month 0-10. 24% tells that they will get more than 100 activation in a month and up to 20 activations are low as Tata Docomo offers are convenient to customers. 20-30 More than 30 (Fig 27) 40% retails vote that they are getting 20-30 MNP’s a month. 3G DATA and CALL rate offers for the customers who wishes to join their network. 12% More than 30 20% 10-20. Question 9. How many MNP request to Tata Docomo you will receive in a month? MNP request are quite high in this case as Tata docomo is giving MNP offer for 6 month along with SMS. 28% are getting 20-50 activations. 10-20. . 32% retailers gave their opinion that they will get up to 100 activations in a month. 28% 20-30 40% 0-10. How would you rate TATA DOCOMO performance as your expectation? Following is the rating for TATA DOCOMO performance. Components Good Network Coverage Good Internet Speed Easy Recharge Service as per expectation Outlets 11 15 20 4 (Table. Question 11. 28) 40% Retailers has marked Easy Recharge as best performance of Tata Docomo 30% has marked Good Internet Speed. and 8% has marked Service as per expectation. 22% has marked Good Network coverage. How often do DSE visit your outlet? .Question 10.24) 25 20 20 15 15 11 10 4 5 0 Good Network Coverage Good Internet Speed Easy Recharge Service as per expectation (Fig. 29) DSE visits 60% Retailers daily as they are activating counters and proofs are to be collected on daily basis. Here is the table showing DSE’s visit timing. 30% retailers get the visit after a day. Time interval Everyday Twice in a Week Once in a Month After 1 day Once in a week Never Outlets 30 5 0 15 0 0 (Table-25) Percentage 60% 10% 0% 30% 0% 0% Chart Title 35 30 30 25 20 15 15 10 5 5 0 Everyday Twice in a Week 0 Once in a Month After 1 day 0 Once in a week 0 Never (Fig. 10% retailers get the DSE visit twice a week. Following are the service aspect of Tata Docomo and their rating by Retailers. Rate the following contributes of TATA DOCOMO.Direct selling Executive is supposed to visit the counter thrice a week in normal cases or as needed. Services Excellent Good Average Below average . Question 12. Network converge Offers/Scheme DSE Support Value Added Services Incentive & Commission Activation process Help Centre 20% 24% 40% 20% 24% 16% 12% 10 12 20 10 12 8 6 46% 23 64% 32 40% 20 40% 20 44% 22 58% 29 30% 15 (Table.26) 15 5 5 10 11 7 20 30% 10% 10% 20% 22% 14% 40% 2 1 5 10 5 6 9 Network Coverage Below Average 4% Network Coverage Excellent 20% Average 30% Good 46% (Fig. 30) It shows that the network is good in most of the regions on Jalandhar where the research is conducted. 4% 2% 10% 20% 10% 12% 18% . 46% retailers have rated it Good. 20% have rated it Excellent and 4% have rated it Below Average. 30% have rated it Average. Offer/ Scheme Below Average 2% Offer/ Schemes Average 10% Excellent 24% Good 64% (Fig. 31) As Tata Docomo is famous for its offers and schemes, 24% people has given Excellent, 64% people has given Good Rating, 10% has given Average, And 2% has given Below average. DSE Support DSE Support Average 10% Below Average 10% Excellent 40% Good 40% (Fig. 32) 40% retailers are satisfied with the DSE support giving them Excellent rating, 40% have given Good rating, 10% have given Average, and 10% have given below average. Value Added Services Value Added Services Below Average 20% Excellent 20% Average 20% Good 40% (Fig. 33) 20% retailers has rated Value added services as Excellent, 40% has rated it Good, 20% has rated it Average, and 20% has rated it Below Average. Incentive and Commission Incentve and Commission Below Average 10% Excellent 24% Average 22% Good 44% (Fig. 34) 24% of retailers think that Incentive and Commission given by Docomo are Excellent, 44% think that it is good, 22% think it is Average, 10% think it is below average. Activation Process Activation Process Below Average 12% Excellent 16% Average 14% Good 58% (Fig. 35) 14% think it is Average. 40% has rated it Average. and 12% think it is below average.16% of retailers think that Activation process of Tata Docomo is Excellent. 36) Only 12% have rated the advertisement of Tata Docomo Excellent. 18% has rated it Below average. Help centre Help Centre Below Average 18% Excellent 12% Good 30% Average 40% (Fig. What are the services Docomo needs to improve? According to retailers. 58% think that it is Good. the services which Docomo need to improve are listed belowServices Network coverage Customer service SMS plans Advertisement ways Call rates Internet plans Activation period Incentives and commission Retailers 20 2 5 1 1 2 8 11 (Table 27) Percentage 40% 4% 10% 2% 2% 4% 16% 22% . Question 13. 30% has rated it Good. 16% marked Activation period. 4% marked for Customer service and Internet plans.25 20 20 15 11 10 5 5 2 1 1 2 0 (Fig. 3 . 10% marked SMS plans. 37) 40 % of retailers say that Network coverage of Docomo needs to be improved. and 2% marked for Advertisement ways and Call rates. 22% of retailers thinks Incentives and commission needs to be improved. EVD and Paper card. Most of the outlets have marked DSE’s visit them on daily basis. The customers get attracted by Marketing and Sales schemes. BSNL and other leading brands. But if needed he visits the outlet daily. Vodafone. DSE is supposed to visit the outlet trice a week. The experiences of retailers of Tata Docomo are mostly good. Retailers of Tata Docomo are of view that customers seek for good ‘Price and Discount’ from service providers. maximum Outlets are dealing with it for 4-6 years. SWOT Analysis of Tata Docomo done on the basis of study- Strength SWOT Analysis Flexible plans and Recharge offers. Youth appeal .Tata Photon. Easy recharge is the best performance attribute of Tata Docomo followed by Good Internet speed.FINDINGS OF STUDY FINDINGS: Tata Docomo is one of the top teleservices company in India giving the tough competition to Airtel. Out of these Tata Docomo sims and EVD are being sold the most. Tata Docomo is offering many products viz. Tata Docomo is the second most preferred brand in telecom sector after Airtel. Tata docomo Sims. Since Tata Docomo has been launched 6 years back. Good advertising Good internet speed Good distribution services Good brand image of Tata Docomo Affordable plans by common person. Brand name of Airtel is inducing customers to choose it.Weakness Opportunity Threats Competitors First to launch per second tariff plan Ability to attract customers with various plans Prices less than Almost all the brands (Except Aircel) One of the best networks providing 3G services Fast activating process (1day Activation) Service centre issues. Airtel Vodafone Idea Aircel Reliance BSNL (Table 28) . Activation process up-gradation. Latest and low cost technology. Price competition with Aircel. Comparatively less Incentives and commission offered to retailers Sometime problem with connecting Internet service Fast expanding cellular market. Customer services are not satisfactory. Similar and monotonous plans schemes Network issues Lack of post-paid services. Reliance and BSNL Mobile Number Portability to other brands due to weak signal strength. Introduce 3G in more regions. Value added services. Introduce new plans for internet users. these are the features they need to improveo Schemes and offers should be ass innovative as Aircel and Reliance. o Photons should be more advertised so that more demand of it is created. the network coverage is another asset for the company’s image. which needs to be preserved in future. o Activation process which is about 1 day should be reduced so that customers get the activated sims very quickly. o 3G network should be established in all the regions as now customers will prefer 3G than 2G. o The Network should be as good comparing to the competitors like Airtel and Vodafone. o Value added services should be good enough to give competition to other players in market.SUGGESSION/ RECOMMENDATION Suggestions/ Recommendations to company: Though Tata Docomo is one of the most preferred brand. it needs to improve the 3g network in many areas to give best internet speed. . it needs to improve many things to get top position in market. Following are the recommendation for Network improvement. Following are the aspects of business which when improved can bring Tata Docomo at top of the list. o Improve Network in Rural Areas of Karnataka. About Services and products offered by Tata Docomo. o Photons should be made available in all the outlets with advertisement. o They should also give easy E Recharge facilities to customers. o Service and support at customer care end should be improved. o Though Docomo provides one of the best Internet services. To get the preference of consumers. so that any new activations/MNP request may get and can activate that the same day. o The offers which are most liked by customers should be maintained. . Suggestions/ Recommendations to Distributor (SAN enterprise): o Distributer has to send the DSE’s twice a day (Morning & Evening) for retail outlet.o All the products of Tata Docomo should be present in all the outlets so that they are easily available to customers. o Visiting retail outlets twice a day can solve the issues of EVD loads. so that the rejections of CAF may reduce. o DSE’s has to verify the CAF document outlet before sending the activation request as soon as he receives from. o DSE’s should update the retail outlets with new offers and scheme so that retailers can suggest customers about the service of Tata docomo. Karnataka. it has already rolled out services in all the 18 Circles that it received spectrum in from the Government of India—Tamil Nadu. Rest of West Bengal. the company is the clear market leader. Gujarat. Over the years. Jharkhand. UP (West). With 3G. Of these. The council is responsible for the identification of key areas where the two companies will work together. used by nearly 55 per cent of the country's mobile phone users. NTT DOCOMO has played a major role in the evolution of mobile telecommunications through its development of cutting-edge technologies and services. the world's leading mobile . not just inside laboratories! Tata DOCOMO has also set up a 'Business and Technology Coordination Council'. Mumbai. UP (East). Tata DOCOMO stands to redefine the very face of telecoms in India. e-wallet and a plethora of lifestyle-enhancing applications. the Company finds itself suitably positioned to leverage this first-mover advantage. Kolkata. DOCOMO had already concluded conducting 4G trials in physical geographies. while most of the rest of the industry was only beginning to talk of 4G technology and its possible applications. Tata Teleservices has received a license to operate GSM telecom services in 19 of India's 22 telecom Circles—and has also been allotted spectrum in 18 telecom Circles. technologists at DOCOMO have defined industry benchmarks like 3G technology. with its recent launch in all the nine telecom Circles where it bagged the 3G license. In association with its partner NTT DOCOMO. Tata DOCOMO has also become the first Indian private operator to launch 3G services in India. Last year itself. Madhya Pradesh-Chhattisgarh. as also products and services like i-Mode. comprising of senior personnel from both companies. Orissa. Himachal Pradesh and Rajasthan. Andhra Pradesh. Tokyo-based NTT DOCOMO is one of the world's leading mobile operators—in Japan. Maharashtra.CONCLUSION/ SUMMARY Conclusion/ Summary Tata DOCOMO is Tata Teleservices Limited's telecom service on the GSM platform—arising out of the Tata Group's strategic alliance with Japanese telecom major NTT DOCOMO in November 2008. Haryana-Punjab. Kerala. DOCOMO. Bihar. Wide range of schemes is also leading to increase in number of customers with rapid pace for Tata Docomo. This is the critical factor to attract various customers. o Tata Docomo is providing some unique features and services like pay per second. o Awareness of the Tata Docomo is spreading widely among people due to their promotional activities. o Tariff charges introduced by the Tata Docomo are found to be cheaper than other services. o Distribution and Sales channel of Tata Docomo is very effective. o Tata Docomo has emerged as a giant killer due to their tariff plans and heading towards the position of dominator. After analysis and interpretation of the data it can be concluded that o Tata Docomo is providing a broad range of products ranging from sims to photon.operator. . o Majority of the retailers are satisfied with the services of the Tata Docomo and they recommend it to others. will work closely with the Tata Teleservices Limited management and provide knowhow to help the company develop its GSM business. pay per site plans that are making them being different from their prepaid competitors. SMS per character. pdf Wikipedia en.tatadocomo.aspx Tata Docomo sstatatally software EVD Software https://sstatally.co.com/samplechapter/000896.tatateleservices.jsp https://evdapps.in/DOeSSTA/Login.wikipedia.in:4443/GsmEvdWeb/newEVD.com Research Methodology Info www.co.newagepublishers.BIBLIOGRAPHY: Tata Docomo Website www.tatatel.tatatel.com/t-aboutus-ttsl-organization.evd TATA Prepay Book April 2015 Documents provided by SAN Enterprises .org/wiki/tatateleservice Tata Teleservices website http://www. Which telecom companies are you dealing with? Airtel [] Idea [] Reliance [] BSNL [] Vodafone Tata DoCoMo Aircel [] [] [] 2.ANNEXTURE Market Analysis of Tata Docomo Dear respondent. I Sharath P J studying in Bhavan’s Priyamvada Birla Institute of Management. which brand is demanded by customer the most? Airtel [] Vodafone Idea [] Tata DoCoMo Reliance [] Aircel BSNL [] [] [] [] 3. PERSONAL INFORMATION OutletRetailer NameAreaRet Number- 1. Among them. How would you rate the experience with following brand? Services Tata Docomo Vodafone Airtel BSNL Aircel Idea Reliance Excellent Good Average Below Average . want to Study on “A Study on effectiveness of Channel of Distribution of TATA DOCOMO gsm service in Mysuru.” The information given by you will only use for research and study purpose and I give assurance to keep the information as secret. How many Tata Docomo activations you will get in a month? 0-20 Activation [] 20-50 Activation 50-100 Activation [] More than 100 Activations [] [] 9. Which of these marketing/ Sales scheme attracts customers while purchasing any connection? FRC [] Rate cutter/SMS offer [] Value added services [ ] Offers and discounts [] 6.4. How would you rate TATA DOCOMO performance as your expectation? Good network coverage [] Easy recharge Good internet speed [] Service as per expectation Other [] 11. Which Product of Tata Docomo are you selling? Tata Photon/wifi [] Docomo Sims Paper card [] EVD [] [] 7. How long you have been dealing with Tata Docomo? 0 . How often do DSE visit your outlet? Every day [] Twice in a Week [] Once in a month [] After 1 day Once in a week Never [] [] [] [] [] .< 2 Years [] 2 > . What are the features customers look from service provider? E-Recharge [] Prices and Discount Brand Name [] Network coverage Service & Support [] Other offers [] [] [] 5.< 4 Years 4 > .< 6 Years [] More than 6 years [] [] 8. How many MNP request to Tata Docomo you will receive in a month? 0-10 MNP [] 10-20 MNP 20-30 MNP [] More than 30 MNP [] [] 10. Do you recommend TATA DOCOMO to others? Yes [] No [] 15.12. What are the services Docomo needs to improve? Network coverage [] Customer service [] SMS plans [] Advertisement ways [] Call rates Internet plans Activation period Incentive and commission [] [] [] [] 14. Would you like to give us any suggestion to improve our services? ________________________________________________________________________ ________________________________________________________________________ _________________ Thank You! . Services Network converge Offers/Scheme DSE Support Value Added Services Incentive & Commission Activation process Help Centre Excellent Good Average Below average 13. Rate following contributes of TATA DOCOMO.