distribution expansion of airtel

1. SUMMER TRANING REPORT
ON
NEW OUTLETS
Of ShIvPURI REGION
Submitted by-
MANISH RATHORE
M.B.A.- II
SEM.
IPS College of Technology & Management
Bela Ki bauri Shivpuri Link Road Gwalior (M P)

2. ACKNOWLEDGEMENT
Perseverance Inspiration and Motivation have always played a key role in
the success of any venture. So hereby it’s my pleasure to record thanks and
gratitude to the person involved.
Firstly, I thank MR. SHAKTI SRIVASTAVA (T.M. SHIVPURI)
for his continuous support, stimulating suggestion and helping me all the
time during my project.
Special thanks go to MR. SHARAD PARASAR .He was always
ready to listen and give advice.
At last, thanks to the Head of the Mgmt. Department of I.P.S.
College MR. GEORGE THOMAS and all the faculty member and also
my friends for being so supportive

3. CONTENTS-:
• HISTORY
• EXECUTIVE SUMMARY
• OBJECTIVES
• LOCATIONS OF NEW OUTLETS
• OUR LEARNING
• REFRENCES

4. HISTORY-:
The unprecedented growth in the mobile market is, perhaps, the
most vivid facet of India's economic transformation since the mid
1990s. Mobile technology and services came to India just about a
decade ago. In the early days, a mobile was seen to be a fashion
statement for the rich. Today, it is accepted as a basic communication
medium for all socio-economic segments.
The Indian mobile market is, today, amongst the fastest growing and
the most competitive in the world. Today India has approximately
170 million phones Connections as on July 2007 (Source: Cellular
Operators' Association of India And Association of Basic Telecom
Operators). Out of which a little over half comprise of mobile
subscribers. Airtel is one brand which has been instrumental in
building up a vast subscriber base for itself. Airtel's journey to
leadership began in Delhi in 1995.
Since then, Airtel has established itself pan-India targeting the
entire population in India. In the last ten years Airtel has achieved
many firsts and unique records: it was the first to launch nationwide
roaming operations, it was the first to cross the one million and the
five million customer marks. It was also the first to launch services
overseas. Today, Airtel innovates in almost everything that it presents
to the market. An excellent example is Easy Charge - India's first

5. paperless electronic recharging facility for prepaid customers. For
theses endeavors, Airtel has also been conferred with numerous
awards. It won the prestigious Techies Award for’ being the best
cellular services provider' for four consecutive years between1997
and 2000 - a record that is still opened up the sector and allowed
private players to provide telecom services. Bharti Enterprises
accepted every opportunity provided by this new policy to evolve into
India’s largest telecommunications unmatched. And in 2003, it
received the Voice & Data Award for being 'India's largest cellular
service provider', amongst others. Bharti’s true calling came in the
mid 1990s when the government company and one of India's most
respected brands. Airtel was launched in 1995 in Delhi. In the ensuing
years, as the Airtel network expanded to several parts of India, the
brand came to symbolize the very essence of mobile services. Airtel
provides a host of voice and data products and services, including
high-speed GPRS services. Airtel also offers a wide array of
'postpaid' and 'prepaid' mobile offers, with a range of tariff plans that
target different segments.
A comprehensive range of value-added, customized services are
part of the unique package from Airtel. The company's products
reflect a desire to constantly innovate. Some of these are reflected in
the fact that Airtel was the first to develop a 'single integrated billing
system.

6. Airtel as a Brand
Bharti Enterprises wished to transform itself from a Delhi cellular operator
to a pan Indian telecom operator. The company worked on a three-layered
branding architecture:
• To create specific brands for each of its services
• Build sub-brands within each of these services
• Use Bharti as the umbrella brand
The brands identified to be retained for theses services were – Airtel for its
mobile operations, Touchtel – for its fixed line phones, IndiaOne for its
NLD operations. In early 2001, The Bharti Mobile promoted AirTel
cellular service went in for repositioning of its brand image. The new
brand ethos it portrayed was in two distinct fashions - the tag line "Touch
Tomorrow", which underscored the leading theme for the new brand
vision, followed by "The Good Life", which underscored a more caring,
more customer centric organization. This was aimed at re-engineering its
image as just simply a cellular service provider to an all out information
communications services provider, Touch Tomorrow meant to embrace the
new generation of mobile communication services and the changing scope
of customer needs and aspirations that come along with it. The new
communication was to portray new dimension in the cellular category. It
went to symbolize something beyond the Internet, SMS, roaming, IVRS,
etc. It symbolized the whole gamut of wireless digital broadband services
that constitutes tomorrow’s cellular services. This branding came up with
Touch Tomorrow.

7. UPCOMING TORMORROW
In late-2002, Bharti Cellular Ltd. released a television commercial (TVC),
which despite using the 'oft-repeated' celebrity endorsement route was
unusual in terms of its celebrity selection. Instead of using the usual movie
stars/sports celebrities, it chose one of the country's most successful music
composers, A.R Rahman (Rahman) to promote its brand. The campaign
attracted considerable media attention because this was the first time
Rahman had agreed to do a television commercial and also because,
Rahman had been paid Rs 10 million for the campaign, a sum usually
unheard of, for celebrity endorsers in India. The campaign received
brickbats as well as bouquets in the media, both for the selection of
Rahman and the TVC's execution. However, Bharti claimed to have scored
an ace in terms of getting Rahman to compose five exclusive symphonies
downloadable as ring tones for Airtel users. The TVC was a part of the
brand repositioning and restructuring efforts for Airtel, as part of which,
Bharti changed the brand's tagline in early-2002 from 'Touch Tomorrow' to
'Live Every Moment.' The company also decided to undertake a
comprehensive brand building program for the company and chose the
slogan 'Unlimited Freedom' for the same. Commenting on these changes,
company sources said, "Airtel's brand identity and campaign will now have
a new younger and international look and feel that builds on the earlier
positioning." Bharti's massive media expenditure plans were no surprise,
considering the fact that it was the largest cellular telecom company in the
country – reaching over 600 million people in 16 (out of 29) states of India

8. Merger of the Brands
It was September 2004, when Bharti undertook yet another repositioning
exercise. BTVL decided to unify its entire gamut of telecom services under
the Airtel Brand. This was done with an intention to be seen as an
integrated telecom services player rather than just operating in the mobile
space. It was an attempt to change the perception from "Airtel equals
mobile" to "Airtel equals telecom", and position Airtel as a complete
telecom services brand. The company’s telecom were clubbed under four
heads -- Airtel mobile services, Airtel telephone & broadband services,
Airtel long distance services and Airtel enterprise services. With Airtel’s
launch of Rs 200 denomination cards in early 2005, Airtel has targeted the
low usage segment, thereby offering services to cater to all segments. The
strategy of Airtel is gradually shifting to the mass market. By targeting the
segment of lower income group the brand is also changing its
communication strategy from the premium brand or the brand for high
class society to the brand for all segments. Airtel as a brand seems busy in
building a mass franchisee for its target market. But Mr. Sunil Bharti
Mittal wants this brand to grow as the ‘Most Preferred and Respected
Brand of India’. The sales driven communication has a limited ability to
promote the brand as the ‘Most Preferred and Respected Brand of India’.
One needs to use neutral methods of communication and public relation
tools for building this level of brand recognition.

9. Executive Summary
Bharti Airtel Limited is one of India’s leading private sector
providers of telecommunications services with an aggregate of 45
million customers as of end of June’07, consisting of 42.7 million
mobile customers. Bharti Airtel has been rated among 10 best
performing companies in the world in the Business Week IT 100 list.
Bharti Airtel is structured into three strategic business units - Mobile
services, Broadband & Telephone (B&T) services and Enterprise
services. The mobile business provides mobile & fixed wireless
services using GSM technology across 23 telecom circles. The B&T
business provides broadband & telephone services in 94 cities. The
Enterprise services provide end-to-end telecom solutions to corporate
customers and national & international long distance services to
carriers. All these services are provided under the Airtel brand.
Airtel’s high-speed optic fibre network currently spans over 43,500
route Kms covering all the major cities in the country. The company
operates two international landing stations in Chennai that connect
two submarine cable systems - i2i to Singapore and SEA-ME-WE-4
to Europe.
With more than 46 million total subscribers, Bharti Airtel is India’s
largest integrated private telecom operator with services in the
mobile, broadband and telephone sectors. The operator is targeting for
125 million subscribers by 2010.

10. OBJECTIVES-:
• To finds out the new outlets locations in shivpuri
region.
• To convince the general store of different areas to
start the Airtel outlet.
• To search new revenues areas.
• To make aware to customers about the Airtel
services.
• To encourage the exiting retailers to increase the
Airtel services.

11. • To aware the retailers how they improve their
services.
• To encourage the retailers to start to sell Airtel sim
who doesn’t sell sim.
• To make aware to retailers about how they resolve
their problems related to F.O.S.
LOCATIONS OF NEW OUTLETS
Topic: Opening of New Outlets
Place: Shivpuri (M.P.)
Duration: 60Days
Date 5July09
Zonal Manager: Mr. Abhishak Dube

12. Trainer: Mr. Shakti Shrivastav
FOSs: Mr. Dev Singh, Mr. Jay Sakhya ,Mr. Ravi Agrawal
Areas Covered: Bye pass Road, Old Shivpuri, AB Road,
Bus Stand Area, Physical Area, and Khinne Naka.
OUR LEARNING-:
After the close analysis of the above summary on the
largest private sector provider of telecommunication, Bharti
Airtel Limited, my own learning towards the telecom sector
might come to make understand others. Not only the critical
information’s but others as basic and technical information also
about the job of telecom industries I have to absorb.
As I got a chance to get training in such a huge amount of
learning in this sagacious industry with the interesting topic, I
could apply this absorbed knowledge while opening new outlets
in those areas where gapes were. As have been mentioned all

13. details of new outlets in the list; are covered that areas which had
lack of full information’s regarding the services. These new
customers have taken interest by accepting the proper solutions of
problems came from customers.
They were also told about the welfare schemes prepared for
their continuous transaction of service which are as followings:-
• The retailer will be informed about the new product
launching as fast as possible.
• The retailer will be in a regular contact of FOS of that
area.
• The retailer will be provided some attractive POP to inform
and attract the customer.
• The retailer can contact the FOS any time.

14. • The retailer will be given some possible relief on the case
payment.
• The retailer will be trained for the recharge and form filling
processes.
LISTS OF NEW OUTLETS-:
NAME ADDRE OWNE
SS R
Mohan Rajpura Kailas
Rathore road Rathore
Store purani
shivpuri.
Yadav Near bus Kapil
S.T.D. stand, Yadav
shivpuri.
Kapil Neel gay Ramdas
Mobile chauraha, Rathore

15. purani,
shivpuri.
Promod Saispura Deendayal
Rathore colony, Rathore
shivpuri.
Lakhpati Saispura Raguver
Store colony, Agrawal
masjid ke
pass
shivpuri.
Balaji Near Sonu
S.T.D. Sonchiraiy Yadav
a hotel
shivpuri.
Kapoor Mohani Anand
Departme sagar gate, Kapoor
nt shivpuri.
Big Shop Near Anil
Vijayvargi Kumar
ya
furniture,
shivpuri.
Mohit Purani Mohit Jain
Mobile shivpuri
Store road,
shivpuri.